Valuetainment - Why Millionaires Get What They Want

00:00:00.120 What if I told you there's a few million dollars around you that could be yours, but you've

00:00:03.200 got to go find it.

00:00:04.200 Yes, a few million dollars that could be yours, but you've got to go find it.

00:00:06.920 And no, this is not an infomercial, I've got nothing to sell you.

00:00:10.240 So let's talk about this.

00:00:11.240 Pat, you really mean I could have a few million dollars?

00:00:13.480 Yes.

00:00:14.480 What do you mean by that?

00:00:15.480 Let me explain it to you.

00:00:16.480 Years ago, I'm working at Valley Total Fitness in Chatsworth.

00:00:18.680 I'm the manager.

00:00:20.280 And one day, we're not hitting our numbers, our guys are not hitting the numbers, and

00:00:23.440 I'm getting to a point where I'm realizing these guys are negative, but I've got to get

00:00:26.320 them to snap out of it.

00:00:27.320 I say, guys, come here, what's going on?

00:00:28.960 We can't sell.

00:00:29.960 No one wants to buy a membership.

00:00:31.200 No one wants to come to this club.

00:00:32.320 This club's never sold any membership.

00:00:33.320 I'm like, guys, I do not want to hear it, but we're going to do an exercise.

00:00:36.320 I said, what's that?

00:00:38.100 Take a walk with me in the club.

00:00:39.580 So we go around.

00:00:40.580 I said, I want you to count how many members are working out right now.

00:00:44.020 They said, you want me to count how many members are working out?

00:00:46.020 I said, yes, let's go count.

00:00:47.640 So we walk.

00:00:48.640 Clicker.

00:00:49.640 One, two, three, four, five, six, seven, eight, nine, nine, nine, nine, nine, nine, nine,

00:00:51.840 we had only 100 people that were working out at the gym.

00:00:54.400 We had a second story, a pool, weights, cardio, aerobics.

00:00:59.400 We had around 100 people at the gym right now.

00:01:02.400 I said, let me ask you, out of these 100 people here, how many of them know you by your first

00:01:06.400 name?

00:01:07.400 She does.

00:01:08.400 He does.

00:01:09.400 Maybe five people.

00:01:10.400 I said, how come the other 95 don't know you?

00:01:12.400 I said, you ever talk to the other 95? 0.81

00:01:14.400 I said, no.

00:01:15.400 I said, what if I told you if we were to go to talk to these 100 people, how many of them

00:01:20.720 would be willing to entertain a short conversation with us?

00:01:24.080 Let's say a third of them.

00:01:25.080 That's what?

00:01:26.080 33 of them.

00:01:27.080 Yes.

00:01:28.080 Okay, what's your point?

00:01:29.080 How many of those 33 that are willing to talk to us know someone that could come in today

00:01:33.380 to buy membership today if we treated them well?

00:01:36.520 Come on, Pat.

00:01:37.520 What do you mean?

00:01:38.780 Come on, Pat.

00:01:39.880 How many of those 33 would buy membership today?

00:01:42.520 Ah, come on, Pat.

00:01:44.520 People don't want to be bothered.

00:01:45.520 I said, okay.

00:01:46.520 You don't think so?

00:01:47.520 Let me go, dude.

00:01:48.520 Just watch me.

00:01:49.520 And I started going to talk.

00:01:50.520 Can I spot you?

00:01:51.520 Do you need any help with this?

00:01:52.520 Have you looked at this?

00:01:53.520 Have you ever thought about doing triceps?

00:01:54.520 I'm going to tell you what I learned the other day from a bodybuilder.

00:01:56.520 Can I give you something?

00:01:57.520 Is there anything?

00:01:58.520 Do you need a towel?

00:01:59.520 How long have you been working out here?

00:02:00.520 All of a sudden, I started talking to a few people.

00:02:02.520 I clicked with one.

00:02:03.520 I clicked with two.

00:02:04.520 I clicked with three.

00:02:05.520 Three people that day came and bought a membership from me on Friday night.

00:02:10.520 Three, came to buy a membership from me on Friday night.

00:02:13.520 So my guys are sitting right there.

00:02:14.520 They're like, Pat, who are these guys?

00:02:16.520 I didn't have these guys on the books.

00:02:18.520 They're showing up now.

00:02:19.520 Why?

00:02:20.520 Because I went and used my existing block of business, which is 100 active members that

00:02:26.520 are working out today who love our gym.

00:02:29.520 They love our equipment.

00:02:30.520 They have committed to come and you work out, sweat, shower, everything.

00:02:34.520 They're committed to this gym.

00:02:36.520 Why are we not talking to the committed people in our lives?

00:02:39.520 So I went and talked to a few of them.

00:02:41.520 I somehow made $300 because back then you made around $100 per membership you sold.

00:02:46.520 I said, you can't do that?

00:02:47.520 Well, I know I can do that.

00:02:48.520 Next thing you know, we became the number one gym and we were selling, outselling everybody.

00:02:52.520 We hit our numbers by 115%.

00:02:54.520 What does this have to do with you?

00:02:55.520 Everything.

00:02:56.520 Here's why.

00:02:57.520 I want you to think about how many contacts you have.

00:03:00.520 How many contacts do you have?

00:03:01.520 Total on your phone.

00:03:02.520 How many total phone numbers do you have on your phone?

00:03:05.520 How many friends do you have on your Facebook?

00:03:07.520 So phone, write down a number.

00:03:09.520 You could say 289.

00:03:11.520 Great.

00:03:12.520 928.

00:03:13.520 Whatever the number is this year.

00:03:14.520 Phenomenal.

00:03:15.520 How many Instagram friends do you have?

00:03:16.520 I have 926.

00:03:17.520 Great.

00:03:18.520 I have 19,000.

00:03:19.520 I have 600.

00:03:20.520 Whatever.

00:03:21.520 How many Facebook?

00:03:22.520 498.

00:03:23.520 Write all of them down.

00:03:24.520 Okay?

00:03:25.520 What do you do for a living?

00:03:26.520 You do real estate?

00:03:28.520 You do loans?

00:03:29.520 You do insurance?

00:03:31.520 You do finances?

00:03:32.520 What do you do?

00:03:33.520 Digital marketing?

00:03:34.520 What is it you do?

00:03:36.520 How many of all of those contacts know what you do?

00:03:40.520 First question.

00:03:41.520 You know what the number typically is?

00:03:43.520 5 to 10%.

00:03:44.520 Most of your peers have no clue what you do, because you haven't told them yet.

00:03:48.520 Okay, Pat, so what do you mean by that?

00:03:49.520 Do I sell all these people?

00:03:50.520 They're not people that would want to buy my product.

00:03:52.520 I never said you go sell them.

00:03:54.520 I say you go talk to them, and you ask how you can help them.

00:03:57.520 Then you ask them the following question.

00:03:59.520 This is the magical question that can make you a lot of money, and introduce you to anybody

00:04:04.520 you want.

00:04:05.520 This one magical question.

00:04:06.520 You ready?

00:04:07.520 Who do you know that ... How do you unpack that question?

00:04:14.520 Anything.

00:04:15.520 Who do you know that is single, with no kids, under the age of 25, who is somebody that's

00:04:23.520 a family person, church going, that's willing to date somebody today?

00:04:27.520 Nobody.

00:04:28.520 Great!

00:04:29.520 But if I send it to a hundred people, one of my friends and family may say, I have a

00:04:32.520 friend I'd like to introduce you to.

00:04:33.520 Who do you know that is single, not married, no kids, college degree, he's got a good career,

00:04:42.520 he's hard working, he's from a good family, who do you know?

00:04:45.520 And people say, I know six people to introduce you to.

00:04:48.520 Here's another question.

00:04:49.520 Who do you know that's currently living in a house, that's got a half a million dollar

00:04:53.520 loan, that's professional, that's got a good career going, but they would like to refinance

00:04:56.520 their house and want to save some money.

00:04:59.520 Who do you know?

00:05:00.520 Who do you know?

00:05:01.520 Who do you know?

00:05:02.520 And then add whatever you want to add next to it, right?

00:05:03.520 Okay.

00:05:04.520 I started my market, everything I've done, insurance, stocks, as a stock broker, as a

00:05:09.520 business owner, as a content creator, wanting to find interviews at the beginning when we

00:05:15.520 had 150 subscribers, and nobody wanted to talk to us.

00:05:18.520 We had 150 subscribers.

00:05:20.520 Everything was, who do you know?

00:05:21.520 Who do you know?

00:05:22.520 Who do you know?

00:05:23.520 And at the beginning, rejection rate is high.

00:05:25.520 However, eventually when you ask enough who do you knows, enough people say, I know someone

00:05:30.520 for you.

00:05:31.520 I know someone for you.

00:05:32.520 I know someone for you.

00:05:33.520 So remember how I told you earlier, you're sitting on a few million dollars, that could

00:05:35.520 be your money?

00:05:36.520 Well, Pat, what if I'm not in sales?

00:05:37.520 What do you mean, what if you're not in sales?

00:05:39.520 Yeah, what if I'm not in sales?

00:05:40.520 Okay, no problem.

00:05:41.520 What if I told you, you know somebody around you right now, that's starting a business,

00:05:45.520 that could potentially have somebody like you help them, work with them, earn respect,

00:05:49.520 get some equity, and you can potentially be part of a start-up phase.

00:05:53.520 When a company has an exit or goes public, they may have 1.2 million dollars of equity

00:05:57.520 money that could be yours.

00:05:58.520 Who do you know?

00:05:59.520 This is not about selling.

00:06:00.520 This is not just about selling.

00:06:02.520 This is clientele.

00:06:03.520 This is a significant other.

00:06:05.520 This is to be part of a start-up company.

00:06:07.520 This is to be part of a company that's running around.

00:06:09.520 What if you said, who do you know?

00:06:10.520 Who's the hungriest person you know that you would follow?

00:06:13.520 Hey mom, who's the hungriest person you know that you would work for? 1.00

00:06:16.520 Who asks questions like that?

00:06:18.520 Well, you.

00:06:19.520 Who's the hungriest person you know, the most ambitious person you know that you trust,

00:06:23.520 that you'd be willing to have someone like me, a friend, to go work for?

00:06:26.520 Oh, if you can work with Johnny, whoever it is, you go places.

00:06:29.520 Can I get the name?

00:06:30.520 What if you send that message to 500 people?

00:06:33.520 What if you send that message to 500 people?

00:06:35.520 Only 50 people respond.

00:06:36.520 Half of them say no one.

00:06:38.520 The other 25 give you 25 names.

00:06:39.520 You've got 25 names now to reach out to.

00:06:41.520 High references.

00:06:42.520 What if you contacted those people?

00:06:44.520 I asked my uncle who he felt was the most ambitious person he knew, who was going places,

00:06:50.520 who he would trust for somebody like me to work for, who that person would be.

00:06:54.520 I said, I want to work for somebody like that.

00:06:56.520 He said, you.

00:06:57.520 What do I need to do to get an interview with you?

00:07:00.520 You send that to 25 of those guys.

00:07:02.520 Half of them say, I'm not hiring right now.

00:07:04.520 The other half say they're willing to meet with you for an interview.

00:07:07.520 Maybe you go sit with their assistant or their office manager that interviews you.

00:07:10.520 You impress them.

00:07:11.520 Then you go sit with them.

00:07:12.520 Then you get two offers.

00:07:13.520 Now you work with one of them.

00:07:14.520 Now they grow the company.

00:07:15.520 You become a voice.

00:07:16.520 You get a piece of equity.

00:07:17.520 You get a $1.25 million check seven years from now.

00:07:20.520 You know when that happens?

00:07:21.520 All the time.

00:07:23.520 You know why?

00:07:24.520 Because somebody at one point knew how to ask what question.

00:07:27.520 Who do you know?

00:07:30.520 So we have a couple exercises today with you.

00:07:33.520 Number one, take out your phone book and make a list of how many of those numbers know exactly what you do.

00:07:40.520 Number two, pull out your Instagram and go through all your real people that follow you because you have a relationship with them.

00:07:46.520 Not because you're trying to slide into someone's DM.

00:07:49.520 You actually have a relationship with them.

00:07:51.520 Make that list.

00:07:52.520 Number three, who do you have on your Facebook list?

00:07:54.520 That's people that you know you have a relationship with.

00:07:56.520 How many of them know what question you need to ask them?

00:07:58.520 Go ask them and see what happens.

00:08:00.520 You will be surprised by the kind of results you can get from this if you do it.

00:08:05.520 And by the way, there is no limit on how many texts you can send out.

00:08:08.520 You can send 500 text messages and see what kind of response you get.

00:08:11.520 Expect to be having your rejection rate be very high.

00:08:14.520 But if you go with the big numbers, expect to be surprised with the kind of customers and opportunities that could come your way.

00:08:21.520 And by the way, if you want to know the formula on how to make a million dollar of your income, the formula on how to make a million dollar of your income,

00:08:27.520 I did a video on that a couple of years ago.

00:08:28.520 If you've never watched it, click over to watch it.

00:08:30.520 And if you've not subscribed to the channel, please do so.

00:08:33.520 Have a great week, everybody. Take care.

Valuetainment - September 21, 2020

Why Millionaires Get What They Want

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