저자: Kevin · 외국인
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Grant Cardone과 Jordan Belfort의 세일즈 대 마케팅 논쟁을 다룬 영상. 발언자는 퍼널에 적격 고객만 넣고 관심 없는 사람은 제외해야 한다는 세일즈 원칙을 설명하며, Belfort의 Straight Line System 홍보성 발언과 Cardone 비판이 포함됨. 주식·자산 가격 예측 발언은 없음.
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I have gotten so many Instagram messages emails and one person even sent me a text message please don't text me and don't sue me bro asking me to respond to this video apparently Jordan Belfort strikes back at Grant Cardone and there is nothing apparently according to the million comments I get on my channel that I like more than talking about Grant Cardone although if you know me then you also know that that's not the correct characterization but well let's just go with it because what are we about to do we're gonna talk about Grant Cardone again so Who am I to say that that's not true in this case so let's all let's just get right into it sales verse marketing who wins well let's find out oh look at that it's euro o'clock in case you don't know what that means it also means it is a September 10th which is the last day to use coupon code 10x 2020 ich obviously come with the livestreams four times per week and the 10x event in February the price does go up every time there is a new coupon it stems from this ridiculously idiotic podcast they had with Grant Cardone who literally in my book knows probably about as much about sales as like I don't know like like you know someone from one of those munchkins from The Wizard of Oz look literally the guy knows nothing I mean literally I don't get it okay no way I first of all Jordans coming on real hot here do I come across that straw when I talk about article G and who are the munchkins okay that's ridiculous so I'm very confused about a guy that can't answer the most basic questions the most basic questions about selling and all it kept saying was you gotta have a full pipeline you gotta have a full pipeline that's yeah yeah okay I get that yes obviously obviously you want a full pipeline you know what that's called that's called marketing you don't have to spend extra time selling this is about spending less time in getting better results so let's get started here the first real part of a Jordan Belfort's discussion here is that obviously there's a distinction that needs to be made between sales of verse marketing if you've been part of the gossip or the previous videos that I've made you already know that this distinction is very important Jordan makes this very clear here in this video by saying hey you know what look if you have people in the funnel you can save time be more efficient and make more money by understanding how to close people once they are in the funnel but we can't commingle the two they must be treated separately and I completely agree with him so you're caught up to this point let's now see how Jordan breaks down the funnel side and the closing side trying to find your best buyers who is a potential match for your product and your goal is to only bring in people who are qualified ah that's pretty good Jordan every time I leave a grant cardone video I'm always like I just got TEDx my ad spend I got a call up my boy Frank Kern and get some more ads going but what you're saying is so relatable see I made this mistake and what I realized was wow I was talking to all these people about real estate and trying to educate them to buy but then I realized well wait a minute I'm talking to like 70% tenants because I'm knocking on apartment building doors and leaving flyers in laundry rooms going aren't you sick of doing laundry like this you should buy a home instead but as targeting unqualified people so this is something that I wish I had learned a little bit earlier although maybe I did and just never really recognized it because there's another sales quota that I regularly hear and my mentor always drilled into me and that was always start with qualified customer demonstrate your product and your services and go for the clothes but it always starts with qualify you never do them out of order I guess I missed that when I was passing out flyers in the apartment buildings those are the people you're looking to bring into your pipeline and that's what this whole thing is about and yeah it's crucial that I was trying too big out of Grant Cardone industry he just didn't understand this distinction it's so simple it's so crucial if you get this one thing right by the way you're 50% of the way there to becoming a world-class closer not only 50% okay I'll cover the rest of all the whiteboard Wednesday's would take me too long learn more all right here's step one you know I will say I am a little confused as to why that distinction wasn't made by Grant I mean you could go back and look at you know videos from eight years ago of Grant Cardone and he talks about closing strategies and I know he has those in Cardone University so I was a little surprised to that that it didn't come out no matter how hard you tried to target only the right people no matter how much money you spent developing your custom audiences your look-alikes you know just how much care you put into this you're not only gonna bring in qualified buyers so what we do is the system I teach which works like gangbusters and you probably know that straight line system right it's created more million dollar earners than any other sale system but then all the other sale systems the world combined fact of life fact of life okay so with the straight line system what we do is we are aware that yes okay you're gonna market what just happened here was actually a really brilliant pitch for Jordan Belfort a straight line system after listening to that pitch this is the first time I've watched this video and the first time I hadn't heard this just now I started feeling on the inside as I was kind of sitting here thinking I'm like hmm is this a system I want to try out for some reason after that pitch there I felt intrigued now I'm interested I'm like hmm is is this to his YouTube videos is this similar to his books is this you know stuff I could find online or what is this straight line system and I'm obviously interested in this because obviously I sell things too like I sell a really amazing real estate investing course I've got some live streams scheduled for tomorrow where we're going through everybody's deals again it takes a lot of work and obviously I'm a real estate broker as well but what I want to see is I want to go and break down this pitch because something about this pitch was really good and it felt natural it was like perfectly placed he turns the page on the whiteboard it's almost like now I'm hooked and now he's progressing me with him let's see if we can identify what he did here play-by-play because that this part to me is a really big sales lesson within a video on sales lessons three types of people gonna end up responding to your ad this is where his pitch starts because right here he actually had me very interested because remember how I started by reacting saying I was knocking on tenants doors and now he's actually validating this frustration that I had which is Wow brilliant and I catch I just connected it in my head he literally just found a pain point in me and this is just the video of him I was able to relate to wait a minute like I I i feel like i like i wish i only had qualified leads in my funnel and now he's saying but you're not only going to have qualified leads in your funnel and i'm like oh my gosh like that that month that's me that's what like dang look at that he just totally extracted that out of me this this is this is good no matter how much money you spent developing your custom audiences your this is interesting look so here he pitches the problem on this side of the whiteboard then he moves to this side of the whiteboard and relates to you and then the second he starts talking about his program watch him actually make this this move to the center of the camera really to get in close to you and then tell you this is why we've created my system which by the way works so well watch this happen the eye peach which works like gangbusters and you probably know that straight line system right look at this suit look at this the open hands with the exception of the marker capias there but he kind of steps in towards you in the middle of the screen focused on you which works like this not this is good like wow and seriously I'm not trying to fanboy here but after I heard that pitch I really felt they say I some I felt my mind wandering off and like what is this straight line system he's got huh tell me tell me what and I ordinarily don't feel that I usually tune that stuff out like you've probably already tuned out that hey use coupon code 10x 2020 because it expires today it's September 10 but but I mean really like wow that okay let's keep going right it's creating more million dollar earners than any other sale system but then all the other sale systems of the world combined fact of life confidence bold claims great fact of life okay so with the straight-line system back to the teaching back to the side of the board turn the page you're hooked you're in it love it what we do is we are aware that yes okay you're gonna mark it and when you mark it no matter how hard you try to get only the right buyers you're gonna get four types of people just did something else pretty brilliant here this one might be I mean this is pretty subtle but but look at this right here which in my opinion is a subtle way of conveying authority that you know that you know the answers watch this part right here buyers and heat are these people who need there he writes on the board buyers in heat are these people who and then watch his eyes he's going to transition his eyes as if he's kind of looking for the answer but the answer is not written on the floor no no youtuber writes their answers on the floor right like the answer is not on the floor but he kind of looks there because he's it's it's in his mind he doesn't have to read it off a teleprompter and stare at the camera without blinking and kind of scroll their eyes across because they're reading and they actually don't know he know and this search he does through his memory to then bring you the answers actually makes him seem more credible I feel like I am learning just making this video fires and heat buyers in heat or the there it is and it's at this point of that is Jordan explains buyers in heat are people who want your product need your product to have the ability to buy and they have a pain point have any contrast that to buyers in power not buyers in heat buyers and power are buyers who have all the things that buyers in heat have the only thing they don't have yet is that urge or necessarily that pain point but these are both really high-quality prospects people who need your product want your product can afford your product they're also feeling some pain or urge to buy now I've never heard of this breakdown before but so far it's actually pretty relatable because when I'm in real estate sales I find that most of my sellers when they come to me they're not like I got a sound I'm desperate they're usually like I'm ready to sell I need to make this happen but I can wait the buyers do that too I can wait I want to buy I'm ready to buy but I can wait about 50% of these are solid potential buyers unfortunately have also two other groups which are called your looky-loos looky-loos or your tire kickers in the or tire kickers right these are the people they're looking at homes walk into open houses they have no ability to afford it do believe that ability can come though and who knows maybe maybe I was talking to people who just didn't have that urge yet but I've had people come to some of my open houses for years and they're like one day I'm gonna buy with you one day I'm gonna buy with you I do believe that at some point a looky-loo will transition to actually becoming a buyer but I I would imagine these people are going to take a whole lot more time and honestly I would much rather spend my time with the B H and the B P so let's see what let's see what Jordan says they will never buy from you now before I explain why these are the most toxic people of all you have to identify them and get them out of your pipeline as quickly and elegantly as possible and that my friend is fails that's what starts right here I mean okay like I guess I guess I could agree in saying I would much rather like I said work the B H and the B P maybe he's right maybe maybe I just misrepresented and the people that I thought were just lucky lose were actually buyers and power because he did say they sort of resemble each other but I don't this is just probably just semantics the last group before I tell you how to do this I'll call your mistakes and mistakes are the people of a kind just drag their and you end it right there because unlike what's his various name is grant no interest means no interest no interest means get them out of your pipeline okay okay honestly I completely agree with Jordan here I didn't like the no interest means they're not interested in that product sell them something else look if I am selling houses and somebody tells me because I've had this happen before somebody opens the door and they say I've been a tenant for 20 years I'm not interested in buying a house goodbye I usually where is it oh when I go door knocking with my composition notebook aka my iPad in case you actually thought it was a composition notebook Amazon link in the description for this by the way I usually mark those properties don't bother and the reason I do that is not because when I do my mass mailers I'm not also going to send them a mailer because the mass mailers they kind of hate everyone anyway but I'm not going to spend that extra effort to deliver them a pumpkin on Halloween for example so if I have and I teach this in my real estate agent sales course by the way but if I have a group of people that I've identified as likely to sell within the next two years you can bet I'd rather hit twenty pumpkins in one neighborhood then go to the other neighborhood in my farm then go to the other neighborhood in my farm that way hit my three neighborhoods I make sure all of my high-value prospects get a pumpkin I'm not even gonna wait time on miss 20 year tenant lady if she happens to change her mind that's fine but it was probably wasn't worth the effort yeah and hey you know what who knows maybe she remembered me from the first encounter or the mass flier she got as sort of a trickle anyway it's kind of like the people who see your Facebook ad anyway but don't click on it whatever but it's not worth my time or money to chase these kinds of people so I agree with Jordan very relatable right here just you know grant it's called awareness yes you increase you don't know interest doesn't mean that's a level no no interest is awareness they know who you are it's not interest okay so a ludicrous statement all right so you guys young old just don't listen to that not it's just nonsense it's one day I'll explain what it really means about no interest I'll separate because there is something about no interest that has potential there really qualified that's a very different thing I'm gonna hit on it in my opinion what he's saying is let's say you have tenant lady here and she says not interested but then I have somehow find out that she has a strong pension high enough to cover her ability to buy the property she is living in and now all of a sudden I realize she's also infatuated with her grandchildren now the sudden there's potentially this opportunity where I could take somebody who's qualified to buy the property she's in and if I provide her the correct information to say hey did you know that if you bought this condo or this townhouse that you're in from the landlord who my gosh I happened to call because I'm a really good agent and they happened to potentially be interested in selling it to you because you've been such a great tenant if you're potentially interested in owning this property did you know that as this property gains value over time you might be able to in the future transfer this to your grandchildren completely tax-free yeah that stuff ax-free real estate investing you have these 50 people easy to spot these 35 madam 100 all right here's what happens with these people they waste your time so time is money right that's a terrible things you waste your time you end up presenting to people who have no intention of ever buying from you that's a massive problem all right and even worst is that but that that was smart okay he just did another really interesting sales strategy there and it's something that I probably need to do better on my channel and it's something known as the impact statement this actually takes me back to like fourth grade where you always open a paragraph on your five paragraph essay you open a paragraph like your three main points you open it with the hook what's the problem write your introduction to the paragraph your arguments and then you close it you always close with an impact and notice how we he kind of takes a pause there lets it sink and then goes that's a problem it's kind of a truism right it's kind of like whoa yeah uh but making that impact statement is actually pretty important because it's easy to assume that everybody got your point but that impact statement and sometimes solidified that was good so time is money right as a terrible things you waste your time you end up presenting to people who have no intention of ever buying from you that's a massive problem all right yeah actually interesting Lee he's kind of going back to circling back here to slamming on the Grant Cardone idea again that is wait a minute like if if I don't spend time if I don't waste my time on these people that I know that I've identified as either mistakes or looky-loos I could spend more time on the qualified people or I could spend more time going back to the funnel and moving to that next door good distinction these people aren't trying vampires they're poisonous and you gotta get them out of your pipeline the number one tell-tale sign is that they overly a moat when you have looky-loos they will act because they're acting remember this right so like what is a really bad actor dude they're like oh you want you watch a TV show in that bad they actually overplay their roles they overact right that's like am I going to the antique store and I'm literally just looking around and they're like oh isn't this so cool Wow yeah this is great I honestly just don't give an ass like I'm walking through the antique store sometimes because I'm walking through it like it's a museum but then that's also interesting because I flip the script and I'm at the Apple store let's say and I'm testing out the Apple watch or who cares whatever I'm in the Microsoft Surface store whatever like I'm actually interested in the product usually that is so weird this is like a self-analysis here I feel weird I'm usually kind of like hmmm interested okay all right like I'm skeptical like I've got this really like what about this like I'm looking for the flaws I'm not like wow look it has a touchscreen my back doesn't have a touch this this your Mac don't got a touch sorry that's then commercial I keep saying fascinating point especially when you get to the financial questions about affordability either they will clam up and get offended or they'll become overly boisterous oh my god yeah cause they're they become overly boisterous when it comes to financial questions and these are the two groups that we are essentially going to as we call it in the straight line we move down the straight line that's it that's my straightest line I can join us terrible from the open to the close and then you start asking questions you gather intelligence when you're gathering intelligence and at the same time building rapport the way to do that which I'll explain wow this is weird that is literally in it in the real estate agent course I'm not trying to say this is like a pitch for you to look at the real estate agent course but in the real estate agent course I break down my listing presentation strategy and usually people are you know agents particularly or salespeople are really excited to rely on like well look at this presentation I have on my iPad the reason I am actually not the biggest fan of presentations you know it's good to have material to establish credibility in that but the reason I'm not that big of a fan of sort of this Ridge material is is exactly what Jordan just said first impression boom Wow he's in a suit he showed up on time awesome this guy's ready to do business and then at the same time as I'm relating to people by kind of joking around I'm asking all of the questions that I need to know why are you selling have you thought about renting you don't want to deal with tenants and toilets okay God you've done the numbers though right like you've checked with the property manager no oh you know it when I leave here do you want me to run some numbers for you and send you some numbers from a property manager on renting out the property what am I doing here as a real estate agent Wow and all of a sudden showing that whoa this real estate agent is talking to me about potentially comparing selling to renting but he doesn't get paid unless he sells it that's that's like he's going out of the way to do a service for me that wouldn't benefit him that's really cool and professional yeah like exactly but Wow Wow Jordan that is right on at the same time as I am gathering information to qualify how much have you actually thought about potentially renting out the property for selling it I'm also building rapport totally brilliant you're gathering it tells to identify needs beliefs values hierarchy values but guess what you're also separating out the buyers and heat and the buyers and power from the looky-loos and the mistakes and you're gonna end up making presentations to these so I said selling is about saving time when you're selling effectively you're getting twice the result in half the time this this was really really good I mean whether you're in sales or not this was really good information so thank you so much for watching as always and follow me on Instagram and make sure to keep sending me messages of stuff to react to I try to reply to as many people as I can on Instagram but it's kind of getting to the point where I just can't get under 99 unread messages on the IG I am sorry but I will keep pushing and do pretty much open every single message especially looking for them articles to respond to or videos so thank you
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