Stock Market Saving

The other night, I had a chance of going to a Sonics basket­ball game. Here are these players out there making $5,000,000 a year, $3,000,000 a year, $2,000,000 a year, and they came out on the floor and started to warm up. I was just really watching them and I was so impressed when I saw them doing lay-ups. Doing lay-ups. Here are $5,000,000 a year basketball players doing simple, little, basic lay-ups and chest passes. Back to the basics. To all of you that are a part of my in house sales people, back to the basics. You need to contact people, send out your letters, your cards, and let people know when Wall Street Workshops are coming to their area. Get back to the basics yourself. We have a great program, but a lot of people don’t know how great it is. Do your lay-ups and get out there and let people know how great this is.

You need to convince people and help people. Rationalize with them, help them see where they are going to be if they don’t come to this course? It’s the first time anybody’s ever put together a course that will cost them more money to stay home than it will ever cost to come. Why are they on the phone? Do they need money to give to help their kids? Do they need money for a greater retirement? Do they want to give more to their church? How can you, as a sales person, help somebody know if this course is right for them unless you know where they are and where they want to be? We want to make sure that we’re teaching achievable, measurable, and reportable results that people can actually see, feel, and touch. Our job is not to see how much education we can put into people, but to see how much we can get out of them.

All I ask of my sales people is that number one, you be kind and polite on the phone to people, that you answer the ques­tions as honestly as we can. We don’t want people thinking that the Wall Street Workshop is something that it’s not. People will get out of it what they put into it. We teach a great course, but people need to come prepared, ready to do the deals, ready to learn. Again, thanks for listening.