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Product Launch 1 of 2

#yycnow Calgary Leadership Forum – Full recording of Calgary – Lougheed Candidates Debate

This recording has not been edited —
Calgary Leadership Forum – Full recording of Calgary – Lougheed Candidates Debate of December 10 2017

Product Launch 2 of 2

Close The Deal

It shows twenty four types of closing.

And what we will do today is in this session we will work basically on objects one wishes start from Page ninety five. Page one ninety and one line and one.


If you don’t have if you need to if you want to by just walk walk just sign up if you don’t absorb what you can follow in that fashion so if I go to page ninety seven.

It says I don’t know your company.

So once a client says I don’t know your company.

Which is here. What does it mean.

So somebody can search arms and.

So the client means Who are you.


And our client have found that purely emotional objection like one quickly uncovers the insecurity of average said person so if somebody would say I don’t know your company people would feel like they are not known. Saw as action.

From an average says a man and he would think no you don’t why does no one like me. And the action he was Dick it would become defensive Waffen and ultimate been out of the court.

The idea is that.

If you flip the page if you have the book if the page. The flip the page will say

Fantastic that’s exactly why I have called you we are. And you give open a statement or unique selling point.

That’s about to start the superstar salesman will sink you well in a minute or so the mindset of a superstar salesman when I tell you oh shit mean I don’t know you.

So you don’t say how it comes. Your mind set will be.

You would know me in a minute. And understand that speak with the former are motivated from the inside out only after service men are affected by this kind of comment why is this particular.

Opening would work fantastic That’s exactly that’s exactly why I have called you we are this won’t work because it reframes a client expectation of how salespeople behave.

It is both Steve and I’m using it was never any objections anyway.

So when somebody will say oh Marianna we don’t know you what you are saying

fantastic That’s exactly why I have called you

I am doing this and this.


The exams and you come and. You have a space and the music speech if you have the orc walk to be able to write your comment so your comment here should be we are the we are the ones.

PREMIER What you have to you should write here oh about your order about your own business.

I don’t know a business.

So what what you write most of.

All Why.


So you know how come you’re you know.

If you remember the discussion we have around our workers. Premier few members are scheduled but I’m aware of what we’re premier will be one which will which can be as we are separate mare courts or I am award winning.

Business coach or I am the. Only was to kind of Western Canada certified.

OK So Premier I was only one is very.


If you want to go also as other ones so we did one.

Is that any other one you want to run this test you want to read swords and see how we can. Be taught from ninety seven of two one ninety one.

You like to become another one.

Week of one Q Which one’s on the other eleven Q.

Which one of these.

Which one do you Mark.

You know which one.

OK so this bridge one zero nine.

So I am happy it was my concept liar Thank you.

So what the client means.

I get these calls all the time so the meaning of I am happy with my current suppliers means it is a club when you talk about the right objection it means it is a client mindsets I get these calls all the time.

OK clients have found that small salespeople have no useful answer to this objection they often use it without any consideration as was are they really happy or not.

An average salesman says Person everything has a sub already why do I bother with this job.

The action bill out of the call or the challenge for the weakness in the client existing relationship. This usually dissolved into confrontation should we confront our client.

OK Now how do you map this so maybe for Marianna understanding that people say I am happy with the current to hear that I have or I’m happy it was a kind of shock or techniques or how.

Can you suggest how your answers.

Which what I say.


OK so I can give you here one one of two scripts one of them would be great I am not asking you to change now merely consider consider building a relationship.

So when I say great and I am not asking you to change now means what.

Not someone so you still has a conversation going

another way to get hundreds if you say many of my as our clients.

What means of clients. Muzi have other people business told me the same thing.

They we’re also working with existing suppliers before they realize that our service but effect perfectly complemented what they were already doing I’d like to get together and show you how.

You just up there for V.I.P.’s and you guys I work for is out of work. Many of our clients told me the same thing so by this statement means what it means I have clients and you are not alone so sure Mary remember this.

Emotional no discussion. You always say and here you reframe. So many of my other clients told me the same thing they were also working with existing suppliers before they realize that our service perfectly complemented what they already doing I would like to get together and show you.

How they should be able ins and wants to continue.

What help me

so a sales a superstar will say but really we we will see about sex. Understand it has been estimated that five percent of the clients are generally happy with their current supplier but most are one tell you until we have got significant amount of trust on the board.

Because Andy and I found out that because when you go around nobody wants to be seen like forty two nobody will come and say all our suppliers all we are looking for a new supplier. Because they with a will it is a trust this work because it does not a challenge or threaten the existence of liar relationship it to respect the client decision it changes now is an embedded command use inclusive approach with the award compliment so when you say I have I will I would have perfectly complimented this is one of the power words which you need to be used in this particular script.

So what you should have and you have not.

As you should become.

One of this opening and to continue the dots

so and for example at them too and and show you how how what.

This will be how what

one page want and.

So what in the business are business wise.

Or how mind heart alignment will boost your resume

and more.

Is there anybody doing the same you do wonder why you whine whine whine all you know.


Now because it’s your deal I took when I did when I called she was you it’s you you are the only D.N.A. in certain circles of law you are the only the only some here was just not. So when you up which is a client especially in sort of us. You have to find why it’s only me when the evil deed was May’s idea it was me you can find this learning so many places but you will not get the outcome from it away from me because I know how to extract the most out of it because meets one without the sex so when you are point your client with your service you have to be able to position yourself that’s it’s you’re delivering this service what give it wow factor.

So it’s not because it is because you is the one combining the two like it’s more sense combining the two it will be different you have a German flavor That’s right.

So when you are when you try to scrape to scrap to hear the language. The language will be words.

Why I am except why you have to war was me.

Against it.

And nobody has similar similar experience as you and nobody has a say in learning and voice as you

make sense can you script statement.

And read it for us.

To do on motion.

Can you script one hundred requests.

You know I want to I want to exam to be able to use this language. So you can read for.

You not it from the beginning to do my.



I make your.


So you may want to modify this because you will be about as business coach and so I was out there there’s actual B I’m happy was my kind of business coach.

So it’s a many of the other clients told me the same thing they would are working with existing business coaches before their allies that’s my service is perfectly complemented what’s. Already doing.

And I’d like to get to that show how my put my how how whatever your afternoon so in the north you should sit spends the time and the Customise this opening. And the hardest part is you know what I.

Mean what I say I’m not an unwise English and Guy but they can read it I can figure I was the most important things and I can use different language different words every time but I know how to overcome this objection it helps you sure.

You want to because someone else can pick another.

Objection from the list.

And I pick up objections which one can be quite as and you.

Know now we are here to just try to figure out how we can get this objection.

What are the scripts so we will have our sessions are exactly what.

They’ve got one from the list you have and you can check the list is from page one thousand nine hundred ninety one so you bit already once all the other people did not pick one which one do you like to.


With each other which of which one which bridge. Which makes.

One for three

we have just bought one of those.

So what the client means when they say we have just bought one of those or I’ll just subscribe for another service.

Or for another quarter what does that mean.

We’re not going to bid you one for three

we have just bought one of those.

We already have a supply are so we have no need.

That’s right. People often do look at things in black and white terms such as right versus wrong versus down and the need versus no need.

In any case dissemble objection gets rid of ninety percent plus of serves an amazing that’s you guys get a very hard to reject.

Every service person or say no one ever need me how come I never lucky.

Action leaves a call I’ll leave court a loser or fight with a client or the validity of their recent precious would like what would you listen to someone who doesn’t know you your business telling you you have not made the best decision when you listen to somebody like that.

If we want to talk of ourselves a superstar.

So superstar will start and say I’m sorry we were not there to help you as a time.

There is a of my form I called was actually to.

Sell superstar was saying Great so my information about you being a potential client was right because he already bought a clipboard thing. Which again is a closed door now would be foolish all clients at some point assess the solutions they have implemented the logistics of the purchase and the impact of any change building a relation now our sales superstar in a poor position when doubt or future need comes along. Because you cannot do much if they already close their really close.

Why this is will work I am sorry we were not there to help us at the time the reason for my code was actually to.

Hear you take responsibility you take time that’s what the event into the past and to move to the conversation forward if that plant object against it will more than likely be different objects sions example money

so if somebody said we bought we bought one of those as would you like to build a relationship you could obviously information in your C R M I hope which one of you has a customer relation ship management program and you are scheduled to call him up to see how he is happy with his column solutions so he or six move some superstars who are also.

May ask for it for if they do know somebody else in the market looking for similar. Sort of.

Some said superstar will ask What makes you bar is this party to Konar solution for this particular plan.

Because if I know why he bought more of this the same line of the same product from somebody else I know what I’m not offering.

So when somebody say oh we just sign up with us we’re so why make you sign up why the makers of why did you like about this but up to buy and you start to ask questions to get one.

More this is a record that we don’t put information in this report of business intelligence because if you don’t know why somebody boards alternative product yours and how it can lead you are not aware of it. You would be able to have intelligent information about what makes this client to regard to buy your.

Next else.


did you find one more objection.

There was one by the way can you send me more information I remember there.

Yeah which one is it if you find a vigil number you can.

Send me let the chips.

OK send me letters means what you.

Know means you as a business must have what.

Must I have little it shares to send. So when somebody asks you to suddenly more information or certainly more letters about your products you must before making a phone call having worked.

With this charity in a B.D.’s format. And. We have lots of discussions about what the letter shows you might you need.

So you don’t never call and you’re asking for more information you say oh yeah I will spend one week to do it because that would be called. Usually how long what was a time what’s the right time between this form this call said need a lecture and action to two cents of which are.

Five ten minutes fifteen minutes is not one day OK.

There is another one I would bring it along if I if you can help me find example for it which is oh I did not receive the literature so after we censor teachers and then what what what happens the customer will not call so when you send somebody to search or only just a guy you should ask for when you can follow up I will send you the question when should I call you back

in a week so we call him in a week. And you have to make sure you call him in a week.

Or week is seven days like if you took Monday so you say don’t say you know we can say so can I book Monday or you have to be specific morning or afternoon.

So let’s just look at the Send me the future as you said you were trying to hear what client means go away

client have found that this is a really easy way to get rid of salesperson. Who are more than willing to send emails at least. Because it gets them off the phone.

While they are. Why they are doing.

And if you are in tears and you and somebody will say oh it’s not because we need so many people out of the four anymore we go live to just meet up or lease events and stuff oh I’m interested percent you mean send me more information.

How many of us will go back and the daily emails information so if I can say do you have information ability like can you send me more information in your technique you have information can you send to me when you go home

to see me but you my ear should it should should have the same want to talk about the shirkers he should have more information about why this technique would work if you remember this for people.

If you remember this for people who is looking for information which one of these will be someone looking for information. When you process sometimes relations because sometimes. When we talk about the sixteen characters its characteristics of the sixteen types of buyers some of them are tribes some of them who need to get their friends or separate spouses to decide with them because I don’t the leadership. So this is are the two one year process but this is out of the top usually ask for literature so you must have and if you say yeah I have a blog e-mail thems a link of the blog like it I prefer to have like information sheet which should have also frequently asked questions at the end.

But if you have blog. You can send Yeah you can send an e-mail was a blog No it’s not a big deal just a bit of this.

On page one forty one sixty four.

A superstar will say I certainly will do that. And I am pleased that you are interested in our company this is an optional statement.

Or you are interested in my technique or in my business based on your company or your other service as you may expect we have a large amount of company that we have a large amount of company read literature.

In order if that’s exactly meet your needs what they like to do is to ask you for your questions

coming to meet with you.

And from that I would be happy to select the information which matches your needs.

Did I send any literature. I’m asking for.

For me to show I’m not sure what’s blood is your eyes are there my mistake not to look it up before this meeting but if you serve already or maybe of one of the shutters we don’t know. Much but you may want to come and say Oh but I want to really know where what is the area of the play and know what is the area of the pin or what exactly you suffer from where is the exact been so why you don’t come for a free assessment because you are free assessment you know so somebody will ask you Can you send me more information on the camera or the technique.

You can say yeah it’s great I certainly will do that so he confirms that she will do that. And I’m really and I’m really happy that you are interested but we I have lots of lots of material which is you do. So for the best way to serve your needs you can ask more questions or you can say OK so what about you just come so I give you enough I will be more concerned of your time and I’ll give you enough material. Which only you need so I will not and this will not cost you anything because you already.

Provide this particular. That this makes sense.

A superstar sell superstar will sing most of my combat or would miss out here so this is a great opportunity

most serious a superstar will think what most of this competitor will miss out here so this is a great opportunity.

An average sales man will think yes OK I will send you yes OK I will send you one hundred but.

I seriously want to start understanding letter as you stated you would be more likely to end.

Or end up in a pen or in the garbage client buy based on the problem challenges and needs.

Failure to take the time to understand this buys only a ticket for the lottery.

So you have to be a superstar when I say send me more literature.

Definitely I will do that but I need more information and I keep the conversation going

OK in the past it was difficult for you to practice but right now it’s easy because you can have your form you can record yourself on your phone sit where you are. Just write the script.

Customize it to your own business and practice.

It after you record yourself go back and they listen to what you record.

And see if it makes sense for not.

Does this make sense why is this will work because you agree with the client request he said I certainly will do that. You respect that she is busy because he said I want to get more information to send you a focus a laser focus material to help you if you link to asking about him and his business.

You agree on this script.

Or. Who else did not select.

One to discuss.


Or OK OK Here here here here we have to understand once again what is our role as a serious people. Our role is to sort through the crowds to find out their morals are one who is likely to buy our product and service with all that you respect other curiosity people.

I would own I need you to focus only also on who are willing in a short period to woods or to put their hands in their pockets and write you a check as it’s

so if you generally has curiosity and did not fill it up by searching it on Google has Elizabeth.

I see myself very.

Very very very high.


So his role is to ask you to try to figure out how to what exact information he she can send no no.

But I’m.

Genuinely. Favors one more thing you have all to understand Sharon drop that information and this is for people who will go to the show is a live show when you stand in the show and you just hand information to us to everybody walking and just in the way. You are basically letting you will come by the terror and everybody to know what you do and you not get customers in the INS up in the shows usually woods of nations is a back there are physical anybody has get it and that is to reach to my little chairs he has to pass by at least one of my sales rep who will you call not him and ask him questions not questions about why he is there is that sure but question about why you are here what brought you to the show what are you looking for what is the most.

Pinpoint you’re trying to solve right now how is your business doing when I ask my suspect or my prospect How is your business doing why am I asking this question.

Because they want to know how hard I I can price my father if they said the business doing great we just close few sales. If you say always justice really hard right now we don’t have the clients.

I will give him different purity.

Because. After the show you will follow up here is a qualifying says so when you go to the show you are not selling in the show.

Even I don’t think anybody here is selling in the show. They are basically in gauging for a complete another closure for a meeting only one who selling the show will be what they once were are selling mugs or commodity which is nobody here is and I’m aware of his sell and commodity products in the show. So in the show if you even know if you have been selling your book you can sell a book.

But you are not nearly as a show to sell books you are in the show to close on a follow up meeting or a photo of what they teach your exchange so no matter what will happen in the show you will have a list of people lets you need to connect with them later so if you have these people and you want to connect with them later.

What you will what you need to do

you need to prioritize and see how much effort you need to because one which you feel they may have an immediate need what you would do for them immediately call them or email. OK.

We are in phone calls on all of our Been hours.

Order. And you may want to decide if you want to get young to come like with Mary is very straightforward because here on the web in our hour week weekly a special shot So his goal was the people who would not sign up for this program is to go where.

To go through his weekly expenses shot customers will buy will buy the question is there when they will buy.

If somebody there is spends the time to talk to you out of curiosity.

Most likely is I will buy these are from you or from your competitor sometime down the road. That’s it my goal is to show you energy and see that if you come here that’s why in our workshop you say limited sitting and honest about the standard City because this room cannot take more than city for more and there is maybe one or two would be coming after them. And there are silicon solution because if there was a because they live a little bit further down and we know another will and there are also cancer so so if everybody showed up this will be a full room.

And you can see this most is. One for me and one for.

So when you. When you close you have to figure out why are you closing so you have.



Twenty bucks if you consult on a box instead of compliment is going one on.


OK Let’s get we have we have. We have like six minutes to war so we need to work this through to social media doing a bit of one.

Or anybody anybody ready to pick up another one to discuss.

You already had one already let’s just to give a chance for everybody else was.

One sixty seven Why should I speak to you.

I got lots of sales call don’t waste my time this was a client needs client no there’s this question but all but the best salespeople on their back foot from plant perspective it’s a very easy to take any answer that serious gives and say it’s not good enough or even to talk to them. So an average shares member will say I don’t know

action disparately dumb here of information as fast as possible in the hope of hitting the mark too often they don’t.

And this is where she will have what we will discuss in the. Next session the wrong time to introduce your product. Because your products should not come as a beginning your price should not come at the beginning somebody owns hours or days ago and we shall we and our pride and we sent really cheap prices at the really cheap prices.

I’m not here to buy cheap she was for she not for me.

I am not here but to buy cheap things. I’m here to buy cost effective high return of investment which is our high Our why which is by the way is an equivalent meaning of what

cheap. That’s right cost effective means work.

But if I say cheap it’s bad war to us so we have two wars today what was the first one. Not you have learned to what not to say but and achieve.

And try it try a served one so if somebody were to say I said it my price are really cheap it sounds for desperate it sounds has no value.

It’s out for this but it sounds like he has no value and it sounds that he cannot.

Articulate what.

What is doing and why.

So we don’t say achieve prices. Or are. We or somebody will come and say we actually have a sale come because you have a civil.

War that’s not selling them what you have said.

Although this might be for greedy people who say oh why didn’t buy it we have really really good prices really low prices.

We sell for lower the combustor.

Of the work

so dancer for why should I speak to you all be you know that there is a good question.

And there certainly are many business reason why clients do speak with me.

Why my clients do speak with me.

What do you mean my clients do speak with me. I have.

Clients did you sell to customers.

What you say you have customer say they have clients.

Did you make money from customers.

Most likely not.

Begin to talk about currency in talking with customers well you know me well you know you could be but you don’t make money from glance so many people who were born there are starting and you don’t have too many you just have one of two pilots that was all due respect to the growing of a business right now. But they’re on the other side of their own people who just have one installations of two installations I started so for sure we are working now with many clients because you are trying to sell your purse right how many Clough many individuals are in discussion with you about making new software.

How many of them bought most likely not a single one so when you talk to them that’s why we talk about it so why my client to speak with me tell me why wouldn’t you speak to me.

So you head back so when a customer will say.

Why should I speak to you.

You know this is a great question and there are certainly many business reason why my clients do speak with me.

Tell me. Why wouldn’t you speak from.

The hood.

I go you know why.


Want to follow. This.

Really well.

Yes So write down write down your script the reason for each page.

Yet the reason for this we just don’t have this notes. Is you can right now I said the superstar will say I don’t know yet but there are plenty of reasons so let’s find them together. So why you don’t want to speak to me I don’t know yet let’s find them together let me show you what’s wrong with me you know like when to stand in front of the mirror and say what’s wrong with me.

Let’s just figured out yet most clients don’t really want there isn’t to talk they want a reason not to.

Ourselves superstar we get underneath this objections and uncovers a client’s real needs and wants.

Why this is work because acknowledge the client question it links to business reason it create credibility by mention of other clients it start to uncover any real objections and or drivers

OK so for you you go over tween.


Seconds to page one thousand one and this is our different objects sions So if you want to become one if you want to begin one right now so.

This is as I was actually yes I saw each one and see how the one saw figure out and.

Some other some other objections.

No. One thousand talking to

you you OK guys was no I got no but yes.

OK one nineteen actually.

Actually on from page two hundred twenty three to two hundred fifty five. Or two hundred fifty four

there are specific.

Techniques to overcome it cost too much.

So whoever has over in the ID side and the gods of books they can figure out was it because this is a particular objection is that it is very important to let’s just look at one nineteen.

So what does it mean for the first Not once they have no budget.

I have got no budget for you so I have no budget is not I have no budget I have no budget for you or your office.

Client No that’s ninety for four or five percent of sales you ask them they do have a budget and there is a call them back to them.

What a great way to get rid of certain. An average salesman will say this job is rubbish the market is rubbish no one ever has anybody.

Become disconsolate it is the disconsolate fail to better or and to create a weak pipeline.

I used this technique because I was actually going on a stage with someone and out as was I wanted to be on this station covering it and they always say we don’t have any events for you.

I use this particular technique.

Very similar wording and Dr I want their own stage on services which is very interesting and they asked me to come so you say thank you for sharing that with me when I first spoke to them many of them many of my client did not have budget and that’s what makes us different so the fact is you have no budget it makes me different at this point most company would probably ask when you do have budget and not talk now. We at this company believe in building strong relationship with our client and I’d like to invest in getting to know you now

will any one of the other party respond and say.

Something else.

There are from there are too many is up here so it doesn’t matter what of the action so it will come this way so that it will overcome this right. So I send a superstar Will saying not yet you haven’t.

So you just have no budget for now. You understand most people will bail out at this call here so that they have a good opportunity to build a relationship and when client that’s others have ignored it also most client can create a reallocate budget if they perceive a big enough need.

Why is this work because this is script in particular it acknowledges the client’s tuition thank you for sharing with me that you have no budget. You served the party experience to reframe the situation

talk now and invest in our two strong words because now by now or talk now it’s an average and see power world and invest in means are also committed some resources which is basically my point.



One eighty three.

I will take it.

If. You discount.

Everywhere how I.

Went one last time you met this uncle you know what it was and she just after nice boy.

The first of the.

Little Dusty gets right so what do you think when somebody will say I will take it if you discount.

I think I get a deal here. Because anybody would think if I give him a discount you’ll buy this right.

The audiences.

In this situation is a client saying that they have an upper hand best experience would lead them to believe that since people will always discount to get that the

average sales person were saying oh please don’t let me lose it now they’re actually start to worry and I love the feel of lose to cloud his better judgment and negotiation skills because his feeling is so full of.

Sales a superstar will say I am pleased that so you have made your decision and I understand that your return of investment is important to you however you have secured our best discount already

when you are you looking to receive the product. Or go or when are you looking to start. So I sell a superstar will say we the price you have in your hand is already deeply discounted.

When are you starting so you are basically shifting. His objection to be Lame Wolf so the service never closed Thank you I said it was a good one.

Superstar saying I know you wanted anyway. Because if somebody doesn’t want it will he try to negotiate a better price.

You agree.

OK Let me finish this and then I can show you a different understand that client this client wants the product or solution that is and after them to do a deal chances are there is no serious negotiation if it is then it’s a certain superstar job to her exact line to attach more value to their investment so basically we talk about more values. For their investment and this will get us to a situation where. What exactly we are offering and how often so when we sell from the stage we offer a price and the price will be discounted and the people who will buy sorest will get an extra stuff access to an audio access to an extra book whatever so you can always attach more value to the investment which means you must create these values up front

why is this will work decision implies something is decided already secured is an ego flattering word moving to a question which is if uncertain but oppose the deal is done so little closer if the plant is serious about negotiating then this is a strong starting was a.

Yes or.


There is a way to deal with this getting people here.

So I will show you how to deal with this beauty people.

So when you deal with people who are always having to discount the very first offer must be.

At a higher price. If you sell at the higher price is great.

Because you make more money if you have a discount it is how you plan the system so that’s why every program whatsoever even in my program like even especially in the paper is a paper you have we have a value for Vo IP for three thousand and thirty three hundred seventy five dollars or seventy dollars The actual price for the V.I.P.’s do ninety seven

and if we said this from the stage it will start at four nine hundred ninety seven and do a discount at two hundred dollars or twenty seven.

So whenever you have a bottom line investment or price. You need to always start at the higher level.

Or you give them and you give them a bundle and instead of one service.

Next buy five sessions get one free. You cannot doesn’t buy two software get one from.


So that is why as a series of plan you must. Put some buffer for this particular hard negotiations.

So what’s worth what is your.

Favorite person I know it’s pretty.

One to tell you.

A lot more.

Of the.

Entire process of working with them on the software thirty.

Five of my choice which was trying to know why.

And I don’t want to go I wait before you can we talk about the reality we talk about when we will go to a show you will talk to so many leads and you put it over to rhizome which when you call them first to cross-post so if you have that’s if you have the luxury of selecting between two different clients is great but if you have the luxury if you don’t have this luxury and you are in contact over four or in show or whatever with somebody asking for more discount and there’s only one in front of you first of all you must not have said. You must not dump them because if you upset some of them some what will happen to your petition don’t.

You’ll be surprised. So.

This is ours or that the verbiage and the and it’s after you took clause I’ve no clause like here we have a few examples of how to close people but it’s up to you to close it no close

or try to raise in prices. To be able.



The right.





Right spring where.

We will we will talk about there are sixteen types there are sixteen types of there are sixteen types of customers which is.

Solely nine times of customer which I would outspent you on in the next session one certain exceptions are certain. Who did not select one yet.

Marianne and

were given each one chance to select one.

Which is what’s number.

One on the phone.

I haven’t enough time so this means.

That. This means I am busy.

You better not to not waste my time. That kind of objection usually means a client is busy and that’s gets a lot of serious call if it’s really not personally but most serious people clicking this way majority of people say I don’t have enough time will come from here

majority of people who say I don’t have budget will come from here.

I don’t really understand what your business do what you are or what you provide it comes from here.

Average tells people it I will be quick as as as possible then make excuse for the call the minute you make an excuse for the call the managers are out.

Because you’re doing something wrong if you say sorry. I am sorry to call you on this in your busy time get out

rushed into the bench and gets rejection when salespeople rushed in some way it’s sense a closure message that they are not important therefore not worth dealing with them

so many of us early on in our small business career we always rush into showing how would we are. And the audience will feel.

You are not certain you don’t have the pace. Is Nicosia.

And if this doesn’t make sense you guys try to go to events and Visa customers. And look ask any of the exhibitors you’ll get this feeling because almost all of them such and almost all of them suck and when you advise them such a session they say oh we are busy. Keep going keep doing what you do and next year you’ll be where you are.

So one answer as and I want to waste a moment of your time.

I don’t say I’m sorry I say I apologize because sorry is one of the other words you see when you.

As a matter of fact if you say if you are caught by border security agencies because you are doing something or you have something wrong in your bag or whatever and you say I am sorry a story is a measure of guilt.

In court of law sorry for additional It is a mission of guilt apologizing is not an admission of guilt.

I’m not sure for you I speak sir English is my sort of language I hate what’s missing OK.

I apologize when this week would be more convenient to call to a call how would Friday afternoon for you three or four pm.

When you ask for a time you ask for a time with a day. Not you ask to call next week because next week is an open seven days or five business days and you can book a cold or a meeting

OK so you have the luxury or the option of developing one of these to serve the sort of started saying I want I am or C. of your time.

So it’s good you don’t want to waste your time is great and the more important that you can talk to me understand all clients make time for the right serious conversation sorry for the key here is to maintain composure and differentiate your call as being Warsi of the playing time and sure you take control of your pace tone and pitch

because if you start to talk fast or you start to hire what will happen

you would start to give bad. And that Reflections on the client. Why is this work their initial acknowledgement is enough for most client take responsibility as a client repeat the objection certain times for conversation using different closing techniques

OK. And this will lead to one question. When do you know that this objection is real. For sure we deal with eighty percent of the people dog to have the right we didn’t always was eighty twenty old. So when you say no the and mean no means eighty percent of the time no means a deflection of something else when we say so if you understand this is this perception of this concept. The question now would be is. When do you know there’s a customer really don’t have budget.

There is an expert in sales and they said it’s a customer or depleted at least three times in the same conversation this means that this is one of the B. is that it flags that they may really have.


Serious you have to consider. They say if I don’t have budget notes or I don’t have budget No I cannot afford this or we cannot afford this it means us you have to stop and the various evaluates the financial viability of this customer because he may be going on a bankruptcy if his company or he may be going in a.

He maybe it really doesn’t have so many objections as a front doesn’t mean saying when he she was second time and you cannot overcome it and it can certainly has worked

it means history.

So when somebody all of the learning I said is it it was eighty percent of the time we work. And we hope to make in this eighty percent of find more money but there are some situations are some situations people don’t have money somebody under. Governments are poor or somebody on their company’s going bankruptcy already one is a company is in the receiver in receivership situation. They don’t have money.


You can say shift this discussion and ask when the new budget will be are located why you don’t have really any slush fund you I’m willing to help you to be an OK so these questions are basically to explore exist clients really really don’t have much but if any objections come three times in a row.

Shift your mind as this object might be.

Serious it should a lot of my fly I’d like I’ve bought with your brain as a flag that you need to discover you discover you’re interested because we when we call someone or when we need someone we know they can’t afford doing this business OK.

Last one we have we have one more to go.


Yeah I love this one.


OK so before the fourth one fish seventy five was a problem when somebody need to talk to somebody.

To see.

How many times you were how many times you speak to the people next of finances.

And my.

This serious I says I did to them and some other system and says this is his assumption is wrong because anybody making decisions is influenced by other people so what is the problem with somebody when you assess someone and he wants to talk someone else.

What is a main problem. If you’re. Right.

Yeah what the problem is getting most of

the prophecy said one I want to find the good offices. We understand people. As. Reason for. The.

Individual And there are those who knows which is good and this after the side my book is a guide to when there’s a foreshock there in the.

So a brand I will talk about the logic we talk about how do you think a heart will talk about work.

How do you feel and what is the feet will be able to.

Process and as this.

Process said also that’s the higher level. Bosses would be in this domain.

Wise presidents and lower would be.

Project managers in this room and.

I remember two million a minute but just this is from business oriented so Vice President project managers what he will deal about how to manage the process so that process oriented people and they deliver on time.

OK see all of the companies are budget oriented as they want to live on top.

Business owner it cares about the money how spent and the ones that are of investment will happen it doesn’t get out of the process.

So if I want to move across of the gate keeper I am basically getting two different. Individuals.

To carry the same message. For me when I stand here and say What do you say how do you feel and what you do about this this is one question it touches a sink or touches a feeler. Or the one on our money and a single because you want to single out something and ask her for one hundred million dollars You said I want to think about this only in a single now but when I talk about that I talk about sinkers talk about feelers and how do you do about the talk about people who are at business bookkeepers accountants. Programmers.

In general is this is a generally anybody who would stick in this particular like this guy Bill so many businesses you know process oriented.

And he can deliver on time.

Within a budget I know he’s not always going to his son school sing today which means he has some family relationship but then the covers appear for this what I know what my immediately from the background he said. Because the prophecy said and the whole sense of prophecy because it’s so weird knowledge to know that no see also in North America ninety percent ninety seven percent or minus five percent of C. or even management are in this domain

zero percent. From C. All those are here they cannot if they care more about people they will not be able to manage the projects they’re not able to manage the companies.

So now you try to get someone. Who taught this language

to talk to somebody who speaks different languages

you have riff.

Of Manchester.

If you object let me know I love LOVE YOU are.

Now for money I’m Michelle it works in the same way because my health has our clients

are having this problem.

So if I talk to the spouse. She has to keep this stuff this spouse is most likely is what. Is this area.

This poses what.

So you want to make your clients feeling good about your service they don’t care about your classroom. Schedule. All was they want to feel about is a body is bloody well.

It’s not it’s I have the schedule and this is what you want or. These people care about is experience.

So when she would want to house them and tell him why honey I’m going to new course and I want a couple of hundred bucks to spend our on it’s awesome course to say OK so what’s what’s a benefit you get from oh I don’t know but I know it’s awesome.

How many of your client tells her as a result of their spouses or I don’t know whether or not work and awesome how it works I don’t know I feel awesome I get it you know. So the problem you try to overcome away from the script and whatever happened or what I was struck is you must have the material to hand then to this client so for us when we saw it from the stage was his great if you want to sell if you want to have discussion you can put a deposit you can go home with the material discuss it with your with your husband as a partner and come back and then you wait it’s a hundred percent refund that was in the first week when Yeah I do have one hundred percent refund refund and I have to either find somebody after more than three months in the form.

Just for for meditation so when you define someone. That’s why I need to have money back guarantee. Because I have a money back I wanted was a a week or within a month and make them what way was the material open that after I did it so he will subscribe they need to have but to have to take it back when you be on the stage you need to give the material.

Or you need to image that material.

So in order to serve someone I say I have to be part of this restaurant and you know what I will talk to them and say only thank you have them become a staff and walk away and your business partner your business for is not sufficient you need to have.


OK so you need to make sure that’s your material is able to close a sale was that what you want a sizable. Majority of us in the US and want to start businesses we don’t have user money we’re going to have user guide was I would come later on have a single fact sheet about our software which I said.

The only one who are allowed to do this is up and.

They said. No what is and what don’t we cannot be up on the cable there’s only one of you and he went on.

I love you I love your laugh so that’s why you remember so.

So let’s just see how we are what does it mean I need to speak to the other decision maker. The client means I need more time to decide. I lie to you about being the decision making

I’m not the decision maker so inside your cells or questionnaire if you ask if you are really like we come Bordley and I ask are you decision making or use are one who can approve the purchase.

And if somebody will come later on and say you know what.

I need to talk to others be a decision making it means.

He is not

this is a pretty good abjection for a client as a sales people just don’t know what to say to do it if it is true then what can you do if he’s not how can you call a client a liar

so you think this guy is a liar liar pants on fire you try to push to expose or persuade pliant.

A good answer that’s fine it’s a certainly a corrosion that’s an important investment like this one is fully supported by the family or fully supported. In order that I can give you all the support you need and answer any questions as May. Like to ask a few questions tell me how many hours or how many other what.

Beautiful tell me what is the decision process. Tell me what as a material do you need tell me again I join in on a phone call

would you like to schedule a meeting so I can come in person and the other is there call a question and demonstrate the projects will you be interested into a live demonstration will you be interested in a free trial to your spouse or your partner as well so she can not only know about the program but she can feel how would it

be so all of this different.

Mechanism is two hundred an object is basically not to hundreds of Jackson is to provide this people from talking to each other

if you remember your partner’s or your actual whatever you have and how many you went into. And fill Imogen discussions.

Because you want something and she wants something else and you also if you cannot get really communicate to have an agreement it’s because of this decision making.

And believe me like I teach this and our conflict resolution.

And this is how I came off for lots of conflict in my recent years when I learned this I in one of them at Cal a shift figure out why the other objects as our cause as our perceptions is there and try to hide that so it’s nothing about me.

It’s nothing about anything either it’s all about how they see me.

So I sense about a star will think how do I get this moving again understand whatever the truth is here important thing is to rebuild our border and again trust and agree on a way forward if there is a hidden objects in the cell superstar will find. This work because it respects the client position everyone likes support questions about the others in for a smoke out hidden objects sions and the hacking and their decision making or strategies it’s true that there are this other decision making then you can get start to construct an action plan so no matter yourselves this complex or or you believe is not complex your sales are very complex because if you some personal service there are her brothers and sisters her daughters her grandma and her mom and her and her spouse everybody

need to know about your service.

So this is why you need to have our site this is why you need to have a marking material that’s why you need to have a Facebook page that’s why you need to have in it to be social media because if you open someone you’ll business and you cannot close where this guy will go to will go. Will buy from you all gone by the time and if you believe you have no combatant or sorry dear you have no business because any service worldwide is based on human need and any service or any product must have an alternative way.

For people to do it.

Like other such as a funny as a sound if you are selling grinder you know that lines are like magic bullets what’s the alternative for magic bullets.

Is your point somebody can get the food and the crash was a.

Is the knife is the other blenders. So what you say I have a solution which is nobody else have this is not true when you say I have a product which is nobody else so what about it you have no market because you are not serving any.

And sometimes alternative all this stuff which you can not believe it like.

When I was in our workshop like that and this was the questions. Everybody knows magic bullet a very high end blender and a grinder very cost very very very reasonably cause for it’s what can do and what are the alternatives. The alternative basically is to crush. Fruits and vegetables with your hands. Knife is another alternative having two storms is another alternative.

So you have to understand if you can not get people. And if you give them a solution and you cannot close this people will be easy to get after. Your competitors who are building you can buy the other.

Business not you but. Make sense. As this is and as you.

Hear each one has an option of getting one. With this one from

you one of only one.

Yes Or there are lots of others and.

So you want to have like five minutes brick general can continue.

To go unless.

You have your back to you if you don’t.



If that.

Would have. The right to know exactly.


So what you’re saying.


Not her.

Decision making on.

You but you believe now that I have a brain.

Because of innocence like getting out of ourselves.

Why did I call it with Wael?

Welcome to. The ultimate.

Why do you do they call my bot cast which is what I am.

It’s an exercise in ned to overcome rejection and to transform bad. I did you wouldn’t explosion.

Into a constructive way.

I joined a group of speakers and when I walk around with those my name.

They always ask OK how do you pronounce your name how do you pronounce your name.

I thought of ending To be honest with zero because I have been around for so long.

More than twenty five years and I really never have a.

Question of comment on my name.

So when people ask how do you pronounce my name and they say. Is that why you were held where you.

Were all or whatever it is you now it just make me feel offended just two letters together you know like a very simple translation of English. That question itself demonstrates the ignorance. Of this paper I got off and that I felt excluded I didn’t feel it right to mingle with this individual and then I said you know I don’t want to let this negative thoughts but me down.

So I won’t deny said you know let me create an ultimate short which is called with Y.L. or with what.

I do is well yeah. It’s you will be it was me and my journey. And the minute you start to listen to my show you will find a very nice voice coming. Which shows you how to pronounce my name and this was my tool. To overcome bijections head against sea and supremacy attitude against me and my and who I am.

And they start to attack me by my name so my respond back was was what the hell is the ultimate show.

I’m looking forward to have all of you subscribe to my but cast that will load my bot cast to demonstrate this is individuals that I can belt with my name that’s you cannot pronounce a very successful audio channel or a bot cast which is. Will be an educational and window for everybody to come and listen to what I say with my accent and I would love you to go to the episode which talk about a speaker was an accent to demonstrate to you how this but tickler individuals unfortunately I don’t want to reveal the name of this particular society or association or whatever right now but will come in a time where we will talk and I will talk openly about all my experience and how the negative is this experience and why. We should avoid this kind of clusters where is this.

Negative minded and sick I call them sick individuals because if you are at the end of your career if you are really to those totally successful you should not come and purposely intentionally.

Intimidated or offend. Others and the big club on their own.

Distinguish or discrete features. You never become somebody’s attitude somebody’s accent somebody’s.

Religion or somebody’s race because this will hunt your back. And I made a commitment to hunt back to defend every single value and they believe which is I do and I believe that I welcome you to my show which as I said the only reason for calling it was why you have.

Because I wanted to teach someone and this one is one of your guys.

Someone how to pronounce my name in a constructive way to exert racist and discrimination comment converted to a very positive experience which is which way I welcome to my show subscribe to my channel I will be here always for you if you have any questions or any comment you want me to speak about it or any idea for an episode but it is a comment what come to with why I.

Thank you for listening to. The ultimate show.

Rich and Poor

Welcome to. The ultimate.

It’s always a question.

Are we poor or are we rich or was the difference between the rich and the poor. Is the function of how much money do you have in the bank. And. There are so many people who have money in the bank however as I don’t feel very much.

If I want to start with an example like if I give you a will a hundred thousand dollars make you rich or with a million dollars will make your age or will ten million dollars makes you each.

If you have a million dollar and you don’t have the right attitude. To feel rich and to act as a rich you will feel poor. There are so many examples around you where you have friends you have.

Individuals neighborhoods were people having houses cars.

And big numbers in the bank investment and they feel poor. They feel they want to be very church so it’s always a question like What is. The distinction between the rich and the poor.

The rich it’s a function of attitude so the rich people will have goals were set down and goals poor they will never have plans or save is not right the goals down so they go by the flow if I reach at it you would start with writing goals and you write them down the very first step is you would want your exam down and you will look for ways and opportunities to achieve and write your goal.

That number eight. In the list of rich versus poor will be are you looking for an opportunity rich people they look for opportunities. Feeling great it makes you something called Cool and they look for opportunity.

And when you look for a portion of the as a rich attitude you will look for ways. And you look for how you make this opportunity works for you.

Richmond tell it were late use jump on any possible opportunity the very first opportunity will come to you you will jump on it on the other hand poor will always find a way. To walk away from Opportunity one good.

Example of how the poor attitude will dominate is when you say well you try to find why this opportunity will not work to give you an example like Let’s talk about rich examples attitude versus poor attitude by example so if we give you an opportunity to go to meet.

With a celebrity and we say let’s give you this opportunity and say let’s assume this event this has cost you no money. Just you goes in and attend so people say oh you know what there will be a long lines this event will be very well attended I will not find a close parking lot I will find. Long lines are you serious this celebrity would be in there.

However if somebody was rich attitude will jump on the opportunity OK let’s go check it out let’s to get a bus let’s go by train so you look at it in a while somebody is going by train because they don’t want to ask the question about parking lot and. Just walk from the train station to the venue to meet this particular celebrity on the other hand the poor guy will say OK I have a car and drive my car I want to park downtown I want to go to this venue if it’s an immediate demonstration of how what it should look for an opportunity to grow or to meet somebody versus a poor who will not find it so many times when we invite individuals to workshops or seminars. They say oh you know what it will not work this guys will be safety they will just say last they said our stuff which will not work without even examining it out there people will go.

With open mind and say let’s look at if they have an opportunity for me and then they evaluate.

You are now listening to with me I’ll be ultimately.

Number seven.

Attitude of friction versus poor rich have large libraries they always have contact they have information access however is a poor attitude will not appreciate libraries will not appreciate contact they only have a very large T.V. in their.

Living room and they watch this T.V. I’m not saying that rich people should not have a T.V. you may have a T.V. one or two or three or four. The amount of time you sit in front of the T.V. not getting information in but just watching the show was shows and different.

Places to just let the time Best Buy It’s a complete different attitude of a poor guy who wants just to lose time however on that side they have libraries so you may have a T.V. as a poor as a rich individual however this T.V. will be equipped with libraries and information which help you grow or help. Your business will have to sell to grow.

That number have.

Some six number six.

Differentiation between rich and poor is rich will continue to learn.

They will continue to apply what they learn so our rich mentality will always be looking for information and looking for opportunities and look and they do have the large libraries where you they withdraw this information from as I try to match the opportunity on the other hand the poor people only know how to earn so they look at earning and how much they make Brouwer as the decision or the great area so they don’t take actions to learn and develop themselves.

In number five.

Rich people will trade money for time so rich people will buy.

Services which will save them time. On the other hand poor mentality will trade time to money and when you trade month time for money you will basically work hard. On an hourly rate so if I ask a question if you have an opportunity to hire someone to do the job. Will you hire him or not.

And usually people will say we don’t afford it so if you get somebody expert to do something which she want to do.

Any any any function. For sure an expert who is doing it on a daily basis.

He will do it in a shorter time then you will start to learn how you do things. And then you do it and when you do it you will not be effective you are NOT be efficient and once you are not effective and not efficient you spend more time trying to save a little bit of money.

However if you come up with the money upfront. And you give it to someone this expert will take it and save you the time and you can achieve more stuff in the same amount of time because this particular tasks are paid for and done by somebody who will not take the long time as you are to know to learn.

And this is one of the main differentiation when you approach someone and say here’s the service I can do it for you I’ve been doing it for others it will cost you that much they say oh you know what I can do it myself.

And they spent time trying to do it to save a little bit of money and they spent a long time and they do it wrong and they don’t buy the stick it comes to a story which is always an example here there is a factory working and this factory in suddenly has a problem and they could not get the production to sustain the level. So the owner of the factory cola called few individuals so one guy came in and said you know what I will say I will can fix it for you it will cost you one hundred thousand dollars plus parts.

So the owners ask how long would it take you.

To fix it the guy said in a couple of hours.

You are now listening to with me I’ll be ultimate.

Or maybe less.

So he looked at him and said hundred thousand dollars for a couple of hours.

Then I said yes it did not take me a couple of hours to learn what to fix.

It takes me years I learned this over a lifetime experience for me so what you are paying for it is not the work is learning I took and I apply as experiment I have and every time I failed before and I coming back right now and trying to do it and learn how to do it and that’s why I can do it for you for two hours like I said No no I don’t need that I will find other solutions and then he starts this owner to bring other people who claims are experts come to him and say yeah yes fix this powers they actually exist part and the manufacturing line did not work it always have this defect defective outcome where nobody was able to fix so after one month when this production line was not working and this owner was paying all the salaries for every single employee here he called up the other guy and said you know what the very first one said you know what I’m now ready to pay one hundred thousand dollars he said sorry sir now my rate is two hundred fifty.

The owner said oh you know I have no other choice you have to come and fix it because I’m losing revenue I’m losing income and the same time I’m assuming all these expenses So this expert came in and said you know now we have a different deal because all the other individuals you brought in before me taking the job they actually make the problem worse and worse they wasted your time they change wrong things they make a system much more so at the end of the day this particular factory was able to the owner was able to fix his factory for close to half a million dollars.

And the factory start to work in a couple of days. So if I am the owner and I know the value of being out of work and paying all of this extra expenses.

Measured may consider early on to make the plays or money. To trade money for time not to trade time for money.

Number for differentiation between rich and poor as.

Rich will take steps forward when they are afraid when the other one concert and they don’t know they start to move forward.

There isn’t for you this is.

Urge people will always feel comfort they also feel they have a plan and the backup plan they have a way to go so if you if you maintain the original telethon. And you try to push yourself forward the more you are afraid the more the unknown are the more the.

Opportunity will.

Raise itself in front of you and you don’t know what you are getting into it you will move inside this opportunity on the other hand the poor I will run away in the face of fear the poor attitude will not late you know go in.

And experiment experience what.

The opportunity yes here are afraid you will always have a fear you always say it will not worth.

However it can work if you have the right set up.

Rich people will invest for the future.

So when the rich guy will have the attitude of investing in the future he will join programs he will try Who will he will spend today investment money not Coast money because he can see in the future the revenue which can be built.

On the other hand poor people will spend for the day so a poor attitude. We’ll get and count how much we spend today and they will never consider their revenue or return of investment coming in the future. Because they don’t have the mentality after.

Considering the outcome coming they always look at how much money it costs them not what the money invested what money they invest as this will drive a very interesting example like if we look at education for example in any university how much you invest in your kids to get educated and if you understand the stand education correctly when you invest.

You will be looking for a return of investment so if you want to do our M.B.A. or a master in business administration. You will invest close to one hundred thousand dollars and after two years of the series of working on the end your M.B.A. you will be looking for a better position which will pay back the money.

You are now listening to with the ultimate.

However poor attitude will say oh no or one hundred thousand dollars Why do a cost me hundreds of dollars today.

If I have this hundred thousand dollars I will not spend it because I cannot see that return of investment in the future so if someone will offer to you a five thousand dollar program ten thousand dollar program where it can demonstrate that you can use this knowledge and only use this knowledge you can make more money in the future they’re each people invest however the poor people will look at the money as a cost. That second.

Differentiation between rich people. And poor people is rich people are disciplined about time they understand the value of the time they understand how to use their time because as the very beginning we talk about writing goals down looking for opportunity having libraries trade money for time and they take steps forward when they are afraid they invest in the future they are always disciplined about the time they know how much their time was. They don’t do stuff where you can hire experts doing it in a shorter time because when you get it done it will help you making a better investment for the future so why do you spend your time doing stuff where somebody else can do it on the other hand the poor people don’t waste time.

And we all get into a debate like what do you mean was wasting time like if I go to the grain or I would so I would door activities and said and meditate. It was doing time.

The answer to you is how you use it if you use your time to meditate or to take actions to be a better person to try to act and help people around you or try to enjoy to feel yourself up to talk go to your next chapter of your your knee you are very cautious about your time but when you just spend your time in front of your large T.V..

To just kill the time do you have ever decide that you want to do substitute just kill time. This is what we call it Wisting time so as I reach attitude we never kill the time we always find a use for the time. The last and the very first differentiation between rich people and poor people.

Is Rich people will have mentors will ask for guidance will try to learn from their men. Experience.

How to take advantage and don’t spend too much time doing stings which is people other people figure thousands they can move forward the poor people will try to figure out for themselves like they do do it yourself how many of us can can do it for themselves it’s a big question and I have to ask you one question in media question when you try when you look at your car and your car has an issue when you fix it or you take it to the mechanic to fix it you just do you do your own oil change you know that that is easiest job on maintaining a car is to to change oil. To do an early change. When you try to figure it yourself or you give it to an oil change place where they change your oil.

Definitely many of us are on the ridge side they will just go leaves our car go to work and come back and base the barrels for an oil change we don’t get ourselves into changing the oil ourselves and to be honest if you look at You Tube or any of this video information you’ll find out that changing out is very simple in your car and you can actually do it but why wouldn’t do it because we don’t want to figure out our salvage just it does not worth our time we have we can make some more useful use of our time by just giving somebody else to change OUR got our car or oil so we don’t have to do it so they’re rich attitude again is a poor attitude is what discriminate and what say if you are rich or poor to summarize it there are nine differentiations between the rich and poor rich sure right goes down I would advise each one of you to take a sheet of paper spend. Five minutes and just writes three goals.

Writes three goals of today Rice three goals for the week right three goals for the year right three goals for the month and.

Figure out ways how to achieve your goals they each People are always on the look for opportunities and they grab this opportunities and they take advantage of.

Which people usually have labors. And they look for libel is not lost Stevie’s.

Rich people they will continue to Lord they trade money to for time they take steps when they are afraid they invest for the future and they are very disciplined about time and they always have mentors who they learn from their mentors how to move forward my advice to you if doesn’t matter how much money you have in the bank look and adopt. A rich attitude and you will make a change in your life I will leave you with this word and I feel like this episode play subscribe ins about cast and listen to the other material I have overs are you are always welcome to send me feedback is our on my website or on. The comment line be underneath my bot cast and have a good day.

Thank you for listening

Todd Hirsch Open House, ATB Entrepreneur Centre – Update on the State of Alberta Economy, Dec. 9, 2016

Todd Hirsch Open House
We’re putting on the coffee…

Please come and join Todd to chit chat about anything you’d like (economics related, of course).

We hold these coffee chats at Calgary’s Entrepreneur Centre (almost) every month (when Todd is not out of town speaking). It’s your chance to bring up questions or issues that have been on your mind.

Grad school friends when the while about the economy it’s a big topic on everyone’s mind right now in Alberta. There’s no question that having service struggled through two years of recession. The question that’s on everyone’s mind is what comes next for a further twenty seventeen really the question Are things going to prove or turnaround and the answer to that Israel we say away with being a communist good.
It’s a bit complicated when we think of what I guess triggered the recession for over there was only really one way in on a change and that was the oil prices went from one hundred seven dollars a barrel down to twenty seven dollars a barrel at the beginning of this year and then having recovered modest but certainly struggling to you know get above fifty or stay above fifty. So it’s a challenging price environment for producers promise and that has been the whole reason.
In fact while it is fun to these two sectors years. Tracking the drop in oil price. I think it’s a stark reminder of how dependent this problem still is on one simple commodity. But talk a little bit about you know do we need to diversify or how does that happen. You know a little bit but of course we are we remain very dependent on the petroleum crude oil to kill. So twenty fifteen twenty sixteen two consecutive years of contraction and over. This economy.
You have to go all the way back to the one nine hundred eighty S. find a situation that is as serious as this in almost every respect the way you look at the data and then teach what works more hours and I think we will in fact get to a situation where it’s as bad as the T.V. spot for a lot of people if you were the work rate the arrow or your kids are without work or you’re watching your friends loose or jobs. Absolutely. Meals as bad as the 1980’s.
Even though statistically it may not be but when it comes to the job market in the labor market that is where people actually connect with what a recession means for them first. So I guess there’s two questions. How do we reach the bottom in the energy sector and how do we reach the bottom. You know for this economy for the first question or for the answer to that first question I would say that the worst of the price downturn we believe is close behind us so we don’t think we’re going to test the oil at twenty seven or thirty years the U.S. benchmark price again not in this cycle. Anyway I mean that who knows in the future but we do think the oil prices are likely to remain in this forty maybe fifty five dollars range.
That said we have to recognize anything is possible. Anything could happen. Two years ago I would not have said it was likely that oil was just thirty dollars a barrel but it. So we have to always keep in mind that you know anything could happen a year from now or even by six months from now we could see oil at thirty dollars we could see that eighty dollars. I don’t think those scenarios are very likely Instead our analysis suggests that we’re going to see these prices continue to trade trade between about forty five maybe fifty five dollars a barrel. And they are thinking and I’m not I’m not an energy economy so it’s not my area of expertise I collect my information from other smart people around me but in our estimation OPEC does not become as morning to factor going forward as the U.S. shale oil or oil.
So although OPEC if they decided once again that they don’t that they want to flood the market with well they could push prices back lower hasn’t worked out really great for them and in fact I think that’s one of the reasons why OPEC has decided to agree to. Some supply because they too suffer with thirty dollar oil going forward I think the more limiting here the more important factor is the U.S. shale oil production and that doesn’t change. I mean OPEC gets a bit unpredictable and depending on who’s giving a speech on any given day agreements come in agreements go with OPEC. But what doesn’t change is that U.S. shale oil production and that in fact is what I think will limit oil prices on the upside and that’s why they’ll struggle any time they get above fifty fifty five dollars a lot of that shale oil comes on the market.
So we think that’s the environment we’re going to be looking at here for at least the next few years in Alberta is probably a coward oil prices at around that fifty or fifty five dollars range. I mean where they’re at right now. So that’s I guess the good news and bad news is the good news is fifty dollars oil is better than twenty seven dollars oil are the bad news is fifty dollar oil for a lot of producers in this province that’s still a challenge to price. Now we’re starting to see some green shoots we’re starting to see some optimism come back very gradually into the energy sector we saw some of this announcement yesterday some positive signs that
they’re going to resume some bits of their investment in their projects and that’s positive. But going forward. I don’t think we can count on the energy sector in this province to be that really super strong driving force in growth and that’s what we all sort of got used to between twenty ten and two thousand and fourteen when this province was growing at four or four and a half percent real G.D.P. every year and that’s because this the energy sector and the piles of investment into oil sands projects and conventional projects. That’s what was driving all of the activity. Going forward with oil. Maybe more permanently at around forty five to fifty five.
I think we can. No I don’t think we can expect the energy sector to be that strong driving force. It will still be there. It will still operate the better equipped with the better position companies will will operate profitably. But we’re not going to see a lot of investment come back we’re not going to see a lot of employment come back and that is in fact what’s going to sort of pull growth backing up early twenty’s. So in other words we’re expecting the energy sector the petroleum sector in twenty seventeen to stabilize with oil around fifty dollars stable is better than two years of a contraction. But it doesn’t yet bring back growth. Now a lot of people in this province are going to be waiting and watching course when when this employment sometime in the energy sector. So that’s the first question have we reached the bottom of the petroleum sector I think we’ve seen the very worst of it stable will be the new word for twenty seventeen and maybe with some modest growth from twenty thousand and be on. However when we look at Albertus macro economy and when we look at the labor market ticket here is where I don’t think we have quite reached the bottom yet. And this is the part of the chap that I don’t like talking about because it is around the job market where people do become very emotional vested in what’s going on because obviously people are concerned about jobs jobs for themselves opportunities again for their kids or their neighbors. Now if the current president were sitting at nine percent unemployment in Alberta ten point three percent in this city that is the highest since the early one nine hundred ninety S. and Calgary now has the dubious honor highest unemployment rate of any major Canadian city. This is not a scar used to being in that certainly not one we like being in but the reality is there are tens of thousands of people right now with no jobs and if you pile on top of that the people who are technically employed but there may be employed part time. There may be employed doing some contract. Work. It’s not permanent. It’s not full time when you pile on top of that people who are perhaps underemployed. They’d like to be working more hours or better pay then of course it’s not just ten point three percent. It’s probably closer to twenty percent of health care. It’s rather without work altogether or they’re struggling underemployed. So when you start to think about that. I mean that’s a fifth of Calgarians and it’s no wonder that that the mood in the city in two thousand and sixteen has been has been quite dark and in some cases kind of an angry mood but I think we are reaching I don’t think we’ve reached the very worst of it yet with the labor market. I do think the unemployment rate is going to climb a little bit higher into early twenty’s seventeen the way these economic cycles work when oil prices started to turn down where it was until about eight months. The fact that Congress on one point started to rise there was a lag going into the recession coming out of the recession and twenty seventeen and by the way our expectation of coming out is very very modest growth but coming out of the recession in two thousand and seventeen. We think the labor market will also play in other words we’re likely to see it climb a bit higher before it stabilizes from somewhere around nine and a half or ten percent or were offered up and then gradually start to improve after about. So we’ve seen the worst of it. We think in the energy sector but for Alberta the some macro economy and for the labor market. We think we have a few more months of tough sledding here before things stabilize and start to move before I start talking. There are some sectors in the province. Pardon me. There are some sectors in the province second T.V. view quite well and we think that this is where the modest growth is going to come from in. Seventeen. It’s not going to come from the petroleum sector but we do think we will see some continued growth in sectors like Egger culture neighbor food forestry all of that one comes with Macau the help talked about and tourism which is probably set for another record here and twenty seven thousand now we have to understand forestry agriculture tourism. These are the second third and fourth largest industries but even taken as a group they are more by the petroleum industry. I mean it’s not even close. How far they trail behind. Nonetheless they do provide some some balance and some diversity and those are the sectors that are growing right now. Now the cabinet with the forestry sector and forestry much more important for our communities and sort of the West and Northern Africa. But the cabinet. There is the software lumber agreement with the United States has expired. There is no agreement in place and expired over a year ago and now with the new with ministration coming into the White House. You may have heard there was an election about a month ago and some interesting changes on the way but it’s anyone’s guess. In fact how that softwood lumber agreement is going to be negotiated. But I would I would suggest that on balance it’s probably bad news for the forestry sector in our fantastic course with Mr Trump being more operational they were there in dollar terms I don’t know that’s a good question and it’s not it’s not large especially I get compared to the petroleum sector it’s it’s miniscule. I mean it’s much more B.C. but there are there are communities that grab her Peace River Rocky Mountain House there’s a swath of communities along the western and northern fringe where it is an important driver. So I wouldn’t I wouldn’t consider it. You know a large industry but it is one of those base resource industries and it’s one of the industries by the. That tends to do better when oil prices are weak because the forestry sector keeps for labor almost directly with a lot of those oil and gas providers produce so it’s not huge but it is it is still a base industry that does help provide some diversity. Yeah. So the hockey season you want to be out there but playing back to the culture was one of them is a pretty useless for the cows will need to replace just need them but now as a warning of these orders are you talking about the bowing to Bergamo says yes yeah. This isn’t good news at all. I would say at the present. It’s not a catastrophe because it’s still contained but we don’t know I mean it’s already spread more than two to one branch and I think the last count is ten thousand have to be put down. So that’s not good news at all and we’ll have to watch the story to see how it evolves. If it does turn into a bigger issue and it eventually leads to perhaps a closure or a ban on exports. It’s not at that point yet but it’s not to say I couldn’t get their souls I’m quite sure for them but yeah it’s and it’s not it’s not good news for the cattle. So one more thing. What I think about that the better business and agriculture. So we can think about traditional agriculture is how we can know those are the three kind of cattle prices wheat prices are kind of weak right now and although it’s it’s it’s kind of OK wasn’t a fantastic product here in Alberta depending on where you are especially around Edmonton and central orders to where they had a hard time getting their crops are better conditions in southern Alberta. It’s always kind of money even for our poor farmers that way but we’re more optimistic these days is in the opportunities around Small me shagger food producers they’ve actually been doing really really well and I think there are sort of. Capitalizing on a trend around more a growing consumer demand for locally produced goods in some cases organic foods in all cases smaller meat production where there is no better information about the food in other words trends consumer trends around food are moving away from highly processed manufactured food succumbing to big factories and Mississauga and they’re moving more towards the niche locally produced players and I think Alberta is capitalizing on that now we have to you know keep in mind it’s still a very very small and organic honey production in fact the hour this morning was about and it’s increased seven fold thirty years and over down. I’ve worked supporting it. So but you know seventy million dollars in honey does not start to replace you know crude oil as a drive her in this economy but to starts to help when you start to see you know thousands of Agra who producers all each players all at the local small low level but it does start to provide more of that first of the income and industrial mix products. So just to wrap up and then I’ll stop talking turn it over to you our forecast our most recent forecast came out November second and we’re now calling for a real G.D.P. growth of two point one percent in two thousand and seventeen about half a percent of that comes from the rebuilding for me which is not the best kind of G.D.P. that you would like to see because we’re really just rebuilding to get to where we work but nonetheless that will provide or that will involve some spending and some some boost to the G.D.P. in two thousand and seventeen and the other one and a half percent comes from those other sectors so we talked about Agra Foods tourism up some forestry. You know none of that growth there. The energy sector does not yet make any contribution to G.D.P. growth in two thousand and seventeen. But on the bright side it’s no longer an says a drag pushing over a bit into truck. So two point one percent that is I guess good news we think that technically the recession will end next year but again elevated unemployment rate for a lot of people. The fact that the economy is now growing again will be cold comfort. It will still feel pretty recession with an unemployment rate of around nine or higher percent. So with that I’ll turn it over to you if you have a question observation of your own. Yes What’s so well it depends on the year prior to the oil price downturn it was at about twenty five percent. So I don’t actually know what it is going to be in two thousand and sixteen. I mean we’re still twenty sixteen but my guess is it will be somewhere closer to about ten or twelve percent that’s only a guess like roughly where it was enough to really direct threats to all the other things that struck an industry manufacturing which you know where it is largely refining of energy products. That’s all kind of separate so that twenty five percent two years ago or maybe ten or twelve percent now that it’s just oil and gas production sale time I actually don’t know what that is probably someone some estimates have been made but you know you don’t have to it’s. It’s hard to find anyone in this province who is not directly or at least one degree of separation away from the energy sector. You know even financial services. You know like to be worked back to by the energy sector. We have a lot of clients who are energy sector providers and in business services all of those drilling contractors water hauler they’re all considered as business services when stats can be calculates the P.D.P. but there are business services that feed directly into the energy sector so they really had an extension of it. So once you start to count all of that even the restaurants downtown Calgary you know while they’re full of oil and gas for a cocktail hour or so in that respect those those particular restaurant to really kind of the heart of the industry to go for that ten year green ten years might be a bit big yeah. Several years. You know and I always caution people not to get too worked up about this is this is a typical powder. I’m going to carry nine hundred eighty nine and at that time Kalra had just gone through another building boom and they were all sitting empty. You know when this happens you know six here is the big and serious highly actually work or not for profit at the time in the early one nine hundred ninety S. and we had fantastic work with Rob We’ve had plastic office space and what this can tear a tower. I mean this is way too much as a brand building way too nice a space for it. Scrappy. Not probably work but it was donated office space and we just had to pay the heat the lights and it was a charitable donation for whoever held the lease on that. So you know you see the stuff in time and time again. This time around. Yeah twenty five percent or even those towers it’s going to fall higher. It’s more severe than other downturns. But this is this is a normal cycle. What it will be a little push on the rigs or the rents. On that space which three years ago. I mean companies from outside of oil and gas they would have looked at Calgary because office space was just too expensive and now it’s all on sale. I mean you get some really neat space so that helps you know promote more diversity that way but it is it is going to be rough for the leaseholders on the space ship so much of the port has not been flipped over on doing good and we know that we are the show here was not good for so many cuts over with for people out there so can you just explain how do you see this because this is a minute. Exam before anybody of us would like to figure out what has to go. So what are the kind of fall for this perfectly of course how they can for the away from the oil short because we just of these are largest. Robin and gas shores and this is how we want to put it on the street you know it was not stand it was just so how we move how they would like what sources they get the car if they were able to get like on other other other other kinds of trade shows or other sorts of tourism work. Well that’s a good question. I don’t know I have to make you refer to someone in the travel and tourism industry the ones who actually work on trying to advertise the gallery and sure of these big groups. I do know that our Rotary International is Calgary it’s now exploring making another bid to have rotary come the very last international one in Calgary once I think in the ninety’s and it was the single largest bench tourism forecast ever. Still I mean by anything else. So there. Looking at it another big sometime in the I think in twenty twenty or beyond. So there seems like doubt but the outside of the energy sector if you’re looking at the different industries. I don’t know exactly how the tourism. You know Calgary conventions tourism convention how they would go about doing that there are other opportunities. Oh well the Canadian dollar. Well it has been moving sort of lockstep with oil prices to some degree but the bigger influence I think on the comedian dollar will be any surprise surprise from the U.S. Federal Reserve. Now they’re largely expected to raise rates next week. I think it is a research interest rates in the United States or a surprise move or even a statement by the Bank of Canada which is not expected to raise rates for a long long time to cover and that’s why the Canadian dollar is no lower than than its traditional value about eighty to eighty three cents right now it’s lower than that because the markets are anticipating that rates in the states are going to go out and they’re not going to go up in Canada in that time. Yes. So if there was a surprise move or even you know say the benefit Canada loses all sense. Tomorrow it makes a speech saying we’re going to raise rates in January and catching markets you know are they’re not going to do that by the way but if they did do that. Well that would you know really drive the comedian dollar up some who are if there was another really dramatic change in the oil prices or maybe some of those other prices a little more and then yeah OK I’ll stay out here the other issue being everything. Like oh my goodness. Suddenly Yeah. So we’re talking presidential real yes officer right. You know actually I mean we’re two years into a recession that real estate prices. I was in prices have been remarkably stable. I would not have expected them to be stable as they are certain segments of the market especially here in Calgary the condo market is down and the ten million dollar properties are down but that’s because they have a there’s a thinner market for those buyers anyway and they built a condos. But even those I mean condo prices and in downtown Calgary. There are boat you know five or ten percent but those single be touched bungalows that kind of mid range. They haven’t even really much at all. They’re down maybe two or three percent in Edmonton they’re not even down at all so adamant and it’s not getting hit as bad as calories in this downturn and I think it’s because going into the recession. Both cities real estate markets were very healthy balance. It’s not like we were going into a recession with a bubble already built built in and that would have been the case back in two thousand and six two thousand and seven. Then you could see house prices in that five percent or so are coming out of it. I don’t see a lot of growth in housing prices and twenty seventeen. But you know you could also imagine a situation where it becomes clear to everybody that OK the downturn in the energy sector is behind us oil prices are back above fifty. We have some pipelines in place the group shoots of optimism start coming back and then you could start to see that spillover effect. What’s driven Vancouver’s real estate which is foreign buyers. You know then you can start to see them stepping up trying those already experience and you know car is only an hour flight from Vancouver so you could start to see some improvement real estate buying because of that importance. But I think it’ll be a while yet before. Calgarians are starting to feel comfortable enough to start beating up on was because I don’t know when the rates are going to be. I know it’s a possibility. It’s a possibility. Sure yeah I mean we could see you know lower prices in the first quarter of the year which is traditionally a lower buying season by the time anyway. So yeah. Depending on the exact property that you’re looking at it’s possible for sure but I wouldn’t see you know I wouldn’t see another five percent drop out of. Oh oh well I guess when we think about that oil price I’m I’m referencing that US dollar West Texas Intermediate range price as one of the prices. You know there is Brant prices for Europe and Asia but that W T I. Prices mostly influenced by well two basic game supplying demand we think demand will continue to grow modestly. I mean will conditions start looking slightly better than they were a year ago especially in the United States right now with the new profit ministration coming in cuts to taxes spending on the structure that’s expected to have a stimulative effect on the U.S. probably energy consumption. So we think demand is going to be at least a modest positive for the price but then the other bigger issue has been supply and that’s where I mean over the last three years we’ve seen by really come on to the market and that’s what’s driven prices so supply. Then again it gets back to those two things. OPEC what OPEC going to do is OPEC really going to agree to these supply limits are they really going to hang together because Mr Putin and Russia are going to cooperate. Sounds like I mean from their most recent talks it sounds like yeah they’re going to agree to withhold some supply and that’s a positive price but we don’t know with OPEC precisely I mean like I said earlier they could meet tomorrow and decide no we’re struck on that whole agreement and you know well prices could fall back down with more supply but probably the single biggest factor right now for that town on oil prices and in our estimation is that is the U.S. shale oil because under no scenario does that go away for a while its technological advances under a lot of the oil in the United States. They keep finding more oil a big discovery in Texas. What happened to this explorer all of Texas already I mean now you’re finding this but it’s because of the new the new shale technologies that they’re there. Now even if you extract oil reserves. So those are the two big things three years old this one is not really like three years. Yes All right. All right. All right last word yes. You’re getting it and you’re absolutely right. And this question of diversity comes up all but the question that’s never answered it was the word we need to go first. By This is where the problem was we need the provincial government to say the energy sector it’s hard it’s hard to say if there’s a profit motivation to do a business will buy person if there’s not a profit motive how we meet that pronoun. How do we make this happen. And this is not that we’ve been trying for forty years and I think really well maybe we should always look at the ones. Take a look at how life was right. You were right all right. If you say no they just really sustain this true. Here’s my wife three years. Yeah yeah yeah yeah probably. Back inside those plates where they didn’t touch. The well that’s a good question. I don’t know if I’m the best one to answer. I would find it hard to believe that there would be a slew of outside capital coming in simply the amount of investment to be made. It’s going to be quite small. At least compared to where it was three or four years ago where we did see a lot. So I guess increases in capital spending are going to be pretty marginal I think the combined seventy but I don’t think it’s going to meet the level of the cycle. But other people in the industry might have more knowledge that. Well there’s a lot of things actually favor of tourism candidate over every one of them of course it’s the other it’s the U.S. economy’s doing well the point six percent unemployment. They’re not every one of us doing well but by and large the economy it’s kind of back on its feet and that for most tourists tourism especially China. I think there’s a lot of scope for expand there. We hope that the name of the airline from Beijing has a nonstop calorie there’s a lot of you know consumer dollars trying to get down there. I think more of them are going to be looking for those experienced kinds of trouble and I think what this is about. Now the other thing that starts to place. Twenty six calling this magazine. There was some trouble website and I don’t know if you’re probably right. The front cover of the twenty best place for all this point except by the city. I mean this is National Geographic and it’s radio so I mean all of that helps for sure in the twenty fifteen twenty six consecutive years in a row of record tourism business and I think twenty seventeen now is the new Y Y C. I know comedy right now. I don’t see why we just can’t disprove everything you know really just true sets every year but you never know. Every everybody else. Great pressure and interest obviously somebody in the movie more so there is going to be a big push from the government industry for today and I think you’re smart people but I’m also interested in what they don’t know better when it’s. Already here so far I don’t think we meet your ratings right now. So I think there’s a lot of those poster children for their technology for free from free trade very well. Yeah there. I mean you can always there really last dance where you are sitting there a shower while I was terminal is also not true but I mean you’re sitting senator I’m not really in will be the player and that it really is the Chinese word technology but it requires leadership three years old prove it’s right not to do that you know I’m just saying you know what people are afraid that there’s a lot of very old players throughout all this for three years. All right. All right all right. I don’t know it’s a great group. Oh this theory was here in this file here a lot of it right. So I just call home.

What is Wrong With Your Presentation?

Welcome to with Wael the ultimate Show .
Almost all of us will present and at the end of our presentation. We will not be able to know if we really engage our audience or we will basically they’ve heard our audience a way. Many of us will say I did my best. I had lots of content. I taught. All my knowledge but the audience did not really

engage with me and audience did not get me.

Did not join my program or did not join my. It were a mailing list or they did not take actions I didn’t get called back up as a percentage.

So the question is what’s wrong with the presentation because if anybody. And and everybody stand over there. And present you all must have at least one in the audience call you back or come back and ask your question. So the question is why the audience are not here for you.

So my question to you

is what do you do in your presentation.

Audience will engage with

a good content

audience will engage engage with good sic which. Audience will engage with a speaker who will be

dynamic enough and provide the right material in the right way so you can be able to talk to them. So what is the top of challenges for your presentations. Why your presentation did not work.

My name is A while back that we have been professor and

and structure. Mark Terence sales from the stage specialist and I’m here to share with you. The secrets I have

on how to engage my audience so I can achieve results by the end of my presentation. I have been around for a one thousand nine hundred ninety two and. I during the years I was able to

collect and figure out

a few tips. And a few things which will work for me and work for anybody. And from my education my my practice my experience. I developed a system which is. I cannot tell you it will guarantee

a ninety percent engagement which is I can as a matter of fact because whenever I apply my sequences and my systems and my in my classes and my audience usually. It is not hundred percent engaging is about ninety percent engaging. But I would guarantee if you start applying this tool you will immediately have results and you will immediately have engagement and more audience will come to

join your program or ask you follow up question where you can sell or do

help them with your program.

If they want to ask you what is the top challenges for you to

provide an engaging sequence out there in

your fear and your ego

confidence and your trust that what you know is better. Which is not necessarily true

will be the main

number three challenge you have because many of. We have an eagle many of us will say you know I want to do a contant I want to do a demo I want to do I want to do but. You never ask yourself what what what about the other side. I did have one of my clients his.

Healer and he was always feeling good about his methods and the sequence. He was feeling good about his is missing. He was feeling good about what he can do for his crimes. So he will always stand and talk about what exactly is doing.

He wandered around for about two years and a year and a half to two years and he usually have between two to four clients a month

I met him and I present to him what I can do for him and he he said like this my last resources let me give it a try.

You are now listening to which way I’ll be ultimate show.

When I

modify and I suggest some of the patient what he’s doing for example he does not talk at all about his own program and his own techniques. He would converse most to moderate clients from his audience and it when he was very resistant he did not like it.

It took him five weeks to be convinced to try and in the first two weeks after that he was able to conclude between seven to nine clients on his working days which means

he had roughly more than twenty plus Comodo new clients a week.

So as a part time here there who’s looking at these numbers. He made a decision to move for out from his full time job and just focus on healing.

So if you would your figure ego and you’re a confidence and you’re feeling. That what you know is good and you try to apply some other tools when you’re stuck. It’s maybe the way

to Day In particular I was in IP presentation and the presenter wanted to do. I’d like them all and she was so concerned about so many

things which can go wrong. So I step down and I ask you know what you why do you want to do them. What is the reason for you to do for me and them. You know that you don’t do a demo because or you must not like my advice you must not do them. It’s not because everything will go around assembly if you have one thousand minutes to twenty minutes to ninety minutes presentation. How many of us who are really learned something from seeing a flashy screams. Even when we have three hours working groups for hours working groups and each one has its own computer which is on interface. And is trying to fix a problem. Not everybody in the room will follow and understand what the reason for us having a demo or having a life hands on session. So if you want to do a demo on your presentation. You have to be careful because there is no need for a demo I.E. went into so many of these financial advisor presentations and investors and sister to shoe all of the Steve’s tables having stock and numbers and how the stocks are changing and what the high performance companies and what their strategy is I stop there and that’s Ponsonby question what is in it for me why you show me the stables as a matter of fact if I am hiring you as a financial advisor or investors of my behalf. I am hiring you so you can take care of these details and these tables so I don’t have to see them. So if you come and say I will I will use your money and this is a team as you have to say you have basically defeating the point. So I went in and

I want to say that you need to value what you get what you give your audience every single second in your audience. It must to have an evolving procedures toward your journey or your program. You never go and just do the stuff because you feel it’s cool coming back to the demo. I even asked some of the partner of this particular individual which is for just a sec of


upset anybody. I didn’t want to say Who was she. But who was he. But I spoke to store three of her partners on or her colleagues in the business and each one was surprised why you cannot give it. Imma be able to learn from them and I say wait a minute wait a minute. People will never learn from them at them or is has no

place in an introduction presentation or an educational presentation at them as a filler that you want to tell everybody

that I am not here to give you more value other value is done now we have to see how it works if you are telling me what the valley on the other Use your business what it was your system. Why do I need to hire you. He would ensure me how to do it as a matter of fact when we talk about presentations. We always say you have to answer that five W.’s and this W. as I say I was selected not because my first name is why all this deputies are selected because it’s how people runs a business you explain the five Ws you never show the help at them and it shows how if you show a demo it means you show me how what you’re supposed to be a keep secret. Now if I move away from this point and say OK so what about if the demo will fail for any reason Internet blockage server down some. Saying ground. I don’t know any of these reasons will make you look like a fool if you can show me a demo which is connecting on different servers and you say I will show you now the demo and this is there was not work.

You are now listening to with my L.B. ultimate show.

It means you are not good.

Thats it.

So when you try to show them as you have to be careful there was no place in any presentation demo has a place only in working sessions and you have to figure out how we can do it so. The second chorus sing I learn also is.

The second the challenge they have in my in this particular presentation I can share with you is you don’t take time.

You don’t take advantage of don’t take time. You don’t move. You are slowing moving move or if somebody will come and say I am showing you a sequence that or a message elegy to present to engage your audience and make you rock Blackstar Usually we are voices particular individuals when you have all these individuals and you take time to fix your presentation and the first explosion Titian have. You visited spreading their message out and the word out that you are not good.

You are indeed harming yourself and your business and instead of moving into an area where you are trying to rock as a star. If you are harming your business.

Don’t blame others and yourself if you gave two or three or four different presentations and all of them are not performing are not good. What what you will know about you. The see another performer. So what will happen in your next and after for the presentation. When you have individuals coming in. If you don’t engage in. Audiences audience will not come back. And this what you don’t understand

you need to make sure that you don’t consume your if real presence here to

reduce and damage your business if I say the second this challenge for presenter to finish their presentation is they don’t take time. They don’t take actions they don’t take actions on a time and there I can tell you one thing. If you don’t take an action to fix your presentation as soon as you have been told You don’t care if you don’t take actions now what will happen he don’t care about your business your business will not perform. You have to give a chance you have to listen to others. Otherwise it will not work. So

that last challenge for present or is

the present of themselves.

There’s other themselves are bounded by their ego the other day there was a marketing company which is amazingly interesting because when you see a marketing company. It’s trying to sell their own product as they try to teach we have to market and the main presenters are for more than one hour reading a script from his i Phone. I’m glad that you have an i Phone this what I can tell you I love the fact is you have an i Phone and my question to you is why you don’t have an i Phone seven. Why do you have an i Phone as an i Phone seven. If you are the top notch guys the market. You are now listening to with my L.B. ultimate show.

I never seen a presenter who just said that there is a script. And if the script will come because they say oh yeah I don’t want to miss anything from the government who cares about the government. It’s all about engagement. If you don’t know how to market if you I don’t understand how you communicate and how you market at present dish and how it comes you market your business as a. Company

you have to be Kerik careful you have to take care of the audience you have to tell the audience what they need to know they have to engage with you. Everything is an engagement. There is nothing

on education. Nothing on sales if you don’t engage me it cannot educate me is so central if you don’t understand this concept. You should not be on the stage. So when you come and say No no I want to use this because I forgot forget what

evilness wants to use

not they’re not bored because they forgot they forgot what

if you cannot know what is’ your present ation is not a society if you cannot talk about your presentation without having notes. It means you are not expert. Why would I have why when I was I listen to you. Why do you have a script. Oh please read the script and I can read it I don’t have to read English.

Oh you know what if I don’t know how to read English I will find somebody who can read it for me

engaging is not about script engaging is not about presence in gauge it is not about what you can do and what you can say engaging it’s a hard connection between and you and the audience. If you want to learn how to do the hard connection. Let me know I can show you

we have not. We had we have not been born

with engagement skills.

We have we did not but we were not born with

engaging sequences. We learned this tool this too. The skulls are level. The idea of having somebody was a Christmas to engage. I’m sorry. There is not such a thing this Christmas is resultant af. Lots of training and lots of process which is can happen at any time of your age and your career to make you the focus. Point is a focal point to make you engage with others. So

if you listen to this particular but cast.

I would areas you connect with me I will show you I will show you the minimum stuff you have to do you have to start to move away. We are the first enemy is in for you as present or you are someone was worrying about the too much let it go let the presentation go from your body let it go away. Give it to us. Don’t hold it back. Don’t try to articulate it right. I have been asked so many questions. How do I engage when I have an accent.

I have I And that is that their size one time when I was standing there in the front of a new audience for me and I said Do you really notice you have an accent. This is not we enjoy what you’re saying.

So accent is not a barrier your knowledge is not a barrier your communication is not a barrier. You are what you say is not a barrier your visual image visuals are not a barrier the barrier is you you are someone who elect to do. Interesting and acceptable tasks and statements from the stage which shut us down. I wasn’t I want to share with you. The story because it was very interesting. There was this enterprise she sold like her business for multi million dollars and she was coming and talk about how great she was doing and her journey away from her journey is wrong because you don’t stand there and tell and to pronounce that it’s Duff it’s difficult. You shouldn’t do it. I would not do it if I have a choice because this is our zone messages out there and the printer ship is fun and the printer ship is something you have to love doing it. You have to live and it. If you don’t live and if you don’t do it. That’s it. But our way from this point this particular individual stand up and just give us like forty minutes or seven minutes of stuff I would put the stuff because. There was no structure whatsoever and to be honest with you. I’m not sure why she’s on the stage. If you make multi-million dollar and you stand on the stage you have to be that you have to train yourself have to stand up to what sequences are you don’t stand on the stage because you are a successful whatever

it just it does make sense. There are so many speakers. I would say that are not so much at the printer but engaged as are so many people who made so much money and they don’t they don’t stand on the stage because they don’t know the art and science of it so she is standing right there.

Everything was done was wrong she has a microphone it was not right. This big voice was not right. The monotone she has was just so annoying all the stories she has assumed much details very long not engaging I said What is that. But before I really was surprised I have to listen to the following. She said Oh OK guys with a minute. I have to review my notes and you know what. And it’s exactly something she said from the state. I’m not good in the repairing the speeches. I would call my you know my my swords in a sticky and I started I glued them to this particular page

and sure there’s a page. So I’m not sure why you want to share with me that you have slobby. If I am having as you might engage with you as you might have a respect was for evil. Why is the value of you showing me the just loving slobby one who does not repaired Well why do I need to see that. Why did you tell me you don’t know as you that the only one who has a contest and the only one who has a content and the only one who know what you are teaching is Will is YOU not me. So if you stand and talk and say something which was not complete. Nobody cares because we will not know till you make a full disclosure and. The minute you make a full disclosure what could happen.

You are now listening to with my L.B. ultimate show. The minute you make a full disclosure I will not be able to connect with you because I’m not here. I’m here to see a role models. I am here to see individuals who devoted enough time to prepare for themselves to come to present in front of me if I devote enough time as an audience as a speaker as an audience or a guest to come to park my car and they my car which is not free. I pay my car parking fees and then I come and I go to Europe you own your own space edition and I climb the stairs and I take the elevator and I have to sit there and do it for you for YOU COME TO SEE I’M NOT READY by showing Misa sticky pads and then are you message guys out that you message. If you don’t understand the art of engaging connectors me get this together I’m offering it to you for no cost. Let me know you want to invite me for a coffee I will set you up for half an hour to an hour and I will show you the easy steps a sequence which can get you engage with your audience. If you have Siri or more in the room as a matter of fact if you have even one in a room. If you understand the psychology this logics Why do people come to here to listen to you. Not even buy but is different story but is different structure but is different. Six sequence. If you want to understand why do we sit and listen till

you should talk save your business. Leave your business alone. Leave your business. Where

is neutral right now don’t damage it don’t come and say I want to do this. I want to do that. I want to speak. Why didn’t I have to tuck and one more is one more thing I want to do before I close a particular but cast many of us will go and collect our friends you know

if I am broke

who is who are my friends

and the videos what broke like me

if I’m H Who are my friends people who are rich like me. So when you collect everybody in your organization and you say yeah we are a start up company and they want to present and we are doing just present ation let’s let me let’s help me and let me rehearse on your presentation.

You are presenting in front of the wrong audience because your partners in the company are people who work for you and the company your friends. I’m not your audience. I’m not your buyers. Moreover it’s one of them. He never present before because if one of them has a better presentation skills and you most likely as enter Pranav used to get at them

is OK now you guys you have a good the skills and you understand the audience. So why you don’t present on my behalf.

So the fact is none of them is presenting and you are the only one and you brand. It brings the guys who don’t present don’t understand selling from the stage or selling from a platform or presenting from a platform

give you feedback

to fix

your presentation

I can tell you one thing. This is we call it a blind leading the blind

blind individuals don’t understand the business don’t understand how to type don’t understand how to speak and what they do they try

and I have to use a word or try here. They try their best

to get you behind because I don’t understand. When someone rang his family and say I’m giving have this presentation tomorrow. Let me show you what I would present

his family will cheer out for him will say you know what good that you are the good that you know my husband you know his wife will say my husband you look awesome. Because none of this individuals what actually presenting this or your family

and even you can say I was given this example to there somebody said all but my own my but my family is a businessman is a business man and to pronounce it

with a minute or so of these are successful people why you are not working with them

the story is not to present in front of somebody who will

schmoozy Oh and say you are great. The story is you present in front of somebody who understand how the message can get across

the story is to present in front of the coach who understand the presentation how it works if any coach will tell you you start with your title and you start with your who you are and your mission and your various

fire this coach. I’m telling you fire. If you want to achieve results fire this coach if any present present or coach will say you want your presentation title followed by your man as in the very first right.

You have must fire this coach he just not the way it works. Nobody cares about your name. Nobody cares about your value nobody cares about your mission. Nobody cares about your wife. They don’t care is only about this information a certain point when they understand how strong you are and they see your market presence and then the stand. What that you can to give it to me.

Thank you for listening to went way out the ultimate shell. The very first step. I gave to anybody in this business. If you have a coach or a trainer or a mentor whoever will ask you to want your presentation with a title up front with your name and articulate your value and what you do for life.

I would tell you fire the fire this coach. I want to share with your story. I have business coaches that everybody everybody needs stage he would have coaches and you know what if somebody will tell you I don’t have coaches

you know you don’t don’t don’t really work with them because if you don’t have coach means you don’t develop yourself. You need some other set of eyes of professional eyes to evaluate what you do. If you don’t have coaches don’t work with you don’t work with anybody not have coach. And if I’m not

I don’t feel comfort to share with you who are my coaches there is a problem he has because so if you work with somebody. So I have my two coaches and

I as everybody you know like what is the business will start to show good the growing habit. You’re always try to bring your coaches to life seminars and say Can you show me how I can do better. So this particular coach It took me to a specific point. And now I’m ready to go to the next level.

So I sat there and I gave my present ation my two coaches came and said on a different drive a discussion. It was great. I learned a lot very engaging

I have two recommendations for you. So what he said why you should start with your title and this is the start was used by you or

your credential

I said. The squidge but why

they could not justify

and this is the exact moment I stop interacting with these coaches full stop. Why because when I tell you I don’t care about who you are till I know what VERY I will get from you

if you start with your title with your name. Nobody cares. Nobody cares about your value. I only care. Once I made a decision in my unconscious mind after working with you. So

if you are someone you are someone first enemy for your presentation. You are the one whose first you are the one who is doing all of this mystics. You are the one who will come and say I am not ready. I need this showers I need this piece of paper. I need a Tele Promp a.


if you cannot be more eyes your presentation let me know there are techniques

visualization techniques that still allows you to look in front of your client in their deep eyes and then wise what you want to talk about as a matter of fact that that’s technique of this particular methodology is will get you to the level that you can remember word by word

for ninety minutes without the rising anything at work these techniques valid. It takes about two hours to learn to stick nick it takes about maybe two three hours

to implement them to master twenty minute presentation

and if you want to be the masters of it. It may take a few rehearsals. So wasn’t three four days you should be able to master your signature presentation and you must have only one presentation.

If you want to engage me was any of your material. If you want to get me to sign up. Or give you part of my business you must have one presentation and only one. So I’m summarizing here what you have

and what I have been talking about is I was give you my view on my party of on the challenges which is stand between you and your audience

and the first number three challenges your ego and fear. Number two challenges you don’t have it don’t take actions of time and number one it challenges you. This is a while but are we

with you. I have the name of my program.

And as I said click on the link below. If you need to connect with me so I can get yo

just three

assessment tools to show you what you can do with your presentation or you can e-mail me at info@withwael

looking forward for your feedback. Thank you

Play to Win – Not Play To Lose

Welcome to with Wael – the ultimate show.

Your fire of desire. It’s part of your mindset

you are the one

who brought your fire up or what YOU FOR done. I have been around for so long and I have been seeing so many different individuals who will decide to move in a way or another.

And once they make a decision. They are the one who doubt their decision to move back and move forward. Their desires to win is function of how much they want to go against fear we call it play NOT to lose

only play to win and there is also another play. Which is you play not to lose? or you play to win. The play to when it’s an action which are programmed in your brain when you start to when you don’t look at obstacles you don’t look at barriers you don’t look at what can hold you back. You figure out you find a way you can move forward take actions and move outside your comfort zone under start to be vulnerable exposed.

Maybe scared but not feared. So you don’t have a fear

If you play too when it’s a long tour is a long term play. When people do play to win. They were actually takes all the challenges and move forward. And there’s no outcome other than winning. Today I had won I had to play to when I did what this take. So I can get my issues told in the way I would like I started first by defining what’s my winning and then I figure out a strategy to achieve this winning the question is did you think that I was a nice guy. Definitely in the view of others. I was not the nice guy.

I was the guy who was aggressively trying to achieve an actual And I was the guy I was pushing pushing forward in a every single way without any doubt in my life that I should be able to achieve this particular winning status. When you play to when it’s a mentality which make you.

I want to be frank with you if I have to reduce friends you can lows. Because they are not really your friends they are just friends to keep you back with them so they are not very looking forward for you to when you can lose friends you can lose lovers you can lose family members because the minute everybody will show. Uncomforted, you are moving forward. They try to pull you back.

The reason for them to believe is the reason for them to feel comfort when you play too when it’s an attitude. It’s a mindset. It’s your brain which Bush you forward towards the big game for the big play towards a big win. And isn’t dark. It’s reality. When I play not to lose. It’s a different mindset. It’s a mindset where how to make it safe. How to walk away with the least amount of losses.

Not the maximum when I can have I can ship share with you. Few strategies and few techniques and several stories hundreds of stories or a decision to play not to lose. It’s a sign of people life because I would say I’m comfort where I am I don’t want to play to when I don’t want to ask it. I don’t want to be persistent. I don’t want to push hard. I don’t want to get outside my comfort zone. I would like to just to win. At a level which is limited. I call it limited when. I play not to lose

it’s deadly approach. I would never recommend anybody try to play not to lose play not to lose the alternative of losing playing not to lose is to try to compromise. What you want to do. So you don’t lose what you want to do. Play not to lose it’s a way that you don’t achieve you don’t push hard you don’t push forward. And what will happen after that. as you try to make it safe your mindset is are not to lose. It’s a mindset what you give you in a status coat. Let me give you an example

if you are doing good in your life and you work and suddenly you can you have the opportunity of doing some other something else. I.E. they let you go. They ask you not to come here again. So the question now is you want to play to win or you want to play to lose majority of us will say oh yeah let’s wait till we get similar job or different places because we don’t want to lose our. Experience. Very few of us will say no, I want to play to win.

I want to move forward to be able to push more and to push hard. So I can change what I was doing in order to win in my life. So you have to define Also when it in your life winning in your life. It’s a different nation. Which you have to sit and figure it out first. Do you when when you can be your belt or do you when when you achieve specific status. Do you when when you have a high risk life not stable income was a potential of very high return or do you when when you have a stable life and it just goes out like a government based employee who basically get what they get to go to do what they do and that’s it. And these are life. Several individuals I meet on a regular basis. Now that they want to play not to lose they want to play it safe. They want to wait.

They want to live on employment insurance and different source of social income so they don’t change what they have been doing because they’re afraid. They’re afraid. If they when they wouldn’t do they wouldn’t know what to do. I and particularly this an individual and as you know I don’t like to break the confidentiality and density of some people close to my heart because everybody here is close to my heart. So someone I met and I said you know why you don’t change what you are doing to this particular activities and this will get you a better income and you can move forward. They made it question he said. So what I would tell my family

I don’t have a job. So if I do this particular career in or if I do. This particular up opportunity is not a job so we actually work who shook. Who is my employer sits you. He said no I can’t I have to go back and tell them I work for somebody. So I love this. What do you mean what the manual for somebody. Why you don’t work for yourself why you don’t start what you can do. There’s a new knowledge base for your subject matter expert based on what you know. So you can move forward. So or stop and say no I can’t I have to work for somebody.

You are now listening to with way out the ultimate shell. But if we are been programmed not to lose. We have been programmed not to risk it. We aren’t with Brawn not to touch it. When we start early on in our life. We will tell you Oh it’s hard. Don’t touch. Oh it’s called Don’t touch you know what you have to this don’t do this don’t do this don’t do this.

OK Can you tell me what to do when you think about not doing it. You play to lose not to lose when you think about don’t actually what you want to achieve. Don’t change because you don’t feel comfort it don’t know. When you don’t know you play not to lose. So

I don’t know I thought about the sky having this particular topic today because I always play to win and not only when I always play to win big. And when it’s all or not which is my attitude. If you play well at all or not it’s a different attitude I call it the no loss. Nothing to lose game you know play without anything to lose. Can you would it all in. I’m not talking about gambling of the what our life. Can you have. The challenge and the change to say I would. All in I will move forward to a new pass in my life. When we look at individuals who changed our lives by a separation or divorce or just a change was a live was this people see a you know what we are fed up.

We want to just play to win big who want to just move on. We want to put all in to a different life. Can you have this attitude toward your work toward your profession toward your legacy to word your what you do and I’m sure to have income in. This particular attitude is not really. People when they play not to lose. They are more conservative they want to be an employee they want to be somebody who accept a lower level of winning because they want to play not to lose. I’m the guy who allows you to define and when and to guide you to win and win big. When bigger than what you can dream. And this is not. Just a simple talk. This is our strategies and messages and stuff I make you know stuff which can make you happy. This stuff which can make you happy is when you identify this year is this tough and what you need to do this. What Get in get you moving your life.

It’s never been about how do you live or why do you live is a beer is about what do you want to live in. You live in a winning status in a winning mindset. You know what’s Are you winning goals. If you know what are you winning goals. Let’s just build together their winning brain and the winning mindset from the winning mindset we can do so many so much and all of them is to win win big win here wish when Babe and my dream. Can I do it. My answer is yes you can do it. Let’s work together. If you want to when in your life if you play to win not to lose. And you play to that and not to play to not to lose. You should get hold of me and email me at Info to win your brand dot com. And I should be able to describe to you what can you do when you play to win not to play not to lose

and I hope you enjoy this particular but cast and looking forward to meet you in the following one. Thank you

thank you for listening,

For more information. Check out

The 3Cs To Engage Your Audience