Professional Follow-Up - Young Hustlers

[Applause] What's in here? You're putting something in here? Is there, is there a vitamin you're putting in here? This water tastes so good. Does it? Thank you. Tonight, 7:00 p.m. Jared. Oh yeah, 7:00 p.m. GrantCardone.com/free-training. This is not a recorded training, just so everybody knows. Yes, I did one last week. People like, "Dude, how can you do two back-to-back?" Because I got a lot of information. Jacko's tell me much.

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Look at this. How to be a professional and follow up. Oh, wow. Is that ours? Yeah, let's get some. Yeah. So, thank you for following on Instagram, folks. The number here's 305-865-8668. How long before the show starts, guys? Let's do it. And every, every Thursday, 4:00 p.m. Eastern Standard Time. Quit. Look at the patent. No, no. I'm thinking, I'm thinking right now. I'm trying to think about this. Never antagonized. Tag other inventory. What professionals do.

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Retraining. F your Instagram.

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Yeah, hey, welcome to Young Hustlers. It's every Thursday, noon East Coast Standard Time. Jared, Grant, GEC. We come to you to get your hustle right for the weekend. Give you a day before the Friday, Saturday, Sunday is coming. And Jared and I want you in top condition. Today, we're talking about how to become a professional salesperson. More importantly, how to become and stay a professional in the follow-up. That's what I really want to focus on today.

Yeah. Okay. Yes. Look, I got some people here. Am I in my company? Some of you, some of you take this to the next thing. Yep. A little too far. Obsessed. To be obsessed to be average. You got to learn how to follow people up professionally and not quit easy. And you got to, you got to find the line. Yeah. Like, like one of the big things that, that I was thinking with what we just had a meeting with our sales team about this is, there's a difference between "not now" and "never." And you never want to be in a situation where you get off the phone with a prospect and they're like, "Never. Never do business with you. Never call me again." Yeah. No matter what. And if you're hearing that in your calls, there's two, two errors here. This is gonna be a great show for you, by the way. If you're watching this on Facebook, share. If you're on YouTube, share. This is very, very valuable information. By the way, for anybody that does share, I have a free gift. That's GIF-T, not GIF. I have a free gift for you just for sharing. And we'll make sure you get that at the end of the show.

Okay. So, when you are doing professional follow-up, there's two categories of people. The biggest category is people that quit following up. And the second category is what I have some of too much of. People that like, are barbaric. I got people that are following up so hard that they're like, "Don't call me back." I'm calling them a lawyer. That's too much. This is what Jared just said. So, remember, you're gonna fall into two categories. Most of which is not perfect, right? Number one, you quit. You just quit following up. By the way, only 25% of all salespeople ever make a follow-up call. Yeah. 64% of companies don't even admit it and they don't follow their customers. Six out of ten. The second place you fail is you're following up not too much, but too unprofessionally. So, what would that sound like? You're too much. That's unprofessional. Well, too much, too much would be, you know, "Hey, you know, have you made a decision on doing the deal yet?" "Why don't you call me back?" Yeah. Yeah. Yeah. Yeah. Okay. Yeah. "Hey man, you showed interest. Why? You said that you were gonna call me back." Yeah. You can't make people wrong. The number one rule. Okay. Well, if you want to write down some rules, the professional will always remain professional to the customer. Has to get off the phone feeling good, no matter what happened. The customer must feel good at the end of the call. Yeah. Yeah. Maybe some ways, some ways that you can do this are like, like your job is, if you can't get a close on that call, then your job is to advance the ball. Even if it's just a little bit. You've got to move the ball down the field. So, like, we were just having a meeting about, you know, "Hey, we present a sales training package to a company." And at the end of the call, they're like, "Hey, you know what? We go in for the close." And they're like, "Hey, look, this, it's just, it's just not right for us right now." So, then we would then move to, "Okay, well, let me at least get you started with something. Let me get you something." "So, not interested." "You were interested enough to take this call. So, let me at least get you something that will help you move forward." "No, I don't want anything." "Look, I completely understand. But look, what I want to offer you is something that will, it's free and it will add value to your team." Now, I think. Yeah. And he needs to explain that right now because the guys going from "no." What you're trying to do is move this guy into something. Right? You're trying to move him. This is what Jared's telling you right now. You don't just keep hammering on that one product. You were trying to sell a car, or a roofing job, or a plumbing job, or a vacuum cleaner, or you're trying to get him to a network marketing group, or you want to sell him a life insurance policy. Get off of the product that you're trying to deliver to the guy right now and say, "Mister Grant, I understand. Totally get it. Now, it's not the right time. You're not interested in life insurance. You're not interested in a roof. You're not interested in plumbing. You're not interested in a car." Yeah. Could I just propose one thing, sir? So that the call, we didn't waste your time on this call. I'd like this. You something for free. If it's automotive, how about I send you a free estimate on what your current cars are worth? That way, you at least know. And I'll add to that. If you were going to do something in this product line, what that would cost you. Payments, price, that you have trade figures on your car, interest rates right now. I just want to send that data to you so you consider me in the future. Yes.

So, another, another thing, another thing you can offer. This will work for most people, depending on the product or the service that you sell, is offering some type of assessment. Some type of assessment. "Look, I know it's not right for you right now, but at least let me do this. We have an assessment where we go over, you know, X, Y, and Z. We normally charge $10,000 for those. Let me do it for free for you. And I want to provide you with the results. No obligation. You can take what you do that, you can take what you learn from it, you can apply it in your business, and it'll, it'll, it'll, it'll work. It'll be positive. You'll increase your sales. You'll be more efficient. You'll make more money." But I don't want anything for it. My job right now, my goal is, I just want to help you. Yeah. And I just want, and just be honest with it and transparent. Look, I just want to keep, you know, keep the line between you and I good. So that when you do something three months from now, three years from now, 30 years from now, you'll consider doing it with us.

Okay. Hi, my name is Grant Cardone. This is Jared Grant. This is Young Hustlers. Every Thursday, we talk sales. By the way, if you're listening on iTunes, please subscribe to the channel. All our shows now can be watched in one place. All seven shows we do a week. Yep. Or in one place on that tune. There's some Cardones. Oh, and there are some of you that haven't rated, reviewed, or rated the podcast. So, if you've never rated on a pod, rated a podcast before, you've never written a review for any podcast before, I would love if you did that for this podcast today, being the first one. Do you? Anyway, take what you do that, and I'll send you my free, my new book, Real Estate Investing Made Simple. I'll send it to you for free. Just send Natalie at GrantCardone.com. Natalie at GrantCardone.com. No, Natalie@GrantCardone.com. Send her an email of the screenshot of the subscriber tattoos and the review, and I will send you the free book.

Okay. We're gonna come back and take your calls. We're talking about professional follow-up. Wins, too much follow-up, too much. And wins, too little follow-up. Never gonna keep you in the game. Hang in there with us. We're gonna be right back on follow-up.

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Hey, welcome back to Young Hustlers. This is a sales show on everything sales. Monday, we do a show in real estate. Tuesday's, I interview power players. Wednesdays, the GE show. Thursday, today is Young Hustlers. Get your sales tight. Friday is the course of money right. You gotta hit all of it. All of it. By the way, you can now listen to in one place on iTunes. The Cardones own everything. Cardone. One download, subscribe, to review, and I'll send you my free book. We, the reason we do this show is because, like, there aren't a whole lot of places that you can go and get really good sales content. And for me, when I was starting to work for Grant, 26 years old, I'm like, "Man, dude, this guy's done so much for me and helped me understand sales and making money in a way that was like, it made sense. It was simple. It wasn't complicated. There weren't a lot of tricks." So, I was like, "Dude, we need to do a show where we can actually tell people the way that I like learned." Great. 26 years old, thought I knew a thing or two about selling, but I didn't. I just had a good personality. And I'm not sure. Geo, he came, he thought he was, "I'm the best salesman in the world." Within 24 hours of being there, he's like, "I don't know anything." Yeah. Yeah. "I don't know anything, man." So, like, you got to keep learning the game. We're talking about follow-up. Yeah. I don't mean to interrupt you. It's alright. Follow-up. We got 40 sales people in there that are following customers up. The follow-up thing is different than the sales thing. You got to figure out, "How do I keep calling a guy that's not ready? How do I call a guy back that I've already been hung up on two or three times?" This is, by the way, the holy grail of sales. If you can learn how to more professionally negotiate your way in conversations to like, keep a guy from out of "no" into maybe moving toward a "yes." I made a comment in there with the guys in the, in the guys and gals, I'm like, "Look, don't let the call into 'no.' Let it into 'maybe.' Or if it ends in a 'no,' what you offered, get them to say 'yes' for something else or some other inventory." Yeah. And to, to places where salespeople fail. One, they don't follow up at all. And two, they, they quit on their follow-up. They went on it. There was a time when you did follow up, and then you quit because you got punched in the face so many times. The second place people fail, smaller number of people, is they push too hard. Yeah. I think the reason they push, though, is because they don't have the artillery. Like, we have a follow-up program that we built out in Cardone University that literally will map out a follow-up plan for 365 days. Never, never repeat. You'll never repeat the other call. Your creativity. You've got to be creative in these calls. Like, when I called my wife back 26 times in 13 months, everybody always says, "This sounds like stalking." Yeah. Because you thought all 26 calls were the same call. Yeah. Every call was different. Every call was unique. Every call, I was positive. Every call, I agreed with her. I never made her wrong. Everyone was light. Nothing, nothing put her into "no" land. "No" land. And put her into, "Mmm, maybe a little more. Maybe a little more. Maybe." Right? So, you got to seduce the, the customer, the prospect, along. And so, like, I think the big thing is, is most people, like, for, I'll just be frame this in in our terms here. So, if somebody agrees to a call for sales training, there is something that they are interested in. There is a problem that they're having. And most people are not going to tell you what that problem is. So, when you're on the call and you're doing the demo, and you can't figure out what that problem is or why they agreed to do the call, now, and you don't close the deal, all that means is you haven't found the real problem yet. And so, instead of ending the cycle there, you've got to come back in, and you've got to start being creative. Like, when you're talking about Elena, I'm thinking, "Okay, so one phone call is, 'Hey, you know, a friend of a friend of mine is having an event at the Beverly Hills Hotel. You know, wanted to see if you wanted to come.' Next call is, 'Yeah, hey, you know, there's a, there's a NASCAR race at the Pomona Speedway, and I just want to know if you'd be interested in a flip.'" Man, every, there's something different. And then, by the way, if those don't work, number five thing I want to share with you. Number one, always be professional. Two, always make them feel good. Three, always agree with the customer. Four, always offer another service. And five, always use a tag. Yeah. Always use a tag. Because if there's not a tag, you're gonna try to use too much force. But if he comes in, I know I got a tag guy. I don't have to tap the guy out. Yeah. I can bring Jared in for a touch. Even in deals that you closed, by the way, you should always use a tag.

Let's talk to our first caller. Natalie Alvin and the PA, buddy. You got a question and you got a problem? Well, hey Grant and Jared, I just want to give you guys a testimonial. So, the follow-up is absolutely where the money is, hands down. And here's what I've been doing that it's been so crazy for my business. So, I'm using video follow-up where I send a customizable video saying, "Hey, how's it going in your area? Anything?" And I use emails. Emails are alive and well. And I send random emails saying about anything. "Hey, what's your favorite or your flavor cookie?" You have no idea the response, and it turns into business. It's unbelievable. The follow-up. See, there you go. Like, you got to be creative. You know, like, they asked me in the room today, this guy that you, that I've been calling on for 17 years, Grant, what would you, how would you call him back today? I would say, "Hey, I'm gonna be in Boston Friday. Can I see you?" "Absolutely." "Oh, hey, let me, I don't have dinners on me. You're given ticket to a sporting event." Stop. This guy's information. Sale. Yeah. Do you think? Thanks. I'm glad you're having success with our programs. Thank you. Thanks, Alvin. Next caller, Michael. What's going on from the big YYZ, baby? Was he at run over you? Yeah. Yeah. What's going on, brother? Which question? Quick question. So, I mean, I'm in the mortgage business. And I want to know how to improve my follow-up with my Realtors or insurance agents. Look, man, you've got to train your people how to do follow-up. Like, you need, you need really the ideal situation is you could, you would have video training. Video that would show me what I do on day zero. Day zero is today. Yeah. Day one is tomorrow. What I would do today. Day one. So that when you're hiring people, they would watch video. You don't instruct them or tell them how to do this. They zero, day one, day two, day three, day four, day five, day six, day seven. Those first seven days, if you guys could kill the first seven days creatively, not sound like a pest. Yeah. Keep the guy in maybe. Not know. Yeah. Don't let him get seen in it. Yep. Okay. If you could just do the first seven, like your sales, I'll guarantee you'll increase your sales 20 to 30% over what you're doing right now. And just kind of on top of what Grant's saying, Michael, lay off. You, you have to know what's happening when somebody doesn't close. Like, when somebody doesn't convert, like, you got to know that there's only a handful of reasons why. And so your job in your follow-up is to provide value to, to lead yourself into that reason that they didn't close for, and then you can address that issue. And in June, you said something. Michael, thank you so much for calling in. You said something earlier about, "You got to know where you're at." And, yeah, yeah, right. We're not. When I'm talking to somebody, I know where I'm at. I'm my own barometer. Right? I'm like, "I'm not getting anywhere." Remember that call where I was like, jumped on the phone, I'm like, "You don't believe what percentage of what I'm sharing with you do you believe?" Yeah. The guy cracked up laughing. We have been talking to this guy 40 minutes. When I asked the one question that got him come education with me, 'cause I could sense now. How do you learn to sense? How do you learn to have that intuition? Pay attention, man. Yeah. You guys are not in the call. You don't even know what they're saying to you. You don't know the temperature. You can't. You're not. You, you've cut your perception skills off and you're not aware because you're not practicing, you're not training, and you're not getting feedback, and you're not doing the turnaround.

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Hey, welcome back to Young Hustlers. Grant Cardone and Jared Grant. At Jared Grant everywhere in the universe. He's at Jared Grant. Been with me what, seven, eight, nine years? Almost eight years now. Eight years. He was just like, he was a punk. We should show some of the old video. Jared, you know one day, what do you look like? He looked like he was like 17 years old. There was just, we've come a long way, dude. From a couple of salespeople to 40 salespeople. We're following up customers every day. We're taking cold calls every day. We're doing roofers, contractors, life insurers, they just, Allstate, State Farm, Ashley Furniture, Toyota, Chrysler, Nissan. You know, and today, we're talking to you about how do you follow up a big accountant? How do you follow up a qualified customer? How do you follow up somebody's not qualified? How do you follow up somebody's not interested today, but you know what, but you're from now, they might be? How do you follow up on somebody that doesn't like you? Like, you made the call and they just don't like ya. How do you follow up somebody that doesn't like the company you work for? Did all that is going to happen to you. So, a couple of things I want to give you before you leave today. One, always be professional. Always. Right? You guys need to write down what that means. What it looks like. And then you should also write down, what does it mean to look unprofessional? Is a professional offensive? Is a professional antagonistic? Is a professional make people wrong? Is a professional exulting? Yes. Is a professional hang up? Is a professional criticize? Yeah. It's just, "Thank you, sir. Appreciate the opportunity." Let me ask you something. Okay. I know, I know. United. I know this is the right time. I know you're not. Could I come by and buy you a cup of coffee? Just introduce myself. That's always gonna work. Can I just come introduce myself? No. Don't bring me anything. Can I just come introduce myself and put my hand in your hand? Okay. I've had people before look, "Dude, I'll never do business with you." When I'm in San Antonio, I'm thinking, "I'm never gonna be there." "Can I come by and put my hand inside your hand and meet the guy?" To keep saying no to me. Like, like, you got to come up with some creative ways. But you got to have a long game to play this game. Three, always agree. Two, I'm sorry. They need to feel good when this call is over. They need to feel good, not feel bad. They don't need to feel like a call has happened. They need to feel good about the call. Three, always agree. Four, always offer another service. Would be a free service. It could be a more expensive service. It could be a different kind of service. And five, always use the tag. Let's take it. Caller. Caller Donald. Donald, what's going on? Is this President Trump? Is this the president? Not the president. Okay. Thank you for taking my call. I took a question, man. I've been doing door-knocking for about six years now, door-to-door. An unbelievable experience. Brought a lot of learning. But, you know, I come across a lot of times when, you know, I feel as if I could have got this sale, but I just end up turning away and telling him, "I'll come back." And it leaves me going to more follow-ups. And I feel like I should be, um, and, you know, sometimes it's hard to push it. It's an asteroid question. And just want to see if you guys can help me with that. I know that's what you're all about. Yeah. I mean, look, the door-to-door industry is horrendous for never going back. It's unbelievable to me. I mean, I even know guys are like, "Dude, if it doesn't work this time, don't go back. Go to the next door." Yeah. And I'm like, "Why would you knock on one door and not go back and do that neighborhood again?" And we always go back. You know, almost like, I always tell my guys here, man, why are we going for a new audience? We haven't even, we haven't even done the audience I have. You know? But most of people that know me, by the way, you guys, like, "Oh, Cardone, man, a lot of people know you." Most of those people have not bought anything from me ever. I'd bet you 90% of my audience, I'd love to know that, has never purchased a product from me. Want to talk about a failure rate? Well, let me ask you a question. Just kind of on this, on this deal. What percentage, what percent, what gone over there wiping his face down. What, what percentage of people that that don't close do you think are legitimately interested? I'm talking, Patton, buddy, beyond the knock. When somebody's actually talking to you, what percentage of people do you think say "no" and it's because of timing? Huge. Over 50%. Oh, yeah. Yeah. Yeah. So, I got my attention on the kids. I got my attention on dinner. If you're, if you're not going to endorse, right? Uh, I just, I didn't get why you were coming here. But what if you came back again? Now, you'd be a familiar face. "Aren't you the guy that was here yesterday?" "Yeah, sure was. And I went down the street after I left here. I know you told me you weren't interested yet. I ran into Mary. Mary bought our services. She actually got me to clean all her windows, right? Or she got our security system. And she says, 'You got to go back and see Theresa, man, at 2021. Theresa is amazing. You must have just caught her at a bad time.'" Yeah. So, I came back 'cause Mary said I should. "I don't want to be a bother. I don't want to be a pest. But you got two minutes? I want to show you what we do here." Mm-hmm. I'd go back to that door. Yeah. It's about making investments. What it's about making investment. You made an investment. Go back and fuel the investment. Put some petunias in the ground. Yeah. Squirt them a little bit of water. Water the seed. And water the seed. Just. What's going on, brother? Man, brother, man. Bring it on, brother, man. Mister Cardone, Mister Grant, how y'all doing this Thursday? Trying to keep the hustle. Yeah. I understand. Great show yesterday with Elena. I do think that men need to step up their game and toughen up. You weren't being too hard on them yesterday. Thank you, brother. And hey, if you did not see yesterday's show, go on YouTube. You'll find the show there. I'm calling all men out around the world for being punks. Ooh. And wimps. Ooh. And puts a life. Puts the lights. So, their turn. Puts away. No. So, my question is, I recently got into the network marketing, affiliate marketing game to try to connect. And congratulations. Is that the pyramid thing? Man, everything is a pyramid. I mean, even at your organization, you're at the top. Damn right. I'm king. Time. Don't you? So, in any organization, there is a hierarchy. So, you know, it's not just a pyramid. See, let me just tell you. Is it, Chazz? Yeah. I would, I would answer that different. I'd be like, "Absolutely, right? It's a damn pyramid, and you want to be involved in it, and I can show you how to get to the top." See, everybody's like, "Oh, pyramid, man. I don't want to be involved in a pyramid scheme." No, you don't want to be at the bottom of the pyramid, which is where you are right now. I would roll with it, dude. I'd roll with the flow, man. See, Jared comes at me. I could try to push him back, or I could just pull him. He comes running at me, and I just pull him. Dude, he's gonna fall on his face by trying to push against him. I got to push against all that energy. Yeah. Is it a pyramid? You're damn right it is, and you want to be part of it 'cause this unit big. Dude, dude, I'm getting to the top of the pyramid. I'm gonna be up there where, where they gonna make a gold coffin for me. Let me have a chassis. Make idols out of him. What's that thing called? You drink out of a goblet. Goblet. I got gold goblets. I got freakin' gold bracelets. I got gold condoms. I am tough on a damn pyramid, man. And I'm bring you up there, my brother, where the view is good. That's what you were thinking. Okay. So, look, question is, if you're doing network marketing, how do you answer the first question? Even if you answer it right, "Oh, yeah, I never thought about it." "Yeah, that's pretty good." You're still gonna have to follow this guy because he's busy Tuesday night. Yep. Follow-up is the holy grail. Negotiating is key. But look, for everybody that can't close, can't negotiate, can't finish somebody, doesn't matter how good you are. You, you got to follow up. You gotta follow. Biggest deals of my life came from follow-up. Biggest deals in my life came because I followed somebody up. It was great for you. If you can't, if you don't have good follow-up, then what you're relying on is, you're relying on being good one time. You're relying on being at your best for a 30-minute presentation or a 60-minute presentation. And you are hoping and praying that you're so good in that 60-minute period of your life that you can convince somebody to do business with you. And you're always on the next deal, rather than. And most people are so skeptical that they're not even gonna believe you. They're not gonna even start listening to you until you're 30 or 45 minutes into your deal. And by then, they may have already made their decision. Who knows? But like, the follow-up gives you the ability to show somebody how committed you are. The follow-up gives you the ability to show somebody that you're genuinely interested. The follow-up gives somebody the ability to see how professionally. Always be professional. Always make sure they feel good when the call ends. Always agree with the customer. Always offer another service as a way to keep this call in maybe, not in no. And always, always use a tag. "Hey, Jerry, can you make this call for me?" Bing. Here. Huh? Tag me in. Tag me. Go get him, Jerry. I'm kind of tapping out. I'm tapping out. My legs are gone. Okay. Go ahead. Ties. This tie from Utah. Yeah. What's going on, my man? Love the Utah. Utah-nians, right on, bro. Dude, I'm looking for a summer vacation. If you were taking your kids on a summer vacation, where would you go? That's a good question, bro. I think I'd go to Portugal. Okay. But I want to do this inside the United States this year. Okay. Um, I think Park City. I was just in Park City. Yeah. Were you? What else you got? My wife in Park City. And I mean, I don't know. What's the reason you're asking the question? Are you really looking for a vacation? Yes. Looking for ideas. What about Lake Powell? Told you about that. Utah, Southern Utah. Oh, really? Yeah. Hey, so what's your question, brother? Brother Utah-nian. Yeah. Yeah. Thanks for taking me. Um, I've been trying to reach you, man. I've sent you two emails. I've been spamming all your tweets. This is a funny episode because I think I'm a little bit over the top with my follow-up. Yeah. I want to be in the organization. Oh, good. Did you send a video? Oh, yeah. You just sent two emails. I've been replying all your tweets with that video. I've been sending you messages on Instagram, Facebook. Yeah. So, here's the deal. Okay. This is a perfect example. You have the decision-maker. There's not going to make the decision. Like, you guys ever yell? Is anybody ever like, "Gotten any education?" "I am the decision-maker and I don't make these decisions." "I was on you." "Talk to you." "Huh?" "Who do I need to talk to?" "Well, you need to send a video to the right people, okay? Because it's not me." "Dude, you think I'm gonna look at the video? I'm not gonna look at the video until, until, until Jared's like, 'Hey guys, we got to interview this guy. Grant, this guy's good. This guy's gonna be the best. This guy's, this guy's the next Rank Our House.' That's the truth." "Well, let me talk to Jared real quick. Let me ask you a question though, since I'm on the phone with you. Listen to the interview. How much money do you make last year?" "Hundred grand." "No, you did. You lie." "Offend." "You might." "1099." "How much?" "Hundred grand." "How much money do you make? What's it gonna say on the 1099?" "It's not gonna say 1-0-0-0-0-0." "Yeah, it does." "No, I'll bet you 100." "And it doesn't say 100,000?" "Well, I mean, if there's a change on there." "Yeah, that's what I asked you." "So, you see what I found out about you? You a liar." "Whoa." "Now, the question is, did you lie low or did you lie high?" "It's just barely over a hundred grand. So, I guess low." "So, like, a hundred thousand five dollars and something?" "Yeah, I think it's one hundred and seven hundred." "Okay. Okay. Good. Man, congratulations, by the way. And put you in like top 95 percent. Top 5 percent. Uh, what, how did you make that money? What was, what's your business?" "I'm a door-to-door sales manager. So, my team did a million in revenue." "Oh, that's awesome, man. That's awesome. That's awesome. Okay. And are you willing to move?" "Absolutely." "How much money do you got in the bank, dude?" "Almost nothing. I've been terrible with my money. So, yeah, it's been a real good experience for me to go to rock bottom. I got married in that. Yeah. I'm looking to be smarter now, dude. Like, I was an idiot." "Yeah. Yeah. So, here's the problem, right? So, everything with the first question was answered right. The second question is, awesome, dude. You're a manager that did a million dollars. You don't have any money, man. I don't know how you're gonna move over here." "All right, you guys, what you're gonna do is you're gonna move locations. You're coming to Miami from Utah. Cost of living goes up about three times. There's gonna be a learning curve. And, and, and I don't want to put you and your family in a situation. Also, I need your full attention on the phone. Like, being hungry is one thing. Being desperate enough. So, that's gonna be the challenge they're gonna have after they say, 'All the videos good, man. It's awesome. This guy's gonna be great.' And we're gonna hit this little issue. The money. Yeah. It's gonna, you're gonna have to come up with probably $7,500 just to just to move in someplace." "It's not a problem. Yeah. All I need is the opportunity." "Yeah. So, that's, that's a woman." "Well, look at the video today and get back with you." "Okay, man. So, what you see here, here's a good example. Job interviews. Most people don't get the job they want to follow up. First of all, you don't have a target you want to work for. We've been told to go get in the industry. I'm a camera guy. So, I'm gonna go. I'm gonna go see who needs photographs. Who is it you want to work for long-term? Most you guys in the camera business, y'all go do this. What do y'all call that? Freelance. Freelance stuff. Freelancers like, 'Cause I'm broke, broke lands. Oh, man, I had two good weeks. Man, I made five grand in the last two weeks. You ain't gonna work for another four months. Okay. I had a maid. Can I use the word baby? Yeah. Can I use the M word? Nanny. Maid. So, no. I had a maid in California. I said, "How much you want to make a year?" And she's like, "I need to make $15 an hour." I said, "But how much money do you want a year?" "I need to make $15 an hour." "Would you like to walk to the same house every day?" "I need to make $15 an hour." And I get her out of the house. She couldn't think with, "Man, I want to work for a family and have a job for the next 15, 20 years." Yeah. Quit looking for work. Most people's job is looking for a job. So, this gentleman right here, he's gonna have to figure how to follow up. 'Cause I know that's gonna get on Sherri's desk. In the meantime, we're not gonna hire a guy this broke, right? Yeah. So, he's gonna have to figure how to fix that and then call me back. Anyway, it's, it's a little difficult. And why people don't get great jobs? Because they don't know how to follow up. Next caller. Always be professional. Feel good. Make sure they feel good when they get off. Always agree with the customer. Always offer another service. It has nothing to do with what you called about. And number five, always use a tag. Leg team. Hey, Jerry, tag me. Jarrod. Oh, it's my turn. Start talking, man. Reza. Hey, Jeremy, how's it going? What's that? You can. Why do I want to run? Hey, I'm having a big problem. Reza. Reza, what's the big problem? I want to eat a pretzel. My problem is, I'm a developer. And I have some raised money, about $60 million. Never 30 days. And when I send my product, my investment package to the investors, they don't look at it. Yeah. They don't look at it. Yeah. I mean, I can't get ahold of the decision-maker. And send it to the gatekeeper. And how much rate goes? You know, yeah. Yeah. Exactly. What's in the package, man? It's about like 18 houses that I'm building in Mount Washington. Yeah. You are. And all the numbers are there. Yeah. And what's the list that you're using? Do you know these people? Do they know you? No. I don't know them. Some of whom because I've worked with a kind of like institution before. Yeah. I had a resource like investors from there. I arranged a little bit of money from them. But I still have to raise another $18 million. Yeah. Yeah. Yeah. So, so look, all I can tell you is, we've raised a hundred million dollars in the last, I might be exaggerating by about six or seven million, maybe 90-plus million dollars in the last 14 months. And I did not target people I didn't know first. Yeah. I targeted people that knew who I was and started telling a story. Not the kind of story kids tell, made-up stories. Here's the story: I'm buying this, we're doing this, this is the opportunity. Okay? This is what I've done. This is what I've done. Like, you got to tell a story. You got to, you got to get the top of the funnel. You got to get the top of the funnel right. Then you got to get them to go shading, right? And then you got to get the follow-up right. I mean, that, if you were going to break down sales, this basically, I got to get my story right for the top of the funnel to get people in the interested. Number two, I got to, once I get them interested, like, "Yeah, yeah, I'm interested." How do I negotiate some terms for those people so I could close the deal? And boom, a bunch of this falls at the bottom. It really, the funnel goes like this. It's like a, it's like a Coke bottle, and then it gets big at the bottom. Unfortunately. Okay? Because, but, but fortunately, that's the follow-up. That's like, I got a buddy right now, Jordan. He hadn't invested in the fun. I know he wanted to. I know it's perfect for him. I know he's gonna make a bunch of money with me. But it takes a lot of follow-up. It takes tags. It takes agree. It takes a different angle. I was on the phone with him this morning talking about something completely unrelated, hoping it would pop up again, right? You got to keep nurturing. And maybe, maybe he won't do the right thing and won't invest. Now, if you're trying to raise $18 million, bro, you guys need a big giant runway. That's what 10X is about. Mm-hmm. Overestimate the length of runway and be surprised if you can land the plane in half that that period of time.

Okay. My name is Grant Cardone. This is Jared Grant. Tonight, by the way, I'm gonna do a live training on negotiating. Remember I said this? Build the funnel right here. Where the money is at right now. Boom. The money. The money is in the waistline. The money's in the waistline right here. And then a lot of that's gonna fall out, and you got to do the follow-up. Tonight, I, what are you talking about? Negotiating. I'm sure seven strategies that I use. I mean, these are deep, dog. Like, you need to bring. Now, you need to bring. We got him a shovel. He was gonna go so deep. Y'all, you might need to bring somebody. Be like, "What he is gonna pop?" I'ma show you some stuff I've done on deals that's made me hundreds of millions of dollars on the buy side. Not on the sales side, on the buy side. I'm gonna show you little things I do that when I'm in a deal that I'm like, "Oh, there's $80,000 right there. I'm gonna get that $80,000." Jared sees me do it. Okay. My wife has seen me save millions of dollars in purchases. People have watched me work lease contracts and purchases on on buildings or contracts or even lawsuits where had somebody sue me, and I got to figure out how to get a resolution. Here, I'm gonna share with you some strategies tonight. I guarantee you will use in your life as a buyer, and you will use probably as a seller. And the third time you're gonna use them as an owner of something. And, and, and what one thing that I want to say is that I get to see this every day. Like, I get to see the behind the scenes of Grant. Like, I don't think the public really knows all of the things that go into, you know, building up a billion-dollar real estate portfolio or, you know, building up to hundreds of millions of dollars in net worth. Dude, like the negotiations, the problems, the issues, the situations that come up all the time. Like, it is a constant negotiation. So, if you ever want to kind of get in this realm of, "Man, I'm worth a hundred million, I'm worth two hundred million, I'm worth three hundred." Maybe, maybe you're gonna buy a house. I tell you not to buy one, but I know you're gonna buy one anyway. Or you're gonna go lease the building because you're gonna move into office space and you're trying to negotiate the tenant improvements. Most people are like, "What?" When you go lease an office, they're gonna want seven years. They're gonna offer you like three to five dollars for every square foot for tenant improvements. The more they give you, the better off you are, right? So, do you want the tenant improvements or do you want to kick back that and say, "I'll handle my own tenant improvement?" Like, you guys give you 33 years instead of seven. You're leasing a car. You're buying a contract. You're getting a deal on a telephone. Like, like, you're, you're gonna go on, you're gonna take a luxury trip and rent a house in Lake Tahoe. How do you get a deal? How you gonna do? I always get deals. Every time I can save $20,000. If I do that 10 times in my life, that's $200,000. That's a damn, that's a damn two years of income for most people. I'm gonna show you how to do it tonight. 7:00 p.m. Eastern. Cardone.com/free-training. If you can't be there tonight, okay, go to GrantCardone.com/closer. You can buy the package. I'm going to offer tonight, and I'll send you the free training. We'll take it down tonight. By the way, after I go live, so you won't be able to watch it if you missed it. If you want to get the training, you know, you need to become a better negotiator. You want to stay cool, calm, collective. You want to know how to get the most, the best deal for you, and still have them feel good about it. Join me tonight, Grant Cardone, for a nice training. If you can't be there, go to GrantCardone.com/closer. Every Thursday, we come to you to keep your hustle tight. By the way, beyond keep an eye on who condemns the hustle. The only people that condemn the hustle are the ones who've given up on the hustle themselves. So, don't listen to them. People out there like, "Oh, bands." Yet, you've got a lot of people already getting ready for the weekend. People prepping to hate on Friday, to get hungover Saturday, and to ask God to forgive them on Sunday, to wake up Monday, "Oh my God, I gotta do it again." Don't be those people, folks. We're gonna help you keep it tight. Stay out of the barbecues. Stay out of the hangovers. Okay? And God's got his hands full with wars. Why should he have to pick up after you? Thanks for watching.

Producers and creators are the sources of all value on the planet. MC Lobster, the host of the top-rated business and investing podcast Cashflow Ninja, is on a mission with Producers Wealth to help producers create, protect, and multiply their wealth outside of Wall Street in any economy by creating systems and processes that help them increase their production, provides them with liquidity, passive income generators, and opportunities for enormous growth. Learn more about their time-tested and proven systems at YourOwnBankingSystem.com. At YourOwnBankingSystem.com.

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