all right just came back home from my my
wife and I tonight’s our today’s our
seven-year anniversary we’ve been
married seven years today I never
thought I’d be married period my friends
never thought I’d ever be married but
I’ve been married for seven years as of
today which is a absolute miracle and
it’s been a great seven years three kids
came over how are you and we just had a
chance to go on a date night and watch
Central Intelligence if you haven’t seen
it it’s unbelievably hilarious
you gotta go watch it sometimes it’s so
great to laugh your ass off and we left
our tail off tonight it was that good
hey thank you so much everybody thank
you thank you thank you we have seven
years today seven years today and I
literally land at home last night this
morning 3:00 a.m. in the morning my kids
woke me up they wanted to play all day
we swam we went out we had a great time
some real good food today real real good
cooking today
Arthur congratulations on your five
years as well
we got people all over the place hey
where’s everybody from we got Robertson
our wives from San Antonio Roberts
welcome welcome Mara Hawk joseline Thank
You Vera Amaya
we’re doing good thank you for all the
love and the anniversary okay guys I’m
in a very very good mood I’ve got a lot
of energy right now to get into the
networking topic because a lot of you
guys sent me a message but before I get
right into it I’m gonna tell you guys
one thing about the book first of all
thank you so much for all the people
that are writing reviews and posting
your stuff and I know a lot of people
are messaging me same pattern I bought
the ten books I want to be part of a
drawn to be part one of two people
that’s gonna win a 15 minute or 30
minute mentor and called war it’s just
you and I how do I go about doing it my
review is not posted on Amazon so
Amazon’s been having a glitch we’ll be
communicating with them so what I’m
gonna do is I’m not gonna announce the
winners today I am gonna
an email in newsletter on probably
Monday or Tuesday latest Wednesday once
we get everyone’s emails in on who the
two winners are so if you haven’t yet
subscribed to my newsletter be sure to
do so go to my website and subscribe to
my newsletter I will be announcing the
winner of my newsletter this week let me
just put the website up but for those
who guys have read the bulkan and post
it or read through your reviews on
Amazon it is highly highly appreciated
for you guys doing that okay so let’s
get into a network in networking
networking networking I’ll talk a little
bit freely on networking and then I’ll
open it up for whatever questions you
got about networking this past week I
spent I don’t know how many hours let
you say three to twelve that’s nine then
in a morning one and in the afternoon
was for fourteen hours training a group
14 hours training a group in Riverside
there was the place was jam-packed with
a couple hundred people there but we did
a very eventful that I was mentoring for
those two days and several people came
from Arizona
several people drove down from Rancho
Cucamonga my friend dr. Cooper was there
evenings were there Phelps were there we
have the pembers drove down from Arizona
it’s a phenomenal time we talked a lot
of different things we talked about
sales and a lot of great questions came
up but then I said you know you know
what always amazes me is how we have we
have all of us we have so many of the
skills of networking that we’ve been
doing all our lives all of us have such
great skills on networking that we’ve
been doing all our lives that we forget
to transition it into business and and
and the best way for me to give the
analogies is always with men flirting
with girls and courting girls and an
advice verse on how woman
experience when a guy would come and do
all that you know trying to get a girl
to want to go out with them and how what
are the different approaches and all
this other stuff because we connect with
that we relate with that so we went
through all these different
conversations and I said you know what
networking is probably I read a book I
don’t know if I have the book here or
not very very good book many many years
ago I read that book like 12 years ago
and it said if all the wealth was taken
away if everybody was to lose their
wealth all of us everybody
Bill Gates you I every every single
personal loss every single penny that we
have to our name if everything was taken
away from us
and everyone started from scratch it
says within three to five years to sing
wealthy people would end up having all
the wealth in the world simply based on
the relationships that they have okay
sometimes I was trying to tell this to a
young guy mentor and he’s no longer
young but I was trying to explain this
to a young guy was mentor and I said you
realize you got to keep something in
mind he says what’s that I said I said
be very diligent on the way you treat
other people you doing business with
because if you don’t do business with
them the proper way this may be the last
time they ever do business with you and
his response was I don’t keep better one
of it do business with me I said pawn
that’s a mistake right there because
it’s ego right I’m reading this book by
a Ryan holiday was a phenomenal author
he wrote a first book called trust me
online which is by the way great title
the other book I wrote red was obstacle
is the way now this book ego is the
enemy and he’s got such great content in
this book whom this may actually end up
being one of the book-of-the-month Ryan
holiday for some of you guys lemmings I
think is out of base out of Austin and
he talks about so many great things
you’re about ego but one of the thing is
when it comes down to networking is
first you got to realize when you hear
the saying your network is truly your
network it really is your network is
your net worth it truly is you can dip
there are relationships in my life
that’s worth more than somebody giving
me five million dollars
so for instance if someone said that
person is completely taken out of your
life forever you can never talk to that
person
we’ll give you five million bucks I
wouldn’t take five million bucks because
that relationship is worth more than
five million bucks think about that but
most of you don’t think about it that
way most of us kind of just look at it
or I don’t care for anything I know you
got to have value for certain
relationships why because you know you
may you may have a lot of good going on
now and you have certain relations which
I don’t need any of these relationship
right now in my life well it’s great but
if you’re only planning on living for
another one year
yeah those relationships probably are
meaningless but if you’re planning on
living for another 40 years
you better believe certain relationships
are very very very very very very
valuable very valuable I’m not talking
everybody but I’m talking there are
certain relations that are very very
valuable so networking how does
networking work with relationships how
do you meet anybody and I watch this
watch the questions I want to ask a
banner powers from Hollywood tell your
husband I said happy birthday I think it
was his birthday yesterday I had plans
of calling him but I was at Riverside
Mike it’s how am I to do this to call
him tomorrow please wish your husband a
happy birthday tell him we miss you guys
a lot we love for you guys to come visit
us and stay with us here for a couple
days but anyways let me get into it so
networking right your network is your
net worth so first of all think about it
this way
think about it this way think about the
best friend you have who is your best
friend in your life okay think about the
best friend you have who was your best
friend in your life you got a name for
the best friend okay whoever your best
friend is that you have right whoever
your best friend is that you have right
okay whoever your best friend is that
you have think about your best man okay
how did you meet your best friend who
introduced you to your best friend
did somebody introduce you to your best
friend who was that person that
introduces your best friend
did you go into a circle and that circle
and
to group because I remember when I came
from Iran to Germany from Germany I came
here I met a man I met a guy named Arman
Arman and wasn’t junior-high-school
wonderful guy god bless his soul a very
special person him and Adriene
okay we’re sitting across this when in
the algebra algebra class and summer
school seventh grade they looked at me
and I was fresh off the bunk branch
brand spanking new they said hey come on
watch you hang with us I went and hung
out with them they introduced me to
their group of friends then it came arts
and are all these other guys that came
through that friendship that
relationship that Network introduced me
to their network okay so now introduced
to their network through their network I
met a lot of different people then I
build other relationships with other
people that I now have a valuable
network network then I introduced to
their network and our network started
growing together some of these networks
ended up dating each other and married
each other one of my cousin’s I
introduced them to another group they
ended up marrying each other this
happens a lot this is why network is so
valuable right networks have a lot of
value the same goes with business so you
go meet with somebody and all of a
sudden you meet with somebody that
person introduces you to their five
people and you introduce some four or
five people then you have a bond of a
network so what happens there then you
connect what do you mean what you can
how do you connect so the problem with
business sometimes is that when someone
says what are you selling what are you
selling
okay are you trying to sell me something
my friend one time I said well what is
it that you’re trying to sell me
something I said
of course I’m trying to sell you
something you what what can I do to help
you so the best part about network is
always coming from a place of saying hey
man who can I introduce you to who do
you need to know who you need who’s the
ideal person you’re looking for why is
it always important to ask who are you
looking for how can I serve you
so that person says you know what
honestly I’m looking for somebody that
is this this this this this okay great
let me think about somebody I can think
about and I’ll and then actually deliver
and give them those two names to talk to
okay I love connecting people great
networkers or great connector
so I think you need to talk to this
person I think need to talk to that
person I think you need to talk to this
person I think you could talk to that
person
great then they connect then you have
the moral authority the easy way for you
to ask who then you know okay then you
have for instance I am right now
speaking I’m working on a very very
large project for insurance that’s gonna
requires two anyways it’s a
multi-billion dollar project I’m working
on right now so I need to speak to the
top attorney in America okay how do I
introduce a top attorney to in America I
get introduced to the top attorney
America by a man that I’m met by another
friend that I met by another friend who
invited me to a party at Gibson Island I
gonna meet this man and then he
introduces me to this attorney and this
attorney knows every single Attorney
General every single Department of
Insurance head at the top she knows
every reinsurance every body at the top
for you she has relationships with them
every single one if she has
relationships with them so then I meet
those people through this relationship
now this attorney is not a xeno chief
attorney she’s not six hundred bucks an
hour you know some most attorneys or six
hundred bucks an hour this is a $1,200
an hour attorney this is an attorney
when email is a $200 email is what it is
okay but she’ll call you at 5:30 in the
morning when she’s on vacation in Hawaii
because she’s a pro that’s what she is
I did not meet her by going on Google
and saying who’s the best insurance
attorney that’s not how you meet the
best insurance attorney I met this
person if I layer it but how many people
it is it’s probably 50 relationships
introduce me to her okay 50
relationships introduce me to her but I
brought value to the person who
introduced me to this person if that
makes any sense so the the and then you
always network through your
relationships I think a lot of times
people don’t build a new network because
they don’t know how to use who they
already they’re already existing network
that they have they don’t have to work
through that network because it’s always
hey what do you what it’s it’s always
like so much it’s about asking for other
people to do for you but the easiest
thing about networking is what
how can I do something for you okay so
the approach doesn’t work and so people
that want to help somebody that’s always
about them because the approach doesn’t
work and their approach if you take the
approach of how can I help you they’re
always willing to be able to help even
more right some networking part if you
get good at the networking part I don’t
listen making money in America or any
part of the world is not difficult if
you know the right people you’ve heard
that millions of times I’m not the first
one to tell you this we’ve heard this
we’ve read about this we’ve covered this
we’ve written some books watch there’s
movies and listen to it on podcast
listen to it on different so many
different things right but it’s you know
one how to use your existing network to
get in deeper networks and the right
network you get into and you do your
part and you bring value you don’t wing
it like there are certain people and
I’ll say for myself Ryan my wife and I
the other day were talking and I said
baby I got a question for you she said
what I said say Patrick big David is not
50 years old first of all I’m gonna be
doing business for the rest of my life
because I like doing business I love
doing business Curtis one of my good
friends asked me on Saturday so so
Patrick what are you gonna do ten years
from now twenty or so on a very good
question I said look here’s what I do
know I am going to be talking about
capitalism free enterprise and
entrepreneurship so the day I die
because I want to inspire millions of
people around the world to understand
the value of becoming an entrepreneur
that is never ever going to stop I’m
going to be doing this for the rest of
my life
because I know what happens to people
when they decide to become an
entrepreneur and I know what happens to
people effect actually gets serious
about becoming an entrepreneur the rest
is history right so for me one is
business you got to be serious about
long-term business rebuilding so I asked
my wife said babe yeah me ask you a
question from all the people that were
in business with today I said who you
think I’m gonna be doing business with
ten years from now and then she started
naming off the names she said this
person that person this person this
person from but she didn’t mention some
of the names as how come he mentioned
that person’s name I said babe I don’t
think they’re wrong some people I think
she’s just doing something right now
because he’s Happiness making money
that’s what matters him he doesn’t
really value relationships and I said I
never thought about that yeah it doesn’t
really value relate
but that person does this person does
that person this and I said seriously I
know one thing about business is if you
make businesses that everybody makes
money together everyone’s always gonna
want to do business with you especially
your network anytime you call people
that you’ve made money with they will
pick up your phone call because you
always make money with them and you’re
someone that delivers your network needs
to know that they can rely on you to
come through when they need you the
moment your network cannot rely on you
then what’s the value of the network we
can have a relationship friendship wise
but for business it requires delivery so
I’ll open it up for any questions and as
long as the questions are good I’m
energized tonight I’ve got lots of
energy even though I’m not going on a
lot of sleep but I have a lot of energy
today so you guys got good questions
I’ll stay up here with you guys for some
time addressing some questions and we
will go from there so if anyone’s got
anything questions here please let me
know and we will go from there all right
so let’s see hello
great info crying passing Irene who
upset you and Arnie we got on back here
so any questions you guys got on
networking let me try to go back up here
excited we got a lot of comments so true
about delivering value to your networks
and not just using it Alfred
someone dropping a link is unethical
poor marketing strategy I wonder why
some people some listen hello after I
don’t know what you’re talking about but
okay great good to have you here with us
how do you handle stress I want to stay
on the topic of networking I could
address that on a different one how do
you reach the discipline highest level
of discipline how do you know when
someone is afraid of success magazine
best way of getting in front of a VC
best for getting in front of a VC is
through other people people they have
relationships with to introducing and
love anybody you want think about it
this way okay so you have a girl that
you really like okay if you have a girl
that you really like and you want to be
able to take this drop out that you
really like we have different marketing
approaches you tell me which one’s gonna
be the most effective one cold you go
and ask her out
that’s cold that’s cold asking around
right
– the second way you go out is this the
second we go out Scott is you go and say
you go and ask one of her friends and
you say you make friends with her or you
can send our message on Facebook or you
can send it is all these things could
work but imagine this way imagine this
way imagine a friend her friend you’d
befriend you become a very good friend
with that person you build a very good
relation with that person and that
person talks to the girl you like and
says I think you need to talk to this
guy Joe what are you talking about I
think he likes you and I think he’s a
very good guy then you ask her out you
got a reference right so many times
people will come to VC’s people will
send me a message and st. Patrick if you
could only invest a million dollars in
this company I you’re better off having
somebody else recommending you then just
private message me and say me Pat if you
could only put a million dollars and
this think it’d be great you know Pat
can I get a hundred thousand dollars and
doesn’t it doesn’t work that way people
approach you know Cuban like that people
approach different people like that and
it’s not an effective method Joseph if
you can get somebody that makes the soft
intro to you to meet with someone now
that means that person’s got to have
credibility and that person’s got to
believe in what you’re doing if they do
the VC is willing to meet with you and
speak to you about it how do you get
more leads
that’s not how do you network online how
do you network online with other people
okay so for instance LinkedIn let’s talk
about LinkedIn LinkedIn is probably a
place that a lot more networking takes
place than Facebook right Facebook is a
great place to network with other people
it’s a very good tool you got one and at
one point six billion people and most of
them are active unlike Twitter LinkedIn
is professionals right and Lincoln’s got
different way that they network LinkedIn
is a very very good way for you to
network with people on LinkedIn but
again it starts with a relationship for
instance look let’s just say you’re
networking with me on LinkedIn if
somebody sends me a message and saying
hey you know are you interested in leads
it’s such a like in LinkedIn you get
bombarded with people that
Sulli leaves I have no desire to talk to
the person but I’ll tell you somebody
who did it the best way with me and
almost got a big sell for me when I say
big stuff he almost got him they almost
made $80,000 out let me explain to what
he did so he went and researched me he
went and researched me he read my books
then he prepared a letter sent a message
and said this was the former CEO of one
of the Gulf companies he sent me a
message and he said hey Patrick it’s
great it’s an honor to connect with you
I just wanted to ask you a question
about one of the laws in your book
twenty-five laws were doing the
impossible law number seventeen in this
part we said this what did you mean by
this I’m so curious I would appreciate
if you can get back to me not much what
I did I read this okay I read this and I
said oh wow
that’s great I grabbed my own book I
don’t know what lost seventeen is I read
the number seventeen law I see where
he’s asking me I send a long message to
him describing him what he meant by then
from there and say hey thank you so much
for getting back to me it’s one of my
favorite books I’ve read in business you
know I I know you’re a very busy person
but I see that you’re in the financial
industry I’ve got a couple people I’d
like to introduce you to one would it
work for you not to jump on a 15-minute
call together no problem we jump on a
15-minute call together after speaking
to for fifteen minutes I ask at the end
what do you do then he says I’m a
commercial real estate agent okay here’s
what happened I had just put my property
to be leased by someone else because I
was looking for somebody took on my
property
then his approach was so subtle that I
said let me ask you a question what do
you think about the property that I have
right now in place oh let me help you
out let me look at I’ll do whatever I
can to help you out I already had a
contract with somebody else those people
to follow who got a client if they
wouldn’t have gone to a client I like
this guy’s approach so much that I was
gonna sign the contract with him to make
the sale for me that would’ve been an
$80,000 commission check for him his
approach was pure world-class on how he
approached me I like doing business
with people that do a lot of research on
the front end before they approach me
you know listen you know how you know
how girls that ladies if you’re on here
I just want you to answer this place so
all men will understand women know when
a man approaches them and it’s only
about one thing they know it
there is radars it’s like oh Scott only
wants one thing it’s all he wants
it’s going once one thing they know it
there’s a radar let me explain something
to you hi identity people who are
extremely successful in their trade in
their business guess what they know they
know what all you’re thinking about is
the sale that’s why they don’t want to
do business with you it can’t be about
the sale see it can’t be men can’t
approach with what they want all men
know what single men we know what we’re
excited about it was like man we want
like but if that’s the approach you’re
not gonna get what you want just like in
business if that’s the approach you are
not going to get the sale that you want
and the business people will understand
it so in the world of networking and
getting it to new networks you got to
know how to do it properly so you’re not
losing those strong clients away so that
was one of the guys that did it the best
and I always give him love and respect
for what he did okay let me go back I
skipped a lot of questions here secret
any good questions or one Patrick’s out
of an Oklahoma part of solar company
because I brought her good friend he
start something out of someone giving
them too long guys too long keep the
questions short those steps the things
private message we wouldíve okay to
network your old friend that you haven’t
talked to like five years yeah what I
would do if I haven’t talked to a friend
for a long time I would call him and I
would just get on a call with him and
see how he’s doing maybe asking her for
a cup of coffee then find out where he’s
at
then see how you can serve him then
introduce them to whatever business that
you’re doing that’s a good approach to
do when you’re when you tell meif
somebody haven’t talked to for a while
if somebody you have talked to in a week
I can bring up a business to a friend
that I talked to regulars I got
something I want to bring up tell me
what you think about this business great
so you are against cold call I am NOT
against cold calls God knows I’ve made
tens of
thousands of calls but how do you make
cold calls let me take how my cold calls
work this is how I call call was when I
worked on Morgan Stanley Dean Witter
rain drink hello yes this is a Patrick :
um I wanted to call you and ask you if
you’d be interested in getting the free
pound of ice cream that doesn’t melt and
I’d like to deliver it to you for you to
taste it and see if you like this ice
cream it guarantee doesn’t smell it’s
the most recent technology that came up
with we’d like to give you a pound of it
to see if you like you’re kidding me
there’s ice cream that doesn’t melt
no I’m just kidding this is Patrick with
every giving you call from Morgan
Stanley Dean Witter I just wanted to
break the ice with that out oh my gosh
hahaha they start laughing then we talk
a listen look I’m a broker here with
Morgan Stanley you obviously know Morgan
Stanley Dean with it were one of the
biggest broker dealers in the world and
we’re very credible I just wanted to
call you and see if you’re actively
involved with your broker if your broker
is involved actively with you what type
of really and then I would say look I
like your approach hey look all I want
to do is introduce myself are you okay
with that yeah okay one can I come by
introduce myself
I’m on my dry cleaners what’s the
slowest time at your dry cleaners you
got ten dry cleaners what’s the slowest
time my supposed time is you know ten
o’clock in the morning I’ll stop by ten
o’clock in the morning or my slowest
time is you know 8:30 or 9:15 is
typically dry cleaners was good I’ll
stop by you know 15 how you doing we’d
go right next door to a quiz don’t sit
there tell me about your house the
business house the flow house this has
that bump I mean it whatever it is to
break yeah so cold calling is breaking
the ice not sounding like a salesperson
if you can get me to laugh as a cold
caller I’m interested if you can’t get
me to laugh as a cold caller I am NOT
interested that worked very very well
for me for years and I did it very
successfully we’ll call calling for a
long long time awesome the best version
of them for coal cars get about there
are enough sofyan what is your opinion
about renaming a product after being in
a market for about a year
I’m thinking about changing cool talk to
coop I for my studies it seems like
America is used to PI’s rather than
tarts you know first of all the kudos Q
for having the you know he what’s the
word I’m looking for
having the first obviously the guts but
noticing that that maybe not working and
having the courage to want to change it
up look many many years ago there was a
company called hallowed was called
hallowed and how a company made got into
his ear a graffities okay hallowed
company there were a very big company
very successful companies they built a
product that was called Xerox okay and
this machine became their number one
selling machine I think 80 percent of
their sales was this machine so
customers would say Oh which company
that Xerox company right here yeah is it
what’s the company’s I think it’s Xerox
no no the company’s name is Hal oeid oh
winner it’s not Xerox no it’s it’s so
after so many times the salespeople and
executives noticing that everybody
called them Xerox Hollywood changed
their company’s name to Xerox and now
you and I know Xerox and Xerox is known
as one of the greatest companies when it
comes down to teaching sales training
and that dominated their sector for many
many many many many many years to come
so depending on why you want to change
your company name I wrote an article
five years ago on a pre since like
companies change their names if you
google it’ll come up and they’ll give
you an idea eight you know eight
different reasons why companies change
their names and yours may be one of the
reasons why would actually make sense to
do it so that would be my answer to I
think it’s you do it sooner it’s better
you do it later it’s tougher so it’s all
on you and when to do it how do you make
someone lower their guards and sales I
have a client that never had a boat and
is skeptical to believe in my guidance
toward right product for him and his
family how to win them over first of all
your statement is I have a client that
never had a book and is skeptical to
believe in my guidance so that statement
that that statement to me is you think
you know what’s best for that person I
don’t like selling something to somebody
that one they have no desire to having
the product there’s got to be a desire
or need or want right not what I want of
course were marketers were entrepreneurs
were salespeople we believe everybody
or on on our product but they don’t so
for me Janina that’s a good question
that’s a very good question for me it’s
asking them two questions first
you know when whatever I do whoever I
bring on board whoever I hire whoever I
do business with one of my favorite
questions to ask is is what do you what
do you want to do what do you want
yourself you want this do you actually
want to do this what I would it if you
wanted to buy both what if you like why
would you want to do this but why would
you want that and then if they say it
then they own it
then it’s very easy to make the sell so
you got to make sure the cell is being
made by them wanting it now do you
believe in gets best for them
because we can believe what’s best for
them but we got to make sure they also
agree and like and are in a position to
want to take advantage the product and
the service that you offer as marketers
again we believe it’s everybody I did
asking those questions client look for
me and shared his needs and his desires
with that guys me okay perfect then if
there is a meet and there is a desire
maybe there’s an experience for me I
like experienced and explain what I mean
by an experience you know when I would
bring somebody to the gym I watched two
different types of people that sold
membership let me tell how these people
would sell memberships I thought guys
that would give a tour to a person that
wanted to buy a membership look at the
difference look at the difference I was
observant about seeing why why these
guys weren’t selling so this is what
they would do they would go to the gym
and I would say well you know to our
riders are aerobic instructors we teach
all these different classes from hip hop
to you know the step and that that that
always over here we have our you know a
over here we have our cardio over here
we have our pre core we have all
different types of cardiovascular
machines we have our outdoor swimming
pool we have our G could we have this
pair this okay let’s go back if I can
find you member should that make sense
for you say any reason why you shouldn’t
bite make a decision today let’s go and
nobody would buy I’m very few would buy
so here’s what I did I said so listen to
Mary what is it I want to work on I’m
gonna work on my muscles I want to might
get my legs to be tighter I want to get
my body to be stronger on and I want to
get my biceps I’m gonna get my chest I
want to get my hey but you know Bob what
is it I want to work on you
honestly I just want to get my abs
stronger bone I’d go I would put the
guests to do three machines three
machines look at the difference three
machines
Shanaya i’m sailin we have a very
special machine for your chest very few
gems have this we have this machine let
me show you I’m gonna I’m gonna show you
this machine here it’s advanced a new
machine that we have I want you to feel
they not do it and they would do it they
would do it oh my gosh
this is so amazing I’ve never we have
this machine I’m gonna show you two
other machines now this is chess let me
show you a special machine we have for
your shoulders that you’re gonna be
blown away by here try this wait let’s
see how you’re gonna do and then we do
this certain machine that we got
whatever noon back then it was hammer
machine no new ones that have come up or
here you know typically people do squats
it’s tough on your knees and back we
have a special machine to prevent pain
for your back and your knees here I want
you to stand here stand like this let’s
put some light weight go down all the
way down now come back up go down all
the way down
how do your knees feel how does your
lower back does it hurt not at all see
that’s the mission that we have to help
you with your legs and next thing you
know they’re harnessed pump in they’re
sweating a little bit when we’re sitting
on doing a membership they’ve already
experienced my product so you’re selling
boats give me the experience go give
them an experience what’s the experience
put them in a boat take them for ride
let them see it a little bit let him get
off the boat and other people look at
them thinking they own it then you have
a have a higher likelihood of that
person wanted to buy your product if you
do that I don’t know if I answer your
question for you I hope that answers
your question for you if I belong to how
do you network with someone more
successful than you are at the moment
Jarrod that is a very good question that
we covered yesterday in Riverside
California I’ll give you the right
answer there so Jarrod so keep this in
mind successful people who become
successful a lot answering this question
is you ready I’m going to give you a
very very very very big nugget here they
love answering this question
they love answering this question it’s a
very simple question hey John you know
it’s so amazing man I look at you I
admire you
the type of success that you’ve had in
which you’ve been in your life you know
there’s so many different qualities that
I’d love to emulate on what your biddle
in your life what would you see r3 every
keeps you keeps the success on you
reaching where you’ve reach right now
oh oh well you know let me tell you
about the keys to success on what i’ve
done well my keys to success is hard
work and you know having a mentor
working very hard and you know oh and
then they open up then they want to help
successful people love talking about how
they became successful they’re just
fascinated to doing that right they love
doing that and I knew when I was coming
up when I think of this part up a big
part of my success I was talking about
this yesterday was centers of influence
so I had 20 people that I brought on a
list who were my most valuable network
men in my network they were the most
valuable people on my network I wrote
these 20 names down and let me take what
I did with these 20 minutes I took these
20 names every quarter
my goal was every quarter but I wasn’t
successful every quarter but I did it
every six months my goal was every
quarter to take him out to lunch and
every time I took him out to lunch right
after I took him out to lunch I sent
them a book a week later saying this is
a book I recently finished after the
conversation that we have I think you’ll
really enjoy this book again thank you
so much every single time I spend time
with you I value because I learned so
much from you thank you and then I send
him a book why did I send him a book
because most people send cards most
people send an email
most people send all this nonsense
message on Facebook or LinkedIn it shows
you you don’t have that appreciation and
that time to put into it I sent a book
with a note in it I became a book
sending the machine is what I did I just
became a book sending machine even today
last year 2015 we sent over 31,000 cards
31,000 cards that are sent to people
last year why everything is about
relationship right so how do you go and
network with people that are way more
successful than you say look I admire
what you then I admire you right can I
just you know I’d love to meet with you
and just learn a couple things about you
on then do you want to help you and
introduce you to people that you know so
Jarrod that would be my approach with
people that are more so
cessful venue I live in Coral Springs
Joe I live in Coral Springs was the best
advice you can give me being a car
salesman I am new to business car sales
and so Joe tell me to car yourself
because it makes a big difference this
last week I went a tester of the new
Huracan an Aventador the Lamborghini
that’s a different sales than a Lexus
that’s a different sell than a Porsche
it’s a different sell than an Audi it’s
a different cell than a Ford it’s a
different cell than a lot of different
things so you got you got to tell me
okay Kia well here’s a middle America
product right here’s a middle America
product and if it’s a mental America
product that means you have a bigger
market that you’re dealing with if
you’re dealing with you know exotic cars
you have a smaller market of people that
you’re dealing with but it’s actually
not a difficult sale either because rich
people hang out with rich people so all
you need to do is get into that Network
Middle America is very simple treat them
well given respect take care of them
have an edge remember anniversaries
remember birthdays remember weddings
remember their kids birthdays if I was
in car sales myself if I was in car
sales myself okay I wouldn’t I would do
whatever I could for me to not have the
negative connotation that’s linked to
car sales so what is linked to car sales
pushy arrogant cocky they all dress
alike they’re all annoying this this
hope think that people think about car
sales the guy about four or five six
cars from Jaime godina was complete
opposite complete opposite that’s why I
referred so many people to want to buy
cars from this guy so many people
because his way of doing things on how
he treated me was so eloquent that I
told the world about it and now by the
way he’s one of the general managers of
a Galpin Ford in LA I think not in LA
it’s North Hollywood not even note on
what is it anyways I think it’s in North
Hollywood he does very very well for
himself but that would be my approach
take care of your customers remember to
vivid details and get into the market
very quickly you know at the end of it
sell any time you’re making a selling
you’re selling the car let’s just say
you sell a car to me this is what I
would if you sell a car to me I would
say hey mr. bet David thank you so much
for trusting me to help you out with
your car here that you were looking for
for your family truck you know so that
whatever it is
from there I would ask who else they
knew and let’s just say whoever else I
know for you if I did send somebody one
even if I send somebody this is the one
thing that’s so annoying that people
don’t do it’s basic etiquette even if I
send somebody jobs stay with me here Joe
even if I send somebody to you that
meets with you but never buys always
send me a gift but if I send somebody
chewed that buys send me a very nice
gift very nice gift I will forever
remember it very few people will do it
but the professionals they all do it I
guarantee they all do it so it’s so
amazing this formula of being an
entrepreneur so simple but most people
don’t do the small little things that
matter to win in this business it’s such
a simple game my gosh this thing is so
simple is it hard to be an entrepreneur
100% it is love it use empathy to see
what would be attractive and it looking
great got it I always give my clients
there you go Janina but your product is
something that you need to gift and your
gifts are probably more restaurants and
things like that you know one thing with
high-end products is what I would do is
I would say hey I would always have a
relationship with a three high-end
restaurants okay
high high top-of-the-line restaurants so
you know pick would you know Ruth’s
Chris pick a crustaceans pick a whatever
is high-end in your area here there’s a
lot of high-end restaurants here so to
pick the big steakhouse okay the
expensive sushi Nobu whatever get to
know the general manager and if you get
to know the general manager get the
general managers you know let’s just say
there’s a client you really want to
impress and you tell them and say hey go
with your somebody there asked for John
if this you don’t need to do this but
every client but a handful of clients
you do this with you say hey mr. Ben
David is any especially I’m coming up
with you and your wife anytime soon yes
actually it’s interesting you ask we
have our anniversary coming up man
recommend a restaurant G to go sure
there’s a restaurant crap in there
before are you familiar with the manager
there John no here’s what I’d like you
to do I’d like to go you go over there
and you tell John that Larry sent you
and they’re gonna take good care of you
oh really yes you sent John Larry simply
they’re gonna take good care of you okay
you go and I say Larry Ganem a stick
with John the general manager yes Larry
sent me you or Larry Larry Newland or
Larry sent you Oh perfect no prob
take care they go now this may cost
Larry 500 bucks a month but that’s 500
bucks a month is gonna make Larry ten
more thousand dollars a month because
you my friend became a pro is what you
became and very few people are gonna do
things like this very very few people I
had clients that I would say I want you
to go to rock this place don’t worry
about it just ask for this person and
they’re gonna take care of you they
would go there they would call me and I
rock this place what was Jennifer’s name
again ask for this person okay and tell
him Patrick sent you that’s a century
and then Rocky’s with Tommy Pat the bill
was a hundred sixty-two dollars here you
go buddy score the way back that memory
they gonna go tell the world I am
working with the best guy cause he did
this to me guys this this is you know
getting from three grand a month to 10
grand I’m up to twenty two fifty two
hundred to two hundred to half a million
am on top of income it requires some
diligent but it ain’t that hard anybody
could do it it requires some diligent
but very few people will do it anyways
we’re getting a lot of good questions
this is a double the size of a mentions
that we have last week let me see what
else we got your name and janaína would
that the I skip the last moment that we
expend your mindset love it Patrick okay
let me get back here Johnny Duran Oh
Johnny how you doing love it Patrick
that’s networking yes harsh on many
underpriced a thin line between gifting
and bribing any innovative’s ID since I
mean listen you just got to know that
you want to make sure you’re being
compliant when you’re doing this but you
got to take care of your people on on
what you’re doing so find out whatever
the compliant part of your business is
you don’t want to break the laws but you
definitely want to break the laws and
rules
haven’t met anybody that with anybody
big yet that hasn’t yet broken the rules
a few times
remember that the people that you are
talking about 100 okay many numbers of
goods any place okay sounds good so
there’s a more complimentary than no
questions guys lots of great questions
I’m gonna let you guys go for those of
you guys who were participating in the
books with what I was telling everybody
about last week my new book that came
out with Tom Ellsworth the gentleman who
took jam that public with a seven of his
partners and they sold it for 700
million dollars 680 million dollars to
be exact we wrote a book called the life
of an entrepreneur that got launched
last week if you have not purchased it
yet
you can go on Amazon if somebody can put
up the link for you to see I will be
introducing the winner because anybody
that purchases 10 copies of it and gives
them away to their peers friends family
and writes a review I was gonna give a
do a mentoring call I’m gonna announce
that winner this Tuesday or Wednesday so
stay tuned for that if you haven’t get
purchased a book if you haven’t yet
purchased a book I would kindly
appreciate it if you get the book the
life of an entrepreneur in 90 pages the
life of an entrepreneur 90 pages and
when you do so please also remember to
post a review on Amazon as well when you
do purchase the book if you haven’t yet
subscribe to my newsletter I will
announce the winners this week but with
that being said lots of great question
gained I’m gonna go spend a little bit
of time that I have my wife tonight for
our seven year anniversary a lot of the
questions tonight’s questions were
better than any other night that we’ve
had with questions so keep them coming
we’ll do this again same time next
Sunday night maybe are a little bit
early I’d like to do at 10 o’clock but
tonight was a special event for my wife
and I anniversary we had a great time
life is funny sometimes it goes by so
quickly you know and as long as you can
figure out a way to enjoy the moments
it’s okay if it goes by quickly if we
can figure out ways to seize the moment
enjoy the time with our loved ones with
our family with our friends cuz like
this we’re 50 like this 60 70
game over so you got to try to figure
out a way to make a difference both
strong relationships have a blast doing
it and try to make us big of an impact
in your life as you can
hey good night to everybody it’s late
wherever you are it’s time to go to bed
and have some sweet dreams everybody take care good night love you bye-bye
wife and I tonight’s our today’s our
seven-year anniversary we’ve been
married seven years today I never
thought I’d be married period my friends
never thought I’d ever be married but
I’ve been married for seven years as of
today which is a absolute miracle and
it’s been a great seven years three kids
came over how are you and we just had a
chance to go on a date night and watch
Central Intelligence if you haven’t seen
it it’s unbelievably hilarious
you gotta go watch it sometimes it’s so
great to laugh your ass off and we left
our tail off tonight it was that good
hey thank you so much everybody thank
you thank you thank you we have seven
years today seven years today and I
literally land at home last night this
morning 3:00 a.m. in the morning my kids
woke me up they wanted to play all day
we swam we went out we had a great time
some real good food today real real good
cooking today
Arthur congratulations on your five
years as well
we got people all over the place hey
where’s everybody from we got Robertson
our wives from San Antonio Roberts
welcome welcome Mara Hawk joseline Thank
You Vera Amaya
we’re doing good thank you for all the
love and the anniversary okay guys I’m
in a very very good mood I’ve got a lot
of energy right now to get into the
networking topic because a lot of you
guys sent me a message but before I get
right into it I’m gonna tell you guys
one thing about the book first of all
thank you so much for all the people
that are writing reviews and posting
your stuff and I know a lot of people
are messaging me same pattern I bought
the ten books I want to be part of a
drawn to be part one of two people
that’s gonna win a 15 minute or 30
minute mentor and called war it’s just
you and I how do I go about doing it my
review is not posted on Amazon so
Amazon’s been having a glitch we’ll be
communicating with them so what I’m
gonna do is I’m not gonna announce the
winners today I am gonna
an email in newsletter on probably
Monday or Tuesday latest Wednesday once
we get everyone’s emails in on who the
two winners are so if you haven’t yet
subscribed to my newsletter be sure to
do so go to my website and subscribe to
my newsletter I will be announcing the
winner of my newsletter this week let me
just put the website up but for those
who guys have read the bulkan and post
it or read through your reviews on
Amazon it is highly highly appreciated
for you guys doing that okay so let’s
get into a network in networking
networking networking I’ll talk a little
bit freely on networking and then I’ll
open it up for whatever questions you
got about networking this past week I
spent I don’t know how many hours let
you say three to twelve that’s nine then
in a morning one and in the afternoon
was for fourteen hours training a group
14 hours training a group in Riverside
there was the place was jam-packed with
a couple hundred people there but we did
a very eventful that I was mentoring for
those two days and several people came
from Arizona
several people drove down from Rancho
Cucamonga my friend dr. Cooper was there
evenings were there Phelps were there we
have the pembers drove down from Arizona
it’s a phenomenal time we talked a lot
of different things we talked about
sales and a lot of great questions came
up but then I said you know you know
what always amazes me is how we have we
have all of us we have so many of the
skills of networking that we’ve been
doing all our lives all of us have such
great skills on networking that we’ve
been doing all our lives that we forget
to transition it into business and and
and the best way for me to give the
analogies is always with men flirting
with girls and courting girls and an
advice verse on how woman
experience when a guy would come and do
all that you know trying to get a girl
to want to go out with them and how what
are the different approaches and all
this other stuff because we connect with
that we relate with that so we went
through all these different
conversations and I said you know what
networking is probably I read a book I
don’t know if I have the book here or
not very very good book many many years
ago I read that book like 12 years ago
and it said if all the wealth was taken
away if everybody was to lose their
wealth all of us everybody
Bill Gates you I every every single
personal loss every single penny that we
have to our name if everything was taken
away from us
and everyone started from scratch it
says within three to five years to sing
wealthy people would end up having all
the wealth in the world simply based on
the relationships that they have okay
sometimes I was trying to tell this to a
young guy mentor and he’s no longer
young but I was trying to explain this
to a young guy was mentor and I said you
realize you got to keep something in
mind he says what’s that I said I said
be very diligent on the way you treat
other people you doing business with
because if you don’t do business with
them the proper way this may be the last
time they ever do business with you and
his response was I don’t keep better one
of it do business with me I said pawn
that’s a mistake right there because
it’s ego right I’m reading this book by
a Ryan holiday was a phenomenal author
he wrote a first book called trust me
online which is by the way great title
the other book I wrote red was obstacle
is the way now this book ego is the
enemy and he’s got such great content in
this book whom this may actually end up
being one of the book-of-the-month Ryan
holiday for some of you guys lemmings I
think is out of base out of Austin and
he talks about so many great things
you’re about ego but one of the thing is
when it comes down to networking is
first you got to realize when you hear
the saying your network is truly your
network it really is your network is
your net worth it truly is you can dip
there are relationships in my life
that’s worth more than somebody giving
me five million dollars
so for instance if someone said that
person is completely taken out of your
life forever you can never talk to that
person
we’ll give you five million bucks I
wouldn’t take five million bucks because
that relationship is worth more than
five million bucks think about that but
most of you don’t think about it that
way most of us kind of just look at it
or I don’t care for anything I know you
got to have value for certain
relationships why because you know you
may you may have a lot of good going on
now and you have certain relations which
I don’t need any of these relationship
right now in my life well it’s great but
if you’re only planning on living for
another one year
yeah those relationships probably are
meaningless but if you’re planning on
living for another 40 years
you better believe certain relationships
are very very very very very very
valuable very valuable I’m not talking
everybody but I’m talking there are
certain relations that are very very
valuable so networking how does
networking work with relationships how
do you meet anybody and I watch this
watch the questions I want to ask a
banner powers from Hollywood tell your
husband I said happy birthday I think it
was his birthday yesterday I had plans
of calling him but I was at Riverside
Mike it’s how am I to do this to call
him tomorrow please wish your husband a
happy birthday tell him we miss you guys
a lot we love for you guys to come visit
us and stay with us here for a couple
days but anyways let me get into it so
networking right your network is your
net worth so first of all think about it
this way
think about it this way think about the
best friend you have who is your best
friend in your life okay think about the
best friend you have who was your best
friend in your life you got a name for
the best friend okay whoever your best
friend is that you have right whoever
your best friend is that you have right
okay whoever your best friend is that
you have think about your best man okay
how did you meet your best friend who
introduced you to your best friend
did somebody introduce you to your best
friend who was that person that
introduces your best friend
did you go into a circle and that circle
and
to group because I remember when I came
from Iran to Germany from Germany I came
here I met a man I met a guy named Arman
Arman and wasn’t junior-high-school
wonderful guy god bless his soul a very
special person him and Adriene
okay we’re sitting across this when in
the algebra algebra class and summer
school seventh grade they looked at me
and I was fresh off the bunk branch
brand spanking new they said hey come on
watch you hang with us I went and hung
out with them they introduced me to
their group of friends then it came arts
and are all these other guys that came
through that friendship that
relationship that Network introduced me
to their network okay so now introduced
to their network through their network I
met a lot of different people then I
build other relationships with other
people that I now have a valuable
network network then I introduced to
their network and our network started
growing together some of these networks
ended up dating each other and married
each other one of my cousin’s I
introduced them to another group they
ended up marrying each other this
happens a lot this is why network is so
valuable right networks have a lot of
value the same goes with business so you
go meet with somebody and all of a
sudden you meet with somebody that
person introduces you to their five
people and you introduce some four or
five people then you have a bond of a
network so what happens there then you
connect what do you mean what you can
how do you connect so the problem with
business sometimes is that when someone
says what are you selling what are you
selling
okay are you trying to sell me something
my friend one time I said well what is
it that you’re trying to sell me
something I said
of course I’m trying to sell you
something you what what can I do to help
you so the best part about network is
always coming from a place of saying hey
man who can I introduce you to who do
you need to know who you need who’s the
ideal person you’re looking for why is
it always important to ask who are you
looking for how can I serve you
so that person says you know what
honestly I’m looking for somebody that
is this this this this this okay great
let me think about somebody I can think
about and I’ll and then actually deliver
and give them those two names to talk to
okay I love connecting people great
networkers or great connector
so I think you need to talk to this
person I think need to talk to that
person I think you need to talk to this
person I think you could talk to that
person
great then they connect then you have
the moral authority the easy way for you
to ask who then you know okay then you
have for instance I am right now
speaking I’m working on a very very
large project for insurance that’s gonna
requires two anyways it’s a
multi-billion dollar project I’m working
on right now so I need to speak to the
top attorney in America okay how do I
introduce a top attorney to in America I
get introduced to the top attorney
America by a man that I’m met by another
friend that I met by another friend who
invited me to a party at Gibson Island I
gonna meet this man and then he
introduces me to this attorney and this
attorney knows every single Attorney
General every single Department of
Insurance head at the top she knows
every reinsurance every body at the top
for you she has relationships with them
every single one if she has
relationships with them so then I meet
those people through this relationship
now this attorney is not a xeno chief
attorney she’s not six hundred bucks an
hour you know some most attorneys or six
hundred bucks an hour this is a $1,200
an hour attorney this is an attorney
when email is a $200 email is what it is
okay but she’ll call you at 5:30 in the
morning when she’s on vacation in Hawaii
because she’s a pro that’s what she is
I did not meet her by going on Google
and saying who’s the best insurance
attorney that’s not how you meet the
best insurance attorney I met this
person if I layer it but how many people
it is it’s probably 50 relationships
introduce me to her okay 50
relationships introduce me to her but I
brought value to the person who
introduced me to this person if that
makes any sense so the the and then you
always network through your
relationships I think a lot of times
people don’t build a new network because
they don’t know how to use who they
already they’re already existing network
that they have they don’t have to work
through that network because it’s always
hey what do you what it’s it’s always
like so much it’s about asking for other
people to do for you but the easiest
thing about networking is what
how can I do something for you okay so
the approach doesn’t work and so people
that want to help somebody that’s always
about them because the approach doesn’t
work and their approach if you take the
approach of how can I help you they’re
always willing to be able to help even
more right some networking part if you
get good at the networking part I don’t
listen making money in America or any
part of the world is not difficult if
you know the right people you’ve heard
that millions of times I’m not the first
one to tell you this we’ve heard this
we’ve read about this we’ve covered this
we’ve written some books watch there’s
movies and listen to it on podcast
listen to it on different so many
different things right but it’s you know
one how to use your existing network to
get in deeper networks and the right
network you get into and you do your
part and you bring value you don’t wing
it like there are certain people and
I’ll say for myself Ryan my wife and I
the other day were talking and I said
baby I got a question for you she said
what I said say Patrick big David is not
50 years old first of all I’m gonna be
doing business for the rest of my life
because I like doing business I love
doing business Curtis one of my good
friends asked me on Saturday so so
Patrick what are you gonna do ten years
from now twenty or so on a very good
question I said look here’s what I do
know I am going to be talking about
capitalism free enterprise and
entrepreneurship so the day I die
because I want to inspire millions of
people around the world to understand
the value of becoming an entrepreneur
that is never ever going to stop I’m
going to be doing this for the rest of
my life
because I know what happens to people
when they decide to become an
entrepreneur and I know what happens to
people effect actually gets serious
about becoming an entrepreneur the rest
is history right so for me one is
business you got to be serious about
long-term business rebuilding so I asked
my wife said babe yeah me ask you a
question from all the people that were
in business with today I said who you
think I’m gonna be doing business with
ten years from now and then she started
naming off the names she said this
person that person this person this
person from but she didn’t mention some
of the names as how come he mentioned
that person’s name I said babe I don’t
think they’re wrong some people I think
she’s just doing something right now
because he’s Happiness making money
that’s what matters him he doesn’t
really value relationships and I said I
never thought about that yeah it doesn’t
really value relate
but that person does this person does
that person this and I said seriously I
know one thing about business is if you
make businesses that everybody makes
money together everyone’s always gonna
want to do business with you especially
your network anytime you call people
that you’ve made money with they will
pick up your phone call because you
always make money with them and you’re
someone that delivers your network needs
to know that they can rely on you to
come through when they need you the
moment your network cannot rely on you
then what’s the value of the network we
can have a relationship friendship wise
but for business it requires delivery so
I’ll open it up for any questions and as
long as the questions are good I’m
energized tonight I’ve got lots of
energy even though I’m not going on a
lot of sleep but I have a lot of energy
today so you guys got good questions
I’ll stay up here with you guys for some
time addressing some questions and we
will go from there so if anyone’s got
anything questions here please let me
know and we will go from there all right
so let’s see hello
great info crying passing Irene who
upset you and Arnie we got on back here
so any questions you guys got on
networking let me try to go back up here
excited we got a lot of comments so true
about delivering value to your networks
and not just using it Alfred
someone dropping a link is unethical
poor marketing strategy I wonder why
some people some listen hello after I
don’t know what you’re talking about but
okay great good to have you here with us
how do you handle stress I want to stay
on the topic of networking I could
address that on a different one how do
you reach the discipline highest level
of discipline how do you know when
someone is afraid of success magazine
best way of getting in front of a VC
best for getting in front of a VC is
through other people people they have
relationships with to introducing and
love anybody you want think about it
this way okay so you have a girl that
you really like okay if you have a girl
that you really like and you want to be
able to take this drop out that you
really like we have different marketing
approaches you tell me which one’s gonna
be the most effective one cold you go
and ask her out
that’s cold that’s cold asking around
right
– the second way you go out is this the
second we go out Scott is you go and say
you go and ask one of her friends and
you say you make friends with her or you
can send our message on Facebook or you
can send it is all these things could
work but imagine this way imagine this
way imagine a friend her friend you’d
befriend you become a very good friend
with that person you build a very good
relation with that person and that
person talks to the girl you like and
says I think you need to talk to this
guy Joe what are you talking about I
think he likes you and I think he’s a
very good guy then you ask her out you
got a reference right so many times
people will come to VC’s people will
send me a message and st. Patrick if you
could only invest a million dollars in
this company I you’re better off having
somebody else recommending you then just
private message me and say me Pat if you
could only put a million dollars and
this think it’d be great you know Pat
can I get a hundred thousand dollars and
doesn’t it doesn’t work that way people
approach you know Cuban like that people
approach different people like that and
it’s not an effective method Joseph if
you can get somebody that makes the soft
intro to you to meet with someone now
that means that person’s got to have
credibility and that person’s got to
believe in what you’re doing if they do
the VC is willing to meet with you and
speak to you about it how do you get
more leads
that’s not how do you network online how
do you network online with other people
okay so for instance LinkedIn let’s talk
about LinkedIn LinkedIn is probably a
place that a lot more networking takes
place than Facebook right Facebook is a
great place to network with other people
it’s a very good tool you got one and at
one point six billion people and most of
them are active unlike Twitter LinkedIn
is professionals right and Lincoln’s got
different way that they network LinkedIn
is a very very good way for you to
network with people on LinkedIn but
again it starts with a relationship for
instance look let’s just say you’re
networking with me on LinkedIn if
somebody sends me a message and saying
hey you know are you interested in leads
it’s such a like in LinkedIn you get
bombarded with people that
Sulli leaves I have no desire to talk to
the person but I’ll tell you somebody
who did it the best way with me and
almost got a big sell for me when I say
big stuff he almost got him they almost
made $80,000 out let me explain to what
he did so he went and researched me he
went and researched me he read my books
then he prepared a letter sent a message
and said this was the former CEO of one
of the Gulf companies he sent me a
message and he said hey Patrick it’s
great it’s an honor to connect with you
I just wanted to ask you a question
about one of the laws in your book
twenty-five laws were doing the
impossible law number seventeen in this
part we said this what did you mean by
this I’m so curious I would appreciate
if you can get back to me not much what
I did I read this okay I read this and I
said oh wow
that’s great I grabbed my own book I
don’t know what lost seventeen is I read
the number seventeen law I see where
he’s asking me I send a long message to
him describing him what he meant by then
from there and say hey thank you so much
for getting back to me it’s one of my
favorite books I’ve read in business you
know I I know you’re a very busy person
but I see that you’re in the financial
industry I’ve got a couple people I’d
like to introduce you to one would it
work for you not to jump on a 15-minute
call together no problem we jump on a
15-minute call together after speaking
to for fifteen minutes I ask at the end
what do you do then he says I’m a
commercial real estate agent okay here’s
what happened I had just put my property
to be leased by someone else because I
was looking for somebody took on my
property
then his approach was so subtle that I
said let me ask you a question what do
you think about the property that I have
right now in place oh let me help you
out let me look at I’ll do whatever I
can to help you out I already had a
contract with somebody else those people
to follow who got a client if they
wouldn’t have gone to a client I like
this guy’s approach so much that I was
gonna sign the contract with him to make
the sale for me that would’ve been an
$80,000 commission check for him his
approach was pure world-class on how he
approached me I like doing business
with people that do a lot of research on
the front end before they approach me
you know listen you know how you know
how girls that ladies if you’re on here
I just want you to answer this place so
all men will understand women know when
a man approaches them and it’s only
about one thing they know it
there is radars it’s like oh Scott only
wants one thing it’s all he wants
it’s going once one thing they know it
there’s a radar let me explain something
to you hi identity people who are
extremely successful in their trade in
their business guess what they know they
know what all you’re thinking about is
the sale that’s why they don’t want to
do business with you it can’t be about
the sale see it can’t be men can’t
approach with what they want all men
know what single men we know what we’re
excited about it was like man we want
like but if that’s the approach you’re
not gonna get what you want just like in
business if that’s the approach you are
not going to get the sale that you want
and the business people will understand
it so in the world of networking and
getting it to new networks you got to
know how to do it properly so you’re not
losing those strong clients away so that
was one of the guys that did it the best
and I always give him love and respect
for what he did okay let me go back I
skipped a lot of questions here secret
any good questions or one Patrick’s out
of an Oklahoma part of solar company
because I brought her good friend he
start something out of someone giving
them too long guys too long keep the
questions short those steps the things
private message we wouldíve okay to
network your old friend that you haven’t
talked to like five years yeah what I
would do if I haven’t talked to a friend
for a long time I would call him and I
would just get on a call with him and
see how he’s doing maybe asking her for
a cup of coffee then find out where he’s
at
then see how you can serve him then
introduce them to whatever business that
you’re doing that’s a good approach to
do when you’re when you tell meif
somebody haven’t talked to for a while
if somebody you have talked to in a week
I can bring up a business to a friend
that I talked to regulars I got
something I want to bring up tell me
what you think about this business great
so you are against cold call I am NOT
against cold calls God knows I’ve made
tens of
thousands of calls but how do you make
cold calls let me take how my cold calls
work this is how I call call was when I
worked on Morgan Stanley Dean Witter
rain drink hello yes this is a Patrick :
um I wanted to call you and ask you if
you’d be interested in getting the free
pound of ice cream that doesn’t melt and
I’d like to deliver it to you for you to
taste it and see if you like this ice
cream it guarantee doesn’t smell it’s
the most recent technology that came up
with we’d like to give you a pound of it
to see if you like you’re kidding me
there’s ice cream that doesn’t melt
no I’m just kidding this is Patrick with
every giving you call from Morgan
Stanley Dean Witter I just wanted to
break the ice with that out oh my gosh
hahaha they start laughing then we talk
a listen look I’m a broker here with
Morgan Stanley you obviously know Morgan
Stanley Dean with it were one of the
biggest broker dealers in the world and
we’re very credible I just wanted to
call you and see if you’re actively
involved with your broker if your broker
is involved actively with you what type
of really and then I would say look I
like your approach hey look all I want
to do is introduce myself are you okay
with that yeah okay one can I come by
introduce myself
I’m on my dry cleaners what’s the
slowest time at your dry cleaners you
got ten dry cleaners what’s the slowest
time my supposed time is you know ten
o’clock in the morning I’ll stop by ten
o’clock in the morning or my slowest
time is you know 8:30 or 9:15 is
typically dry cleaners was good I’ll
stop by you know 15 how you doing we’d
go right next door to a quiz don’t sit
there tell me about your house the
business house the flow house this has
that bump I mean it whatever it is to
break yeah so cold calling is breaking
the ice not sounding like a salesperson
if you can get me to laugh as a cold
caller I’m interested if you can’t get
me to laugh as a cold caller I am NOT
interested that worked very very well
for me for years and I did it very
successfully we’ll call calling for a
long long time awesome the best version
of them for coal cars get about there
are enough sofyan what is your opinion
about renaming a product after being in
a market for about a year
I’m thinking about changing cool talk to
coop I for my studies it seems like
America is used to PI’s rather than
tarts you know first of all the kudos Q
for having the you know he what’s the
word I’m looking for
having the first obviously the guts but
noticing that that maybe not working and
having the courage to want to change it
up look many many years ago there was a
company called hallowed was called
hallowed and how a company made got into
his ear a graffities okay hallowed
company there were a very big company
very successful companies they built a
product that was called Xerox okay and
this machine became their number one
selling machine I think 80 percent of
their sales was this machine so
customers would say Oh which company
that Xerox company right here yeah is it
what’s the company’s I think it’s Xerox
no no the company’s name is Hal oeid oh
winner it’s not Xerox no it’s it’s so
after so many times the salespeople and
executives noticing that everybody
called them Xerox Hollywood changed
their company’s name to Xerox and now
you and I know Xerox and Xerox is known
as one of the greatest companies when it
comes down to teaching sales training
and that dominated their sector for many
many many many many many years to come
so depending on why you want to change
your company name I wrote an article
five years ago on a pre since like
companies change their names if you
google it’ll come up and they’ll give
you an idea eight you know eight
different reasons why companies change
their names and yours may be one of the
reasons why would actually make sense to
do it so that would be my answer to I
think it’s you do it sooner it’s better
you do it later it’s tougher so it’s all
on you and when to do it how do you make
someone lower their guards and sales I
have a client that never had a boat and
is skeptical to believe in my guidance
toward right product for him and his
family how to win them over first of all
your statement is I have a client that
never had a book and is skeptical to
believe in my guidance so that statement
that that statement to me is you think
you know what’s best for that person I
don’t like selling something to somebody
that one they have no desire to having
the product there’s got to be a desire
or need or want right not what I want of
course were marketers were entrepreneurs
were salespeople we believe everybody
or on on our product but they don’t so
for me Janina that’s a good question
that’s a very good question for me it’s
asking them two questions first
you know when whatever I do whoever I
bring on board whoever I hire whoever I
do business with one of my favorite
questions to ask is is what do you what
do you want to do what do you want
yourself you want this do you actually
want to do this what I would it if you
wanted to buy both what if you like why
would you want to do this but why would
you want that and then if they say it
then they own it
then it’s very easy to make the sell so
you got to make sure the cell is being
made by them wanting it now do you
believe in gets best for them
because we can believe what’s best for
them but we got to make sure they also
agree and like and are in a position to
want to take advantage the product and
the service that you offer as marketers
again we believe it’s everybody I did
asking those questions client look for
me and shared his needs and his desires
with that guys me okay perfect then if
there is a meet and there is a desire
maybe there’s an experience for me I
like experienced and explain what I mean
by an experience you know when I would
bring somebody to the gym I watched two
different types of people that sold
membership let me tell how these people
would sell memberships I thought guys
that would give a tour to a person that
wanted to buy a membership look at the
difference look at the difference I was
observant about seeing why why these
guys weren’t selling so this is what
they would do they would go to the gym
and I would say well you know to our
riders are aerobic instructors we teach
all these different classes from hip hop
to you know the step and that that that
always over here we have our you know a
over here we have our cardio over here
we have our pre core we have all
different types of cardiovascular
machines we have our outdoor swimming
pool we have our G could we have this
pair this okay let’s go back if I can
find you member should that make sense
for you say any reason why you shouldn’t
bite make a decision today let’s go and
nobody would buy I’m very few would buy
so here’s what I did I said so listen to
Mary what is it I want to work on I’m
gonna work on my muscles I want to might
get my legs to be tighter I want to get
my body to be stronger on and I want to
get my biceps I’m gonna get my chest I
want to get my hey but you know Bob what
is it I want to work on you
honestly I just want to get my abs
stronger bone I’d go I would put the
guests to do three machines three
machines look at the difference three
machines
Shanaya i’m sailin we have a very
special machine for your chest very few
gems have this we have this machine let
me show you I’m gonna I’m gonna show you
this machine here it’s advanced a new
machine that we have I want you to feel
they not do it and they would do it they
would do it oh my gosh
this is so amazing I’ve never we have
this machine I’m gonna show you two
other machines now this is chess let me
show you a special machine we have for
your shoulders that you’re gonna be
blown away by here try this wait let’s
see how you’re gonna do and then we do
this certain machine that we got
whatever noon back then it was hammer
machine no new ones that have come up or
here you know typically people do squats
it’s tough on your knees and back we
have a special machine to prevent pain
for your back and your knees here I want
you to stand here stand like this let’s
put some light weight go down all the
way down now come back up go down all
the way down
how do your knees feel how does your
lower back does it hurt not at all see
that’s the mission that we have to help
you with your legs and next thing you
know they’re harnessed pump in they’re
sweating a little bit when we’re sitting
on doing a membership they’ve already
experienced my product so you’re selling
boats give me the experience go give
them an experience what’s the experience
put them in a boat take them for ride
let them see it a little bit let him get
off the boat and other people look at
them thinking they own it then you have
a have a higher likelihood of that
person wanted to buy your product if you
do that I don’t know if I answer your
question for you I hope that answers
your question for you if I belong to how
do you network with someone more
successful than you are at the moment
Jarrod that is a very good question that
we covered yesterday in Riverside
California I’ll give you the right
answer there so Jarrod so keep this in
mind successful people who become
successful a lot answering this question
is you ready I’m going to give you a
very very very very big nugget here they
love answering this question
they love answering this question it’s a
very simple question hey John you know
it’s so amazing man I look at you I
admire you
the type of success that you’ve had in
which you’ve been in your life you know
there’s so many different qualities that
I’d love to emulate on what your biddle
in your life what would you see r3 every
keeps you keeps the success on you
reaching where you’ve reach right now
oh oh well you know let me tell you
about the keys to success on what i’ve
done well my keys to success is hard
work and you know having a mentor
working very hard and you know oh and
then they open up then they want to help
successful people love talking about how
they became successful they’re just
fascinated to doing that right they love
doing that and I knew when I was coming
up when I think of this part up a big
part of my success I was talking about
this yesterday was centers of influence
so I had 20 people that I brought on a
list who were my most valuable network
men in my network they were the most
valuable people on my network I wrote
these 20 names down and let me take what
I did with these 20 minutes I took these
20 names every quarter
my goal was every quarter but I wasn’t
successful every quarter but I did it
every six months my goal was every
quarter to take him out to lunch and
every time I took him out to lunch right
after I took him out to lunch I sent
them a book a week later saying this is
a book I recently finished after the
conversation that we have I think you’ll
really enjoy this book again thank you
so much every single time I spend time
with you I value because I learned so
much from you thank you and then I send
him a book why did I send him a book
because most people send cards most
people send an email
most people send all this nonsense
message on Facebook or LinkedIn it shows
you you don’t have that appreciation and
that time to put into it I sent a book
with a note in it I became a book
sending the machine is what I did I just
became a book sending machine even today
last year 2015 we sent over 31,000 cards
31,000 cards that are sent to people
last year why everything is about
relationship right so how do you go and
network with people that are way more
successful than you say look I admire
what you then I admire you right can I
just you know I’d love to meet with you
and just learn a couple things about you
on then do you want to help you and
introduce you to people that you know so
Jarrod that would be my approach with
people that are more so
cessful venue I live in Coral Springs
Joe I live in Coral Springs was the best
advice you can give me being a car
salesman I am new to business car sales
and so Joe tell me to car yourself
because it makes a big difference this
last week I went a tester of the new
Huracan an Aventador the Lamborghini
that’s a different sales than a Lexus
that’s a different sell than a Porsche
it’s a different sell than an Audi it’s
a different cell than a Ford it’s a
different cell than a lot of different
things so you got you got to tell me
okay Kia well here’s a middle America
product right here’s a middle America
product and if it’s a mental America
product that means you have a bigger
market that you’re dealing with if
you’re dealing with you know exotic cars
you have a smaller market of people that
you’re dealing with but it’s actually
not a difficult sale either because rich
people hang out with rich people so all
you need to do is get into that Network
Middle America is very simple treat them
well given respect take care of them
have an edge remember anniversaries
remember birthdays remember weddings
remember their kids birthdays if I was
in car sales myself if I was in car
sales myself okay I wouldn’t I would do
whatever I could for me to not have the
negative connotation that’s linked to
car sales so what is linked to car sales
pushy arrogant cocky they all dress
alike they’re all annoying this this
hope think that people think about car
sales the guy about four or five six
cars from Jaime godina was complete
opposite complete opposite that’s why I
referred so many people to want to buy
cars from this guy so many people
because his way of doing things on how
he treated me was so eloquent that I
told the world about it and now by the
way he’s one of the general managers of
a Galpin Ford in LA I think not in LA
it’s North Hollywood not even note on
what is it anyways I think it’s in North
Hollywood he does very very well for
himself but that would be my approach
take care of your customers remember to
vivid details and get into the market
very quickly you know at the end of it
sell any time you’re making a selling
you’re selling the car let’s just say
you sell a car to me this is what I
would if you sell a car to me I would
say hey mr. bet David thank you so much
for trusting me to help you out with
your car here that you were looking for
for your family truck you know so that
whatever it is
from there I would ask who else they
knew and let’s just say whoever else I
know for you if I did send somebody one
even if I send somebody this is the one
thing that’s so annoying that people
don’t do it’s basic etiquette even if I
send somebody jobs stay with me here Joe
even if I send somebody to you that
meets with you but never buys always
send me a gift but if I send somebody
chewed that buys send me a very nice
gift very nice gift I will forever
remember it very few people will do it
but the professionals they all do it I
guarantee they all do it so it’s so
amazing this formula of being an
entrepreneur so simple but most people
don’t do the small little things that
matter to win in this business it’s such
a simple game my gosh this thing is so
simple is it hard to be an entrepreneur
100% it is love it use empathy to see
what would be attractive and it looking
great got it I always give my clients
there you go Janina but your product is
something that you need to gift and your
gifts are probably more restaurants and
things like that you know one thing with
high-end products is what I would do is
I would say hey I would always have a
relationship with a three high-end
restaurants okay
high high top-of-the-line restaurants so
you know pick would you know Ruth’s
Chris pick a crustaceans pick a whatever
is high-end in your area here there’s a
lot of high-end restaurants here so to
pick the big steakhouse okay the
expensive sushi Nobu whatever get to
know the general manager and if you get
to know the general manager get the
general managers you know let’s just say
there’s a client you really want to
impress and you tell them and say hey go
with your somebody there asked for John
if this you don’t need to do this but
every client but a handful of clients
you do this with you say hey mr. Ben
David is any especially I’m coming up
with you and your wife anytime soon yes
actually it’s interesting you ask we
have our anniversary coming up man
recommend a restaurant G to go sure
there’s a restaurant crap in there
before are you familiar with the manager
there John no here’s what I’d like you
to do I’d like to go you go over there
and you tell John that Larry sent you
and they’re gonna take good care of you
oh really yes you sent John Larry simply
they’re gonna take good care of you okay
you go and I say Larry Ganem a stick
with John the general manager yes Larry
sent me you or Larry Larry Newland or
Larry sent you Oh perfect no prob
take care they go now this may cost
Larry 500 bucks a month but that’s 500
bucks a month is gonna make Larry ten
more thousand dollars a month because
you my friend became a pro is what you
became and very few people are gonna do
things like this very very few people I
had clients that I would say I want you
to go to rock this place don’t worry
about it just ask for this person and
they’re gonna take care of you they
would go there they would call me and I
rock this place what was Jennifer’s name
again ask for this person okay and tell
him Patrick sent you that’s a century
and then Rocky’s with Tommy Pat the bill
was a hundred sixty-two dollars here you
go buddy score the way back that memory
they gonna go tell the world I am
working with the best guy cause he did
this to me guys this this is you know
getting from three grand a month to 10
grand I’m up to twenty two fifty two
hundred to two hundred to half a million
am on top of income it requires some
diligent but it ain’t that hard anybody
could do it it requires some diligent
but very few people will do it anyways
we’re getting a lot of good questions
this is a double the size of a mentions
that we have last week let me see what
else we got your name and janaína would
that the I skip the last moment that we
expend your mindset love it Patrick okay
let me get back here Johnny Duran Oh
Johnny how you doing love it Patrick
that’s networking yes harsh on many
underpriced a thin line between gifting
and bribing any innovative’s ID since I
mean listen you just got to know that
you want to make sure you’re being
compliant when you’re doing this but you
got to take care of your people on on
what you’re doing so find out whatever
the compliant part of your business is
you don’t want to break the laws but you
definitely want to break the laws and
rules
haven’t met anybody that with anybody
big yet that hasn’t yet broken the rules
a few times
remember that the people that you are
talking about 100 okay many numbers of
goods any place okay sounds good so
there’s a more complimentary than no
questions guys lots of great questions
I’m gonna let you guys go for those of
you guys who were participating in the
books with what I was telling everybody
about last week my new book that came
out with Tom Ellsworth the gentleman who
took jam that public with a seven of his
partners and they sold it for 700
million dollars 680 million dollars to
be exact we wrote a book called the life
of an entrepreneur that got launched
last week if you have not purchased it
yet
you can go on Amazon if somebody can put
up the link for you to see I will be
introducing the winner because anybody
that purchases 10 copies of it and gives
them away to their peers friends family
and writes a review I was gonna give a
do a mentoring call I’m gonna announce
that winner this Tuesday or Wednesday so
stay tuned for that if you haven’t get
purchased a book if you haven’t yet
purchased a book I would kindly
appreciate it if you get the book the
life of an entrepreneur in 90 pages the
life of an entrepreneur 90 pages and
when you do so please also remember to
post a review on Amazon as well when you
do purchase the book if you haven’t yet
subscribe to my newsletter I will
announce the winners this week but with
that being said lots of great question
gained I’m gonna go spend a little bit
of time that I have my wife tonight for
our seven year anniversary a lot of the
questions tonight’s questions were
better than any other night that we’ve
had with questions so keep them coming
we’ll do this again same time next
Sunday night maybe are a little bit
early I’d like to do at 10 o’clock but
tonight was a special event for my wife
and I anniversary we had a great time
life is funny sometimes it goes by so
quickly you know and as long as you can
figure out a way to enjoy the moments
it’s okay if it goes by quickly if we
can figure out ways to seize the moment
enjoy the time with our loved ones with
our family with our friends cuz like
this we’re 50 like this 60 70
game over so you got to try to figure
out a way to make a difference both
strong relationships have a blast doing
it and try to make us big of an impact
in your life as you can
hey good night to everybody it’s late
wherever you are it’s time to go to bed
and have some sweet dreams everybody take care good night love you bye-bye
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