I was recently on a call between Adam Urbanski and Bob the teacher. These are my notes from that call. Please note, that what was being promoted during the call was the “Attract Clients Like Crazy” event which I did not attend. Here are my raw notes, mostly unedited:

Bob The Teacher (BTT) introduces the call and Adam Urbanski.

People won’t learn from you until they know your story. People don’t do business with a bank, they do business with a banker. Tell people your story.

Adam Urbanski (AU) came to America with $194 in his pocket and was barely able to speak English. Started working as a baker and was involved in the restaurant business. Over the span of 10 years he bought out the biz and then sold it.

When he got out of the restaurant biz, he wanted to impact many people at once. He started hanging out with the wrong people but then he started to hang out with people that were making it and making money. Eventually started teaching people how to build their businesses, but he kept repeating himself all the time.

In 2003, he went to an event with his wife and met a mentor there that:

1. Allowed him to see that he had a poverty mindset by looking at the expense rather than the gain. His mentor allowed him to see that he needed to invest in his training. Changed him to look at a prosperity mindset instead.
2. Taught him how to packages everything that he knows into a saleable product.
BTT: notice what people always come to ask you and then package that into a product.
BTT: Why do people not achieve a 6 figure business?

AU: The entrepreneurial success mindset. Specific ways of thinking that result in taking specific actions. No LOA, but rather 3 concrete steps.

Start off with 3 numbers:

81, 16, 3

Out all the people that start a business 81% will be out of business in 18-24 months.
16% will be in business, but not the business they intended for themselves. They constantly worry about revenue, expenses, payroll etc. It’s not the business they wanted for themselves.
3% generate $75,000 revenue or more. He got this number from new business registrations a month.

About 1000 register, 810 go out of business, 160 struggle, 30 make it.

Lots of help now for small businesses, but you have to be willing to learn how to do this and you have to be willing to do what it takes. Malinchak sz it’s not the IQ, but the I WILL. Follow through on what needs to be done.

1. I am in 2 businesses. I am in the business of promoting and marketing my coaching and consulting services. You are in the marketing and selling of what you do and in the fulfillment of what it is that you sell. Need clients to deliver the product to. If you’re good at what you do, you will always make enough money to pay your bills, but if you want a lifestyle change, you have to get good at selling.

2. Marketing = Education
Need to invest in learning skill, but also need to educate self on selling and marketing. The business will do a lot better and impact a lot more people. Think of it like this: I get to do this call where I teach people how to solve their problems. You educate your people/ clients on how to solve their problems for themselves. You are a purveyor of solutions. You solve other people’s problems profitably. If you can solve their problem, then you earn the right to invite people to a more profitable relationship. Provide valuable solutions to people.
> AU went to an event that as about discovering his passion. He determined that his mission in life is to eradicate small business failure. He remembered the story of Chiquita bananas, they wanted to have a chiquita banana in every household. Bill Gates story of getting a computer in everyone’s house. You have a dream that you are good with, why not become good at marketing and selling and get your message out to the world.

3. This is really 2 sides of the same idea. This will help move me forward and excel and what I do.

1. The power of now
2. The principle of diminishing importance

1. When you get excited about something you have to do it now. If you wait, you’ll talk yourself out of it. If you wait, you will lose your momentum.

2. The longer you let things slide, the less likely you are to implement them. Chinese Proverb: The best time to plant a tree is 20 years ago. The second best time to plant a tree is right now. Remember a time that someone did something nice for you? You wanted to send them a card, but got busy. Next day, the kids are doing something and you get busy. After 3 days, you lose the importance of doing something. 2-3 weeks later, you end up frustrated. The longer you wait to do something, the less important that thing becomes.

1. Client says: “can you send me something that I can look over?” u say:”yeah let me send you something” but instead should say:”what question do you have that you can’t ask me right now that we’re on the phone. If you’re not sure this is for you, we can end this here no harm no foul.” Be honest and ascertive with people. If you are an entrepreneur, you are automatically seen as more successful, so people will value your input. Make an impact now, when you have the opportunity to do this.
Internet marketing gurus tell it wrong. They tell you to court people with freebies, etc. No one looks for something or a solution to a problem that they don’t have now. Ask people for the sale right now, not later. Make the offer now and don’t rob them of the opportunity to get to the solution that they need now.

BTT: You have an obligation as a knowledge expert to have your solutions front and center during the entire relationship. Don’t hide your stuff, you have the obligation of helping as many people as possible.

BTT: There are other steps, what can someone do to go from where they are now, to where they get to 6 figures.
AU: let’s do 5 steps.

1. Believe that you can do it.
You always get what you expect to get. If you expect slow growth, you get slow growth, if you expect to grow by leaps and bounds, then you will. Think big, think BIGGER. Realize that even if you are at 60k a year right now, you can grow your business to a million dollars in 6 months.

What are specific steps:

2. Productize what they do.
Package what you do into a product. Donna Kozik is a client, she went from being a book coach to being someone that helps you create your book. She turned her knowledge into something that people want to buy. Products have a begining a middle and an end. A training program has a beginning, middle and end.

3. Once you have a product to sell and that people want to buy.
BTT built a product that marketed itself. BTT sold people training on how to use the stuff in the freebie. Chose a profitable business model. Bring people into the training over and over. Get new customers and then leverage and scale those customers beyond your own time and efforts. The product that BTT developed is something that grows beyond his own efforts.

4. Marketing, marketing, marketing.
Follow up with people. We get so busy that we miss seeing messages. AU sent 4 messages one day, yet he had no unsubs that day. If you constantly deliver good value, people always want to hear from you. You have to send mre than 1 invitation. Have to build a system that does this work for you. Thomas research company says: out of service professionals and sales professionals 50% stop following up after 2, 30% after 3 only 20% of people carry through follow up past 5 contacts. Most people don’t buy until after they  hear from you he 7th time.

5. Profit multipliers.
Lots of people fall short here. They market the consultation and the front end, but then they never offer anything else to the customer in a systematic way. Put everything together and sell it as a package. Need to offer the best customers the best coaching and products available. Leverage the existing sales to more time or more intimate contact with you. Partner up with other people. Always ask yourself: what problems am I creating for my customers with the solutions I’m providing them with. The moment you offer a solution, you get another problem that you need to solve. Always need to grow both as a person and as an entrepreneur.

Grow the business by selling to the people that have already bought from you.

BTT: Most people won’t do anything with this, they think they need to productize the business but don’t know how to do it. How do you create a product?
AU: 2 things, one a big picture, and 2 how to create a product from a to z and then start selling it, even f they don’t have a website. Literally a child can do it.

Realize that the front end product can be ready by tomorrow at noon.

1. Have to position it the right way. People won’t buy from you if they don’t believe they need the product, the risk is too high, they don’t believe you. Donna Kozik, created a book writing product that targets entrepreneurs, something that works based on speed (appeals to power of now) write a book in the weekend. Once people write the book, they need to publish with Donna, promote with Donna and prosper with Donna. Turned one product into a multiple revenue stream.

Credibility, need to build trust with customers. Mary Allen. Package what you know and sell it. Tried to sell the product for $3k, but had no trust. AU recommended they go to people that are in the space and/or use the strategies that they teach for a testimonial. AU said he used 1 strategy that Mary teaches etc. Instantly the product looked more credible to the people in the market space. Went from selling a commodity to selling value. People don’t care to read the content, they want to know what the content will change for them. Sell the value that the product will create for the customer, not the product itself.

Product Creation:
Create the product using teleseminars. Create products based on your topic and browse on amazon to see what sells. Host a teleseminar, record the product (mp3) give it for download, or stream. Create a CD of the mp3 then go to kunaki.com. Copy the CD to the website, they’ll create the cd package etc. for $1.75 and for another $1.75 they’ll send it to you. They will allow you to sell the CD through their system, so you can sell the CD for $29, kunaki deducts their $3.50 and then they ship that CD out to your clients and send you the money.

This CD will allow you to sort out the tire kickers from the people that will buy. Sell first and create second. I wouldn’t create the CD until people tell you that they want it from you. You can’t sell it until you have powerful marketing materials, but you need to have people that want to buy it first.
BTT: Take an audio call that you create and putting it into the kunaki funnel is a great way to generate revenue. The secret is that you need to actually implement what you’ve learned. What are somethings that people can do now to move forward?

AU: People put money time and effort into a bucket, but the bucket has holes in it. What are the leaks and profit explosion points that you can exploit?

1. Focus on lead generation. If you have no leads it doesn’t matter if your website is pretty or not.
2. Follow up. Once you have leads: not everyone is running at you wanting to give you money. Weed out the people that are not good matches. Follow up with people and ask for the business. Follow up and deliver value and ask for the sale. Minimum of 5 times within the first 5 days, you’re missing out on sales. Get people to open your emails.
Remember what he said in the beginning of the call, not about hearing it but using it.
3. Conversion. 1. persuasion in writing, 2. persuasion in presenting from stage. Need to learn how to convert prospects from prospects to clients. Sales is not a dirty word. Replace the word sales with the word advisor. Advise people how to solve the problems and if one of your products solves their problem then voila.
4. Retention. The toughest sale is the first one. Start a continuity program, or create an upsell product of somekind. Make sure that this customer becomes a raving fan of yours.
5. Multiple streams. Some people will want to learn from you in different ways. You need to provide multiple programs that teach different aspects of what you teach in different modalities (phone, ebook, video, etc.)

Implement now and perfect later. Have to do the right thing in the right way to make it.

Successful entrepreneurs grow with their challenges. Be bigger than your challenge.