Fireside Chat: Cracking the Code – Mastering B.A.N.K. for Success

I can't wait to hear Sherry Tree. I know you wanted to introduce her. You've been talking about her all morning. So what are you looking forward to here, Gerhard?

Well, I think that you have, when you look at Cherry Tree, you have a, a powerhouse of energy that is unstoppable because she is so determined. She goes like the proverbial saying from Zig Ziglar. She goes after Moby Dick with the tortoise sauce in the boat. And she is relentless in pursuing her dreams. And she has created a phenomenal business and transformed so many salespeople's lives with their book. I called it, she calls it Biology why People Buy. And it is a system that comes with four cards and you rank those cards in order of preference, you know.

And it's, it's the acronym bank Blueprint Action, Nurturing and Knowledge. And once you know the bias preferences the. Then you can communicate with the buyer more effectively. But this is just the startup what, what I found is that book is growing at with you. And the more you dig in, the more you're going to get out. Because you know, I, I grew up in Austria, I speak German, I speak French fluently, I speak English. So I can communicate in three languages. But Sherry communicates in four languages. And when you communicate in the language that the buyer prefers, you are going to make 200, 300, 500% more sales. And that is not fluff, that is documented. So I hope I introduced you properly, Sherry, but why don't you explain how you came up with the bank technology?

Yeah, sure. Hi, good morning, good afternoon everybody. I'm really excited to share this. You know, I started off as a, a broke, struggling salesperson, financial advisor, working in a full commission model. My first year I crushed it. I made $700. So, so, so I was terrible at sales. And I decided I wanted to study every sales methodology I could learn. I read the books, hired coaches, and over a five year period I'd gotten my income up to about $72,000. But I didn't feel anything close to successful. I wanted to make the preferbial six figure income. And no matter how hard I worked, I just couldn't seem to crack over that. And what I started to realize was that I was being programmed to fail by being told over and over and over again that sales was a numbers game. Right? Ask yourself if you've ever heard that before. And in order to get more yeses, I had to get more no's. For five years I bought into that, that myth until I woke up One day and I said, that's actually the dumbest thing I've ever heard, Gerhardt. Because the truth is in order to get more yeses, you actually have to get more yeses. So I began a deep dive journey on what is the secret and is there a science to getting a yes? And that, that led me down a path of discovery and it changed my entire life. I ended up realizing the big, big secret was that sales is not a numbers game, it's a people game. And the more I shifted my focus from studying sales to studying people, everything totally transformed. And I ended up building an experiment. And I'm happy to talk a little bit about it. But that little experiment that I call bank, that helped me connect better with people shot my income up from $72,000 to over a half a million dollars in one year. If you're watching this, I want you to just type 7x in the chat box. If you'd love to see your revenues, whether that's your personal ones or your, your companies or your department go up by a multiple of 7x, just type that into the chat box. That's what happened this one year using this as an experiment. And within three years my income was over $1 million a year using this bank system with my buyers. And it changed everything for me. So I'm very excited to share that with the group today.

Well, we have a number of people already typing in 7x from different countries and I think we are, we're off to a running start.

The.

The book really talks about.

Two perspectives. One is your own perspective, where you discover who you are and what is your preferred language. Tell us about yours. What is your profile?

Yeah, so my bank code, let me just kind of, I'll use this as like a little orientation here. Let me backtrack before I even explain what my bank code is. So the idea is that if sales is not a numbers game, it's a people game. I started studying people and that led me on the journey to realizing people and personality types of personality science, which is a science that dates back thousands of years to Hippocrates, the father of medicine. And what he basically figured out was that there's four different types of people and he could treat them with medicine differently based on what he called the theory of the four temperaments. Well, when you fast forward to our modern day world, there's been all of these different personality assessment models that have been created, right? Like Risk, mbti, the color code, so forth. Well, in the beginning when I would take these assessments, I Was fascinated with what I learned about myself. But my fascination turned into frustration when I realized that not one single one of those assessments ever made me more money. They never helped me close more sales. And I remember thinking, wait a minute. If it's been proven for thousands of years that there's four different types of people, I wonder if they make buying decisions differently. And I wonder if what makes one person say yes makes another person say no. And so I started to look in the market. Show me an assessment who can tell me not who I am because no customer ever cared. Show me who my buyer is and have it reveal to me why they buy. Right. So it didn't exist. So I built mine as an experiment. People ask me all the time, what's the difference between bank and disc and so forth. And I have a very simple explanation. You can take a disc assessment model D, I, S, C. You could take Bank, BA&K and you put them together. I would say that they are the exact same thing, only completely different. What makes it exactly the same is they're all based in personality science. But rather than building bank in psychology, I wanted to build bank in what I call biology, spelled bu yology, which was the science of buying behavior. In other words, knowing someone's bank code determined exactly what made them say yes versus no. So the bank system was built off of knowing how to predict someone's buying behavior and how to get that right in less than 90 seconds so that you could then communicate to them in a way that unlocked the yes and avoided the no. And this is where the bank system comes in. So that's the idea behind it. And then I'm happy to explain to you know what, what the bank acronym stands for and then how someone determines a bank code, if you'd like.

Sure, let's do it.

Let's do it. Okay, so the bank acronym is the four different types of buyers. The BN bank. I use the color blue. This is a very conservative, risk adverse change resistant type person. They're very formal to approach. They're what I would consider inside the box. And they have a certain criteria that they need to hear and, and have their needs met in order for them to say yes. Otherwise they're going to push the B brakes. The A, I turn it to red. This is your red hot firecracker, your mover shaker, millionaire maker. The action personality type definitely has its own set of criteria. And if they don't hear what they need in the sales process, they're not going to push the A accelerator for you. The N&Bank stands for nurturing. These are the people that are super warm, friendly, relationship building. They're the ones that say the money is not what motivates me, it's the miss, it's the mission or what difference are you out there making and whatnot. So they have a completely different criteria with how they make their buying decisions. They make them with their intuition. And the K and make stands for knowledge. And this is the person who, who needs a lot of the data, the science, the numbers, the analytics behind something. They make their buying decision with their brain and you've got to take them to a place of a no brainer. And by the way, you can't close a K. A K has to close themselves. So what I discovered in this process was that every buyer was not just one of these four constructs, they were a combination of all four, which is what determined their bank code. So if you think of a bank code like a PIN code, when you take out your debit card and go put it into the ATM machine, it wants you to enter a four digit PIN code in the exact sequence if you want the money to come out. Well, your customer is the exact same way, only they have a four digit bank code sequence. And if you can communicate to them in that sequence, in that sequence, excuse me, A yes will come out. So that was my little simple experiment of could I figure out how to crack the personality code of my buyer and then could I consequently take it to the bank by creating the ultimate win win outcome where they say yes to your product or service offering and you get the close of the deal, you get paid essentially. So that's the idea behind the bank system.

I just messaged the audience so they can get the book on Amazon. So explain your code because you and I are very similar. Your, your preference is on action, then nurturing and then knowledge and then the blueprint.

That's right. So my bank code is a N, K, B.

Right, right. So what if you sell to somebody who is.

More knowledge focused than nurturing? Then action and then blueprint.

Yeah. So it requires a complete shift of your communication style. And this is something. And I'm going to just see if I can share my screen. Yes, I'm going to show the audience something. I thought this was absolutely remarkable. I want you guys to look at this here right now. A study was done by the Challi Group and they said, hey, I wonder if personality types matter in the sales process. And they came back and published this. It was astonishing. Only 18% of buyers are Going to buy from a salesperson who does not match the buyer's personality type versus 82% success rate when personality types are aligned. So when you think about that, like, it's critically important to align personality styles. I'll stop sharing my screen and I'm going to use a quick little example. Gear heart with languages. Example.

Yeah, you wanna. You wanna shut off Brella or turn the sound off because. Yep, all right.

Sorry about that. Double feedback. I'm going to use an example with languages. So when I say bank can help increase your sales conversion by 300%, what I mean by that is if you imagine the four personality styles being so different, one from another, that it's the equivalent of they speak different languages. So, for example, if this person speaks English and you go talk to this person in English, you deliver a compelling sales pitch, chances are they're going to say yes to you. Right? That's your current baseline. But what about when you go talk to the other three personality styles? Chances are you're not going to get the yes engagement. Let's say that the second person speaks French instead of English. Right, Gerhart. So what bank does is it identifies this person speaks French, not English. Communicate to them in French. For example, bonjour tout le mon je ma perois on conjez petites en chante. And because you speak French, you know exactly what I said. And the audience might not speak French. They might say it sounded cool. They might be in the mood for a croissant right now. But it's going to be frustrating because they don't actually understand what I said. And neither does your buyer when you speak to them in the wrong code. Right. So when you can speak the right code, you can get a yes from not just one out of the four, but two out of the four. Let's say that the third personality style speaks Romanian. And you might say, well, shoot, you know, what do I do now? Well, you simply switch to Romanian. You say, buna ziva matume fos miso nada pentrabi sedeca mea amlokui. In Romania, penfa unajimati. And people are like, what? But the person who speaks Romanian is like, wow, you're speaking my code. And now they give you a yes. Three out of the four. You've increased your influence and your ability to convert by 200% when you speak to that fourth personality style. Let's say the kayan bank speaks Korean. And again, what bank will do is it's going to teach you the language of influence. Switch to Korean or in the case K knowledge, and you say.

And the Korean person is like, and now you have the ability to close 4 for 4. So instead of spending a lot more money in marketing and lead generation and doing all the things to create the numbers game, what if you could just pause for a moment, identify the bank code of your buyer, and then deliver based on the formula that we've scientifically validated, works and unlocks that. Yes, nearly every single time. That's the concept behind the bank system.

Well, and I put it to the test. I actually looked at the bank code of different people because there's a.

You have a tool on LinkedIn where you can analyze the bias language. And so I created messages that are customized to the bias code, and it works far more effectively. And I also put this in ChatGPT. I had an email drafted that I wrote without thinking about the code. And then I said, with your tool, develop that email and put it into four different emails. And each one reflects the bank code.

That's right.

I looked at four different emails and the ones that I liked most. The ones that are most like me.

Exactly. And that's the whole concept. You know the previous speaker who said, people buy from you when they know you, like you and trust you. What we figured out was that the match of the personality style is what creates the know, like and trust factor automatically. And so this became a scientifically validated formula. We've had research that had been done on the bank system showing that it can increase conversion by a factor of 300%. So the next step is once you have this awareness of the four different buying styles of your customer base, then what we needed to figure out was how do we crack their code? And the only way for us to do it was to simply figure out, you know, yeah, how do we do it? I started off with a simple little. And I shipped you a set of these bank cards. You have them. This is what I created originally. I would literally hand these to my customer. I'd give them a quick little script, ask them to sort them into their priority preference of most like them to least like them. Told them, this is going to help me serve them better and save us both some time. Then I would shut up and watch what would happen. And every single time, they'd take the cards, sort them into their preferred sequence, handed back, and voila, I had their bank code. And then I just simply followed the formulas that I was experimenting with to unlock the. Yes. And it worked. So since then, we built the technology to do this online. And we created a special gift for everybody that's attending the conference today that you can go and take this assessment for free. I'll put it here into the chat. Matter of fact, let me just do that right now.

Or maybe I already did it.

Or maybe I have to redo it. I don't know.

I'll go type it back in.

A couple of questions.

Yeah, yeah.

Joseph is asking, are always four types present in a person? Do you always have to address all four or can you focus on the top two?

Yeah, that's a great question. Normally what I do is I focus on the top two. So for example, when you're communicating to me, you're going to focus more on my action and nurturing side of me. But the third part of my bank code is what gets triggered and activated under stress. So you need to know that under stress I move more into a knowledge perspective which might seem maybe out of the ordinary. And then the fourth part of the code is typically the tripwire of what to avoid. Right. So this is more the angle of stay away from this side, focus more on this side. And that's exactly why we're going to do a master class for, for each of you if you'd like to learn more about this and see how our AI works. We ended up building the AI to predict someone's bank code. We built a really cool chrome extension for LinkedIn and so forth and a ChatGPT type AI that can actually write and create all your marketing copy, sales copy, email responses and whatnot to the bank code of the audience that you actually want to influence. We'll teach you exactly how to be able to use the system when you simply come to a masterclass with us once you crack your code. So I'll put that.

Tell us more about the masterclass. Do you, do you have a URL to share where people can sign up?

Yes. Let me. I'll just type that into the chat box as soon as we're done speaking and we'll invite each of you to do that.

How long is the masterclass?

The masterclass is two hours. So it's going to be an action packed two hours. I'm literally going to teach you the secret, the science and the system behind bank. And then I'm going to do a tech demo. I'll show you how the technology works, how the AI works so that you can radically transform your influence. This last year we won the award in Southern California for Innovator of the Year, which is a really big deal. Our Company's called Code Breaker Technologies. In my heart of hearts, I was just a broke, struggling salesperson who really wanted to get to that six figure income. Fantasized about what a seven figure income would look like. And once I broke through that, then I said, I'm going to dedicate the rest of my life to teaching this to other salespeople and sales organizations around the world that have products and services that you deeply believe in. You want your consumers to engage with you versus your competition. This is one of those competitive advantages that will allow you to radically transform your ability to influence them and convert them into your customer base.

So there's also a business opportunity that you're offering because you have trained over a thousand consultants or maybe more that are teaching the bank methodology and they are added to their consulting repertoire, which makes it a lot more attractive for a lot of people to get extra revenue. But also you're now offering this for the first time to, you know, you've, you've been in the direct selling industry for four or five years now and tens of thousands of salespeople are already using it. But now you are going to enterprise level organizations where you teach master classes and you offer free tests so people can go to your website, Code Breaker Technologies and get the free assessment and then it will grow on you. It is.

I think there's going to be an FDA warning label for this book because this book is going to be addictive.

That's so funny. Yeah. And the assessment, what's cool about it is it takes less than 90 seconds and only nanoseconds with our AI version which I'll show, but we put the link in the chat box. Go to crackmycode.com sellingpower. That's where you can do this totally for free. It'll take you less than 90 seconds. You'll see the digital version of these four cards and just simply sort them into your preferred sequence. There's no right or wrong. Once you click Submit, you're going to fill in your basic contact information. Our system will generate a bank code report all about you and some of the cool insights that maybe you didn't know and how to engaging with different types other than you, which is a powerful report. It's like a $99 value for free. And then on step two on that landing page, you'll be invited to register for the Masterclass I'm co hosting with Gear Hart on April 29th and we're going to do a special two hour segment for you to be able to come and experience It I'll do an open Q and A at the end to be able to support you with any of the questions that you have. And then if you are wanting a potential consultation, what would this look like for you in your company across your sales organization? It would be my pleasure to have that special one on one with you separately from the masterclass. And I'm also going to be giving away Gearhart a free copy digital copy of my book why they buy when you attend the masterclass. So this is a really exciting time to share this. I'm a salesperson at heart. I love salespeople. Selling is really your ability to influence and bank is based in the art and science of influence. And this is a very powerful tool, training program and technology that can hopefully give you the boost that you're looking for in your sales career.

So I want you to share your personal story because nothing that you have created.

You never got a free ride. You had your setbacks and then you had your comeback. So I want to hear about your setback and your comeback.

I mean this is, this is obviously a personal one. Gerhart knows me personally, but I'll share with you. After I built the bank system and started getting asked to speak and teach at businesses and conferences all over the world, I ended up resigning from my sales job. I was an independent contractor, 1099. But when I left and I had become the number one producer in the company for obvious reasons, I was using bank. I left from the company to go build my own business. They sued me and unfortunately I had to fight that lawsuit and escalate it to federal court. And I didn't want to be bullied and blah blah blah. I ended up winning the lawsuit. But in the process I ended up bankrupting because I could not build a business while I was going through that lawsuit. It was 2008, the markets were collapsing, my credit lines were cut off. I had made millions of dollars. I walked away from all of it. It was a crazy time. And I ended up moving out of a two million dollar home I was living in in Southern California. Moved into an industrial sized storage unit. 1600 square feet, had a little loft in the back with a set of wooden steps. And I thought, you know, I used to be a whitewater rafting guide back in my college days. I ended up moving into there. It had no running water. So I went to the camp store, got a five gallon bucket called the Luggable Loo, made that my toilet, got a gym membership so I could shower. And it was inside of that storage unit that I built, the first prototype of bank and turned it into a product. Prior to that, I used it as a philosophy, a methodology, but I never turned it into a product or a business model. And that's what I ended up building inside the storage unit. I started selling it at little training events that people were putting on. You know, I had a little booth, and every time I showed up, I'd sell out 100% of my inventory. And I thought, and this is pretty cool. And then I ended up getting picked up on the largest business stages in the world with Tony Robbins, Robert Kiyosaki, Sir Richard Branson, and traveled the world teaching this to audiences filled with entrepreneurs and salespeople. And that's how bank grew. We have clients in more than 100 different countries now. Like I said, we just got innovator of the year. We've done close to half a million assessments so far, you know, and we're picking up some steam. And that's why I want to now transition this into bringing this into the B2B space and allowing you to be some of the first early adopters of what would this look like at scale inside of your organization. So that's a little bit of my story. You know, we've had quite the comeback. We've generated tens of millions of dollars in revenue, and it's. It certainly felt good to have a comeback after that setback. And, you know, I. I never gave up on the dream.

As Dr. Willie Charlie said, you. You turned your setback. You realized that your setback was nothing but a setup for a comeback.

That's right.

Yeah.

And I. I had an advantage. It was the bank system. I knew that every time I had to get up at bat, I needed to hit that ball hard and far, you know, to score those points. And that's the. That's the advantage that bank gave me, you know, when you can just literally go. You know, I had one of our clients that used the bank system. She went 30 days in a row without a no. When you get that good at getting the yeses, I mean, it's like, incredible. The hockey stick growth that you can experience. It's something called sales velocity. I'll teach it in the masterclass. And that just puts the wind behind your back.

Sherry is an amazing leader with an inspiring story. I love working with her.

Everybody loves you. We are running out of time. I thought we just started, and I realized that we have five minutes overtime, but can you drop the link where people can sign up for the masterclass and Absolutely share that as well.

Yeah. I'll put the link here in the chat box for each of you. And again on step two.

On step two, once you crack your code, then you'll be invited. You'll be dropped right on our private masterclass landing page. It's normally a $499 masterclass. I'm waiving the fee so that you can register. And if you have sales team members, grab and copy the link. Crackmycode.com sellingpower. You can come visit us in our sponsor booth and talk to us, or schedule one on ones with us. Happy to meet with you and see if this is something that can help to catapult your organization forward here. It's an exciting time to be alive.