|Name||PROFITS DRIVE 45 Lunch and Learn|
|Description||a PROFITS Trailers video|
Welcome to the predictability of sales. We're going to play a simple game. Pick a number between 1 and 10. You got it? All right. Double that number. Add 6 to that number. Do some simple third grade math. Half that number. Subtract your original number. On the count of two, say your number. 1, 2, 3. If you did it properly, then you hit three. Every person who's watching this is going to hit number three. It's simply just a mathematical equation. What I want to do today is help you stack the sales odds in your favor. Years ago, two friends went for a drive, Walter and Arthur. Walter parked the car, got out, looked around the spacious land and told Arthur that, "Hey, I bought the land. I want you to buy all the surrounding property." Arthur looked around thought, "My friend has lost his ever living mind. Are you kidding me? There's nothing out here. Why in the world would I buy any surrounding property?" Walter went on to say, "You know what? I'm going to build my dream here. It's going to change the value of the land. It's a double, maybe quadruple in a year. You need to buy all the surrounding property." Once again, Arthur looked around and thought, "My friend is crazy." Well, one year later, Walt Disney opened up Disneyland and Art Linkletter, his best friend had the rights to buy all of the surrounding property, and he didn't. However, the Fujisai family of Japan saw what was happening, and bought 56 acres for $2,500. In 1999 they sold it back to the Disney corporation for just under $100 million. So Walt was right. The land was going to double, quadruple, 10-fold. But Art missed the opportunity. Whose fault is it? Is it Walt's or Art's? Now yes, you can say from personal responsibility, it's Art's fault. He didn't make the right decision. But I actually believe it's Walt Disney's fault because he didn't speak the buying language that Art understood. So if you travel to a foreign country, and they speak a different language, and you don't speak their language, you're going to have a very tough time conveying your message to them. It's no different in sales. There are actually five buying languages. My name is Woody Woodward and I'm the author of 42 books. I've spent the last 20 years studying human behavior and how it applies to buying habits. I've interviewed over 2,500 people. Our websites have interviewed tens of thousands of people. We came up with this system called the D.R.I.V.E. sales system. There are actually five buying triggers or five buying personalities. I want you to understand what yours is first and then how it applies to your future customers. So, I want to have you do a simple D.R.I.V.E. assessment. What I want you to do is read each of the colored cards first, the D, the R, the I, the V, the E. Then read them again and put them in order of which card makes you feel the most important. So just write down, which letter the D, R, the I, the V, or E, and identify which card makes you feel the most important, one through five. I'm going to go ahead and have you pause this, go through that exercise and then come back, and I'll walk you through your D.R.I.V.E. All right. If you chose the D or the green card, that is for director. Go ahead and write that down. Directors are motivated by lifestyle. They're buying motivators are they want an enhanced lifestyle. They want a clear vision of financial and time freedom and they enjoy a VIP experience. So I'm a director. It's all about the lifestyle, the house, the cars, traveling. Now, the interesting thing for directors is it doesn't mean that they want a million dollar mansion. It's whatever they define their lifestyle as. If you chose the R or the pink card, that's relator. They are driven by community. They're buying motivators are consulting with others. They want a family influence and they want to give back. So think of the clothing line, Tom's shoes. The buy one, give one model. They really appreciate products like that. If you chose the I or the yellow card, that's intellectual. They're driven by systems. When they're buying something, they're looking for the back office. How does it work? Does it have step by step actions to succeed? They want to enhance their intelligence and their expertise. If you chose the blue or the V card, that is the validator. They want to be admired. Now the fantastic thing about validators is they're phenomenal at validating others. They're that 4:00 a.m. friend. You get stuck at the airport they'll come and pick you up. When they buy a product, they're looking at how is that product going to make them look better to their team members. They want the attention, focus. And if you're selling to a validator, make sure you highlight their accomplishments. The E or the dark grey card is executive. They're all about proof. They want proof that it works. Third party testimonials are very big for them. And they're focused on the big picture, not the small details. So, I want to read a paragraph about your individual D.R.I.V.E. If you're listening this at home, play along. Just go ahead and close your eyes. I want to see if this resonates with you. If you are a director, They enjoy a good challenge and love to feel free and independent. They thrive on being creative, discovering new things and experiencing life. They are great in social settings, putting together a variety of people and making something happen. They find joy in overcoming their obstacles and making a difference in the world. If you're a relator, than they know how to build strong, long term, healthy relationships. In the workplace, their strength is in networking and building other people up to a higher level of productivity. They garner energy and security through their relationships. They are loyal to their friends and are service minded. An intellectual, they are stimulated intellectually, either through books, speeches, research, conversations, or organization. Success comes when they accomplish a task. They'd rather be learning something new than just lying around wasting time. They are driven to understand and be more knowledgeable. They like to share what they know with others. If you're a validator. They enjoy intimate small groups of people where they're being validated. Often, they are wonderful at giving validation to others. Their confidence stems from the strength of their relationships. If they feel like they are in a healthy caring and trusted relationship, they feel strong, secure, and loved. Executive - It's all about proof. They are productive and thrive on getting the job done, task oriented and focused on getting results. They do not like small talk and would prefer tackling a project rather than sitting around, wasting time. They are happiest when they are pursuing or achieving a desired goal. So the D.R.I.V.E. sales system directors are about lifestyle, relators are about community, intellectuals are about systems, validators want to be admired, and executives want proof. So let's take this in the real world. This is Shark Tank. If you're someone who enjoys Shark Tank, you like to see that entrepreneurial spirit. I want to show you how D.R.I.V.E. shows up in the different personalities of each of the sharks. So Robert, he's all about lifestyle. He is a director. It's his car, his house, his plane. He was on Dancing with the Stars. He even married his dancing partner from Dancing with the Stars. Lori, a lot of times if you watch a show she'll even turn down a product. But not turn down a person. I've seen her invest in individuals even though she didn't care about the product. She is a relator, she's driven by community. Daymond John, he's all about the systems. He'll be the first one to say, "Is it patented?" or "Is it being manufactured? Who's doing your distribution?" He wants to know the system. Mark Cuban is a validator. He's the one who, even if someone doesn't get a deal in a tank, he'll give the most encouragement. Hang in there, follow your dreams. You're going to make it. As a validator, he's great at lifting other people up. Kevin O'Leary, Mr. wonderful. All about proof. He wants that as an executive. Show me the money. Do you have your numbers? If not, you are dead to me. We've all heard him say that, right? So once again, directors are about lifestyle, relators are about community, intellectuals are about systems, validation want to be admired, and executives want proof. The 20- 80 rule. You've heard in business, the 80-20 rule. I'm going to flip it on its head - the 20 80 rule states you lose 80% of your sales based on your D.R.I.V.E. Meaning, you are speaking your D.R.I.V.E. language the way that Walt Disney was with Art Linkletter. Disney is all about lifestyle. If you've been to Disneyland, Disney World or Epcot, he's designed the entire park around experiences, lifestyle experiences. You've got Tomorrow Land and Frontier Land, Toon Town. Now a galaxy far, far away. All of that is about lifestyle. But Art Linkletter was a validator. He owned his own TV shows and radio shows. He didn't care about land, so he didn't invest. So, when you're a director and you're only speaking your language, what you're doing accidentally and not on purpose, is you're alienating the other four. So over time, what happens is you lose that 80% of those sales, simply based on your D.R.I.V.E. Let's see how this plot impacts Shark Tank. You've got Robert. He's been pitched 511 times and that's no small amount. That's a lot of pitches. But he's only closed 11%. His largest deal $5 million dollars into Zero Pollution Motors for a 50% stake of the business. Zero Pollution Motors is a car company. Think of the smart car, those small, compact cars that run on compressed air. So, in business, we often hear that phrase, "Put your money where your mouth is." Each of these sharks have done that based on their individual drive. Lori, she's only been closed 20% out of 311 pitches. But she put her largest investment $600,000, into Ruffle Butts. Ruffle Butts is a kid's clothing line. So, you think about how children are our future. Where has she got her highest amount of money? Into kids. Daymond John. Only in closed 15% of time, out of 407 pitches. But his largest investment was $500,000 into Hell's Bells Helmets. Think about the government DOD type approval. You're trying to protect the brain and you're responsible for that. How many systems and processes have to be in place to make sure that those helmets are safe? That's why you want an intellectual in that business. Mark Cuban. He's been pitch 443 times, the second least amount of pitches. But he's closed the most amount of deals, so I put that in green. Why? Because he's a validator. He wants to support the most people he can. His largest deal was $2 million into Ten Thirty One productions. Now, I had a Google that. I wasn't sure what that company was. It's a party company. So, to be the life of the party, he bought a party company. Kevin O'Leary, executive. He has been pitched the most. 531 pitches. That's an enormous amount of pitches, but he's done the least amount of deals, so I put that in red. Why? As an executive, he needs the most proof. His largest investment was $2.5 million into Zipz. This is the company that has the individual wine glasses, that film that you pull across. You can have your individual wine. We have what's the most profitable business in history. It's got to be liquor, spirits, right? So he wanted to invest in a company that would always be around. So the D.R.I.V.E. sales system is about how to increase your sales, potentially by 400%. Now, I'm going to be super transparent. You're never going to close everybody. That's impossible. Really, what the 20- 80 rule is about, is making sure that you're speaking the right languages to all five D.R.I.V.E.s increasing your potential by 400%. Has anyone ever closed all the sharks at once? Yes, it was season 5, episode 2. Charles Michael Yim with breath -O- meter was trying to sell this product where you plug it in your smartphone, you blow into it, and it tells you whether or not you're intoxicated. A super important product, but not one that is inherently sexy, or really something you want to get behind. However, his delivery was so good, that when he was pitching each of the individual sharks, he was answering them based on their individual D.R.I.V.E. Now he didn't know D.R.I.V.E. He just was doing it subconsciously but what it caused in the tank was a frenzy. The sharks went after each other. They started bidding and bidding and bidding, and started going. So much s,o they finally stopped the show asked him to leave and they negotiated a new price instead of getting his $250,000, he actually walked out the tank with a million dollars. He did get a 400% increase in his potential that he was looking for. Back the 20 80 rule. When you eliminate only yours, and speak to all five, you go from 20 80 to a potential 100, matching your and their D.R.I.V.E. to the benefits of your product. That's what is at the root of all sales. During the 1990 show, The Drew Carey Show, he had nine seasons and 233 episodes, which is huge. In Hollywood, to have nine seasons is unbelievable. But simultaneously he was doing another show called Whose Line Is It Anyway? At the end of it all, he had a net worth of $165 million, not small potatoes. That's a lot of money. And after he retired, his manager called him up one day said, "Hey, you know what? The producer at The Price Is Right really wants to meet with you." he's like, "I'm not going to do an old man show. Bob Barker, are you kidding me? That thing is archaic. I want nothing to do with it." Couple months go by. Manager calls again, says "Please. They just want to meet with you. Will you please just go down and talk to him?" Fine. He reluctantly goes down and you've seen that look right there. The body language with his arms folded and he's sitting with his head down, just listening to this producer trying to get his attention. At the very end, out of complete exhaustion, the producer finally said, "Drew. Drew what do you love to do?" And Drew sat there for a second and thought, "You know what. I love to give big tips." They said, "You know what. That's great. On The Price Is Right, you get to give big tips every day." Instantly, it's shifted in Drew's mind. "Wait a minute. You mean to tell me, I can give away a camper, vacations, washers and dryers, cool tables, and I could do it for free?" Yes. Write this quote down: Behavior will not change until a reassociation occurs. I'll say that again. Behavior will not change until a reassociation occurs. So the first association that he had was, The Price Is Right is an old man show. I want nothing to do with it, then the re association was the executive producer asked, "Drew, what do you love to do?" I love to get big tips. On The Price is Right, you get to give big tips everyday. Instantly, in his brain that created the re association. He says, "Oh, wait a minute. I can do all these things for fun for people, change their lives and it's not going to cost me anything." Therefore, he went forward. And now he's been on there for many years. But the re association is at the root of all marketing. All marketing is a reassociation. Your product, slogan, your company's logos, all of those things are designed to shift and someone's brain says, "I need that product, that service, or that message. The thing about the diamonds are a girl's best friend. Marilyn Monroe, the movie, the song, all that was designed by the De Biers corporation. They also came up with the slogan, a diamond is forever. So if you're in love, and you want to get your fiance a ring, what do you do? You buy a diamond because it is forever. Oh, and by the way, you should spend two months salary. That was also a De Biers ad, and that's what created the reassociation for diamonds. Where's the beef? A 1980s ad from Wendy's. That's a simple re association. Shot the revenue up by 31%. The breakfast of champions. Now let's be honest, there's not a champion on the planet who's eating a bowl of Wheaties before they go run the Olympic race. It's not going to happen. I mean, it's just compressed saw dust with some sugar on it. Gross. But it's a simple re association. Oh, I want to be a champion. I should eat Wheaties. M&M's melt in your mouth, not in your hand. So when it comes down to a reassociation, a reassociation is all about "What's in it for me?" When you think about your product and think about your business and what you're offering, when you think about the person you're selling to, what's in it for them? Because they're thinking about "What's in it for me?" Write this down and change the word from behavior to sale. The sale will not happen until the reassociation occurs. Think about that. The sale is not going to happen until you create the re association. You get compensated in direct proportion to the problems you solve. I'll take Michael Jordan. To start out, he was Rookie of the Year, six times Finals MVP, nine times all defensive, 11 times All NBA, 14 times all-star, played in 1,078 games, scored 32,292 points. At the end of his career, he walked away with six champion rings. In his 15 year career in basketball, He only made $90 million. Now, I'm going to say "only." Yes, $90 million is a lot of money to you and I. But he only made $90 million. And the reason I say "only" is, in 2019 Nike paid Jordan $134 million in royalties in that one year. He made more in one year than he did in 15 years of beating up his body, lacing up his shoes, going on the court. His Air Jordan brand makes over 10% of all Nike sells at $3.2 billion. So that's the problem that he's solving for Nike and he's being compensated accordingly. In his basketball career, he made $90 million. Through corporate sponsors, he's made $1.7 billion. So he has solved basically $1.7 billion worth of problems for corporations. Sara Blakely invented spanx. She started with just $5,000. But she's sold 20 million pairs. So she solved 20 million problems for people, which gave her a net worth of over a billion. What problems will your product or services solve? I want to tie it to the individual D.R.I.V.E. So, think of your D.R.I.V.E. again, whether you're a director, relator, an intellectual, a validator, or executive. These are the challenges each of those individual D.R.I.V.E.s are facing. I want you to see if you resonate with that as well. So if you're a director, they do not feel free independent. They're not pursuing their life's purpose and they're not experiencing life the way that they want. So for me, as a director, when I feel any challenges, it's always that I don't feel free and independent. I'm not pursuing my life's purpose, and I am not experiencing the life the way that I want. If you're a relator, they feel insecure in their relationships, they don't have the influence that they want, and they're exhausted from giving too much. Intellectuals cannot find the information that they need. They have paralysis by analysis and do not feel organized. Validators are exhausted from serving the team, feeling disrespected from the people they care about, not feeling recognized for their contribution, since they're such great givers. Their challenges come when the people they care about aren't reciprocating the way that they want. And executives does not feel in control, does not feel like they're winning in their life, business, or relationships. They're overwhelmed from too many goals. I was writing the new book D.R.I.V.E. Sales, and I had this opportunity to interview Ron Klein. Ron is the gentleman who invented the magnetic strip on the back of our debit and credit cards. He also invented the MLS system the Multiple Listing Service for realtors. Brilliant gentlemen and said, "I don't sell ideas. I sell benefits." I started thinking about that when it comes down to D.R.I.V.E. We are matching our D.R.I.V.E. to the problems that we are facing. But we want a benefit to solve that problem. So I want to give you the actual benefits, based on each D.R.I.V.E. to help you increase your sales. So if you're selling to a director, does your product have a wow factor? Is it visually stimulating? Does it engage them in their life? Is it going to help them feel free and independent? Is it going to help them overcome their challenges? Is it going to help them achieve their life's purpose? If it does, then you are actually going to sell to a director. For a relator, does your product support their community, meaning the benefits of your product? Will it help their community? Does it connect them with their loved ones? Will it make them look like a leader in their community? Selling to an intellectual. Do you have clear step by step instructions? When they use your product, is it very easy to use? Does it save them time or money? Does it make their life easier? Selling to a validator, does your product make your client look like a rockstar? Will bring in positive attention from people? Does it help them serve their teams? When selling to an executive, does your product or service give your client more control? Does it help them win? Does it make their goals easier to achieve? If your answer is "yes" to these different benefits of these D.R.I.V.E.s, then you'll have no problem selling to directors, relators, intellectuals, validators, or executives. You take the D.R.I.V.E., you match your benefits, and that is what equals the sale. I want to teach you about what I call niches to riches. It's where you customize ads based on D.R.I.V.E. A great company that does this is Nature Made. You see those YouTube videos, where 15 seconds of the video is before the video you actually want to watch. This is where I discovered Nature Made's app. And this was for an executive. Individuals lose sleep each night costing them $315,000 of lost wages over their lifetime. Get sleep, get melatonin. So that's targeted specifically to executive. It's about the proof. If I'm not gaining sleep, how much money my losing my career? Man it's $315,000. I need to get melatonin. Now all of us, regardless of our D.R.I.V.E. need melatonin to sleep right. But their target market, they're niching it to riches. This one was an ad for intellectuals on a multi-day. Once again, we all need a multivitamin, but they were very specific about pharmacists recommended the USP seal dietary supplement verified. That goes into all of the intellectual sides of their daily vitamin. Their prenatal vitamin was also targeted to relators and validators. It's all about the community, all about the connection, the secret reveal party for the pregnancy, and making it feel special. That's targeted to relators and validators. So what has this niche marketing done for them? Well, in 2019 their sales were over a billion. Absolutely phenomenal. Because they just were using D.R.I.V.E. Subconsciously, they didn't know it. I wasn't coaching them. But imagine what you could do for your business if you were consciously marketing based on D.R.I.V.E. The golden rule states, do unto others the way you would want to be done unto you. Frankly I think that's pretty selfish. That means I'm going to sell you based on my D.R.I.V.E. I'm going to treat you based on my D.R.I.V.E. I prefer the platinum rule: do unto others the way they would want to be done unto. So in essence, sell them and serve them based on their D.R.I.V.E. and not yours. Right now, the current situation reminds me a lot of 1995. A young man named Jeff was working in New York as a stock analysis. He was responsible for all the tech side. He was reading some reports at the time that the internet was compounding at 2300% per year. And so he's thinking himself, "How do you keep up at 2,300 percent per year? I need to quit my job. I need to go figure this out. I think there's a niche in that space for me." So he quits his job. He and his wife drive from New York to Seattle. His wife is driving. He was on his laptop in the passenger seat, trying to figure out, "What product do I sell if I'm going to launch on the internet?" He started with 5,000 products, whittled it down to 1,000, to 100, to fify, to five, two, to one product. He asked this one question that I believe is the most important question you can ever ask in business. Jeff bezos asked, "What is not going to change?" And he realized books were not going to change. They had been the same for 400 years. So when he launched Amazon after quitting his job, he launched with books. I think no matter what the economy is going to do, we know they always go up and down. That's it. That's a given. But what is not going to change? That's why we at Renatus created the PROFITS course, to support and help individual entrepreneurs, sales professionals, and people who want to be self-employed. And we start with that question. What is not going to change? We created nine courses to help you create higher profits. The first course is from our dear friend Ron Williams. He is a champion life individual. This is a guy who is seven time Mr. Olympia, seven time Mr. World, and seven time Mr. Universe and natural body builder. So, if you want to connect with your body and be able take your mind to a higher level, his class, Your Champion Life, will help you do just that. Also what's not going to change is business automation Take how much you make per year and divide that by 2000. That's how many work hours are in a standard year. That will tell you how much you make per hour. So, if you're sending out emails and texts, what if you could automate that? How much money could you save? So for example, if you make $100,000 a year. Divide that by 2000. It's $50 an hour. So how much money does it cost you, at $50 per hour, to send those texts, to send those emails? Eric Counts can teach you Business Automation to help you save money and make more money by automation. Another thing that's not going to change, is integrating your business. If you want to sell your business in one, five, or 10 years, how are you going to do that? Mark Kohler is a genius. This guy is a CPA and an attorney. He knows the law as well as the tax side of things, to build a better business for you. Social selling by Rob Sperry. That's not going to change. We are in a social revolution. He started from scratch and then one thing I love about Rob, and I've known personally for years, is he wasn't one of those gurus who sells you on how to sell from stage or how to sell online, but doesn't do himself. He started his business that way. The seven figures a year by selling on line. He started without paid ads, and then converted to paid ads. So he'll tell you how do both of those, depending on your budget. Another thing that is not going to change is media influence. Troy Dunn has been on more TV shows in the last 30 years, than most people you'll ever meet. From Dr. Phil to Oprah, to Larry King Live. He has mastered how to get your message to the masses. Ande we have our business banking course by Christian George. Another entrepreneur who's been very successful at learning the techniques of what's called Velocity Banking. Know how to use your money from a banking standpoint to get higher yields and get greater returns, to help you fund your business in a new and more profitable way. And then I'm going to come in with personal development. So often in life, when it comes down to being an entrepreneur, it's a mind game. It is a full on, full tilt, mind game. I'm going to show you how your D.R.I.V.E. shows up in personal development. Another class that I'm going to teach you is D.R.I.V.E. for communications. So your emails, your auto responders, your PowerPoint, your speeches, your communication. How does it tie to all five D.R.I.V.E.s so you have a greater impact? And the last courses, which is, by the way, what I am most excited about, is D.R.I.V.E. for sales. How do you potentially increase your sales by 400%? We learn to speak all the languages. Now, we went to the different instructors. We said, OK, guys, if you're to go do a live event, what would you charge for a full day. These classes are six to eight hours. What would you charge for a full day of training? All them said at least $3,000. And I myself have charged way more than that for a one- day event. So we look at the nine classes at $3,000 a piece. That would be an estimated value of $27,000. If they were live, but we're not going to charge $27,000 we're not going to charge $15,000, $10,000 $5,000. What we've done for you is we've actually recorded these. So you can go back and watch anytime you want. We create course manuals, so you can study them and really make sure you get the content. We're not charging $27,000 for a cash price. We're only charging $2,997. So if you take the standard employee in America. They make $54,000 a year, over $4,000 a month. We're talking less than what it would pay an average employee for a month, to get nine classes from professionals who are masters in their market. If you want to do a payment plan, we've got payment options for you. All you do is put a down payment of $600 and then there's 18 months of $174.83 for a total of $3,747. Now, I want to be respectful to everybody and their views of money, but I'll be honest and transparent here. $174 a month is less than a cell phone bill. It's half the price of a car payment, to get access to information that will change your business. So at this point, there are three levels of interest. If you're in number 3, you looked all this information and thought, "You know that's great. It's just not for me." We wish you all the best. We remain friends and wish you well on your journey. But if you're at a level 2, where, "You know what? That's really important. I see the value of D.R.I.V.E., I see in my own life. I see it in my clients. But you want to know more information, than please reach out to the person who sent this to you. Let's get you to what's called a Follow Up, where we can meet with you one on one, and answer any questions you have on the PROFITS course. And if you're a level 1, where, "Man, Woody, I see it. I see how this will revolutionize my business. I've been looking for something like this, but I didn't know where to find it. Let's go ahead and get you started today. Once again, reach out to the person who sent you this. Let's get your credit card. Choose the cash payment of $2,997 or do the billing, whichever is best for you and your business. Thank you guys for your time. My name is Woody Woodward. Do good. Be good. We'll see you out there. Take care.
VideoAsk allows you to have asynchronous video conversations with your customers. Learn more here!