What Makes a Sales Superstar?

What Makes a Sales Superstar?

Hiring sales superstars are essential for building the Ultimate Sales Machine© to accelerate growth, but what exactly makes a superstar so unique? While knowledge and training are important, sales superstars are a rare breed because it comes down to personality which can’t be changed.

Let’s see why personality profiling is crucial for the hiring process and what traits make a superstar so it’ll be easier for you to find a top-producing salesperson for your business.

The Importance of Personality Profile

Without personality profiling, it’ll be an uphill battle finding sales superstars. Personality profiling (aka ‘behavioral assessment’) is a method of understanding a person’s psyche. By understanding the personality characteristics that are most effective for a sales position, you’ll be better able to identify candidates that possess those characteristics.

Not only can hiring a sales superstar accelerate growth, it can save you money too. According to Business.com, “The U.S. Department of Labor claims a bad hire can cost your business 30% of your employee’s first-year earnings; other HR agencies estimate the cost to be higher, ranging from $240,000 to $850,000 per employee.”

Personality Characteristics

Over the years, many companies have developed and refined the DISC personality profile to test potential hires. The DISC personality profile is based on studies done by Harvard psychologist William Moulton Marson in 1928, and it tests candidates by using word association to measure the intensity of personality characteristics.


‘DISC’ stands for four aspects of the personality:

  • Dominance: Strength of ego (i.e. aggressiveness)
  • Influence: Social interactions and communication
  • Steadiness: Patience, persistence, and thoughtfulness
  • Compliance: Relation to structure and organization

While there are a variety of personality profiling tests out there, this is the model that we’ll be using to identify sales superstars.

Essential Traits of Sales Superstars

A superstar won’t just have a high level of one trait; it’s a combination of different intensities of each trait. However, there are two traits in particular that all sales superstars have in common.

High Dominance

The dominance personality trait has to do with strength of ego. It’s a measure of personal power, desire to control situations, and assertion in every interaction.

Candidates that are high-dominance are a good thing because it means they’ll have the drive and ambition to close as many sales as possible. Additionally, having a strong ego allows a salesperson to not take repeated or harsh rejections personally.

High Influence

The influence personality trait measures sociability. It describes how test candidates interact in social situations as well as how well and how much they communicate.

Salespeople that are high-influence will be naturally empathetic and gregarious. They’re able to put themselves in other people’s shoes and understand their viewpoints. Additionally, they’re energetic, fast workers who perform well on teams.

Accelerate Growth By Hiring Superstars

We have put together 16 minutes of training on how to hire Sales Superstars to supercharge your business. These are things you can start using right now! Things like the purpose of the prescreen and how to get it down to as little as 5-10 minutes and how to come out ahead in negations.

Check it out here! 

Startup Lands a $65 Million Dollar Contract in 5 Weeks

Startup Lands a $65 Million Dollar Contract in 5 Weeks

Meet Martijn Atell, former electrical engineer and computer scientist turned CEO of VoteBash. Martijn learned our Best Buyer strategy and with some coaching closed a $65 million dollar contract within 5 weeks! Yes, you read that right. $65 million dollars in 5 short weeks. Martijn won the Red Herring award in 2017 and his company, VoteBash, has joined Entrepreneur 360. This is a list of the fastest growing and most innovative companies in the U.S.

Being inspired when coming to the U.S. after the 2008 election, Martijn found a way to connect Fortune 500 companies directly to the consumers, without the need to spend hundreds of thousands or million on a focus group of 8-10 people. In this interview, you’ll learn:

-The key exercise Martijn did that was key in winning him the $65 million dollar contract.
-How surviving the Amazon jungle lead to business success
-The driving philosophy that lead to the $65 million dollar contract

And much more…

Download the Podcast on Entrepreneur Weekly!

Hear the interview on Entrepreneur Website here: https://www.entrepreneur.com/listen/entrepreneur-weekly/316881



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[00:00:00] Amanda: Thank you so much Alan. We have today, I’m so thrilled to have Martijn Atell who is the founder and CEO of VoteBash. Now the reason why every entrepreneur is sitting at the edge of their seat right now is because everybody wants to know, how do you go from zero to 65 million in five weeks? That’s pretty pretty phenomenal. Everybody that I’ve talked to has been quite thrilled that the first question is, “What do they do?” So Martijn can you tell us a little bit, what is VoteBash?

[00:00:33] Martijn: Sure. VoteBash is a new space of engagement where people vote their opinion and we help brands and organizations get a real time feedback for their decision making processes. It could be they need to do new marketing campaign or they want to find out what the next best product is, you can do that on VoteBash. And when people vote on VoteBash, they get rewarded for their opinions with a deal or a discount. Whenever that happens then, everyone wins because the voter, the consumer, gets a reward and the retailers, or the organizations, they will get the data and the background and they will be able to find out what is next and where the customers actually are and what matters to them. So from that perspective it’s really a great business model and we make money.

[00:01:22] Amanda: Yeah.

[00:01:23] Martijn: When the consumers really redeem those rewards and go to a point of sale and then we get a commission.

[00:01:29] Amanda: So my understanding from what you’ve told me is that typically Fortune 500 companies, obviously, do focus groups and they’ll spend a quarter of a million dollars, even a million dollars, to get 8 to 10 people in a room to just get feedback about what they’re doing with their marketing, what they’re doing with their product and that’s a very expensive commodity. So what you’ve been able to do is take that process, which takes so much time their even analyzing data that has been six months old, which today you can’t do. So to be able to give them real time data you now brought that process online so that you can send out an e-mail and say “Hey I’d like some feedback.” They can then give that feedback in exchange for a discount or a coupon and they can share it with their friends so it can become viral as opposed to just getting eight to 10 people’s feedback you get real time feedback. Is that correct?

[00:02:21] Martijn: Exactly. That’s really on point. And from that moment on we also thought about how can we further improve this process by bringing the marketing role and the research tool together. Now you actually have brand ambassadors and advocates promoting the brand with a button on VoteBash, showing it to their friends and family, what this brand is doing, what new campaigns are coming out. So that’s the exciting part of VoteBash.

[00:02:48] Amanda: Very interesting so. So your background… You weren’t in this at all. You were at BMW. How did that…tell me about that.

[00:02:57] Martijn: Yeah yeah. So after I studied electrical engineering.

[00:03:04] Amanda: Electrical engineering? Ok ok.

[00:03:05] Martijn: Electrical engineering and computer science. I got the opportunity to work for BMW and actually did my thesis over there and went into the role of doing process development with a group over there. So it was really interesting place to be in Germany and as I progressed through various roles over there in that organization, I was able to get an assignment overseas in the United States.

[00:03:35] Amanda: Oh ok.

[00:03:35] Martijn: And that was in the year 2008 where the elections were very very phenomenal. Where President Obama got elected and where I think the first time we saw in the United States a really grassroots movement that was organized through social media and other platforms, and I thought “Hey this is great. Why can you not do that for brands? Why can you not do that movement and that grassroots thinking, forward thinking, for brands and organizations?” I start playing with that in my mind. And then we moved forward and I got with this idea. It’s how VoteBash was born in the first place.

[00:04:18] Amanda: Wow so fascinating and I got to hand it to you. So you came from Holland, right? Just said “I’m going to figure out how to grow this new thing that had never been developed before.” Congratulations. It’s been… It’s only the tip of the iceberg which, you know, when I heard the numbers, when I heard about you I thought “Wow. Could it get any bigger than that?” And now that I’ve talked you have realized it can grow so much more. So we have….So… In this next segment what we’re going to cover is how did you do it. Everybody wants to know, how do you land a 65 million dollar contract? So hold on. Here we come.

[00:04:58] Martijn: Good.

[00:04:58] Amanda: Alight. And we are back with Martijn Atell, CEO and founder of VoteBash. So what everybody everybody’s been wanting to know, all of the entrepreneurs listening out there, how exactly to land a 67 million dollar contract? Can you talk a little bit about where were you at before that happened.

[00:05:16] Martijn: Yes I think every entrepreneur comes in a specific moment where it’s hard to figure out what you want to do with the business. So we just have the product market fit and we’re are trying to find customers and consumers. And that’s where I realized I need some help and I need some guidance. And that’s where I reached out to Chet Holmes Group – I reached out to Deberah Bringelson who did the deal with Virgin, with Richard Branson and with Arnold Schwarzenegger. And we were sitting together and said, “OK what is it what we could do to make VoteBash work?” And one of the things that were really epiphany for us as we found out that one of the things that I wanted to do I thought, I could not, was actually possible so I was actually blocking myself, if you will.

[00:06:13] Amanda: Wait woah woah… So it was in your head. It was something that you thought was not possible, which many people think listening to this would think “I can’t close a 65 million dollar deal, this year.”

[00:06:23] Martijn: Yes. I think if you are an entrepreneur congrats to you. You really have made a great decision. But a lot of entrepreneurs, like myself, in the beginning they think they’re not worth it. And that’s part of society. Society tells you that you’re not allowed to get success and even if you do, then there are always people in the background telling you that you are not great. And I have experienced it many times. So actually, that built up in my head and I was able to block myself and through certain topics and exercises, I was actually able to unblock myself and I was able to focus on what matters most to get this deal.

[00:07:01] Amanda: Well I find this really interesting. What Deberah told me, and you told me as well, is that you actually spent the time every morning to do a meditation.

[00:07:09] Martijn: Yes. Yes, I did that together with my wife and we did the five secrets. So we try to align our feelings, our core beliefs. We try to align all the creativity and everything that comes together at one point and then that’s where I always start my day. So I’m always happy.

[00:07:29] Amanda: So you’re telling me that in setting an intention and being clear on your core values can actually assist you to attract success.

[00:07:38] Martijn: Yes, because you still have to do the work. But a lot of things that really bring the extra mile is in things like how do you feel, how do you come over, how do you talk to people. A lot of people don’t understand that business is still human business. People don’t buy from companies; they buy from people. So you have to understand that the way you come across, the way you work with people, is something that you can influence and if you can set the motion, if you can set the mindset for that in the beginning of your day, then you could be twice as successful as you normally would.

[00:08:20] Amanda: Oh my gosh. So you’re telling me that while you were going to Chat Holmes Group coaching method you found that just having that positive frame, you started your day in a positive place, and getting that coaching to break through those barriers that you had in your own head, nothing was holding you back but what was in your own head, to then reach out to your network and in that five weeks… What do you think was the thing that really landed them? You said that it was people, but give me the very specific. What did you… Did you guys relate on something in life? What landed that deal?

[00:08:51] Martijn: Yeah I think the most important thing is really understanding your customer, trying to figure out who you are. But then at a core level you have to know where they want to be what their pains are. What they are struggling with. And one of the things that I want to point out here, what I learned in the group coaching, is that it was very specific what we had to write down about each of our core customer personas. What they’re basically struggling with, and the things that they are struggling with was not “Oh I need to become the number one in my company.” It was more or less like, “Oh can my children go to college? Can I pay for college? Can I do these kind of things?” And you’re trying to get to the soft spots and trying to understand what the human being is at its core and then you can connect with them.

[00:09:46] Amanda: Wait so you’re saying that our prospects are real people.

[00:09:50] Martijn: Yes they are, always.

[00:09:51] Amanda: And they have struggles just like we have struggles.

[00:09:54] Martijn: Yes.

[00:09:54] Amanda: So if you can connect on that similar ground, it’s easier to win a deal.

[00:09:59] Martijn: It’s easier to win a deal. It’s easier to connect with people and it’s easier to retain customers.

[00:10:06] Amanda: Well beautiful I think that wraps up our second segment here and in the third segment we’re going to cover a little bit more about Martijn and what’s the future of VoteBash and what entrepreneurs can learn from closing 65 million dollars.

[00:10:20] Amanda: And we are back with Martijn Atell, founder and CEO of VoteBash. Martijn, so I find this so fascinating how you’ve been able to completely shift this paradigm of what it means for a business owner to see value in real time feedback. Can you give us a tactical example of how getting feedback from your clients can assist with generating more business or helping with marketing? Do you have any key examples of this?

[00:10:48] Martijn: Yes, we’re testing a couple of projects and we have one customer that was able to verify certain geographical areas. This person, this organization, had an assumption of a certain graphical area where they wanted to be in and found out that the picture of the demographics were completely different.

[00:11:12] Amanda: Wow. Like what. Like they were male instead of female or age graphic.

[00:11:18] Martijn: Actually what they were thinking and feeling, because people wanted to decide if they wanted to have a presence there, since wanted to build a store there. So they found out that it was really in a different area and they were able to make savings because of that and they were also able to adjust their marketing because of that. So these are just the things that you can do, it’s just scratching the surface, finding out what the customers really want.

[00:11:46] Amanda: Oh my gosh. I mean that’s got to be a million dollar saver more depending on what kind of a business that is. If you’re going to build a whole location somewhere, be nice to know the market data beforehand. That’s fascinating, that’s really fascinating. So what is the future of VoteBash? Where will we see you? What’s the plan? Did you plan, last year, that you would get to where you are now? Let’s start with that question because I’m curious, did you have that plan?

[00:12:10] Martijn: Well this is a small story. When I was 10 years old, my father wanted me to write down my future planning. Unfortunately, my father passed away last year. But I still remember that day where I had to write down what I needed to do and one of the things I’ve said, I would have my studies done. I would work in Germany for BMW.

[00:12:41] Amanda: Hey, at 10!

[00:12:41] Martijn: At 10 And I would go to the United States. And I told my father that, I told my mother that and I had to sign it. And every time when I wasn’t really aligning myself with my core vision, my parents pulled out the paper and said “Hey, you said you would do this and we want to see some commitment.”

[00:13:02] Amanda: Oh my gosh.

[00:13:02] Martijn: So there was some planning with it but it was more from the parents house. But yes, of course you do set certain milestones but you would never find out where you’re going to be or how you will end up. It’s more or less like sculpturing or like doing a painting. You have an idea of where you want to go, but in the end it will be nice but probably not what you have thought of in the first place.

[00:13:30] Amanda: And I just do have to give you those accolades. Last year you won the Red Herring award for 2017. You also.. What was it with Entrepreneur? What was that?

[00:13:40] Martijn: Yeah I was really stunned by that. I got selected for the Entrepreneur 360 list. One of the top companies that was innovative and entrepreneurial in the U.S. and I was very humbled by that.

[00:13:55] Amanda: That’s beautiful. Well I’m glad we got a bigger segment from that as well. So… Very interesting. So now let’s go to where is the future for you, knowing what you’ve been able to achieve last year, that’s pretty phenomenal.

[00:14:10] Martijn: I think what you will see is that we’re going to move to mobile a lot because we’re website and we are working on a mobile app. We’re going to present a family of mobile apps. And then what you will see is that we are going to emerge in different areas of commerce. Right now we have a very strong focus on retail. And you will also see us in some political realms as well.

[00:14:39] Amanda: Oh interesting. And for those of you that aren’t on mobile, I would highly recommend it considering that on average today consumers are on mobile five hours a day. Forty-two percent of that time is on social media. So if you’re not there, that’s where your consumers are. So congratulations for being there. Why don’t we wrap this up with the last final, what would you give it as advice to entrepreneurs out there hearing this… Hearing your story?

[00:15:05] Martijn: Yes. What you don’t know about me is that I survived in the Amazon jungle, as a ritual, as a ritual to become a man in my culture. So I did that when I was 18 years old. I’m not goanna go through the whole story but I’ll tell you three life lessons that I give everyone. Number one you focus because if you don’t focus you die in the jungle.

[00:15:27] Amanda: Like pigheaded discipline and determination.

[00:15:32] Martijn: Yes. And you have to pivot, always. Don’t be afraid to pivot and move away from your idea and never give up. And the core of that, you always has to have the discipline to do whatever you don’t want to do in your business because that’s how you become successful. And you always have to have the determination. That’s what I would give them.

[00:15:52] Amanda: Beautiful. Well it aligns very well with Chet Holmes International in our New York Times best seller “Ultimate Sales Machine”. You have to have- if you fail at businesses because you gave up- that one single token is pigheaded discipline and determination. So thank you so much Martijn. It’s been such a pleasure. I’ve learned so much and I think everybody can learn out there that sky is really the limit. If you just are clear in your core values. If you’re clear on where you want to go, then the opportunities are endless.

[00:16:20] Martijn: Clear your head and be the best authentic self you can be.

[00:16:23] Amanda: Thank you.

[00:16:24] Martijn: Thank you. Pleasure’s mine.

How to Manage Millennials w/ Jay Abraham

How to Manage Millennials w/ Jay Abraham

Jay Abraham is an old friend to Chet Holmes International. He’s known to the world as the ultimate business strategist with 10,000 personal clients serving in over 7,000 different industries. He is a plethora of wisdom on building empires. Forbes has voted him one of the top business coaches in the US and you’ll obviously see from this interview he understands business at a whole new level.

In this interview Entrepreneur Weekly host Alan Taylor and our very own CEO Amanda Holmes, interview Jay Abraham on how to adapt in a world full of millennials in the workforce. Jay lists numerous examples of exactly what you can do to make millennials, and really any generation, perform at peak levels.

Download the Podcast on Entrepreneur Weekly!



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Alan Taylor: [00:00:00] Hi everybody and welcome to the traffic and conversion conference 2018. I’m Alan Taylor here in San Diego with Amanda Holmes CEO of Chet Holmes International. My sidekick but today I think I’m her sidekick as she knows everybody here. It’s like everybody’s walking by going “Amanda, Amanda you have hair!” There’s a long story everybody if you look her up, Amanda Holmes you’ll understand she didn’t have hair for a while. By choice right. And Jay Abraham is here he is. He’s an icon. But you have your dad talks about him in his book The Ultimate sales machine. Over and over and over and I thought to myself and I get to meet this guy today. But first of all I want to you tell us about your relationship with Jay Abraham and how long you’ve known him.

Amanda Holmes: [00:00:48] Just for those that maybe want to know a little bit more in the backstory Jay has worked with over 10000 clients in 400 industries and 7200 sub industries.

Jay Abraham: [00:01:00] Actually yeah the industry count is a thousand actual ones are not being rude it’s just grown since then. We stopped counting on the sub industries. .

Alan Taylor: [00:01:14] Tell the world what you do. How would you describe yourself.

Jay Abraham: [00:01:18] I am a combination of business growth. I would say Master or expert but I’m also a masterful thinking partner who collaborates with entrepreneurs who want to dramatically grow a business predicated on high performance geometric thinking and also outrages preeminent contributions and value creation for their marketplace so it’s a duality.

Jay Abraham: [00:01:47] It’s knowing how to grow a business really explosively but only knowing how to do it if your business is rendering some kind of really significant premier value beyond and above the competition.

Alan Taylor: [00:02:02] You know hearing Chet Holmes talk about you in his book. He had he had a tremendous amount of respect for you. I mean for a guy like Chet Holmes to quote Jay Abraham.

Jay Abraham: [00:02:14] And I had respect for him.

Alan Taylor: [00:02:15] It was a mutual thing that.

Jay Abraham: [00:02:17] Yes.

Alan Taylor: [00:02:18] Maybe you could for a moment. What was it like working with him. I’m just curious because I never got to meet. I get to meet his wonderful daughter who I love so much. Yes but I mean I would love to have been able to meet Chet.

Jay Abraham: [00:02:28] I’ll tell you what he was a really unique and a very focused person who was dingavitivable in his work ethic. He was very creative. He was very disciplined. He had a formulation of 12 or 15 key drivers in his business growth philosophy and he integrated them very masterfully. And I don’t think I ever saw anyone who really prepared better for whatever he was going to do or whoever he was going to do it for and he understood a different spectrum of business growth that I did. Which is why we got along he brought.

Alan Taylor: [00:03:13] The ying and yang.

Jay Abraham: [00:03:14] He brought to a really good contrast but it worked really well together and he was willing to work is ass off for anybody he cared about is a very impressive man.

Alan Taylor: [00:03:26] Also I understand you were there at the birth of Entrepreneur magazine.

Jay Abraham: [00:03:31] I was indeed.

Alan Taylor: [00:03:32] Is that cool.

Jay Abraham: [00:03:34] Is was like the Wild West. It’s a wonderful experience and it’s a hilarious story. And it was really a fascinating era of evolution in the terms of the literally the entrepreneurial spirit of the world.

Alan Taylor: [00:03:57] It’s interesting that you and I I mean we’re kind of the old men of the sea of this business you might say. And now today we have Amanda Holmes 30 just 30.

Jay Abraham: [00:04:06] Yes.

Alan Taylor: [00:04:07] And I find that I am following her around to learn what the millennials are doing and what the young people are doing because it’s a new frontier for them.

Jay Abraham: [00:04:16] Yes.

Alan Taylor: [00:04:17] And we’re the old you know skull and crossbones out in the desert at this point. I mean not so much you and not so much on your present day. I mean these young people are killing it.

Jay Abraham: [00:04:29] I’ll play a little bit of wretched ideological havick with you. I think that there’s a really interesting counter perspective. I’ve had the great privilege of collaborating with about 20 very prominent iconic influencers to millennials and I think millennials are a thirst they have a unquenchable thirst for guidance for meaning for greater connectivity. In how to optimize the performance the success the fulfillment the impact of their lives and I’ve been very very blessed and very delighted to have had influence on a lot of them.

Jay Abraham: [00:05:14] So I think that the old and the young can come together as long as you’re not trying to be admonishing them or castigating them if you’re trying to share adaptive and translative experiences that they don’t have the context of understanding and you’re trying to put them in a form that can be related to them you can really you can propel them to an enormous level. I think too many of us old guys try to castrate, is what you said castrate?

Jay Abraham: [00:05:46] Castigate.

Alan Taylor: [00:05:48] OK Amanda go ahead.

Amanda Holmes: [00:05:54] I had an article in INC that went viral because it was talking about how to work with millennials because everybody’s trying to figure it out right. We’re just kind of a different breed as every generation is the way we operate in a different way. My mom was just telling me she’d never learned a computer class she’d never taken a class in computers which just blew my mind right. It’s just different generations but in my article it just said that we have same the same moral values and if we can connect and language aside realizing that we may use different language there’s still that core inherent thing that brings us together. Do you have any takeaways that we could take away from how to better interact so you said yes we can encourage them instead of bring them down.

Jay Abraham: [00:06:42] If you want to go through a really rapidity of of thoughts I’ll tell you what has resonated very universally with almost all of them. And I’ve done both organizations that were venture capitalists that were funding under 26 year old entrepreneurs that were technology people who were mostly engineers I’ve done a lot of the iconic people here’s what I’ve found. First of all I’ll give you context. There’s no human being I know old or young educated or not who doesn’t want to be greater.

[00:07:17] And what they do they just don’t know what greatness looks like both in how it feels how it changes your thought process how it manifests in your expression and how it is received by people. What I’ve done with millennials is try to explain to them number one that they can rule the world. If a they learn first of all to listen and second of all to hear. And third of all to acknowledge and fourth of all to be curious about how other people see life because no two people are having the same experience. Third if they’re committed to collaboration forth if they are allowing themselves to be more passionate purposeful and see possibilities in what they do. Number five if they are committed to growing and developing everyone around them then they really grow themselves. There’s a big article that I could send to you if you want about the emerging leadership crisis that is occurring because sadly many millennials not all. They come into the world and a lot of us baby boomers have been the progenitors of this problem. They are not necessarily good collaborators. They are not necessarily good listeners they are more lifestyle oriented than they are career meeting they want to be gone at 5. They need a lot of goods. I’m not going to tell you what I what I learned. They want to basically they have to keep their passion and purpose. They need to be nourished and nurtured differently. They want to learn but they have an inherit not resentment but an attitude no prejudice that some of the older people don’t have value and you have to be able to there is a word for it.

Jay Abraham: [00:09:17] You have to be able to talk down to their level not try to bring them to yours or you’re basically going to lose. But I’ve been very very effective in teaching them how to be preeminent how to be wanting to really be a meaningful leader in whatever they do. I’ve been very effective at getting them to see that they have the chance to make differences not just through their job but through what the business or their effort really achieves.

Alan Taylor: [00:09:50] We’re talking to one of the icons of the sales and marketing and traffic and conversion industry. I guess you might say Jay Abraham and Jay was at beginnings of entrepreneur was there and was involved. And so today we have him on our radio show. Thank you very much for hanging with us for just a little bit and you were thinking right in the middle of telling a story of.

Jay Abraham: [00:10:10] I know it’s profound. I know. I was right at the critical and you left me on the ledge. Cliffhanger.

Alan Taylor: [00:10:18] Do you remember where you were?

Jay Abraham: [00:10:22] So I was going to tell you that it’s not an ADD moment but two years ago I was asked to do something very profound in Japan and this is not tangential. They have a huge problem with millennials. Every year 35,000 millennials walk into the woods and commit suicide because they feel helpless hopeless purposeless. And we did a book to give them Passion Purpose possibility. I did a lot of reflection on that. I think the one thing you have to do with millennials is inspire them to want to grow past the rigidity of their current thinking.

Jay Abraham: [00:11:01] I’ve been blessed by traveling all over the world figuritively and literally all over in different countries. But I mean literally and figuratively and all kinds of industries. I’ve gotten to see how different ways people think how different ways Business is transacted. How different values. How different believe systems. And the more you can expand the paradigm the mindset the ideological what’s the word I would called the ideological. All I got to find the right word of a Millennial. The more powerful you make them I have a very dear friend who has a company in Washington that is very successful at its almost 90 percent millennials. He has a absolute full time specialist whose job it is to retain and to individually address what each millennial needs to make them purposeful to make them passionate to make them feel like they’re part of a crusade.

Alan Taylor: [00:12:10] To help them to the other side. You may say.

Jay Abraham: [00:12:14] To be part of a mission crusade a movement because no one has done that. But I find that millennials thrive. Nobody wants to be mediocre and nobody wants to be. If you realize it rigidity is unfulfilling expansion is intoxicated. The problem is very few people try to systematically and add gently and.

Alan Taylor: [00:12:42] Pig headedly. haha.

Jay Abraham: [00:12:45] Yeah. To Nurture a millennial to expand his or her paradigm to show them. For example you and I are talking and I believe because I’ve done a lot of this. No two people talking to each other have the very same definition of any word. Your definition is based on your experience.

Alan Taylor: [00:13:04] Your upbringing. Culture

Jay Abraham: [00:13:05] You’re operating that canvas that you’re painting on and with millennials it’s worse because they really aren’t trained to be great communicators. I have a millennial and one time he wanted a classic car I got him a 69 Pontiac Lamont’s convertible hot car but I never even thought to teach him to check the oil and he let the engine blow.

Alan Taylor: [00:13:33] Oh my gosh.

Jay Abraham: [00:13:33] He came from the era where he was waiting for the.

Amanda Holmes: [00:13:38] Update. Notification on your phone.

Jay Abraham: [00:13:44] The greatest gift that a more let’s say not wise but a more traveled adult can do to a millennial who you have to look at. Here is a sponge that has an infinite thirst but they also have an inherent distrust. Let’s say discomfort and.

Alan Taylor: [00:14:16] I think you’re right the trust is a big one.

Jay Abraham: [00:14:19] Well I’ve done a lot of work with people like Stephen Covey who’s the preeminent expert in the world on corporate trust building and trust is very different in its actual manifestation than it is in what we believe we think we’re trustworthy. But there’s so many dimensions of trust. And listening is first, acknowledging, conducting yourself authentically not that talking behind people’s back. I go along and long for.

Amanda Holmes: [00:14:48] Or posting on Twitter.

Jay Abraham: [00:14:52] Yeah. I’ll tell you another story it’s fun. The millennial maze is to first of all gain their trust. And they have to see that your intention is their best interests. It’s not to shove your ideology down their throat.

Jay Abraham: [00:15:13] It’s not to control them it’s to liberate them so they can be so much more. So their life can be so much more meaningful purposeful so they can derive so much more out of what’s going on not just economically but psychically emotionally and physically because nobody really does that for them and I’ve been very blessed. I’ve done it worldwide and it works.

Alan Taylor: [00:15:36] If we don’t pay it forward and help them to understand what we’re doing you know and I’m trying to learn from Amanda Holmes who’s 30 and I’m learning more from her any day of the week than she’s learned from me at this point because this industry this world has left me behind. If I don’t choose to keep up with it. So Amanda I’m going to throw it over to you.

Amanda Holmes: [00:15:56] I’m loving what you’re saying. And I think it’s so poignant because building that trust and you’ve given us really specific I asked you for and you gave it right back you know step number one step number two will have to create a meme on that. That was fantastic.

Jay Abraham: [00:16:15] I have an attitude about millennials it’s very it’s not just poignant it’s it’s heartfelt. I think they are. Well let’s take a look at it. They’re going to rule the world. They’re going to be the leaders. And they don’t know how to lead.

Jay Abraham: [00:16:31] So they need people to help them not not criticize them but expand their paradigm of what leadership looks like what it means to collaborate what it means to inspire to develop to unify to collaborate and how exciting that is as opposed to intimidating. They need to see what an organization unified on a mission can do in terms of any kind of goal or achievement they need to learn to listen. They need to learn to appreciate they need to learn to acknowledge others and not to patronize or manipulate because that’s the greatest growth we’ll get because you learn by all the different realities one of the things I teach is the first thing you have to do is try to examine explore evaluate understand how every millennial sees life because that’s their reality not yours but it’s theirs. Then you’ve got to try to visualize what their day what their reality is like. Because you can’t engage you can’t. You can’t like double clutch and get into their life unless you understand the gears that are driving them. Next you’ve got to be able to have them understand that you appreciate and you respect and you acknowledge that you may not agree but that’s the reality but only from mutual acknowledgement and trust. Can you bridge understanding and guidance and you’ve got to be able to have them see that you are not critical. You are trying to really expand and liberate and emancipate all this greatness now is a big problem. The millennials are not only going to be the leaders of the future but they’re going to be the wealth controllers because we baby boomers are going to die. Sad sad sad. They’re going to inherit our wealth sooner so they are going to be the governing force of our society.

Jay Abraham: [00:18:39] And if you look at a governing force that most impressive ones the most impactful ones had advisers they had masterful thinking partners you have to look at your role as a masterful thinking partner. I did this will be a conclusion for you. I did an experiment a couple of months ago with a large group of accountants. Excuse my voice. We brought in two experts one to teach them how to hire and motivate millennials the other to teach them how to sell to millennials. Two different dynamics. But without those pieces of the puzzle entrepreneurs CEOs managers are going to be at a huge disadvantage. I’ll leave it at that.

Alan Taylor: [00:19:26] So valuable conversations like this are perfect for Entrepreneur and the Entrepreneur Network. Jay Abraham really appreciate you taking the time because I know you were here speaking on stage. Where can people find you on social media and the rest.

Jay Abraham: [00:19:42] The best thing for me it be to share is we have a site that’s quite profound. It’s called Abraham.com/50shades and it’s got 800 hours and 10,000 pages and it doesn’t ask for an opt in, it doesn’t sell anything. We’ve evolved to the point we’re benefactors to the entrepreneur world as a lot of great clarity and a lot of young and middle size youth and young adults have found great solace great clarity. I would recommend that and it’s not to monetize it it just gives them guidance.

Alan Taylor: [00:20:19] Very good. JayAbraham.com

Amanda Holmes – Chetholmes.com. I’m Alan Taylor. We’re here at and traffic and conversion in San Diego. We’ll see you next time right here. Check back in.


Entrepreneur Weekly -Adapting to Modern Buying Trends

Entrepreneur Weekly -Adapting to Modern Buying Trends


“Retailers are really going to have to get smarter about how they use technology because we’re in a retail apocalypse right now,” says Amanda Holmes, CEO of Chet Holmes International. Many consumers are forming purchase decisions online based largely on peer reviews – this could spell death for salesmen who refuse to adapt to current buying trends. Amanda reveals her sales conversion strategy, and explains the concept of the ‘Buyer’s Pyramid’ which is detailed in her late father’s book, The Ultimate Sales Machine.

To hear the full interview listen here:

How has the retail apocalypse affected you? Please feel free to comment!

with love,
Amanda Holmes
CEO Chet Holmes International

P.S. If you like what you hear, you can always take advantage of our latest opportunity to have your very own Growth Session with a Chet Holmes Growth Coach. Learn how you can get 9x the results from your marketing and sales, click HERE!

11 Ads To Make You Stop And Laugh

11 Ads To Make You Stop And Laugh

Science has proven that when an individual laughs, it releases endorphins into the body causing a natural “feel-good” chemical to spread. To stand out amongst the daily noise of 40,000 commercial messages, 121 emails, and 300 million new facebook photos posted every single day, you truly have to be a bright spot in your prospect’s day.

Studies have shown that superstar salespeople spend 60% of their time focused on building rapport with a prospect, way more than the average sales person. What better way to gain their trust than to release a natural “feel-good” chemical and make them laugh! I happened to be searching LinkedIn last week and I came across a fantastic LinkedIn group called “Brilliant Ads.” I took the most hilarious ones just for you because…

  1. Seeing these massively successful campaigns will give you some good creative muse for your next marketing campaign.
  2. I’ve been using these pictures as a sales tool to send to my potential clients to break the ice, crack a good joke, and win some rapport through text message, facebook chat, and email. (I even put #8 in a proposal right before the pricing to soften them before the close).
  3. Because I find these hilarious and I want you to enjoy them as well

How can you do something like these ads in your next campaign…


The Funniest Insurance Ad Ever. Can you create a picture and caption like this for your company?


A picture is worth a thousand words. Can you capture the perfect picture that puts your buyer in urgency, pain, or laughter? This Diamond company did all three.


Can you use the holidays to post something seasonally funny? Welcome to the scariest day of the year…


Educate your buyer about why you’re better than your competition! Even something as simple as this, highly effective! (Notice how many likes this got on LinkedIn, almost double what all the other posts received).


Can you create something that’s innovative and grabs attention? How many employees do you have in the field? Did you ever consider using their cars as billboards? #guerillamarketing


Can you come up with a creative place to put your ads where people haven’t seen them before and find it clever?


McDonalds took thinking out of the box to a new level. What out of the box thinking can you create in your marketing mediums?


HILARIOUS. This is the one I’ve been using in my emails and proposals to potential clients… “P.S. I saw this ad a couple days ago on LinkedIn and found it amusing. I think it’s a great analogy of what our work will do together… All you need is [insert what you will give them] and it changes everything. ;)”


What clever merch can you place your company information on? I’ve been keeping this stick of chapstick for years because it tastes amazing and the provider that put their information on it has been on the top of my mind years later because of it. Where can you place your information where people will continue to see it for years to come?


Who is your target market? Can you speak in their language? Jacoby&Meyer knew millennials liked emoji’s and this campaign has been a huge hit for them.


Hah. Too funny. Be clever and remember laughter is a great way to gain rapport with clients. The difference between superstar salespeople and mediocre is their ability to build a lasting relationship.

If you’re looking to spice up your marketing material, or find more compelling ways to close more sales download our chapter that changes lives from our New York Times Best Seller The Ultimate Sales Machine. Or if you’d like to speak to someone about growing your company faster, better, smarter, sign up for a 22 minute strategy call with one of our growth specialists.


Love and light,

Amanda Holmes
CEO -Chet Holmes International




P.S. Have YOU ever put together a clever campaign? Tell me about it below in the comments box!