that was not me that was not me okay 52 passive income real estate tips this is our 52 tips one so one a week tip uh this is uh on how to create passive income a 30 grand a month passive income this is tip number two week number two if it works in person to work in print the egg citing story behind the 10 million dollar egg letter do you know what he was said that earlier no i'm not even repeating oh okay fine i will he said we should call this just the tip i said no that's terrible we're not going to do that we're going to get us me tooed we're going to get cancelled okay 52 income tips how's it going guys awesome mayo rhymes with kobiri.com go there the world's largest organization specialties business owners that we're building and real estate investors the number one channel on indiana the number one channel on youtube for indiana real estate okay three stories of compliance we'll show you there's three stories we're gonna talk about today number one i'm gonna show you how to get paid to sell people back their own testimonials we're gonna talk about the easiest way to outsell any top producing sales person overnight the installment sales that are what's that we're gonna find out and the cool story behind the 10 million dollar letter all today if it works in person it'll work in print okay so uh story number one if it works in person i work working print copywriting whatever okay so i didn't know what we were talking about first when i first started learning how to write copywriting there's a famous story of a guy that told someone else that what copywriting is is salesmanship in print and that's basically what it is you're taking copy you're writing out words you send them to people and they send you money they do what you want your ability to gain compliance in print um you know send a letter and send it to mail or send in an email or having a headline on your website right that's all copywriting when you're trying to get people to do stuff it's the most important type of writing there is because it's measured you're measuring the response you're having so that's copywriting with salesmanship and print and when i first heard that i thought salesmanship and print that makes sense because if it works in person i was talking to my mentor who was the world's best copywriter and i paid him quite a bit of money to teach me i've told that story before and when he was telling me this i saw salesmanship cop salesmanship in print i see because if it works in person it'll work in print so you can take any sales presentation document it and that letter becomes a salesperson he's like what did you just say and i said that letter becomes a salesperson he said no before that i said that you could take any presentation and put it in pretty sick no before that i was like i don't know he said you said that if it works in person it'll work in print and i was like okay and he said that's what you need to say because that and i would it's what we would call now the hook i didn't know that at the time but that's what you always want to look for what's a simple idea that once you say it people will remember it forever you might not remember anything else from this class but you're going to remember that if it works in person it'll work in print and that idea i thought that's interesting that i need to start saying that i said it a few times if it works in person or working print now that's when i was learning how to write copies so i went to this medical group i was working with right i went to the boss the manager it's a long story i he had this how i got that business i was trying to grow that medical business so i could i could they were medical equipment group and i wanted to have ownership in that company right and so you've actually seen that old office they had this old office a bunch of cubicles and he had this giant door the manager did so at the front was this girl named rebecca she was really cute very bubbly personality very exciting and a side note about her i was learning how to write copy she knew that she's like what's copyrighted i was like well don't you want to write letters so every time you go in the number one the number one and number two sales people it was always the same guys they just oscillated between number one and number two and everybody else fought for like number you know two through ten of the sales people but this the top sales person was always one of these two guys and they were always number one or number two and then she would give this gift basket that she would have and she was so excited to give it to number one number two every time they came in and so i asked her i said well copyright and i was like think about something you write and she's like um i write i don't know maybe thank you notes or i write those like okay so what's the impact you want to have from a note and she's like well i want people to be inspired to maybe have some light at the end of the tunnel if they feel down that it brings them up and i was like okay we'll do some research on that and we'll see what uh you know just i gave her a little bit of pointers on how to write copy and how it could help her she was such a great student such a great sponge i really i really enjoyed talking to her that when she the next time we did we had the monthly um the numbers came out the number one salesperson walked in he got the gift basket rebecca's like oh my gosh here it is and he read the note and on the note it said um if you ever think about quitting just remember the last thing to go on a fruit tree is the actual fruit it was a fruit basket right very cool right very so he took it lights like i like that he posted up and i've always remembered that all these years later i remember that i thought that's what copywriting can do when you when it meets a good student you could take even simple little like you know little nonsensical notes that people normally throw away but if you understand copywriting and compliance you say what do i want people to feel and then you can get better at writing it write it with more skill anyway that was rebecca i really liked her she was at the front desk then i'd walk by this maze of cubicles the back door where the manager is and he had this giant door it was one of those doors that he was compensating for something it was this giant door you did it belonged like it should have had a lion's head on it and the lion's beard had a brass ring that doom doom that you had a knock to open up see this it was always shut by the way and he always said the same thing i don't want to be outnumbered in his entire desk he had two two chairs behind the desk for him and one chair up front it should be the other way around right you're behind behind your desk is one chair and there should be two because maybe there's two people but he always said i don't want to be outnumbered no one was allowed in his office except for one person at a time anyway i sat down i talked to him i said listen have this idea on growing businesses that maybe we can take the the same presentation so that the the sales guys are doing the top one and two guys right they're always at the top and we can just take those presentations and send them after they're done with the presentations and we could center the same people and he's like ah and i was like because if it works in person i remember the line right i said if it works in person it'll work in print and he's like huh if it works in person it'll work in print if it works and he said like three times i was like yeah he gets it it's exactly why you need a mentor because they can tell you what a hook is even if you don't know so he said okay if it works in person i work in print um okay so i i didn't know where we were on the story so i don't know how much how much i should tell but so he was not he was like okay well think about it so basically it's a definite maybe right corporate speaks so he didn't do anything couple weeks later i go back make my way through the cubicles and don't throw him knock on his door comes in i said yeah we talked about as soon as i walked in he's like if it works in person or working print he pointed to me he remembered the hook he's like if it works in person or work in print i was like right and he's like yeah i just how much would that cost i was like man it's gonna cost like six seven dollars and we're making like a hundred two hundred thousand dollars would be an ideal transaction that we could have had so but again you know he's not it's not gonna happen he's like well i'll think about it okay fine so a couple more weeks go by i see him he's like if it works in person i work in print i'm knocking on the door you know in the midway of walking through the door he opens it up and i was like yeah and he's like well if you did get about that i wasn't going to happen bottom line it wasn't going to happen so i went to rebecca and i said hey here's what i want to do those top two sales people right they have leads that they go see they have people that they go see when they're done with the lead when the lead is a dead lead because she was the one who her and this other guy were the ones who scheduled it and they took some of the calls so when elite is dead what i want to do is take this presentation right and let's send it to him afterwards so i made it clear i said rebecca you understand what's going to happen we're going to take the same sales presentation now that you have it we're going to print it out and we're going to send it to the dead leads that they have and then before i could say anything else she said because if it works in person in a working print she was so excited i said exactly if it works in person a working print right and there's so many excuses where people don't do this well why would it work i already talked to them i just talked to them i would send them the same thing there's a hundred reasons because now they can look at it they can digest it better they can talk to other people we're not going to get into that but the simple concept is you take a sales presentation and first we call it something else you know but we take that presentation and we mail it to people right after we meet with them right after we talk with them right so that's what i did with rebecca and another guy who was gonna who's gonna deal with some of the calls i said let's just track and see what happens i set that in place totally forgot about it didn't do anything built in subtraction by the way that's a separate that's like immediate passive income right because the team is uh handling is dealing that they we put the mechanism mechanism in place to be able to deal with the calls so a couple weeks later i'm coming in i'm walking by and rebecca's like awesome and i was like what she's like you need your fruit basket and i was like my fruit basket i look at the standings and instead of being number one or number two there's the regular usual suspects guess who's number one awesome mayo the most gorgeous human being on the planet i'm like what how did that happen she's like we didn't know who to give credit to sales to so we just gave them to you and i was like i'm not even a salesperson yet so i'm walking by the cubicles but instead of there's like nobody there it's like tumbleweed you know it's like i'm sitting there the first time nobody's there and i'm going to the door and for the first time ever the door instead of being closed with doom thumb right instead of being that he used to call it the moat the cubicles it was like his moat the door was open and inside the door there's a ring of people everybody was inside that guy's office outnumbering him right and i'm walking up and he's like oh there he is come on in awesome and i'm like oh my gosh this wall of people opens up and that one chair is sitting there i walked the chair and the envelope back oh man that the the wall of people envelopes closed as soon as i sit in the chair i'm sitting down the chairs all these people around me it's like a locker room and he's on the managers on the phone with the corporate the owner of the company and he's sitting there they're on speaker and he's like yeah and then he's going on and the guy's like i'm wondering what's happening the guy's like yeah he's like the the voice on the phone's like well it was very very savvy of you to understand that um you know to give your sales people the latitude to to to uh to um you know practice uh to implement your idea and i'm sitting there looking at him and he's like uh yeah thank you and then they said you know and the insight to know that the package um you know would um we would have the conversion rate after the after giving a presentation to send the entire presentation afterwards and to incend it in uh installments which is what i told them i call them you know we send it first then we send in installments i'll talk about that in a second how to send it but and uh he's like uh yeah i appreciate that and he's looking at me trying to then he knows i'm looking at him like oh and then he's avoiding me get eye contact with me and then the manager on the voice was like he's like because they've been talking about this for a while everyone was like high fiving me and i thought the guys might be a little upset because i was taking their dead leads but they were like oh i thought the lead was dead and you converted everybody was thrilled and happy and then the manager was like he's like so what was your what inspired you to do this giving the manager all the credit the ceo is giving the manager all the credit the manager leans over not making eye contact with me at all and he's like well it's like i always say and i'm like don't you say it don't you say it you he was like if it works in person it'll work in pretty he said everyone's like oh yeah like oh what a great idea so i learned i didn't take credit for it i gave him credit i took the money um you should always be willing to do that give other people the credit but this that was the first and one of the first times i realized how powerful this concept is because honestly you should never tell a story where you're the hero right there's kind of a danger of me doing that because i was the number one sales person but honestly it wasn't me what did i actually do all i did was take a simple idea this idea of if it works in person or work in print right take that same presentation they came up with the leads they talked to that they generated that they tried to convert and that they failed at converting and then rebecca and the other young man they they're the ones who did all the follow-up so essentially did nothing and that's really important to understand about this process if you can create a lot of passive income if you can understand this how easy it is to gain compliance and once you see something that's producing compliance you want to be able to repeat that as much as possible quick lessons here a good mentor will notice brilliance even if you don't if it works in person or working print it's something i said but i don't even notice i said it and you need a good mentor to actually take brilliance that to point it out because ever since he said that i've used it as a hook and people remember it and definitely you'll probably remember if nothing else from this class that one line let others take credit you take the money i'll let the manager go ahead and yeah it's like i always say you know whatever it's fine he's still to this day they all think he knows his idea and you need to find and help rebecca's people who are excited about making money i took the money i made actually i gave it to her and i led her and the guy split it because it was i now i i had what i wanted the whole time was my to get my foot in the door i needed to have some mechanism of showing hey i can grow this company really easily really well and i need it and that was exactly what i needed it was worth 10 times with the money so i gave them the money for it was it was just amazing i was really really happy about it but whenever you see people like the rebeccas that are excited there's so many people out there that are really hustling they're really hungry they want to make things happen it's one of the things right now anna's making videos i hope you guys are following along with all these amazing deals these guys are doing and they're making things happen with 50 grand flips 30 grand flips 120 grand flips right off of zillow right off the mls right off the market but we're able to the exciting part is we're able how much we're able to help heroes and build our team and make people who are you know hustlers able to reward them otherwise you know we don't have a meritocracy so what determines where you're going to go in life is where your parents went for almost everybody but to be able to give people those ladders it's amazing it's really a really cool process so i love doing it find rebecca's and help them okay that was story number one story number two so we needed an idea with legs a 10 million egg so we have a lot of ways to grow a business right we break up all our stuff into models and we have those become little tool kits in your arsenal and you can break out each one they have different names different policies and you know you should be able to double triple redouble redu hectuple a business instantly with multiple models right but the challenge is when i'm talking to a business owner or like a real estate investor or somebody all these different ideas all these great ways we have of growing their business of creating passive income all these things how do we make that clear to them that we've got all these things going on so how can we convey that to somebody immediately we needed to create the standard and also open discussions so we needed a solution that would make it clear that we have an arsenal weapons and models to grow a business that would that would show up like nobody else and we'd have them convinced of our value we'd also be able to open negotiable terms outside of price so if we're trying to buy a company we're working it one of the biggest reasons why people you know nickel and dime you or they get really you know haggle on price and stuff is because they're focused on the price when they understand that you can double that business you could grow another business down the street you can bring in a model like the lender agent model or something else and you can add that model to a business and you have all these ways of creating equity and combining companies and doing jv's when they know that you can do that it's like what you're talking about earlier with anna and even with you guys when you start to see when people see how skilled you are at creating income essentials social mobility for yourself and other people it changes not just your world but everyone around the people treat you differently we're all kind of when we meet a stranger we're all kind of like status seeking like who is this person do they have more status than me less status more compliance they have any capital that i need to be aware of and when you are a business builder you are always the person with status you always have high status higher status than anyone you talk to because your payment is not dependent on anyone liking you or the right person none of that stuff you can always go out and create whatever payday you want as long as you know how to grow that business so how do we make that clear to somebody because if we're going to buy a business people would get a little weird about price but once they see oh my gosh they can double and redouble this business all of a sudden price the concerns about price go out the window so enviro market itself similarity so this was a letter that we used okay so we had a lender and now this is the the process that we had gone through this is a several years ago we had a lender in dubai who um wanted to use this i don't know if we had uh how many details we put here basically we whenever we talk to people we send them this letter this follow-up letter i'll get to that follow-up letter in a second the 10 million letter but we send them this letter and this letter gives them the whole point of this letter is you and i just talked about doing whatever right you know doing a jv but there's also a whole bunch of other ways of making money here's an example and that way i plan to see that there's all these other ways that so if we if we run into a brick wall and negotiate a price or something i can always bring up hey there's all these other things we can do or how about this why don't we leave this where it's at and you watch us do this other deal and then they see us like oh my gosh that's crazy now like some one of the reasons one of the ways we're using these videos of deals that anna's doing is with our lenders with our hard money lenders with our investors and we're getting better terms and better deals we're showing look this is what we do this is how we're helping our investors how we're helping the community how we're helping our people right show don't tell let people know um you know the brilliance that you're bringing so we talked to a lender we we one of our conversations we're working with the lender in dubai and we sent him to follow up that letter that i'm gonna explain in a second he gets that letter he's like oh my gosh i love this tell me more about these different ideas okay why don't we he said how can we do this and i we had a bunch of stuff we were going at the time so i said how about this how about we just send that exact same letter to your people and then when you get a call you get a lead just let us know and we'll talk to him with you he's like okay great yeah i got a lot of business owners so he sent it out there and he had a trucker respond guy who had a trucking business and he was like i love this this is amazing what should we do and i said you know what let's just do the same thing self-similarity i said let's just send the same letter out to your people he's like okay he sent the letter to his people we got in touch with a a shipping company the shipping company we talked to him we said okay he had i said what would you say your biggest challenge is he had said he had issues with the closing rate basically so he said okay because here's an idea we can take once you once your top guys take your top one or two three guys and we know based on numbers the 80 20 rule they're usually going to be making several times that everyone else is making but let's take right after they're done with the lead let's take that same presentation that they have let's call it something else like a consumer guide or whatever and let's send it to them right afterwards because if it works in person it'll work in print he's like if it works in person it'll work in print the lender heard that the lender is like yeah if it works in person working for that's a great idea the trucker business is like if it works in person they're working with all three of them have said this we're all on a call so we took the same presentation we mailed it to his people afterwards he not only i think he doubled and redoubled his business or tripled and re-tripled his business but bottom line is he was doing four hundred thousand dollars a month in extra business as a result of doing this little technique this was a testimonial i used for years um i made i was like in the first two years of this one little letter made me two million dollars or it made me two million dollars was how much it had made um there's something it made 10 million dollars for the business 10 10 11 million dollars and the lender actually got something like two or three million dollars and he ended up giving a million dollars to one of our heroes on our team i told the whole story before but this is the background of that story how we did it we just used the same little egg letter we used it for self-similarity first we used it to get that bit the um to get the response from that lender then we used it with his clients we got the trucker then we used it with his clients we got the um the shipping uh business and we just helped that business grow we didn't we didn't plan on making any money let's just see how much we can grow that business blew it up extra 400 or 500 grand a month uh that continued for two years the money that the broker made was over two three million dollars something like that he actually gave a million dollars to one of our heroes to do more deals like that so so i've never actually told the background that story i only use a testimonial but this was the background of how we found that story because it's not that difficult and if you don't know what to do with somebody who's like yeah what other ways do we have to go in the business say well you know what why don't we just take that same letter and just send out to your people and see what happens right so we'll just use that same letter and create that self similarity that's the the story behind the testimony that we used for years i made 10 million dollars in two years from this uh from this simple concept that was the story number two so story number three i think this is okay story number three is the actual 10 million so what is in that letter why is that letter so powerful i'm gonna read that letter to yourself the actual story itself the egg letter is used as a lead generator it's used as a compliance asset it's used as a nobody mountain it's a great way to get a group of people to ask for doublers and triplers the whole point like i said all those things earlier that we talked about i need a way to get people to make it clear we have an arsenal weapon some models to go we show up like nobody else so we can grow your business we can open the negotiable terms that are outside of price how to create the standard how to convey that we've got so many ways to go how do we do all that this one letter does that it's a one letter front page it's a great way to get a group of people to ask for doubles and triples the story itself is pretty interesting too here's the exact story and letter so uh check this out guys we're gonna go through this right now here it is here's that letter okay so imagine that you and i just talked let's say you're a realtor let's say you're uh you know a broker a business broker in dubai or whatever you and i just talked we talked about doing a jv or we talked about buying the company or growing the business through this one model or whatever i want you to know there's a whole bunch of other ways that we can grow that business right so right after we talk you get this letter here's what it says in may of 1970 the american haines by the way it's coming from me we just talked so you know get it so i'll say hey i'm going to send you a quick letter if you could just give me your feedback on it so i know you're going to read it but there's something else we do that's really cool to make sure that you read it as well so in may of 1970 the american haines the american company haines incorporated had a big problem that's the headline right you're right here right at the top yeah they want to get into the hosiery industry specifically in the women's pantyhose market that's what you meant by hoes rehearse your real my good this kid is going to get us all canceled and me too they want to get into the hosiery industry the grocery industry specifically into the women's panels market but there were over 600 competitors add to that small margins unknown price points stores existing resist stores existing relationships with people that they bought from the package of being a mess et cetera for years haynes saw no future in the housing industry a trip to germany changed everything robert elberson president of haynes at the time was on a trip to go to europe was on a trip to europe and he noticed the pantyhose brand lady bravoni being sold in gas grocery stores this was entirely unheard of and the location alone was enough to shock elberson however he was soon even more impressed when he paid closer attention that's when he noticed the self-containing package the display carton the young girls from the company not the store who were stocking the shelves and mingling with customers further research showed that brevani was paying about 40 of the sales at the grocery store crazy alberson came back to america with a mission inspired by bervani's brilliance albertson directed the haines company to take action they created carton to package the pantyhose in they wanted it to seem like like something appropriate for a grocery store to have so they created an egg the name was a combination of the words legs and egg legs and the 2g letters would resemble baby chicks how did they get grocery stores to sell them they charged them they charged them nothing to buy so the grocery store didn't have to pay for anything used attractive displays hired over 400 route girls to come and do all the stocking and inventory and customer care and they paid the grocery stores over 40 of the sales a full seven times the average recognized all these practices borrowed from bervani at the time all this was considered crazy so how did it go that was in may of 1970 by 1973 legs had sales over 150 million dollars and controlled over 35 percent of the market their dominance would only grow over the next 20 years legs was a base for haynes that helped them turn into a seven billion dollar company with over 60 000 employees that we see today plus the packaging was always seen as a negative right while haynes turned this on its head too the egg packaging was so popular that in 1976 they released the legs idea book that showed dozens of uses for the eggs for things like toys crafts plant pot cetera they sold almost 1 000 books a day in the first 30 days people were buying legs because not in spite of the packaging what a way to turn a handicap into an asset trashed in the treasure so what's the point awesome why did you send me this message an egg okay spoiler alert if you depend on how old you are you remember these legs eggs used to be everywhere and some people like what who wears pantyhose i don't know what you're talking about they were everywhere just ask your parents your grandparents they were everywhere so what we would do is i'd take this letter and this is front page one page front page one page front and back i crumple it up and we put it in an actual egg and you would get an egg we still do this every now and then but you would get an egg so i know you're gonna open it because i said something because i just talked to you right very high compliance right afterwards especially if i ask you for your feedback instead of saying you know i want you to i ask you hey what do you think about this so that's how we get people to open the letter we have an agreement but also that it actually comes in an egg so even if i didn't have that conversation people would open this up because it's just a really cool letter to get all right so that's the great question so azim what's the point why did you send me this message in a great question i want you to know that today is your lucky day because turnover there's a tremendous lesson from legs did you notice it lucky for haynes elberson was out looking for brilliant ideas to introduce the company after tens of millions spent on experts marketing strategists radio tv consulting brand marketing packaging designs etc all they had to show for it was failure it was just one idea that changed everything for haynes and put them on the path to seven billion that's the power of one imported idea the mfm stuff you could take a single idea from another industry business competitor sales person country geographical region department etc just a single imported idea that is as common as dirt in one area can be introduced to your business and have a nuclear impact so my question to you is this are you looking for your legs idea how many people on your team are out there aggressively searching for and hopefully finding your business an imported idea that can do for you what legs did for haynes if you're happy with your answer then you can throw this letter away because i'm wasting your time and i actually saved you some of the time by creaking up ahead of time but keep the egg because there's dozens of uses for it after all and a good reminder to turn handicaps into assets however my guess is that you are not happy with your answer in fact i bet you would crawl over broken glass to have a highly trained special division of your company out in the trenches every single day tirelessly what am i doing i'm creating the ask right tires tirelessly looking for imported ideas that could transform your company simple and free or neededly free to implement ideas can change everything for you and your business it's my passion to find brilliant imported ideas like this i've had some great success with clients as we've taken away as we've taken many companies from zero to 10 million 30 million 50 million 100 million beyond and the next mailing you're going to get a novel of testimonials and wild success stories that my team has had with this one idea of imported ideas i love talking to business owners because there are hundreds of ways that i can help them grow their business and create more passive income from it i would write this slightly differently today but it's still pretty brilliant right sometimes though we would talk and the conversations would go nowhere i eventually realized that it was my fault for not properly conveying all the great ways we could work together it would drive me crazy to see these missed opportunities that's why i'm sending this letter today because although we are talking about working together in another way remember we all be at it's like you know we're talking about one one way right although we're talking about working together in another way i want you to know that i've got plenty of tricks up my sleeve and when it comes to ways that i can help you when it comes to ways that i can help you and you you grow your business here's what you should do next in the next few days you'll be getting the novel of testimonials and success stories that i talk about please take a moment and just at least scan the package who knows you might come up with an imported idea just from this several others in your shoes have the bigger takeaway is that i want you to know what kind of operation my friends and i run and how many insanely profitable side hustles and backup plans that we have we are in love with our people and helping them reach their dreams faster so as we build our relationship with other deals keep in mind this imported ideas and if you want to talk sooner rather than later about this then just drop me an email a call and i'll make sure that we go over the ideas we have for you in the meantime i'll work on the main project and connect with you the next few days thanks so much okay so that's the letter right so i send this letter out to the guy to the person but let them know hey there's all kinds of really cool stuff we can do and all kinds of really cool things we can make happen that's the letter we used we use this we use this letter or version every time we talk to somebody they get a pdf they get video they get part of a book whatever so we send them stuff to let's know hey we've got a whole world of opportunity if uh and part of it is like hey don't screw this up right be on your best behavior because we can help you but that's the actual letter itself that we use how we got high compliance in a letter the idea is that we want them to come to us and say hey i definitely want an important idea i want to do an mfm i want to do whatever right that way let's say we're working on a business and we we've hit kind of an impasse on price or something like that this is a great time to throw that in because then they're like oh my gosh i do remember that what could we do and now we're talking about an import idea now we're talking about mfmr what's one jv we could do that would double your business or how about this let's make a list of people that would triple your business let's make that list real quick what are we doing to get in touch with them right now and nobody is ever doing anything right what have you done in the last 90 days to test double in your business what experiments have you done they haven't done anything and now you start saying oh my gosh how much difference how much different would my business look if every 90 days i just tested three ideas to double my business for free right if i tested five ways of generating leads online for free if i tested six ways of you know um getting in touch with these uh triplers these doublers people who would double or triple my business you know what i mean there's so much opportunity and so many things we can do to grow these companies that it's really important that we introduce that so that was story number three okay passive income from this how can you create passive income from this this is all passive income is basically you creating predictable transactions as i'm talking about as an active investor as a passive investor you're buying enough assets or equity that create a passive income but if you could create predictable transactions if you can go to a business and create transactions either taking their sales letter by the way when we are we going to talk about this right now so uh so we're looking at predict predictable transactions a scalable repeatable campaign yeah how do we create that campaign we'll talk about that in a second remember the passive income pyramid we have the gxm at the bottom transaction agreements residuals royalties licensing and equity and dividends at the very top we want to turn sales don't use sales presentation or sales material marketing material or my brochure oh my gosh there's a story about uh people that go to hell uh there's three people one of them's a salesperson and they can get anything they want and i don't know why like maybe they should be in heaven shouldn't they if they get whatever they want but anyway the devil says what do you want one guy's like i want to manage and the other guy's like i want you know beautiful women a bunch of nice cars he gets that and then the salesman's like i want a bunch of brochures like that's all salesman just want brochures so take the get rid of sales don't use that anymore we want to talk consumer guides market reports consumer studies um you know consumer awareness guides stuff like that consumer reports free reports stuff like that we want to use that so then when we mail that here's how we mail it first take the entire thing and send it to them right afterwards the entire bulk of it right and then we do the installment the horizontal um sending of it then we send chapters so break it up into three chapters five chapters 10 chapters whatever and break it up and we want to put as many testimonials as we can so at first send that every time you send a package the front page should be three to five pages of just testimonials and testimonials ideally from the actual material itself so this presentation sales presentation whatever it should be so good that you come up with testimonials on its own so when we used to send out the listing packet for sellers to list their house we say hey we have 10 ways there to run your ad free online and we'd send like 10 pages of cello testimonials ah you know what i sold my house on my own just from going to the cma packet and that way seller's like oh my gosh i really gotta check that out because it's not a listing agreement it's not a sales presentation or a listing presentation it's a consumer guide on how anyone the five best ways to sell your house and the fifth way is to list with a good agent right but the other way is test these other ways here's how you can do it and it's a lot of work if you want to do it but honestly we wonder what's in the seller's best interest if they do all that work and they're willing to go through it it might be in their best interest for them to sell without an agent so send the entire package then send chapters of it and then at the very end send the entire package again and then the next time you pass it add a testimonial that you got from the people that went through the stuff constantly add more and more testimonials every time someone gets a package the cover page should be just testimonials and you know a testimonial is good a good testimonial one of the ways to do it is to take the headline of that testimonial should be an objection that your target had right so that's how we send that package how we get high compliance with it and to create a passive income with this the marketing should be so useful that it creates its own success stories it should be so helpful that it actually is its own product right but if you go to like when we went to realtors we go to a realtor we say hey listen you've got all these great testimonials on your website how often do you send those out to people they're never doing it no one ever is well how about this when you have a dead lead do the same thing i did if it works in person or work in print with the medical group why don't we take these testimonials and we'll send them out they'll pay for it go to fedex anything from fedex people open up go to fedex give them five packages say every time we give you an address just send these five packages packages in this sequence and you get paid for extra deals that they do make sure the realtor understands these are dead leads that you don't expect any money from so if you do a deal from these people you would get 25 30 or whatever the marketing arrangement you would get from that realtor you get what i'm saying it's a very easy way we have plenty of heroes making fifteen thousand dollars a month just doing that going to a realtor's website copying and pasting their own testimonials and then renting them back to them for ten or fifteen thousand dollars a month there's so many applications for this to create that passive income you need to have a presentation that you can turn into a guide you'd have that that um entire mailing process um that choreograph the whole package then send out pieces and the whole package again and you have a way to track the transaction so when you do have a lead like i had rebecca and the young man that were taking the calls you need to have something like that that the business can do so you're building passivity in that business at first i would do everything yourself do the letters yourself get the testimonials yourself call the people up that are getting it ask them how helpful it was how useful it was spend time you know really by cultivating it and when you do get leads people that respond talk to each one of those people have a beautiful conversation with them all those things are going to make you more and more powerful we used to send cds of audio conversations with sellers and their exact shoes you can do the same thing as well online and text them a quick audio here's an mp3 here's a youtube video there's so many ways to do this where you can form that follow-up um that follow-up that they get based on their own material but send it in a better more robust way and then when you get a transaction agreement go with this process first do it as a gxm just volunteer help the company then put these transactions residuals royalties licensing then eventually the equity and dividends that medical group for example we still we still have a piece of um i don't talk about it much because it's a deal that i did but anna's got a great deal with dermatologists based on this and other summer ideas we've got a few other plenty of heroes going on making this stuff happen it's a simple way to create a passive income 10 15 20 30 grand a month by not coming up with anything using their own stuff it's really cool um go to bigree.com by the way the link below i actually give you away the whole letter in a pdf form you get that entire letter the from back letter you should be clear on mfm's the import ideas was part of an mfm manufacturer franchise model compliance assets so nobody mounts in capturing brilliance anytime you see anybody that's doing anything whether it's running an ad or anything that's getting regular um compliance you want to find a way to capture that talk to them one of the quickest ways to make 10 15 grand a month go out talk to a realtor who's killing in your area and tell him that you want to get all of his to publicize his entire business get a checklist all his ads all the scripts everything he's using and you want to go rent it to another area another realtor in a similar sister city that he doesn't know that's not competing with him and you could split the money you make with that realtor easy way whenever someone's doing brilliance capture it so you can go out and repeat it main takeaways notice the compliance anywhere and then recreate that result easy to do guys that's how you understand that's a 50 that's or 52 tips that's tip number two if it works in person it works in print i love you bye