I'd like to welcome you all here this evening. My name's Adam Hudson and I'll be taking you
through the first 45 minutes of tonight and then I'm going to invite up Peter to spend
another 45 minutes with you this evening. So I would like to welcome you all and make
you feel at home. Hopefully tonight you can have a nice relaxed evening. This is a preliminary
information evening. It's the second presentation of its kind that we've done here in Brisbane.
We did the first one about two nights ago. So you guys are the second people in Queensland
to see what we're going to be talking about tonight. And I do want you to relax and have
some fun with us here this evening. Essentially it's just really to give you some preliminary
information about our company, about what we do and about what we're really looking
for and the kind of people that we're looking to work with should this be an opportunity
that interests you beyond this evening. So it's really a nice low key event. How many
people here have actually seen or heard of me before? Seen or heard of me before? Okay,
how many people have seen or heard of Peter Sun before? See Peter, you're still more famous
buddy. Peter's a pretty well known face around the trap. So he's not just a phantom that
lives in the Gold Coast. He actually does live and walk and breathe. So he's been in
his little Gold Coast hideaway for a while working in his mail order business. So a lot
of people who've come along for these nights have said, oh, so he actually is a real person.
So he's here tonight. You're going to hear from Peter later on. I'd like to begin the
night by just giving you a little bit of background on myself so that you get to know who I am
and why I'm here. And I think oftentimes we go to seminars and it's a bit sort of hard
to do it. But before we just get started, what I'd like you to do is I know some of
you have been sitting for a while. So I thought what I'd like you to do just really quickly
if you could just take a moment and introduce yourself to the people couple next to you
and just say hello, let them know who you are and what you do for a crust and then we'll
get started. So if you could just turn to the person next to you either side and the
person next to you shake hands, be friendly now. You're Queenslanders. Don't be bashful.
Say hello. Just let them know what you do for a living. Why are you here? All right.
Okay, great. I'll just get the attention back if I could. Fantastic. So as I said, I'd like
to start tonight, what we're going to be covering is a business opportunity for people that
are looking for a way to either supplement their income or perhaps completely change
their career. Can I just get a show of hand who here in the room is currently owns their
own business? How many people are currently business owners? How many people here are
currently employed? How many people are business owners that are thinking about becoming employed?
Wondering why they ever went into the business? No, we've got a good mix of a good cross section
here tonight. So I'd like to encourage you to tonight, at the very least before you leave,
meet some of these other people in the room. Generally for these kinds of seminars, we
attract some pretty good people. So mix around for as long as you like when we're finished
here this evening. But essentially this is an opportunity that virtually will fit into
whatever you're looking for, whether it be supplementing your income. I basically work
this business part time, which I'll talk about tonight. I've been with the Institute marketing
these products for 53 days now. So I'm on my 53rd day, birthday today. So I'm only fairly
new with these products. What I'd like to do is just give you a little bit about my
background because as I said, I think it's important if you're going to spend an evening
with somebody that you understand where they're coming from, what their angle is and why they're
doing what they're doing. And I'll be talking a little bit about some of the products here
tonight and how I use them to make money. And then I'll be handing over to Peter. So
essentially I'm actually a Brisbane boy. I live in Melbourne now, but I lived in Brisbane
from the age of 16 to the age of 25 or 26. So, and I'm 26 now. So I've only lived in
Melbourne for about eight or nine months. So I graduated from grade 12 in Wavell High
School. So just over in the Northern suburbs, I got out with average school grades. And
the first job I ever had was a picture frame, sorry, working in a Photoshop. Has anybody
ever worked in the photo processing business? It's fascinating what people can do and photograph
at one time. I'll tell you that. I worked out at Browns Plains and I'll tell you what,
it's really interesting. But that's what I did. I made $183.50 and at that time in my
life I really hadn't really thought about life much. I'd just graduated from school,
went straight to work. And when I got out there, one day I was working away in the shop
and this guy pulled in out the front in this brand new red Porsche 911. And I remember
when he pulled up in that car, I thought, oh, wow, that's a nice car. And at that time
when I was 16 years old, I'd left home and I was living in a house out in Browns Plains
with my brother and two mates. When he pulled in this car, because there was only two things
I was interested in life then, first one was cars and the second one was bodybuilding,
although you'd never know the second one looking at me today. But when I saw this car, I thought,
I'll get you back into this bloke and see what he does for a crust. And maybe if I get
to know him well enough, he might take for a spin in this Porsche. But it turned out
that he owned 10 of these photo shops. And he said, look, you seem like a bright young
bloke, why don't you come out to my place and meet my wife and kids and maybe I can
point you in the right direction? Because he was only about 30 years old and I was really
impressed. So I pulled up in his house, I got my little green Mini, which I owned at
the time, and I drove up to his house and it was 126 squares, brand new home. You can
imagine that's quite a large property here in Brisbane. And I was just blown away. And
we got talking, he gave me a book called The Magic of Thinking Big. I don't know if you've
ever heard of that book by Dr. David Swartz. And it was the first time I'd ever really
looked at or read anything about success. It was the first self-help book I'd ever read.
How many people here are fairly avid readers of personal development or self-improvement
books? Yeah, it's an interesting industry. It's changed a fair bit. I remember about
10 years ago, if you saw someone in the self-help section, used to sort of walk past and think,
I wonder if his marriage is on the rocks or something like that. But when I read this
book, it sort of got me thinking the first time about life in a different way. And I
sort of got bitten by the bug to read and learn as much as I could about personal growth
and success. And what happened was I became fairly ambitious at a very young age. And
by the time I turned about 19, I tried and failed at three different businesses. By the
time I was 21, I tried and failed at a total of four businesses. So I certainly didn't
have much success when I first started out, but I learned some things. But most people
don't even start a business before they're 21. I'd done four and failed at every one
of them. So I was a bit of a walking loser. And I hadn't actually kept a job for over
a year. And in my book, which is published now, it's called A Success Guide for Young
Australians, one of the things I like to do is speak to kids. And that book was on Burt
Newton and all the proceeds go to Cherish the Children Foundation with Pat Rafter. But
in the front of that book for the kids, I actually put in my resume because a lot of
times people think success stories have these perfect resumes and great school results.
Well, that certainly wasn't me because I never kept a job for more than a year up until the
age of 23. And basically what happened when I was 21 years old, I started my first business,
which I thought was my serious business here in Brisbane. I saved up about $10,000, which
at the age of 21 was the world of money. I mean, it was a lot of money to me back then.
And I thought I'm really in the big league now. And I had this 10,000 bucks and I went
and started my first serious business. And I use this technique in a personal development
book that I'd read. And the technique was that you go out and you tell everybody you
know, particularly the ones that hate you, just how successful you're going to be. Has
anybody ever heard of that technique? No? Not really? They say that if you do that,
then you know, you've got all these people watching you and it drives you to be successful.
And well, it's one theory. And I tried it and I thought I was going to get nothing to
lose. I'll give it a whirl. So I did it. But what happened was I really did tell everybody
that hated me how successful I was going to be. And I put enormous amounts of pressure
on myself. And anyway, I opened the doors for first day of business at the age of 21
here in Brisbane. And on the first day, I had a nervous breakdown. The phone rang and
I couldn't pick it up. I broke into a sweat and I burst into tears. And I completely lost
the plot. And I couldn't go outside. I'd go outside, I would freak out and have to go
back indoors. And I got admitted to the Brisbane Hospital, put in a fairly interesting ward
over there. And they put me on drugs. So at age 21, I was flat on my back in the Brisbane
Mental Ward. Now, up until that time, I was a fairly bright, enthusiastic, certainly ambitious,
fairly articulate young bloke who certainly showed signs of promise. But here I was making
myself physically and mentally sick from stress. And they diagnosed me with over ambition.
No, but really, when you get the picture in your mind, the reason I tell you is because
I don't know if any of you have been through that experience. But when I read about that
or heard about it, I thought it was just for Hollywood people on drugs. You know, that
was the only people that sort of faked those things for publicity. But it's actually very
real and it happened to me. And I basically lost all my self confidence. So for a couple
of years, what I did for three months immediately, I couldn't work my wife who registered you.
I know she didn't register. Pam's at the back of the room tonight. But Pam was working
for the Bank of Queensland. We were living, we'd been married since the age of 19. So
we've been married two years, and now married seven years happily. And Pam was working out
the Bank of Queensland as she was sort of supporting us. And we weren't making ends
meet too well. And I was working at the, every day because I couldn't go to work, I was going
to the National Library in Brisbane. And the reason I was going there is because I really
wanted to learn what made humans being form their beliefs of what was fear and what was
physically, what went on inside your body when you got nervous. Because I needed to
figure it out at a scientific level because I thought I'm one of those skeptical people.
I have to see it to believe it. So I read everything on Neuropsychology that I could.
I learned what happens to the human brain as it develops from the day you're conceived.
I learned a whole lot about the human makeup and emotions and all that stuff. I studied
neuro-linguistic programming and thought that might help me. And I did a whole lot of interesting
things. But after three months, I had to get a job because we were going broke. And we
actually started pouring wedding gifts at one time to buy food. And that's how poor we were.
But I went and got a job at Coles and I was a shelf packer. And the reason I did it was
because early in the morning I didn't have to see too many people and it was low skill.
So I was working out near Ipswich packing shelves in the morning. This was about four
years ago. And I then took a job at Chermside framing pictures as a picture framer. This
is all leading somewhere. I was working in a picture framing shop making $380 a week
when I was 23 years old at Chermside. The only thing I was passionate about was hating
my job. I don't know if there's anybody else in the room who fits into that category. But
I still had inside of me hopes to sort of do better in life. And one day on my lunch
break I bought a magazine called The Rob Report. Has anybody ever read that magazine, The Rob
Report? You can get it at all good news agencies. It's about $23. That's why they call it The
Rob Report. And it's an American magazine and they're extremely wealthy people. It's
a million dollars US is the average subscriber's net worth. So it's a high end mag. And I bought
it thinking that it would actually cheer me up. Because on my lunch break I was thinking
to myself, I've got to get out of here and start a business again. So I finally got enough
confidence back to start thinking about it. And I was looking through this magazine getting
depressed at all the stuff I couldn't afford. And I saw this advertisement for a company
that was looking for people to market personal development tapes, books and seminars. And
when I saw it I thought that would be a bit of a novelty because up until that time I
was one of those people that knew everything about success but was flat broke and miserable.
How many people in the room know somebody like that? Who knows everything about success
but they're flat broke and miserable? Okay, keep your hand up if you know them intimately.
Okay? Well I was one of them that knew someone like that intimately. So when I saw this ad
I thought it would be a bit of a novelty to actually make money out of something which
had only cost me money in the past. But I had no ego left because I'd completely lost
it through this whole process. So I rang this bloke in America, it was actually Canada.
And I said to him, I think he's going to be here tomorrow by the way. Interesting, I might
catch up with him. But I rang him up, I told Telstra because I'd never called out of the
country and I thought I'm going to tell this bloke flat out the truth about me so that
I don't have to pretend that I'm something that I'm not. So I rang up and said, mate
I'm 23, I'm flat broke, I've failed at every business I've tried and I've got no experience
in your industry. And there was this big pregnant pause. And then he said, you're just the guy
I'm looking for. And I thought, oh my goodness, what am I getting myself into? And I needed
a couple of grand to get started in this business so I borrowed it. I got half from my dad and
I got half from a bank extension on my credit card. And it's interesting what happened from
that point because life started to change and it started to turn around. Because what
happened was I had to start the business and I had no money. So I had zero dollars and
I had to start this business. So I had this little 90 day business plan. And my 90 day
business plan was this. I didn't have any friends that I could talk to about the programs
because I burned them all through every business opportunity I tried. And I had no money so
I couldn't advertise to buy friends. But I heard about these things called accounts.
And I thought, what I'll do is I'll get an account with the Quest newspaper group and
I'll run some ads in there. And I thought, well, the worst thing is I'll start advertising
on the first day of the month and then the bill comes 30 days later. Then I can probably
have 30 days to pay it and I can fob them off for 30 days more. And that was my 90 day
plan. And it's not the one your accountant will tell you to use, but it is amazing what
you'll do when you've got a blowtorch up your bum driving you. So I put these little ads
in the paper and I had a pager which I put on my hip. And I had to use a paging service
because I couldn't give out the framing shop because I was working full time. And I used
to ring the pager more than the customers. I used to ring it because they'd say, hello,
welcome to Adam's Hudson's office. And it used to get me all excited. But I put these
ads in and one day this bloke actually rang me that was a potential customer. So I rang
out, I ran out my lunch break, right? And I've got the phone and I'm in Chermside Shopping
Centre, right? I want you to get this picture because it was only three years ago. And I'm
standing there, I've got the phone in my ear and I drop the 40 cents in and call this first
bloke who's going to be my first customer hopefully. And I ring him up and as the phone's
ringing it dawns on me that if this guy actually picks up, I've got no idea what I'm going
to say to him. So what do you think happened then? Has anybody had the experience when
you're about to go public speaking or something and all the moisture seems to disappear from
your mouth and your tongue goes rock hard and swells up and you can't talk? Has anybody
had that one happen? Okay, well that's exactly what happened. All those emotions started
to rush back, all right? And I've got all these kids screaming around me and it's all
happening and I'm sitting there going, what am I going to do? It's called fear. Does anybody
know what fear stands for? Anybody? Anybody know what it stands for? F-E-A-R? False evidence
appearing real. That's what all the books tell you. They say fear means false evidence
appearing real. Well I'll tell you what I thought it meant at that moment. F everything
and run, right? That's all that was going through my head right at that second. It wasn't
any fancy acronym, right? And the guy picked up the phone and all I could think of to say
to him was, I've just come from the dentist and the anesthetic hasn't worn off because
I couldn't talk. And he bought that but he didn't buy the product. So I rang this bloke
in Canada that night and I said, mate, I think I'm going to chuck in the towel, it's not
my caper. And he said to me, Adam, that's a good idea. Why don't you do that? You're
really, really good at quitting. You're actually quite a professional. Why don't you just do
it one more time to prove to yourself how much of a loser you are. Bang. And hung the
phone up. And like, it was like being hit in the stomach with a basketball when you're
not expecting it. Can you imagine that being said straight to your face? Well over the
phone anyway. I thought that bastard knows I can't afford the plane ticket to go over
there and biff him one. But I sat there and I thought about it and a few minutes later
I rang him back and I said, I don't like you saying that to me but I know it's true. And
he said, Adam, the truth in life is you're either going to step up and do something or
you're going to keep making excuses for yourself and letting yourself off the hook. He says,
so are you going to be like, go and do something or are you just going to keep making excuses
and keep lying to yourself and making yourself feel better about being average? And I said,
no, I'm going to do it. So what happened was the first month in that business I burned
everybody I talked to. It was a complete disaster. I made no money at all. But the second month
I started to get the hang of it. And the second month I made $12,000 part time marketing these
books, tapes and seminars. And so you can imagine I was working seven months as a picture
framer, which I hated, to make $12,000, which I just made part time around my job. So who
here would be happy with $12,000 outside of their job a month? I mean, I was like, beside
myself. I never made that much money before. And so I was jumping with joy and I was like,
I can energize a bunny. And the next month we made a little more than that. And we took
off to America, Pam, and I went to Los Angeles. And we went and spoke to the company. I went
to meet the company and attend one of the seminars that I'd been marketing. And on the
12th of December, three years ago, we were sitting in Rodeo Drive, Beverly Hills. And
we were looking down Rodeo Drive in a restaurant called McCormick's because this guy in Canada
took me out there with Pam. He said, if you come to Los Angeles, it'll be my treat. And
he took me to the plushest restaurant in Beverly Hills. And I said to Pam, thank God he was
paying. Because up until then, I used to look down the right-hand side of the menu to see
how hungry I was. But with him, it was a different caper. And we were sitting there. And I said
to Pam, on the 12th of December, it was around Christmastime in Los Angeles, I said, babe,
well, we couldn't believe it. We'd never been anywhere. I said, babe, isn't it amazing how
much of a difference it makes when you get the right information and the right people
to teach you how to do it? And Pam looked at me and said, I can't even believe it either.
And it was amazing. 12 weeks ago, we were sitting in a chumside picture framing shop.
Now we've made about $12,000 and $15,000. So I rang my boss from Los Angeles and said,
I'm not going to come back. I'm not going to frame any more cross-stitches or paper
twirls. I'm going to do this business. And I did. And that year, my income went from
$23,000. And I thought when I started my new business that if I could double my income,
I'd be delighted. But my income increased by not double or triple or quadruple. It went
up 1500%. And my income that year went to $287,000. And so I was 23 years old making
a lot of money. In the second year, my business grew even more substantially. And in the second
year, about six months through, Pam and I decided to have a holiday because we'd set
our business up such that we didn't have to be there and went to America. We were making
over $10,000 a month when we weren't even there. And we lived in a little cottage just
about 30 minutes outside of Aspen in a little ski village. And we lived there for seven
months. We did nothing. We bought a convertible, drove across America twice from New York to
Los Angeles. We lived in Florida down in the islands for a while. And we just had a total
holiday. And before we came back, we left from Los Angeles. And I met a guy in Los Angeles,
an American businessman who bought my company from me. So he bought my Australian business,
moved down. He runs it today. And I came home with no business, fairly well cashed up. And
I'd had an interesting experience. Within a few months later, I became, within a period
of being flat broke, to about three years later, I'd become a self-made millionaire.
And so my life turned around. By the time I was 25 years old, I'd done it. And it was
an amazing transition in my life. And Pam and I couldn't believe what had happened to
us. But what I can say is all we decided was we really realized a few things about life,
which was that everything in life was us. Our whole world was just us looking back at us.
And the reason that we hadn't succeeded in the past is because we hadn't become the person
good enough to get the money. And a friend of mine who was a very well-known speaker,
who I had the chance to spend some time with recently when I was in Melbourne, Jim Rowe,
and some of you might know him. Jim spoke to me about four years ago. And when I was
at a seminar and I met him at the lunch break, and he said, Adam, the best part about becoming
a millionaire is the person that it'll make of you. And I remember him saying it to me
when I was flat broke. And I didn't quite understand what he meant. But I can really
tell you that I learned to work harder on myself than I did on anything else. And about
a year ago, after I had a bit of a holiday after selling that company, a year ago I started
another company just about a year ago. We started it with $15,000. That company grew
within about four months. We grew to about $2 million a month in sales. I had four offices
around Australia. I employed about 50 full-time staff and 300 field sales agents. So I had
a very, very successful company. My partner is a very, very smart guy who taught me a
lot. He's worth about $40 or $50 million at the age of 30. And I woke up about six months
ago, six months into my business with a company that we started with nothing and we outgrew
our competitors. One of our competitors is a publicly listed company and we were doing
more profit every couple of months than they were doing in a year. And so I woke up with
an extremely successful business, very, very successful business. And we were making a
lot of money. And in fact, one week we actually made a little over a million dollars in a
week. And I woke up and I said to my partner Henry at the time, I said, mate, my heart's
not in this anymore and I want to leave. And he was a little bit amazed by that because
all of my dreams financially had certainly come true. But what I'd realized was that
I was spending, I looked at it and I realized, look, I was working 15 hours a day, seven
days a week. And those of you who do know me will probably recognize the difference
in the way I look now to the way I look six months ago. I was a lot skinnier, I was a
lot more stressed. And basically I realized I was awake 16 hours a day and I was spending
15 of those 16 hours doing something I didn't like very much, which was managing people,
which was solving headaches, which, and I had good people, but I was just running a
business and not enjoying my life at all. And I just made a decision to change and I
changed overnight and I sold out of the company fairly well. That company is going to be listing
next year. It's an extremely successful company, but it wasn't fulfilling me. So I sold out
the business and I got to the point where I didn't have to work. I could have probably
retired about six months ago for the rest of my life or certainly for a long time on
a very, very good income. But I didn't want to do that and I wanted to start a business
which gave me my lifestyle, which gave me fulfillment, which gave me connection with
people because that's what I really loved. I love connecting with people, I love making
a difference. So now, as I said, I've had a book out for about a year now and what I'll
be doing next year is spending more time with kids and speaking to them through Victoria.
But I also spend a lot of time with small business people now because one thing I'm
passionate about is helping small business people get the results from their business
that I feel they deserve. Because I think small businesses people in Australia are hard
working, they take all the risk, they give good employ to people and the people that
they employ here in this country don't actually realize how important those people are and
they lie to the small business person, tell them why they can't come in, they're sick
when they're not. So I'm passionate about helping small business people grow because
that's one thing I know. I know how to grow a business, I learned to do that very well.
So that's what I do these days, I consult to businesses, I provide some venture capital
for businesses, I do all sorts of interesting things. And when Peter spoke to me about the
Better Business Institute and spoke to me about the opportunity that it afforded, I'd
known Peter for quite a few years, I'd worked with him a little bit and one thing I knew
about Peter was a very honest guy and that was the first thing. He was very, very honest
and he was very successful but what I really liked was the fact that he was very down to
earth, very down to earth. And Peter, when I got out of the business I was going to work
part time, I was going to just consult to companies and swap my money for time for a
while, time for money for a while. But Peter spoke to me about the power of working with
products and I wasn't exactly sure of the power of working with products but he convinced
me, he was really persistent. And so I've been working with these products and I'll
tell you in the last five weeks my income from working in this business and I'll be
happy to show you, you can ring my account and you can look at my myob statements, you
can do whatever you want, but my income in the last five weeks alone has been $170,000.
Now not only has it been $170,000, I've worked six evenings to make that money. So how many
people here would be interested in learning how to do that or even a fraction of that?
Okay, if you could just earn a fraction of that who would be happy? Because I'm going
to show you tonight how you'll clearly understand it. Here in Brisbane I worked, I've worked
six hours this week in Brisbane. I did a little seminar last night. Who was here last night,
anybody? No? Oh a couple of people in the back. And I did a little seminar on Monday
night with the Institute's products. Now when I say little I mean 30 people in each workshop
and my income this week has been $28,000 this week and I've only worked six hours. And that
was right here in this room. Last night I made $20,000 last night in this room. So and
on Monday night I made about eight. So it's a fairly simple straightforward business and
many of you are probably thinking well what kind of people are you talking to? They must
have been loaded. Well guess what kind of businesses they were that I helped? They were all hairdressers.
All hairdressers here in Brisbane. Now hairdressers aren't exactly the most cashed up people on
planet earth are they? Are they? No, they're pretty much sell to the earth business people.
So all of that income just about that I generated in the last five weeks has been through hairdressers
and a few accountants but that's it. Because what I'm going to show you is a little system
that you can work with any business in Australia. So it's fairly exciting. It's the first time
we've offered it to the general public and what I'm going to do is explain to you how
I work the business. But before I do that I just want to say one thing. There's no free
lunch in business. This is not some magical system that works for everybody. If you want
that then what you're going to need to do is get a franchise. Because franchises, if
you get a good one like Baker's Delight or something, work for just about everybody but
they cost a quarter of a million dollars to buy. Which is not what we charge, right? I
mean maybe we should Peter, what do you think? No. But we don't charge anything like that
because it's the kind of business that really is a reflection of you. Does that make sense?
It's a business where if you become more you'll make more. So I want you to think about tonight
as I show you this that this business is a result of you developing yourself, of you
becoming more, of you learning some more skills. But if I could show you a way to get those
kinds of results what kind of personal development would you be willing to do? What kind of personal
development would you be willing to do? And the last thing I'd like to say before we begin
was I'd like you to give you the advice that my former business partner gave me because
he was one human being that probably taught me more about business than anybody else I've
been in business with, right? He's extremely successful. You know what he said to me the
first day we decided to go into business? He said, now keep in mind I was relatively
successful at this time and he said to me, Adam if we're going to do business together
there's two rules. Number one, you know nothing. Number two, everything you think you know
is wrong. And I just went, what? He goes, Adam number one you know nothing. Number two,
everything you think you know is wrong. And he said, Adam the reason I'm telling you this
is because if you can't let go of what you currently know to that level I can't give
you what I've got to teach you to take you to the next level. Does that make sense? And
he said, your ego is the most expensive liability you can have in life. He said, your ego, you
might want to write it down, your ego is the most expensive liability you can have in life.
And I didn't understand that fully until I started to work with him. Because a lot of
times we go into a seminar and say, oh yeah this bloke's full of crap or oh yeah can't
be that easy. Do you know what all those statements are? That's your ego making you feel better
about the fact that you don't know how to do it. Does that make sense? That's our ego
making us feel better about the fact that we currently don't know how to do it. And
those of you who say that you can, you know how to do it but aren't doing it don't know
how to do it. That's it. Because the only truth, this is what Henry used to teach me,
the only truth is the result. He used to say to me, Adam if you knew how to do it you'd
be doing it. And that was a fair comment. And he said to me, there's an old saying Adam,
to know and not to do is not to know at all. To know and not to do is not to know at all.
He said, so Adam you don't know how to make the money that I want to show you because
if you did you'd be currently making it. And I thought that makes perfect sense. So if
you can just put that aside. Now I don't, when I say people have an ego problem I don't
say ego is in a big head. Because the human ego is not about being big headed. The human
ego is the part that we are all born with. It's the part of us that is built in to make
us, protect us. Does that make sense? It protects us. That's the function of the ego. So what
it will often do is it will tell us lies to make us feel better about the truth. Does
that make sense? Because human beings are like peaches. On the outside we're all smooth
and shiny. I've been in the seminar business for a long time. I've met thousands of people.
And the number of nut cases that I've met that actually look quite great on the outside
wearing a beautiful suit and a nice tie. When you break it all down you would not believe
what's going on in people's lives. See all of that's the ego is the surface. All the
flesh around the stone is what we tell ourselves but the truth is in the middle. Does that
make sense? So what I want you to do tonight as you watch and listen is please understand
I'm not here to tell you that I'm better than anybody else and neither is Peter. All we're
here to tell you is we've found a way to make money that is different. And many people when
I say that's how much I've made immediately just shut off. Their brain just goes it's
impossible or it's got to be some trick. Let me ask you a question. I want you to complete
this sentence. Money doesn't grow on... Hang on. Money doesn't grow on... We all must have
the same parents. See in this country we're taught from the day we're born that money's
bad and you've got to be crooked to make it. You see? And many people are actually money
repellents. They have a real issue with making money. They feel uncomfortable about it when
people start talking about money. Just notice that if it's coming up for you. Because some
people feel sick at the thought that somebody can make in a few days what takes them three
years. It makes them feel sick and nauseous. And they actually do anything to run away
from it. Does that make sense? When you watched the cartoons as a kid who was the rich guy?
Was he ever the benevolent, nice, caring person? He was always the fat guy on the hill who
ate children wasn't he? Scrooge McDuck. We were taught that the rich is bad. Poor and
the go getter. Poor the underdog. That's always good. Well that's true as well. But money
there's nothing wrong with it. It's the love of money that's the problem. You see? So if
you're here tonight because I know everybody here tonight if you had more money who here
if they had more money would be prepared to give some back to the community? Who'd be
prepared to help? We all would. But the truth is we can't unless we take care of ourselves
first. Isn't that true? How can you help somebody if you don't have enough yourself? Okay so
what I want to do is just pre-frame everything I'm about to tell you tonight with that. If
you can just get it all in perspective and just have a listen it'll make a big difference.
Because tonight's just an information night. I'm not here to sell you anything. We don't
sell this thing. The people who this business is right for inside of themselves will say
this is exactly what I'm looking for. For those of us wrong for their gut will tell
them this is not for me. And follow your gut. Guys if you're here with your wife tonight
follow your wife's gut. How many people here would be a lot wealthier if they listened
to what their wife said a few more times? I'll come on am I the only one? Right? Honestly.
See women have intuition. That's a good cue to turn the phones off if you could. Okay
so please just follow your stomach. You know tonight's preliminary information if you like
what we show you tonight and you feel that it really is a fit for you then the next step
is to make an appointment with Peter and I will talk to you one on one. Okay we are fairly
selective I will say that about who we're going to be working with. We've eliminated
probably 50% of the people that have applied and qualified financially. Because we're looking
for a certain type of person. We're looking for a person that's been through around business
long enough to know what it is they do want. That's kind of at that point where they don't
want to keep raising the bar financially. They know what they want financially and they're
quite happy to achieve that and be happy. Because if you're constantly working with
people that don't know what they want they're never happy. No matter how much money they're
making they're never happy. I was one of them a few months ago. So what you've got to do
is learn to sit. We're looking for the people that know what they want in life. Have a balance
between their family. Have a balance between their relationships and have a balance between
business. That's what we're looking for. People who want to work that balance and hopefully
when they do make the money contribute back to the community. That's something we're really
strong on. Peter closes his office does community work once a month and we contribute in other
ways. So we're looking to work with those kinds of people. But before I get too much
into that I've only got about 15 minutes left of my intro here. So what I'd like to do is
just start off and tell you a little bit about what I do with the Institute. My business
is very simple. I only work with one product. The Institute has a catalogue of 17 pages
of products that you can use and work with. But the truth is you only need one to make
a lot of money. A good one. Does that make sense? Because a good person can make anything
happen. Now sometimes we don't believe that but sometimes people say, oh look this market's
saturated or that market's saturated. How many people have ever thought about saturation
in business? Who say, oh I better get in quick before it's saturated. Well I often say to
that person, they say to me, oh look I'm not going to get in now it's saturated. And I
say to them, okay think about it now. Tell me a business that you think is saturated.
And invariably people sit there for quite some time trying to think of a business that's
saturated. Now occasionally people come up with an industry. They say, oh air conditioning
is saturated. There's too many air conditioning people. And I go, okay would you be willing
to make a bet that Peter Sun and me could not make money in the air conditioning business?
Would you be willing to make a bet with us? And they go, no. Alright and I say, so there's
no such thing as saturation. There's just people that have the knowledge and people
that don't. Would you agree with that? And they go, yes. Saturation is a word the ego
uses to make us feel better about the fact that we don't know how to succeed in any market.
Does that make sense? So everything I'm going to be talking about tonight is knowledge.
Because some of you right now could do what I've done, do it yourself and save yourself
some time, but you need the knowledge. That's what we're here to teach you is some knowledge.
So let me just start by telling you how I've made the money I've made. In your notes there,
there's actually some information. I've just included the first two nights that I did this.
The first two nights I worked with the Institute. I worked on a Monday and a Wednesday night
and I included the sales from those two nights. The blue sheet, is it? I'll just show you
very quickly. There's one here. The blue sheet. Is it blue or green? I don't have any blue.
Oh, second one on top. That one there. Now this is just an extract out of my ob. This
was my sales from, I didn't start my business till late in the month, but it was from two
nights. Those are hairdressing salons in Melbourne where I lived. And these are my sales from
two nights, $41,000. The first two nights that I started with the business. Of that $41,000,
about 35 of it's net profit. That's after paying all expenses, okay? In two evenings.
Not bad work. So these are, if you look about the yellow pages, you'll see these people
actually exist. These are my clients. Please don't ring them because I haven't asked them
permission. But I could easily give you a list of a lot more clients now. So this is
income I generated in two evenings with one single product, which I'm about to show you.
Now after five weeks, that statement now reads $170,000. This is the product that I used.
Now it's since changed a little bit. The cover of it now says, an entrepreneur's guide to
marketing. And essentially what it is, is it's a business system or a marketing system that
virtually any business in Australia could use. It's extremely potent information. I
wrote the program. And what I put in here is all the secrets that I've learned to grow
my business. How we grew our business, our former business to one of the most successful,
or certainly one of the fastest growing companies in Australia. I've shared all the strategies
in this book for small business owners to use. And it covers everything from staff training
to how to hire staff, to how to retain staff, to take the transients out of your business,
to doubling every person that's come to my seminar or comes to learn about this. I show
them on the night how to double or triple their business within 60 to 90 days without
spending a single cent. How many of you would like to learn that here tonight? Well, I could
show every one of you how to do it. And invariably when I say that at the start of the night,
people go, yeah, he's just full of crap, right? Which is their ego. But I say, that's cool.
But by the end of the night, I'll absolutely, I'll guarantee every single one of you will
believe it's absolutely possible. And every night that I've done it, just sharing one
technique in this book, I show them. And the businesses, the headdresses have left and
started doing amazing things. If your headdressers start offering you things like BMWs, N3 convertibles,
as incentives, you'll know that was me. They go and do incredible things. By the last company
I gave away Mercedes-Benz as a gift to my staff. And I also gave it to my clients. They do
some crazy stuff, but I used to know how to do it for free. I used to know how to get
the cars for free. So anyway, it's a longer story, but I teach that sort of stuff, really
extreme techniques. So this manual is sold to business owners and it teaches them how
to take their business to a whole other level. And I'll show you in about, I don't know,
probably a hundred headdresses now have a double or triple their business and every
one of them knows how to do it step by step. I give them all the sales letters to do it.
I give them all the tools. So I give them this, they get a one day seminar that's put
on by the Institute. So they get this and they take them to a seminar. In this program,
I've started selling at $1,695. This here plus the one day seminar, I've now put it up,
that was $1,695 in GST included. Now it's $2,000 plus GST and it hasn't affected my
sales one iota. Okay. So it's a very, very powerful little product and we've written
a little two hour workshop that we sit, we give the workbook to the person, we facilitate
them through the workshop and at the end of the night we spend five minutes explaining
what this is and invite them to buy it. Now my conversion rate on the night varies between
30 and 50%. 30 and 50%. That's fairly high isn't it? Because it's a very strong product.
So some of you might be thinking, so how does it work? Well this is how it works. I have
a letter, what we do is what we call vertical marketing. Vertical marketing means that we
do not just do generic marketing to all kinds of businesses. I send a letter, I use a software
program called DTMS, it's called Desktop Marketing Systems and essentially it's every business
in Australia on a CD-ROM and you can buy the whole thing on your hard drive. My whole business
is on my laptop computer. I have no staff, just me. $170,000 in five weeks. No staff.
So it's all on the laptop. I type into this software program, Brisbane, 4000, I put in
the postcode, 4000 and then I put 25k radius and then I select from one of 400 business
types, hairdressers and then I hit search and it brings up every hairdresser within
a 25k radius in the Brisbane CBD. Pretty good information. And then what I do is I email
the people at my mail house who print off all my letters, hold them up and send them
out to me. So I don't do any of the stamps to folding any of that stuff. It takes me
seven minutes to organise a campaign. I've timed it. Seven minutes to organise the mail.
They send it out within 24 hours from me and send me the bill in 30 days. And it's cheaper.
It's about the same price for them to do it as it would be for me because they get bulk
discounts. So that's not a bad tip. So they send it out and the letter says in the headline
free marketing seminar for hairdressers only reveals the secrets to turning any salon
into a cash machine within 60 to 90 days. And it's a five page letter, one page of
testimonials, four page sales letter. And then they ring up and they book for the free seminar
which I held here last night on Monday night. And then what they do is they come to the
seminar and they give them their little workbook which the institute provides. I facilitate
between the workbook, it takes two hours with a break in the middle and then I give them
this. So I'll have between 20 and 30 hairdressers on a night so they're not large groups and
I sell between 30 and 50% of them. Now I thought well that's good, that was fantastic,
made a lot of money with hairdressers. Then I did a test with accountants. Now accountants
were fun. Oh boy that was fun. I did the same with the letter, it just said free seminar
reveals the secrets to any account to whatever. And I did the same thing, 30% conversion with
the accountants. Now if you're wondering what sort of response rate we get, we get about
4% from the letter. So if we send out a thousand we get 40 people to the seminar. With the
hairdressers I send it out a second time, another letter, the second letter that the
institute gives you and we got 4% again. So I sent it twice to the same market. Now what's
interesting, that means that out of the 4% to 4%, only 6% showed up for the total of the
total so you get 2% of the national. So in essence you've got about 92% of the hairdressing
market that still have completely ignored me, which is good news. But the interesting
thing about all of this is we're working in a business market where 90% of businesses
aren't going to be here in 5 years. So there's a massive transience in business in Australia.
So the businesses are always changing, always cycling. So I'll go back to hairdressers in
6 months time and do the mail again and I'll still get the same amount of people and I
probably will for the rest of my life because it's such a transient industry. Well just
about all industries and transient businesses are opening and closing all the time. So that's
just one way that I do it. I send a letter, they come to a free seminar, I facilitate
it through the workbook, I spend 5 minutes at the end explaining how the manual works
and I sell them to the program and that's all I've done. I've done 6 small seminars.
Okay the biggest one I did had I think 35 years of sales in it. That was it, that was
the biggest one. And that's all I've done. So I work 2 nights a week and that's it. All
done. So does everybody understand how that works? Very simple. But let me ask you a question.
Let's say it was you and you only sold 2 programs in a night, which you make about 1500 bucks
on each one. If you only sold 2 in a night, I sell about 10. But let's say you only sold
2 because you were nowhere near as good or whatever. Who would be disappointed with making
$3000 for about 2 hours of work? Anybody? What if you did it twice a month? Would anybody
be disappointed about making $6000 working 2-7 hours a month? Nobody huh? It's good money
isn't it? For a small workshop. Now if you don't like workshops, don't worry, there's
plenty of other ways to do it. The first week I started I just did one on one. I sent the
same sales letter but instead of doing a workshop they just came and sold me in my office. I
wouldn't go out and run around Brisbane and do it. Well in my case in Melbourne. So I
went to my office in the city, people come in. I sat down, I did well, I made $7000 the
first week. But the problem was I was there all day, every day, so there was no leverage.
Does that make sense? I was there all day, had appointments drop out, some turned up,
you know, it's like with people. But I made $7000 which is good. My conversion rate was
about 80% of the people I saw before. Okay? So it's very high conversion but there's no
leverage. Now I just work 2 nights a week and do what I want during the week which is very
handy. The other thing that's great is there's a licensee which is what we're talking about
tonight. If you get a license you don't have a restriction, you can work wherever you want.
Like I love Brisbane. Penn's family lives on the Sunshine Coast, I have plenty of friends
here. So I wanted to come to Brisbane for a week so I thought well I'll come out for
a week, why don't I do a couple of seminars on 2 nights and make some money. As it turns
out I make $30,000 in 2 nights. And I go home and have your boy, right? Do some shopping.
But the good news is every single person that buys a product, it's an extremely good value
product. They're getting absolute value for money. My clients are delighted and I look
after them really well. Like I send them, everyone gets a bunch of flowers the next
day from me or a bottle of wine and I give them a personal phone call to welcome them
as a client. Do you know what I mean? So like I really give my clients great service, then
why wouldn't you? Why wouldn't you? Peter's going to talk about what the Institute offers
later but essentially if you're marketing our products, let's say you order a product
from the Institute as a licensee you can buy them really cheap, okay, wholesale. Peter will
talk about it later but when you order the product from our factory you can tick a box
and say yes I want the support done for me. So our company that we have just outsourced
all of this to, they will actually send a bottle of wine and flowers, they'll give it
a phone call after the sale has been made and ask them if they've got the product okay
and do it all for you. That's what the Institute does so that you can be focused on what matters
which is selling, okay. Who likes the idea of having that stuff done for you? Just tick
a box and spend another $100 wholesale, you see. So that's the only product I've worked
with, okay. And really it's been very, very successful. I've made probably more than
most people make in a year in a few weeks, okay. So, but I think, you know, I like doing
it so you can work wherever you want. If you want to go to Perth for a week, send out a
letter. I just did another mail out to Mechanics in Melbourne. That has actually been huge.
I've booked out three seminars in the last 48 hours. The mail hit with Mechanics, it's
been the biggest response I've had. Three seminars completely booked out in 48 hours.
Been on the phone non-stop because Mechanics don't get too many people to do seminars for
Mechanics, do they? Okay, so that was exciting. So I'm going home next week with three seminars
back to back to back. I'll average I'll sell 10 a night which will give me $60,000 next
week. Which is alright. It was a $2,000 a program which is pretty handy money. So it's
a very simple system. Very simple, isn't it? Does everybody understand how it works? Very
simple. And it's fun. You get to meet people. You can do a one-on-one if you want up to
meet people. Okay? That's just with that one product. Peter's going to talk to you about
a whole bunch of other stuff. Peter does business differently to me and he's going to be coming
up right now. But Peter works from a beautiful home in the Gold Coast. He has a one kilometre
driveway so that will give you an idea of where he lives. Okay? It's 1.1 kilometres.
And you go down this gully and up the other side and it is on the top of a hill in a three-storey
home that overlooks all of the Gold Coast. It's beautiful. Over the coast and the water
in the background. Who's been there by the way? Who's been up to Peter's place? It's
a nice house, isn't it? Not a bad pad. So Peter works from home completely and he does his
business differently. And he wants to do that because he's got a great family, a great wife
and kids and all of that stuff. And he's got a wonderful lifestyle. He makes a lot of money.
Peter's business in the last few years has done about $7 million a week and completely
from home. He literally hasn't left the house to do it until now. This is the first time
he's sort of come out and done a few seminars and stuff. So Peter's been extremely successful
doing that. And he works entirely over the telephone. How many people are interested
in that kind of freedom? Yeah, not bad. And Peter, to make like for example this one product
that he's got to talk about tonight, this Mega Marketing and Sales Training System with
one of the world's best corporate trainers. Peter's been selling that for the last 12
months. His figures are enclosed there for you. He's made over $100 million working about
two days a week with that product alone. Okay? With that product alone. From home. Alright?
Now he's going to talk to you about how he does that. So all I can say is listen closely
because to do it though, this is a staggering thing. Peter uses a script. Can you imagine
that? He's made half a mil using a script. And in the script it actually says, do you
miss the business owner? There's a lot of information here so I'm actually going to
be reading that to you from a script because I don't want to miss anything. Is that alright?
That actually says that in the script. Okay? And that script was developed through thousands
and thousands of sales calls. Over 13,000 of those products have been sold in the United
States over the telephone. And Peter bought the products out. He's going to tell you the
story in a minute. But he's bought the products out and modified them for Australia. Up until
now he's pretty much the only guy selling them. So we're opening it up for a few more
people. But Peter does it exactly using the script. That's it. So if you've got a script,
if you've got a voice in the script, most people can do what Peter does. And he's got a very
powerful lead generation. There's no system, there's no cold calling of any kind. So Peter's
a really good guy. I recommend you take more notes the second half than you have in the
first. Because I notice most people aren't taking notes right now and I reckon you should.
Okay? Because you've learned a lot already in this first half. And if you're actively
taking notes, you can take away regardless of whether you work with me or not. I've just
given you methods that you can use to make a lot of money, haven't I? So don't lose them.
There's three things to failure. As you get older, your memory is the first one, your
eyesight is the second one. I can't remember the third. Okay? So please take notes. But
it gives me a great deal of pleasure to invite Peter up because he's a very, very good friend.
He's a very nice guy. And don't let the humble attitude and the very down to earth nature
that Peter's so endearing of with fool you. Behind that is a very smart guy who knows
what he's talking about. Certainly one of the most successful male audit guys I've ever
met. And one of the most successful entrepreneurs I've had the privilege of counting as my friend.
And Peter and I have known each other for four years. I recommend him to you on the
highest level. He's a super guy and I hope that you make him feel very welcome as he
gets up here and tells you what he's been doing with us as well. So please give Mr.
Peter Son a very, very warm welcome.
applause
Now I must say I noticed something when Adam before said that he made $173,000 Adam in
the last 54 days. And he said who would like to know how to do that? And I noticed some
people didn't actually put their hands up. And I must tell you, number one, if you honestly
don't want to know how to do that, then you're at the wrong seminar. So that's the first
thing. And secondly is that when I hear something like that, I get really excited and I want
to know how a person does that. So just keep in mind what your reaction to that was. Because
to me, that's like if someone says that to me, I'm going to know how did you do that?
And that's where I got to where I got to today because I had this curiosity whenever I saw
somebody doing something that was successful, I wanted to learn how to do it and emulate
what they were doing. So as Adam said, I have, I'll just give you what I'll talk about tonight
is first of all, very briefly where I'm today, then I'll take you to where I started from
because people often think that I started out where I am today, which is, you know,
working, you know, running a mall or a business from home, making a lot of money, living in
a nice house and all that. But I want to share with you where I came from. And then I'll
give you some idea about what were the steps that I took to get to this point. And then
what I'm doing today and how you could get involved with us, you know, if you want to
and if this you feel if you feel this is for you. So just to let you run around today,
I have made as much as $103,000 in a week money banked in my own mail or the business.
That's not part payments. It was cash banked. Right. And I do charge $3,000 per hour,
consulting to businesses, one hour, $3,000. I had an accountant fly from Melbourne just
a few weeks ago, just to see me for an hour. And he gave me a $3,000 check. Right. That
is what I charge. I have averaged about $30,000 a week from home with no staff, literally
like a couple of two or three staff working from home just running my mail or the business,
selling information products, some of which I'll share with you tonight. And the mega
marketing and sales, that's like the latest product that we've taken on board. And that's
a culmination of that process. So as Adam said, I've sold over $7 million worth of
information products in the last six years. And my best year was $1.719 million. You've
got a graph actually in your handouts as to how my income went. It was about $1.7 million.
So the reason we've included all the figures in your workbooks is because I just want you
to see that it's all true. And I don't want you to doubt what I'm saying and what Adam
has said. So if you accept that we're making that money and this really does work, then
you can let that go and focus on what it is that we're actually doing and then make a
decision whether or not you feel that it's for you. Does that make sense? Right. Because
we want to clear that up because the biggest thing is people don't believe what you're
saying. So I'll show you, I've got some bank books here with deposits of, you know, I'll
show you credit card tips, the whole lot. I'll prove to you whatever you want in terms of
the money side. So put that aside and look at what it is that we're doing. So I just
go back now to where I started. If I go all the way back to when we came to Australia
with my parents, we arrived in 1971 with $1,000 and two suitcases. My parents came here. They've
never been in business. My parents have worked in a job their whole life. And their idea
of success for me was to, you know, get a steady job with a pension at the end of it.
And in fact, I've worked in a bank for three months. I got sick and tired of counting
other people's money after three months. So I quit that. I tried working in bars. You
know, I became a professional tennis player for a, you know, for about a year. I found
that was hard work, right? It looks glamorous, but it's actually hard work to be good. So
anyway, then what I actually figured that I wasn't worth very much as a person. I had
a pretty low self-esteem at that time. And I actually thought, well, I'm never going
to be able to make any money. So I think I should just marry someone who's already got
some. So that was my wealth creation plan. Number one. And, and you know, I didn't know
this as a, what I know now in terms of that you actually create in your life, whatever
you put out there and wherever your life is today, it's because you created it. Adam has
said that to you. And that is the truth. Right? If your life is where you want it to be, it's
because you made it. If your life isn't where you want it to be, it's because you created
that also. So I did not know that's how this, how it worked at the time, but I just thought,
okay, maybe I'll just marry someone rich. Well, within two years of putting that thought
out there, I actually married a very wealthy or met a very wealthy girl that I spent six
years with. And we've on a one year's honeymoon around the world after we got married and
that I paid for with my, with some money that we'd made in the meantime. And on the plane
back from Los Angeles, coming back to Australia, she said, I'd like a divorce. I think she
said, by the way, I'd like a divorce. So I want you to imagine that you're sitting in
a plane at the end of your dream trip. You think you're coming back home to Australia
to live in a house that her parents were going to give us. And I thought like my life was
sad because you know, they own ski resorts, they're very wealthy family, about $200 million
net worth at the time, I believe. And, and suddenly, your wife says, well, I don't want
to be with you anymore. Well, to cut a long story short, about three or four months after
that, I'd reached a point where I was extremely depressed. I was drinking a lot. And in early
1985, I reached a point where it was about three o'clock in the morning on a Saturday
night, after I'd been drinking, and I was feeling very sorry for myself. And I was sitting
outside of a park in double bay. I still remember that it was 87 Walleroy Road. And I remember
the number. And I was sitting there in my car with the engine running. And I just happened
to have a vacuum cleaner house in the back of the car, which I put in there because I
had these thoughts of really ending, you know, my life because I didn't know where I was,
you know, what I was going to do. And I put the other end in the window, wind up the window,
locked it all in, turn the engine on and had the door open about this wide. I want you
to imagine they just, I was that close away from shutting the door. I was just thinking,
now, do I shut the door or don't I? And I was just trying to make the decision. And
the next thing I remembered was I was actually outside of the car. And it was dawn. And there
was a man with a black dog leaning over me and saying, you know, are you okay? And then
I remember him walking away. And I woke up and I mean, I got up and I walked across the
park. And that was the time when I decided that my life had to change because I'd hit
rock bottom. And the funny thing was he didn't call the police. I don't know who it was.
If you believe in guardian angels, maybe that's who he was. Right? But at that time, I just
made a decision that I had to change the direction of my life, that I had to take control of
my life. And I started to read books initially on marriage because I wanted to find out how
did I get to this point in my life where I wanted to end my life, where I thought I had
nothing going for me, that my life was over because of the marriage breakup. And I slowly
started to realize that really I could be in charge of my own destiny and my own life.
And you know, until that time, I never really understood that. I thought that life was something
that just happened to you. Right? It was a series of accidents or a series of events
that you had no control over. And I remember thinking, why didn't they teach me this at
school? Who's ever thought that sometimes that they wish they'd taught you some of the
things you know now in school? Right? That's why now we home school our four children.
My wife is home schooling our children. We've taken responsibility for our health, you know,
for our schooling, for our, you know, obviously income. Right? But at that time I didn't know
that. So I really started to look and change as a person. And at the end of it, you know,
I came out with a desire to start a business. I basically started up my first business which
was a spa manufacturing business. I worked seven days a week, 16 hours a day for the
first three years. And then about 16 hours a day for six days a week for the next two
years. Now at the end of it, I ended up literally bankrupt. I lost everything. I actually bought
a couple of units along the way in the early years and I lost the cars that I had, a couple
of home units that I'd been paying off and that had gone up in value in that time. I
lost everything I owned. And basically at that time I thought, okay, I'm broke again.
But I wasn't depressed, you know, because I'd made enough changes in myself to realize
now that I was in charge and I just didn't have the business skills to make my business
successful. And I made the decision that I wanted to learn a bit more about sales and
marketing. And also I thought, well, I knew I was going to be, you know, that the business
was heading downhill. So a couple of months before I made a decision, if I actually closed
the business, I'd move up to Queensland and sit on the beach and eat bananas for about
three months. Because I was vegetarian by that time. I had made some changes in my health
as well. Because there was another area that I looked at. You know, I wasn't very healthy
at the time. I was about 14 kilos heavier than I am today. I had no energy. I was always
getting sick. And just by making some basic changes in my lifestyle and my diet, I found
I have not taken a medical drug since that time. And I was at the doctor's like six,
seven, eight, nine times a year prior to that. Always getting various medicines and so on.
So I made those changes as well. And we moved up to the coast and we started up a muffin
business. Who's heard of that? The muffin business. Okay. A few people have heard that
story. We were making health food muffins and we'd get up at three in the morning. Can
I want you to imagine this? I'm in this white hat, right? White hat on my head, this green
apron, green shorts. I've got this thing strapped around my neck, big basket. And I'd be going
into all the offices saying, hi, would you like to try a muffin? There's 46 blueberries
in every blueberry muffin. Would you like to take a taste? That's what I used to do.
I did that for nine months. I used to go around with this silly white hat and, you know, a
couple of offices I actually got thrown out. You know, I remember one place at the corporate
center, you know, the round building on the Gold Coast? There was an accountancy firm
and I was talking to the girls at the desk and the accountants, the accountant came out
and he said, I want you to get out of here because we don't want low life like you in
this business, you know, disturbing our staff. So that's when I thought one day you're going
to want my business and I'm not going to give it to you. So that's, so basically that was,
you know, that was the muffin business. In fact, there was another time I remember I
walked into a shop at Palm Beach and to a food shop and the guy behind the counter,
I was going to see if he wanted to buy my muffins wholesale and he came after me with
a knife saying, I'm going to kill you. You're stealing my business because he thought that
I was actually stealing his business. So his business wasn't going bad and he was blaming
me. You know, I sell about, you know, four muffins a day in that area at a dollar fifty
each and he was blaming me that I was destroying his business. So I thought, okay, this has
got to change. And that's about the time when I learned about, I was learning about marketing
and I was studying a gentleman called Jay Abraham. Who's heard of Jay Abraham? Okay.
I read that this fellow was earning $3,000 per hour as a marketing consultant and I thought,
yeah, I could use that sort of money. So I actually went and I bought everything I could
that Jay Abraham put out or I actually bought or borrowed because I didn't have very much
money at the time. So I spent, I remember I spent $1,800 to go to this bootcamp put on
by a company called the Results Corporation then and it took me six months to pay it off
on my credit card because I didn't have the, you know, I didn't have the money to, you
know, to put into it. And so I started to study and slowly we actually sold the business
after about nine months, the muffin business, because my wife was pregnant and she said,
I'm not going to bake the muffins anymore. And I said, well, I'm not going to bake them
anymore. So we better sell the business. So we sold the business just like on the last
day of when we were going to close it and just try an auction of the equipment and get
out of it that way. We sold it for $26,000 and that gave us the startup capital to go
into my marketing consulting business. I bought a computer, a printer and effects. We took
two months off, went on a holiday and basically I started to go out to businesses and consult,
you know, to teach people how to be more successful. Now there's a problem with being broke and
not really having any money and then going to other people wanting to improve their business.
Yeah. In fact, I had a car that was worth $1,600 at the time because we couldn't afford
to buy a decent car at the time. In fact, two years into my consulting, you can see
the figures on your graph. If you, you can see on the graph that the very first year
that I started in this business, it's the very first sheet, the income was like $2,700,
$1,300, right, was very low, right up the very front, it was very low. And in fact,
there was a period there that about, it was 1992, I still remember the time when we were
living in a house at Corumbin, this is eight years ago, we had no furniture, our phone
was about to be cut off and we couldn't even buy food at the time. I was actually trading
with a greengrocer down the road, I was giving him a bit of marketing advice and he was giving
me food in exchange, so I was trading for my food. And that's when I decided I really
had to do something else, that what I was doing wasn't working. And one of the things
I wanted to do was to basically put some of the ideas that I had developed by then into
a book and actually have a book that I could sell to potential clients so they could see
what I could do for them before I went to speak with them, because I read somewhere
that a book gives you credibility. So I spent about nine months writing my first manual
and what I did was, I actually when I finished it was I wrote a one page fax, just a single
sheet fax and I'd sit there on the weekend and I'd fax out 200 faxes, one after the other,
through the fax machine, over Saturday and Sunday. Now on Monday I walked in and I had
eight orders at $129 sitting on my fax machine, Monday, Tuesday, eight orders, so that was
like $860, $960. Now I did it again the following week, the same thing happened. So what I did
then was I employed somebody to do that faxing every weekend and on Monday I always had some
orders on the fax machine. Now just to backtrack, when I got the first eight orders I had a
problem, because I had no money, I had the book but it was only like in draft form on
my computer and I couldn't afford to get it printed. So what I did was I'd ring the people
and this is what the book looked like. It was just a photocopied book, How to Increase Your
Profits in a Recession, that's what it was called. Who actually bought this book at the
time? Anybody here? Okay, we've got two, three people that actually bought it at that time.
And what I would say to people on the phone was, look, the printers have been a bit slow
in publishing the book, it's been delayed by about six weeks, so would you like to wait
six weeks or would you like me to send you the pre-publication copy today, which is just
going to be a photocopy, hoping that everybody would say yes. And luckily they did, 95% of
people, who'd rather have it now rather than later, if you were buying something, that's
right. So everybody said yes and I sold about 129 manuals, which gave me the funds to actually
do my first printing and print the book. Now from that format, the package actually now
looks like this and it's been renamed and it comes with a video, two audio cassettes
and a manual in a nice case. We now sell that for $677 and I've had actually, it's been
sold for even more than that, like $1300 with a bit of consulting and so on by a few people
that are selling my products. So that's where that product developed into. Now we've sold
other products during that time. Now one thing I learned at that time, in my first month
of selling a product, I made more money, like two or three times more money, you can see
it on the graph there, it hit the $20,000 mark, right, that was the first month that
I started selling products. So if you look at that graph, there's that first month, $20,000,
that was when I started selling that manual, right, first month in business, which literally
tripled my business. So I thought, aha, there's something here. So from that point onwards,
my income was at $20,000 a month, as you could see, because I was selling products. Now when
it went up to $38,000 a month, as you can see there on the graph, that's because I introduced
my second product. I actually bought a product from America that I licensed and I started
selling the second product. Then it went up to about $48,000, it was my third product,
and then over here it's up to $80,000 a month, which was my fourth product. Now since that
time, my income has very rarely dropped below $100,000 per month, right, and at times, the
best month I've ever had, as you can see, there's actually $310,000 in a single month using
my mail order and faxing operation. Now just to show you one of the campaigns that we did,
we keep a record of everything that we do. So this is one of my monitoring folders, and
in fact, the letter that Adam sent out is here. It says, free marketing seminar for
investors only reveals the secrets that can turn any hair salon into a cash machine in
60 to 90 days. That is the letter that Adam used. Now if you work with us at the Institute,
you get all these letters and all the things that I have used to make my business successful
and all the things that Adam is using right now, we actually give it to you on disc, but
I'll talk about it a bit later. So I actually sent out a one-page fax, which was a, let's
see if I've got it here, yeah. I wrote another book about a year or two later after my first
one, it was just a one-page fax like this. Who's actually got that fax with a little
bit of handwritten stuff on top of it? Right, we faxed 400,000 of those faxes out. It was
selling a book and a video, and we sold, I've given you the results, there's actually a
whole bunch of sheets of all my marketing campaigns. It's a whole bunch of white sheets,
and that shows you all the marketing campaigns that I've done, not all of them, but some
of them, and it shows you the actual results. How many we mailed, what was the response
rate, what was the profit. All those figures are taken from our master results in this
book, and all these have got like my database printout with all the orders and everything.
So afterwards, if you want to check that, you can check it after we finish it just to
see that it's actually the results that I did get. So we actually sold about 7,000 orders
at $74 each in 12 months of this product. Right, 7,000. Now just to show you what that
is, is here's the, this was our bank, our credit card slips for that one year from that
just one product. Now that was all, each one of these is worth about $100. Right, that's
$74 each. Now that was just the credit card slips. Then I have the bank deposit slips.
Now if you want to have a look, you can see 74, you know, they're all full of orders at
$74. I've got five of them here. Again, if you want to have a look, this was the checks
that we deposited on that same campaign. So that was just the credit card slips, this was
the checks. As I said, 7,000 orders is a lot of orders at $79. So that's how I had been,
that's how I basically started selling my products, and I've been selling them like
that for about, well, until beginning of last year. At the beginning of last year, I actually
had a bit of a change. I was looking to take myself and my business to another level, because
what I found was that I was doing a lot more activity in my mail order business, but a
lot of it was very much a low value activity. I mean, 7,000 orders sounds good, and we made
about $200,000 or $300,000 in profit on that campaign, but the facts are, you can't do
that forever, because you very soon saturate the market. Does that make sense? Right? So
what I had to look for was I wanted to take myself to another level and learn how to sell
products that were of much higher value to the business market. And I said to myself,
I'd really like to meet somebody who has actually run a company that does more than $10 million
in business a year, because I figured they had to think differently, they had to have
different systems in how they ran their business. And that's where a friend in America actually
called me up, and we were just talking, and he said, you should talk to this fellow called
Chet Holmes. He said he actually came into a company that I was working in, and they
paid him $1 million US, right, $1 million US to come in and train our salespeople on
how to be more productive. And he doubled the sales of our company within 12 months, and
he got paid $1 million, and I thought, well, you know, I'd like to know how to get $1 million
for one consulting job, who'd like to know how to do that? Right, so I actually, I phoned
Chet Holmes, and I started talking to him, and I told him what I was doing, and I sent
him some of my products over, and we started to communicate, and he started telling me
about just his time management program, and how it's just, it only takes 48 minutes, and
it's the best time management program in the world. And you know, I was getting all excited
on the phone, because I had a bit of an issue with time management. Who's good at time
management? Who isn't good at time management? All right? And he said, it only takes 48 minutes,
and look, and we've got a video course, and I thought, okay, look, I'd like to have a
look at this. So I actually got a course for myself, and I started to apply it in my own
business. I started to implement some of the training that I'm going to talk to you about
here in my own business. And what I talked to Chet about was then about marketing the
program in Australia. Now he had told me by then that he sold 13,000 of these programs
in America using nothing but the telephone. 13,000 just over the phone. Now again, that
got my attention, because until then, all I had been really using was the mail, the
fax, you know, and a little bit of the phone, but it wasn't a very systematic way of selling.
It was all just me getting on the phone, just basically talking to people that would call
in or would inquire about our products. So what he told me was that he developed a script,
which was a totally scripted funnel that basically you just had to read, and you would make
sales. And he hired salespeople to do this for him. Right? And I thought, well, that's
interesting. I'd like to know how to do that. So I actually tested the script. He sent me
the script over, and I actually called or spoke to a couple of my clients, and I would
just start reading the script. And, you know, I made like four sales in my first two weeks
of doing it. I only spoke to about 10 people, and I made four sales. It was $4,000 then.
And you'll see all the figures for that. That's the yellow sheet of paper. If you want to
just get that out, you'll see that I started selling it at, see right down at the bottom,
$3,990. Now the reason the price has changed, because as I started selling it at $3,990,
I started to think, well, maybe I should put the price up. This is too easy. So I put the
price up to $4,800, then $5,500. Then I created a new workbook for it. So he didn't really
have a good workbook, so I created a workbook. I put in a nice case. It wasn't in a case,
so I put into a case. Anyway, I ended up selling it for $12,000, right, with a bit of my support
and consulting time. So I was just trying to find out basically what we could sell this
product for here in Australia. And it's basically 12 modules that help to improve a business
and train the staff within a business. And if you know anything about, you know, staff
management, you'll appreciate that to have a trainer that would normally charge, Chet
would charge a minimum of $20,000 a workshop to do what I'm doing here to you on, say,
time management, or there's one here on strategy and tactics to get customers. So for him to
do this for a company, the minimum fee was $20,000 live. And all he did was basically
videotape himself live with an overhead projector, you know, with graphics and illustrations
presenting to a, you know, straight into the camera so that you could put the TV on and
then a facilitator could simply turn the TV off when he said, now do the workshops and
so on. So it's a completely interactive training all on video. And each one of these modules
has been produced. The time management alone cost $100,000 US just for the production of
the videos. There's over 800 color overheads on these training modules, you know, to illustrate
his points and so on. So it's a very high quality, you know, high quality training,
training program. So anyway, I tested out, you know, I tested out the telephone system.
And basically, the way the phone system works is that you make an appointment, we generate
a lead, which we don't, we never call it cold, we generate a lead either via effects or a,
or a mail art or a, you know, we've got a system for generating leads, which we also
give you. And then you just follow the script, you read the script, and you spend about $20,000
on it, and you spend about 10 minutes asking the business owner, you know, what do they
do? What's their biggest problem in the business? And then at the end of it, we say, well, look,
what we would like, there might be something that you might be interested in. Right now,
we're offering a free 40 minute consultation where we will show you the 12 key areas that
you must work on in order to improve your business. Alright, so it's normally worth
$200, but right now, we'll do it for you for free, you know, and at the end of the 40 minutes,
if you like what you hear, what I would like to share with you is how we can help you further
with some of our training programs. Would you like me to, you know, when would you like
me to do that with you? And I find that out of 10 people, 8 people would say yes, you
know, I'm interested in getting some free advice for my business. Does that make sense?
It's perfectly logical approach. So then, because most people think, how can somebody
want to, you know, talk to you on the phone for 40 minutes? Well, that's because you're
giving them value. Just like Adam is giving a seminar to hairdressers for two hours and
people sit there and they feel they got value. We do the same thing except over the telephone.
Right now, at the end of 15 months, as you can see, I've sold $531,000 worth of this
particular program. Right, $531,000, literally single-handedly. I've had a couple of people
that I've tried hard to work with me and I've had people actually successfully sell this
over the telephone who work for me. But like Adam, I found that I don't like managing staff
and I didn't want the headaches of managing staff. So what we did was we decided to change
the structure. Normally, if you have a salespeople, who's actually hard salespeople? Okay, what
happens in a commission type environment is that you pay your salespeople somewhere 10%,
20% commission on their sales, if they're commission only. That's about standard. Would
you agree with that? For a good margin product. So instead of that, now, but who has to cover
all the overheads at that point? You do. Right, so you got the responsibility, you got the
headaches because you got the staff, you're responsible for them. So what I decided to
do was to change the structure and this is the structure of the Better Business Institute.
So let's recall that BBI. Now what we do now is the Better Business Institute actually
keeps 30% of the sale price. So for example, this product here is $6,995. That's the price
at which we have now said, you know, we're selling this product. Now that includes the
12 training modules, plus a three day seminar that we put on, that we put on, the Better
Business Institute puts on, which then allows the business owners to come in and experience
the training that's facilitated by us so that they know exactly how to run through the training
in their own company. Does that make sense? Who's actually been to that seminar? We've
got, yeah, we've had quite a few people already gone through that. And was it a good seminar?
Yes. And you've got a business Russell? Yeah. So Russell's been already through the program.
Now the 30%, 10% of that goes to the owner of the product. So Chad Holmes, I send him
a royalty check every month because he owns the product. Right now, not last, last month
we sent him $4,700. The month before that $8,000. He's very happy with his royalties, right?
That's basically his, the 10%. The Better Business Institute keeps 20%. That goes towards
running off the Institute, putting on the seminars, right? Basically keeping the stock
and so on. So that's 20%. Then over here, we've got licensees. There's one here, one
here now. They get 70% of the sales. So on a $7,000 product, the buying price for that
package is $2,100. So the product sells for round figure $7,000. The buying price is $2,100.
So round figures again, $5,000 profit per sale on each sale. Now what we've done is
we've reversed the situation. Now this person is totally autonomous. They run their own
business, right? They operate under their own name. There's no restrictions on how you
market, where you market, what method you want to use. We have four methods to sell
our products. I'll just outline them over here. One is the fax, mail, email, et cetera.
That's the remote. What we do is we normally now use this for lead generation. So we generate
our leads through the fax and the mail or email. Then over here, we've got the phone.
Then over here, we've got one to one, like presenting to one person at a time. And here,
we have seminars, seminars and workshops. Now we're not talking big seminars. We're talking
five, 10, 15 people in a group. The bigger the group, the less the closing ratio, right?
And for a product of this value, you don't want to have too many people in the room because
you can't interact with them. It makes it too difficult. I did a seminar on Ipswich
last Wednesday and I had 10 people in a room and I presented this product. Now how do you
present it face to face or in a group? Good question. We have a complete flip chart, which
is basically a selling process, which is really the duplication of the telephone script. This
is like a one hour educational session that I run through with the group of people one
on one. You can also do this on an overhead projector or we can supply it in a PowerPoint
so you can put it on a computer. So you just start by basically going through and just
reading. We just read as we go. We talk about small business failure, why businesses are
failing, what's the problems that small businesses face. Then we go to effectiveness of marketing
has fallen. Then we go into what's the number one key to business success? Who would? Attitude?
But who is ultimately, who makes the business succeed or fail ultimately? Customers, but
you do and your staff do, right? If your staff don't give good service, it's your people.
If your sales people don't sell or if you can't sell, you don't have a business, true?
So this program is basically aimed at teaching the business owner how to train systematically
themselves and their staff in the 12 key area of the business. Things like time management,
how to get customers, how to generate appointments, how to use the telephone, how to follow up
after the sale, how to hire staff, how to present effectively, the 12 steps to the power
of training, how to set goals, how to create a plan for your business and a strategy for
your business. It's a complete training program that you actually do four times a year. So
it's not a one-off thing. It works on the principle of repetition because you cannot
be successful in a business or in anything unless you continually keep refining your
skills and you keep practicing the same discipline. Would you agree with that? If you're a good
musician or when I used to play tennis, right, you go and have a lesson and I can teach you
how to play tennis in two days in terms of how to hold the racket and show you the basics,
but is that going to make you a great tennis player? No. You've got to come for more training
and should you change your trainers every week or every second week? No. You've got
to train the same way all the time and just keep mastering the basics, right? The greatest
people in the world keep training in the same basics over and over again, true? Right? They
just keep practicing. It's like going to the gym. Just because you've been to the gym
and you've done some exercise in one session, does that make you fit for life? And do you
change the exercises necessarily? You can, but normally you can do the same exercise
for a year and you keep getting fitter and fitter, right? So this works. This is like
a... What Chad Holmes is to business training and marketing is what Michael Jordan is to
basketball, Andre Agassiz is to tennis, Greg Norman is to golf. You're talking the best
trainer in the world, working with you in the business, if you're the business owner,
for one hour per week and all it's costing you is $6,995 and we now offer finance so
that you basically can get the whole package for less than $200 a month. Do you think that's
a good deal? Absolutely. My closing ratio is one in two of the people I talk to and I've
had people working for me on the telephone who have also sold one out of every two people
that they've presented this product to. So we've got the presentation to do it with.
So the structure is 70% goes to the distributors now or to the licensees. Now you totally run
your own business, as I said. We'll give you all the marketing materials on disk, we'll
give you all the lead generation methods, the telephone scripts, the PowerPoint presentations,
that's all included but you run your own business. It's your business, you register your own
name, you set your own price for the products. What we do is we give you a coaching manual
where as soon as we make a sale, as soon as I've got a $7,000 order, the first thing I
do is I book the next day on the phone training session with the business owner. Totally scripted,
you just read off a sheet that I've created which basically gets the business owner involved.
You tell them how to set up their training room, you fix them a sheet where they fix
you back their goals, so immediately there's something happening for them to start doing
the program. Then after that there's another coaching session three days after that when
they get the program. Now you can do this all over the telephone. The reason I set it
up like that was because I didn't want to leave my house. I've got four children, eight
chooks and five mice. I can't afford to be away for too long. So I've worked from home
on the phone. That's why it's all set up for remote selling. But of course you could do
this face to face as well. You could go out to the business owner and do this with them
one on one. I just prefer the phone because it means I could live in Majuraba on 10 acres
surrounded by beautiful trees and in nature and I could sell to Sydney, Melbourne, Perth.
I've got clients all over Australia. The sort of business people that have bought this program
have been a masseuse, a lady that does massages. I've had people that have bought this who
are a surf shop has bought it. I've got a manufacturer, wholesaler of steel. You can
see some of the names on your list. Anyway there's a whole spectrum of people that have
bought the product. The size of the business didn't seem to matter. The type of the business
doesn't seem to matter because every business needs to know how to get customers, how to
manage their time, how to set goals, how to get customers. True? It doesn't change. That's
how Chet set up the training. He's actually worked with some of the biggest companies
in the world. He's worked with Wells Fargo Bank, New York Stock Exchange, Estee Lauder,
Apple computers, as well as as I said thousands of small business owners as well. He was working
with Warren Buffett. You've heard of Warren Buffett? He's the third richest man in the
world and Chet was actually running six divisions of that company of Berkshire Hathaway for
Warren Buffett's partner Charlie Munger who is also a billionaire. He would double every
single division within 12 months of taking it on board. In fact the promise we make to
people with this program is that if you implement this into your business one hour per week
you will double your business within 12 months. Right? And it's always worked because the
principles are very simple and if you just keep repeating them it's like going to the
gym. If I take you to the gym and I give you a program and you train with me for one hour
per week every single week are you going to be stronger at the end of the 12 months? You
have to be. So the only thing you have to do is make sure they do the one hour per week
and that's why we have the coaching. So 70% goes to the licensee. Now the other thing
that we offer to the business owners is that we found that everybody wants to make money
nowadays in business. There's a lot of people in business who work very hard but don't make
very much profit. Who's in that position right now? Okay, quite a few people. And the
reality is that I've been to a lot of seminars lately. You know those seminars on real estate
investing, share market investing, maybe seminars on making money on the internet. Who's been
to those types of seminars in the past 12 months? Look around the room. Quite literally
everybody here would have been to something or another. And the reason business people
are doing that is because they're not making enough money in their own business and they
think that something else is going to be easier than the business that they're in. Now the
reality is that for most people their own business is the best vehicle to make money
with. They just got to learn how to run it better which is why Adam started his company
selling his marketing program because you can make a dramatic improvement to your business
if you follow some of the strategies that he teaches. But what we've decided to offer
as well as the chance to improve your business via using the 12 modules is we're actually
now offering to the business people a chance to make a passive income stream by taking
on board our training program. Now how do you do that? What we say to them is this.
Right now we spend most of our money, in fact 20% of my budget if you like, is spent on
trying to look for new customers, advertising or marketing. Now instead of spending the
money by giving it away in faxing or newspapers or whatever, we will pay you Mr. Business
Honour, 20% for every referral that you give us that we turn into a sale. Now it's 20%
on the first sale. So we're going to pay you 20% on the first sale and 10% on any subsequent
sale to that customer. So if you refer somebody to me Mr. Business Honour and we sell this
program to that person, we will pay you $1400 as your referral fee and if that person then
buys something from me six months later, let's say for another $2000, we'll pay another
$200 residual commission. So you can suddenly get the whole program back and get it for
nothing if you just give us five referrals that we convert into a sale. So what I found
was that by doing that, there's two things. Number one, I got a steady stream of referrals
because for $1400 who wouldn't refer some people? Now there's a few conditions though.
Before we actually accept referrals, there's a few conditions because we don't want to
make it too easy on that person and we also want to make sure that it's ethical. So what
we say is before you can refer anybody to us, you must first do the program and complete
the program fully. You must go through the entire 12 modules and you must give us a written
testimonial about how you felt about the program and how you feel it's helped you make money
or save time or whatever the benefits were. Because if the person can't give me a written
testimonial that has helped them, do I want them referring people to me? No. And what's
the other advantage of getting a written testimonial? You can use it. So when somebody says does
this program work, you can say yeah, there's 160 testimonials here. Would you like to read
them now or would you like me to show them to you later? And immediately you eliminate
the credibility that does it work. So we're going to start, you get a lot of testimonials.
The second thing they've got to do, the third thing they've got to do is they've got to
actually phone the person that they're going to refer and they've got to say, hey Joe,
it's Peter here. Look, I'd like you to talk to a person, Peter's son. We've just implemented
his training program in our company and I've given him your name as somebody that might
be interested. Would you mind if he gave you a call? It's actually a little script we have
written down. Again, they just got to read that. So it's totally systemized. So we give
them the script and they just read that. So is that a fair exchange for a $1400 referral
fee? Absolutely. And what I'm finding is that sometimes people love the program. After I
present the presentation, everybody loves the program. Guess what the biggest objection
to buying it is? Money. So when a call comes on the money, if I say would you like it for
nothing, who would buy it? Everybody says yeah, I'd want it. Well, you can't have it
for nothing, I'm sorry, but the good news is you can get it for nothing if you refer
five people to me that we sell. Right? So what happens is it helps people tip over sometimes
and make the decision to buy. The other thing we offer is a 30-day money back guarantee
as well. And what happens with the guarantee is once again our follow-up is awesome. So
the minute somebody buys the package, apart from doing the telephone coaching, as I said,
the next day you phone them up and you start the coaching process, we send them a gift
basket, we send them a book, we send them two movie tickets three weeks later. Or two
weeks later, two movie tickets arrive in the mail. D, Mr. Business Hon, or D, John. By
now you're probably having square eyes from doing all the training. So have a break and
go and see a movie on me. Signed Peter, signed or not, whoever. Now, simple, very effective.
Does it cut the refund rate? Absolutely. I've had people tell me, you know, you're so nice
to me, I think you're doing that to make me feel guilty if I wanted to return the product.
And I say, well, not really, I do it because I want to do it, but it has that effect. Right?
And it's true. People see that you care. So we have this follow-up system, but the good
news is that under the Institute, you don't have to do the follow-up yourself. We actually
have, as Adam said, a little box that you take on the order form, follow-up procedure,
and then we have a system in place that somebody does that for you. Right? Our fulfillment
house does it for you. So the Better Business Institute is actually an independent company
that is not run by Adam or me. It's run by an independent third party who actually owns
their own business. Their business is fulfilling product and doing follow-up. And they will
do the flowers, the gift baskets, the books, and so on. So you've got 70%. Now, the other
thing that the licensees can do is that they can actually create passive income. You can
create passive income for yourself if you're a licensee under this system. Now, how do
you do that? Very simply. You can actually have other people selling the product, but
you're responsible for these people. Now, the way that works is that they've got to
buy the program for you. So they've got to pay the $6,995 or whatever, $7,000 for round
figures. And what you do is you can pay them 20% commission, 30% commission. It's up to
you. We recommend 20%, which is $1,400, is a lot of money for commission salespeople.
True? But the secret is they must buy the program, because we found that you cannot
sell an information program like this one if you don't have a great belief in what you're
selling. Does that make sense? But it's like saying to somebody, you should go and see
this great movie, you know, the Titanic. And they say, yeah, how's the movie? Did you see
it? No, I didn't see it, but I think you should go and see it. Same effect, right? You should
buy this program, and you haven't bought it? Doesn't work. So we would require any person
that sells the program to actually buy the product first, and then you can pay them 20%,
30%. Now how much are you left with? 40%. So if you pay them 20%, that's $1,400 they
make per sale. Now, even if you had two people making one sale per month, two people making
one sale per month, that's $1,400, that's $2,800 a month, right, that you would generate
as passive income for doing nothing. No, sorry, you wouldn't. You would actually generate
$3,600, that's the balance, times two, which is $7,200 from just two people selling one
package a month that you've sub-licensed. And of course, you also got the money for the
package that they had to buy a few, so you make $5,000 on each one of those sales. So
there's a little bit of a passive income opportunity there as well. Who could survive on, well,
$72,000 plus another $86,000 a year? Who's making more than that at the moment? Okay,
a few people, but that's a good income. So there is a potential for some residual income
as well. So I think that's about everything. Did I mention everything, Adam, I was supposed
to mention? Was that?
Okay, what we're going to do now is just have a five-minute break, have some water,
go to the toilet, five minutes is all it'll take, then we'll tell you exactly what the
cost is for the license, what's included in the license, what sort of training we give
you and the details of what the next step is in terms of just making an appointment
with us. Okay?
Okay.