 All right everyone welcome back day two of the 21 convention Europe the men's conference of the century Now coming up next is a man that usually speaks about game and today We've got a real treat for you since he's going to share his expertise in selling and business And he's got a work ethic that I could personally say is unparalleled and I've never seen before and I call him a friend and hopefully you guys can as well Welcome to the stage, please Steve Maeda Yes All right, so yeah, my name is Steve Maeda and I this is the fourth convention that I'm speaking at and Let me just say how this all came about I just got off of a plane and I've been having this pretty Pretty amazing experience if you guys all want to follow me on Facebook. I'll give you that information In a second, but it's this really amazing time. I came to Europe It's been three years since I've been to Europe and basically been living the sexual life Which is the website that you can find out all my stuff on the sexual life comm or my blog is the red mole comm and Facebook comm slash the Maeda and my MA why EDA and it's it's been truly amazing And coming to the 21 convention is an absolute honor for me like I said in what was it 2008 was my first speech with the first one was in 2007 so I've just missed one and It is a convention that has evolved into what this community has been about it started out as Mainly talking about dating relationships women pick up all that fun stuff All the stuff that men are interested in and then it shaped into this this stuff about fitness and health And in fact as I saw the people come back, you know from from DC in Atlanta and the different places I saw people come back to the convention and they were getting these results, you know I knew a guy one of my clients actually had a heart transplant he read a bunch of Doug McGuff stuff before when Anthony was just talking about it and You know it got back to better health started doing the paleo diet mark system stuff And that was the stuff that was impacting people the most and then Anthony started to put in You know things about business and it really exploded into this amazing event. There's this great culture to it. So pretty much What happened earlier today is one of my one of my better friends DJ Fuji Who is one of the best the best pickup coaches of all time? And I've worked with them all he got he got sick and he had to transplant a spot around and so Anthony was like Oh man, you know Anthony Johnson was a little bit stressed out because he puts his life into this thing And you know, it's Anthony Mike and Peter and Matt and all these guys and they really kick-ass at it And I may not be the best guy at emailing out all the time and all that fun stuff But if I can give anything to this convention Man, I'm gonna do it. It's just hands down and I think the guys know that who are involved So basically what I'm gonna talk about is something about selling. So who here In the audience is in business wants to know more about selling All that fun stuff. So just a few just a few come on. We're all shy who here wants to start a business Okay, one of the things that was one of the better fortunes about me being in this whole industry was in 2006 I got in it and I started teaching in the pickup industry and and Clients just came to me, right? They there was so much of an availability about it there was a lot of the secrecy to it and You know people were interested and I ran with a really good crew You know captain Jack one of the best guys of all time was the guy that pretty much took me under my wing We were posting all this stuff then sin moved to Dallas We were posting all this stuff and everybody's reading online and everybody wanted to learn about us, you know the term SNL same night Lay comes from Captain Jack, you know is a didn't exist, you know, they thought it was impossible or a fool's made or some some shit like that before and I didn't know how to sell but I had an immediate market to experiment with and That is like the perfect mix But I needed to know how to sell and I'll tell you this in the five years that I've been busy in business Three of those years. I've sold Over $80,000 and to $120,000 in one of those years a year and a half ago I only sold $33,000 and in that whole time I needed to learn how to restructure and Really focus on how to sell and how to sell myself a lot of the stuff that Matt was talking about here on stage And that's kind of why I'm doing this speech, you know, I'm just kind of Improving a lot of it because I haven't officially spoken about it But I was really inspired about it because there's a there's a type of selling and ways of selling that you can do that It's purely based on emotion and I'm not talking about NLP I'm talking about how somebody makes decisions and I'm talking about how to assert yourself How to be proud of yourself and mix the quality that you hopefully already have and be able to put that into somebody's life So by the end of it, they're going to be basically waiting to pay you Money they're gonna wonder how they can sign up and I I run a different type of business. I run a service type business and Just to put things in perspective like I said a year and a half ago I wasn't doing so well. There's a whole bunch of reasons for that, you know, you could say the economy you could say You know personal stuff going on, but really what was happening was it all had to do with with my belief Now I knew it was good I knew I had sold before three years prior Quite well, and I was going through a lot of changes and all that stuff and actually the 21 convention is a perfect metaphor for those things because there's I can tell you year to year the personal changes that happened in Orlando when I was speaking But this year I just to share we're at what month six five I can't do math that well June one of those it's the six month and Already this year. I've made one and this is more of what I've been known for one one hundred thousand dollars sale I've made multiple twenty thousand dollar sales and that has Nothing to do with a little trick or a technique or a sales system or anything like that now Those things are all good those things are all great But I just didn't choose to run my business that way and one of the reasons why is You can have two types of businesses and there's a lot in between right so there's a there's a product type business, right? So there's this type business and then there's this type business Service right so the differences between those are You know the 21 convention is a product if you're hiring me to personally work with you That's a product, but it implements more service than product now, let's take the Opposite extreme from like you know what I'm doing is I heavily offer a service with the Whatever you know about me and all that fun stuff, but I heavy heavy heavy heavy offer service That's me interacting with you if one-on-one. That's the best small groups It never goes to a large group, but you know, that's how service oriented. I am now a lot of guys who are teaching you know anything in personal growth and You know pick up or whatever there's still service-based, you know But they might do 16 guys at once, but still that's a heavy service when you get into stuff like product What would that be that would be stuff like, you know food those would be things like You know Yes cars Your cell phone is kind of somewhere in the middle. It's like a little bit of product and service But you see how it's more it's more like hey, we're gonna we're gonna look at the functionality of it We're gonna look at what works and all that fun sort of stuff when we get into service There's a little bit of a different mechanism That allows people to buy and allows people to get your great service now I'm completely against if you don't have a product to sell the man You know you shouldn't be selling that's that's it You know and you are gonna make mistakes selling and you are gonna make mistakes with your product You are gonna make your mistakes with quality But if you are dedicated towards quality you will change and adapt and grow with that if you don't have that then Work on that first, but if we have product the main thing that we're gonna go off of is price, right? Price we're gonna go off of ease What else are we gonna go off of we're gonna go off of you know functionality We're gonna go off that checklist of things that we need right now when we have service There's a couple things there may be a perfect example is the 21 convention Okay, if you go to the sales page for the 21 convention, I'm not sure what's on there but if you go there it's gonna say I don't know how many speakers we have but I'm just gonna say we have 15 speakers, right We have you know, what was it four days this time or is it five days? I forget I'm just gonna put four days So we have some things listed off, you know, which is which is kind of that checklist of stuff But the real sale when it comes to Okay Yeah, you know, what's funny is you know, I worked as a light designer in theater for ever and I was looking at that one Okay No problem. No problem You better you better that's Mike ladies gentlemen the best cameraman in the business except for Matt But he's not in the room. So whatever Okay, so so basically we take something like the 21 convention. We have 15 speakers four days You know, we're in we're in London All this sort of stuff that we're putting out there you see many things offered like You know, whatever workshop whether it's for business whether it's for getting better with women It's like you're gonna get this this this this and that all right the difference between what I'm doing and this sort of checklist style of stuff is I am more on the service side and this is more on the you know product side and The more you move in this direction The more we need to move away from that checklist you still may kind of need it But what you need is more of a leap of faith To get there. So in terms of Businesses, what is it that? I'd like to know kind of like an overall view of what people are selling and what businesses that you'd like to be in So who had their hand up? I guess we got to get the microphone, huh? Nobody nobody What what so what type of business who has a business here? What type of business is it? Okay, so accounted that's that's a good mix of product and service, right? What who else? Self-employed IT contractor. Okay. So again product and service. Who else? Web design so as a designer doing more the programming or are you doing the both sides? Are you the main designer? Okay Personal training. Okay, so that's heavier on the service. So the last two for web design it's a little bit higher on the service especially if we're getting more into the design personal training more to the design and when you get into accounting definitely somewhere in the middle and You know for for IT personal IT consulting it's it's definitely in the middle but what we want to do when we sell these is we want to offer a Like an absolute reason why these people are going to buy these things. All right, and again for myself I I sell, you know more high-end things and go for larger clients rather than mass marketing all over the place So I'm gonna actually I'm gonna flip this over. I know this wasn't much drawing but nonetheless We're gonna go over a list of things that need to happen in order to sell something. All right So the number one thing that this is actually an interesting story I was in Las Vegas and I had a client of mine who his name is Brian Franklin And I would actually recommend you going to his site. It's Brian Franklin comm B. R. Y. A. N Franklin comm and He has all sorts of stuff on this but he is he is a genius He works with Evan pagan on selling and all this sort of stuff and give seminars all around the country and world for the US And around the world, but he said he met with me in Vegas, and I said man Like how do how do I get this down? I don't know how to sell Like I have no idea how to sell stuff But people want to buy stuff and it's more like the consumers are defining what I'm selling and all that sort of stuff And he said oh man selling is easy if you gave me 15 minutes I could teach you how to sell and this is this is a long journey. This was this was a few years ago and What he told me is he says you need to elicit. Oh man What? someone wants and To you need to show how you can Get that for them and now he told me this I remember I was in Las Vegas. He didn't have much time and It was it was so crazy because this this didn't exist in my mindset when I met with him And I said man, I just want to know about selling me we go down at the MGM We sit in a restaurant. We order some food and he says oh man selling is easy he's like forget about how you're gonna market how you're gonna do all this crazy shit and Just think of this if you can really elicit what somebody wants if you can get them to say what they want And get comfortable enough to do that and he's like you should be good at it You know you're like mr. Comfort game pickup like at the time and you know 2008 2007 That was like the big thing that I was known for so yeah, that'll be easy for you And essentially just qualify them or hopefully we're all familiar with these terms you qualify them They they actually qualify themselves then they they answer back and then you show them how you can get that for them How you as a person get that form now? What's interesting is when we get into personal training It's In some ways easier than when we get into it consulting or when we get into accounting But a lot of the times when we think about selling especially for your guys this field It's like well, what are the big problems with accounting? What are the big problems that people run into with you know when when we're you know Doing some IT stuff any programming stuff. What are the big problems that we run into? Well, you know You know designing a website and you can all be creative enough to do this What's interesting about this model is that it'll it'll work You know and pretty much any system just given just to be aware of that service and product dynamic, but So we elicit what somebody wants so when we get into a sales conversation what I did for the next few years And I started getting these big sales and I remember I Used to I used to not anymore But I work a lot with sin and you'd always say man This guy wants to buy from me this guy wants to buy for me And I'll give you a percentage of you can sell them and I think you know You've done these big sales that are like $20,000 and I like can you come in and do it? And I'll give you whatever split and and that's pretty much what he would do and I basically would say to the guy You know the guy would be sitting down And I do exactly this and I was kind of improving it and I said hey man Well, look you you want to hire John and all this sort of stuff and you know You're into what are you into about him and you know he'd say like oh I'm really into the bad boyness and the sexually aggressive and he's really technical and you know He just seems like the god of pickup or whatever and all this sort of shit and I'd say man But what do you really want like really what do you want just really calm like that? You know it just in a comfortable setting it didn't have to do with any body language or any tricks with with hands or listing Anything out of it's like what what is it that you really want and then tell me you know and he'd say he'd say no man I just I want to be able to have SNL's and I want to date multiple long-term girlfriends at once This is always I don't know if you can relate with this psych it or anybody who teaches this stuff It's always like I want to get SNL's and I want to date multiple chicks at once And yeah, yeah, and then you always want to say like man That's kind of a pain in the ass. It's but but everybody wants that and so you go so to me Just in the way. I thought was and that wasn't Enough that they were giving me that wasn't enough You know wasn't that they were truly eliciting what they'd want they were eliciting what they wanted when they read the pickup advertisement All right, you know, it's like man You know I'm reading all this stuff that Captain Jack's writing or since writing or whoever's writing and it's like man I want those things and so I'd say no no no no why why is it that you want that like really? What is it that you want and they'd start to get into it? They'd say well look man You know I came up from a breakup and and they start talking about themselves, right? They start talking about who they really were and why they wanted this and I'd say well, what does it look like? You know, what does it look like if you kind of had whatever it is you're going for what whether it was the confidence or whether it was You know what they wanted from women what they wanted to feel from women or what they wanted to feel from being able to be dominant or whatever and As soon as they said that I just move right to this right and I'd just say I'd say hey So look I've had I've had multiple clients like this before especially if I was selling for John or anything We've had multiple clients like this before and it's pretty easy You know if you just do the work like I can guarantee you that you'll get there You know if you do what we say, you know and really put your effort into it I can guarantee you that that will be your life, you know and a lot of people think about this stuff as They think man You're doing some NLP trick or some shit like that and going through some like ladder Decision-making process no it's much simpler than that and in fact if you only think in terms of NLP You're gonna limit yourself towards it because when it comes when it comes down to it you're And you actually make a connection with somebody and you make a heavy heavy connection with somebody especially a potential client it Disguise the limit on what you can do and what you're gonna learn is you're gonna stop selling on one thing And you're gonna sell for a continuous thing. You're gonna sell on a continuous brand for yourself, especially weight training So what's a what's a typical thing like if you were to ask me? I I could get in better shape I'll repeat it since we don't have the microphone. Where's Peter Murphy when you need one, but what's a typical thing in terms of? Personal training that what's the discussion you might have with me? Okay, okay, so I come to you and I say what's your name? Rick, okay, go ahead and hand him the mic, but Rick had said I asked him about personal training and Rick said hey people want six packs. So Rick I come to you and I say Rick Go ahead and give him the mic Damn you Anthony So I say I say Rick look I want to get in better shape, you know But but really I want to have a six pack and I don't know I just I want all the ladies to To look at me and to look in the mirror and not look like some slouch that eats too much carbs So what do you say to that? Yeah, yeah, so what you want to do though is start thinking about it in this way and This actually goes a little bit more towards what I learned more from Brian Especially this last year when I started making really really heavy and massive sales is he says instead of just this There's more of an emotional process to it now because I had done so much pick up stuff And I was more into comfort and have so much experience like with counseling and stuff like that I knew that people were making an emotional decision and so what we're gonna do here is we're gonna add some things to this and It's best if we interact with whoever wants to whether it goes from accounting to it stuff to design and whoever else wants to join in kind of how this works because you'll get the Methodology, but basic basically it's these two things. So what we want to do is we want to go through an emotional process, right? Okay, so we want to go through this and we want them to make a decision towards us, but our first step is Well, we'll start here Okay, now remember when I was saying we basically want to elicit what that person really wants All right, so we need to talk less and this is important less about what how we're gonna get the six-pack abs How we're going to get you in shape how you're gonna get motivated less about the specific techniques Especially if it's more service oriented less about that checklist that we're talking about and we're going to talk more about them All right, but we want to talk more about them in a specific way in a way that is influential to them All right, so the first thing that we're gonna do is we're gonna get curious All right, so basically what you're gonna say Rick is you're gonna say like hey, well, I'm curious Why isn't that you really want that? All right, so if I come to you and I say Rick man, I Need to get in better shape. I mean fucking whatever it takes. Yeah, I want to be buff I want to cardio blah blah blah blah, but basically I'm gonna have a six-pack Can you do that for me? Yeah, so so the Peter Murphy with the mic. What the fuck man? So Rick basically said why do you want that? But I would just say I would say okay cool cool. Yeah, you know, that's that's something I've done before But I'm curious as to why you want that all right And that's where it's got to have a little bit more of a calm tone to it rather than just like hey Why do you want that and I don't know if any of you guys have been here with selling something when the buyer is actually running The seller you don't want that right when you're going like hey, man I can offer this and I can change your life and they're like well look, but I don't know You know how many times have you done that? Can you show me a list of reviews and da da da da? Now those those are legitimate questions, but we don't want to get in that mode We have no problem showing people list reviews. I have no problem answering those questions But we want to lead this remember they're supposed to be following us So we want to learn how to lead this so we want to say hey, you know, I'm curious as to why Why you'd want that I really want to know Okay, so even if we're going with web design What's your name by the way? Jacob, where you from? I was just there man. What city? Yes, dude. I had so much fucking fun. I was just there this morning and dude is fucking crazy, man I was in I was in Vienna and Bodden and like in the countryside and all that stuff, but then also in Vienna man is fucking that we'll talk man We'll talk what what's what part of Austria are you from? Yeah, yeah Really man Amazing amazing country. I guess we can talk about them. I'm giving another speech. We'll bring up all that shit later Okay, so when you're talking about web design You know people say this is what I this is what I say when I want a site I'm like, yeah, I want a site and I want it to function and I wanted to do what it says it's going to do Can you do that for me? So that's what that's that's what you would say But but then like what I also notice about people who are doing web design and stuff They're also saying like, you know The guy will list out what they want and then you'll do your design and they'll say no But I want this changed and I want that changed and and could this could I could I try five different versions of that font and make the picture of me like 25% bigger But also give me one that's 75% bigger. So it's like there's always augmenting things. So you want to be in control of this so This is definitely more on the the product side of things or it's a little bit in the middle So you'd say well, okay, well, I'm curious what it what do you want from your function of the site? You know, and if you know that you're confident that you could deliver technically Then you you need to know that this is still an emotional decision Same thing for doing it same thing for doing accounting that at this point It has to do with how they're gonna process the ease of this, you know So in terms of accounting they may want, you know, it's pretty cut and dry right what you're going to offer But yes, go ahead With with accountancy. There's like a need you're obliged by the law to do certain stuff, right? How does that fit in with with wanting or does that come into a want because they have to do something? You know, they have to put in their tax But what's the difference between gel right that they want their accounts and stuff them? It's so heavy on the product side of things, but what's the difference between you personally doing it and somebody else personally doing it? I we refer to ourselves as the course of counts in town. Yeah. Yeah, we're fluent in awesomeness We're different because what does that mean as well? That's I I try to play more on the one because I think that's gonna trap times that I want But I'm just thinking if it not just accountancy but there's other things where people only buy from you because you need Not because you want right right right, but you want more sales to go your way and Of course like price and all that sort of stuff deals it has to do with you But if you want people to decide for you then it has to be some sort of emotional decision That's gonna lean that way and if you're saying you're if you're branding yourself or your firm or whatever it is I'm not sure is the coolest Coolest accountants in town you have to really define what that means And you also have to define what that's gonna mean to the person because that's what you're selling That's exactly what you're selling. So when you're talking to somebody, how could you bring up, you know, that that sense of curiosity? I know it's it's a little bit esoteric for accounting But if somebody says like hey, well, what do you guys offer? You know, here's my business. I'm here's what I want to pay Here's my numbers, you know, I'm basically price shopping for different accountants So you could what could you say to that? Usually I the clients I want to deal with a sort of a typical under 30 and they really want to They're sort of I would all make a real success of my lifetime that type of person. Yeah, I want a bit of business that's Just fucking awesome. Not just your everyday sort of business. So I would try and Get them I would ask them some sort of question that would make them suggest that they are right, right? So if you know, this is your ideal clientele and you know that you have clientele that's coming in like this Then man, you can do some great stuff. You could repeat this back But just repeat it back in a very, you know structured way You already know this is the answer that you're going to get to so you say like, you know They come to you with accounting and whatever what what did somebody well, I usually say is okay Why do you want to be in five years? Where do you want to be as an individual? Okay, so check this out Now we want to we want to do this this exactly but we want to say What Does that Look like So it's not just it's not just where do you where do you see yourself in five years? Where do you see yourself with a six-pack app? Where do you see yourself with an awesome website? Where do you see yourself? You know hiring the right or wrong IT guys or whatever it's more like What what does it really look like to you? Because for me, what's your name? Sean yeah, so I would say something like this. You know a client comes to you and say well look you know for me I'm basically somebody that I have a lot of pride in what I do and accounting can be such an easy thing but what we do is we make lifestyles with accounting and we make You know somebody be able to To not worry about you know the stresses of blah blah blah blah blah But at the same time be able to live You know the best life that they can possibly have and to have fun at it And if you have the most technical, you know paperwork side of a business being handled by people to do that I guarantee you it'll carry over to you. So what what does that look like for you? You know, what does that look like? That's what I would ask the client. So if you were the client I'd say Sean So what does that look like for you? So like accounting for your success we take care of all the Crap you don't want to do you know the filing of your counsel that's sort of boring rubbish And then we can focus on working with you to create That what you're saying, you know, what does it look exactly and so have the client Describe back to you saying like hey, what does that look like to you? I mean five years down the road? That's great But man if we really worked hard, you know three months six months, what would that look like to you? You know because that's basically what we offer. All right, so we want to get more into that mode so if you were to if you were to actually say this in personal training wise and somebody says like You know, let's say we go through the mode. We basically say hey, I really want six back abs I want to get into shape and you say well, I'm curious as to why you want them. It's like well look man I want to look better. It looks cool No, but what what do you really want out of it? And for you it's a little bit more of an emotional decision What do you really what do you really want out of that? Okay, and You know, they they say well, no, I want to be in better shape. I want to look better I want to basically feel better and then you ask them. It's like well. What does that look like to you? What does that lifestyle look like to you? All right, and again, you know In NLP they talk about this sort of stuff imagine these things blah, blah, blah, blah But what we really want to do is we want to build a connection with that client not so much do a trick on them and say like Hey, I'm offering a service. What is it that you really want? What is it that you really want and As soon as they elicit it and this is the key point So as soon as they can actually tell you what that really is then you go to you go to here you go to the no-brainer and I will tell you this Alright, you want to know what made All right, so I learned that like dynamic of like what is it that you really want they elicit and they they basically say They basically say what it is and I was fairly good at that fairly good at improving it And they you know I'd say I can get that for you and that built me a pretty good business Had a bit of a slump with like tons and tons of tons of personal things and you know All sorts of stuff that made me dip down and then I really really started to focus on selling This is the key component that changed everything for me and there's a story behind that too I actually my friend Brian Franklin who was once I'm a client and then became started coaching me in this stuff Referred me to a client and I said man You know what Brian taught me the best-selling thing a couple years ago He taught me the best thing and he said basically say what is it that you want and then they say you say I can get that for you and man it works like a charm, but it's not working so much anymore And he's like okay, and this guy is a really really successful dude very very very very successful And he he he does he has businesses all in the tech industry in San Francisco what not Very interesting guy and has a good business mindset and also works with Brian But interesting little family here, and he said he said yeah, yeah, yeah so why don't you actually talk to them a little bit more and You know find out what they really want and then kind of describe What the process is like for another client he went into all these theories And really started making me think and I tried to apply him and it didn't really work that well So then I called Brian up and I said dude. This is actually December 2010 so just a few months ago. I said dude. I need to talk to you I need to get better business my business structures all fucked up and da-da-da. He's like no, it's not no man you're great at what you do and You're more personalized You're definitely customized. It separates you from the rest and da-da-da He's like well, you know what's going on in your sales process. So I said man it for the past couple years I've been doing the same thing as he is that you've told me to do and he added a few things he added Basically this this component. He said oh, man, you're not you're not making them make a decision You know and that's the key part. So when we go into this and we basically say We go with the curiosity. Hey, I'm curious about whatever they kind of describe you say Well, what does that really look like and when they start to elicit what they look like and this is where it comes a bit of an art so you're gonna have to know if they're truly invested and and You know they they're sitting there going man, you know, that would be great if I could have that lifestyle You know where I can just do whatever I want and not worry about those things if I can have a web design that is basically like You know carefree and again They're gonna want a lot of technical things from you and actually all of you guys on this side But at the same time it's that emotional decision You say oh man that would be that would be great if I didn't have to worry about stuff Or I could come with you and changes and within a week Okay, good good good good and then you say well, man, wouldn't it make sense wouldn't it make sense that If you could have those things like if you could have a website that function that way If you could have an IT service that that function in that way if you could have an accounting service that function to make your lifestyle better If you could have six pack abs But also fulfill all the stuff that you really wanted wouldn't it make sense that if you knew somebody that could get that for you You would pretty much do it right All right now notice here. I have not brought up price Not brought up price yet. All right, because it has nothing to do with price It has to do with the decision first So when we're doing this It's basically like hey, what is it that you want? Look, you know, you want to live a sexual life where these things are happening and and yeah You want to get SNL's but you really want to be a better man You want to be a stronger man and you want to be able to be better with women and Basically live the lifestyle that you really like and if you could have that You know kind of like what you just told me if you could have that right now and you knew somebody that could lead you along that way You know wouldn't wouldn't make sense that you do it. It's kind of stupid not to in fact sometimes I just say man It's a no-brainer and as soon as they say yeah Then I say okay, we go to step four How are we going to make that happen? And then this This is where your sales funnel comes in so when we learn about marketing and all that stuff and one thing That's really really interesting is I have I currently have a client who's the number one poker player in the world his name's Dan Cates he goes by jungle man 12 and There's something interesting in which has thrown me into this whole scene of poker players and there are a lot like pickup guys There are a lot like pickup guys, but in some ways there. I say it worse Like it's just it's way more crazy because instead of like fronting that they have value They really do have money and you know it and so they're fronting that it's just bizarre, but One of the things is is that? Another correlation to all this is the internet marketing community So the internet marketing community is just obsessed with the system and the path and you know all this sort of stuff Which takes away from the experience takes away from service and if you can combine them That's great, but we see all this internet marketing We see how polluted it gets With with basically not wanting to buy stuff whether it's fitness or it's pickup or it's self help Those are like the three big things, you know, like let's change your life. Let's get laid right now You know and or let's get in shape all that sort of stuff And we're gonna do this and we guarantee if you buy this video series You're gonna have a ten inch long penis and you're you know I mean fuck you guys see all this sort of shit and it's bullshit But we click on the ad and we watch the fucking in the current thing is there's a white screen with just words And they read it, you know, you don't even see their faces and it goes on for 30 minutes And we're like man, we're gonna we're gonna buy that thing and you know it kind of works But at the same time it corrupts any sort of change and it corrupts business for pretty much any speaker Speaking at this event who if you know, I don't know them all but I know that Anthony picks the right guys They're the legitimate dudes. So what we want to do is right here We this is where we want to get into that sales funnel This is where we want to get into all that stuff that we talk about in marketing internet marketing And which is so similar with the correlation of poker players pick up people and internet marketers So we're gonna say how we're gonna make that happen. How are we gonna make this happen? But remember this is a face-to-face decision, right? This is a decision that you're making with a bunch of people or one person right in front of you But it's live. So we're gonna say hey, man, you know, how do we make this happen? And and they they may say at this point they'll say well shit, man You know, I want to do it. It's really really interesting, especially if you get these two things down What does it look like and hey, wouldn't it make sense? You know for you to do these things and they say yes, you say, okay, well, let's do it. How do we make it happen and? What you're looking for here is you're looking for a sense of commitment How do we make this happen and they if they do not say if they basically do not say Well, I don't know. I got to think about it or I got a consult with somebody Then, you know, we take a different route and we have to Basically go back and say hey, which one of these things could we have done better? You know, it doesn't work a hundred percent all the time I will also say the key to selling is to be detached from the outcome rather than be obsessed by the outcome Which I didn't include but remember that So if it doesn't go right if they don't make that decision then then we have to lay off and we have say okay cool well, you know think about me and You know, I know I can do this for you So, you know, let's talk whenever we whenever you want and if you do have a company that does have quality That's fine, but if they say well, yeah, yeah, I want to do it. Yes. Yes. I want to do this And you say well, okay Well, here's basically what I offer and this is where you have to get into structure of your business and whatnot But what's interesting here is it again does not matter about price So here at five We do our pitch, right? Now not everybody has a shitload of money. So you got to do your research, right? But let's say You say well like look well here's the services that I offer I have an online program that you know is three months and basically it's 995 pounds to sign up or whatever it is, you know To sign up and and here's what I offer and I think this would be, you know, perfect for you If not, I also have these other services or whatnot. It's probably better to pitch one thing at a time But at that point it's it's again so much less about money and so much more about what this looks like So the best way to workshop this and to get you guys to know it and if you go out and try this right now With with whatever sales leads you may have possibly I guarantee you it will work But I will say this is if I could have examples and run you guys through this and You'll process it better You want to start since we didn't get to you. What's your name? Tal go so your IT business. What exactly is it? Well, what I specialize in is a project management. So I'm not a technical person. This is actually interesting Project management. There's like a whole industry around that that of people that like follow this stuff, but they're all like out of San Francisco that I know so what what What service do you really offer in project management? What's what's a short little sum of it? Basically the area that I work in is I'm called the project management office So we're responsible for ensuring standards and governance on all the projects basically Okay, and so what would be the result of hiring your firm? Be ensuring that Projects run to schedule and on time and to standards and so what would be the benefits that somebody might have from that? Cost savings there every project also has to have benefits, you know like a business case first so what do you think would be the biggest worry of a Potential client that they're having in their own staff not necessarily if who they're gonna hire, but with their own staff it tends to be Like a lot of project managers for instance are people like developers testers Who have been promoted to project managers, but they haven't had the formal training and then what that leads to is like? Poor quality in terms of reporting and things like okay, but still still I don't know if you guys hear this But what tal's talking about you're talking about a lot of excellent excellent points about your business However, what happens when there's poor quality? What happens when there's disorganization? What happens is that business will fall apart, you know, and it depends if you're talking to an executive Or if you're talking to an owner, it's a little bit of a different dynamic, but if you're talking to an Executive you may not be as attached to that business and if you're dealing with a bigger business It's gonna be an executive CEO type if you're talking to somebody in a smaller business is gonna be an owner So what's gonna be the big big draw? You know for an executive? It's gonna be hey you want your business to grow bigger You want it to build a bigger brand you want it to function better and you want more free time for yourself If it's gonna be an owner. I mean that's his life. I mean that's that's his fucking life So it's an it's actually an easier sell because it's like hey look, I don't want you to worry What we do is we basically make you not worry So what's interesting here is you want to get to the emotion, right? And if we really get into this this has a lot to do with like kind of More pick-a-pea type stuff and I could get into all this sort of stuff I don't know how I'm doing on time and I can talk a lot about a lot of crazy shit Okay, is there's basically seven different emotions. There's happy mad sad hurt ashamed afraid and love Okay, so what we want to do is we want to kind of get to those emotions of what somebody's gonna feel All right, and that's what we want to base our decision off of now Because your business is so much so much product oriented and it's a little bit less service But still it's face-to-face still you got to do the work. It's not Systematized and all that sort of crazy. I mean it is but there's people doing it and it takes your decision making to Do that what they're gonna decide upon is that that emotion of hey, you know, what are you afraid about? You know, what are they? What are they really fearful about? You know, I think for a business owner, you know, not having enough time You know being stressed out But you want to say it in a different way. You know how like I Assume everybody in here is kind of like about pickup and they're like you want to say these lines And you're gonna qualify and you're gonna say what are you passionate about and they're gonna say Art, you know But there's a difference with how you go about the process of saying things So that they can elicit that they really are interested in art and really talking to you about it So that you could actually say that you like it and that you're attracted to it and then you can generate some Attraction what you need to do here is generate that so you say hey, you know, I'm curious about And it's gonna be a little bit of a different emotion for an executive and there's probably more flavor in here than I'm saying But a little bit more a little bit different executive than a than a soul proprietor type dude Say so, you know, I'm really curious about You know what you're looking for and I what I tend to say is I don't necessarily say in my services You could say my services say, you know, I'm really curious what you're looking for because I want the overall thing I don't just want especially if they're hiring me for stuff with sexuality or pickup I want everything because I I guarantee you this if you guys hire somebody and we have like tons of excellent coaches speaking They're not just gonna help you with with going up and having the right lines for women It'll go all into your entire life, you know, that's just that's it, you know The thing is that our main draw it has to do with all that women stuff, you know But it's gonna go into everything about your life and the more seasoned the instructor the deeper It's gonna go the better the project manager the deeper. It's gonna go so I'm curious. What is it? What is it that? You know, you're looking for in being more organized or why you contacted me so you're gonna say that all right and You know, they're they need to elicit a little bit and say, oh, well, you know, it'll be a little bit surface Same thing for pick up. This is interesting. You can say what are you passionate about and they answer Let's say they answer it But you've only known them for two minutes and they answer like oh, I'm passionate about saving the world and blah blah blah blah blah It's still not there's still not fully qualifying themselves because they don't know you Just like here. They can say well look man. Here's a B. C. D. Da da da still not fully invested, right? So I've fully invested in you. All right, so you're gonna say, okay. I see, you know, that's that's interesting, you know You want to be more organized? You want to have more free time? You want to up your business? You want to up your profits? I see how that's happening. It's no problem That's that's a map for me stuff, which you're you can list out very good Then you say so what if you had all those things if you basically You know could get all those things to be all tied up. What would your business look like? All right, so for an executive, it's gonna be more of More of the brand of the business more of how the business is gonna grow I think for somebody who owns the business. It'll it'll definitely be that it'll be more about his lifestyle Or her lifestyle and how that's gonna be So what does that look like and really know to go you'll know this better than me But go in those two, you know, you know how to deal with executives You know how to deal with a company, you know what they're looking for but really elicit that What does that look like? Tell me what that looks like get them to really sense it and map that out Not just their ABC of like well look I want to make more money I want to you know cut overhead and blah blah blah blah blah so okay What does it look like when your company actually does you know cut some of the overhead out? Your employees work efficiently in these ways, you know, what does that look like? What is your company gonna be doing? All right, so really get them to elicit that if it's a business owner Well, what does that look like for you? You know, what would your life be like? Okay, so your company's running smooth. We've got that all down What does it look like for for you? What does it look like for, you know, your second-in-command all that sort of stuff? all right, so we get there and You know that they really have elicited that they've truly qualified themselves. All right, so then you go to three you say well look I've been doing this for X amount of years and I've had many clients that have said the same thing as you and I'll tell you this Would it not make sense that if you could have those things that you just listed out and I'm saying Realistically three months six months whatever is realistic, you know in one year that you could actually have that you could have a business That would be that and I would actually say probably be better because I know what we do and I know what we do for people But wouldn't it make sense that you do something about that? Right, and that's a key thing. All right, so you're working off of that emotion, you know you're working off of that emotional decision and then If they say if they say yes, and I and I just because a lot of times I'll be like, huh? But if you actually say hey, it's like a no-brainer, you know, you would do that, right and they say yes or no Hopefully they say yes Again one of the funny things that correlates to pick up is when they say no, it's like we keep plowing we keep plowing And you shouldn't at that point you say okay. Well look, you know, this is what I do I'm gonna leave this you know with you of what we do. Here's my email I'll get back to you with whatever blah blah blah blah, but let's talk, you know I would really love to do business with you But hopefully they say they say yeah, that does make sense. They say all right, so how can we make that happen? In fact a better way to maybe even say it especially in your case is like are you ready to make that happen? Are you ready to do that? All right, when can we do it? They of course, you know, this is a short one They should answer right away, and then you give the pitch and again the pitch is is not determined on money It should not be that should happen afterwards because money will It's it's kind of like people are looking for that price and in fact when they you might they might say like hey Look, this is what I'm looking for I want to know what your prices are and again This is where you're not leading the situation because you want that decision to happen and say well, okay I've a bunch of different services and priceless, but let me ask you what are you curious about we get in that mode all right another thing that could be added to this is is Before we get into this Curiosity especially in a situation like yours you might want to say are you the person that makes the decision for this? So because oftentimes they might send like a guinea pig out there first You know to kind of see what's going on if it's somebody who is not in command and making the decision I would not go through this full process with them personal training. It's going to be the person So who else let's do one more and then we'll take some some questions Nobody wants this golden information. Yes Okay, so Repeat that just for the microphone. So I run a 10-day traveling seduction workshop through Eastern Europe. It's a Insanely awesome service, but it's very expensive and Yeah, and it caught me caught me Okay, so I would like to know how to to reach the guys that have that amount of money to hit it and to really sell To to reach the guys. That's the tough thing. I mean, hey man I'm your competition, but not I mean I'm not going around Eastern Europe, but to reach the guys That's a tough thing. So you got to look at marketing for that and I can't really answer. I mean if I had the soul answer for that I'd be set but So I've got a lead he's curious. What do we get? Yeah? Yeah, so I would actually say it's like Actually, let me know more about your service. So you go through Eastern Europe. Okay, so what do basically guys get okay? So they get 10 days traveling on the road through three countries great beautiful countries insanely hot girls coaching around the clock very Low teacher-student ratio experience of a lifetime You know the kind of stack coaching it's not available over a weekend great great So what what would be the experience of a lifetime? What what do guys say? How long have you been doing this? Great great. So what do guys say right afterwards and what do guys say three or four years down the road? Okay, but I they feel like they're different people that's that's actually changed them as a man from you want to know One of the best things when we get to when we get to this stuff. I'll give it to you But uh So you you know they come to you in this. Oh, man. What is your name? James say say James. I saw your thing. I'm really interested about it, but I'm not sure if it's for me You know, I was looking at I was looking at DJ Fuji stuff and psych stuff and Steve stuff or whatever and you know It sounds interesting, but you know, I mean you've had this conversation, right? And what you're gonna do is you want to lead it man? You want to lead it? All right? You want to say? Hey look And especially because it's personalized and it's more face-to-face. You want to say look I'm really curious about What brought you to the kind of my thing because it's a unique niche really curious about it All right, and so they're gonna they're gonna Remember or when I was saying in terms of qualification. They're not gonna fully qualify themselves because they don't know they're gonna say Oh, no, man. It just sounds interesting traveling through Eastern Europe and but you know And they may even wander off to like like I just want to be better with women and I want you know They'll go back to their checklist of what they want, you know I got out of a relationship and it's not not going well and you know I just want to be more alpha and you're gonna say no no no like I want to know about you what you really want So you really got to elicit that and you should know from having the sales conversation enough to to really use your curiosity To go no no what what is it that you really want and what you're looking for again? It's one of those basic baseline emotions that you can you can look at what are they happy about you know It doesn't have to all be negative. What are they mad about? What are they sad about? What are the meanings of that if I say that I'm mad because I got out of a relationship And I feel ashamed because I got of a relationship and I don't feel like a man I I'm still gonna say well, what does that mean? You know, what does that really mean is that it is it about being a man? Is it about being more sexual is it about having an adventure? Is it about having the time of their life and then also being able to become the man that they've always dreamed about? Okay, that's it. That's what you're curious about. So you may have to work for it, you know But get towards that and you should get there fairly quick You should you know spent four years you got some experience with it So you say hey man, what is what does that look like and you know and I know from this business? It's again a qualifier that is not fully materialized for him. We both know it's like dude It's gonna turn into this and that and yeah I mean you may get all the lays and get all the sex and give this beautiful thing But you're gonna actually learn how to have presence you know when you walk into a room that you might not need to react and do or whatever it is, you know, but Yeah, yeah, got you but you say what is what does that look like to you? What does that look like? things say I mean, I'll have the greatest women of All-time in Eastern Europe and you know have a great adventure No, no, no, what would it look like? Afterwards and you can even probe a little bit and say you know I got I got guys afterwards They say it's the experience of a lifetime just because they felt closeness in a way and intimacy and sexually in a way That's raw, but at the same time smooth and so they can if they want relationships They can have like it's across the board, but here's the real thing is I got guys four years later that also tell me Tell me this you know that it's changed their lives and their work and career So tell me what that looks like so I mean because I know a little bit about the field that you work in you can You can kind of probe them like that, you know because you have that you know You have guys right away, and you have guys that are hopefully long-term clients And all they need to do is elicit that and basically say hey Yeah, yeah, I want to have that because I think you know my business life correlates to You know my my relationships of women and relationships with people and just relationships with friends even you know It's a whole social circle you say man, wouldn't it make sense that like if you had an outlet that could do that a person That could know you could do that that could bring you to that You know over a 10 days over a 10-day period, you know that you would continue to grow afterwards You know and I even know the growth cycle six weeks Then then 12 weeks you're gonna have these little bumps and bursts and all that sort of stuff if you could do that you know and 10 days from now or 20 days from now whenever my next thing is that could all change for you wouldn't it make sense to do it I mean that's what we're really talking about wouldn't that make sense and You know that they should say yes, right? They should say yes, and and you know psych didn't get to him quick enough or I didn't get to him quick enough And like man, but Steve told me told me kind of the same thing, but but no man. This sounds really crazy Yeah, yeah, because that's what they want, you know really especially with what you're offering say okay, man Are you ready? Are you ready to? To make a decision for that You know and they should say yes, especially if these two are really quick You know it's kind of like when we're dealing with seduction You can't be like hey, maybe and she gets all worked up and you know she glazes over and she's like there You can't go and get a drink then you got to kind of escalate right or work logistics or whatever So you got to you got to work this really quick, and then you say well look here's what I'm offering July 26 We're gonna be going out, and I want you a part of my team now This is another thing we got to wrap up here because I only have five more minutes or probably less than that right now This when we get into this area, and it's not fully gelling all right when it's not fully There's not a full commitment Here is one of the key things and I love this man, and I Remember hearing George Stephanopoulos. I don't know if you guys know he is but he worked with Bill Clinton He wrote this book about how screwed up Bill Clinton is and all this sort of stuff But he says he says man. He said this in an interview, and it's it's in the book. He says man Clinton had totally screwed me. I was on my way out of the White House Like it was done everybody knew it was done and Clinton told me he said hey, man I know we have whatever I got to give this speech, and I need you by my side And and it was like I was like oh my gosh That is so brilliant so brilliant and whenever we hit this point right because look if we have quality If we have quality which all of you guys should be striving for that This isn't like just some bullshit you can sell you're gonna piss people off You're gonna do what the seduction community has done is pissed people off because it offered empty promises But if you have quality and you can do this be proud to do it Don't be ashamed to sell and if they're if they're not willing to buy or the price is too much or whatever You can say hey look you know what do whatever you got to do I talked to you I heard what you wanted and Look you're exactly the type of guy. I want to work with and You should mean that you know this isn't just some fucking line It's it's it's not like we're going like hey you're so hot I just had to come talk to you like we really want to talk to a girl that is so hot We had to come talk to you right so we say that and we leave an open door, and I'll tell you what man I That's how that's how I've gained you know the clients that I've got they may not hire me until two years later They may not hire me until next year or whatever But they come back and that's how you build relationships, and this thing is about social dynamics This thing is about getting better at business this thing is about getting better with you That's why I come to it and speak and support the 21 convention if you want to know more about me Let's write this stuff down just so you guys can Can all visit it What's funny my friend from Austria is This website is actually not up just yet, but well be up fairly soon And it has like a shitty prototype one, but go to it in a month. It'll be amazing the sexual life calm There's also my blog which has been kind of interesting lately Amazing the red mole calm, and then you can also follow my little spamming's out there on Facebook, which is even more amazing and I somehow managed to piss everybody off on it, but It's in a good way in the best way in a way where love happens my name is Steve Maeda and Yes, I'm really happy to be here, and I'm happy to be able to help out with the convention Happy to talk to you guys if you guys want to talk afterwards If you want to spend one one night or actually a day and a half So we'll go about eight hours of getting down nitty-gritty with whatever's going on in your business There's three businesses that I have I just started some stuff and all sorts of crazy shit But I like to work personally if a few of you guys want to get down and work on this stuff and really talk about how We can structure it work on sales work on getting high-level clients work on generating bigger leads Then we can work something out tonight and tomorrow night, of course It doesn't conflict with the convention and I talked to Anthony about it I said I'd split it with him 50-50 so 50% of this goes to him This guy does a lot for this and everybody does Mike Peter Matt all these guys they live for this shit So what I'm offering is I'm not sure the translation for all the sort of stuff. So I'm going to say we'll say 300 pounds and I will give you eight hours of Going over all this material and it will be tonight after the convention and then tomorrow after the convention We'll get down to your business. I I prefer to have actually less people than more people and we can really get into it And I'll continue afterwards Room we can use room we can use all right. So sound good guys. Thank you for letting me do this first speech ever on it