IS20G12 - Creating a Monster Producing Dealership - Coach Burt

1. Creating a Monster Producing Dealership
Coach Burt
Founder and CEO
Micheal Burt Enterprises

3. ▪ IN THE BEGINNING…....
▪ PEOPLE DO BUSINESS WITH OTHER PEOPLE THAT
BELIEVE THE SAME THINGS THEY DO
▪ WOULD YOU RATHER KNOW IN 15 SECONDS OR
CHASE SOMEONE FOR 15 MONTHS?
INSIDE THE MIND OF A MONSTER
PRODUCING DEALERSHIP

4. REVELATION = UNKNOWN FACT
DELIVERED IN A DRAMATIC WAY
▪ THE CALL AND AFFIRMATION LEADS TO THIS CYCLE (CURIOUS AND OPEN)
▪ REVELATION- BIG AHA MOMENT ABOUT YOUR FUTURE
▪ CONVICTION- DEEP INTERNAL BELIEF THAT THIS IS THE DIRECTION YOU
NEED TO GO IN
▪ MOVEMENT AND ACTION- YOU BEGIN IN A FORWARD MOVEMENT WITHOUT
DISTRACTION
▪ TIM STOREY

10. ▪ YOU ARE BUILDING A MONSTER PRODUCING
DEALERSHIP
▪ YOU HAVE YOUR OWN “GREATNESS FACTORY”
▪ YOU CAN PLACE PEOPLE IN TO A SYSTEM THAT
THEY CAN WIN IN

11. 3 STATES OF ENERGY
▪ STATIC
▪ ENTROPIC▪ DYNAMIC
ENERGY

12. FROM A TO B + “PREY DRIVE”
▪ PREY DRIVE = The instinctive inclination of a carnivore to find, pursue and
capture prey.
▪ WITHOUT A CLEAR B YOU LIVE A VERY VAGUE LIFE
A
CURRENT
SITUATION
B
DOMINANT
FOCUS

13. THE FIRST SALES LESSON
▪ IT TAKES 7-15 TOUCHES 80% OF THE TIME TO CONVERT A PROSPECT TO A
CLIENT
▪ EVERY DAY WITH YOUR CURRENT CUSTOMER IS AN INTERVIEW FOR YOUR
NEXT CUSTOMER- BE INCREDIBLE TODAY
▪ 98% OF PEOPLE NEVER CALL A CUSTOMER BACK OR ENGAGE
▪ EVERY SATISFIED PERSON SHOULD BE WORTH 5.7 REFERRALS

14. MY FIRST BIG JUMP IN INCOME
▪ I WAS ASKING THE WRONG QUESTIONS….
▪ GO FOR THE MENTOR OVER THE MONEY
▪ THE FIRST STEP IS TO JUST GET IN THE GAME
▪ ON THE OTHER SIDE OF SHORT TERM PLEASURE IS A DEEPER INTAMCY
WITH YOUR OWN POTENTIAL
▪ BE MORE INTERESTED IN MASTERY THAN YOU ARE IN “COTTON CANDY”

15. UNDERSTANDING HOW TO “LEVERAGE YOUR PAST”
TO BUILD YOUR FUTURE
MONSTERS THINK IN MULTIPLES

16. INTRODUCTION TO MY FIRST
MENTOR = HARD SKILL
• KNOWLEDGE• DESIRE
• SKILL• CONFIDENCE
▪ SPIRIT ▪ BODY
▪ MIND▪ HEART

17. DECADE #1-
▪ HARD SKILL #1
▪ HOW TO “INNER-ENGINEER” PEOPLE TO WIN FROM THE
INSIDE OUT” BY USING “THE WHOLE PERSON THEORY”
▪ THE RESULT: MY SKILL SET IS TRANSFERRABLE TO OTHER
PEOPLE WHO WILL COMPENSATE ME AT HIGHER LEVELS
▪ WHAT’S YOUR PRIMARY SKILL?

18. HOW DO I LEVERAGE?
▪ I CAN FISH FOR “BLUE GILLS OR BLUE MARLINS”
▪ I’M LOOKING FOR A CERTAIN TYPE OF PERSON THAT
BELIEVES THE SAME THING I DO
▪ PEOPLE HAVE “MISSING STRUCTURES” THAT WE CAN FILL
▪ MONEY ONLY CHANGES HANDS WHEN PROBLEMS ARE
SOLVED

19. ▪ DECADE #2 BECOMES ABOUT ATTRACTING,
COACHING, AND DEVELOPING MONSTERS IN SIX
AREAS
▪ GOAL INITIALLY IS 250. WE THEN SHIFT TO 1,000. YOU
CAN GROW AT 250% YEAR OVER YEAR
DECADE #2 = BUILDING A TRIBE OF RABID
FANS

20. THINK LIKE THIS
▪ YOUR PROSPECT/TEAM MEMBERS HAVE A MISSING
STRUCTURE
▪ YOU HAVE A PROVEN FORMULA FOR FILLING THAT
STRUCTURE
▪ THERE WILL BE A PREDICTABLE OUTCOME WITH YOU
BECAUSE OF YOUR PROCESS

21. SIX MISSING STRUCTURES
▪ NO EXPLANATION OF SERVICES
▪ NO SELLING SYSTEM
▪ NO DISCIPLINED FOLLOW UP
▪ INABILITY TO OVERCOME “OPPOSITION OF THOUGHT”
▪ NO EXTRACTION OF 5.7 REFERRALS
▪ DON’T KNOW HOW TO BECOME A “PERSON OF INTEREST”

22. HOW MUCH VOLUME…
FOR EVERY 30 IT’S 4.8 PEOPLE
FOR EVERY 350 IT’S 52.8

23. DECADE #3- STRUCTURES OF
EXCHANGE
▪ REVELATION
WHEN TOP PLAYERS
COME TOGETHER
WHAT HAPPENS?
▪ MAGIC HAPPENS

24. STRUCTURES OF EXCHANGE
GIVE YOU THIS
▪ ALLOWS YOUR SALES PEOPLE TO PUSH PEOPLE TO SOMETHING IN THE
FUTURE VS. JUST CALL AND CHECK IN
▪ THE ABILITY TO REWARD AND RETAIN YOUR TOP CLIENTS
▪ PRIME’S THE PUMP FOR REFERRALS AND RETENTION
▪ GET’S PEOPLE EXCITED TO PURCHASE MORE FROM YOU
▪ GIVES YOU THE ABILITY TO GET PEOPLE TOGETHER AND HAVE SOMETHING
TO PUSH THEM TO

25. STRUCTURES OF EXCHANGE

26. WHEN I PUT TOP PEOPLE TOGETHER
▪ THEY WILL PAY MORE MONEY (WE INTRODUCE THE $25K LEVEL)
▪ THEY THINK AT HIGHER ORDINANCES AND CHALLENGE YOU TO THINK
AT A HIGHER ORDINANCE
▪ THEY WANT TO ”CREATE” NEW THINGS
▪ THEY ARE DYNAMIC AND NOT STATIC
▪ THEY DEAL WITH MONSTER PROBLEMS THAT INSPIRE YOU

27. PERSON OF INTEREST SCORE

28. LEVERAGE INTO
▪ TAKE THE TOP PLAYERS (52.8) OUT 350 AND BEGIN TO POOL
OUR RESOURCES TO TAKE BIGGER ACTIONS
▪ INVESTMENTS
▪ NEW JOINT VENTURES
▪ MAJOR REAL ESTATE DEALS
▪ STRATEGIC PARTNERSHIPS
▪ PASSIVE AND RESIDUAL MONEY BY LEVERAGING OUR UNIQUE
ABILITIES TOGETHER

29. CITIES OF GREATNESS (HUBS OF ENERGY &
EXCHANGE)

30. “INTENTIONAL CONGRUENCE”
▪ MONSTER
PRODUCER
▪ MONSTER
KIDS
▪ MONSTER
COUPLES
▪ MONSTER
FAITH
▪ MONSTER
APPRENTICE
▪ MONSTER
OPERATIONS
▪ MONSTER
REAL
ESTATE
▪ MEGA
MONSTER
▪ THE $25K
MONSTER
EVERYTHING FEEDS
EVERYTHING

31. ▪WHAT’S YOUR ”CITY OF GREATNESS?”

32. 3 DECADES OF LEVERAGE
▪ DECADE #1- THE HARD SKILL OF “INNER ENGINEERING”
▪ DECADE #2- THE HARD SKILL OF UNCONVERING SIX BIG
MISSING STRUCTURES AND BUILDING MONSTER
PRODUCER
▪ DECADE #3- LEVERAGING THE TOP PEOPLE AS A
FEEDER SYSTEM TO A BIGGER FUTURE WE COULD
NEVER REACH ALONE

33. YOU ARE IN CHARGE
▪ NEVER LET ANOTHER PERSON STAND BETWEEN YOU AND
YOUR DESTINY
▪ IF NOT YOU THEN WHO? IF NOT NOW THEN WHEN?
▪ YOU ARE IN THE BUSINESS OF “MANUFACTURING GREATNESS”
▪ YOUR DEALERSHIP IS IT’S OWN “GREATNESS FACTORY”