Transcript
0:05
I came from the school of thought,
0:08
education is certainly important,
0:10
but I can have every designation behind my name,
0:13
and if I have no one to share my story with, what does it really matter?
0:17
So, I’m constantly networking,
0:19
I’m constantly getting referrals,
0:21
I’m constantly trying to be uncomfortable.
0:23
You see, I think it’s our human nature to say,
0:26
“Well, I can’t go talk to that millionaire, or I can’t go in that place,
0:30
or I can’t talk to this business owner, because I don’t make that money,” right?
0:33
If I can’t afford $10,000 a month in premium,
0:36
how can I ask someone else to do it? If you try and say,
0:39
“Well, I don’t feel comfortable getting out there until I know everything,”
0:42
you will not succeed in the business.
0:44
Eszylfie is powerful, he’s so knowledgeable,
0:48
he’s got information to share and he’s not shy to,
0:52
you know, share with others so that’s what I really enjoy.
0:55
If everyone in this room, if I asked you to write down on a piece of paper,
0:58
what does the word ‘later’ mean to you?
1:00
Each one of you,
1:01
all 50 of you in this room would have a different answer.
1:04
Perception, right?
1:05
So rather than guessing, if I see you, and I say, geez, I’m not…
1:08
I don’t feel this, right, I think… is the client ready?
1:11
Simply ask, it seems so intuitive, but ask, right.
1:13
We’ve gone through this process, you see value in it,
1:16
you’re here, the second meeting, okay, but the timing’s not right.
1:19
Not a problem.
1:20
What is a better time for me to follow up with you? And they’ll tell you.
1:22
My name is Curtis James, I’m from Jacksonville, Florida,
1:25
and I recently spoke to Mr. Taylor and was just completely blown away by his energy,
1:31
his passion and his commitment to trying to educate and empower.
1:35
If you ask someone for a referral,
1:37
your natural instinct is to refer someone of a comparable socio-economic level.
1:42
So, if I make 50 grand a year,
1:43
the first person who’s going to pop in my head is going to be my buddy
1:45
who makes 50 grand a year.
1:46
So you have to be very poignant and ask specific questions,
1:49
who do you look up to for their financial accomplishments?
1:52
What’s your boss’s name?
1:53
Who owns this building you live in?
1:55
Who owns this company?
1:57
Right, because that’s the person that I want.
1:59
Full of passion, honesty and somebody I want to listen to.
2:06
Two phrases, remember this.
2:08
Phrase number one, to that point, oh I’ve got a guy.
2:11
I never want to undo any good work that you’ve done.
2:13
Very powerful. I’ll never undo any good work that you’ve done.
2:16
That eliminates that “I’ve got this other advisor”.
2:19
Number two, I simply want to give you the information to make educated decisions,
2:22
because the prospect that tells you, “No, I don’t want the information to make educated decisions,”
2:26
isn’t something you want anyway.
2:27
Those two things.
2:28
Hello, my name’s Eszylfie Taylor, creator of the Taylor Method.
2:31
I’m here at the African American Conference for the American College.
2:36
I just got done presenting on a panel of other advisors
2:39
to agents giving them some insights on the business, and growth,
2:43
to making it through from year one to two, three and beyond.
2:46
So, it was a great experience.
2:48
I think we got some great feedback
2:49
and I look forward to making a positive impact in the people that I spoke to today’s lives.
