Ep13 The Million Dollar Black Book: A Simple Sales Secret That's Making Fortunes

00;00;00;04 - 00;00;18;20
Joe Blackburn
You're out and about and you are hearing names, Intel, things you need to know to help build a relationships with the people that you want to work with. However, if I'm at an event for like 2 or 3 hours or it's throughout the week and I don't record that somewhere, I lose it.

00;00;18;22 - 00;00;43;01
Jason Croft
Welcome to Sales Assassins, the podcast that unveils the lost art of word of mouth marketing for professionals just like you. We cover everything from building relationships and nurturing connections to overcoming the challenges of modern marketing. You'll learn how to stand out in a crowded market, charge confidently for your services, and create an army of people recommending you without hesitation.

00;00;43;03 - 00;00;51;00
Jason Croft
Now let's dive in and make you deadly effective at sales.

00;00;51;02 - 00;00;57;13
Jason Croft
Welcome back to Sales assassins, Joe. It's time to give people some wisdom.

00;00;59;09 - 00;01;02;01
Joe Blackburn
All right, let's get you ready. I'm always ready, man.

00;01;02;03 - 00;01;30;18
Jason Croft
So I love this. This concept that you've got. I mean, it's it's so simple and yet not done. Which goes right along with pillars. Right? You're you're building your referral network. You're building the people who like you and work with you, and you're out there in the community. Today we're going to dig into what is that that it's it's like you put socks on.

00;01;30;18 - 00;01;46;17
Jason Croft
You should also have this with you. This the black book with you, like, like, why would you go out of the house without this thing? Explain to people what you've got with this black book and how you're using it and and maybe some alternatives. But there's a reason it's it's this black book.

00;01;46;21 - 00;02;04;05
Joe Blackburn
Sure. Well, it's your everyday carry. So I know you see that online now you're EDC. So I, I gave these out when we went to Scottsdale. So this is a little black notebook as you can see. And where that came from. And I used to I had one it was a little like Leeds, I think it was called.

00;02;04;05 - 00;02;31;07
Joe Blackburn
I was like a little moleskin brown leather notebook. And what happens is, especially when you're doing the five, three ones and pillar and pillars and you're, you know, you're at social events, chamber events, intimate events. I don't care what it is. You're out and about and you are, you know, hearing names, Intel, things you need to know to help build a relationships with the people that you want to work with.

00;02;31;09 - 00;02;53;27
Joe Blackburn
However, you're in an environment where it's not like you're at your office and you're typing in, you know, the day data, you're you're actually out executing what we talk about, meeting with the people you like. So one thing I did and it worked very well, and it goes back to, you know, I'm not going to sit in and try to think about what I'm saying or what I'm going to say next.

00;02;53;27 - 00;03;16;02
Joe Blackburn
I'm really trying to listen when I'm talking to someone, so I'm being engaging and being authentic. However, if I'm at an event for like 2 or 3 hours or it's throughout the week and I don't record that somewhere, I lose it. And I saw I literally just saw this in real time in a coaching, call yesterday where one of our clients, probably one of my faves, is actually coming here to Orange Beach tonight.

00;03;16;02 - 00;03;36;07
Joe Blackburn
We're going to go eat oysters at coastal, so you know who you are when you watch this. So he went to a, wedding of his probably top client and prospect. I sold a business and has a large amount of money coming in, and there was another person there that he got introduced to that he wanted to do some follow up and some Intel on.

00;03;36;07 - 00;04;15;04
Joe Blackburn
When I say Intel, like we call it, giving Google, Instagram, LinkedIn, Facebook, that's a gift. And he forgot the name. Now, it took a while and he found it. But what happens is you're I mean, you can't be so dialed into your sourcing and all that that you like are not paying attention. What's going on around you? So the way that you use this book, and I used to do it pretty cleverly is you have it in your jacket pocket or in your pocket book, or in your back pocket or somewhere on you, so that if you can excuse yourself, maybe, you know, you don't want to be totally weird, but in the restroom somewhere

00;04;15;04 - 00;04;31;04
Joe Blackburn
outside the event, you write down, I talked to this person and you write notes down. Now, in today's world, you can do it in your phone like you could. I can't type that fast and I won't remember it, and I can. And again, going back to the Neuralink, I could write it and I would have and this is kind of funny.

00;04;31;04 - 00;04;45;15
Joe Blackburn
Like I would come home and I would have crumpet because sometimes we would drink wine and stuff. But these events I would have, you know, crumpled up note little lead notepads that I'd torn off in my pockets, and I'd have to take them out, piece in together. But I could then look at, all right, who did I talk to?

00;04;45;16 - 00;05;03;00
Joe Blackburn
What names I source, who do I want to get introduced to? What Intel do you know? I had all that data and I'd written it, so it's kind of fresh in my mind. But if you don't do that, you're hearing on average, when you're out and about doing these things, when you're actually not working, that you're going to accumulate a lot of that and it's going to get lost.

00;05;03;02 - 00;05;21;25
Joe Blackburn
And I actually gave this as a gift because to our inner circle, because I knew a lot of them were doing this. And the names are going like this. And the Intel, you know, what they were learning from people. So it's just a, you know, it's a unique way to record all that data. And then here's here's the key follow up on it.

00;05;21;28 - 00;05;37;26
Joe Blackburn
Because if I met you, Jason, at an event and I don't follow up within 48 hours on, let's grab a cup of coffee or you mention this person, I'd really like to go to lunch or whatever. You know, how we pitch sap at two days? You're going to forget you can talk to me. You have a life outside.

00;05;37;26 - 00;06;02;17
Joe Blackburn
I know it's hard to believe, but other people have other things going on. Then what's going on in your world? So they're out living their life. And if you wait or you forget or you don't get the data, they're going to move on and it's going to lose its impact. So this is a really simple way. And you could do it at the end of the evening or at the end of the day, or after breakfast or whatever it is, to just take a minute and I call it brain, just brain dump everything.

00;06;02;19 - 00;06;21;13
Joe Blackburn
And then when you know, when you reach the end of your day, when you're planning for the next day or whatever, you can implement that into your pillars work and you can put it into your, you know, we have a document that you can take all that information and parcel it out. So it's a quick it's one of those little things that people neglect.

00;06;21;13 - 00;06;38;03
Joe Blackburn
But if you carry it around in your head, you're in conversations, you're moving around. You may be having cocktails. I mean, like, odds are stacked against you that you're going to make good use of your time. This is a way to network. And remember, networking is one letter away from not working, not workers. Go and drink and forget and don't follow up.

00;06;38;03 - 00;06;57;13
Joe Blackburn
Networkers go with strategic intent and they carry this little million and we call it the million dollar book. In Scottsdale. And by the way, we have a, one of our newest members on the line. Shout out to Rich. He texted me the other day, he used it and he said, this is a $6 million book. So something as small as this and as simple of this could be, could mean a million.

00;06;57;13 - 00;07;11;00
Joe Blackburn
The difference in $1 million for you, because it's the way to capture what to do next and how to get to know someone better. And it is something that is often overlooked, neglected and left out.

00;07;11;03 - 00;07;39;06
Jason Croft
Yeah. You know, I want to clarify for folks too. This isn't just, oh, I met so-and-so. Here is their contact information. No, this isn't like that. This is someone they mentioned. This is this can be ideas that just having that conversation with somebody, that's a whole industry. I can go and target. Let me write this down. And we all know it's true whether you want to sit here and believe it or not, we all know it's true.

00;07;39;09 - 00;08;03;20
Jason Croft
The next morning, two days later, it's gone. It doesn't matter how what kind of epiphany you had in that moment. And you'll remember that you had one just enough to go. What was that again? And yeah, so having this handy and again, I think there's, there is, there's just that power in connection and remembering when when you write it by hand.

00;08;03;24 - 00;08;13;24
Jason Croft
And I don't know when you're doing that too, it just feels like, oh, you're just taking notes. And so even if you're just off in a corner of the room, like, I don't know, there's.

00;08;13;26 - 00;08;21;28
Joe Blackburn
People are like, if you're in a circle, people don't like, pop your book out and start looking at them and writing them like, you're right, you're right. Nah, don't do that.

00;08;22;00 - 00;08;26;05
Jason Croft
But when you're like a therapist. Oh, yeah. Interesting.

00;08;26;05 - 00;08;39;18
Joe Blackburn
Yeah, right. When you have a moment, get it out of your head. That's, you know, the more stuff you carry around in your head, the less useful you are. Get it out of your head. We've got a lot of success stories around it just in the last couple of weeks, I swear by it. And it's kind of fun.

00;08;39;24 - 00;08;46;05
Joe Blackburn
You know, it's a little black book. So for those of you that are old enough to know what a little black book is, but none of you are wink wink.

00;08;46;05 - 00;08;47;09
Jason Croft
Yeah, yeah.

00;08;47;12 - 00;09;07;22
Joe Blackburn
But it we call it the Million Dollar Book. It's something to add to your arsenal. You'll be way more effective in when you're out doing your networking, and you'll look more professional because your follow up will be linked to all the Intel that you gathered. And that's what we call being authentic. Like you tell me the things that are important to you or who you know.

00;09;07;22 - 00;09;25;18
Joe Blackburn
And then I professionally follow up. That gives me a leg up to some loudmouthed drunk that they mad. That's like, hey, it's all you there, you know, like out of the blue. So it's how to elevate your game. It just takes a little bit of work. It's a little bit of awkwardness. So pick pick your spots. You know, pick your spots.

00;09;26;05 - 00;09;35;05
Joe Blackburn
But I will tell you, it will increase what you get from attending all these things and putting the time and effort into it. It just makes you more effective. Yeah.

00;09;35;05 - 00;09;53;16
Jason Croft
This is this is one of those things that just grab grab that book, have it. It's almost a safety net kind of thing. Even if you would remember all this stuff the next day or when you get home, like there's just an extra little if you take that time and write it down like it's just going to stick.

00;09;53;16 - 00;10;03;01
Jason Croft
It's going to process just how our brains work, right? Like it's going to, you know, sit in there and come up with new stuff for a, see, you know, even better.

00;10;03;03 - 00;10;21;26
Joe Blackburn
Well, your brain's meant to think not to remember. So it's to think critically and take action. And so this alleviates that of having to carry all that around in your head. So use it. Use live your life on paper. Use this for remembering. And then you can think clearly and take action. That's the point in all of it.

00;10;22;00 - 00;10;25;03
Joe Blackburn
I'm going to wrap there because that's all the.

00;10;25;05 - 00;10;29;15
Jason Croft
Better off it. See you all next up.

00;10;29;18 - 00;10;56;10
Jason Croft
In a sea of endless digital noise, your ability to connect and generate authentic word of mouth is your deadliest weapon. Whether you're just starting out or you're looking to break through to the next level, the principles we discuss here are your blueprint for success. It's all about being the most trusted and valued in your network to maximize what you've learned today, visit Join Sales assassins.com to see how you can become a true sales assassin in your industry.

00;10;56;13 - 00;11;25;11
Jason Croft
Until next time, keep sharpening your skills, expanding your network and remember, in the world of sales, the true assassins strike silently but effectively by doing what nobody sees coming, building genuine connections and powerful relationships. Stay deadly. Stay authentic there. We'll see you on the next episode of Sales Assassins.

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