Self-proclaimed “Non-Entrepreneur” (and former full-time Hypnotist) relies on a simple daily mantra to make big money helping sales people’s subconscious minds
Most Popular to Share on Google+ and LinkedIN:
“I lost $20,000 and three months of time which is invaluable. It was at least a six-figure mistake.
A piece of advice I got from a mentor was if you're going to farm things out learn quite a bit about the skill first. At least you'll know if they're not doing something right. This was an invaluable lesson for me.”
Swimming against the masses
"I firmly believe if you follow the masses you're going to find yourself in the ditch. I believe we can find what we need in life if we put the intent out there.
If you do what's conventional, you get conventional results. I teach subconscious persuasion and influence because nobody really does it.
This doesn't help my SEO but when I'm in front of an audience it's counter to what they've heard so it garners more attention."
What the Brain looks for
“The brain looks for high contrast. That's why Tide is 'new and improved' every two years. The brain looks for new, novel, unique and different which creates high contrast.
Yet most people play it safe and wonder why they can't ever get any traction. Swing for the fences.”
Del Frisco's Double Eagle steakhouse story
“Jaime Coulter didn't just open a restaurant. He didn't go be conventional. He made a big splash. Today it's the second-highest grossing restaurant in the US. Last year they did $34 million or $43 million (I don't know which) and stake sales. That's a lot of money in steaks.”
Do what works and stay on the path
“I teach thousands of salespeople. Those who've been doing it for many years get away from the basics. If you work the basics and the foundation that's what works but people get away from it. Keep it simple."
Poo~Pourri Success - The Business of Feces
"A friend of mine started the company Poo~Pourri that went viral in 2013. She had the idea about seven years before but her friends poo-pooed the idea. She and her husband own the company and I believe they made about $50 million this year. Search for Poopouri on YouTube because it's phenomenal marketing that went viral within a couple of days."
Why Listen to Jim Fortin:
In the audio, Jim shares:
- His biggest mistake that cost him $20,000, 3 months of his time and the lesson he learned
- Why following the masses leads you into the ditch and what to do instead
- What 4 things the brain looks for to pay attention
- How 1 steakhouse does between $34 Million and $43 Million in sales per year
- The path to more sales that even long-time successful salesman stray from
- Human Feces’ Business Success story
Today with us is America’s “Mind Expert,” Jim Fortin who supercharges the performance of sales teams.
Here’s Why you deserve to learn from him…
Jim trains from “Wall Street to Main Street,” working with Fortune 500 selling professionals and “mom and pop” sales organizations. He’s taught at graduate universities.
He’s a Master Practitioner of Neuro-Linguistic Programming (NLP) and a certified Master Hypnotist. Using advanced hypnotic language patterns and brain based behavioral science, Jim has merged both into the highly effective persuasion technology NeuroPersuasion®.
He’s shared the stage with Tony Robbins, Dr. Phil, George Foreman, Robert Kiyosaki, Donald Trump and 100s of other national experts.
Jim is the author of “The Owner’s Manual No One Gave You!,” the creator of training programs “Zero Effort Selling” and “Zero Effort Performance” and founded The Sales Psychology Academy.
He was on the executive staff for former Pres. Jimmy Carter at the Carter executive Center in Atlanta Georgia in 1992 and 1993. He worked for Jimmy's chief of staff as the director of development raising funds for the Carter Presidential Center.
He saw multiple American presidents, Michael Jackson and many other celebrities and industry transformers who came into the Carter Center.
His background is subconscious persuasion, influence and peak performance which he started doing 20 years ago.
He had a hypnosis office on Wall Street. The vice president of Goldman Sachs was one of his clients. He came into Jim's office and told him how he'd stopped smoking by just listening to an audio Jim had published.
The vice president had never been able to stop before. He peppered Jim with questions about how Jim was able to do this.
Jim used hypnotic language patterns, influential language, planted suggestions and triggers. He uses different things to plant subconscious seeds to get the outcome the client is looking for.
The VP wanted to do this with his high net worth clients. When Rob the VP asked Jim, he'd never done that before but he instinctually said “Absolutely, I can do that”. He had this lightbulb moment and seized it.
This opened up a whole new vein of business for Jim. Jim decided to develop programs that translate the tools hypnotists use so they could be used for practical business application.
He also created neuropersuasion which combines behavioral science, NLP and hypnotic language. This can be used to move your prospect or client or to get into your own head to achieve what you desire.
He used to be the spokesperson for the Learning Annex's National Speakers Academy.
Some Shareables from Jim in this episode…
Power of suggestion
"As a hypnotist, if somebody asks you to help them stop biting their nails but you'd never done that before, you say, ‘Absolutely I can do that.’ They hear ‘I can do that’ and their own mind projects them being able to achieve it."
”Absolutely I can do that”
"Rob, a VP at Goldman Sachs asked me to use my hypnosis techniques to train businesspeople. I’d never done that before but said ‘Absolutely I can do that’. I didn't give a second thought to the how I'd do it because I knew it was just translating what I do every day into language business owners would understand. Most people miss these opportunities because that little voice in their head says, “Oh no, can I?' Just go do it."
Going back to the start
"If I had to go back to my starting point in business, I'd stop listening to everybody else. One of my hypnosis mentors told me to stop listening to lots of people. Instead, just take what works and go use it. I picked a very clear defined path of what I wanted to do. I’d advise you stop listening to all the gurus and find something that works for you.”
Advice for the 90% of entrepreneurs
"90% of all businesses are small businesses. Early on I tried to do a lot of things myself including online marketing and social media. My business didn't start growing until I paid people to do what they were really good at. Instead of trying to figure everything out, find and figure out a way to compensate people to help you build your business doing what they are good at."
Knowing your superpower
"My expertise is coaching persuasion and influence. I see behavioral patterns in people they don't see in themselves. I'm better at seeing patterns in other people than and myself because like everybody, I'm blinded by my own emotions. Why would I try to learn things I'm not good at when I could spend all my time helping people at what I am good at?"
"I lost $20,000 and three months of time which is invaluable. It was at least a six-figure mistake.
I hired somebody to do online marketing for me who came by pretty decent referral. I turned my entire online marketing machine over to them. He proved he could do a lot of things very well but didn't produce the end result.
Another piece of advice I got from a mentor was if you're going to farm things out learn quite a bit about the skill first. At least you'll know if they're not doing something right. This was an invaluable lesson for me.
Ignorance isn't bliss. If you don't know they're not doing something right, then they can keep doing something wrong and cost you even more money. You won't become an expert at coding, webpages and all these other skills but you will have a working knowledge.
I was talking with Brendon Burchard and he told me to learn at least the basics of every aspect of your business. Then turn it over to other people to do."
Favorite part of entrepreneurs journey
"I don't consider myself an entrepreneur even though that's what I am by definition. I used to chase the money and see how much I could make. I never do that anymore.
Every day my goal is this, ‘Who can I help today?' I have a membership site but never think about what my conversions are. I don't focus on conversion rates on my webinars. My focus is on helping people because I know when I do that, I made a difference in their life.
My favorite part is knowing I helped people go to the next higher level in their lives. So many people say this, it's a broken record but that's what I do. I came to this planet to learn and grow. And I came here to serve. Nothing else to me has any value. I'm 49 years old. I've learned over the years you don't leave this world with the big house, the Rolex and the fancy cars.
Nobody leaves rich other than spiritual or how we've evolved as a being.
My favorite part of what I do is watching people live better lives."
Swimming against the masses
"I firmly believe if you follow the masses you're going to find yourself in the ditch. Many of my friends have said that speaking my mind on controversial topics is going to alienate people. They say I won't get invited to masterminds and other groups.
That's okay. I believe we can find what we need in life if we put the intent out there.
I'm not afraid to tell people the truth. So many people just do what's conventional. If you do what's conventional, you get conventional results. I'm always looking for what I can do that's unconventional. I teach subconscious persuasion and influence because nobody really does it.
This doesn't help my SCO but when I'm in front of an audience it's counter to what they've heard so it garners more attention."
Conventional is boring
"The word conventional makes me cringe and gives me hives. Conventional is boring and lackluster. We live in a world of mediocrity where everybody's conventional. Then they wonder why they can't pay their bills. Stop being conventional. Play your own drums."
Del Frisco's Double Eagle steakhouse story
"Oren Klaff's pitch method is unconventional. There is a restaurant here in the Dallas Texas area called Del Frisco steakhouse. Back in the 80s and 90s it was the #1 grossing restaurant in Texas.
Jamie B. Coulter, the CEO of Lone Star State Steakhouse and Saloon, bought Del Frisco's. Lonestar was one of the 10 biggest restaurateurs in the US.
Jamie opened a Del Frisco's in New York City and everybody asked if he was crazy because there are so many restaurants already there. He rented space in the McGraw-Hill building right across the street from Radio City Music Hall and Rockefeller Center.
This space has 30 foot floor-to-ceiling windows. He put $20 million into this restaurant 20 years ago which is like $40 million now. $3 million in art. 18,000 bottles of wine.
This place is a show palace. I used to talk to Carson Daly in there all the time. Power players go there."
Advice for starting out in business
"Number one, most people don't know how to be in business. Most people aren't business people. I wasn't for many years. I was a passionate guy who wanted to go do things. I didn't realize if I don't treat it like a business, it ain't gonna be a business.
Second, you gotta learn marketing and you've gotta learn marketing more than your business skill.
Many years ago I was invited to lecture at the Jay Abraham Marketing Institute. Jay says, ‘If you can't market your business better than you can do your business, you won't be doing your business very long.'
If somebody brand-new to business came to me I’d tell them not to reinvent the wheel. Find a mentor who's already done exactly what you're looking to do.
Get a plan and execute the plan. Know your numbers.
Don't listen to everyone out there. If you posted a question on Facebook today, ‘Should I use this color or this color on my website?' You'll get 10 different answers. I see more people getting confused by listening to others than by actually doing what they know in their heart is the right thing to do.”
"I've never had anything super weird happen. I've never had that 'Whoa, I can't believe that just happened!' I wish I had that one story where something crazy happens. It's kind of like on the movie Tommy Boy where that deer comes through the top of their convertible."
Love, care, concern and giving
"One of my good friends who I mentored for years is the second largest privately owned real estate company in North Texas. The National Association of Realtors considers her one of the top 20 real estate thought leaders in North America. One day she sold Ross Perot 40 homes for his employees.
She's great friends with Roger Staubach and gave him his start in real estate in 1970.
My first day training them I asked her, ‘How did you build your business?' She didn't even think. She looked up and said, ‘Oh that's easy. Love, care, concern and giving.' She walks her talk and people flock to her because of that."
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