How to multiply every sale you make

Good morning. Okay. Now, one of the easiest things that you can do to multiply your business is to think about multiplying every transaction. Every time you make a sale, that is not the end. And I was writing, you know, 1997, I was writing through the process of the sequence of events that happen from the time you select somebody that you want to work with, finding them, getting them to raise their hand, educating and motivating them, making an offer so that they want to do business with you, then doing business with you. Most businesses view that as the end that they sold the car or they sold the house, or they cleaned their carpets or they did whatever it was, and then they're on to the next one.

And, you know, my observation was that that is a short fall, that that's a missed opportunity. And so really thinking about taking the sale and extending the period of time, the transactional period of the time, to include the immediate 30, 60, 90 days after they've what you would consider the conclusion of the transaction. So if you look at it, we were. This is. I was doing all this with real estate agents, but it's equally true in any situation because over the last 30 years, I've applied this mindset to everything. So the, the big, the promise is how to multiply every sale you make. It starts with that intention.

So first of all, you have to have the intention that this, that you are becoming a transaction multiplier, not just a high volume, get it done and get on to the next one kind of thing. And the most elegant thing about it is that it's naturally the time when there's the most discussion about it. So if you're going to multiply transactions, first of all, the most likely thing is going to be that somebody that you just did business with is going to be talking about what they did over the next 30, 60, 90 days. You think about if somebody buys a house, when they move in for the next 30, 60, 90 days, that's all they're talking about.

Oh, we just bought a house. Oh, you got to come see the house. When are you going to come and see the house? Oh, we're having some people over to see the house. And it's kind of like a new transitional identity for people. Same thing with when they get a new car or they join a new club or find a new restaurant or read a new book that people, we want to kind of tell people about all these things that we're doing. So when you realize that it's like a jet stream, it's. There's a tide that's moving in a direction and you just need to channel that already existing attention into a way that's going to turn into more business.

And it's some. I created something that we have lovingly started calling the listing next door where a lot of times especially realtors can tap into this phenomenon by marketing around recently sold listing. So it wasn't even, doesn't even have to be their listing. Just the fact that a sold sign often begets a for sale sign in another, you know, within one of the neighbors. I noticed this in my own because I'm just, I'm paying attention all the time, right? I noticed this, that one of my neighbors had put their house on the market and then it sold. And then I noticed a couple of weeks later another neighbor put their house on the market and I started observing that that's actually happening quite a bit.

And I think that there's probably this unspoken thing that you know, neighbors, when somebody right across the street or right next door puts their house up, you kind of, they don't want to step on their toes or compete with them. They have the sense that they can wait and then when the coast is clear, now it's their turn. Or what may stimulate them is that the house across the street sold for this great amount that nobody thought that these houses could ever go for. So they decide that hey, maybe it's, it's our turn. And so thinking about what is the dynamic that's happening in your situation?

We did this with the, with the mosquito control. You know, if you think about multiplying, you know, one of the things that we talk about on our Friday Profit Finder workshop, which I'd love for you to come Friday 1pm on Zoom. Just go to 50minuteprofitfinder.com and you can join us this Friday. We do it every Friday. One of the things that is the lowest hanging fruit in your business is taking this mindset that you are going to multiply every transaction and creating a metric around it, you know, gamified. If you're going to have, you have a game, you got to have a score.

And if you're going to have a score, you got to have a metric. You got to have a way of keeping track. So when you raise your intention and you start thinking I'm not just going to multiply this transaction, but how many, how many times can I multiply this transaction? You know, there it's such low hanging fruit because nobody really pays attention to those times. So if you start thinking about your situation what is the next 30, 60, 90 days in detail going to look like for the person who does whatever it is that that you do, how you help them gets a result that you can get them.

So if you think about the mosquito situation that they're up until they get the mosquito treatment, they've got mosquitoes in their yard every night just like everybody. They can't stay in the garden, they can't sit by the pool, they can't have dinner with friends on the patio. All of those things are making them problem aware that we hate these mosquitoes. And then once they've had an experience of getting their yard treated and not having any mosquitoes, that is remarkable. That's something that people will talk about. And so you think about what's going to happen over the next period of time, you start thinking immediately, first of all, they're going to be bragging about it.

They're going to be telling their inner circle. That's the first layer, right? It's almost like the prayer chain is happening. People that they talk to every day, they're going to be, you know, someone's going to be over at their house and say, let's go outside. And they go, oh, won't the mosquitoes go, no, we've got a mosquito free backyard. Here's, you know, and have them equip them with an opportunity to give somebody a free mosquito treatment. That is taking this multiplying mindset and putting legs on it, giving it some way to orchestrate the momentum that's already going to happen naturally. So when we do it in real estate, there's lots of opportunities.

As soon as the house goes on the market there immediately the neighbors are going to see, oh, there's a for sale sign. There's some curiosity around that. We use an info box flyer that allows the neighbors to scan a QR code and get all of the details about the property. We call it an instant open house. We send a just listed card to the neighbor, to the, you know, the people, the closest hundred people that maybe drive by that or live in that neighborhood or on that street, that we're planting that seed, that the momentum is going to happen there. So we send a postcard.

Do you know what your neighbors at 22 Graystone did last night? That's a very interesting thing. Then we start with the intention that we're going to find the buyer for this. So we're not just looking at that one transaction and thinking that's the end we're looking for and orchestrating all of the opportunities for us to continue. If you think even just having equipping people that when they're talking about it, that they can introduce people and whether it's going to your restaurant or getting a massage from you, or getting a mosquito treatment or whatever it is, know it, know that people are going to talk about it and how program them, orchestrate it in a way that they get to be the hero and introduce something to somebody else.

So if you have a restaurant, having a $25 gift card is a great thing that people can give to people that give them the joy of doing it.

If you think about somebody buying a new car and you could go through any transaction, when somebody leaves the lot with a new car, where are they going? They're driving around and then what's the first thing they're going to do? They're going to stop at their friends to show off the new car. They're going to go to all the places they hang out and people are going, oh, did you get a new car? Yeah, yeah. And they're, they're stroking their ego because we want recognition, especially if it's something conspicuous, you know.

And even if it's something that you are giving somebody relief from, you know, if somebody's in terrible foot pain and they come and see you and they go into your instant pain relief room and they get a 10 minute treatment that frees them from 85% of the foot pain they're having and they walk out, you know, in way less pain than they were in.

They're going to talk about that, they're going to empathize with people who are complaining that they're having foot pain. And so if you just think about the environment, you adopt that mindset that I'm going to multiply every transaction that I get. Start just thinking, how can I equip people to make this happen and watch what happens for the next transactions that you do.

Every idea that I've had, every dollar that I've made over the last 30 years has gone through my brain, through my pen, onto a piece of paper in my journal before it went out into the real world. And if I can turn people onto that activity as a driver for what to do, what to think about, what to ask yourself to draw out, what the next most valuable action is for you and how to find the most profitable things that you can install in your business, I'm all for it.

So this Friday at 1pm, I'm going to do for the first time a 50 minute profit finder workshop. And you're going to join me live on Zoom. And we're going to go through a 50 minute exercise. Bring your pen, bring a notebook or piece of paper and I'm going to guide you through a thinking process that will help you identify where the lowest hanging fruit is in your business and maybe some fruit that you didn't even know was there.

But I'm going to show you where to look for it. So it's free. It's for you. It's Friday. At 1pm this Friday. Just watch.

Just go to 50minuteprofitfinder.com and I'll get you all the details and hopefully you can join us then. Friday 1:00pm.