Series overview (lecture) by Larry Weidel presenting Sam Shepard's eight fundamentals of business success, distilled from 30 years of practice and credited with building a million-dollar business. The overview introduces the 4 A's (Attitude, Attendance, Accountability, Activity) as a mindset preface, then summarizes each fundamental: 1) prospecting in the right market for maintainable clients; 2) setting appointments; 3) mastering presentations; 4) overcoming objections and closing; 5) recruiting/duplication/distribution; 6) field training; 7) developing/promoting team members; and 8) resolving people problems and leadership/time-use tips. Tone is promotional, instructional, and practitioner-focused.
Welcome to a series overview on Sam Shepard's eight fundamentals of success. Really appreciate Sam doing this. He's been using these successfully refining them for 30 years. And this is what took him from his beginning. Like many of us, we start with a survival job, a starter job. Main thing is just get working and start moving up the ladder. Keeping your eyes open for something that you can make a step up. Well, he found a way to get into financial services, sales, management, office building. He built this little sequence to help standardize his training process and it's been amazingly successful. It took him well over a million dollar a year Inc. Many years ago. So you're getting the refined version here. He starts off think about Sam was unlike a lot of us. Me for example, I didn't come from a lot of college educated professional aunts and uncles and network of surgeons and doctors and wealthy entrepreneurs. But Sam did. Yet that didn't help him. When you grow up, it doesn't matter if your relatives are successful. You got to go out and make your own success. Success. Sam got out and he found himself decent job, wonderful job, baggage handler, the Atlanta airport for Delta Airlines, making decent money. But this is clearly not what he wanted to do with the rest of his life. He felt like he was underemployed and so he found a vehicle that allow him to move up and found a company. You got to find the right company, the right opportunity, right industry, one you're excited about and fit that fits you. And then you got to do something once you get there. Well, here's what he did. The first introductory video that'll kind of sets the Stage is the 4A's of success. Before you start learning specifics, you've got to get your mind right. And so the four A's are attitude, attendance, accountability and activity. Those are the four A's that make his fundamentals come alive. Now in fundamental number one, you'll see that we've got them all lined up here on the page. Fundamental one, he gets into prospecting. That's where it all begins. Taking your message to the map masses. But not only prospecting, prospecting in the right market and prospecting for the kind of prospects that once they become clients, you can maintain them as clients, you can build stability. Fundamental 2 covers the second fundamental of setting appointments. Once you get your names, your prospect list together, then you've got to be able to pin them down, get in front of them and a lot of people stall at this point. They over complicate it and make it a bigger deal. Than it needs to be. And so as a result, they never get past it. Then fundamentals three and four done together. And this is once you have your appointment set, mastering your presentations, and then overcoming objections and closing the sale. As you can imagine, Sam has really simplified this process. People that are sloppy, people that don't know what they're doing, create a lot of rough edges in the process of taking someone from a prospect to a client. Sam does it so smoothly, you almost don't even run into many objections. So on that one, those three and four, he talks about how he does that. Now on the fifth fundamental gets into recruiting. He talks about how distribution is the key to the big picture. Once you get successful, once you learn how to do it, you're going to want to expand, duplicate yourself. And to do that, you got to have someone to work with. That's where recruiting comes in then. And again, this is complete system. Fundamentals six and seven is also gets back into how Sam or Mr. Smooth, everything that Sam does is low key and smooth makes it very comfortable. And you'll pick that up from listening to him talk. And who amongst us does not have some rough edges that we could knock off? And the guy to learn how to do that from is Sam. But he talks about in six and seven, his field training and then pushing up people, helping people blossom, helping them reach their potential, get promoted, break records, move up, do things they did not know they were capable of doing. How do you do that? Sam talks about that, that particular one in fundamental number seven. So six and seven are the same video. And then on eight, he wraps it up by talking about how to solve. Once you get a bunch of people working together, high activity, they might bump heads, you might things come up and you want to be able to solve your people problems quickly to keep them and your organization productive. Sam shows how he solves that problem, how he solves people problems. And there's a little technique makes all the difference in the world. So he talks about the number one thing to remember. He talks about using your time, treating people, great stuff to wrap up his fundamentals. And so I'm excited to expose these things to you. It's very hard to get Sam to talk about this stuff in detail because as he says, I've been talking about it for so many years. He said, I'm almost embarrassed to bring it up again and not to have something more exciting to talk about. But for many people who don't have a system that's working for them as well as this is working for Sam. And as we're doing this, I can promise you he's still at the top of the charts. He hadn't gone anywhere except up. Most people don't have a system that's working this well for them. This is your chance to get one of those for yourself. So that's a full overview of our series, Fundamentals Success with Sam Shepard. And again, thanks, Sam, for doing this for us. Let us know if this helps you by your comments. And if you have any questions or things like that, feel free to comment. Talk to you later, Sam.
