Jay Abraham is the Founder and CEO of Collaborative Fund, a venture capital firm that specializes in investing in technology companies. He is also the author of The Start-Up of You: How to Build a Company That Matters, a book about building a company that is both successful and humane.
In this interview, Jay Abraham discusses how to create a company that is both successful and humane. He begins by explaining that a company must be focused on its customers and users, not just on its own profits. He also discusses the importance of culture and how to create a strong foundation for a company.: Shaqir Hussyin nicknamed as the Backpack Millionaire, has been held as one of the Narrator: most sought-after internet marketing Narrators: Jay Abraham a marketing legend. Narrator: Mentor to mentors and the highest-paid marketing consultant in the world.
Shaqir: Hey everyone welcome, I’m so excited because today I have the: living legend Mr Jay Abraham Tony: No you didn’t hear me I said it’s Jay Abraham ladies and gentlemen.
Tony: I’m glad you’re here thank you for coming. Jay: I’m honoured Tony: I’m honoured to have you back. Shaqir: Jay, thank you so much for coming on this show Jay: Oh my god thank you for it, it’s a privilege and a Jay: pleasure always to contribute to people that are trying to help entrepreneurs uh be better and grow. Shaqir: Absolutely, and so I wanna first start off with huge gratitude and uh just a fanboy moment which Shaqir: I hope you don’t mind because I did ask your team and they said you know , Jay doesn’t Shaqir: really like just to have stimulating conversations. He really likes you when his students take action Shaqir: and get results Jay: That’s true Shaqir: and probably about 10 years ago when I was kind of coming up and I was you know Shaqir: pretty broke um, learning about internet marketing I came across a guy called Joe Polish and Dean Jackson Shaqir: and I started listening to your interviews and I remember going to a Tony Robbins event and Shaqir: he had given this audio out which basically you talked about how to you know how to tap into other Shaqir: people’s customer lists doing joint ventures and I want to say like you had a huge impact on my life Shaqir: I was able to go from zero to more than $30 million in sales for my own business Jay: That’s wonderful.
Very Good! Shaqir: before the age of 30. and I’m just super Shaqir: excited to be here so I just want to say thank you Shaqir: I did meet you briefly at Tony Robbin’s platinum partnership when I was there in Amsterdam Jay: When was this? 2 years ago? Shaqir: 2 years ago.
Jay: Wow, are you still a pilot? Shaqir: no I’m not. Shaqir: Not anymore probably get into it maybe next year or so but Jay: Yeah, it’s good yeah I just got done interestingly.
Jay: I was in Palm beach 3 weeks ago because Tony did the virtual version of that this year Jay: at that studio, he built yeah the big huge round one it was very interesting and he and I did Jay: partly we did virtual to all the platforms and audience it was very interesting. Shaqir: Yeah, well I’m excited Jay I have a bunch of questions so I’m going to get straight into it Jay: Ask quick.
Shaqir: one of the things that have been very fascinating to watch and to see and to experience and learn Shaqir: from yourself is this just crazy ability to dissect a problem in so many different ways, Shaqir: how does someone develop that thinking? Where does that thinking come from? Jay: Uhh, it’s not as hard as you think Shaq but it’s it requires a commitment I became an Jay: accidental master at that by being involved in a multitude of different industries when I was young Jay: and it made a realization after about ten totally different industries I was involved in, Jay: that people in one industry do not have a clue, how people in another think, how they market Jay: their strategies, their business models, their access vehicles and I realized after 10 of them Jay: that you could literally take elements from other industries combine them together into hybrids Jay: apply them into industries where everyone else in the industry does the same thing the same way to Jay: possess what I will call hopeless curiosity in terms of I want to know everything I can about Jay: everything I can from everyone I can meet I do not discriminate I want to see not just Jay: how your business or industry operates, how you market, what your philosophies, your strategy, your Jay: business model, I want to know your belief systems. You know what your realities are Jay: because I want to understand not just marketing methodology but how to understand the differences Jay: in human beings because you are trying to own mind share ethically of human beings. Jay: You’re trying to motivate human beings who are your team members, you’re trying to attract Jay: uh entrepreneurial human beings who are your promotional partners, Jay: you’re trying to get human beings who are your support teams, your agencies, your marketing, Jay: uh advisors, and experts to give more of their ability to you than anyone else.
So the more you Jay: understand all the different dynamics that could come together to create superior impact, advantage, Jay: connectivity, so I just try always to learn everything I can. I have for example a team Jay: that goes to LinkedIn every week and contacts interesting people from all kinds of different Jay: environments just so I can talk to them no agenda because I want to learn what they know that I Jay: don’t and I want to share what I know that they don’t and do an exchange but I’m just constantly Jay: doing that. People can do that now that’s what I do, how they can do it to answer your question Jay: to commit themselves every day or at least every week to travel outside their comfort zone. Jay: Easiest way to start giving covid and everything is to go online and visit websites, platforms, Jay: uh discussion groups, study what’s going on in any industry, any field, any topic, other than Jay: what you usually study and as you’re experiencing that ask yourself what is there about, what I am Jay: experiencing that is foreign normally to me that I could adopt or adapt to my business or my career Jay: or my life and after you start doing that on an ongoing basis, you start opening up the next thing Jay: is to master Socratic interviewing – the ability to ask others to open up about themselves Jay: and be tremendously interested in them and ask meaningful questions and if you do that with Jay: constant focus on improving you’ll become able in the course of a half-hour discussion or an hour Jay: to distill ethically the key elements of what drives their business if they’re an entrepreneur Jay: what drives their uh their job uh category of their employee what drives their mindset if Jay: they’re uh have any kind of hobby or ideological interest outside of it and as you keep adding that Jay: your subconscious compounds I can go on and on but there’s a quick answer Shaqir: I appreciate that very much.
Umm, in terms of uh and I have a whole list so I’m gonna just.
Jay: Yeah, go for it. Shaqir: I’m gonna go through um, in terms of like right now so for example thinking in a way Shaqir: that you are not just thinking one way but going outside different industries. Shaqir: Getting different perspectives, then leading into, let’s just say an individual’s business like right now Shaqir: uh like before this interview you asked me about this award right and i was explaining Shaqir: um the award was for you know basically making a bunch of sales um and in this industry which is Shaqir: which involves for example sales funnels so now this is a this is like a new thing but Shaqir: it’s been around for decades and decades it’s just the new term is sales funnels Shaqir: or sales processes or whatever and so now it’s becoming, everyone is getting into it and so Shaqir: when everyone gets into an industry obviously because there’s a lot of money right like um, Shaqir: In an industry like for example the amine you know there’s a lot of money in this whole concept Shaqir: of sales funnels there are people that charge $10,000 to a $100,000 to Shaqir: $250k to build these sales processes out, and as it’s becoming bigger and bigger there’s another Shaqir: company coming this is becoming a red bloody ocean.
If you were to advise someone to become a Shaqir: you know an authority in a marketplace like this what would your advice be? Jay: Well I mean, the biggest problem with most authorities is they don’t really try to appreciate their client Jay: client the more you understand your client’s client because you’re the advocate of the Jay: client, client not the client I mean you may be the one paying me but you’re really paying for Jay: you’re paying me to be masterful and being able to understand the mind, the hopes, the dreams, desires, Jay: motives, motivations of your target client.
I think most professionals or most service Jay: people do not really try to understand masterfully the client’s client.
I never saw my role being Jay: the client although they paid me ultimately I saw my role as being the advocate of the client’s client. Jay: And I think again it’s a very big chat look at the understanding you know very early in my Jay: life your goal in interaction with anyone and your goal in assessing anything you’re Jay: going to do with any human being is to try to examine, evaluate, understand, appreciate, Jay: acknowledge, respect, and recognize and play back that you do all those things to people for Jay: whatever their realities are and understand that there are many many realities going on right now Jay: many people who do funnels, many people who do uh info-marketing, they default to hyperbolic copy Jay: that I would call uh you know it’s universal it’s the same buzzwords, and the same bullets, and the Jay: same hype, and the same uh you know you could you could you know spin around and pick any one and it Jay: says the same, if you want to own mindshare and not be manipulative, you will appreciate and respect Jay: the human beings of the individual human beings on the other end of the communication and you’ll Jay: work backwards and you will gain what we call a love for that person, a respect and admiration for Jay: what that person is trying to either get closer to or away from to achieve and why and you won’t Jay: just look at superficiality you look at him and her as a husband a wife a father a mother Jay: somebody who’s got hopes and dreams and you’ll appreciate them in the fullest sense for their uh Jay: their value as a human being and I don’t think most people do that it may be a little abstract Jay: and a little uh sophisticated what I just said but it’s very powerful.
Shaqir: Yeah I am, I remember going to Tony’s event. Shaqir: I’ve been a fan of tony and Rich Schefren for many years um and uh Shaqir: Tony said the same thing that you told him.
He said, he was in love with his products and he would be Shaqir: basically like he’d be chasing the next product and he said it was until I met a man called Jay Abraham Shaqir: that said fall in love with the people and my market versus their products.
Shaqir: So thanks a lot for that. Jay: Thank you! Shaqir: Yeah, that was a.
. Jay: It’s a very powerful distinction if you as an entrepreneur watching, Jay: listening however you disseminate this. If you can grasp the magnitude of that distinction Jay: and you can harness it authentically meaning, you can’t achieve greatness by faking it. Jay: It has to be a natural, (excuse me), a natural part of your being but if you can really do this, Jay: you’ll be able, I mean whoever creates the funnels you’ll be either able to guide them or Jay: craft them yourself from an appreciation, genuine appreciation of that target audience, not just Jay: the sense that they’re a source of making money but you’ll see them much more Jay: humanistic, you’ll see them as somebody that you have the chance to be a catalyst to transform Jay: a stage or a progression or a phase of their life and you’ll look at your role with much more Jay: uh responsibility and sincerity and you’ll take it very seriously.
Shaqir: Yeah, which leads me to this concept that you’ve always taught which is Shaqir: uh Strategy of Preeminence.
Jay: Yes sir. Shaqir: Could you briefly like describe that and why it’s critical for business owners to implement that? Jay: I will be happy to but I need to disclaim that to do it justice takes about 3 hours Jay: the essence of uh the strategy preeminence is really simple. Jay: You want to be seen no matter what you do in business or career as the most trusted advisor, Jay: the uh the only viable choice, the go-to source Jay: for whatever it is you stand for as a company, as an individual, as an employee. Jay: In order to do that you have to be willing to have a very well-reasoned perspective that you share with Jay: another side those people you interact with that is meaningful and different than what they hear from Jay: everyone else but has to be authentic.
You have to be able to put into words at a better, higher, Jay: clear, crisper, more resonant level what people are feeling that they’ve never expressed before Jay: so that you penetrate to their subconscious and their subconscious actually says to them, Jay: this man or woman or company or product understands me and serves me better and satisfies what I’m Jay: trying to get to and understands how to explain it in ways I didn’t even, and I know myself.
Jay: Next, you have to be able to not allow people, you have to care enough about their well-being that you don’t let Jay: buy less than they should or more than they should in less quantity, quality, combinations, or Jay: frequency than they should not because you will be the loser but because they will be Jay: not getting the fullest outcome or they will get too much outcome and don’t need it. Jay: Conversely if you believe that your company provides greater performance, protection, profitability, and support. Jay: You have to go out of your way not to let them buy from your competitors or not buy nothing Jay: because it’s going to disserve them not because the competitors is a [ __ ]. Next, you can’t uh you Jay: you have to do what you said you stop focusing on, Jay: somebody’s upstairs and just drop something I’m in a basement, a wine cellar.
Jay: You cannot uh fall in love with your industry or just making money or Jay: being the fastest growing company you fall in love with those people you serve your clients Jay: and if you want to be the most trusted advisor you refer to people you deal with as clients, not Jay: as customers and the reason is if you look at webster’s dictionary definition of a “customer”, Jay: I guess you would use webster’s or maybe oxford it’s somebody who’s buying a customer somebody buys a Jay: commodity in a service.
If you call me a customer what you’re saying between the lines is that you Jay: are no better than everybody else there’s nothing distinctive, nothing superior, no benefit, other than Jay: just maybe convenience or the luck of the draw to deal from you. A client is someone who’s under the Jay: care the protection the well-being of another it’s got a fiduciary role, next, you want to communicate Jay: in terms that use a lot of metaphors, similes, um case studies, analogies because that’s how the mind Jay: easiest relates anybody watching who has been raised with any religion doesn’t matter your Jay: religious beliefs parables are the way they make their points storytelling and storytelling Jay: is much more powerful than declared statements it’s much more powerful than graphs and charts Jay: uh it’s just the most powerful way to do it, uh also you have to be on a crusade or a mission Jay: and see yourself as a champion and advocate of a market that is being deserved a market Jay: that uh you can add unique value to a market that has gaps that you can fill.
Shaqir: Those are the basics I can go on and on. Shaqir: Yeah, um which leads me to this um because you did a life a little while ago with Shaqir: Roland Frasier and you were talking about especially when covid hit right?
You are basically Shaqir: talking about uh the power of pivoting and uh basically profiting because there’s going to be Shaqir: a lot of opportunity, because you have seen so many different recessions you know, what is your advice Shaqir: to someone um who is you know who’s like who’s an entrepreneur actually even to me basically Jay: Yes. Shaqir: that you would say hey you know what I’ve got decades of expertise and experience when it comes Shaqir: to the recession, these are the things that you should avoid, these are things that you should focus on, Shaqir: what would be like your one to three things that you would advise on? Jay: There’s about six or seven that I’ve been talking about Jay: in other interviews so I had to share them with you so that if you have entrepreneurs Jay: that are looking for uh, greater windows of opportunity they can see what some of them are.
Jay: Well, first of all, if you have a business solidify your relationship with all your client base. Jay: Second, expand your product service offering to products and services people buy Jay: before, during, after, even instead of buying your product because it could double Jay: or triple the profitability you get out of them.
Third, is if you have a lot of if you sell one or Jay: are limited products and people are inactive buyers and you have trust and credibility with them, Jay: figure out the ways you can monetize the relationship by introducing them to Jay: other product services they logically buy because of what you know about them that you can recommend Jay: and profit from. Next, is there are five activities that are very huge opportunities that are uh open Jay: right now and are closing relatively rapidly but they tie directly to uh what’s happening Jay: with covid in each one of these opportunities you can actually be a benefactor, you’re not taking advantage.
Jay: The first one is that there are more companies, entities, organizations, media Jay: sources, and associations out there and influencers, who are open today to doing deals partnerships, Jay: joint ventures, endorsements, co-branding uh letting you sell your product through them, Jay: selling their product for you, things that wouldn’t have been possible before this Jay: because everyone is hurting financially, and everyone’s unsure and everyone’s looking Jay: for greater cash flow and advantage so you can make deals that you could never do and Jay: do partnerships, you can never do joint ventures. Second, there are many many companies that are very Jay: very very basically surviving and they’re probably going to go under unless saviours Jay: like you meaning your audience identifies them and realizes that if you acquire either the Jay: business or easier just the assets, the databases, the marketing pieces, the intellectual property, Jay: the URL the phone number, they have salespeople or affiliates and you consolidate it into your Jay: business where you already have overhead and um and infrastructure you can eliminate a lot of Jay: the overhead that other company is is stuck with and you could pay the owner of it a share of the profits, Jay: you’re able to create by reducing overhead and they can make more from doing nothing by Jay: letting you take over either their business or their assets and that’s a big opportunity and Jay: you’re also doing well because the lives people are going to lose everything if somebody doesn’t intervene.
Jay: The next area it’s really cool and most people don’t understand this there have Jay: been an enormous number of people who have been put out of jobs, uh some have been hired back but Jay: a lot of them are still unemployed there’s two categories: Jay: Low-skilled and Super-skilled.
Jay: Low skilled I have great empathy for their very wonderful men women husbands wives fathers mothers Jay: and they’re struggling and I feel great compassion but they’re not relevant to what I’m about to say. Jay: The super-skilled are people that before they lost their job had roles where they were Jay: interacting with key decision makers all over different industries, companies, roles, Jay: the CEOs, entrepreneurs, professionals, CTOs you know CIOs, all these things CMOs, and now and they Jay: lost their job because of one of three things either the company consolidated roles and they Jay: were duplicated or extraneous or younger or less seniority.
Their role was no longer Jay: doable at that level because the role became either extraneous or the market dried up a bit Jay: and worse is they were just paid they were earning too much and they went and the employer wanted Jay: to get them off of payroll, most people don’t understand that these people can be identified Jay: on LinkedIn and other sources like that. They are sitting around dying a dismal financial death Jay: because they were used to making 6-figures and now they’re on unemployment and making Jay: uh pittance and worried that they’ll get job offers if they get any that’ll be way under what Jay: they’re used to and they’re running out of money or they already run out and they may lose their Jay: houses and it’s a very very horrible time but if you can find them and convince them of the value Jay: of your company your product your service you can get them to introduce you to some of these Jay: relationships that you could never gain access to in a million years on your own and get instant Jay: access and just give these people shares of any revenue that comes and you could just have a Jay: uh a windfall, you know super colossal grand slam home run the next area of opportunity are sales Jay: people I mean amongst the 30 or so million people in the United States that are out of work still, Jay: I think probably, 10% – 15% are salespeople people who lost their job because the company Jay: consolidated, and didn’t need all those sales people or whatever they were selling became less Jay: uh in demand and these people are used to making a lot of money on performance and they’re sitting around.
Jay: You can find them again on and they can find specialized ones or generalized ones.
Jay: You can find them on Linkedin and you can do three things with them you can have them Jay: basically work for you to fill, to find those other three categories I just talked about, Jay: or you can have them do deals for you on commission, or if they earn Jay: the right through performance hire them, so you got all those and they can give you enormous ability Jay: that you don’t normally have access to and you can move them to a variable, to performance, to the commission, Jay: to revenue share, profit shares, so much a deal the next thing and the last is what I call “Options Trading”. Jay: But it’s not securities it’s getting the rights to access or assets and then flipping them.
Jay: The easiest way to explain it is to be telling you two simple stories. Jay: 30 years ago, a colleague of mine that I had worked in Santa Barbara California quit Jay: his management job and moved to Los Angeles. He wanted to be an entrepreneur but he had Jay: a very brilliant strategy.
He looked for something he could get control of Jay: and then flip to somebody else to do all the heavy lifting and the work. What he found was Jay: you probably know there what our Rose Bowl is the football game are you familiar with that? Jay: Every year in the United States, in January sometimes there’s a big football game between them, Jay: winning college uh teams and it’s called the Rose Bowl because there is a stadium in Los Angeles called the Rose Bowl. Jay: It’s where this football game is held and it also is where Jay: our university UCLA plays their football games and that stadium is also used occasionally for concerts, Jay: but other than, that it’s not used at all. This man that wanted to find a deal Jay: identified the Rose Bowl as being underutilized.
It was it is owned by the county of Los Angeles. Jay: He went there and negotiated with them the rights to use it on the days it was not Jay: being utilized for football or concerts and do flea markets.
He worked at a deal where he paid a royalty Jay: I mean a percentage of the revenue he would bring in and it was renewable if he Jay: gave him a certain amount of revenue and had no real, uh, you know conduct problems over a contract period. Jay: He did not know anything about flea markets but with that agreement in hand Jay: and the agreement had the right for him to bring in partners, he found the number one company in Jay: a country that managed flea markets, he went to them, he took his agreement he got them to pay him $500,000 Jay: upfront plus a share of all the revenue and he made millions of dollars Jay: for doing nothing but seeing and flipping the opportunity and there are tons of those out there. Jay: Brands, distributions, sales forces, uh, being a backend for somebody, using somebody’s Jay: distributors, retailers, differently all kinds of things you can do I have a whole program on it we Jay: used to teach it all over the world but those are a couple of ideas and there are lots more but that Jay: should get your people thinking.
Shaqir: That is um, for a couple of going a few more questions, Shaqir: one is when you look at a business that’s doing say 7-8 figures um, you know a million to $10 million Shaqir: and they got ambitions and hopes to get to a $100 million dollars. Shaqir: What would you say are the critical drivers that people miss um, is it the team, is it cash? Jay: Yeah, yeah.
Jay: Well I mean, if you followed my work and not not that you have to but if you follow my work anybody Jay: I have so many different distinctions but I spent a lot of time trying to identify high Jay: leverage, but my whole point is everything in our lives are the result of levers that we depend on, Jay: screwdrivers, pop-top caps, window cranks, shovels, brooms, car jacks, Jay: but we don’t understand how to use levers in our business, everything is a lever and I’ve done Jay: lots of different categories of levers I just never called it that but there’s nine levers Jay: that we call the nine drivers of exponential growth and we also have 15 or 16 pivot points Jay: but the nine drivers are elements in a business that as you shift them your performance Jay: multiplies potentially geometric the for each one but your risk and your investment is almost Jay: it’s almost zero additional change your strategy, you change your results, change your Jay: business model you change your results, change your marketing, there’s eight or ten ways you Jay: can do that you change your results you change how you use capital, human capital, intellectual capital, Jay: and change your results you change how you Jay: monetize relationships internal, external you change your results Jay: you change how you use processes, procedures uh you change your results and methodology and Jay: and well there’s another word I can’t think of but I’ve got about nine of these but most people Jay: don’t really think about that what I would do if I were working with a client privately Shaq, Jay: and this might help I divide the relationship into two very unique activities, one is what Jay: we call “maximizing” and then “multiplying”, so any business that is profitable right now Jay: is doing something that is working.
It is not likely that they are optimizing whatever they’re Jay: doing because most people don’t even know how many higher better-performing ways they can take Jay: uh you know all kinds of elements in a business on the revenue side but let’s assume they’re Jay: making money so the first thing I do is look at all the things that are going on within that business.
Jay: Ads, sales approach, lead generation, conversion, how they monetize, what they do Jay: at the sale, before the sale, after the sale uh with people that don’t buy right now, Jay: how they use their marketing, their advertising, their conversion, their lead Jay: generating approach, I look at quantification how different kinds of buyers, sources of buyers, Jay: product service type buyers, convert what their lifetime differential values are. Jay: Then when I get all that down I start systematically making everything they’re doing and everyone they’re Jay: currently doing it with and how they are doing it and where they are doing it performs better because Jay: that costs no more money it just gets a lot more financial yield so it brings in windfall profits Jay: that are not critical to the operation of the business because theoretically Jay: the business has been profitable without this improvement, without this enhancement. Jay: So you can take all that newfound money and use it to fund what we call the multiplying activities, Jay: the new activities, the new marketing fields, the new profit centres, the new market you penetrate, Jay: the new selling approaches you bring, the new products or services you create, Jay: and that’s a very systematic process but those are only a few of the things but I mean if Jay: nobody thinks about that’s a good start. Shaqir: Yeah, absolutely it’s got me thinking a lot.
Shaqir: In terms of this is like more of a personal question for you um, this is something I got from Shaqir: Dan Sullivan from strategic coach right, and he talks about every you know 5 years or Shaqir: 25 years you find something that really fascinates and motivates you that carries you on for the next Shaqir: you know 10-25 years what fascinates and motivates you right now?
Jay: Uh, I have about three different categories or answers. Jay: One, I’m obsessed with a constant discovery at a more elevated level than I probably was earlier in Jay: my life because I understand a lot more and I’m probably more interested in more complex things. Jay: Second, I have lived a life of a Jay: high contribution but not really been focused on huge wealth creation because I was more Jay: interested in doing lots of things with lots of different companies and as I’ve gotten older Jay: I’m more interested now in building assets that will transcend me so we’re building out Jay: a consulting business, we’re getting we’re doing more collaborative work with decent companies Jay: where I get long-term profit participation that gets converted into equity if they ever sell it uh Jay: things that are more high upside leveraged where I can you know, I can do something once get paid for it ongoing.
Jay: Where I can leverage my skill set and get uh, a lot more that I mean, right now we’ve been Jay: very blessed I can and this is not being arrogant but we get $15,000 an hour if I consult, Jay: but it’s finite whereas if I can give you a concept that makes your business perform Jay: 40% better and that’s an extra $2 million a year in gross profit and I get a quarter of it Jay: instead of letting you know uh, you know a $100,000 for the time I would get Jay: a million dollars or half a million dollars for the value of the concept and I would keep getting it. Jay: So I’m moving a lot to that uh I like contribution if this interaction we’re having Jay: this conversation has the ability to shift the direction, and the elevation, and the acceleration, Jay: of qualitative and deserving entrepreneurs success it gives me a lot of fulfillment for 5 years Jay: we didn’t even try to get to, to capture opt-ins and we didn’t sell anything we just gave away Jay: better resources than anybody else and I thought that was really a cool thing to do turns out Jay: I lost a million dollars a year doing it and we didn’t sell anything in my Jay: and my team got mad at me but I’ve been a benefactor and a contributor to entrepreneurship Jay: all my life we give away better stuff on our website than most people sell I, you know I don’t Jay: you know I only deal with sort of Robin Hood we don’t want to make money from people who can’t Jay: afford it so we just give them stuff and uh what else, uh and I like uh doing good I think Jay: everybody should there’s a belief system that I was introduced to many years ago and Jay: it’s quite profound, in its simplicity, it’s very simple Shaq.
Anytime you interact for with anybody Jay: for any reason in any way outside the business, inside the business, on the street in any kind Jay: social or fraternal or any kind your job is to make their life better off because Jay: you were in it even if it’s for a fleeting moment if you smile at them, if you listen to them, if you Jay: pay attention, if you do something nice with or for them, if you share something I mean those little Jay: things make a profound difference and I think a lot of young people have been ill-advised to Jay: pursue money for money sake and not to really appreciate uh you know the uh, humanistic side of our lives Jay: and not appreciate the value of the people, they’re dealing with and to see Jay: that money should be the reward for creating value for others, not just something that you Jay: you pursue for pure monetary sake it should be the byproduct of saying how can I Jay: make meaningful difference you either add value, protect, enrich, entertain, Jay: whatever your product service company is designed to do, how can I do that in such a way Jay: that the value I create (excuse me) the value I create Jay: is rewarding back to me because enough people appreciate it and that’s sort Jay: of what I think most people don’t always understand about the purpose of business Jay: you’re really here to make a difference in people’s lives and if your product or Jay: service and company doesn’t do that you have to either realign yourself Jay: or you’re never going to be as successful as you could be if you were focused on being a Jay: value creator you know a generator of greater advantage for your marketplace Shaqir: Wow! Deep.
Jay: It is deep. Shaqir: It is very deep. Jay: it might be too deep for a lot of people I mean, Jay: When I speak if I go to mixed audiences where you have an arc of very serious entrepreneurs Jay: and you know and uh startup, uh particularly ones that are trying to sell things online Jay: the real ones love this, the little ones who really don’t understand they’ll never get to any place great.
Jay: They think it’s boring because they want to know what give me a tactic, tell me the next Jay: funnel, or tell me the next uh launch concept, or tell me the next Facebook ad generation, Jay: or tell me how to you know how to make uh youtube pay off and they understand that’s Jay: only a static advantage the people selling that and I know a lot of them and they’re fine people Jay: but they’re not trying to sell you alone that they’re trying to sell a hundred thousand or Jay: a million of you that so in the beginning if you get a tactic ahead of everybody you have a Jay: short window of opportunity, but sooner or later everybody has it and then at first it becomes Jay: a standard everyone has to do just to be you know competitive but then it becomes antiquated and Jay: you got to find a new tactic and a new tactic and you can never win that way I don’t think you, Jay: most people don’t understand integrative strategic uh ongoing sustaining business building because Jay: they’re not looking at it as a business, they’re looking at it as an extended promotion Jay: that sooner or later will burn out unless they try to understand the real rules of sustaining entrepreneurship. Shaqir: Yeah, you know um that has, I remember when I first started listening to Jay Shaqir: and it was um these audios they were so old, they were so old, but it was all I could get my hands on Shaqir: and you didn’t have 50 shades of Jay, or you didn’t have the free materials back like Shaqir: 10 years ago I mean you did but it wasn’t what I accessed and one of the things um I remember Shaqir: very clearly learning was focusing on principles versus tactics.
Shaqir: there was a guy I don’t know if you know him called André Chaperon Shaqir: and he talked about, André Chaperon created this he’s like one of Rich Schefren’s friends. Shaqir: He created this program called “AutoResponder Madness” right, like Shaqir: how to write emails and he was super influenced by your work and he talked about this concept of like Shaqir: most people are chasing tactics and he called them frank versus matt and matt was the person that was Shaqir: focused on boring principles and one of the things I want to do I always do now and I’ve done for Shaqir: I’d say for the last 10 years is I’d rather have boring businesses that are built on long-term principles Shaqir: versus short-term tactics so that has impacted me a lot.
Jay: that’s great no and thank you for that you’re very impressive and I’m grateful Jay: Yeah, I mean I’ve spent a lot of years trying to help people, Jay: transform themselves into true entrepreneurs instead of just short-term Jay: income generators it’s a very big difference and it has to do with creating experiences and value Jay: in a different way and it’s a thrill when you can do that you see somebody grasp it like Jay: yourself and the people you’re talking about.
It’s heartbreaking when people think that a superficial Jay: short-term agenda is going to really bring them sustained uh success, prosperity, or satisfaction, Jay: and fulfilment because it can’t it won’t. Shaqir: Jay what do you want your legacy to be you know, once you’ve kind of you know left Jay: That’s a great question um, well I mean it’s interesting Jay: and a lot of people don’t understand this I mean I have geez my body of work is it’s Jay: huge we have probably 30-40 different seminars we’ve done, we have tens of thousands of pages of Jay: of uh written material, we have I don’t know 40 different concepts or principles that I’m known for, Jay: but really and truly none of that is very valuable if you don’t keep promoting it Jay: and I don’t really do a lot anymore to promote it.
I would say that I would hope. Jay: that people recognize that I have challenged business owners Jay: and professionals to be true entrepreneurs in the very little literal work creators of value Jay: making a difference in people’s lives, doing something beyond their competition, making their Jay: audience better off because they and their product or service and team members were in it, helping the Jay: their market but also creating environments for their team members to grow to develop and prosper and Jay: and I’d like to hope that with the rewards that these entrepreneurs receive, the money they make Jay: they don’t just buy and I’ve been guilty in my earlier stages of not doing what I’m saying.
Jay: I hope they don’t just buy Ferraris, and you know and big houses, and jewellery, and stuff, I hope that they Jay: invested meaningfully back in valuable things for themselves first of all so that they will Jay: have security but reinvest in their community, reinvest in their marketplace, reinvest in Jay: other people they can help, if people like myself take the time to invest in them you would like to Jay: see the same.
One of the things I’ll tell you it’s one of my laments we have this very we have great Jay: podcasts we don’t promote, we have an email list that I don’t really promote. Jay: Every time we give very very unique uh resources gratis and I watch and see how many people Jay: re-gift and share it with people and people are selfish they don’t take the Jay: time to help others. They’re so self-consumed by and large that they don’t give back and I think Jay: that one of my legacies would be that people see that they have a moral responsibility and Jay: obligation and a privilege to help others be better too, to help others grow more, add more, Jay: create more, and I think if I can have left the world with that awareness it’d be pretty cool.
Shaqir: Wow, that is uh incredible jay I want to respect your time um and so I want to wrap this up for, Shaqir: is there, if there’s like one last thing that you’d want to say to any entrepreneurs you are Shaqir: like who are listening to this um what is that message that you want to give them? Jay: Uh, it’s a pretty cool message and it’s a quote by someone Jay: and uh, it’s one that I used to use all the time and I stop but it’s really cool.
Jay: Once you realize how much more you can get, give, achieve from time, effort, opportunity, Jay: capital, market access, interaction, human capital, intellectual capital, you will shift or you should Jay: shift uh an uh, gnawing question that torments most people who are entrepreneurs Jay: struggle all the time with a non-verbalized question the question they struggle with is Jay: am I worthy of this goal? I mean can I really make half a million dollars? Jay: Can I really keep this information marketing, or this service organization, or this product Jay: or this amazon sales organization keep growing and growing and paying an income or get me to where Jay: it could be full-time? Can I use it you know to acquire the lifestyle I want? Jay: When you figure out how much more you can achieve from time, effort, opportunity, you know marketing Jay: markets, the right question is not am I worthy of this goal it’s the opposite is this goal worthy of me.
Jay: Because you’re probably setting far too low of sight, far too low of aspiration, far too low the Jay: the goal of impact contribution and I would challenge everybody to rethink their whole business reality. Shaqir: I appreciate that very much uh jay this is for entrepreneurs but I feel like Shaqir: this conversation is just for me uh so… Jay: Thank you!
Shaqir: I super appreciate it. uh God bless you. Shaqir: I want to say, guys if you’re watching this on youtube make sure you subscribe and leave us a comment below. Shaqir: if you aren’t subscribed make sure you go to abraham.com that’s the best resource.
Shaqir: Make sure to subscribe to the Ultimate Entrepreneur Podcast. Shaqir: Join the list there’s tons and tons and tons of free information that Jay gives with his team so make Shaqir: sure you go to abraham.com and you register, you sign up if you’re listening to this on the podcast Shaqir: leave us a review on the podcast again make sure you go to abraham.com and sign up for the list. Shaqir: Jay, thank you so much for this.
Jay: My pleasure. Thank you, but I hope it had value. Shaqir: it had a massive value my team is here, my wife is there, and everyone’s just been listening here so thank you Shaqir: again so much I really appreciate your time and um just all of the experience, expertise, wisdom, Shaqir: and decades and decades of just value that you’ve just given um like truly Shaqir: you’ve made a huge huge impact I’m sure you know but in my life especially and um that’s great Jay: That’s great. It’s great and does me a favour please send uh brian the uh the file because we usually Jay: take anything to think uh has merit and we’ll put it out on our uh on our site and we’ll put it Jay: sometimes even as a podcast and uh link and refer back to you and I think this had some good Jay: content that might have usability other places so it’s our pleasure to use it other ways for you. Jay: Thank you very much.
Shaqir: Appreciate it. Thank you very much, Jay. Jay: My pleasure, bye.
Jay Abraham is the Founder and CEO of Collaborative Fund, a venture capital firm that specializes in investing in technology companies. He is also the author of The Start-Up of You: How to Build a Company That Matters, a book about building a company that is both successful and humane.
In this interview, Jay Abraham discusses how to create a company that is both successful and humane. He begins by explaining that a company must be focused on its customers and users, not just on its own profits. He also discusses the importance of culture and how to create a strong foundation for a company.: Shaqir Hussyin nicknamed the Backpack Millionaire, has been held as one of the Narrator: most sought-after internet marketing Narrators: Jay Abraham a marketing legend. Narrator: Mentor to mentors and the highest-paid marketing consultant in the world.
Shaqir: Hey everyone welcome, I’m so excited because today I have the: living legend Mr Jay Abraham Tony: No you didn’t hear me I said it’s Jay Abraham ladies and gentlemen.
Tony: I’m glad you’re here thank you for coming. Jay: I’m honoured Tony: I’m honoured to have you back. Shaqir: Jay, thank you so much for coming on this show Jay: Oh my god thank you for it, it’s a privilege and a Jay: pleasure always to contribute to people that are trying to help entrepreneurs uh be better and grow. Shaqir: Absolutely, and so I wanna first start off with huge gratitude and uh just a fanboy moment which Shaqir: I hope you don’t mind uh because I did ask your team and they said you know um, Jay doesn’t Shaqir: really like just to have stimulating conversations. He really likes you when his students take action Shaqir: and get results Jay: That’s true Shaqir: and probably about 10 years ago when I was kind of coming up and I was you know Shaqir: pretty broke um, learning about internet marketing I came across a guy called Joe Polish and Dean Jackson Shaqir: and I started listening to your interviews and I remember going to a tony robbins event and Shaqir: um he had given this audio out which basically you talked about how to you know how to tap into other Shaqir: people’s customer lists doing joint ventures and I want to say like you had a huge impact on my life Shaqir: I was able to go from zero to more than $30 million in sales for my own business Jay: That’s wonderful.
Very Good! Shaqir: before the age of 30. and I’m just super Shaqir: excited to be here so I just want to say thank you Shaqir: I did meet you briefly at Tony Robbin’s platinum partnership when I was there in Amsterdam Jay: When was this? 2 years ago? Shaqir: 2 years ago.
Jay: Wow, are you still a plot? Shaqir: no I’m not. Shaqir: Not anymore um probably get into it maybe next year or so but Jay: Yeah, it’s good yeah I just got done interestingly.
Jay: I was in Palm beach 3 weeks ago because Tony did the virtual version of that this year Jay: at that studio, he built yeah the big huge round one it was very interesting and he and I did Jay: partly we did virtual to all the plats and the lions it was very interesting. Shaqir: Yeah, um well I’m excited Jay I have a bunch of questions so I’m going to get straight into it Jay: Ask quick.
Shaqir: um one of the things that have been very fascinating to watch and to see and to experience and learn Shaqir: from yourself is this just crazy ability to dissect a problem in so many different ways, Shaqir: how does someone develop that thinking? Where does that thinking come from? Jay: Uhh, it’s not as hard as you think Shaq but it’s it requires a commitment I became an Jay: accidental master at that by being involved in a multitude of different industries when I was young Jay: and i made a realization after about ten totally different industries I was involved in, Jay: that people in one industry do not have a clue, how people in another think, how they market Jay: their strategies, their business models, their access vehicles and I realized after 10 of them Jay: that you could literally take elements from other industries combine them together into hybrids Jay: apply them into industries where everyone else in the industry does the same thing the same way to Jay: possess what I will call hopeless curiosity in terms of I want to know everything I can about Jay: everything I can from everyone I can meet I do not discriminate I want to see not just Jay: how your business or industry operates, how you market, what your philosophies, your strategy, your Jay: business model, I want to know your belief systems. You know uh you know what your realities are Jay: because I want to understand not just marketing methodology but how to understand the differences Jay: in human beings because you are trying to own mind share ethically of human beings. Jay: You’re trying to motivate human beings who are your team members, you’re trying to attract Jay: uh entrepreneurial human beings who are your promotional partners, Jay: you’re trying to get human beings who are your support teams, your agencies, your marketing, Jay: uh advisors, and experts to give more of their ability to you than anyone else.
So the more you Jay: understand all the different dynamics that could come together to create superior impact, advantage, Jay: connectivity, so I just try always to learn everything I can. I have for example a team Jay: that goes to LinkedIn every week and contacts interesting people from all kinds of different Jay: environments just so I can talk to them no agenda because I want to learn what they know that I Jay: don’t and I want to share what I know that they don’t and do an exchange but I’m just constantly Jay: doing that. People can do that now that’s what I do, how they can do it to answer your question Jay: to commit themselves every day or at least every week to travel outside their comfort zone. Jay: Easiest way to start giving covid and everything is to go online and visit websites, platforms, Jay: uh discussion groups, study what’s going on in any industry, any field, any topic, other than Jay: what you usually study and as you’re experiencing that ask yourself what is there about, what I am Jay: experiencing that is foreign normally to me that I could adopt or adapt to my business or my career Jay: or my life and after you start doing that on an ongoing basis, you start opening up the next thing Jay: is to master Socratic interviewing – the ability to ask others to open up about themselves Jay: and be tremendously interested in them and ask meaningful questions and if you do that with Jay: constant focus on improving you’ll become able in the course of a half-hour discussion or an hour Jay: to distill ethically the key elements of what drives their business if they’re an entrepreneur Jay: what drives their uh their job uh category of their employee what drives their mindset if Jay: they’re uh have any kind of hobby or ideological interest outside of it and as you keep adding that Jay: your subconscious compounds I can go on and on but there’s a quick answer Shaqir: I appreciate that very much.
Umm, in terms of uh and I have a whole list so I’m gonna just.
Jay: Yeah, go for it. Shaqir: I’m gonna go through um, in terms of like right now so for example thinking in a way Shaqir: that you are not just thinking one way but going outside different industries. Shaqir: Getting different perspectives, then leading into, let’s just say an individual’s business like right now Shaqir: uh like before this interview you asked me about this award right and i was explaining Shaqir: um the award was for you know basically making a bunch of sales um and in this industry which is Shaqir: which involves for example sales funnels so now this is a this is like a new thing but Shaqir: it’s been around for decades and decades it’s just the new term is sales funnels Shaqir: or sales processes or whatever and so now it’s becoming, everyone is getting into it and so Shaqir: when everyone gets into an industry obviously because there’s a lot of money right like um, Shaqir: In an industry like for example the amine you know there’s a lot of money in this whole concept Shaqir: of sales funnels there are people that charge $10,000 to a $100,000 to Shaqir: $250k to build these sales processes out, and as it’s becoming bigger and bigger there’s another Shaqir: company coming this is becoming a red bloody ocean.
If you were to advise someone to become a Shaqir: you know an authority in a marketplace like this what would your advice be? Jay: Well I mean, the biggest problem with most authorities is they don’t really try to appreciate their client Jay: client the more you understand your client’s client because you’re the advocate of the Jay: client, client not the client I mean you may be the one paying me but you’re really paying for Jay: you’re paying me to be masterful and being able to understand the mind, the hopes, the dreams, desires, Jay: motives, motivations of your target client.
I think most professionals or most service Jay: people do not really try to understand masterfully the client’s client.
I never saw my role being Jay: the client although they paid me ultimately I saw my role as being the advocate of the client’s client. Jay: And I think again it’s a very big chat look at the understanding you know very early in my Jay: life your goal in interaction with anyone and your goal in assessing anything you’re Jay: going to do with any human being is to try to examine, evaluate, understand, appreciate, Jay: acknowledge, respect, and recognize and play back that you do all those things to people for Jay: whatever their realities are and understand that there are many many realities going on right now Jay: many people who do funnels, many people who do uh info-marketing, they default to hyperbolic copy Jay: that I would call uh you know it’s universal it’s the same buzzwords, and the same bullets, and the Jay: same hype, and the same uh you know you could you could you know spin around and pick any one and it Jay: says the same, if you want to own mindshare and not be manipulative, you will appreciate and respect Jay: the human beings of the individual human beings on the other end of the communication and you’ll Jay: work backwards and you will gain what we call a love for that person, a respect and admiration for Jay: what that person is trying to either get closer to or away from to achieve and why and you won’t Jay: just look at superficiality you look at him and her as a husband a wife a father a mother Jay: somebody who’s got hopes and dreams and you’ll appreciate them in the fullest sense for their uh Jay: their value as a human being and I don’t think most people do that it may be a little abstract Jay: and a little uh sophisticated what I just said but it’s very powerful.
Shaqir: Yeah I am, I remember going to Tony’s event. Shaqir: I’ve been a fan of tony and Rich Schefren for many years um and uh Shaqir: Tony said the same thing that you told him.
He said, he was in love with his products and he would be Shaqir: basically like he’d be chasing the next product and he said it was until I met a man called Jay Abraham Shaqir: that said fall in love with the people and my market versus their products.
Shaqir: So thanks a lot for that. Jay: Thank you! Shaqir: Yeah, that was a.
. Jay: It’s a very powerful distinction if you as an entrepreneur watching, Jay: listening however you disseminate this. If you can grasp the magnitude of that distinction Jay: and you can harness it authentically meaning, you can’t achieve greatness by faking it. Jay: It has to be a natural, (excuse me), a natural part of your being but if you can really do this, Jay: you’ll be able, I mean whoever creates the funnels you’ll be either able to guide them or Jay: craft them yourself from an appreciation, genuine appreciation of that target audience, not just Jay: the sense that they’re a source of making money but you’ll see them much more Jay: humanistic, you’ll see them as somebody that you have the chance to be a catalyst to transform Jay: a stage or a progression or a phase of their life and you’ll look at your role with much more Jay: uh responsibility and sincerity and you’ll take it very seriously.
Shaqir: Yeah, which leads me to this concept that you’ve always taught which is Shaqir: uh Strategy of Preeminence.
Jay: Yes sir. Shaqir: Could you briefly like describe that and why it’s critical for business owners to implement that? Jay: I will be happy to but I need to disclaim that to do it justice takes about 3 hours Jay: the essence of uh the strategy preeminence is really simple. Jay: You want to be seen no matter what you do in business or career as the most trusted advisor, Jay: the uh the only viable choice, the go-to source Jay: for whatever it is you stand for as a company, as an individual, as an employee. Jay: In order to do that you have to be willing to have a very well-reasoned perspective that you share with Jay: another side those people you interact with that is meaningful and different than what they hear from Jay: everyone else but has to be authentic.
You have to be able to put into words at a better, higher, Jay: clear, crisper, more resonant level what people are feeling that they’ve never expressed before Jay: so that you penetrate to their subconscious and their subconscious actually says to them, Jay: this man or woman or company or product understands me and serves me better and satisfies what I’m Jay: trying to get to and understands how to explain it in ways I didn’t even, and I know myself.
Jay: Next, you have to be able to not allow people, you have to care enough about their well-being that you don’t let Jay: buy less than they should or more than they should in less quantity, quality, combinations, or Jay: frequency than they should not because you will be the loser but because they will be Jay: not getting the fullest outcome or they will get too much outcome and don’t need it. Jay: Conversely if you believe that your company provides greater performance, protection, profitability, and support. Jay: You have to go out of your way not to let them buy from your competitors or not buy nothing Jay: because it’s going to disserve them not because the competitors is a [ __ ]. Next, you can’t uh you Jay: you have to do what you said you stop focusing on, Jay: somebody’s upstairs and just drop something I’m in a basement, a wine cellar.
Jay: You cannot uh fall in love with your industry or just making money or Jay: being the fastest growing company you fall in love with those people you serve your clients Jay: and if you want to be the most trusted advisor you refer to people you deal with as clients not Jay: as customers and the reason is if you look at webster’s dictionary definition of a “customer”, Jay: I guess you would use webster’s or maybe oxford it’s somebody who’s buying a customer somebody buys a Jay: commodity in a service.
If you call me a customer what you’re saying between the lines is that you Jay: are no better than everybody else there’s nothing distinctive, nothing superior, no benefit, other than Jay: just maybe convenience or the luck of the draw to deal from you. A client is someone who’s under the Jay: care the protection the well-being of another it’s got a fiduciary role, next, you want to communicate Jay: in terms that use a lot of metaphors, similes, um case studies, analogies because that’s how the mind Jay: easiest relates anybody watching who has been raised with any religion doesn’t matter your Jay: religious beliefs parables are the way they make their points storytelling and storytelling Jay: is much more powerful than declared statements it’s much more powerful than graphs and charts Jay: uh it’s just the most powerful way to do it, uh also you have to be on a crusade or a mission Jay: and see yourself as a champion and advocate of a market that is being deserved a market Jay: that uh you can add unique value to a market that has gaps that you can fill.
Shaqir: Those are the basics I can go on and on. Shaqir: Yeah, um which leads me to this um because you did a life a little while ago with Shaqir: Roland Frasier and you were talking about especially when covid hit right?
You are basically Shaqir: talking about uh the power of pivoting and uh basically profiting because there’s going to be Shaqir: a lot of opportunity, because you have seen so many different recessions you know, what is your advice Shaqir: to someone um who is you know who’s like who’s an entrepreneur actually even to me basically Jay: Yes. Shaqir: that you would say hey you know what I’ve got decades of expertise and experience when it comes Shaqir: to the recession, these are the things that you should avoid, these are things that you should focus on, Shaqir: what would be like your one to three things that you would advise on? Jay: There’s about six or seven that I’ve been talking about Jay: in other interviews so I had to share them with you so that if you have entrepreneurs Jay: that are looking for uh, greater windows of opportunity they can see what some of them are.
Jay: Well, first of all, if you have a business solidify your relationship with all your client base. Jay: Second, expand your product service offering to products and services people buy Jay: before, during, after, even instead of buying your product because it could double Jay: or triple the profitability you get out of them.
Third, is if you have a lot of if you sell one or Jay: are limited products and people are inactive buyers and you have trust and credibility with them, Jay: figure out the ways you can monetize the relationship by introducing them to Jay: other product services they logically buy because of what you know about them that you can recommend Jay: and profit from. Next, is there are five activities that are very huge opportunities that are uh open Jay: right now and are closing relatively rapidly but they tie directly to uh what’s happening Jay: with covid in each one of these opportunities you can actually be a benefactor, you’re not taking advantage.
Jay: The first one is that there are more companies, entities, organizations, media Jay: sources, and associations out there and influencers, who are open today to doing deals partnerships, Jay: joint ventures, endorsements, co-branding uh letting you sell your product through them, Jay: selling their product for you, things that wouldn’t have been possible before this Jay: because everyone is hurting financially, and everyone’s unsure and everyone’s looking Jay: for greater cash flow and advantage so you can make deals that you could never do and Jay: do partnerships, you can never do joint ventures. Second, there are many many companies that are very Jay: very very basically surviving and they’re probably going to go under unless saviours Jay: like you meaning your audience identifies them and realizes that if you acquire either the Jay: business or easier just the assets, the databases, the marketing pieces, the intellectual property, Jay: the URL the phone number, they have salespeople or affiliates and you consolidate it into your Jay: business where you already have overhead and um and infrastructure you can eliminate a lot of Jay: the overhead that other company is is stuck with and you could pay the owner of it a share of the profits, Jay: you’re able to create by reducing overhead and they can make more from doing nothing by Jay: letting you take over either their business or their assets and that’s a big opportunity and Jay: you’re also doing well because the lives people are going to lose everything if somebody doesn’t intervene.
Jay: The next area it’s really cool and most people don’t understand this there have Jay: been an enormous number of people who have been put out of jobs, uh some have been hired back but Jay: a lot of them are still unemployed there’s two categories: Jay: Low-skilled and Super-skilled.
Jay: Low skilled I have great empathy for their very wonderful men women husbands wives fathers mothers Jay: and they’re struggling and I feel great compassion but they’re not relevant to what I’m about to say. Jay: The super-skilled are people that before they lost their job had roles where they were Jay: interacting with key decision makers all over different industries, companies, roles, Jay: the CEOs, entrepreneurs, professionals, CTOs you know CIOs, all these things CMOs, and now and they Jay: lost their job because of one of three things either the company consolidated roles and they Jay: were duplicated or extraneous or younger or less seniority.
Their role was no longer Jay: doable at that level because the role became either extraneous or the market dried up a bit Jay: and worse is they were just paid they were earning too much and they went and the employer wanted Jay: to get them off of payroll, most people don’t understand that these people can be identified Jay: on LinkedIn and other sources like that. They are sitting around dying a dismal financial death Jay: because they were used to making 6-figures and now they’re on unemployment and making Jay: uh pittance and worried that they’ll get job offers if they get any that’ll be way under what Jay: they’re used to and they’re running out of money or they already run out and they may lose their Jay: houses and it’s a very very horrible time but if you can find them and convince
them of the value Jay: of your company your product your service you can get them to introduce you to some of these Jay: relationships that you could never gain access to in a million years on your own and get instant Jay: access and just give these people shares of any revenue that comes and you could just have a Jay: uh a windfall, you know super colossal grand slam home run the next area of opportunity are sales Jay: people I mean amongst the 30 or so million people in the United States that are out of work still, Jay: I think probably, 10% – 15% are salespeople people who lost their job because the company Jay: consolidated, and didn’t need all those sales people or whatever they were selling became less Jay: uh in demand and these people are used to making a lot of money on performance and they’re sitting around.
Jay: You can find them again on and they can find specialized ones or generalized ones.
Jay: You can find them on Linkedin and you can do three things with them you can have them Jay: basically work for you to fill, to find those other three categories I just talked about, Jay: or you can have them do deals for you on commission, or if they earn Jay: the right through performance hire them, so you got all those and they can give you enormous ability Jay: that you don’t normally have access to and you can move them to a variable, to performance, to the commission, Jay: to revenue share, profit shares, so much a deal the next thing and the last is what I call “Options Trading”. Jay: But it’s not securities it’s getting the rights to access or assets and then flipping them.
Jay: The easiest way to explain it is to be telling you two simple stories. Jay: 30 years ago, a colleague of mine that I had worked in Santa Barbara California quit Jay: his management job and moved to Los Angeles. He wanted to be an entrepreneur but he had Jay: a very brilliant strategy.
He looked for something he could get control of Jay: and then flip to somebody else to do all the heavy lifting and the work. What he found was Jay: you probably know there what our Rose Bowl is the football game are you familiar with that? Jay: Every year in the United States, in January sometimes there’s a big football game between them, Jay: winning college uh teams and it’s called the Rose Bowl because there is a stadium in Los Angeles called the Rose Bowl. Jay: It’s where this football game is held and it also is where Jay: our university UCLA plays their football games and that stadium is also used occasionally for concerts, Jay: but other than, that it’s not used at all. This man that wanted to find a deal Jay: identified the Rose Bowl as being underutilized.
It was it is owned by the county of Los Angeles. Jay: He went there and negotiated with them the rights to use it on the days it was not Jay: being utilized for football or concerts and do flea markets.
He worked at a deal where he paid a royalty Jay: I mean a percentage of the revenue he would bring in and it was renewable if he Jay: gave him a certain amount of revenue and had no real, uh, you know conduct problems over a contract period. Jay: He did not know anything about flea markets but with that agreement in hand Jay: and the agreement had the right for him to bring in partners, he found the number one company in Jay: a country that managed flea markets, he went to them, he took his agreement he got them to pay him $500,000 Jay: upfront plus a share of all the revenue and he made millions of dollars Jay: for doing nothing but seeing and flipping the opportunity and there are tons of those out there. Jay: Brands, distributions, sales forces, uh, being a backend for somebody, using somebody’s Jay: distributors, retailers, differently all kinds of things you can do I have a whole program on it we Jay: used to teach it all over the world but those are a couple of ideas and there are lots more but that Jay: should get your people thinking.
Shaqir: That is um, for a couple of going a few more questions, Shaqir: one is when you look at a business that’s doing say 7-8 figures um, you know a million to $10 million Shaqir: and they got ambitions and hopes to get to a $100 million dollars. Shaqir: What would you say are the critical drivers that people miss um, is it the team, is it cash? Jay: Yeah, yeah.
Jay: Well I mean, if you followed my work and not not that you have to but if you follow my work anybody Jay: I have so many different distinctions but I spent a lot of time trying to identify high Jay: leverage, but my whole point is everything in our lives are the result of levers that we depend on, Jay: screwdrivers, pop-top caps, window cranks, shovels, brooms, car jacks, Jay: but we don’t understand how to use levers in our business, everything is a lever and I’ve done Jay: lots of different categories of levers I just never called it that but there’s nine levers Jay: that we call the nine drivers of exponential growth and we also have 15 or 16 pivot points Jay: but the nine drivers are elements in a business that as you shift them your performance Jay: multiplies potentially geometric the for each one but your risk and your investment is almost Jay: it’s almost zero additional change your strategy, you change your results, change your Jay: business model you change your results, change your marketing, there’s eight or ten ways you Jay: can do that you change your results you change how you use capital, human capital, intellectual capital, Jay: and change your results you change how you Jay: monetize relationships internal, external you change your results Jay: you change how you use processes, procedures uh you change your results and methodology and Jay: and well there’s another word I can’t think of but I’ve got about nine of these but most people Jay: don’t really think about that what I would do if I were working with a client privately Shaq, Jay: and this might help I divide the relationship into two very unique activities, one is what Jay: we call “maximizing” and then “multiplying”, so any business that is profitable right now Jay: is doing something that is working.
It is not likely that they are optimizing whatever they’re Jay: doing because most people don’t even know how many higher better-performing ways they can take Jay: uh you know all kinds of elements in a business on the revenue side but let’s assume they’re Jay: making money so the first thing I do is look at all the things that are going on within that business.
Jay: Ads, sales approach, lead generation, conversion, how they monetize, what they do Jay: at the sale, before the sale, after the sale uh with people that don’t buy right now, Jay: how they use their marketing, their advertising, their conversion, their lead Jay: generating approach, I look at quantification how different kinds of buyers, sources of buyers, Jay: product service type buyers, convert what their lifetime differential values are. Jay: Then when I get all that down I start systematically making everything they’re doing and everyone they’re Jay: currently doing it with and how they are doing it and where they are doing it performs better because Jay: that costs no more money it just gets a lot more financial yield so it brings in windfall profits Jay: that are not critical to the operation of the business because theoretically Jay: the business has been profitable without this improvement, without this enhancement. Jay: So you can take all that newfound money and use it to fund what we call the multiplying activities, Jay: the new activities, the new marketing fields, the new profit centres, the new market you penetrate, Jay: the new selling approaches you bring, the new products or services you create, Jay: and that’s a very systematic process but those are only a few of the things but I mean if Jay: nobody thinks about that’s a good start. Shaqir: Yeah, absolutely it’s got me thinking a lot.
Shaqir: In terms of this is like more of a personal question for you um, this is something I got from Shaqir: Dan Sullivan from strategic coach right, and he talks about every you know 5 years or Shaqir: 25 years you find something that really fascinates and motivates you that carries you on for the next Shaqir: you know 10-25 years what fascinates and motivates you right now?
Jay: Uh, I have about three different categories or answers. Jay: One, I’m obsessed with a constant discovery at a more elevated level than I probably was earlier in Jay: my life because I understand a lot more and I’m probably more interested in more complex things. Jay: Second, I have lived a life of a Jay: high contribution but not really been focused on huge wealth creation because I was more Jay: interested in doing lots of things with lots of different companies and as I’ve gotten older Jay: I’m more interested now in building assets that will transcend me so we’re building out Jay: a consulting business, we’re getting we’re doing more collaborative work with decent companies Jay: where I get long-term profit participation that gets converted into equity if they ever sell it uh Jay: things that are more high upside leveraged where I can you know, I can do something once get paid for it ongoing.
Jay: Where I can leverage my skill set and get uh, a lot more that I mean, right now we’ve been Jay: very blessed I can and this is not being arrogant but we get $15,000 an hour if I consult, Jay: but it’s finite whereas if I can give you a concept that makes your business perform Jay: 40% better and that’s an extra $2 million a year in gross profit and I get a quarter of it Jay: instead of letting you know uh, you know a $100,000 for the time I would get Jay: a million dollars or half a million dollars for the value of the concept and I would keep getting it. Jay: So I’m moving a lot to that uh I like contribution if this interaction we’re having Jay: this conversation has the ability to shift the direction, and the elevation, and the acceleration, Jay: of qualitative and deserving entrepreneurs success it gives me a lot of fulfillment for 5 years Jay: we didn’t even try to get to, to capture opt-ins and we didn’t sell anything we just gave away Jay: better resources than anybody else and I thought that was really a cool thing to do turns out Jay: I lost a million dollars a year doing it and we didn’t sell anything in my Jay: and my team got mad at me but I’ve been a benefactor and a contributor to entrepreneurship Jay: all my life we give away better stuff on our website than most people sell I, you know I don’t Jay: you know I only deal with sort of Robin Hood we don’t want to make money from people who can’t Jay: afford it so we just give them stuff and uh what else, uh and I like uh doing good I think Jay: everybody should there’s a belief system that I was introduced to many years ago and Jay: it’s quite profound, in its simplicity, it’s very simple Shaq.
Anytime you interact for with anybody Jay: for any reason in any way outside the business, inside the business, on the street in any kind Jay: social or fraternal or any kind your job is to make their life better off because Jay: you were in it even if it’s for a fleeting moment if you smile at them, if you listen to them, if you Jay: pay attention, if you do something nice with or for them, if you share something I mean those little Jay: things make a profound difference and I think a lot of young people have been ill-advised to Jay: pursue money for money sake and not to really appreciate uh you know the uh, humanistic side of our lives Jay: and not appreciate the value of the people, they’re dealing with and to see Jay: that money should be the reward for creating value for others, not just something that you Jay: you pursue for pure monetary sake it should be the byproduct of saying how can I Jay: make meaningful difference you either add value, protect, enrich, entertain, Jay: whatever your product service company is designed to do, how can I do that in such a way Jay: that the value I create (excuse me) the value I create Jay: is rewarding back to me because enough people appreciate it and that’s sort Jay: of what I think most people don’t always understand about the purpose of business Jay: you’re really here to make a difference in people’s lives and if your product or Jay: service and company doesn’t do that you have to either realign yourself Jay: or you’re never going to be as successful as you could be if you were focused on being a Jay: value creator you know a generator of greater advantage for your marketplace Shaqir: Wow! Deep.
Jay: It is deep. Shaqir: It is very deep. Jay: it might be too deep for a lot of people I mean, Jay: When I speak if I go to mixed audiences where you have an arc of very serious entrepreneurs Jay: and you know and uh startup, uh particularly ones that are trying to sell things online Jay: the real ones love this, the little ones who really don’t understand they’ll never get to any place great.
Jay: They think it’s boring because they want to know what give me a tactic, tell me the next Jay: funnel, or tell me the next uh launch concept, or tell me the next Facebook ad generation, Jay: or tell me how to you know how to make uh youtube pay off and they understand that’s Jay: only a static advantage the people selling that and I know a lot of them and they’re fine people Jay: but they’re not trying to sell you alone that they’re trying to sell a hundred thousand or Jay: a million of you that so in the beginning if you get a tactic ahead of everybody you have a Jay: short window of opportunity, but sooner or later everybody has it and then at first it becomes Jay: a standard everyone has to do just to be you know competitive but then it becomes antiquated and Jay: you got to find a new tactic and a new tactic and you can never win that way I don’t think you, Jay: most people don’t understand integrative strategic uh ongoing sustaining business building because Jay: they’re not looking at it as a business, they’re looking at it as an extended promotion Jay: that sooner or later will burn out unless they try to understand the real rules of sustaining entrepreneurship. Shaqir: Yeah, you know um that has, I remember when I first started listening to Jay Shaqir: and it was um these audios they were so old, they were so old, but it was all I could get my hands on Shaqir: and you didn’t have 50 shades of Jay, or you didn’t have the free materials back like Shaqir: 10 years ago I mean you did but it wasn’t what I accessed and one of the things um I remember Shaqir: very clearly learning was focusing on principles versus tactics.
Shaqir: there was a guy I don’t know if you know him called André Chaperon Shaqir: and he talked about, André Chaperon created this he’s like one of Rich Schefren’s friends. Shaqir: He created this program called “AutoResponder Madness” right, like Shaqir: how to write emails and he was super influenced by your work and he talked about this concept of like Shaqir: most people are chasing tactics and he called them frank versus matt and matt was the person that was Shaqir: focused on boring principles and one of the things I want to do I always do now and I’ve done for Shaqir: I’d say for the last 10 years is I’d rather have boring businesses that are built on long-term principles Shaqir: versus short-term tactics so that has impacted me a lot.
Jay: that’s great no and thank you for that you’re very impressive and I’m grateful Jay: Yeah, I mean I’ve spent a lot of years trying to help people, Jay: transform themselves into true entrepreneurs instead of just short-term Jay: income generators it’s a very big difference and it has to do with creating experiences and value Jay: in a different way and it’s a thrill when you can do that you see somebody grasp it like Jay: yourself and the people you’re talking about.
It’s heartbreaking when people think that a superficial Jay: short-term agenda is going to really bring them sustained uh success, prosperity, or satisfaction, Jay: and fulfilment because it can’t it won’t. Shaqir: Jay what do you want your legacy to be you know, once you’ve kind of you know left Jay: That’s a great question um, well I mean it’s interesting Jay: and a lot of people don’t understand this I mean I have geez my body of work is it’s Jay: huge we have probably 30-40 different seminars we’ve done, we have tens of thousands of pages of Jay: of uh written material, we have I don’t know 40 different concepts or principles that I’m known for, Jay: but really and truly none of that is very valuable if you don’t keep promoting it Jay: and I don’t really do a lot anymore to promote it.
I would say that I would hope. Jay: that people recognize that I have challenged business owners Jay: and professionals to be true entrepreneurs in the very little literal work creators of value Jay: making a difference in people’s lives, doing something beyond their competition, making their Jay: audience better off because they and their product or service and team members were in it, helping the Jay: their market but also creating environments for their team members to grow to develop and prosper and Jay: and I’d like to hope that with the rewards that these entrepreneurs receive, the money they make Jay: they don’t just buy and I’ve been guilty in my earlier stages of not doing what I’m saying.
Jay: I hope they don’t just buy Ferraris, and you know and big houses, and jewellery, and stuff, I hope that they Jay: invested meaningfully back in valuable things for themselves first of all so that they will Jay: have security but reinvest in their community, reinvest in their marketplace, reinvest in Jay: other people they can help, if people like myself take the time to invest in them you would like to Jay: see the same.
One of the things I’ll tell you it’s one of my laments we have this very we have great Jay: podcasts we don’t promote, we have an email list that I don’t really promote. Jay: Every time we give very very unique uh resources gratis and I watch and see how many people Jay: re-gift and share it with people and people are selfish they don’t take the Jay: time to help others. They’re so self-consumed by and large that they don’t give back and I think Jay: that one of my legacies would be that people see that they have a moral responsibility and Jay: obligation and a privilege to help others be better too, to help others grow more, add more, Jay: create more, and I think if I can have left the world with that awareness it’d be pretty cool.
Shaqir: Wow, that is uh incredible jay I want to respect your time um and so I want to wrap this up for, Shaqir: is there, if there’s like one last thing that you’d want to say to any entrepreneurs you are Shaqir: like who are listening to this um what is that message that you want to give them? Jay: Uh, it’s a pretty cool message and it’s a quote by someone Jay: and uh, it’s one that I used to use all the time and I stop but it’s really cool.
Jay: Once you realize how much more you can get, give, achieve from time, effort, opportunity, Jay: capital, market access, interaction, human capital, intellectual capital, you will shift or you should Jay: shift uh an uh, gnawing question that torments most people who are entrepreneurs Jay: struggle all the time with a non-verbalized question the question they struggle with is Jay: am I worthy of this goal? I mean can I really make half a million dollars? Jay: Can I really keep this information marketing, or this service organization, or this product Jay: or this amazon sales organization keep growing and growing and paying an income or get me to where Jay: it could be full-time? Can I use it you know to acquire the lifestyle I want? Jay: When you figure out how much more you can achieve from time, effort, opportunity, you know marketing Jay: markets, the right question is not am I worthy of this goal it’s the opposite is this goal worthy of me.
Jay: Because you’re probably setting far too low of sight, far too low of aspiration, far too low the Jay: the goal of impact contribution and I would challenge everybody to rethink their whole business reality. Shaqir: I appreciate that very much uh jay this is for entrepreneurs but I feel like Shaqir: this conversation is just for me uh so… Jay: Thank you!
Shaqir: I super appreciate it. uh God bless you. Shaqir: I want to say, guys if you’re watching this on youtube make sure you subscribe and leave us a comment below. Share: if you aren’t subscribed make sure you go to abraham.com that’s the best resource.
Share: Make sure to subscribe to the Ultimate Entrepreneur Podcast. Share: Join the list there’s tons and tons and tons of free information that Jay gives with his team so make Shaqir: sure you go to abraham.com and you register, you sign up if you’re listening to this on the podcast Shaqir: leave us a review on the podcast again make sure you go to abraham.com and sign up for the list. Shaqir: Jay, thank you so much for this.
Jay: My pleasure. Thank you, but I hope it had value. Shaqir: it had a massive value my team is here, my wife is there, and everyone’s just been listening here so thank you Shaqir: again so much I really appreciate your time and um just all of the experience, expertise, wisdom, Shaqir: and decades and decades of just value that you’ve just given um like truly Shaqir: you’ve made a huge huge impact I’m sure you know but in my life especially and um that’s great Jay: That’s great. It’s great and does me a favour please send uh brian the uh the file because we usually Jay: take anything to think uh has merit and we’ll put it out on our uh on our site and we’ll put it Jay: sometimes even as a podcast and uh link and refer back to you and I think this had some good Jay: content that might have usability other places so it’s our pleasure to use it other ways for you. Jay: Thank you very much.
Shaqir: Appreciate it. Thank you very much, Jay. Jay: My pleasure, bye.
Jay Abraham is the Founder and CEO of Collaborative Fund, a venture capital firm that specializes in investing in technology companies. He is also the author of The Start-Up of You: How to Build a Company That Matters, a book about building a company that is both successful and humane.
In this interview, Jay Abraham discusses how to create a company that is both successful and humane. He begins by explaining that a company must be focused on its customers and users, not just on its own profits. He also discusses the importance of culture and how to create a strong foundation for a company.: Shaqir Hussyin nicknamed as the Backpack Millionaire, has been held as one of the Narrator: most sought-after internet marketing Narrators: Jay Abraham a marketing legend. Narrator: Mentor to mentors and the highest-paid marketing consultant in the world.
Shaqir: Hey everyone welcome, I’m so excited because today I have the: living legend Mr Jay Abraham Tony: No you didn’t hear me I said it’s Jay Abraham ladies and gentlemen.
Tony: I’m glad you’re here thank you for coming. Jay: I’m honoured Tony: I’m honoured to have you back. Shaqir: Jay, thank you so much for coming on this show Jay: Oh my god thank you for it, it’s a privilege and a Jay: pleasure always to contribute to people that are trying to help entrepreneurs uh be better and grow. Shaqir: Absolutely, and so I wanna first start off with huge gratitude and uh just a fanboy moment which Shaqir: I hope you don’t mind uh because I did ask your team and they said you know um, Jay doesn’t Shaqir: really like just to have stimulating conversations. He really likes you when his students take action Shaqir: and get results Jay: That’s true Shaqir: and probably about 10 years ago when I was kind of coming up and I was you know Shaqir: pretty broke um, learning about internet marketing I came across a guy called Joe Polish and Dean Jackson Shaqir: and I started listening to your interviews and I remember going to a tony robbins event and Shaqir: um he had given this audio out which basically you talked about how to you know how to tap into other Shaqir: people’s customer lists doing joint ventures and I want to say like you had a huge impact on my life Shaqir: I was able to go from zero to more than $30 million in sales for my own business Jay: That’s wonderful.
Very Good! Shaqir: before the age of 30. and I’m just super Shaqir: excited to be here so I just want to say thank you Shaqir: I did meet you briefly at Tony Robbin’s platinum partnership when I was there in Amsterdam Jay: When was this? 2 years ago? Shaqir: 2 years ago.
Jay: Wow, are you still a plot? Shaqir: no I’m not. Shaqir: Not anymore um probably get into it maybe next year or so but Jay: Yeah, it’s good yeah I just got done interestingly.
Jay: I was in Palm beach 3 weeks ago because Tony did the virtual version of that this year Jay: at that studio, he built yeah the big huge round one it was very interesting and he and I did Jay: partly we did virtual to all the plats and the lions it was very interesting. Shaqir: Yeah, um well I’m excited Jay I have a bunch of questions so I’m going to get straight into it Jay: Ask quick.
Shaqir: um one of the things that have been very fascinating to watch and to see and to experience and learn Shaqir: from yourself is this just crazy ability to dissect a problem in so many different ways, Shaqir: how does someone develop that thinking? Where does that thinking come from? Jay: Uhh, it’s not as hard as you think Shaq but it’s it requires a commitment I became an Jay: accidental master at that by being involved in a multitude of different industries when I was young Jay: and i made a realization after about ten totally different industries I was involved in, Jay: that people in one industry do not have a clue, how people in another think, how they market Jay: their strategies, their business models, their access vehicles and I realized after 10 of them Jay: that you could literally take elements from other industries combine them together into hybrids Jay: apply them into industries where everyone else in the industry does the same thing the same way to Jay: possess what I will call hopeless curiosity in terms of I want to know everything I can about Jay: everything I can from everyone I can meet I do not discriminate I want to see not just Jay: how your business or industry operates, how you market, what your philosophies, your strategy, your Jay: business model, I want to know your belief systems. You know uh you know what your realities are Jay: because I want to understand not just marketing methodology but how to understand the differences Jay: in human beings because you are trying to own mind share ethically of human beings. Jay: You’re trying to motivate human beings who are your team members, you’re trying to attract Jay: uh entrepreneurial human beings who are your promotional partners, Jay: you’re trying to get human beings who are your support teams, your agencies, your marketing, Jay: uh advisors, and experts to give more of their ability to you than anyone else.
So the more you Jay: understand all the different dynamics that could come together to create superior impact, advantage, Jay: connectivity, so I just try always to learn everything I can. I have for example a team Jay: that goes to LinkedIn every week and contacts interesting people from all kinds of different Jay: environments just so I can talk to them no agenda because I want to learn what they know that I Jay: don’t and I want to share what I know that they don’t and do an exchange but I’m just constantly Jay: doing that. People can do that now that’s what I do, how they can do it to answer your question Jay: to commit themselves every day or at least every week to travel outside their comfort zone. Jay: Easiest way to start giving covid and everything is to go online and visit websites, platforms, Jay: uh discussion groups, study what’s going on in any industry, any field, any topic, other than Jay: what you usually study and as you’re experiencing that ask yourself what is there about, what I am Jay: experiencing that is foreign normally to me that I could adopt or adapt to my business or my career Jay: or my life and after you start doing that on an ongoing basis, you start opening up the next thing Jay: is to master Socratic interviewing – the ability to ask others to open up about themselves Jay: and be tremendously interested in them and ask meaningful questions and if you do that with Jay: constant focus on improving you’ll become able in the course of a half-hour discussion or an hour Jay: to distill ethically the key elements of what drives their business if they’re an entrepreneur Jay: what drives their uh their job uh category of their employee what drives their mindset if Jay: they’re uh have any kind of hobby or ideological interest outside of it and as you keep adding that Jay: your subconscious compounds I can go on and on but there’s a quick answer Shaqir: I appreciate that very much.
Umm, in terms of uh and I have a whole list so I’m gonna just.
Jay: Yeah, go for it. Shaqir: I’m gonna go through um, in terms of like right now so for example thinking in a way Shaqir: that you are not just thinking one way but going outside different industries. Shaqir: Getting different perspectives, then leading into, let’s just say an individual’s business like right now Shaqir: uh like before this interview you asked me about this award right and i was explaining Shaqir: um the award was for you know basically making a bunch of sales um and in this industry which is Shaqir: which involves for example sales funnels so now this is a this is like a new thing but Shaqir: it’s been around for decades and decades it’s just the new term is sales funnels Shaqir: or sales processes or whatever and so now it’s becoming, everyone is getting into it and so Shaqir: when everyone gets into an industry obviously because there’s a lot of money right like um, Shaqir: In an industry like for example the amine you know there’s a lot of money in this whole concept Shaqir: of sales funnels there are people that charge $10,000 to a $100,000 to Shaqir: $250k to build these sales processes out, and as it’s becoming bigger and bigger there’s another Shaqir: company coming this is becoming a red bloody ocean.
If you were to advise someone to become a Shaqir: you know an authority in a marketplace like this what would your advice be? Jay: Well I mean, the biggest problem with most authorities is they don’t really try to appreciate their client Jay: client the more you understand your client’s client because you’re the advocate of the Jay: client, client not the client I mean you may be the one paying me but you’re really paying for Jay: you’re paying me to be masterful and being able to understand the mind, the hopes, the dreams, desires, Jay: motives, motivations of your target client.
I think most professionals or most service Jay: people do not really try to understand masterfully the client’s client.
I never saw my role being Jay: the client although they paid me ultimately I saw my role as being the advocate of the client’s client. Jay: And I think again it’s a very big chat look at the understanding you know very early in my Jay: life your goal in interaction with anyone and your goal in assessing anything you’re Jay: going to do with any human being is to try to examine, evaluate, understand, appreciate, Jay: acknowledge, respect, and recognize and play back that you do all those things to people for Jay: whatever their realities are and understand that there are many many realities going on right now Jay: many people who do funnels, many people who do uh info-marketing, they default to hyperbolic copy Jay: that I would call uh you know it’s universal it’s the same buzzwords, and the same bullets, and the Jay: same hype, and the same uh you know you could you could you know spin around and pick any one and it Jay: says the same, if you want to own mindshare and not be manipulative, you will appreciate and respect Jay: the human beings of the individual human beings on the other end of the communication and you’ll Jay: work backwards and you will gain what we call a love for that person, a respect and admiration for Jay: what that person is trying to either get closer to or away from to achieve and why and you won’t Jay: just look at superficiality you look at him and her as a husband a wife a father a mother Jay: somebody who’s got hopes and dreams and you’ll appreciate them in the fullest sense for their uh Jay: their value as a human being and I don’t think most people do that it may be a little abstract Jay: and a little uh sophisticated what I just said but it’s very powerful.
Shaqir: Yeah I am, I remember going to Tony’s event. Shaqir: I’ve been a fan of tony and Rich Schefren for many years um and uh Shaqir: Tony said the same thing that you told him.
He said, he was in love with his products and he would be Shaqir: basically like he’d be chasing the next product and he said it was until I met a man called Jay Abraham Shaqir: that said fall in love with the people and my market versus their products.
Shaqir: So thanks a lot for that. Jay: Thank you! Shaqir: Yeah, that was a.
. Jay: It’s a very powerful distinction if you as an entrepreneur watching, Jay: listening however you disseminate this. If you can grasp the magnitude of that distinction Jay: and you can harness it authentically meaning, you can’t achieve greatness by faking it. Jay: It has to be a natural, (excuse me), a natural part of your being but if you can really do this, Jay: you’ll be able, I mean whoever creates the funnels you’ll be either able to guide them or Jay: craft them yourself from an appreciation, genuine appreciation of that target audience, not just Jay: the sense that they’re a source of making money but you’ll see them much more Jay: humanistic, you’ll see them as somebody that you have the chance to be a catalyst to transform Jay: a stage or a progression or a phase of their life and you’ll look at your role with much more Jay: uh responsibility and sincerity and you’ll take it very seriously.
Shaqir: Yeah, which leads me to this concept that you’ve always taught which is Shaqir: uh Strategy of Preeminence.
Jay: Yes sir. Shaqir: Could you briefly like describe that and why it’s critical for business owners to implement that? Jay: I will be happy to but I need to disclaim that to do it justice takes about 3 hours Jay: the essence of uh the strategy preeminence is really simple. Jay: You want to be seen no matter what you do in business or career as the most trusted advisor, Jay: the uh the only viable choice, the go-to source Jay: for whatever it is you stand for as a company, as an individual, as an employee. Jay: In order to do that you have to be willing to have a very well-reasoned perspective that you share with Jay: another side those people you interact with that is meaningful and different than what they hear from Jay: everyone else but has to be authentic.
You have to be able to put into words at a better, higher, Jay: clear, crisper, more resonant level what people are feeling that they’ve never expressed before Jay: so that you penetrate to their subconscious and their subconscious actually says to them, Jay: this man or woman or company or product understands me and serves me better and satisfies what I’m Jay: trying to get to and understands how to explain it in ways I didn’t even, and I know myself.
Jay: Next, you have to be able to not allow people, you have to care enough about their well-being that you don’t let Jay: buy less than they should or more than they should in less quantity, quality, combinations, or Jay: frequency than they should not because you will be the loser but because they will be Jay: not getting the fullest outcome or they will get too much outcome and don’t need it. Jay: Conversely if you believe that your company provides greater performance, protection, profitability, and support. Jay: You have to go out of your way not to let them buy from your competitors or not buy nothing Jay: because it’s going to disserve them not because the competitors is a [ __ ]. Next, you can’t uh you Jay: you have to do what you said you stop focusing on, Jay: somebody’s upstairs and just drop something I’m in a basement, a wine cellar.
Jay: You cannot uh fall in love with your industry or just making money or Jay: being the fastest growing company you fall in love with those people you serve your clients Jay: and if you want to be the most trusted advisor you refer to people you deal with as clients not Jay: as customers and the reason is if you look at webster’s dictionary definition of a “customer”, Jay: I guess you would use webster’s or maybe oxford it’s somebody who’s buying a customer somebody buys a Jay: commodity in a service.
If you call me a customer what you’re saying between the lines is that you Jay: are no better than everybody else there’s nothing distinctive, nothing superior, no benefit, other than Jay: just maybe convenience or the luck of the draw to deal from you. A client is someone who’s under the Jay: care the protection the well-being of another it’s got a fiduciary role, next, you want to communicate Jay: in terms that use a lot of metaphors, similes, um case studies, analogies because that’s how the mind Jay: easiest relates anybody watching who has been raised with any religion doesn’t matter your Jay: religious beliefs parables are the way they make their points storytelling and storytelling Jay: is much more powerful than declared statements it’s much more powerful than graphs and charts Jay: uh it’s just the most powerful way to do it, uh also you have to be on a crusade or a mission Jay: and see yourself as a champion and advocate of a market that is being deserved a market Jay: that uh you can add unique value to a market that has gaps that you can fill.
Shaqir: Those are the basics I can go on and on. Shaqir: Yeah, um which leads me to this um because you did a life a little while ago with Shaqir: Roland Frasier and you were talking about especially when covid hit right?
You are basically Shaqir: talking about uh the power of pivoting and uh basically profiting because there’s going to be Shaqir: a lot of opportunity, because you have seen so many different recessions you know, what is your advice Shaqir: to someone um who is you know who’s like who’s an entrepreneur actually even to me basically Jay: Yes. Shaqir: that you would say hey you know what I’ve got decades of expertise and experience when it comes Shaqir: to the recession, these are the things that you should avoid, these are things that you should focus on, Shaqir: what would be like your one to three things that you would advise on? Jay: There’s about six or seven that I’ve been talking about Jay: in other interviews so I had to share them with you so that if you have entrepreneurs Jay: that are looking for uh, greater windows of opportunity they can see what some of them are.
Jay: Well, first of all, if you have a business solidify your relationship with all your client base. Jay: Second, expand your product service offering to products and services people buy Jay: before, during, after, even instead of buying your product because it could double Jay: or triple the profitability you get out of them.
Third, is if you have a lot of if you sell one or Jay: are limited products and people are inactive buyers and you have trust and credibility with them, Jay: figure out the ways you can monetize the relationship by introducing them to Jay: other product services they logically buy because of what you know about them that you can recommend Jay: and profit from. Next, is there are five activities that are very huge opportunities that are uh open Jay: right now and are closing relatively rapidly but they tie directly to uh what’s happening Jay: with covid in each one of these opportunities you can actually be a benefactor, you’re not taking advantage.
Jay: The first one is that there are more companies, entities, organizations, media Jay: sources, and associations out there and influencers, who are open today to doing deals partnerships, Jay: joint ventures, endorsements, co-branding uh letting you sell your product through them, Jay: selling their product for you, things that wouldn’t have been possible before this Jay: because everyone is hurting financially, and everyone’s unsure and everyone’s looking Jay: for greater cash flow and advantage so you can make deals that you could never do and Jay: do partnerships, you can never do joint ventures. Second, there are many many companies that are very Jay: very very basically surviving and they’re probably going to go under unless saviours Jay: like you meaning your audience identifies them and realizes that if you acquire either the Jay: business or easier just the assets, the databases, the marketing pieces, the intellectual property, Jay: the URL the phone number, they have salespeople or affiliates and you consolidate it into your Jay: business where you already have overhead and um and infrastructure you can eliminate a lot of Jay: the overhead that other company is is stuck with and you could pay the owner of it a share of the profits, Jay: you’re able to create by reducing overhead and they can make more from doing nothing by Jay: letting you take over either their business or their assets and that’s a big opportunity and Jay: you’re also doing well because the lives people are going to lose everything if somebody doesn’t intervene.
Jay: The next area it’s really cool and most people don’t understand this there have Jay: been an enormous number of people who have been put out of jobs, uh some have been hired back but Jay: a lot of them are still unemployed there’s two categories: Jay: Low-skilled and Super-skilled.
Jay: Low skilled I have great empathy for their very wonderful men women husbands wives fathers mothers Jay: and they’re struggling and I feel great compassion but they’re not relevant to what I’m about to say. Jay: The super-skilled are people that before they lost their job had roles where they were Jay: interacting with key decision makers all over different industries, companies, roles, Jay: the CEOs, entrepreneurs, professionals, CTOs you know CIOs, all these things CMOs, and now and they Jay: lost their job because of one of three things either the company consolidated roles and they Jay: were duplicated or extraneous or younger or less seniority.
Their role was no longer Jay: doable at that level because the role became either extraneous or the market dried up a bit Jay: and worse is they were just paid they were earning too much and they went and the employer wanted Jay: to get them off of payroll, most people don’t understand that these people can be identified Jay: on LinkedIn and other sources like that. They are sitting around dying a dismal financial death Jay: because they were used to making 6-figures and now they’re on unemployment and making Jay: uh pittance and worried that they’ll get job offers if they get any that’ll be way under what Jay: they’re used to and they’re running out of money or they already run out and they may lose their Jay: houses and it’s a very very horrible time but if you can find them and convince them of the value Jay: of your company your product your service you can get them to introduce you to some of these Jay: relationships that you could never gain access to in a million years on your own and get instant Jay: access and just give these people shares of any revenue that comes and you could just have a Jay: uh a windfall, you know super colossal grand slam home run the next area of opportunity are sales Jay: people I mean amongst the 30 or so million people in the United States that are out of work still, Jay: I think probably, 10% – 15% are salespeople people who lost their job because the company Jay: consolidated, and didn’t need all those sales people or whatever they were selling became less Jay: uh in demand and these people are used to making a lot of money on performance and they’re sitting around.
Jay: You can find them again on and they can find specialized ones or generalized ones.
Jay: You can find them on Linkedin and you can do three things with them you can have them Jay: basically work for you to fill, to find those other three categories I just talked about, Jay: or you can have them do deals for you on commission, or if they earn Jay: the right through performance hire them, so you got all those and they can give you enormous ability Jay: that you don’t normally have access to and you can move them to a variable, to performance, to the commission, Jay: to revenue share, profit shares, so much a deal the next thing and the last is what I call “Options Trading”. Jay: But it’s not securities it’s getting the rights to access or assets and then flipping them.
Jay: The easiest way to explain it is to be telling you two simple stories. Jay: 30 years ago, a colleague of mine that I had worked in Santa Barbara California quit Jay: his management job and moved to Los Angeles. He wanted to be an entrepreneur but he had Jay: a very brilliant strategy.
He looked for something he could get control of Jay: and then flip to somebody else to do all the heavy lifting and the work. What he found was Jay: you probably know there what our Rose Bowl is the football game are you familiar with that? Jay: Every year in the United States, in January sometimes there’s a big football game between them, Jay: winning college uh teams and it’s called the Rose Bowl because there is a stadium in Los Angeles called the Rose Bowl. Jay: It’s where this football game is held and it also is where Jay: our university UCLA plays their football games and that stadium is also used occasionally for concerts, Jay: but other than, that it’s not used at all. This man that wanted to find a deal Jay: identified the Rose Bowl as being underutilized.
It was it is owned by the county of Los Angeles. Jay: He went there and negotiated with them the rights to use it on the days it was not Jay: being utilized for football or concerts and do flea markets.
He worked at a deal where he paid a royalty Jay: I mean a percentage of the revenue he would bring in and it was renewable if he Jay: gave him a certain amount of revenue and had no real, uh, you know conduct problems over a contract period. Jay: He did not know anything about flea markets but with that agreement in hand Jay: and the agreement had the right for him to bring in partners, he found the number one company in Jay: a country that managed flea markets, he went to them, he took his agreement he got them to pay him $500,000 Jay: upfront plus a share of all the revenue and he made millions of dollars Jay: for doing nothing but seeing and flipping the opportunity and there are tons of those out there. Jay: Brands, distributions, sales forces, uh, being a backend for somebody, using somebody’s Jay: distributors, retailers, differently all kinds of things you can do I have a whole program on it we Jay: used to teach it all over the world but those are a couple of ideas and there are lots more but that Jay: should get your people thinking.
Shaqir: That is um, for a couple of going a few more questions, Shaqir: one is when you look at a business that’s doing say 7-8 figures um, you know a million to $10 million Shaqir: and they got ambitions and hopes to get to a $100 million dollars. Shaqir: What would you say are the critical drivers that people miss um, is it the team, is it cash? Jay: Yeah, yeah.
Jay: Well I mean, if you followed my work and not not that you have to but if you follow my work anybody Jay: I have so many different distinctions but I spent a lot of time trying to identify high Jay: leverage, but my whole point is everything in our lives are the result of levers that we depend on, Jay: screwdrivers, pop-top caps, window cranks, shovels, brooms, car jacks, Jay: but we don’t understand how to use levers in our business, everything is a lever and I’ve done Jay: lots of different categories of levers I just never called it that but there’s nine levers Jay: that we call the nine drivers of exponential growth and we also have 15 or 16 pivot points Jay: but the nine drivers are elements in a business that as you shift them your performance Jay: multiplies potentially geometric the for each one but your risk and your investment is almost Jay: it’s almost zero additional change your strategy, you change your results, change your Jay: business model you change your results, change your marketing, there’s eight or ten ways you Jay: can do that you change your results you change how you use capital, human capital, intellectual capital, Jay: and change your results you change how you Jay: monetize relationships internal, external you change your results Jay: you change how you use processes, procedures uh you change your results and methodology and Jay: and well there’s another word I can’t think of but I’ve got about nine of these but most people Jay: don’t really think about that what I would do if I were working with a client privately Shaq, Jay: and this might help I divide the relationship into two very unique activities, one is what Jay: we call “maximizing” and then “multiplying”, so any business that is profitable right now Jay: is doing something that is working.
It is not likely that they are optimizing whatever they’re Jay: doing because most people don’t even know how many higher better-performing ways they can take Jay: uh you know all kinds of elements in a business on the revenue side but let’s assume they’re Jay: making money so the first thing I do is look at all the things that are going on within that business.
Jay: Ads, sales approach, lead generation, conversion, how they monetize, what they do Jay: at the sale, before the sale, after the sale uh with people that don’t buy right now, Jay: how they use their marketing, their advertising, their conversion, their lead Jay: generating approach, I look at quantification how different kinds of buyers, sources of buyers, Jay: product service type buyers, convert what their lifetime differential values are. Jay: Then when I get all that down I start systematically making everything they’re doing and everyone they’re Jay: currently doing it with and how they are doing it and where they are doing it performs better because Jay: that costs no more money it just gets a lot more financial yield so it brings in windfall profits Jay: that are not critical to the operation of the business because theoretically Jay: the business has been profitable without this improvement, without this enhancement. Jay: So you can take all that newfound money and use it to fund what we call the multiplying activities, Jay: the new activities, the new marketing fields, the new profit centres, the new market you penetrate, Jay: the new selling approaches you bring, the new products or services you create, Jay: and that’s a very systematic process but those are only a few of the things but I mean if Jay: nobody thinks about that’s a good start. Shaqir: Yeah, absolutely it’s got me thinking a lot.
Shaqir: In terms of this is like more of a personal question for you um, this is something I got from Shaqir: Dan Sullivan from strategic coach right, and he talks about every you know 5 years or Shaqir: 25 years you find something that really fascinates and motivates you that carries you on for the next Shaqir: you know 10-25 years what fascinates and motivates you right now?
Jay: Uh, I have about three different categories or answers. Jay: One, I’m obsessed with a constant discovery at a more elevated level than I probably was earlier in Jay: my life because I understand a lot more and I’m probably more interested in more complex things. Jay: Second, I have lived a life of a Jay: high contribution but not really been focused on huge wealth creation because I was more Jay: interested in doing lots of things with lots of different companies and as I’ve gotten older Jay: I’m more interested now in building assets that will transcend me so we’re building out Jay: a consulting business, we’re getting we’re doing more collaborative work with decent companies Jay: where I get long-term profit participation that gets converted into equity if they ever sell it uh Jay: things that are more high upside leveraged where I can you know, I can do something once get paid for it ongoing.
Jay: Where I can leverage my skill set and get uh, a lot more that I mean, right now we’ve been Jay: very blessed I can and this is not being arrogant but we get $15,000 an hour if I consult, Jay: but it’s finite whereas if I can give you a concept that makes your business perform Jay: 40% better and that’s an extra $2 million a year in gross profit and I get a quarter of it Jay: instead of letting you know uh, you know a $100,000 for the time I would get Jay: a million dollars or half a million dollars for the value of the concept and I would keep getting it. Jay: So I’m moving a lot to that uh I like contribution if this interaction we’re having Jay: this conversation has the ability to shift the direction, and the elevation, and the acceleration, Jay: of qualitative and deserving entrepreneurs success it gives me a lot of fulfillment for 5 years Jay: we didn’t even try to get to, to capture opt-ins and we didn’t sell anything we just gave away Jay: better resources than anybody else and I thought that was really a cool thing to do turns out Jay: I lost a million dollars a year doing it and we didn’t sell anything in my Jay: and my team got mad at me but I’ve been a benefactor and a contributor to entrepreneurship Jay: all my life we give away better stuff on our website than most people sell I, you know I don’t Jay: you know I only deal with sort of Robin Hood we don’t want to make money from people who can’t Jay: afford it so we just give them stuff and uh what else, uh and I like uh doing good I think Jay: everybody should there’s a belief system that I was introduced to many years ago and Jay: it’s quite profound, in its simplicity, it’s very simple Shaq.
Anytime you interact for with anybody Jay: for any reason in any way outside the business, inside the business, on the street in any kind Jay: social or fraternal or any kind your job is to make their life better off because Jay: you were in it even if it’s for a fleeting moment if you smile at them, if you listen to them, if you Jay: pay attention, if you do something nice with or for them, if you share something I mean those little Jay: things make a profound difference and I think a lot of young people have been ill-advised to Jay: pursue money for money sake and not to really appreciate uh you know the uh, humanistic side of our lives Jay: and not appreciate the value of the people, they’re dealing with and to see Jay: that money should be the reward for creating value for others, not just something that you Jay: you pursue for pure monetary sake it should be the byproduct of saying how can I Jay: make meaningful difference you either add value, protect, enrich, entertain, Jay: whatever your product service company is designed to do, how can I do that in such a way Jay: that the value I create (excuse me) the value I create Jay: is rewarding back to me because enough people appreciate it and that’s sort Jay: of what I think most people don’t always understand about the purpose of business Jay: you’re really here to make a difference in people’s lives and if your product or Jay: service and company doesn’t do that you have to either realign yourself Jay: or you’re never going to be as successful as you could be if you were focused on being a Jay: value creator you know a generator of greater advantage for your marketplace Shaqir: Wow! Deep.
Jay: It is deep. Shaqir: It is very deep. Jay: it might be too deep for a lot of people I mean, Jay: When I speak if I go to mixed audiences where you have an arc of very serious entrepreneurs Jay: and you know and uh startup, uh particularly ones that are trying to sell things online Jay: the real ones love this, the little ones who really don’t understand they’ll never get to any place great.
Jay: They think it’s boring because they want to know what give me a tactic, tell me the next Jay: funnel, or tell me the next uh launch concept, or tell me the next Facebook ad generation, Jay: or tell me how to you know how to make uh youtube pay off and they understand that’s Jay: only a static advantage the people selling that and I know a lot of them and they’re fine people Jay: but they’re not trying to sell you alone that they’re trying to sell a hundred thousand or Jay: a million of you that so in the beginning if you get a tactic ahead of everybody you have a Jay: short window of opportunity, but sooner or later everybody has it and then at first it becomes Jay: a standard everyone has to do just to be you know competitive but then it becomes antiquated and Jay: you got to find a new tactic and a new tactic and you can never win that way I don’t think you, Jay: most people don’t understand integrative strategic uh ongoing sustaining business building because Jay: they’re not looking at it as a business, they’re looking at it as an extended promotion Jay: that sooner or later will burn out unless they try to understand the real rules of sustaining entrepreneurship. Shaqir: Yeah, you know um that has, I remember when I first started listening to Jay Shaqir: and it was um these audios they were so old, they were so old, but it was all I could get my hands on Shaqir: and you didn’t have 50 shades of Jay, or you didn’t have the free materials back like Shaqir: 10 years ago I mean you did but it wasn’t what I accessed and one of the things um I remember Shaqir: very clearly learning was focusing on principles versus tactics.
Shaqir: there was a guy I don’t know if you know him called André Chaperon Shaqir: and he talked about, André Chaperon created this he’s like one of Rich Schefren’s friends. Shaqir: He created this program called “AutoResponder Madness” right, like Shaqir: how to write emails and he was super influenced by your work and he talked about this concept of like Shaqir: most people are chasing tactics and he called them frank versus matt and matt was the person that was Shaqir: focused on boring principles and one of the things I want to do I always do now and I’ve done for Shaqir: I’d say for the last 10 years is I’d rather have boring businesses that are built on long-term principles Shaqir: versus short-term tactics so that has impacted me a lot.
Jay: that’s great no and thank you for that you’re very impressive and I’m grateful Jay: Yeah, I mean I’ve spent a lot of years trying to help people, Jay: transform themselves into true entrepreneurs instead of just short-term Jay: income generators it’s a very big difference and it has to do with creating experiences and value Jay: in a different way and it’s a thrill when you can do that you see somebody grasp it like Jay: yourself and the people you’re talking about.
It’s heartbreaking when people think that a superficial Jay: short-term agenda is going to really bring them sustained uh success, prosperity, or satisfaction, Jay: and fulfilment because it can’t it won’t. Shaqir: Jay what do you want your legacy to be you know, once you’ve kind of you know left Jay: That’s a great question um, well I mean it’s interesting Jay: and a lot of people don’t understand this I mean I have geez my body of work is it’s Jay: huge we have probably 30-40 different seminars we’ve done, we have tens of thousands of pages of Jay: of uh written material, we have I don’t know 40 different concepts or principles that I’m known for, Jay: but really and truly none of that is very valuable if you don’t keep promoting it Jay: and I don’t really do a lot anymore to promote it.
I would say that I would hope. Jay: that people recognize that I have challenged business owners Jay: and professionals to be true entrepreneurs in the very little literal work creators of value Jay: making a difference in people’s lives, doing something beyond their competition, making their Jay: audience better off because they and their product or service and team members were in it, helping the Jay: their market but also creating environments for their team members to grow to develop and prosper and Jay: and I’d like to hope that with the rewards that these entrepreneurs receive, the money they make Jay: they don’t just buy and I’ve been guilty in my earlier stages of not doing what I’m saying.
Jay: I hope they don’t just buy Ferraris, and you know and big houses, and jewellery, and stuff, I hope that they Jay: invested meaningfully back in valuable things for themselves first of all so that they will Jay: have security but reinvest in their community, reinvest in their marketplace, reinvest in Jay: other people they can help, if people like myself take the time to invest in them you would like to Jay: see the same.
One of the things I’ll tell you it’s one of my laments we have this very we have great Jay: podcasts we don’t promote, we have an email list that I don’t really promote. Jay: Every time we give very very unique uh resources gratis and I watch and see how many people Jay: re-gift and share it with people and people are selfish they don’t take the Jay: time to help others. They’re so self-consumed by and large that they don’t give back and I think Jay: that one of my legacies would be that people see that they have a moral responsibility and Jay: obligation and a privilege to help others be better too, to help others grow more, add more, Jay: create more, and I think if I can have left the world with that awareness it’d be pretty cool.
Shaqir: Wow, that is uh incredible jay I want to respect your time um and so I want to wrap this up for, Shaqir: is there, if there’s like one last thing that you’d want to say to any entrepreneurs you are Shaqir: like who are listening to this um what is that message that you want to give them? Jay: Uh, it’s a pretty cool message and it’s a quote by someone Jay: and uh, it’s one that I used to use all the time and I stop but it’s really cool.
Jay: Once you realize how much more you can get, give, achieve from time, effort, opportunity, Jay: capital, market access, interaction, human capital, intellectual capital, you will shift or you should Jay: shift uh an uh, gnawing question that torments most people who are entrepreneurs Jay: struggle all the time with a non-verbalized question the question they struggle with is Jay: am I worthy of this goal? I mean can I really make half a million dollars? Jay: Can I really keep this information marketing, or this service organization, or this product Jay: or this amazon sales organization keep growing and growing and paying an income or get me to where Jay: it could be full-time? Can I use it you know to acquire the lifestyle I want? Jay: When you figure out how much more you can achieve from time, effort, opportunity, you know marketing Jay: markets, the right question is not am I worthy of this goal it’s the opposite is this goal worthy of me.
Jay: Because you’re probably setting far too low of sight, far too low of aspiration, far too low the Jay: the goal of impact contribution and I would challenge everybody to rethink their whole business reality. Shaqir: I appreciate that very much uh jay this is for entrepreneurs but I feel like Shaqir: this conversation is just for me uh so… Jay: Thank you!
Shaqir: I super appreciate it. uh God bless you. Shaqir: I want to say, guys if you’re watching this on youtube make sure you subscribe and leave us a comment below. Shaqir: if you aren’t subscribed make sure you go to abraham.com that’s the best resource.
Shaqir: Make sure to subscribe to the Ultimate Entrepreneur Podcast. Shaqir: Join the list there’s tons and tons and tons of free information that Jay gives with his team so make Shaqir: sure you go to abraham.com and you register, you sign up, if you’re listening to this on the podcast Shaqir: leave us a review on the podcast again make sure you go to abraham.com and sign up for the list. Shaqir: Jay, thank you so much for this.
Jay: My pleasure. Thank you, but I hope it had value. Shaqir: it had a massive value my team is here, my wife is there, and everyone’s just been listening here so thank you Shaqir: again so much I really appreciate your time and um just all of the experience, expertise, wisdom, Shaqir: and decades and decades of just value that you’ve just given um like truly Shaqir: you’ve made a huge huge impact I’m sur
e you know but in my life especially and um that’s great Jay: That’s great. It’s great and does me a favour please send uh brian the uh the file because we usually Jay: take anything to think uh has merit and we’ll put it out on our uh on our site and we’ll put it Jay: sometimes even as a podcast and uh link and refer back to you and I think this had some good Jay: content that might have usability other places so it’s our pleasure to use it other ways for you. Jay: Thank you very much.
Shaqir: Appreciate it. Thank you very much, Jay. Jay: My pleasure, bye.
Transformation! 