The Psychology Of High-Ticket Sales Masterclass 🧠 Part 3: Intel Gathering 👨‍🏫 Luxvoni & Sale-Ops 🔥

all right all right all right Dakota Burford again managing partner here at sell Ops the art of human hacking hope you guys are kicking ass and taking names today I want to welcome you to the third video in the first week of the cell Ops program which is going to be titled the art of Intel Gathering and I want to make the most of our time together today so let's go ahead and jump into this presentation and we will get rocking and rolling so again today's video is titled the art of Intel Gathering and what we're going to be doing in today's video is we're going to be taking you guys through an introduction to Intel Gathering second we're going to talk about what is intelligence gathering and actually Define it as a whole third we're going to be talking about why intelligence gathering is so important when it comes to social engineering when it comes to cells when it comes to human hacking fourth we're going to be talking about some different Intel Gathering tools that you can use every single day to know more about your prospects to know more about the people that you're working with and how you can use this Cutting Edge research and information that some of it's not even public information you would think and you can use this in your calls in your social Engineers next we're going to talk about communication models very very important thing to understand and it will definitely help you guys be better do better and make more money in the process and then finally last but not least we're going to go into the power of communication models talk about a little homework and then we will do a recap of today's entire video like we've always do so let's go ahead and jump into it with part number one an introduction to intelligence gathering so as many of us have heard before it has been said that information is of course power and no information in today's world is irrelevant those worlds those words ring very very true when it comes to today's module Intel Gathering is a critical component when it comes to the success of any high-level human hacker or social engineer and the more Intel Recon that you do that we do the more information that you have the more power that you have when it comes to your social Engineers now in today's world with all the technology and tools that we have as social Engineers there's no need to ever go into a interaction cold without doing some type of due diligence first therefore Intel Gathering is going to really be the first component that we cover in Social Engineering because it's where the process starts so I want all of you to consider this your reconnaissance if you will so let's start with part number two what is intelligence gathering well Wikipedia defines intelligence gathering as a process of collecting information but as a social engineer there's a bit more to this definition than really meets the eye and there's really three three key components to successfully Gathering Intel one is Intel collection Now intel collection is the first component of Intel Gathering pretty straightforward definition explains itself but it's a necessity that's typically overlooked and disregarded by sales professionals worldwide the second component here is Intel analysis Intel analysis is our second component of Intel gathering this is the art of analyzing and organizing the Intel that you you know actually went out and got yourself and preparing this for the actual interaction that you're going to go to and last but not least we've got covert Intel planning this is the hypothesis that you're going to come up with once you've gathered your Intel once you've analyzed your Intel now we're going to come up with a hypothesis of how you're going to leverage the Intel that you found to successfully social engineer your prospect to successfully human hack your way into exactly what you want from this particular interaction so now let's talk about part number three why is Intel Gathering so damn important now if you've gathered your intel if you have analyzed that Intel and you've produced an actual plan or hypothesis if you will that will enable you to go into every single interaction with confidence inside information and intelligence and an actual game plan this is of course going to support you when it comes to social engineering and doing more or making more and you know really doing less if you will because the more prepared you are the higher your chances are of pulling off your social engineer or your human hack now the more information that you guys have will provide you with better data to analyze and that data will provide you with a better action plan if you have no data if you have no intelligence you have no play it you are going into interactions code and that is why your conversions are the way they are and that is why your income is the way it is if intel Gathering was so damn irrelevant and it didn't matter why would every country dump fortunes into intelligence agencies they all do I mean if you look at the U. S for example just CIA I mean they collect foreign Intel they analyze it and they produce a covert action plan and then they work collectively to do what protect the United States the cia's legit mission statement is our mission is straightforward but critical to Leverage The Power of information to keep our nation safe pretty straightforward but very powerful so let's talk about part number four some Intel Gathering tools that you guys can use each and every day to increase your odds of becoming a wildly successful social engineer and hopefully evolve into a human hacker at some point so when it comes to doing my due diligence you know at majority of the companies I work for or work with or even the companies that I own for example luxvani you are selling extremely high ticket services that people don't quite frankly understand it's a very high level deal it is very hard to take someone from cold to sold when you're talking about a 25 to 100 000 ticket item and that is the first commitment in that value ladder a lot of people at our companies they come through a free webinar they jump on a strategy session we temp them out sometimes they come in a low ticket then we drip content to them scale them up but at the end of the day it's always you know eventually getting them to a high ticket that's our goal and that's what the market told us that they wanted they wanted someone to build out their webinars build out their funnels have a custom tailored hands-off approach to where we do what we do best and they do what they do best so they can work on their businesses instead of in their damn businesses so that's what we do there and when you're going into these deals and you're talking to c-suite Executives founders of you know big startups with lots of VC funding or you know Fortune 50 companies like I mean I did a deal with U. S health advisors a couple years ago that's a 900 million dollar organization that is all over the country satellite offices like over 60 or 70 and there's a lot of moving Parts in an organization like that so you know the first place that I started with a deal like that is once I go into the deal you know I'm already searching Google right and the old saying is Google forgives but it never forgets so the first place I start is Google and if you know how to use Google it can actually be a huge asset when it comes to Gathering Intel for your actual social engineers and to be quite Frank there's some secrets in here that you can use that honestly it's not even public information most people aren't even aware aware of it and there's a term called Google dorks and Google dorks is a string of commands that we inject into the Google search engine and it can provide us with very specific company information that is tied to that particular domain that may not be known as public and for example I'll show you real quick how it works if we go over here to our computer will minimize this we will maximize this put a little box here for you and I will take you guys through a real time example so bigger the company is more information you find but let's just theoretically say we are looking at a company like Microsoft so here's our Google dork commands on the right side you see website domain space file type PDF website domain space file type DOC website domain space file type XLS website domain take file type text now what these commands are doing is it is searching for every file that's hosted through these domains so PDFs everything I mean you can legit find company documents you can legit find information that you would not think was public so let's do this google.

com I go with Google Google right now and we'll just use Microsoft as an example site Dot microsoft. com file type PDF I click this boom so now look it's pulling every document that is a PDF that's associated with the Microsoft website all of them there's 33 Million results here so we can go through and we can start really really looking getting in here these are back-end documentations that they use for you know whatever this probably isn't public information that's just hanging out there a lot of information there where there's security policies come from here's their security policy training information for their employees um Microsoft Visual Studio licensing here's the PDF and the documents for all their licensing compliance 365. pulled this PDF let's check this out HIPAA compliance Microsoft Office 365.

here's all the Intel here's the contributors we've got founder and CEO we've got chief executive officer we've got this entire presentation here so lots of information that we can find we'll go here to the second page we can keep going and keep going Microsoft's not the best example because it's just a massive company but um we'll start here site license Microsoft site license terms here's the terms and conditions for licenses on their websites um a lot of information that you wouldn't really think are public but they are so information for more of their employees health care support Microsoft Office cardio Security website GE Healthcare here's Health Care information [Laughter] um yeah we can do this on and on and on but a lot of information so I always start with Google dorks and I really go through this check this out evaluation of edge coaching offloading for dynamic content delivery this is clearly all of their offices in China and this is this is not supposed to be public information I mean this is this is an entire presentation on how they're doing what they're do Advanced evaluation how they should evaluate all the references of the people that they brought in for this data um client Amelia I mean tuning how they tune the system implementing F proxy I mean this is a lot of stuff so let's go back and just try another company here site Dot um example example example trying to do something that's not too big site. prezy. com space file type Prezi digital Commons Tech matters here's all their PowerPoint presentations of how they're setting up their SAS product um Prezi research documents please download visual guidelines for program presenters presenting with technology rehab week 2019 guidelines preview built in Prezi a lot of different documents you can find here so all this Intel's power guys you can use every single bit of this for something um I mean as you can see we can just do this all day long but there is a lot of information out there let's do another one real quick let me think of a company um let's do someone like to Grant Cardone all the free trainings that he charges for here's the slides for all of it so we got that so if you like free training here you go Cardone dmts here is a free download of his book anybody can get that affiliate program you want to be an affiliate here's their affiliate program for start to finish so if you're building an affiliate program the best way to find what affiliate programs are working is to go steal somebody else's and go through this so here's their entire training on their entire Affiliated program DRS testing we already did that on behalf of himself and all others Grant Cardone what is this eBook reader which book is this I'll pass on opt-in in today award-winning sales training okay you got 4 000 searches here New Year Grant Grant Cardone what is this more eBook reader Grant Cardone training and products download all that stuff now there's his entire book if you don't feel like paying for it it's probably he sells that on Amazon so uh probably shouldn't be public but it is closer guide here's that another book he's got um Grant Cardone book Grant Cardone 10x training yeah so you can get in here really have some fun and dig and I'll let you guys do that but this is the first place I start I want to know their basic information I want to know as much as I can and I want to go into the conversation knowing a lot about their business so I always start with Gathering Intel through Google and uh once I get done with Google I move on to my second tool which is if I can get this thing clicking give me one second guys all right we're back so that's where I start Google dork commands very powerful tool I use them every deal that I do and sometimes I go into the company I know about lawsuits I know about compliance issues I know about FTC issues I know you know a lot of information annual sales reports that they don't even think public I have so much Intel going into it and instead of asking them what they're revenue and what their sales are I know all those numbers and when I'm talking to a CMO or CEO and I know the numbers that well they're like wow our people don't even know these numbers but I've prepared right because information is power so always start there use your Google dork commands get as much information as you possibly can the second Intel tool that I always use this is the second place that I go I start with my Google commands my Google dork commands and then I move into the prospects website I go to the company's website and I look around right and if I ever get a application from somebody who hasn't website I just automatically decline them if they don't have a website they don't exist they're not established enough I'm not going to waste my time getting on a call with them right so if I go to a website and I go through it this is what I'm looking for and I'm taking notes on all of this I like to pull all this stuff up in a Google doc so how I typically do this process is I will start with my Google dork commands we'll start on that and then I've got a Google doc listed right over here to the side and in this Google doc I'm doing a couple of things I've got a header I've got it well organized and I got everything going and I am taking notes on the subject and I'm finding out as much information as I can so then I can analyze that data get it so I do everything in a Google doc you can do anything in paper whatever best suits you do as simple as that so but we start with that I go to the company website and what am I looking for I'm looking for a couple of things I'm looking for what they do I'm looking for their contact information I'm looking for the products and services that they offer to the marketplace I'm looking for physical locations how many they have where are they at I'm looking on for job openings and you know the pay for those particular openings I'm looking for contact information I'm looking for bios on members and the executive team and I'm taking notes on each and every one of these so this is how I would do this process I'd have my Google doc on one side of my screen and I would come over here and I'd go to let's say prezi.

com I've done some Consulting with these guys so I actually went through this process from start to finish on them I go here I'm checking out their site okay great live presentations they clearly have some type of presentation I go to the bottom of their site the science conversational presenting for business for Education testimonials video gallery Prezi presents okay cool company about team careers oh okay so I know they build presentations so that's what they do so I can come in here build presentations and I'm taking notes of this on the other end the products and services they offer well they offer some type of SAS product that helps you build better presentations okay that's great next physical locations okay so we go to company let's see about this okay we don't have a locations tab so let's just try about okay they've been founded since 2009 that's great here's the clients that use their presentation software which is awesome here's the names of the co-founder executive chairman all of that Community contact they've got a lot of different things down here so that's great about us our values Community press jobs leadership let's check out their values we picture we care we team okay that's interesting leading the way Jim's the CEO Peter co-founder principal artist and co-founder senior vice president of marketing Chief technology officer so I can go hit every single one of these people on LinkedIn if I wanted to um jobs let's check this out okay what's it like to work with Prezi this is their mission this is their opportunity we team we care we picture wow location location lots of location they've got a location in San Francisco they've got a location in Budapest they've got a location and a place that I can't even pronounce but they have lots of locations which is great and they have different sites for all these different languages cool so work-wide benefits work life balance cool Health Care Career Development stock options see what's open right now so here's what they're hiring for finance remote compliance manager in Budapest compliance manager remote Budapest Budapest Berlin U. S remote looking for a full stack designer developer ux renewal specialist sales and marketing you can work with this company and be remote security engineering Budapest Budapest Budapest so we go here just hit all locations here's all their locations they're in Berlin they're in San Francisco so let's check out San Francisco well they're not hiring directly at San Francisco but they're hiring in the U. S at remote us we'll just stick with this um but there's all that so cool stuff there our values careers we did that jobs openings and pay for those openings so let's go over here and let's say uh full stack developer where was that at Unix ux Us remote boom there's a job description all of that apply for this job no salary so there's that can't really determine the pay for this one but we can keep looking around product commuterations you'll be reporting to the VP of product and engineering three years of experience here's the requirements and no pay for this either so there's that contact information so let's go back over here we'll scroll down and we will go to the contacts tab San Francisco there's their address there's their support ask the community contact cells I you know if I was selling them sales consulting which you know I've done some Consulting with them on marketing and sales I would roll into this and I would contact their sales I would record those sales calls I would let them know that I'm recording their sales calls I would request an Enterprise contract I would go through their entire sales process from start to finish and document the entire piece before I ever jumped on a call with them so I had a game plan of where they screwed up how their sales people were whatever and I could even do it four to five times over and over and over and then when I get on a I get on a you know call of them I've got all the documentation and it's a very easy sale for me to go into press inquiries Partnerships all of that's there so we got contact information next piece bios on members of their executive teams just go follow them on LinkedIn do some due diligence on them but it's pretty simple what's it like working for Prezi glass door is always a great place to look I got 18 jobs 171 salaries they've got benefits 25 to 50 mil cool no offer so we can check out some of these reviews of their employees if we've got an account um so yeah prove as a CEO 60 to 73 percent some people like them some people hate them pretty freaking common so tons of information that you can do but remember I'm taking notes on all this stuff so when I go into this call I am extremely prepared and ready to rock and roll if that makes sense so that's the second piece that I use general information go through the processes and really get an inside scoop on what's going in on the company third place I always go to is one of my favorite plates similarweb.

com similar web what this is going to allow you to do is go through the prospects website and analyze everything where there are traffic's coming from the locations of their traffic their top referring websites Search keywords social traffic competitor websites all of that so I use this more than anything because of course at one of my companies we sell marketing so it's pretty good to go into an interaction and you know a lot about their marketing can tell them how much they're spending on marketing where their traffic is coming from and all of that so let's take a look at prezi. com since we're using this example we go to prezi. com you know we're Gathering Intel on prezi.

com we're taking all this documentation now wow total monthly visits 18. 12 million average duration is three seconds page per visit bounce rate their traffic is pretty steady we have a downfall here as far as a trend goes 13 percent of their traffic comes from Mexico 12 percent of their traffic comes from the United States nine percent of their traffic comes from Columbia and Etc we go down here traffic sources for Prezi prezi. com's marketing strategy is focused on search with 69.

17 of traffic coming from this channel followed by direct with 25 percent so they are extremely heavy in search engine optimization also known as SEO and they are probably pretty heavy in Google AdWords as well if you look at Social they're not huge on social they're not running a lot of Facebook traffic if you look at mail not a lot of stuff there if you look at display very low there if you look at referrals three percent you you look at direct so for the most part we could say these people are pretty heavy heavy heavy invested in SEO which is an organic kind of marketing method there we look at top referring websites these are the people referring them accounts. google facebook. com media login from Microsoft eLearning all of this so cool information to know as I mentioned organic top five organic sources this is the keywords that they are ranking for to get this particular traffic paid keywords this is their Google AdWords they're you know paid ads on Google that's what they're using to rank so this means they are ppcing paid per click on PowerPoint Alternatives so when somebody types in PowerPoint Alternatives and their site comes up and someone clicks that they get charged for that now if you look for them social traffic which is dramatically low 1.

12 percent um YouTube 34 Facebook 27 LinkedIn seven percent WhatsApp seven percent Reddit six percent display advertising audience and interest also websites that they visited that also look like this and then we have all of their competitors site so you definitely want to use this as much as you can I have the premium version I use it all the time we can do Grant Cardone next grant cardone's website gets about a half a million visits a month 61 U. S eight percent Brazil seven percent Canada one percent any India and one percents Australia mode move down here top referring websites that's webinar Jam because he runs a lot of webinars just like I do and as I tell you webinar is one of the best pre-loading mechanisms in the world and you're going to learn about webinars later there's a reason why that's one of his top referring websites and literally 21 of that comes from webinars Cardone University this is his LMS his learning management system which is hosted through depending on what type of relationship him and Bradley are at depending on which day of the week it's either in Lightspeed VT or it is in kajabi which is the platform that you guys are in right now we go down here heavy in SEO these are the keywords these regular form paid we look at his social traffic 10 percent pretty good number 44 is coming from YouTube 39 coming from Facebook if you look at a lot of the guru space Tony Robbins Dean graciasi Jordan Belfort Grant Cardone um you know any of these guys that have big have branded themselves as influencers if you will um you're going to see two things in common when it comes to paid traffic or social majority of that paid traffic is either YouTube first or Facebook first um Instagram you're not going to see a lot of traffic come from you can't have links you can't send links it's just it's not a platform that is called to action optimized now you can make money from Instagram you can do that you can build a following and all that when it comes to website traffic what you're going to see you know is majority of traffic does not come from Instagram and you're going to see that from even massive Instagram followers who you know have 4 million visits or are four million followers so if we look at our boy Tai lopez. com you're going to see the same thing he's got like nearly 4 million followers Instagram is his you know social platform of choice but it's organic and same thing with him Facebook's number one why Facebook advertising why is YouTube number two Google owns YouTube running YouTube ads running Google AdWords and then again Instagram so you're going to see that across majority of Ministries now this is really going to allow you to understand how established a company is where their marketing dollars are being spent what keywords they're raking what their biggest competitors are without having to ask them if you're selling a CEO the more information that you know and the more prepared that you are the more impressed that he's going to be so there's that that is similarweb.