I had the pleasure of interviewing my friend, mentor and all-around good guy, Gary Barnes. Gary shares his 3 keys to success in any business in any economic environment.
Join Gary and Ted in Denver at the Breakthrough Business Mastery conference.
Here's the full transcript
Ted: Okay, welcome everybody. I'm Ted Prodromou and this is social selling tv. Now want to welcome my friend and mentor and just all around good guy. Gary Barnes.
Gary: Well thank you for having me. We go back, we have story, so that's always cool because we can always have something to where we go. Well do I really want to tell that story because he knows more about me as well.
Ted: Oh, I won't tell all those stories from Los Angeles
Gary: what happens in Los Angeles stays in Los Angeles
Ted: right? Our mastermind days. Yes. So Gary, I kind of promoted this as how to recession proof your business or know three keys to running a successful business
Gary: So it's really true. I mean we've been around a while. Everyone has this sense that it has to be complicated. It really isn't. It's simple. But here's the key. It's not easy and so we keep it simple, but the application, the engagement, sometimes it's where we get stuck and prepped up and so I really believe there's only three things that we have to really pay attention to for success in any business. And I've been seeing him in my own business for over 40 years in very high level as well as working with other individuals throughout the country and southern different countries within the same thing.
Ted: What are these three keys? Describe all three. And then we'll go deep into all three.
Gary: Okay, cool. Well, the three keys is the first one is to be seen and you know, was the movie field of dreams build it and they will come, which is a total lie. Uh, I love the commercials where whether they say, you know, just $9.95 build your website and the business was going to start flocking to you. It doesn't happen that way. And sometimes we get lucky and somebody opens up a door and all of a sudden they have this flock of people. But if they don't stay relevant and be seen in a way that they're really the perfect client wants and needs what they have, they will be forgotten very, very quickly. And that's like when, um, uh, the celebrities, you know, they say, well, the proper Paparazzi are following me all over the place. Well, who do you think tells the Paparazzi were the celebrities are, hey, they're not that smart.
Gary: They're not that lucky. And uh, so that's the first thing is to be seen really stepping into your life. Building your own celebrity thing is a unique piece that I don't really know anybody else that has identified this specifically. And that is to be faith and when you're safe, I mean by no agenda. So even today on the Webinar with you can. I totally have the only agenda is to give valuable information the, if we look at doing anything as far as conversion or press hard three copies, we can be at a networking event. We could be whatever it's going to be a natural replay. The fact that we have on the people that are engaging with us, if we know them or we don't know that because they're going to look for that Hook. They feel like they've been some, some sort of agenda underneath the words.
Gary: I remember my, when my boys used to call me when they were in in high school and our daughter was actually in college and they would say, Hi Dad, just wanting to call and say how you know how you're doing. I go, how much we were on that, how much? By the third time they got $200 and I would say, now you can ask me how I am, and so you just get this feeling. So the be safe is the second key because we're in marketing were suspicious of all know you hear it. I, yeah. Early, early in my career I would have people come in and say, hi brother. I reached for my wallet. Yeah, I know what you want. The third key is to be relevant and most of us really believed that we have something that's relevant for the community that we want to serve.
Gary: And here's the shift though, is we have identified that people need what we have. That's not the relevant. The relevancy is when people are transcended from the need today for them to actually connected. They want what it is that we have to offer when we're ahead of the curve word telling them something that they're broke, they're missing something and people don't like that. They don't see the relevancy to it, but when the pinpoint has become the awareness has come to a point now they wanted and that's where the sweet spot is, so if you're seeing safe and relevant, you will be successful. I just don't know what I called the gestation period is, but that you touch a person to the moment that they possibly will engage with you in a transaction and that's why we focus on the activity, not on the results. Right, and consistency is the key to all of this.
Gary: It really is because it's like there's a show on tv now that I've been following for a number of years called gold rush and it's under the discovery channel. I was talking about the gold miners in Alaska and we think about gold miners even here in Colorado where the panning for gold or they're doing the projects and stuff go running today has become big business and big machines and could get an ounce of gold. They're putting through thousands of yards of dirt and so they adage that I've had forever is that what is the quickest way to find the needle in the haystack? What would you say? God, yeah, you probably have heard me haystack and stick me right in the probably one of his most there. So you get rid of the head. What's left is the needle and that's what they do on gold rush.
Gary: They get rid of everything. That is a goal and what is left is what the result that they were looking for and so it's the same way in business. It's the aggregate. We put in the the possibilities that turned into probabilities that turned into reality and when we do that, we can take our mind and focus off of press hard three copies and conversion, which in essence is getting someone to do what you want them to do when you want them to do it, no matter where they are and when we do that we are overstepping and you're the longterm relationship is what I'm looking for and when we put enough in, in really paying attention to their timing, that's when people really see you as someone they want to connect with and you become what I call a people magnet. People know, like and trust you.
Gary: Absolutely. It's. I think I've been accused of being old school and old and mentor. You have to or like you got to go for the sale right away. When you connect on Linkedin, people like even in the invitations, now they're selling. That's the new trend this couple months and I've gone through classes over the years where here's the 10 ways to overcome objections and this is interesting. This is an adversarial confrontation within the marketplace. Somehow there's been a concept that I need to fool you into buying my stuff because it's good for you in the end, you know, we justify the ends by the millions or the means to the end and it really for the long term it doesn't work and it doesn't take any longer to do what you and I do and build the relationship and do it in such a way to when people see us as someone they want to refer someone that they really want to have that connection where it's not just about the transaction.
Gary: It's like the infomercials that this came to mind is like, and now they have the same formula where they just, they know how to psychologically get into our heads and we go, we buy this product knowing it's not going to do what you expect and we still buy it. You know? I always look at the 10 minute abs. It's the most profitable infomercial on TV and the way they promoted is that you're going to get these, this body and 10 minutes a day. It doesn't work that way and we know that, but yet they have very little return on the asking for the guarantee and it's an amazing transition, but then we get jaded because of that and when somebody really takes building a relationship seriously, they wonder how come we're doing look for that hook and so really allowing people to see that you really do care as much for them as you do about what is the results are going to be for you personally. Right. For the kids
Ted: and those kind of products when you're hyped into buying and there's no repeat sales because they don't have anything else to sell you.
Gary: Plus you're not going to be satisfied. But I don't know. Most of these companies are owned by the same company. Ends. It almost looks like they have competitors competing on this program in that program and when you really look underneath the same organization.
Ted: Oh, at beach body, they have like so many different products. Yeah.
Gary: Oh yeah. Tibo and all that. That's all on my beach bodies. But you still have to do the work every day and eat right. And what was it, Jim Rome said, nobody can, you can't hurt somebody to do your own pushups. You know, and it's true. There are certain things that in order to really receive the benefit we have to engage.
Ted: Have you seen the Seth Goden? He has a new book out now and I saw one quote, he says, people are tired of being marketed at. They want to be marketed with.
Gary: Absolutely. And the system's been around for awhile, you know, one of his original ones, the purple cow. And my concept is elevated to be different. You know, you see a whole herb but you see a purple cow, okay, you're going to see the purple cow and that's what you want people to focus on. What is different in that other edits that I have as a gary and Zim is that I am not better than I'm different from. And when we go at it that way and cruelly listened to the people that we're engaging with, the success will follow. Because if, again, you have your being senior safe and then the relevance where you have a product or service that people now want, that's where the transition of engagements going to happen and then the seal is a natural next step that happens. I was actually having lunch with someone that has been coming to my boot camp for the last year, year and a half, and at the end of the conversation goes, well, are you ready to, you know, bring me on as a client and we can business. I had never even asked him and I go up real quick. Yes.
Gary: And it's so much fun when it happens that way because everybody is in the right timing. I'm not having to convince control pressure and I think people really do appreciate that. Yeah. So if anyone has any questions, go ahead and type in the questions and Gary will answer him that about to be seen. I know a lot of people, I said, you know, you need to post consistently. You need to put your face out there and people are afraid. So what tips you have for people that are afraid to be seen, you know, I think they're afraid to be. Failure is natural for all of us and what it is is that there is an underlying thought that if people really feel who are young, but my grandma like who I am because we feed our own policies, we fear and shortcomings and maybe we compare ourselves with somebody else as taller, thinner or whatever.
Gary: Instead of looking at the value that we have because it's like a snowflake, not those snowflakes in society that we talked about now, but through real snow like you ski on cad is that every snowflake is different. It's unique and by being seen, that's how people number long started fitting in for safe and that's why we use a lot of video today and people get afraid of that or a lot of people are watching or whatever and it's okay, but if you don't showcase who you are, what you have, your philosophy, the benefits, the structure, people won't know that you're just not another program that's gonna sit on the shelf. Right and really took forever. You are the product and if people are wanting the, the um, benefit but can make get that didn't benefit from someone else and I don't know of any industry where the answer isn't.
Gary: Yes. So why would somebody want you to do business with you? And so by being seen both in video and audio, I mean the podcasts that we can do today, uh, just writing posts, letting people share our thoughts on paper. Uh, we have talked about this forever. Dad is writing a book and I, that's one of the first things I suggest for my client no matter what the industry as one of the easiest things that you can do. And then we're going right now. Yeah. Easiest. Yeah. It really is. It's one of those things that simple. There's a process that you can go through and actually build your authority and your celebrity. Just having a book. It surprised me. I mean, I was totally shocked when I wrote that first book. I have nine out now, but you know, when I got my first book, everybody started wanting to book me on the TV, on the PBS.
Gary: Tenex called me to do the Tedx talk. I never applied and I ran one of the world. I've been a speaker. I've been a coach. I've been in business forever, but once I wrote that book, it was an elevator separate in some how people saw as being unique and safe. I've been on airplanes and people have told me I've never sat next to a real life author before. What was your first book? My first book, the actual title was end of the night. The road from adversity to try on which trim and sometimes you have to do this, you have to drink to title the book. Now it's entitled how a Bieber saved my life and people are wondering what does that have to do his business and all the rest of it. And the bottom line story is in 1988 I was diagnosed with notice.
Gary: I said diagnosed. I didn't have something. I was diagnosed with multiple sclerosis and I was told I'd be dead or in a wheelchair and 10 years and I guess past my 30 year anniversary of the diagnosis installations, but I didn't write the book as an Ms Book. Thank you. By the way. I wrote it as an adversity book so he can be applied to personal business, finances and on whatever situation because the one thing I know is that we all have adversity and how can we pass through, get through what it is that is laid before us at night, have a totally Beulah Ellis or to stop us. And so that book has gone around the world in which is really flattering and humbling for me and because I, I just look at myself as the kid next door and people would go, Whoa, golly, you took time out to talk to me. Why? What did I just like? Golly, strange. But uh, yeah, being seen in a unique way and showcasing who you are, you don't have to be the perfect order. Ten at night had been on stages. We saved. So we don't even know that we've said and we can tell you story after story, how we've messed up and
Ted: daughter got married this summer and that the weddings and the nephews and nieces came from back east and they were not to my son and said, your dad is really famous. Did you know,
Gary: kids that are going never acknowledged in his own country or whatever, but I really don't. When I talk about being a celebrity, when I talk about everything that, that, uh, you know, being seen in the general public is not becoming someone that you can go to the grocery store or a restaurant, whether it's somebody wanting to come up and getting an audit of the ground. But it's amazing when you travel in some people, they see you, they recognize you from a book or a speech that you did or whatever. And what they do is they really want to come up and connect. And that's what I want. I don't want the history. I groupie that are that, you know, whatever. Yes you do. Come on.
Gary: Honestly, I don't want those connections. I want people to come up and say, hey, you changed my life or this one thing that you said, I used it. It made a difference. Those are the types of things and I look for all so it's not becoming a celebrity for the celebrity sake. One of the things that I've always said is that I am the subject, but I've met the message so I can be that conduit and allow it to pass through me without affecting my ego and having to have the accolade for everything. I just assuming. I know Ted, you're the same way. We push people onto the stage all the time. We don't always have to be the one on there and have that spotlight on us and because of that, we do draw people to us because of that and it's so easy today with the social media, you can just get your content out there over and over and over.
Gary: Are they those worldwide? That's the thing that's really exciting about what we have in technology today is that if you want to. If you want to have a local business and local influence, that's wonderful, but if you're wanting to go regionally, state, nationally or internationally, it is as easy to do that as it is to market to your local community. You get the influx of different societies and social norms and personalities doing it that way and the the world has got a much, much smaller over the last 20, 25 years. Now Harris book number four. For me, this is my weekend assignment from my publisher like I reviewed the manuscript. Congratulations Mary, 200 social media posts. I'll get out of this that look at me in front of people over and over because I think most people are. They really do want to make a difference.
Gary: It's not just about a one sale and then go off and do whatever business change and the cost of acquiring a new customer compared to the value of the lifetime value of a customer or client is a tremendous difference and one is a total in all of the cost and the other turns into an asset line and that's really what we're looking for anyway. For wanting to build a tribe, we're wanting to build, and I goes back to the Seth Goden talks a lot about building your tribe and are having people follow you because of a philosophy of a structure of the ideas that they can relate to and then translate for themselves. Not that we're creating lemmings lemmings, but we don't want to be a hell of a bunch of tents out there and a bunch of Gary's aren't there. That's not the idea, but the idea is is that be able to disseminate information that you can go that can be customized to the people that are wanting to use it specifically for their personality and their industry, their verbiage, throw their voices being heard. That's really where industry and the market has gone.
Ted: Yeah. I did a search on linkedin recently for business coach is like one point 2 million business coaches around the world,
Ted: there's an audience that wants to work with you. They don't care about the other one point $2 million or whatever.
Gary: One of the things that we included now in the bootcamp was on day two, I think it is. The $100,000 blueprint that I created and how easy it is to create that hundred thousand dollars worth of revenue per year with very few people because again, we're looking at it from a world standpoint and so when you look at one point 2 million that are business coaches out there and then you add in that other side of life coaching where you get confused and kind of cross over at times as well that everybody can have 100,000 dollar plus business and still have a tremendous number of people left over that are not being served. So it's an underserved market. It truly is and that's really, I believe that's the case for any industry. Plus the fact that I don't compete with anybody else besides me and so if I'm competing with you 10, I'll let you win. Let's just look at what we're doing. Have those people that want and need what we have in relate to who we are and allow us to build that business on that side of it. And you will have a tremendous business.
Ted: Dan Kennedy, Alex had the pie is big enough for everybody. You don't need to fight.
Gary: Yeah, and I think there's a macro that says if the price too small or if your piece of the parties too small, just bake a bigger pie, then you go and that's a reality. People think it's rhetoric, but it isn't, you know, we've been around the industry long enough and we wouldn't have survived the number of years and really thrive the number of years we have new business if it wasn't true and one of the things that I have a passion about his passing on this knowledge so it doesn't get lost to future generations.
Ted: Like the guy that gave me my first linkedin death, Fran a couple months ago, I said, I know how to do search engine optimization if you're over 50 years old, there's no way you could ever know anything about that. No, go for a guy. Okay, so last question here, or is it an intellectual property attorney offering intellectual property? Consulting started audience as leaders of tech companies and they must protect their inventions and other intellectual property. So what are some strategies for reaching these tech companies who will invest in 10,000 plus consulting services?
Gary: So are you have a question back to him, is that are you looking for the inventor and you're wanting to protect their intellectual property or are you looking for the manufacturer, the implementer that if the person that's going to take that product service and implemented out to the world. So it's more like companies, tech companies like Hewlett Packard or. So I think one of the questions when he says come thousand plus, he's thinking that the general public doesn't have the revenue to take care of that kind of investment and I think that's a fallacy. I people out there that has a product or service that want to protect it and then be able to sell it to be that middle person taking it to the Hewlett Packard's or whoever. And now instead of asking them for money from a professional standpoint, that way he is taking a product or service that could actually make them money so he could actually have it on both sides.
Gary: And I see, yeah, he's looking for like startup companies that would have a lot of intellectual property, but they're not protecting it. Well, one of the things that she could do is look for the angel conventions. The Angel groups around the country are here in Colorado. There's, Oh golly. A dozen different angel groups where they showcase properties, angel investors come in and be within that community, maybe even come in and be one of the sponsor of those organizations to get know a look for the, the, there you could go to any library and there is a book of associations. And so angel investors have associations so you can start contributing articles to their newsletters and becoming relevant that way of giving good information because, you know, it's really interesting. We get a and if he wants to reach out to me, I'd love to have his contact just Gary and Gary Barnes, international.com because I get asked who is a good intellectual property attorney, whether it'd be for a book or a program or whatever, uh, that you know, that that's a resource that people are wanting but they don't know where to go get it.
Gary: Yeah. Um, so I would look for how to become relevant and that relevant is what pain point are you solving for these types of organizations and starching truly being linked in is a wonderful tool for this because once you identified the organizations, then you can start building relationships in sight. Those organizations where their goals are for your services and if you're a, if it's a big enough opportunity, maybe even offered to go in and do an inservice for a particular division of that company and do it as a look. Look at it as a, a, a marketing investment. Not as an expense because we could do a whole bunch of stats and paid to get marketed and showcased and all that, but we're not doing deliberately to an organization that you're going to be able to serve. An example of that is about a year ago, I was asked to facilitate a program for the Colorado Women's Aviation Association and I'm a big airplane guy and all this and there was no pain, no nothing around that, and so I went in and it. They loved it and about a month later I was asked to come in and do a six hour instructional for the airport itself and so it was a big money or was $8,000, but it planted the seed. I got to showcase for a couple of hours and then they brought me in and paid me
Speaker 3: [inaudible].
Gary: Awesome. So hopefully that answers his question. I gave him some ideas of what to do, but the resort or the information is out there. Be able to start touching people in a relevant way.
Gary: I love that you told him to go to the library and get a book by these books and one of the things that I've recommended people to view, you can go to Amazon and you can buy a maybe a five year old book and they're very inexpensive during like 20 bucks, 25, 30 bucks and so the people that are in the book as far as the main main money may not be relevant, but the other contacts within the organization will be right and so and if you get the book and you want to do it at home, then you could go to the library, look up that specific information of that organization and then do something directly to that person. There's a lot of the groups and associations on Linkedin. A lot of times they get into it unless you're in that industry. Right? So it's really doing a little bit of research and looking for that. You know, there's an old adage that birds of other flock together and once you have one in there, share with you about the other opportunities within an industry. But typically if you have solved a problem, a pain point for them,
Gary: right? And that's really what I want to encourage everybody to do is look at the pain point. What is the pain point that you solve for any industry? And once you do that, you become so relevant to them. They wonder where are you, where have you been looking for you? And that kind of relevancy. It snowballs and then you don't have to sell because it sells yourself. While on top of that, I don't believe in selling. I believe in sharing. I believe in showcasing and because again, if I'm selling, I have an agenda, I become unsafe. I'm looking at how close you and it really doesn't work, but if I'm sharing, I opened the door and those that see the need or the way for me to solve a pain point, they're going to walk through and we're the. The key here is that you have to put in the aggregate.
Gary: You have to put it in the possibility because we don't know who's ready and who's actually going to commit. And if we have that one or two possibilities to really, well if I get those, then it's really going to be a good year. No, let's be open to where in that, that, that possibility of revenue to come in from any shorts. Let's shoot with a shotgun. Not a 30 odd six. Very accurate. If you're shooting with a 30 odd six years, uh, but, uh, you know, shotgun pointed in that general direction. So if anybody has questions, go ahead and type them in and carry a lantern. So let's talk about how to be safe. Being safe is really fun because again, it's about showcasing. It's good. No agenda. Obviously we all have an agenda to have revenue coming into our businesses. That's the ultimate. And one of the easiest ways to do this is to really focus originally why can we're coming up to the beginning of the year.
Gary: So what is it that you want as an end result? The Stephen Covey, you start with the end in mind concept, is that what is that ultimate revenue numbers? And actually there's two, the gross and the net. And once you have that, then we can transition into how do I serve enough people to have that come about and so we're solving problems, but it's focused on the activity, not the results. And so when we do that, we are truly becoming safe because I don't have to close you tattooed to make my house payment or buy whatever. And when I do that, I'm truly into being in your timing and that I get misunderstood sometimes. I'm not saying don't ask for the sale, but that's not what I'm saying. But what I'm saying is that when we're truly in tune with who they are, I spent 33 years as a financial planner on the floor and adult are the top three percent in production over those 33 years.
Gary: And then I would have somebody that was new in my office. We'll be talking and we just come a point. They'd go, who do I make the check out to? Do I make it out to you and go, if you want me to go to jail, they don't do that. But I did not have to convince them that this was the thing to do, how many times have people that are listening to this and we've all been there where we have actually talked somebody into our product or service and it didn't stay, it went backwards and so it really is a faster solid or is that a word, a more solid transaction in a relationship when they're coming to us and they are in a position now to actualize, to implement what it is that we have to engage them with and the where they don't feel like it's a waste of money, time and effort for them.
Ted: Right. It's like don't be a timeshare salesmen and pressure amended the sale.
Gary: Yeah. I, you know the old adage of the car salesman I love dealing with anymore. I just go to your broker and say this is what I wanted to live in the car. But you know the, in the current industry they have something called Mobymax and the concept is, is that if you don't close them the first time you see them and they say, I'll be back. They won't come back. And so there's a big push to get them to make that decision right then. And what they do is, you know, current sales, I'm really don't have a high esteem in the higher fidelity because of that, because it's all about them and not about the client. And talking about here, I know Ted, you do this as well. We really do what we're talking about. We put the person first knowing that when we do that, it's going to go the relationship that's going to really give us everything we've ever wanted from our businesses and people. I just, I want to encourage you to embrace us, to do it, test it for yourself because it does work.
Ted: That's like the Internet marketing. The reputation is like used car salesman. They, they're like, they're there to sell you their product. They don't care about you if you get results from it, they just want to make money.
Gary: And, and sometimes the, the investment is so low, they know you're not going to spend a lot of time running out through the dollars to get it right. And they'll just. It's just unfortunate in any industry, it doesn't matter what it is. There's gonna be people that short change, the true benefit that that industry has to offer, right? That's just the unfortunate thing that we have to deal with and that's also when we take a different structure, a different process during engage, they're going to see that what we're going to match our actions and that's going to make a difference as well.
Gary: What's that? All right. Yeah. Well, you know, we've all talked about referrals, wanting referrals and how do we get referrals. This is how we do it because, you know, this happened my entire career. I hadn't happened this week where somebody said, know, I already have a business coach and I'm really not gonna matter if you're good with who you are, I want to support that. Now the good old golden rule. And the day after they told me that and we actually made a referral to them and they did something else and um, I get a referral from them instead of them giving them referral to their coach, they give it to me and it happens and I don't do it on purpose for that serves them at that moment as another human deep, cool. Kenneth Kennington relevancy. You've already touched on it a lot that really have it all.
Gary: And this is where if you don't have a product or service that people now have transitioned to wanting either adjust your product or service to match where your perfect client, what your perfect client wants. And that's assuming that you know who your perfect client is. And that's the other thing that when I asked me, well, you know, one of the, the cosmetic companies, they go, who is your client? Who is your perfect client? They go, anybody with skin? No. You know, in the insurance industry, if you can fog a mirror, no, resemble a human being. You're like, you know, that's really not it. But what are the elements of the personalities that you like to work with? What is the industry or industries that you'd like to work with? What are the gender or age groups that you most relate to? Once you identify the, that, that group of individuals and what they, the demographics of who they are.
Gary: Then identifying how for them to utilize in a meaningful way, what you have to offer becomes much more simple. And so becoming, allowing that to be a relevant product or service. I mean, you look at some of the products that would come out over the years. The pet rock, no, not like that. Here again, here's a novelty item that is no longer around and so you have less low back to the mindset of the secret like that we have movies. I actually am being. I'm in a documentary. That problem is going to be filmed at the bootcamp in January. Uh, that is taking on the role of the, the secret, but with substance JV crum who's going to be at the bootcamp, your buddy in that new one and it looks like their program is going to go to sundance. So even when there something that comes out into the market that people generally you really gravitated to buy the denim fulfilled, fully fulfill what is it that you could do to adjust to give them the real benefit.
Gary: And so sometimes one already created in the market is and gives us that indication of what we want to look at as far as the next generation offer that we have to that community. Great. So let's talk about your boot camp again. A little event coming up next month. Number 35. I didn't during these awhile. And Ted, you're going to be there and you know, people are really excited to see you again. This will be your third or fourth time company. Third. Third. Okay. I, I just, you're just always around. So like gum on your shoe. You can't get rid of a gun. We want to stay on. And this event was something that I did at the down one day and saying, okay, I'm going to do programs. What happened was my clients kept asking me over and over again how I built my businesses to the level in the short times that I did and I ran out of time and so I started looking at how I could share that information in such a way.
Gary: And so we started doing the events and this again is the 35th event we have. There'll be about 150 people there from around the country and Puerto Rico so far as it's evolved. But really it's unique in the fact that day one is what I call foundation day. And that's where we build the psychological and emotional aspects of building any business. I truly believe that 80 percent of success in business is a psychological and emotional because you know, going gonna be days that you don't want to get done. You don't want to see another person. In fact, I was speaking to a group a couple of years ago and it was all blue collar guys and those. I mean, it was all guys except for the secretaries and this was two years ago, secretaries and I'm going, wow, what year did you come from? And so I, I've never started a program.
Gary: I was like good before, but I just felt the community would relate to this. I said, how many of you this will be a perfect day if you've never had to speak to another human being again? And they were high fiving and they were just, you know, it's a psychological. We're not always wanting to engage, so how do we move through that? How can we allow the wave of emotion not to affect us, whether it be internal or external. It can be like I remember the morning of nine slash 11 where my financial planning practice had to keep going, but I realized that that moment when the second plane went into the second tower that I was out of business, I had no way to generate revenue, to pay the staff to be able to do the things that I promised my clients. And so what we teach them, this is everything got it, have created for me and my businesses and is proprietary.
Gary: It is not out of some book that I'm. We're just regurgitating information. So Day one is really fun and it really truly is a foundational base. Then they turned three is the structure and we get into. I created a time management program. They already gravitates to always give me a management program that finally works well. One of the reason mine works is that I don't have you trained what you're using. It overlays it, but it includes a value element by just activity on it. We get into the branding, the marketing, the elevator operator, how to truly kind of treat the white noise so people can feel. Also when we go to networking events or even in our writings, we connect to our industry or how we disseminate that product or service in that industry. People don't care and so if we don't get them to listen to, I said we don't do a pattern interrupt in such a way that they're at least curious.
Gary: The probability or even the possibility of a connection goes way down and so we go through all of these structures and then you're going to go through the linkedin and social selling on Saturday afternoon as well. Um, we have a couple of other speakers that come in and Malisa parent is a new. Going back to the book, she has a publisher. She has clients around the world and one of her, I believe it was 200,000 copies of one of her answers, just like, yeah, how many of us would really like to know the secrets there so that we do not allow the two days. It was very practical actually. All three days. We do also what's called a speak off, doing a presentation one on one or one to many is virtually the same. Our Africa and how we present it is going to be a little bit different, but what we do is we have three volunteers from the audience and they go up on stage, do about two and a half minutes, and then we give them feedback and then they cycle back through and do it again.
Gary: And the transition, the transformation that people have, both what they learn by being onstage, but more importantly what the individuals in the audience received. By seeing it, they're able to apply the changes and the little nuances they want. A lot of types of things. They have to change a whole bunch. Yeah, it's those little inches. It's that, that, that not that really makes a difference. And you know, you're in Colorado, you're where we'd go back to the miners are one of the gold miners with solar claims and the next person would come and move one rock and there's the day very trimmed as people are looking to jump industries junk. Now let's find out what you're doing. One of my clients I had, when they first came to me, they were doing one particular industry and they had decided to get into the marketing arena and they were good at that, but I looked at him, I go, why are you killing the golden goose?
Gary: And they didn't like that question though. What we did was we looked at what their original core business was and now it's producing over $200,000 a year for and they were about ready to throw it away. It would just have to fine tune it for it to run smoothly and so because of that, if I never see another person again that comes to the bootcamp, I want them to be able to take this information on Monday morning back to their companies, their offices and have a bigger, better result immediately. And so we. This whole process we work through. There's a lot of fun stuff that we do. I A as is three days where I'll tell you, it goes by so fast. It is amazing. It's getting into that, getting out of your own environment and being around all those great people. You learn as much from the audience members as you do from the speakers a lot of times while and we really encouraged the networking in the room and because of that, people are doing business that weekend and we don't because we keep the investment loaded.
Gary: Come. People keep thinking that this was going to be a pitch fast, there's going to be an offer every hour or every 90 minutes, whatever it is that way, and it really is content, whoever. It's a showcase for me for people to see who I am. I speak about 75 to 80 percent of the time the last three days. We do a Thursday evening, give me a Thursday evening, give back now, which is free and open to the public and it's an amazing thing even when I don't speak on Thursday evening. In fact, Jv, crum and speaking that night I saw that what podcasts have 1600 podcasts out there are a million followers and an average of 100,000 views or listens for every podcast. So again, I looked for content driven service individuals. There is no one that is on the stage besides myself that I do not know.
Gary: I don't do that anymore. What I want, I want to control the the value of the content, but the other thing we don't do is we don't talk to each other and say, this is what I want you to do. Or this is what I want you to say, but there is an interesting thread that goes throughout the weekend that sometimes people think we did. That's when I send my presentation last time I was following what year we're teaching the day before it was like, oh, this is perfect and we never spoke now, and that's something I really consciously decided not to do because I don't want to manipulate the message or want the true message coming from you because our personalities are different. Right? And I want to have the army be able to to those differences because we do have a total variety of individuals in the room.
Gary: We have started businesses all the way to multimillion dollar manufacturers, professionals. The last two boot camps. We've had psychiatrists there. I mean it's been an interesting mix and everything in between, so but the reality is it's designed and put together in such a way that it doesn't matter where a person is in their business, they're going to find the nuggets to take them to another level of prosperity in their business. If it. Here's the big F, they will take an implement, at least one of the things that they learned over those three days. You got to do it. It's not any magic. And I entered, you know, we can't do it for you. Yep. So what are the dates and where it, and information. Thank you. It's here in Denver, Colorado. I always do them. Here are, this is where my infrastructure is. It's not about going other places but, and you know, people say January in Denver, in Colorado.
Gary: Well, I additional particularly one of the El Nino, I think we, it's 67 degrees here today. Uh, you know, on the first day of winter when it's 20 degrees warmer than normal by January and in Colorado is usually people golf in January here. So we get a little cooler than some areas, but January is, you know, a good weather month for us. But January 17 is the pre event, Thursday evening the 17th and then the event itself starts at 8:00 on Friday, the 18th, 19th and 20th. And so it's a full three days and yet it is something that gets a lot of fun. We have had people, I think the most people are the most comebacks that we've had is about 18 times where we've had people that have attended and to you that bad only made that dumb is that they come back every time and they hear something different and we do change it out because my personality, I got to do things differently to keep myself engaged. But people can find the full information. But just simply by going to www.breakthroughbusinessmastery.com.
Ted: Breakthrough business mastery.com.
Gary: Yup. And the early bird investment is still available. It won't change. And, and right after the first of the year. So. And then we have a kind of an announcement or are we wanting to announce what we're doing on Friday night?
Ted: Yeah. Now we're talking about people that come to this event. We're going to do a little dinner. It'd be like after the event and then we're going to get together and have a little mini business masterminds. Somebody can go through your business and if you're stuck with something, it's really great mastermind where you get the group helping you solve the problem, not just one expert and it's great.
Gary: Danny, I have reached out and asked me if I'd be willing to do those. So on right before this call we have to determine, okay, Friday evening, after that event shuts down on Friday we'll go to the restaurant and the hotel and so everyone will have their own meals, but after that we will do the mastermind and I'm more than happy to do that. People think I'm nuts. I just don't sleep for three days anyway, but I know that people want to get as much value as possible and so this is only open because of Ted and so we're only offering this for people that connect through 10. So, uh, when you registered it, put a little note or something to me that you're, you heard about this through tug and we'll include you in the mastermind on Friday.
Ted: Cool. Well Gary, thank you very much for this.
Gary: Well, you're welcome. And as always, if people have questions or you know when they come to the event or not, they can always reach out. And Gary, Gary Barnes, international.com. That's my primary email. And I do answer everything personally. I think this is a point of people ask you. I know they asked you to, you know when you're going to retire and whatever. This is what. It's not what we do. This is who we are. And so for me, I'm never there. This is my life and I enjoy helping him touching other individuals in a good way. It got to be careful what you say, but the reality is is that when I started in in business, no one wanted to help me. Nobody wanted to give me any of their secrets because they felt like I was going to become their competitive competition and somehow they were never moves.
Gary: And it's so dumb. If I can give somebody a tip as knowledge, encouragement, that allows them to touch more people in a positive way, we're all better off. And it's not just this warm and fluffy you all kinds of. It's thinking side of things. In reality, this is the substance that sustained and economy and when you truly understand the benefits of allowing more people to win, then that's a sustainable long term growth and started these bubbles that come up and people wearing and then they lose lose after a while. They really start to check out.
Ted: Yeah. A lot of my friends and when the economy tanked after 2008, they didn't go into a shell and just say all my business has done. They actually hired a bunch of people and grew their business during that time and now they've got like 10 x their business since then.
Gary: You know when the economy goes down
Ted: or. I really enjoyed it because people do. They quit and it's on the newer people to solve those same individuals that are still there. I jumped in story and I spent nine years in real estate in southern California in the late seventies and my highest cost that we had on the property at the outrigger, $30,000 a house. How many of those would you like to have? Back? Was Twenty one percent with 10 points. Which were 10 percent 31 percent for cost you your house, but that year I produced $5,000,000 worth of property sales and people is a. It can be done well. Okay. Say that. Check out. That's why the psychological and mental, the emotional aspects of building a business. That's what I kept myself engaged. I jet myself because I knew if I focused on the activity that the results will be there because people still wanted what I had to offer as a realtor so we could go on forever. Ted. Yep. That's for sure. Breakthrough business mastery.com and we will see you in Denver and a few weeks. It's just a few weeks away.
Gary: Very good. I think we still have roommates available at the hotel so we can get you in touch with our travel expert service that we've engaged is great. Uh, but yeah, I think the last time I checked with her a couple of days ago, there were still a few wins that will then at that rate. Oh cool. Awesome.
Ted: Well thanks everybody and thank you Gary and happy holidays.
Gary: Absolutely. Happy holidays.