Expert-Secrets full book

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wrote a book called The Question, which this whole script is based on. PerryBelcher coached a few of my friends through the script, and Greg Cassarcoached me and my Inner Circle through the process. Even though this is calledthe 4-Question Close Script, it’s more like a 4-phase script. There are fourprimary questions, but you will be asking follow-up questions to dig deeper andget more complete answers.Before prospects get on the phone with you, they fill out an applicationform so you can pre-qualify them. Then you should have an assistant contactthem to set up a 30-minute call.Once you’re on the call, most people will want to open with small talk. Thatinvites them to ramble on and waste time. You don’t want that. You want to setyourself up as the one running the call right from the start. So you’re going tosay:Hey, this is Russell and I’m excited to be on the call with you. Sohere’s how these calls work. I’m going to ask you four questions.Depending on how you answer them and how well we get along, we’lldecide whether to move forward. Sound fair enough?They should answer yes, or the call can end right there. You’re getting amicro-commitment here, a little yes right at the start. You’re also setting theground rules so you can steer the conversation where you want it to go. Oncethey agree, it’s time to start asking the questions.
Imagine you and I were to start working together today. I teach youeverything I know and do everything I can to help you get results.Now imagine we’re sitting in a coffee shop a year from now. Whatwould have happened in your life, both personally and professionally,for you to feel happy with your progress? What would make youbelieve that this was the best decision you ever made?You’re trying to get them to describe their external and internal goals here.You want to hear their true desires. If they can’t answer this question, you don’twant to work with them because you’ll never be able to satisfy them. No matterhow much you accomplish—and no matter how much they pay you—if theycan’t articulate their desires, then you won’t be able to make them a reality.Most likely, they’ll start by describing external desires. They want to make$10,000 a month. Or they want a boat or a fancy new house in a better schooldistrict. They want to lose weight or have a better relationship with their spouse.This is a great start, but you want to dig deeper and get to the internal desires aswell. So ask follow-up questions based on their answers.Question #1Why do you want to make $10,000 a month? Why do you want thatfancy new house? What’s so important about the school district you’rein?Then they’ll start revealing the values and beliefs that are truly important tothem. Maybe they want $10,000 a month to prove to their family that they’re agood provider. Or maybe they have a favorite charity they want to support in abig way. Maybe they want to be in a good school district because their kidsaren’t being challenged where they are. Or maybe they are childless and theirspouse has given up hope of ever having a family. They are hoping that movingto a good school district will demonstrate that there’s still hope.Do you see how very different those inner desires can be for differentpeople, even though they want the same things? You need to know those innerreasons WHY they want what they want. So keep digging until they reveal thosedeep emotional connections.At the end of the day, we all want the same things—respect, inclusion, andpurpose. When you dig and dig and eventually they say something that reveals
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EXPERT SECRETS
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EXPERTSECRETSTHE UNDERGROUND PLAYBO
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DEDICATIONTo Deagan Smith, who reig
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SECTION FOUR: THE FUNNELSSecret #17
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Information is how that’s done. I
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ACKNOWLEDGMENTSI wanted to start by
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WHAT IS EXPERT SECRETS?Expert Secre
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went to Home Depot and bought the p
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families were repaired, and people
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Growing up, Jacob always wanted to
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TO GROW AN EXISTING COMPANYIf you a
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SECTION ONECREATING YOUR MASSMOVEME
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SECRET #1THE CHARISMATIC LEADER /AT
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And it’s a tragedy for a couple o
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the ones who are a chapter or two b
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ocean, which is why it can be diffi
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Question #2: Are the people in this
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moves them to action and helps them
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the most money, is right in the mid
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Here is a quick recap of why each o
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simple thing to confirm the suspici
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Those are a few of the keys to beco
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your own cult-ure.Our job as expert
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create sales funnels to get rich, b
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I had made a million dollars in a s
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company, it was very difficult for
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Your cult-ure needs a Title of Libe
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We took the phrase we created to he
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I’ve broken down the elements of
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We are Funnel Hackers, and these ar
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to revolutionize the music industry
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Dan Kennedy once told me, “If you
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you could increase it in the future
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for the first time, they’re going
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Other times it’s actually switchi
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program. We positioned it as an opp
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But you can’t get good unless you
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“What’s the catch? What’s in
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WHAT, you need to give the class a
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ketosis. And that can happen even i
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most important steps.1. Find a hot
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and I look for people who are alrea
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gives you a really cool asset to us
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SECTION TWOCREATING BELIEFThe first
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implement this in my personal life.
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When someone believes they have to
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SECRET #6THE EPIPHANY BRIDGEAfew ye
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Now at this point you’ve had an e
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the emotional connection with that
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I take this new concept or word tha
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was freezing cold. My whole body wa
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years. He’s the guy that top scre
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• Make the character a victim of
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The Journey of Achievement This is
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In pursuing the goal, there must be
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SECRET #8THE EPIPHANY BRIDGE SCRIPT
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with the same things they are. When
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“Why is that important?”“Beca
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Now that you’ve had the epiphany,
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YOUR ORIGIN EPIPHANY BRIDGE STORYAs
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After I added a potato gun kit as a
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SECRET #9FALSE BELIEF PATTERNSWe al
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Or if your opportunity is about wei
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Bridge story will replace those old
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that could keep them from success;
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funnel in their market.False Belief
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SECTION THREEYOUR MORAL OBLIGATIONS
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this script and process to my Inner
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you’re selling a $97 product, you
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excuse.Element #6: Exclusive Bonus
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madness.) And while it may seem lik
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Notice that the three secrets are n
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SECRET #13THE ONE THINGIt’s time.
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2. Intro / RapportEarlier you learn
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My goal for this presentation is to
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6. Epiphany Bridge Story #1 (Origin
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For many people, the initial story
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I’m sure that for some of you thi
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12. Show Other People’s ResultsTh
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Page 166 and 167: A big mistake people make is going
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Page 170 and 171: 35. The Problem This Tool Solved fo
Page 172 and 173: Here you introduce the next compone
Page 174 and 175: Do you see how this works now? You
Page 176 and 177: Now that we’ve given them the big
Page 178 and 179: Before you reveal the actual price,
Page 180 and 181: For years, I ended my sales present
Page 182 and 183: Now that they know they have nothin
Page 184 and 185: • Countdown clock for 30 minutes
Page 186 and 187: we ate, he started asking me casual
Page 188 and 189: exchange is greater than keeping th
Page 190 and 191: So now I’ve told you how the whol
Page 192 and 193: Type in www.__________.com. On this
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Page 196 and 197: SECRET #17THE PERFECT WEBINAR MODEL
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Page 204 and 205: One of the biggest secrets about th
Page 206 and 207: between each question.3. The best t
Page 208 and 209: me, too.What happens if you get gre
Page 212 and 213: one of these three things, you can
Page 214 and 215: Great! Here’s how it works. My fe
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Page 218 and 219: F. What Epiphany Bridge story do I
Page 220 and 221: 2. You built an improvement offer a
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Page 226 and 227: SECRET #22FILL YOUR FUNNELThe milli
Page 228 and 229: From there, I drilled down into a s
Page 230 and 231: WORST time to contact your Dream 10
Page 232 and 233: product that you both promote and b
Page 234 and 235: having me or my team work with you
Page 236 and 237: REFERENCESAbagnale, Frank with Stan
Page 239 and 240: Table of ContentsTitleCopyrightCont
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