"From Gathering Information About My Competition To "Really" Seeing Through John Smith's Eyes, This Training Has Greatly Elevated My Marketing Skills."
Name: Sam DiBello, Co-Owner
Company: Keller Williams Realty Northwest
"One of the things I like about the entire MYM system is that it tends to cut to the chase. After spending a few years going over and over the basic principles of Rich Harshaw's marketing philosophy, I thought I knew it all. I thought that I had assimilated most of what Rich was trying to communicate in all his conference calls, books and tapes. But nothing could be further from the truth.
"If I had to summarize my experience in the live training sessions I would say this: Rich Harshaw has managed to take those gifts that come naturally to him, those insights and skills that are intuitive to him only, and place them in a well-thought out system of escalating disciplines so that the outcome is as perfect as possible. In other words, in the live workshop Rich has gone far beyond anything that could ever be taught in a one or two hour online conference call. He has actually created an almost fail-safe, step-by-step system that could lead anyone into creating marketing and advertising that meets all the MYM standards of excellence.
"Today I find myself taking the tools that I had obtained during my five-day live workshop and practicing, drilling and rehearsing myself into a far superior marketer than I ever dreamed of becoming. From gathering information about my competition to "really" seeing through John Smith's eyes, this training has greatly elevated my marketing skills and changed the way I do business forever."
"I Generated $9,400 In Sales Less By 10:00 The Next Morning After The Seminar, and $32,700 Within A Week"
"I Increased My Response Rate To 82% Using A Strategy I Got From The Seminar..."
Name: Gale Cokley, Regional Manager
Industry: Video Production and Duplication Company
"I got an idea from the seminar that seemed very appropriate for what we were doing. Rich said that video was a good medium for promoting a company, but even with video, you still have to make the prospect want to listen. In other words, they're not going to pay attention to you just because it's a video. And he's right--we've been sending videos for a long time with mixed results.
"Here's what we did: Instead of just sending the video, we also enclosed two coupons in the box. One was a $15 gift card for Boston Market, and the other was a $10 gift card for Blockbuster Video. Then we enclosed a very short note, that I copied word-for-word out of from Rich's mouth. Basically it said 'Go get dinner and some movies, and in-between movies or after the kids go to bed, do me a favor and pop this short video about our company in.'
"We tested a small sample before rolling this idea out--On our initial mailing, we got a 82% response rate to a targeted (but still cold) mailing. In other words, we made 82% of a cold list want to listen. Out of those we closed almost 30%, and our average sale is nearly $10,000. It's just like Rich says... if you can bridge the GAP and make them want to listen, you'll be far ahead of the pack."
"$14,000 In Sales Before I Ever Showed Up... From Ideas I Got From The Website Alone..."
Name: Jason Simpson, V.P. Sales & Marketing
Industry: Regional Janitorial Franchising Company
"After I signed up for the seminar, I decided to go to your website to check it out a little more. The information was excellent. In one of the articles, they talked about setting up a sales system and giving sales people tools that they can use to increase their effectiveness. A simple enough idea, but we certainly hadn't been doing it.
"We had several sales people who were not producing very well. One guy in particular was on the verge of being fired because his monthly sales for the previous 6 months had only averaged $3,800... which isn't even enough to justify his existence. So if figured I would test this out on him. Hey, if it would work on my worst guy, then it would be easy to implement with the other 6 salesmen.
"I created a standardized offer that I gave to him and rehearsed with him for about 2 hours... and I also trained him on how to use the sales tools that I made up on the computer. (I actually copied the idea and the offer right off the preview tape). To make a long story short, I didn't have to fire the poor-performer after all. In the next two weeks before I attended the seminar, he closed over $14,000 in new business. Our profit margins run about 60%... so the profit from those sales amounted to about $8,500. That's before I ever showed up to the seminar!"
"I Went From Almost Giving Up To Closing Eleven Deals In Just 3 Days..."
Name: Edwin Freehoffer, Owner
Business: Restaurant Delivery Service
"When I first heard of MYM, my business was still in it's infancy. The concept was to offer delivery service for local restaurants in return for a 25 to 30% of the menu price. This idea has worked successfully in other areas, and I was trying to start it in Salt Lake City. The problem was that I couldn't get any of the more well-known restaurants or national franchises to come on board. I couldn't get them to see the benefits of my service. After 3 months of trying, and only signing up 4 restaurants, I was about to give up.
"Since I was having marketing and sales problems, I immediately responded to the mailer I got for the MYM Seminar. There was no way I could afford the $295 (my credit cards were already maxed out), so I called them and practically begged for any advice they could give me to salvage my business. You can probably guess that I'm writing this letter because their free advice worked!
"I talked to Rich on the phone and told him what my sales approach had been, and he bluntly said that it stunk and I needed to change it. He explained to me that I needed to build a case for my services like an attorney would prepare a case for court. He helped me break down my numbers and told me how to create "evidence" that would quickly and easily--and quantifiably--show the restaurants how I could help their business tremendously.
"Well, after 30 minutes on the phone, and 2 or 3 faxes back and forth, I had 3 pieces of evidence that I took out to use during my sales presentation. I went back to all of the restaurants that had already rejected me and showed them my stuff. In the first 3 days of using this method, I signed deals with 11 out of 15 restaurants I approached. Those accounts are easily worth $8,000 (at least) a year--each. I haven't signed any more deals up because I now have a new problem... staffing up to service all of my accounts."
"I Closed 2 Deals At A Profit Of $7,255 Four Days After I Came To The Seminar...
And I Actually Stole The Idea From A Strategy That Rich Gave To Another Company..."
Name: Robert Estes, President
Company: Residential Real Estate Company With 16 Agents
"We've been looking for new ways to get business for a long time now, and I got a great idea from Rich during the seminar. He was actually directing his strategy to a guy who was a VP for Century 21 who was also in the same seminar as me... but I took the idea and it has worked extremely well.
"I won't go into great detail about how the strategy works, but it has to do with becoming a source of information for people who prefer to sell their houses "by owner" instead of with a broker. Rich said he thought that a guy would sell his home "by owner" simply because he couldn't see any benefits of using a broker (and paying the fee)... but that was only because brokers don't do a very good job of quantifying the benefits.
"So what we did was put together a list of 26 different things that the homeowner needed be aware of--paperwork that had to be done, documents that had to be signed, liability that he incurred by selling the home himself--and we gave it all to him for free. It was easy to put together, because it's the same 26 things we use/do when we sell a home.
"The strategy worked perfectly. We sent our brokers out with this information to talk to "by owner" sellers... and the most amazing thing happened. About 30% of them got so overwhelmed with the entire process that they handed their homes over to us for listing. In all, we listed 9 new homes the first week, and over 25 the first month. Two of the homes were put under contract the first week (and of course closed 30 days later). Our commissions on those 2 deals were $7,255, and this strategy has been a big part of our business ever since."
