well welcome welcome welcome welcome to the further faster podcast i am joseph mclendon and i will be your host your guide for the next little while on this part of your journey to do exactly what the name implies and that is to help you go further faster in your life specifically to be more wealthy and around here wealthy means to be healthy happy and financially abundant and on that last note you're going to love my guest here today because that's we're going to talk about if you have a business or whether it's a large business or a small business or you're thinking about starting a business my guest today j eber abraham is one of the most amazing amazing mentors and consultants on the planet period so grab a pad and paper get ready to take some notes and get ready to go further faster and we'll be right back with you [Music] [Music] [Music] well welcome back to the further faster podcast i'm really excited to share with you my guest today let me share with you a little quick story about how i met him back in the olden days first let me tell you a little bit about who he is i i want to say gosh i want to say mid 90s or so isn't it funny anytime we say 19 anything it sounds ancient and jay you maybe correct me on this but i got a phone call from my a good friend of mine his name is albert saab and albert called me up and he said hey you gotta check this guy out i'm gonna send you a uh a marketing letter and i want you to read it and then we'll talk about it later and i said okay you know my friend albert is not really an excitable guy but he was really excited and so he sends it through now by the way this is in the 90s so we didn't have the internet like we have right now so we had these things you may have heard them called fax machines and uh so it starts to back through and as it's faxing through it's page number one and then page number two and in page number three and i'm thinking well what is this and in between there i get another phone call and the phone call was from my my friend tony robbins and tony goes hey listen we're thinking about having this guy uh speak on our stages and i want you to check him out see what you think and i go what's his name he goes j abraham michael you're not going to believe this albert just faxed me over he goes i was going to fax you over it as well and so now i'm really intrigued now i had had back then the attention span of a baby hummingbird that that's on uh on espresso so for me to read something as long as this would be out of the question but i get this thing and i want to say and jay maybe you'll correct me on this there's like four or five pages long and i start reading it and as i'm reading through it i'm getting more and more enthused and more excited i'm thinking not only what he's talking about is brilliant but it's written brilliantly as well and long story short i found myself in his seminar and within the next couple weeks and what i learned from him because in the days by the way i didn't i thought to myself i don't have a business i don't even know what business is and what he taught me changed my life and it changed everything about it and i'm so proud and happy to have had him as my friend and my advisor for all these years his name is jay abraham and he's known as the 21. 7 billion dollar man and he's the highest paid marketing consultant in the world and he's the founder and ceo of the abraham group and jay has spent his entire career advising and and helping people and solving some of the complex problems and fixing underperforming businesses he has significantly increased the bottom line itself included of over 10 000 clients around the world in more than a thousand different industries and 7200 different industries around the world and different different things that he does he also shows his clients how to take different success principles and concepts from different industries and adopt them to their own and jay is my dear friend and i'm excited to have you meet him as well and just so you know to consult with this guy would cost more than most people make in a year jay are you out there i am here joseph you're very very uh gratifying and it was a 20-page letter it wasn't five it was enormously long and and uh it it took most people about a half hour to read it yeah and i'm one of those and by the way i read it a couple of times and i was fascinated by the content of the letter and fascinated by what you offer and i thought wow i got to be a part of that and i'm proud to say that you and i have been friends and you know spoken on stages around the world for three decades now yes long time so share with us a little bit about you know what got you started tell us a little bit about you know what you do and for those of the listeners yeah yeah yes i mean i mean in in the purest sense i grow businesses for a living and i've done it for four and a half decades long time and i've done it around the world and i've done it in over a thousand industries and uh it entails it depends on the business for some it's a marketing makeover for some it's a strategy restructuring for some it's a business model remodeling for some it's figuring out a better value proposition for some it's a unique selling advantage for some it's finding different new access vehicles or distribution models for some it's figuring out how to make the tail wag the dog meaning using their current business as a lead generator almost and finding much more lucrative ways to use their buyers or their distribution channels or their brand it depends on who they are but the probably the reason that i got into it and maybe i possess whatever ability i possess is because i got started joseph at age 18. i was married i had two children at 20 no formal education and the only people that would give me opportunity were crazy entrepreneurs who would give me no salary but sort of eat what you kill let me you know have a chair a table phone and anything i created or go out and knock on doors or do whatever i wanted and i'd get a little piece of what i created and i quickly realized what worked and what doesn't and what worked better and you know when you only eat when you're and you're really very focused on that but i was because i wasn't getting paid eight to five i was able to do many things concurrently i would have two or three or sometimes five different activities going at the same time and in totally different industries and all of a sudden i made an epiphany of sorts i realized that people in one industry joseph and an audience don't have a clue how people in other industries think product market sell lead generate convert distribute and i was able to take rather simplistic and commonplace concepts from some of the industries i'd been in combine them into hybrids and then apply them to some of the ones i was in and they just exploded and i got sort of a cohesive realization that the best place to get breakthroughs were not within they were outside of an industry and that became it started off being the basis of my i guess growth as my as my ability to grow businesses and then the more industries i functioned in the broader the scope of understanding that i was able to draw from and i won't bore everybody but over the course of jesus four plus decades i've probably identified 90 or so different uh higher performing elements distinctions proprietary methodologies that have been embraced by lots of people and that's where the you know the that little moniker about 21 billion it's it's just an estimate a conservative estimate of the profits that these methods have produced for clients and and uh partners of ours over the years so i don't know if that helps or if that's too much or or that gives you the answer you're looking more even more and so a couple things so first off thanks for sharing that and and i didn't know that about you i didn't i just because you are definitely and i'm not saying this to blow smoke up your dress uh one of the smartest people i know and your level of intellect not just this in this industry always blows me away and i've always been fascinated that you're that type of man that type of person that uh especially in business that somebody could come to you with any challenge anything and it's either something you've experienced before or something that you can create to help them where does that come from well i was and i left i omitted something that probably preamps your question i should have said it but it's a good answer so over the course of my work i also have had the privilege joseph of helping approximately 300 what you would call a-list experts you know tony yeah stephen levy stephen m r covey brian tracy uh the deming organization the number one guy in the world and six sigma the number one guy in the world and in i should say man in um in a theory of constraint uh you know all kinds of sales people and none of them came to me for help with their methodology they came to me for help commanding more elevated distinction more price uh expansion more denominated or or or demonstrated value creation but i had to gain a distilled compressed sort of a short course primer on their body and work so uniquely and weirdly i possess a i'm dangerous i don't i couldn't do a seminar on what you know or tony knows or brian draitz he knows or you know stephen m r cubby because the father is regrettably deceased but i had i know enough of their body of work to be able to integrate it together into very powerful uh hybrids and amalgams that most people probably would not yeah and that is your your wheelhouse and one of your unique talents and you know you mentioned you know people like tony and and maybe myself and other people as well and i've always looked at it this way it doesn't matter where you are because you know it doesn't matter who you are wherever you are you've got something to offer them because i know you have courses and you have different for different levels of people and you and i are going to be doing some things together as well what would you say to somebody who is who is uh maybe not just getting started maybe they they're they're sort of fledgling in their business and they're wondering you know what should i do first and i don't want to go through the school of hard knocks what would i look out for first or what maybe what course should i take first yeah well i mean there's very many ways no matter where you are on the continuum local national international uh intergalactic uh whether you've got a product or a storage the safest the easiest way to not fail is to collaborate with somebody else who already has access to the same audience and can partner with you and introduce your product or your service or your company or you to their audience that's always been my my default first uh first choice for myself and for uh you know for my clients just as a a reference we took a company many many decades ago from 300 000 to 500 million in a year just by partnering with a bunch of newsletters i was when you first met me i'm not as active anymore but i was doing seminars all over the world training programs selling programs products books and we spent almost nothing in terms of fixed costs we basically would get everybody else to partner with us tony partner with us success magazine entrepreneur magazine in inflights all the newsletters back then nightingale conant was the big provider of audio programs all the seminar companies and the point is is rather than going out in the open market which is very dangerous in the beginning if you're on limited capital and and spending money you maybe can't afford to lose figure out you can do it locally you don't do it large if you're not ready for that yet but somebody already has got the trust the credibility to the audience you're trying to serve and you're not competitive and if you can figure a way to collaborate with them a lot of people don't realize that if you have a product or service or a suite of products or services joseph that are highly repetitive in other words i get you to buy one time you're going to buy many times over either that product service or a bunch others then you could afford instead of spending money on on speculative advertising or speculative uh you know salaried sales people or digital marketing you could instead give away the lion's share of the first sale to somebody else who already has the audience to partner with you who will either introduce you endorse you promote you uh you know package your products up there's many ways to do it but that's what i would tell anyone to start with safely is figure out who already has access to the audience you want and it doesn't matter you could be a local little you know you could be a a small little beginner and go to some larger little store in your neighborhood or a retailer service company but there's always a partnership possibility we have taught people partnering joint venturing strategic alliances [Music] a co-branding uh being the recommended provider packaging those are the safest the second is is people don't realize this almost every company product service person that sells anything of perceived value gets between 20 and 100 percent of their business from word of mouth or referral and yet most people do not realize oh by the going backwards there's hundred ways to structure strategic alliances joint ventures power partnering endorsements co-branding all those things recommended provider but concurrently totally differently most people who get referrals don't even have in place one formalized systematized continually adhered to referral generating strategy or system and yet a referral generated buyer buys quicker converts more buys more things more profitable costs nothing buys more often is more enjoyable to deal with refers people costs nothing to acquire and we have about 125 ways to generate referrals and i'm not trying to sell the fact that i possess those and you can get them from me i'm trying to sell the fact that if you don't understand strategic alliances and all the suite of variations if you don't understand referral generating and all the permutations if you just found one or two or three of those you could really grow your business safely rapidly qualitatively and then when you have a lot more success and a lot more cash flow or a lot more uh reserve capital then you can speculate on advertising in the open market which is much harder much more speculative if you're not a great marketer a great copywriter a great digital marketer a great sales person so i gave you a little complex answer but hopefully that helps dude that was first time i'm grinning from ear to ear because if i'm not mistaken you called that business 101 when i met you back in the olden days and uh that was a concept that i had never even considered this was back there way before social media and things like that and i really latched onto that because first off when you said that i didn't know well how do you do that what do you do and you are so specific and like you said you got a hundred different ways to do that you had 100 different ways that you can make those alliances that most people would never even think about and i gotta say you know i was i didn't have the money to do advertising not nor was advertisement at the way that it is right now um but just just doing that alone changed everything and it has always been kind of a mainstay of mine as well so thank you for that yeah and how have things changed now yeah how things change now with regard to what you do is it still applicable now that we're in the in the age of social media and all that yeah it is i mean it you know there there's been a uh what i call it there's been an onslaught of affiliate marketing and i think that that's probably the most superficial and and it's the outer veneer of doing it i'll just give you an example of how we used to do it and how i recommend you do it i mean to give you i'll give you a very specific and it's old but it'll give you the scope of possibility so i told you about a company that went from 300 000 to a half a billion in a year they were initially running ad market and it was a brokerage firm they sold gold and and um rare coins and the like are you still there joseph yes i'm here yeah okay good i didn't see you sorry they sold gold rare coins to uh investors and they were running ads in the wall street journal very marginally and i said well why don't we find out who really has the audience you want it turned out that the audience were newsletters subscribers and we went and identified all the newsletters out there that had the right profile and i negotiated with them to make my client their recommended provider now that is a transaction that is only viable if you act implement actuate on it so i took the responsibility yeah so what we did was this when somebody became a subscriber and they got their welcome packet they also got a packet all about rare coins gold silver from us four times a year we paid to do special edition uh versions of the newsletter that interviewed our uh our president and talked about the outlook for gold and silver we sponsored activities that the newsletters would gain benefit from seminars conferences that we paid for include a a prominent icon to speak along with the newsletter editor and our president uh we basically when they stopped wanting to mail their subscription promotions because it stopped working i would take it over my client would pay for it i would make it i would make the headline better the proposition better and we'd go out and grow more uh more subscribers for them because we benefited from that i mean we did all kinds of things that are deeper relationship connections than most people you can do it today at a deeper level i mean the world has changed because first of all the internet is great and it's horrible it's great because it gives you access to a lot of knowledge it's horrible because it gave birth to all kinds of infidels rap scallions who purport that they can make a big difference in your life no matter what they're selling and the real discrimination is hard but the other problem is we don't know who you can trust but but there are so many different avenues that you can pursue i think the key is it's very hard to break through the morass if you're going to do regular advertising that's why i say any time you can align with somebody who's already credible and has an audience that profiles who you want that always has to be your first default but you also have to have value that transcends the norm and that requires you to really understand the mind of the market which most people don't chose them that is brilliant and that again that's another one of the things that you taught me is is is understand them so it's not like it's like telling somebody listen i'm going to give you this this and this but if they don't want that if that's not what they want and that's not what floats their boat then it's not going to make a difference [Music] you know i get asked a lot of questions all the time whether it's something you know on online with social media or face to face and the question i've been asked a lot lately is joseph what are you going to do something live again because i haven't done anything live in some time and uh so my team and i sat on and thought about it so we put together an event i'm happy to announce to you that on october the 29th through the 30th 2022 in las vegas nevada we're doing a live event called the further faster conference and this conference is going to be centered around your finances how to make more money said differently now obviously we talk about wealthy being healthy happy and financially abundant but this one's going to be around that because that is a subject that people should be talking about and doing something about right now i'm going to bring some amazing guests some of my mentors that are going to going to give you some of their wisdom as well as well as i'm going to teach you my signature methodology of putting a million dollars in your pocket in 10 years or less it'll blow you away it's absolutely doable for everybody so put that in your calendar and more specifically go to nero encoding dot com forward slash f f c it'll be in the description here you'll be able to see it go there get your questions answered it's going to be a small intimate event so it's first come first served it will sell out and i look forward to seeing you in there and remember life is exactly what you dare to make it fortune favors the bold boldy step up and i'll see you in las vegas you're enjoying this episode on angel phoenix productions podcast network to explore our complete lineup of quality programs and media production services head on over to angelfenix.
com or like our facebook page facebook. com forward slash angel phoenix productions [Music] and you um you know you alluded this before with regard to uh the the process of being able to to impact those people in a way that causes them to want to align with you because nowadays this what i've run into several times that people are very guarded of their their email list and very guarded of their uh of on the people that they have under their influence and one of the things i've always admired about you is that you have a way and someone was in that letter there of of helping people recognize that wait a minute this is something that they want this is something that's going to be valuable for them and you have a way of breaking through that that is absolutely brilliant oh thank you you know something that might be of help to your audience you wouldn't know to ask me this because you're not aware of this uh every year so i come up with new distinctions and one of the ones we came up with about a year and a half ago was really useful and it it aligns with an earlier one one of the things i'm known for is the strategy of preeminence and i won't go into it deeply but it's how to elevate your stature in the eyes of your market uh to that of being the only trusted advisor the most uh the most reliable source the only uh the only one to turn to for life for the answers and and the knowledge that would possess and in it one of the categories got about 30 distinctions in that category but one of them is being able to express to the target audience that you understand them in words and in in mental pictures and this would go to your nlp and your neuroscience knowledge but most people get that but they don't know how to do that and i figured out how to do that and maybe i'm going to share with you a five-minute summary of how to own the mind of the market and this might be very valuable for anybody no matter where they are on the business continuum so i'll give it to you in a nutshell okay so the concept is this that the deeper you can get into the subconscious of your market this is my belief and you can affirm or refute it by your scientific understanding the more powerful the connection how do you do that well most people who write copy will use a bunch of buzzwords and a bunch of bullets and a bunch of benefits that they conjure up and they don't even really try to understand them if they try to understand them they don't really experience what it's like to be in their life in their shoes so to speak but there's a way that i created it and it gives you the mind of the market and i call it the amazon. com school of business and here in a nutshell is what you do you take whatever category of business you are in and you start by going to amazon or anything like that and you look up as many books in the categories directly or indirectly that relate to what you're doing and you look for them maybe for the last two or three years and you look at the top 10 or 20 best sellers in each category pardon me what you're looking for first is the title and subtitle of the book and then the chapter titles why because most books sadly sell more by the premise and the promise than the content tragic but true so if somebody's nailed the title or the subtitle the chapter titles that's very important the next thing you do is equally important you look at the reviews and i think amazon is one to five it used to be one to ten but i think it's one at zero to five zero's terrible five is good you look at the zeros and you look at the fives and when you're going to zeros you can also look at books that are not best sellers that are bad sellers and you want to get the actual phraseology that people utter when they are passionate and the reason why is when you are passionate whether it's positive or negative passion joseph i believe your subconscious overrides your conscience think about this whenever you've seen anybody who is very very happy or very very mad and you back out the vulgarity it's almost shocking how lucidly they express themselves in words and efficiency and word pic pictures graphic imagery metaphorically and if you get if you get those from the mind of the market and you see how they express themselves and what they want and what they don't want what they got and what they didn't get it's incredible so what you do is you take the books first of all subtitle titles subtitles chapter tells you put it in a category you take the positive reviews the negative review phraseologies that are gripping put them in two categories then you do variations of it you go to discussion groups and that and you do the positives and negatives on the topic then you go to competitors and they don't to be your local competitors gonna be any competitor then you do the variations for example if you were selling uh we have a client that sells essential oils well we go to all kinds of other things that are like that spirituality new age yoga everything like that you look at the books you look at the all this now you've got three categories you've got the phraseology you know resonate with the market because they produced the best seller you've got what people got that they loved what people hated what they didn't get so now you can write to them speak to them script brilliant for your sales person to them uh language to them on your website and your emails right past the rigidity and and the restrictions and the deflectors of the conscious and penetrate right through and speak to the subconscious it's very powerful joseph unfreaking believable unbelievable you know again you're schooling me you're taking me to school again and that methodology that you have right there um you know i always look at it like this it's not like this is what you have to do over and over again you do this you know in the very beginning you learn how to do that and that's a skill of yours as well jay this is spectacular and i wish we had more time we are we are at that place right now and i know a couple things and first off everybody first let me ask you how will they find you because what i encourage everybody to do go google find this man and find out how he can help you as well where would they find you we have we have a a pretty uh wild website abraham.
com i think we give 800 resources away we sell stuff and i do private high-end uh long-term uh consulting and profit uh partnering with people if they're big enough they could contact me directly but if they're not we give away books and courses and lots of stuff other people sell just because i want to be a benefactor so they go on my website and have a field date and there's plenty of videos out on youtube and uh there's lots of stuff in the market and people knocked us off so people give away stuff we even sell so you can find it everywhere that's amazing well listen everybody please get out there and do that and jay you and i are going to be working together uh creating some products creating some things together i'm so excited about that not the least of which i'm even going to be speaking yeah at our event here in las vegas whenever you guys are listening this you can get that information in the uh description uh below here as well as how to find uh jay and what i encourage you if this has been valuable to you if the lights have come on for you and i know that they have i encourage you to don't just you know as we always say sitting and waiting is not a methodology of going further faster get up and do something about it and even the things that he shared with you here today these are things that people pay hundreds and hundreds of thousands of dollars to make millions and millions of dollars make happen again jay thank you thank you so much i think the world of you and your work so what a privilege to share with your audience and be part of it with you thank you it is my pleasure and remember everybody life is exactly what you dare to make it and fortune favors the bold so the trick to life is to boldly step up and dare to make your life magnificent this has been further faster and i look forward to seeing you at the top [Music] this podcast was a production of angel phoenix productions explore more episodes of this show or other great shows on the angel phoenix podcast network by visiting angelfenix.
