 So who's excited to listen to the next speaker what I need from you I Need you to pay attention. I need you to listen I need you to take some notes because I'm telling you what the next dude has a wealth of knowledge I've we've only we've only known each other for literally like 45 days But what our business has received what this conference has received what our sales team has received and what my wife And I have received has been incredible. So I'm telling you what? Not only am I excited to hear him But I know you guys are too. So what I want to do is I want to go and welcome to the stage my good buddy, Mr Charlie Cina right after this short video check this thing out For the past three decades Charlie Cina has worked in high-level sales environments building sales teams and driving revenue He is profited in industries such as software construction automotive and numerous others Through his entrepreneurial journey. He mastered a skill set that is very unique and that is the art of presentation As a result he has been able to transfer his processes because they are all Technique driven and do not require talent Charlie's exposed and closed marketing system has allowed him to sell into billion-dollar Las Vegas projects like the Wind Resort Palazzo Hotel and Mandarin Oriental He has also acquired and works with the top motivational speakers sales trainers and subject matter experts in the world and Personally consults them to create deliver and monetize their content online and offline worldwide Please welcome Charlie Cina as he teaches you how to expose Clothes and drive massive revenue I'm excited to be here and I have a lot of love for these two people right here. You don't even know seriously They're players players They inspire me All right, enough of that Let's get down to it because I don't have a lot of time. They're only giving me 45 Minutes and I have a lot to transfer to you. So that being said I Need a volunteer all the men are will you stand up, please? Can you come up here? Do we have a handheld? I need you to help me with something. I need you to finish this sentence You ready talk loud so everybody can hear you it takes money to make money if you think she's right Stand up. Wow the murder come on over Left pocket or right pocket? Right pocket it's yours take it. Thank you. What is it? Ben Franklin Everybody have a seat. Here's the reality. It was her knowledge and The action step to raise her hand That allowed her to make a hundred bucks So I disagree with that statement. It doesn't take money to make money It takes knowledge. It takes commitment. It takes tenacity. It takes implementation Because knowledge is what? Knowledge is power right but power and knowledge Without the implementation is what? Zero so what I'm here today to teach you to do or to impress upon you to do is To educate yourself So you can elevate yourself so you can dominate your space. I'd write that down if I were you because that was free I didn't charge you for Okay, educate elevate dominate Educate elevate dominate so quick little background Past 30 years. I've been in high-level sales environments building sales teams or had my own seven-figure businesses. I Started those businesses with zero. I Didn't know it at the time, but 30 years ago growing up in Buffalo, New York 10 11 12. I got a paper route buffalo evening news And I used to drag my paper wagon through the snow Freezing cold anybody here from Buffalo, Western New York Syracuse snow country. It's not pleasant But I knew that the more doors I knocked and the more I Introduced the paper the more I'd produce so to Cody's point. He just knocked he made a hundred grand in eight months Because he's knocked doors. So the more hands you shake the more money you make And when as I built my route I knew the larger the distribution the more profit I made off of selling or distributing the paper Because we're all in the distribution business. It doesn't matter what we sell as long as you're certain and you believe in what you're selling Then to mr. Macelli's point you don't have to sell because nobody likes to be sold. Is everybody with me? so What I'm here to teach you today is How to present position and profit you're gonna hear me say that several different times in the next 42 minutes and 41 seconds But I'm selling papers now if I got lucky and the lady that gave me my papers every day had extra papers Guess who asked for those extra papers? Me because she wouldn't charge me for I'd get them for free and then I would stand out on Delaware Avenue Sometimes in the freezing cold at 5 5 30 and Cars would go by and I'd stand there Do this and when I was doing this what was I trying to get? Tension pretty basic right the more cars that went by the more impressions Right people seeing me. I had the better chances. I had of selling what? 10 11 12 years old. I'm at this point talking on a very basic seventh grade level So what I'm trying to impress upon everybody is at a very early age. I knew That the more I introduced the more I produced Right knowledge is power, but the implementation and action is what it takes Just like this young gentleman four months ago had an idea and we're all sitting here today Because of it and literally millions of dollars in business is going to be Transacted at this conference by the time everyone walks out new relationships Right new deals new knowledge new implementation So all that being said I learned at an early age the power of selling the power of marketing the power of positioning and persuasion eight years old I Had watched my dad from the time. I was three four entrepreneur My dad was a type of guy that went all in ninth grade education Anything he did he went all in he knew how to shake hands. He knew how to introduce himself Everybody knew Charlie Chena Jr. When he walked into a Roman by the time he left he made friends with everybody I watched my dad take his business from zero By the time I was eight eighth birthday. He said son What do you want for your birthday? I said dad I'm gonna walk over here. So don't Kill myself. I said dad. I want a built-in pool, right? You're eight. You reach for the stars. No no filters He said no problem son. He opened up the telephone book. I knew you mill a millennials know what a telephone book is He opened the telephone book first guy. He called was a guy by the name of John Bunch I don't forget it. He went to the phone on the wall. It was a red rotary phone a lot of the millennials are looking at me saying what's that but Dialed it said John. My name is Charlie Chena. I need your help. It's my son's eighth birthday and I need a pool in my backyard the shape of an eight Three hours later the guy shows up Signs the contract a month later. I had a pool. We had cars Cadillacs Lincoln's brought home my mother fur coats vacations multiple businesses and Then a couple bad moves a couple overextensions I Watched my dad's business plummet Right, I watched my family separate my parents got divorced The only thing worse than divorce is death in my opinion Right because it lingers. It's not pleasant. Some of you are shaking your head. Maybe you've been through it, right? But I was fortunate enough at an early age to know and I had good mentors my dad was a great mentor taught me so much my grandfather I Knew that if I could sell I Could always overcome the fear of not being able to produce So I mastered the art of selling and I've been in different industries Automotive software Promotions deregulation of telecom so it doesn't matter to me what I'm selling. I'm in the distribution business now Take a look at the companies right there. You familiar with them Pepsi Barrett Jackson auto auction Palazzo Hotel Mandarin Oriental Those companies have one thing in common Me and the techniques that I'm about to share with you That are completely transferable They don't require talent You can learn these techniques and they're simple when I get done in the next 40 minutes you will literally be able to walk out of here and Utilize these techniques and they will make a difference in your life So what if you had a guaranteed proven system? Where you could attract numerous amounts of customers Convert them into paying customers Leverage them get repeat referral business sell them additional products and services and Ultimately retain them so you have a revenue relationship for life. Would that be advantageous to you? Absolutely, so Here's what we're going to discuss The people on the screen you might not know their faces, but you might know their names in The middle there to the left is a guy by the name of Apollo ono anyone know who Apollo ono is 2012 gold medalist Turned him into a client using a simple technique that will literally cost you pennies or zero in the middle young power couple Chris and Larissa Noggle. They have a TV show on HGTV They teach you how to flip houses to the right anyone recognize him Last brown the probably the number one motivational speaker in the country lower right Eric Thomas Hip-hop preacher gets about fifty thousand dollars To do a keynote great guy in the middle recognize him Buddy Velastro cake boss when I tell you how I close buddy Velastro. You're gonna say no way But Vince Spamponato would tell you yes way Last but not least over to the left. I don't know if you know that guy Shut it down John Taffer bar rescue anybody watch that show Okay, these people have one thing in common. You know what it is and The techniques that I'm about to share with you So here's what I want to do Write this down I'm here to activate your mindset I'm here to help you acquire more customers and I'm here to help you achieve profitability you finish the sentence and I Can't hear you guys success So expose and close how do you expose? How do you close? How do you drive? massive revenue Mr. Macelli did I pronounce your last name right said people don't like to be sold Fact is a lot of people in this room although your sales people You don't like it a Lot of you in this room don't like to sell You know how I know because I introduced myself to hundreds of people in this room and very few people told me What they do as a matter of fact I met an incredible man I'm gonna knock on mr. Ziani anyone mr. Ziani the clothier I Met him a half a dozen times before I knew what he sold Which is incredible clothes if you haven't been over to his vendor booth the guys top match But he never told me what he did he never told me about his product or service so when I use the word expose and close How do you market sell promote? Advertise how do you differentiate yourself in the marketplace and how? Above all do you get people's attention? So how do you expose? How do you close? So let's talk about getting attention Every day when you wake up it should be your intention to get people's attention and When you get people's attention? You need people to get you need people to pay attention and once people pay attention Eventually they will pay you for your attention Does that make sense to everybody? So it's your intention when you wake up in the morning to get attention Now you got their attention, right? You're getting them to pay attention and Eventually they'll pay you for your attention. So what do we do? We get attention. We build relationships We drive revenue. We want to add zeros to our bank account I want you guys to see the whole picture here because it's very simple But for some reason doing it's complex and you need to have a millionaire mindset Your job your initiative When I say millionaire mindset, I'm not talking about Rolls Royces and jets and planes and trains and Rolex watches I'm talking about being able to take care of your family a lot of you are in Our in final expense or a lot of you are in the insurance business, right? It's one Illness and if you don't have enough, there's a problem Right, that's what you folks are actually selling Right, how do people overcome that problem? God forbid that they do they get an illness. So that being said I'm here to teach you how to present I'm here to teach you how to position and I'm here to teach you how to profit How do you present yourself in a way that's unforgettable at the first point of contact? How do you position yourself in your space to dominate where you become the only logical choice and then how do you profit? By creating multiple streams of revenue with the products and services that you already have Now we're here to collaborate. We're here to share ideas I heard one gentleman get on stage that said you should have multiple products and services I'm not going to mention any names. I Heard another gentleman before him say you should have one product and you should master it Well, I agree with both of them You need to crawl walk run You need to make sure you know how to present position and profit with the first product that you have and Once you're unconsciously conscious and you know when you can represent that product in your sleep Now you can take it to the next level, but if you don't have that acumen. I agree with Vince Pompinato You're you're you're a jack-of-all-trades master of none Once you master it. I agree with mr. Misselli Have another bullet in your gun and leverage that particular client to build that long-term Relationship and service them so they don't have to go look for somebody else So write this down words trigger pictures which trigger emotions which lead to action steps words trigger Which trigger which lead to action steps words are things Words are code. We're now all in the information age What if a program is missing one period or one number is it going to work on your computer? Absolutely not well miss one word Miss one pause in a conversation Use an incorrect word that triggers the wrong picture and you are not going to convert Are you guys are you guys following me back here? Okay, so words trigger pictures which trigger emotions which trigger action steps Words are things Now I'm too far away So here's a gentleman No squeak see I'm learning here is a gentleman by the name of Lester Thornhill I Met Lester at a 10x conference 10,000 people. I Was walking in huge line. I didn't want to wait in line one of Grant's guys come over and said Charlie come on I'll I'll fast track you said I'm going for a cup of coffee. I sat down at Starbucks Man sits next to me. I could have ignored him But I've got opportunities in a 10-foot radius of where I am every day I leaned over and guess what I said to him Hi, my name's Charlie. What's your name? He said my name's Lester. I said Lester nice to meet you He said Charlie. What do you do? I said I empower speaker trainers and subject matter experts to monetize their content online worldwide in three easy steps guaranteed Lester said I want what you have to offer. I Said great. I opened up my laptop Showed him a system that I represent. It's called light speed VT. Is anyone in here heard of it? in fact Got a lot of customers in here, right? Showed him a demo. Here's what I've done for taff or here's what I've done for less brown Here's what I've done Lester for guys just like you He took out his credit card gave me five thousand dollars and said here's a deposit Let's get started less than 30 minutes Hi, what's your name? My name is I had my power pitched down. I knew how to present I knew how to engage and here when I left Lester is what he said I said Lester you don't mind if I take out my little tiny phone here and capture What you and I just transacted do you he said no Charlie have at it? I turned on the camera this is one take I never said a word to this man or or Put words on his lips. Hi. My name is less is born hill Just met Charlie Amazing gentlemen just talk out his answer. Hey, what's your name? And I said my name is Lester. I'm here at Mandolin Bay with my son and Within the matter of seconds we built a relationship that will benefit both of our lives Charlie now is I can consider my friend. He met my wife. He met my son Yes And now I believe we're gonna have a long-term relationship Because Alex calls him to millions of people in my organization and Also, he'll help me teach me of how to build my company and expand my growth and my reach So Charlie I want to say thank you. You're awesome I've never thought I would have meet someone in 30 seconds and change the course of my life and Change the course of my business forever. Thank you Vince Pampinato you walk you were there you walked by right? You were there you met Lester so hi. What's your name? I guarantee you some of you are sitting here right now and don't even know the person's name that's sitting next to you So I need to move quickly here better words What's your message to market? I'm gonna go through this quickly This will probably be one of the most dynamic things that I can share with you I'm at a conference of storm chasers Michael storm Michael just happened. These are the roofing contractors general contractors that go in and Work with these people that are devastated. I spoke this past February. I walked around the conference and said What do you do and the guy said I'm a roofer. You know what I told them? No, you're not You're not a roofer You empower people to get their homes and businesses back after they've been devastated by a storm disaster in 60 to 90 days stress-free in just three simple steps I Was at a chiropractic convention in April? Spoke the 200 very successful chiropractors. I walked around the conference in the coffee shop going up the escalator And I said what do you do? The guy said I'm a chiropractor You know what I told them No, you're not You empower people to alleviate pain Increase mobility increase longevity and mental clarity through a drug-free natural Process What's your process? What do you do? I'm at this conference. I got here early. I was here on Wednesday helping Cody and Lauren set up right we were positioning So we could help everybody profit and I met a lot of people in this room How many people have I personally shook your hand and met you raise your hand? I'm not doing my job, but I'm also here to serve a client But I said what do you do? I sell insurance You know what I told that person No, you don't I Said you empower people to protect their families their most precious assets and the things that they love most guaranteed in Just three easy steps There's a lot of people in here That are in this business. I said, what do you do? I sell final expense. Guess what I told them No, you don't You help seniors protect their loved ones from the burdens and financial obligations of final expense stress-free and just Do you get it? That's a game-changer. That's your marketing message. That's your elevator pitch. That's your power pitch Right people don't like to be sold As mr. Macelli said right they don't like to be sold great Then bring them toward you This is young lady Got into a new business 33 34 years old four boys 13 and under She had a mind shift No, seriously, Charlie That was huge and you were able to do that with a brief introduction Could you imagine if we went into the whole conversation? That was just introduction. You got someone to open and look who might have not been willing to look That's huge. You gave me a moment of pause where they might think about it But they're at least open to look They're open to looking Hi, what's your name? What do you do? I? Empower people to oh really? How do you do that through my three-step process? I teach you how to present position profit. Oh My god, Charlie. That's amazing. I Want to learn more great. I have an appointment tomorrow at three o'clock or I'm doing a seminar Or a workshop. I have two openings. Would you like to come tomorrow? Would you like to come on Friday? So here's the deal you all need to figure out and know exactly what you're selling and you're selling the resolution to a what a Way to achieve a goal. You're selling peace of mind Would you agree? It usually in some way shape or form is going to be tied to revenue You're going to protect my assets. You're going to help me save money So write this down. This is a million dollar move a million dollar question This is what I personally use when I sell my products and services Cody what are the three biggest problems you're having in your business right now that if you could overcome would put another $50,000 to your bottom line Six weeks ago Cody told me those three problems. I pulled over on the 15 North on a street called Blue Diamond For my three o'clock phone call with Cody true or false. Did I ask you that? He told me I've got an event. I need to drive gate. I Don't think people understand what I'm trying to do for this industry So well Cody I can teach you how to present position and profit three easy steps Then guess what he said to me how much? I told him didn't blink Said send me the agreement. I'll have the money tea on Monday That was less than six weeks ago So the guy's a player The guy's an implementer and again, it's been a privilege to work with you here So what are the three biggest problems that you're having in your business? Right now. I want to know one. What is the one biggest problem you're having in your business right now? Guys, can we go to that slide? So what I want you to do is take out your phones. We need to do this quickly because now I only have 20 minutes left Vote one two or three is it marketing and promotion? Is it sales and overcoming objections or is it motivation and inspiration and mindset? Is it is a corporate culture? So take out your phones text four two five nine seven nine seven one one nine? That's four two five nine seven nine seven one one nine And then vote one for marketing and promotion Two for sales. Look at that. We're coming up in real time, baby three for motivation So what would you all be saying? Right you're selling final expense again. I'm just I'm just riffing up here. I don't know your business as well as you do But if I was walking in around the phone, Mrs. Jones, what are your three biggest concerns that you have right now? That you're looking to achieve with final expense insurance I guarantee you 95% of the people are probably going to say the top three things. Is that correct? It's in any business So that's a million dollar question So I want to move along but right now 53% say promotion and marketing 30% sales 10% say motivation And I'm sure there's going to be more coming in but thanks for sharing that data with me So this is Mickey Hernandez Mickey called me software business. He said Charlie. I'm dying on the vine. I Can't get people. I Can't get people on the phone. I Don't I don't know how to do a demo. I'm not getting enough leads. I said Mickey. What are you saying? I said Mickey you're not saying the right things so I had a call with Mickey and Mickey Took the steps and here was the end result. Hey, what's going on everyone Mickey Hernandez? Sales manager for lace-up solutions here and Charlie's been my consultant my friend my mentor for over five years now Last week alone his mentorship his help his advice his skills made me $26,000 on Wednesday our number one day ever period exclamation point Charlie man. I want to say thank you I love you. I hope you can help more people just like me moving forward. Thanks buddy So let me ask you this question and some of you may have heard this before Is it simple does it work and can I do this repeat? Is it simple? Does it work? Can I do this? You know who said that anybody know that who said that? Lady by the name of Mary K. Ash. Anyone know who she is? Started a three billion dollar company Is it simple does it work? Can I do this could everyone in this room reach out your hand and say hi? What's your name? Can everyone in this room? Get their power pitch down Can everyone in this room use better words and Master your craft and really learn the art of presentation. I think the answer is what? Absolutely business cards Crucial I'm not gonna call my man Hollis out in the front row here the very handsome man with the jacket We're tight right Hollis Said Hollis want to hook up bro got a card. I asked 10 people out here Five people didn't have cards Not being polarizing It's an impression They're not old-school gentlemen in my age bracket. I would assume probably younger than me That's how we grew up See if you're a millennial and you say no just hit me up on Facebook or just hit me up on text You were brought up to treat people how they want to be what I actually got that backwards See, I'm so conditioned to do it the right way. I was brought up treat people how you want to be treated But it's not how you want to be treated you need to treat people how they want to be treated See I want a business card because when I get back to my hotel At 9 10 11 o'clock after being here for four straight days, and I'm tired I'm gonna go in my pocket to take out my money and I'm gonna pull out Everything that I have Where's Justin Meyers? See here, okay. He just got exposed It's an impression is everybody with me business cards are not dead The show up Eric Thomas the hip-hop preacher. I'm gonna go through this fast. I Crashed a direct sales convention. I suited up. I dressed to impress. I walked in I saw the security guard at the door. I said hi. My name is Charlie. What's your name? She said Mary said Mary I Need your help Write that down. I Need your help Mary I'm a local business guy here. I heard the Keanu invention was in town. I need to get to the CEO Could you point them in my direction? She said sure follow me She walked me in the conference introduced me to CEO. I said hi. My name's Charlie. What's your name? Right gave him my power pitch. I showed him the lightspeed ET platform now. I did not close that deal But while I was there I saw a guy by the name of Eric Thomas speak. He was doing a meet-and-greet. I Didn't have a backstage pass But I was suited up Looked like I belong went back there said to the person at the door. Hi. My name's Charlie. What's your name? Sue Sue You get it walked in met Eric Took me two years to close the deal, but Eric Thomas is now a client John Taffer the knock I Emailed them. I called them. I got some of his lower level people on the phone Then they got fired. I was starting all over. I got so frustrated one day I found out that his office had opened in Vegas. I got in my car Dressed up suited up Went to the door there was a buzzer no solicitation Do you think that that sign was put there for me? Absolutely not I rang the buzzer Walked in. Hi, sir. Can I help you? Yeah, I'm here to see John. Is he around? Well, no, sir. Do you have an appointment? No, I don't but I need to see John Well, sir, what's this pertaining to? Well, I empower speakers trainers and subject matter experts to monetize their content Online worldwide and I'm interested in doing a joint venture with John that could potentially Result into six if not seven figures a year in monthly recurring revenue. I need to see him right now She said well, he's not here. I said well then who's here that can make a decision Well, Gina's here Gina walked out Guess what I said to Gina my first words out of my mouth That's for you You got it, right? Hi, my name's Charlie What's your name Gina Gina nice to meet you and he 30 seconds of your uninterrupted time If you don't like what I have to say you can throw me out. Well, what's this about? I empower speak you get it? Three days four days later that picture. I'm in John Taffer's office Inked a deal. He gave me a shut it down button Buddy Velastro the cold call. I love when people say the cold calls dead. It's not dead It's another bullet in your gun. I Called buddy Velastro's bakery It's buddy there. No, you got to call his manager called his manager couldn't get through wouldn't give me a time of day But I realized that the bakery number was two 0000 at the end they said this must be a rollover number or maybe there's sequential Numbers so I called zero one. They said receiving I called zero two accounting Zero three cake decorating zero four. Hi. This is John Internet and marketing services John Charlie Cheena man. How you doing good John? I need your help. I'm hope I'm talking to the right person. I Work with a lot of speakers trainers like Tony Robbins less brown Eric Thomas And I need to connect with buddy because I have an opportunity where he could potentially Monetize his content world wide 24-7 on demand ba-ba-ba-ba-ba-ba-ba Two weeks later. I'm on a flight with the CEO of Lightspeed Brad Lee And we're in buddy's office and we inked a deal Now I'm showing you these people Not to impress you but because you know who they are it's social proof. I Have over a hundred and fifty clients just with my lightspeed business That you've never even heard of that are monetizing their content online. I have Over a hundred businesses many of my clients are in this room that utilize that service to help better train their people So it works direct mail Direct mail is so out. It's in Direct mail is so out. It's in what you're looking at is a mail piece that I sent out The mail the actual flyer itself was given to me by my manufacturer and a product. I was representing I was in the construction business for 12 13 years number 10 envelope that disgusting chicken scratches mine That business card is nasty. Would you agree and? There is a one or two cent green paper clip I sent that to a guy by the name of Steve Scalarri at Superior Marble and Tile Superior Marble and Tile Controlled a lot of big tile and marble jobs on the strip. I was looking to get into the wind resort That sixty seven cent mail piece Resulted in a two point five million dollar deal. I Mailed it out in February. I Emailed them no response. I called them no response. I brought donuts no response One day 90 days later Steve calls me and says Charlie it's Steve Scalarri, and I'm not joking. That's how he sounded. He was 5 5 by 5 5 Italian dude bulldog just miserable Get down here if you want this job. I said well, we'll see I'm looking at your damn flyer get down here. I Was a block away. I swear to God block away. I kept them on the phone. I walked in Steve this quick enough for you got the deal Rod Charlie Gina. Hey man. Hope all as well. Just wanted to reach out. You were top of mind I was in San Francisco over the weekend and watching the Olympics and You and Apollo pop to mind So just wanted to reach out see how you're doing see how things that eliciting are going and would love to connect for a Call and catch up would love to show you to the advancements that we've made here to the technology as Well, so let me know what you're looking like shoot me a text or an email or just call me anytime before to speak it Thanks. So that video up there was 33 seconds long Was that pretty much seventh grade language that I used nothing fancy was I selling anything? No I Called deals one day. I walked in my pipeline wasn't full I'm like, what am I gonna do? How many of you ever walked in one day and you're like, who am I gonna call? Right? You're stuck raise your hand I went back to my old deals that were dead It was a two-year-old deal. I Use a service called bomb bomb to send video emails and video text. I sent that The next day if you look right here, oh If you look right here It says I sent That on the 12th on the 13th, I got a response, right? He said hey Charlie. Alyssians doing well We started another major project in the blockchain space check out my website I responded glad to hear from you and I will check out hybrid block I just launched a company on the lightspeed platform. That's in your space. They're having incredible success all the best on your new venture Three days later. I'm out to dinner with my wife and daughter and I get a phone call Guy says hi. This is Henry. I'm associates of Apollo. Oh, no and Henry out We're ready to do something. I'm in Vegas for Chinese New Year. Is it already if I stop by your office on Monday? Guys what I'm showing you is recent Like this just happened several months ago Lester just having several months ago So what I'm sharing with you absolutely positively work So here's the deal we all buy return on investment and we all sell return on investment You buy a cup of coffee You don't want it to be bitter. You want it to have the right flavor. You want it to be hot? right You want the caffeine rush? It's return on investment You buy a car. It's return on investment now if you're buying final expense insurance You still want to return you might not be able to enjoy it, right? But you're looking for a return on investment for your who? For your family so we all buy ROI. We all sell our ROI selling is the actual process of Engaging in and making the sale People are on the internet. They've already made their decision most likely of who they're gonna do business with before in most cases before they even pick up the phone to call you or If they have interacted with you when they hang up they're gonna get online and do their research So selling is the dance. It's the exposure. It's the marketing. It's your power pitch and if you have your message to mark it down and You're high. What's your name and you're doing business with truth? Authenticity and proof You get it truth authenticity and proof That what you have to offer them is gonna work and serve them You'll be able to close deals Closing is the achievement of a desired outcome Which is an exchange of money or acquiring a signature Approving the transference of money to complete a deal That's closing the deal 90% of that deal is exposure Multiple points of contact The call the video email the card I've sent pizzas to people before I've sent cards. I use a service called send out cards After an appointment. I take a picture with the client You familiar with it and I send them to brownies I've sent it to multi millionaires that I couldn't buy a Rolls Royce for and get a response from and They call me and say Charlie. Oh my gosh, that card was beautiful. Why cuz it had a picture of them on it and I gave him two brownies and a guy that owns a very prominent hotel casino in Vegas calls me and says I'm sitting here with my partner and we're dunking the brownies in the coffee So multiple points of contact now this event was about mindset mission and moves There's a lot of mentors in this room There's a lot of people a lot of knowledge and acumen the gentleman that you're looking at is a mentor He teaches Fortune 500 100 companies how to hire the right people the first time and not only is he a friend Lee Jensen the client hiring Academy. I just wanted to send you a heartfelt. Thanks. You picked up the phone With your family in Europe and walked me through the help I needed to close a deal I work with a lot of high-level Professionals and in fact this deal was with a fortune 100 company and for some reason I got stuck But you you're the guy who'll pick up the phone in Europe You're the guy will actually take the time to evaluate What is the situation and then help me with like a one two three step process to simplify it and get the sale That's exactly what I did. I got the sale and I really thank you for your help Charlie Tina you're good people Saying man this guy shows a lot of videos of his customers Who said that? Stand up sir. Hi. My name is Charlie. What's your name? Dan we've met haven't we come on up. This is my brand new book my brand new book. I just literally had a hundred and 20 cop 25 copies printed Just to get to this event If there's any typos in it, let me know But that's social proof see because here's the bottom line ladies and gentlemen mentors have mentors gates Had Buffett Tony Robbins had Jim Rome Michael Jackson Quincy Jones and Oprah Maya Angelo Everyone in here is mentoring Under somebody and if you aren't You should be my goal today in this Two minutes I have left was to transfer as much as I could with my 30 years of business experience and Acumen to give you some tip techniques and Strategies that absolutely positively work. So with your permission I want to tell you why I'm here and if I go five minutes over is that okay, Cody I'm here because of my family. I'm not here because of the you know trains and planes and Rolex watches and all that stuff That stuff does not motivate me I want to make sure that my family is Financially secure and they can live a life by design and not by default so in the center there is my wife We've been together going on 19 years together 24. She's my rock She supports me as a matter of fact yesterday was my son's 17th birthday and I said son I have a client Cody and Lauren. I committed. He's like dad Do what you have to do. So give Carmen a big happy birthday, Leah My son Carmen on the left my daughter Sophia on the right So here's the objective guys and gals you got to move You have to move you need to use every road every opportunity relationship and tool to educate yourself And get to the bank There's no one right one right way to do it You just move you take action Cody just takes action You saw me get a little emotional because I work with major players. You have to get out of your own way You have to get out of your own way So I've now created What I call my expose and close marketing system where I'm going deep and what that is is it's going to be five one-hour group coaching sessions Where I take the participants and we break down and craft your message to market We go deep on the word tracks the scripts what you need to say what tools you should be utilizing to present position and profit and Ultimately activate acquire and achieve success then I'm going to plug you into my one-year membership program It's an on-demand virtual online platform You'll get my expose and close book as well as my other book my ebook creating customers For life and then you will get my templated sales scripts for prospecting as well as presenting what it is That you sell an offer This is the first Time I'm offering it. I said to Cody. I'm not comfortable. It should be a forty nine hundred dollar program Cody's going. Yeah, but this is an opportunity for you to get a small select group in a tremendous industry and Grow it so if anyone is interested in participating in the program I've got Derek and Jeremy back there go back see them the program is just going to be $1,000. It's five online coaching sessions and one year to my online program If you have QR code readers on your phone, I'd like to give everyone a gift today. That's my Digital card that will also give you access to my free ebook Which is creating? customers for life So it's been my absolute pleasure to present To you today. I hope I've presented and taught you how to position yourself So you can absolutely positively profit and I just need one favor before I get off the stage from everybody Will you do me one favor? expose and close Thank you for being with us Tell you I've seen him do incredible work for speaker friends of mine I've known Charlie for a while as well and he's helping, you know business owners entrepreneurs Content providers really monetize their message. It's incredible