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Bianco: I live in southern
California, as well as you do,
and you know southern California
is probably one of the best
places to live in the whole
planet. It’s just incredible the
lifestyle here. I’m two minutes
from the ocean.
Michael: Right.
Bianco: And I’m forty minutes
from the mountains. So I can go
skiing and surfing in the same
day if I want to.
Michael: Yes.
Michael: For anyone who doesn’t
know much about business and
doesn’t even know what a joint
venture is, let’s talk in
kindergarten terms. What is a
joint venture?
Bianco: People out there, stuck
in a nine-to-five job. They hate
it and it’s a rat race. The
money comes in and the money
goes out just as fast, and they
can never get ahead. Joint
venture marketing can allow you
to break that cycle - to step
away and leave all that behind
and to start really living your
dream. Basically here’s what a
joint venture is: it’s where you
get some leverage off of the
trust and the credibility of
either other people, or other
businesses. A great example of
this is everyone has seen, and
is right before their very eyes,
is Oprah Winfry.
Michael: Okay.
Bianco: She met up with Dr. Phil
before he was on Oprah Winfry.
He was nobody. He was struggling
doing counseling for people and
little businesses and he was
nobody. But, as soon as Oprah
brought him on the show, she
transferred her credibility and
trust on to him; because when
Oprah brings someone on her show
and says this guy is trustworthy
– “This guy is great, I use this
guy, I love this guy’s stuff.”
Her audience, which is comprised
of millions and millions and
millions of unsold households,
watch her religiously and want
to be like Oprah. So when Oprah
says “Dr. Phil is a guru. This
guy can help anybody solve
relationship problems. You need
to listen to this guy,” all of
her audience immediately said,
“Well if he’s good enough for
Oprah and she says he’s great,
and I trust her, then he must be
great.” Her ability and the
trust that she has built with
her audience was immediately
transferred to Dr. Phil - and
look what has happened with Dr.
Phil.
Michael: That is exactly right.
Bianco: Now he has his own show
and he is humongous. When Oprah
does that and she taps him and
says, “This guy is amazing and
here’s his book, by the way,”
what do people do? They run out,
by the tens of thousands, and
buy his book at the bookstore.
This guy has become wealthy
virtually overnight just because
of his joint venture with Oprah.
Guess what? Dr. Phil’s Show,
from what I understand is, an
Oprah Production.
Michael: That’s right, she
produces it.
Bianco: So guess who gets paid
on his show.
Michael: She does.
Bianco: She’s a smart business
woman. She brought him on,
realized that got credibility
from her, and his sales went
through the roof. She
immediately set up the deal with
him to produce his own TV Show -
which is humungous already
because Oprah’s audience,
millions of people, were
instantly leveraged to Dr.
Phil’s benefit.
Michael: I totally see. She lent
her credibility, with all her TV
viewing audience over ten years,
to Dr. Phil. Without that
credibility it wouldn’t have
worked would it?
Bianco: If Dr. Phil’s Show came
on the air without Oprah, or if
he was never on Oprah, nobody
would know who he was. Nobody
would trust him or care much
about him. But because, like you
said, Oprah has built this loyal
following because of what she
does. She’s spent hundreds of
thousands of dollars and
hundreds and thousands of
man-hours putting together
stories and information for her
audience’s benefit. She’s spent
years building that trust by
giving so much value from her
show that people just love her,
and just everything she says is
just like gold. When she taps
you on the shoulder and says,
“This guy is like gold too,” all
that trust gets transferred
immediately, without delay,
right to you.
Michael: That’s amazing. Now
that’s good for TV, let’s take
the same concept of joint
venture and lets say someone
wants to apply this in a
business type setting to
generate money. Can you make
money doing something similar to
that?
Bianco: Yes. Any business - and
that’s the best thing about
joint ventures - any business,
new or old, whether you have no
money or no customers, or you’re
just starting up, or your some
huge forty million dollar a year
corporation, anyone can use
joint venture marketing to get
amazing results. You can use it
to drive tons of sales. You can
use it to get tons of new
customers. Here’s how they would
do it: Let’s say for example you
started a new company and you’re
selling your book on CD-ROM, for
example. You mentioned that you
had a book you were creating.
Michael: So let’s say I’m
selling my CD Rom, my sixty-one
hours of audio information from
my
www.hardtofindseminars.com
. I’ve got it all
on a CD Rom.
Bianco: That is amazing. Anyone
who listens to this is going to
know it has amazing value. What
you would do is this: you would
think to yourself “Who has my
prospect before they need me?”
In other words, what is my
prospect doing, what are they
buying, what are they thinking
about before they would need my
CD, or before they would even
want my CD? Then I have to
figure out what companies
actually have those prospects.
For example, when people are at
that level, or at the time that
they want to get more
information about marketing,
where are they in their lives?
Are they just getting into
business? Are they in business?
Some of them are just getting
into business and they are
trying to learn everything they
can about marketing. Then you
would say “Who has those
prospects already?”
Michael: Right, and I’m going to
leverage off of this list
because I don’t have to mess
with doing lead generating
,advertising, spending money on
ads, spending money entering the
names into a database. That’s
already been done. I’m
leveraging off of all the
efforts of that other business,
right?
Bianco: Exactly. There are other
companies out there right now
who have already spent maybe the
last three or four years
cultivating their customer list
- and their customer list is
your prospect list.
Michael: Right.
Bianco: What you need to do is
find it. For example, anyone
else who sells, lets say,
computers, or anyone who sells
office supplies. If someone is
just getting into business, what
are they going to do? They’re
going to run out and buy offices
supplies. They need a desk, a
computer, a multitude of things.
Well, you can tap in to those
resources. Here’s a good
example: People get an Internet
connection. Most people who get
an Internet connection - they’re
not just out there looking for
cartoons and jokes of the day.
They are likely a new business.
Michael: Right.
Bianco: So you can use leverage
off of someone who sells
Internet connectivity and you
could offer to do a joint
venture with them - where you
will get their customer names
and you will e-mail a special
offer to get your free CD.
Michael: Right.
Bianco: They would want to do
that with you for a couple of
reasons. One is that they could
throw that free CD in as a bonus
for someone signing up for their
service. You don’t have to pay
them to be your joint venture
partner - you can get them to
give your CD away as a free
bonus to anyone who signs up for
their Internet access service.
Michael: That’s right, what does
it cost to make the CD? Fifty
cents?
Bianco: Exactly. Now you’re
tapping into a constant stream
of leads that don’t cost you
anything. What you could do,
what I would recommend, is you
would tell the company that is
going to offer the CD as a
bonus, that they need to pick up
the dollar fifty cost, or the
dollar cost, of producing the
disk.
Michael: Right.
Bianco: That way you have zero
marketing costs because you can
have them contact your disk
duplicating company directly to
order disks so you never even
have to talk to them.
Michael: Isn’t that a lot easier
than me screwing around building
an entire customer list?
Bianco: Yes, what most
businesses fall down on is lead
generation. Without having a
constant flow of leads to your
business, you’re out of
business. You can’t survive
without a continual stream of
leads coming into your business
and the only way most people
think about getting leads is to
advertise – paid advertising.
The problems with paid
advertising are that it’s very
expensive and it’s very risky.
People also make mistakes when
they do their advertising - and
then it costs them their whole
business. They spend too much
money, don’t bring back in
enough money, and then they’re
out of business.
Michael: Let me ask you this, I
mean tell me if you agree with
me – most businesses
automatically go into that frame
of mind: lead generating through
advertising. They don’t even
consider joint venturing do
they?
Bianco: That’s because maybe one
in a thousand businesses even
knows what joint venturing is.
They only know the traditional
stuff they learn in business
school. You see, joint venture
marketing is something you won’t
learn at Harvard Business
School. Y you won’t learn it at
Yale or any of the other Ivy
League Schools. They don’t teach
it.
Michael: Yes, you’re right.
Because when I think about it, I
had no idea what it was until I
started studying this Jay
Abraham stuff.
Bianco: Exactly. People who have
MBNAs in marketing don’t even
know this stuff.
Michael: And it’s such a simple
thing, it’s almost obvious. Why
wouldn’t you do it?
Bianco: Exactly. Here is another
reason why it’s the best way to
go to start.
Michael: Yes.
Bianco: I was playing golf with
a friend of mine one day and he
was talking about this guy who
was a world champion long driver
record holder.
Michael: Okay.
Bianco: He’s in the Guinness
Book of World Records. He has
the longest drive at tee level,
and I’ll tell you in a second
why that’s important, but he has
the longest drive recorded at
tee level… four hundred and
twenty-six yards or something
like that.
Michael: Okay.
Bianco: That is over four
football fields.
Michael: Was he doing it when
you guys were playing golf?
Bianco: When we were playing
golf he hit a four hundred yard
drive.
Michael: Then what?
Bianco: This guy has two
records, and we were talking
about his background and what he
does. He mentioned that he
developed a club that was called
the Peace Missile Driver, and
that the Peace Missile Driver
was made from real
decommissioned nuclear missile
metal. I thought, “Hey that’s
pretty interesting, I’d like to
see that club.” So the next time
we got together, he brought one
and we checked it out. We played
with it and I was pretty
impressed with the club. Then he
dropped the bombshell on me. He
said, “You know what, Bianco? We
actually had this thing tested
against the top clubs - the
biggest brand name.” I won’t
mention the name, but it’s one
of the biggest brand names out
there in golf.
Michael: Yes.
Bianco: “…And we tested it. We
paid a company that does the
testing. We put it on a machine
called Iron Byron. The Iron
Byron is a mechanical hitting
device that is calibrated so you
can set all of the adjustments
to the swing speed and angles
and so you can get exact
scientific measurements on every
performance. They tested it
against the top brand name clubs
and it equaled them in distance,
accuracy, and everything.” This
club was amazing. They raised
money, over three hundred
thousand dollars to start this
company to sell this club. Right
away what did they do? They had
all this money, too much money
to spend, and they went out and
starting running ads and doing
different campaigns and
marketing and blowing through
their money faster then they
even realized. They basically
realized they were not getting
results and they went out of
business.
Michael: Really?
Bianco: They had six thousand
clubs produced in inventory that
they had paid for in cash.
Michael: Here in America?
Bianco: Here in America - and
they went out of business.
Michael: Did he end up telling
you that he’s sitting on six
thousand clubs?
Bianco: They were sitting on six
thousand clubs and I saw an
opportunity there. I said, “You
know, with the right kind of
marketing - with joint venture
marketing - I could sell those
clubs and I could help make this
thing fly.” Basically we tried
to put a deal together right
there and it turned out that he
never finished paying the
manufacturer for the clubs.
Michael: Right.
Bianco: So he didn’t really own
them. Here’s what happened: I
got him to send a letter to the
manufacturer saying “Dispose of
the clubs however you want
because I can’t pay you for the
clubs.” Then, basically the
manufacturer got a hold of me
and said, “Hey, can you help me
unload these clubs because I’m a
manufacturer. I don’t know how
to sell clubs at retail and I
don’t know what to do to get rid
of these clubs. I have a huge
expense with these clubs and
they are taking up space and I
need to get rid of them.” So I
cut a deal with them. I took
over that whole thing, then I
set up a simple website, and
then I went out and set up joint
venture deals.
Michael: Give us the URL for
that website.
Bianco: The URL is
www.peacemissilegolf.com
and that is peace
like peace on earth missile m-i-s-s-i-l-e
golf dot com
www.peacemissilegolf.com
.
Michael: I’ve been there, it’s a
nice website. I’ve seen it.
Bianco: What I did is this: I
said “I want to sell this club,
it’s a great club, but I don’t
want to take a lot of risk and I
don’t want to spend a lot of
money out of pocket. I think I
can set up some joint venture
deals with this because you can
pretty much put joint venture
deals together for any kind of
business no matter what.” I went
out on the Internet and I found
about probably around two
thousand other golf websites and
I said “Okay, some of these are
going to be good joint venture
partners and some of them are
not going to be worth my time.”
I went and I did my research and
I found one that had about three
hundred thousand subscribers to
their golf newsletter and I said
“Okay here’s my joint venture
partner.”
Michael: All right.
Bianco: I spent the next three
weeks phoning them, sending them
letters, e-mails, FedExing them
letters, trying to get a meeting
set up with them where I could
explain the joint venture
marketing concept and why it
would be to their advantage -
and the money that could be
made. It basically took me
three, three and half weeks,
before I finally could get a
phone meeting with them. Then we
got on the phone and I explained
it all and the Vice-President,.
I was talking to him, and he
said, “This sounds awesome, I
love it, let me talk to the
owner. I think we can go with
it.” Sure enough, he called me
back the next day and said that
I was a go. We went ahead and
sent out the endorsement, an
e-mail endorsement. They wrote
some information up in the
endorsement about the club, a
little bit about the background,
and there was a link in the
e-mail to my website. Well they
sent it out to about fifty
thousand people on their list.
Michael: On an e-mail list.
Bianco: On an e-mail list. That
was our test campaign.
Michael: Was it buried in a
newsletter or an individual
mailing?
Bianco: It was an individual
mailing - a “solo mailing,” it’s
called.
Michael: Did you have them write
it?
Bianco: I sent them a club. I
gave them a little guidance, but
I basically said, “You go check
out the product. You check it
out. You write your own comments
and let me know what you think
about it.”
Michael: Okay.
Bianco: Then they sent it out
and within sixteen days, we
generated - just from that one
e-mail - within sixteen days,
when it was all said and done,
twenty-two thousand dollars plus
in orders for that club. Please
remember that didn’t cost me a
dime - I didn’t have any upfront
risks, no costs, nothing. I
didn’t even have to do the work,
I just sat back and they did all
the work.
Michael: That’s flipping great
Bianco. How much was the club
retailing for?
Bianco: The club retailed for
two - at that time we were
actually price testing it - so
we were selling it, we had two
different offers going and it
was going for two forty-nine and
it was also going for two
ninety-nine.
Michael: All right now let’s
talk. Give up the goods. What
kind of deal did you work out
with the manufacturer? What were
you paying for the club?
Bianco: Hang on, Michael. Here’s
the key: I managed to talk the
manufacturer into drop shipping
it.
Michael: Okay.
Bianco: Drop shipping it means
that I get the order, I send the
names to them, and they pack it
and ship it to my customer. I
never even touch the product.
Michael: Okay.
Bianco: I was paying a fraction
of what they were selling it
for. I don’t want to tell you
the exact number, but it was a
fraction of that and we both
know in direct marketing to make
a successful business you need
to make a two to three hundred
percent mark up.
Michael: All right, okay, you
don’t have to give the exact
number.
Bianco: There was a three
hundred percent markup on it.
Michael: You were making three
hundred percent markup?
Bianco: More than three hundred
percent.
Michael: Now all right what kind
of deal did you have to cut with
the guy who sent the e-mail out?
Bianco: I told him I would pay
him about twenty-five percent of
the sales price.
Michael: So you made yourself at
least a hundred and fifty bucks
a club, profit in your pocket.
Bianco: In my pocket.
Michael: All right, let’s talk
about setting these joint
ventures up. It’s a lot of
technical stuff that I always
have questions about. Let me ask
you this - you directed his
subscribers to your website,
they ordered through your
website, the money came into
your account, he probably had an
accounting of what was going on
and then did you cut him a check
every week? Month? How did that
work out?
Bianco: What you can do on the
Internet now is this tracking
software that you can use to
track all the sales so that
every time there is a sale your
partner, your joint venture
partner gets a little e-mail
saying “Here’s another sale” so
they can keep track themselves.
Michael: Give me the website
that does the tracking software.
Bianco: There are hundreds of
them. Some of them are good;
some of them have their
problems. One of the good ones
is called Ground Break.
Michael:
www.groundbreak.com
?
Bianco:
www.groundbreak.com
and they actually
sell; they sell the software
that you install on your own
website. So that one is a little
more technical, but you can use
a service like
www.ibill.com
.
Michael: And they can do that
for you?
Bianco: The sales will actually
go through their server and you
can specify how much comes to
you and how much comes to your
partner.
Michael: So specifically, that’s
kind of like software for
affiliates, right?
Bianco: Exactly.
Michael: Okay, so you can use it
for joint ventures too?
Bianco: Exactly. That’s exactly
what I use it for, because
affiliate programs are all good
and fine, but what you really
want is a “super affiliate.”
What is a super affiliate? It’s
a joint venture partner.
Michael: Absolutely. Now let me
ask you this, what does that
software cost, if someone wants
it.
Bianco: The Ground Break
software, I think is like two
hundred bucks a year for a
license.
Michael: Okay.
Bianco: With Ibill, I think
there is just some small set up
charge like fifty to one hundred
bucks.
Michael: All right.
Bianco: To get set up.
Michael: Now let me ask you
this, did you have to sign a
contract with the guy?
Bianco: There are no rules in
marketing and there are no rules
in JV, you set them up yourself.
Basically the outline structure
you want to use, is you want to
negotiate between five to fifty
percent of the gross sales price
and you want just a simple
letter form agreement. You don’t
want a contract. You don’t want
to have all this legalese in it.
You just want a simple letter
stating that you’re going to do
this, this, and this, and in
exchange for it, I’m going to
pay you this, this, and this.
Michael: All right let me ask
you this. Why gross sales not
net - and what’s the difference.
Bianco: That’s a great question
right there, because net profits
- you can manipulate what the
net profit is.
Michael: Right.
Bianco: And with gross sales you
can do one calculation and
there’s no fooling around.
Michael: Okay.
Bianco: What you want to do is
just set it up. If you’re going
to give fifty percent, you’re
not going to give fifty of gross
- because obviously that’s not
your profit.
Michael: Right.
Bianco: But you want to give
fifty percent of profits. You
would calculate what fifty
percent of profits would be and
then you would calculate what
that would be as a percentage of
gross.
Michael: So you would both get a
uniform agreement on what the
profit is per unit and then you
would structure a percentage of
that profit.
Bianco: Exactly. There’s a
simple template format and I’ll
tell people in a few minutes
where they can go to get
something like that from my
website. Basically, there’s a
little simple format you use to
create a letter agreement and
it’s not a contract, it’s not
scary - because if you send
someone a scary looking legal
contract, you’re never going to
get any deal.
Michael: Right.
Bianco: That’s the bottom line.
Michael: Right.
Bianco: You don’t want to get
into a deal with someone that
you don’t trust. If you don’t
trust them, if you don’t like
them, if you can’t do a letter
agreement and move forward
comfortable, then you shouldn’t
even deal with them.
Michael: Because no matter what,
if you have an iron clad
contract and someone wants to
screw you, they’re going to
screw you.
Bianco: Yes, exactly. I know
personally myself. I have had
fifteen page legal contracts and
it still ended up costing me
three hundred thousand dollars
and more in bad deals that have
gone south.
Michael: Right.
Bianco: And I’ve done deals
where I have a simple hand shake
and have made hundreds of
thousands off those deals.
Michael: And that is really
important. I would say that
anyone who does go and approach
joint ventures, its very
important, you just have to go
with your gut. You know, listen
to the pit of your stomach. If
you like the guy, if you trust
him. You have a good sense of
someone for the most part after
talking to them for a short
time.
Bianco: Exactly.
Michael: And you want to meet
them eyeball to eyeball and
you’ve just got to go with your
gut, you also have to understand
that not every joint venture
deal is going to work and if you
set up five of them and one
works well, that is all you
need.
Bianco: Exactly, one success in
direct marketing, we always say,
“one success makes up for seven
or eight failures.”
Michael: Right.
Bianco: And you have to
understand that nobody can
predict the success of anything
because there are a lot of
variables in marketing. Just
like there are a lot of
variables in life. Your goal is
to go out there and do the best
you can. Set up the deals the
best you can and not get bogged
down with the analysis
paralysis, where you’re
analyzing everything to the
point where you’re never doing
anything.
Michael: Right.
Bianco: The key to success is
action.
Michael: Right.
Bianco: Action is the key to
success.
Michael: You’ve got to put
everything in motion. Let me ask
you this. Let’s say I am dead
broke, I don’t have ten bucks in
my bank account… I don’t even
have a bank account. I’ve got
ten bucks in quarters in my
little piggy bank and if I
understand the power of joint
venture and I have a telephone,
and not even a computer, but
I’ve got a telephone. Is it
realistic that I can, with my
education from what you’re going
to teach, or your information
product, go out there and set up
a joint venture and make money
from it?
Bianco: You can actually. That
is a great question. You can
actually not only go out and
make money but you can change
your life and you can get
wealthy. One joint venture deal
can literally make you wealthy.
That’s how amazing it is.
Michael: Give me another
example. It could be your
experience or another
experience, kind of like the
Oprah thing, of people who have
been made wealthy through joint
ventures.
Bianco: I could spend all day
giving you all of the examples
of all the stuff. So let me give
you a couple good ones. One
example is a high end hotel.
There is this high end hotel
down the street here and the
people who go there are couples
and it’s a romantic getaway. It
has Jacuzzis and everything. It
has great views in the rooms.
Couples getaway there to
celebrate honeymoons and
anniversaries, weddings,
birthdays, whatever. This is not
some cheesy hotel - this is
expensive - three four hundred
dollars a night for a room.
Michael: Where? Is it in LA?
Bianco: It’s right here in
Newport Beach, California.
Michael: Okay.
Bianco: You know we’re both in
beautiful sunny southern
California.
Michael: Okay, it’s kind of
rainy today.
Bianco: Yes, unfortunately, but
you know we’ve got to live with
a couple of rainy days.
Michael: Right.
Bianco: For all the good ones.
The owner of this hotel - he has
about fifty rooms - but he does
good business and he makes great
money but he’s not leveraging
what he has. What he has is a
customer - a high ticket
purchasing customer, who has a
lot of other needs, desires, and
wants. So all you’ve got to do
is figure out what else his
customers, his patrons, would
they want? They’re spending
money to come and stay at this
romantic getaway, what else do
they want? Well I could tell you
what else they may want. The
husband or boyfriend, the
fiancé, or whoever he is, may
want to get his significant
other some nice jewelry.
Michael: Right.
Bianco: So what do you do? You
set up a joint venture between a
jewelry store that sells high
end jewelry and this hotel. The
ingenious way that I developed
to come up with this one would
be this: you know how you have
the phone in the room and you
have that little blinking light
when there’s a message? What we
would get the owner of the hotel
would do is record a little
message. It’s a welcome message
and it says “Hi, I’m Joe Schmoe,
and I’m the owner of this hotel.
I just wanted to welcome you to
the hotel and I want to make
sure your stay was as enjoyable
as possible and I want to point
out a few things so you can have
the best time here. First of
all, on the second floor is the
gym, on the first floor is this
restaurant and it features this,
that, and the other. Oh, and by
the way, if your thinking of
doing any shopping for jewelry,
my good friend owns XYZ jewelry
store two blocks down. If you go
in there and tell him I sent you
he is going to give you a ten or
fifteen” -or whatever percentage
you want – let’s say fifteen
percent, whatever deal you
create. “Fifteen percent off any
purchase you buy. So if your
thinking about getting any
jewelry, head down there, check
it out, mention my name and
you’ll get an immediate fifteen
percent discount on anything you
buy.”
Michael: Great idea.
Bianco: Okay, now, so every time
a visitor shows up at the hotel,
he goes ahead and he hits the
voice-mail button to their
phone. They checked in they see
this message light blinking and
they hit the message and hear
the message. Now if they’re
thinking about – if that husband
or boyfriend or whoever, is
thinking about buying jewelry or
even if the wife or fiancé or
significant other is – where are
they going to go first – to that
jewelry store!
Michael: Right.
Bianco: Now not everyone is
going to go to that jewelry
store and buy. That’s true,
because not everyone is really
interested in buying. But if
he’s able to send a hundred
people a week to that jewelry
store, and even if ten percent
of them, which would be ten
people, buy a two thousand
dollar product…
Michael: Right.
Bianco: That’s twenty thousand
dollars in sales a week that the
hotel is now able to drive to
the jewelry store - and
remember, those are customers
that jewelry store would never
otherwise have gotten without
the help of that hotel owner.
Michael: Right and you take a
piece. You do a triangulation
deal. You take a piece, the
hotel takes a piece, and the
jewelry store obviously gets
their markup.
Bianco: Exactly.
Michael: All right, that’s
exciting.
Bianco: So that is one way.
Another is this: let’s say you
make that jewelry product. Let’s
say you don’t even have a
jewelry store. You make this
great jewelry, let’s say
Australian Crystal bracelet that
sell for three hundred bucks or
more. You want to sell those but
you don’t have any money, you
only have five of them that you
can afford to make and you’ve
got some great pictures of them
and that’s all you’ve got. So
what you would do is either
create a little brochure that
has a one page sheet with a
picture of it and a brief
description of it and a way to
order(a phone number a place to
mail the money, what have you,
or you just have a phone number
to call where you go to them at
the hotel and show it and sell
it) and then you have the hotel
owner put those in the packet
with the room key so they can
see it and make that special
offer. You want to make a
special offer.
Michael: Right.
Bianco: Because then it makes it
look like you’ve cut a special
deal. You’re a special deal
hunter for those patrons and it
makes them appreciate the fact
that they’re there. You’re
adding more value.
Michael: Okay, let’s do this.
Let’s get down to some serious
stuff and talk a little about
mailing lists and let’s talk
about specifically the resource
SRDS. You’ve taught me a lot
about that. Also let’s talk
about how we can incorporate
joint venture marketing by using
the resources of the SRDS.
Bianco: That’s a great one. I
mean for people who don’t know
anything about the SRDS that is
the Standard Data Rate Service
or Standard Rate Data Service
which is basically a huge book,
its four or five inches thick,
just the direct mail list one.
There are actually five
versions: one for advertising,
one for media… We’re going to
focus on the SRDS that is for
direct mailing lists.
Michael: Right.
Bianco: And there are over
eighty thousand mailing lists in
that book that are for rent.
Michael: How does that book get
these lists?
Bianco: What happens is that
companies who want to rent there
lists will contact the SRDS and
say, “I want to rent my list,
and here is all the information
on it.” They’ll put it in there
- like a directory.
Michael: I mean, a year ago I
didn’t even know you could rent
your lists. I never even heard
of that until – anyone who has a
business and who has a good
amount of customers – renting
your list is a whole additional
source of income for your
business – by renting out your
name… but go on.
Bianco: Let me tell you – that’s
true, but you really need a list
of at least thirty thousand or
more names to be able to rent
it.
Michael: Okay.
Bianco: Fifty thousand is really
the cut off. If you don’t have
more than fifty thousand names
its not a good idea to put them
on the rental market because
you’re not going to get much
action from them.
Michael: Right if you’re a
rental, but if I’m a guy who
wants to do joint ventures and I
found a targeted list for my
market that maybe only had three
thousand names, I could still do
something with that.
Bianco: You could still make a
ton of money. I mean, I don’t
know how many people out there
who are listening know Dan
Kennedy, know who he is, but one
of the things Dan Kennedy taught
me is that you don’t need a
humongous list to become rich.
Dan told me that he use to have
four hundred thousand names on
his list and he use to make a
couple hundred grand a year from
them. Then when his list got
down to - he shaved it down, he
niched it out even more - down
to about four thousand names,
and then he made about a million
bucks a year.
Michael: Did he really have four
hundred thousand names on a
list?
Bianco: Yes, and when his list
got down to four hundred names,
when he shaved it down and
niched it out to just four
hundred names, he makes multi
millions a year from that
because he’s selling those four
hundred names high ticket items.
Michael: Wow.
Bianco: Four hundred names, it
could make anyone of us wealthy,
but you would never get it from
him.
Michael: Right.
Bianco: But getting back to the
SRDS and the lists that are in
there. You can go through the
SRDS in your niche category,
find all the lists that are
available for rent, and match
your target prospect
demographic. For example, your
product sells for one hundred
you want to try and find a list
of people who have bought things
for a hundred.
Michael: Why don’t you use a
specific example?
Bianco: Okay. Let’s say you have
a program on how to play better
golf, you have a video and it
sells for sixty-nine dollars and
you say, “Well I want to sell
this, but I don’t know how to
sell it.” You go to the SRDS
book - and you can buy these
from you – I know you sell them
occasionally on your website, or
you can order it from SRDS for
like six hundred bucks each.
Sometimes you can get it at some
of the bigger public libraries
that carry it.
Michael: Right.
Bianco: Go in there and you
check it out and you go through
the lists and you look for golf
lists that sell non-competitive
products. Okay, obviously if
another company sells golf
videos, their product is similar
to yours and they’re not going
to let you rent their list.
Michael: Okay.
Bianco: So you might find a
company that sells, let’s say
they sell pitching wedges.
Obviously, you sell a golf video
on how to play better golf and
they sell a pitching wedge, so
you guys are harmonious. You
guys can work together and help
each other. What you would do is
this: You would then look at
their list. Let’s say their list
says it has eight-five thousand
names of people who have bought
a pitching wedge in the past
twenty-four months.
Michael: Okay.
Bianco: You could simply rent
those names. A better way to go
is to contact the owner of that
list directly. You call the
phone numbers that are listed in
there, for either the list
broker, or the list agent, or
the company itself might have
its direct number on there.
Michael: Okay.
Bianco: You ask them for what is
called the data card.
Michael: What is a data card?
Bianco: It’s like a sheet of
information that has all the
information on how they
generated those names, whether
it’s from TV spots, print media,
direct mail sales letters, what
have you. It says where the
names came from, how much the
average ticket of purchase is,
what dollar amount they bought,
and then it says what their
specific category is - like
eighty percent male, thirty
percent people have a college
education – whatever information
they’ve gathered – its all in
there. Then you contact the
owner of that list and propose a
joint venture deal.
Michael: Okay can I interrupt?
There’s one more thing you can
do which I just learned about –
you can also ask them for a
usage list. You can get a list
of everyone they’ve rented that
list out to over the last year
and sometimes the last two years
and you can see how many, and
which companies, used the list
and which companies repeated the
list.
Bianco: Exactly that would give
you a good indication and here’s
another little trick. You can
ask the company with the list to
send you a copy of the promotion
they used to generate their
sales.
Michael: Isn’t that incredible.
Bianco: And when you can analyze
their promotion and figure out
how they got eight-five thousand
sales. You can weave the same
psychology, the same emotional
psychology that they used to
generate the sales, into
whatever your selling piece is.
Michael: Right, why try to
guess? If the company sold
pitching wedges using a certain
psychology, or sold only to
credit card buyers, or sold to
only higher income people, you
would want to use that same set
of demographics and psychology
in your piece.
Bianco: Yes, you want to look at
their sales proposition – what
was their unique sales
proposition. Were they selling
on the best price? Were they
selling on exclusivity? What was
the main thrust of their selling
proposition? You want to make
sure that yours is in the same
area as that.
Michael: And how did they order.
Did they pay by credit card, was
it a free offer where they tried
the pitching wedge for thirty
days and then pay, was it a
three payment program, was it a
one payment program, you want to
try and match it up identically.
Bianco: Yes there is no point in
trying to reinvent the wheel. I
mean, if people want a challenge
out there, go have some kids.
Michael: Right.
Bianco: But in business you want
to make it as easy as shooting
fish in a barrel. You don’t need
challenges in business and you
shouldn’t try and get into areas
where you go, “Oh, this is a
real challenge – I want this.”
What you want to do is go out
there and find home runs and
then hit them.
Michael: So look at this. We’ve
got the companies direct mail
piece, its generated them eighty
thousand dollars in orders. We
know how much it retailed for.
We know how many sales they’re
producing every month. The only
thing we don’t know is how much
their spending on advertising.
If we could determine their
exact cost on what they spend on
mailing and promoting the direct
mail piece, we could have all
the necessary numbers to figure
out everything about the
business.
Bianco: Exactly. You can take
the number of sales they make in
a year and multiply it by the
product cost and you can figure
out, almost to the dollar, how
much money that company is
generating in sales every year.
Michael: Now let me ask you
this. Do you have to beware with
some of the information in the
SRDS; can you trust everything
in there?
Bianco: You can’t trust
everything in there and,
obviously in this short time I’m
on the phone here, we can’t
share years and years of
experience in selecting the
right list. There are some
little tricks on tactics to make
sure that you don’t get burned
because there are a lot of
unscrupulous people in life and
in business too, so you’ve got
to watch out. There’re
definitely lists out there that
are not worth renting - that you
will get bogus information from
- and so you need to learn how
to pick the right list and
there’re a lot of ways. There
are a lot of people who teach
that out there you. You can go
to seminars that will teach you
how to do that. I have a product
that contains a two and half
hour video that teaches you how
to find the right list but in a
nut shell – yes you’ve got to be
careful, you can’t just trust
everything that list brokers or
companies trying to rent you
their list tell you.
Michael: Right.
Bianco: You have to know how to
weed out the winners from the
losers.
Michael: Hey, Bianco, you really
know your stuff. I mean, I’ve
talked to you for many, many
hours in the last couple years.
How did you learn all this
stuff? Tell me about how you got
educated and got excited about
direct marketing and
entrepreneurship and all this
stuff?
Bianco: Okay, well I started out
in business probably about
seventeen years ago and I was in
college and…
Michael: How old are you now?
Bianco: Wanted to make some
extra money.
Michael: How old are you?
Bianco: I’m thirty-eight.
Michael: You’re thirty-eight,
okay.
Bianco: And I needed to make
money for school. My education
was being taken care of, but I
needed some spending cash and I
needed some money to do things,
and buy stuff, and go places,
and travel. So I started up a
little company and my little
company was a design company and
I designed logos and graphics
and brochures for corporations
and small businesses.
Michael: Okay.
Bianco: And right away I
realized no matter how great I
was at designing and I was
pretty good, not to toot my own
horn, but I was pretty good. You
know, I wasn’t the best in the
world, but I was pretty good and
I realized pretty quickly that
it doesn’t matter how good you
are at what you do it matters
how good you are at marketing
what you do.
Michael: Right.
Bianco: And so I learned really
quickly that I was pretty good
at getting sales and there was
people I knew that were out
there doing exactly what I was
doing that were better than me
but I was making a heck of a lot
more money then them.
Michael: Right.
Bianco: And then I realized that
there was something to this
selling and marketing thing. So
then after a few years of being
in business I realized, what I
wanted was to become an expert
at marketing, because when I’m
an expert at marketing I can
help any business including my
own drive sales right through
the roof.
Michael: Right.
Bianco: So I went out and I
basically said “Okay” and I
bought all the books in the
bookstore – which, by the way,
ninety-nine point nine percent
of them are written by
professional writers.
Michael: Right.
Bianco: Who know absolutely
nothing about what they’re
talking about and all they do is
go buy all the other books on
the shelves, read them all, and
then rehash it all out.
Michael: Just to sell a book.
Bianco: Just to sell a book. So
what you get is every book out
there is a rehash from a
different writer’s perspective
of the same stuff that doesn’t
work.
Michael: Okay.
Bianco: So what I realized right
away is that stuff doesn’t work.
I bought all the books in the
book store, I’ve tried
everything they said and none of
it works, and so then I went out
and I found somebody who had a
kick butt company making tons of
money. I said “How did you learn
to market so great?” and they
said this persons name and they
threw out some names: Claude
Hopkins -and go read this if you
can find it - John E. Kennedy
“Reason Why Advertising” and
these are some of the great
books from the twenties and
thirties about how to write
direct response copy, how to
write direct response ads and
sales letters.
Michael: Do you remember how you
first got exposed to it? The
good stuff – do you remember?
Bianco: That was how – someone
told me they recommended that
those are the books I go buy.
Michael: Oh.
Bianco: And when I went and
bought those books and read them
I was floored. This stuff was
amazing. I tried it. I wrote
some sales letters, I wrote some
ads and they worked like crazy.
I was shocked and surprised and
I continued it and said “who
else? – I want to learn more….
there has got to be people alive
today. These guys are all
deceased, but there has got to
be people alive today that know
this stuff.” So I went to a Tony
Robbins Seminar and he had a
gentleman by the name of Jay
Abraham as a speaker..
Michael: You went to that
Mastery Seminar?
Bianco: I went to a Mastery
Seminar with Tony Robbins.
Michael: That’s funny.
Bianco: And Jay Abraham was one
of his speakers. He came up
there and started talking about
business and marketing and he
just blew me away. In the one
hour that he spoke, I felt like
this guy’s brain and mine were
separated at birth.
Michael: Right.
Bianco: Everything he said to
me, it just triggered in my own
head that I knew that, but I
didn’t have the ability to
articulate it until he explained
it to me. Then, once he did, it
was like “I knew it!” and I used
it and I made a ton of money and
I went out and I said “This is a
guy who is going to be my
mentor.” I contacted him by
phone because he lives right
here in California and I told
him that I wanted to do barter
with him. “I want to trade you
one of the services that I do
for one of the services you do -
which is one of your upcoming
protégé events. “
Michael: Right.
Bianco: And he said “well, put
it in writing, let me know what
you’re thinking, I’m a real busy
guy, and I’ll look forward to
your letter.” So I sat down, I
spent about a week writing, and
rewriting, and rewriting, and
rewriting this letter because I
felt like this was my only one
shot, if I didn’t make it work
here with this letter, it wasn’t
going to happen.
Michael: And you didn’t really
have the money to pay twenty
grand for this seminar.
Bianco: Yes. I didn’t have the
money and I wanted to go. I knew
this event would be a spring
board to massive success for me.
Michael: Is this the protégé
training?
Bianco: The protégé training.
Michael: In 1989 1990?
Bianco: In 1998.
Michael: Oh, 1998?
Bianco: Yes, 1998.
Michael: Oh, he did another
protégé training?
Bianco: It might have been 1997.
No, it was 97.
Michael: Okay.
Bianco: It was five years ago
before my son was born.
Michael: Okay.
Bianco: My son was in the oven
getting cooked.
Michael: There you go - a bun in
the oven.
Bianco: I wrote this letter and
I basically explained that I
wanted to trade him one of the
services that I performed that
really range from anywhere from
the Fifteen thousand to thirty
thousand dollar range.
Michael: And what were you doing
then?
Bianco: I was doing these
interactive marketing CD ROMs
for corporations like Texaco,
Coldwell Banker, Disney and
these things were really
complicated - interactive – this
was before the Internet. This
was when the Internet was
nothing but black and white text
and everyone thought the
Internet was a joke and it’s a
bunch of computer geeks and it’s
never going anywhere.
Michael: Right.
Bianco: So everyone was really
hot and everyone had a computer
or was hot on CD ROM. We would
get these companies who would
Contact Us and say “Hey, we saw
what you did for Texaco we want
you to do that for us.” Now
we’re talking huge projects
fifty, sixty, eighty, ninety
thousand dollar projects.
Michael: Right.
Bianco: And they would take
three months to develop. We were
doing that and I said “You know
what? Jay Abraham could have one
of these for his seminars to
promote his seminars.”
Michael: Was this your business
that you were doing?
Bianco: My business.
Michael: You were doing it all
on your own?
Bianco: All on my own. Well, I
had programmers.
Michael: That you’d outsource
stuff.
Bianco: That I outsourced stuff,
exactly, subcontractors - to do
certain programming or
production of the CD, producing
the actual CD stamping it out
packaging, printing.
Michael: Was it a labor
intensive job doing these
things?
Bianco: Yes it was a real
headache because the technology
that we were using it had to
work on both platforms Apple and
PC so everything we did we had
to do it twice.
Michael: Right.
Bianco: It’s really labor
intensive when you had to change
something, a color or a graphic
or a video, it was just super
time consuming and I was working
twelve hours a day.
Michael: Did you have to travel?
Bianco: And I had to travel, as
well. They’d have meetings to
show it and all this. It was
very tedious, very labor
intense, and pretty much after
about a year and a half of doing
that, it was pretty unrewarding.
Michael: Right.
Bianco: Sure, you got paid good
money, but it was really
unrewarding.
Michael: Right.
Bianco: You never got to put
your name on the product because
it was their corporate product.
Michael: Right.
Bianco: And they didn’t want to
promote you, they weren’t going
to pay you all that money to
have you promote yourself.
Michael: It was almost like a
job.
Bianco: It was a job that was
going nowhere because you never
got any self promotion out of
it.
Michael: Okay. I know your
skills on the computer in
graphic design were incredible.
Bianco: Well thank you.
Michael: You took that with you?
Bianco: Yes, I definitely took
that with me on to my new
ventures. So I basically
contacted Jay and said “I want
to trade you this twenty-five
thousand dollar interactive CD
and you let me come to your one
event.”
Michael: Okay.
Bianco: I sent that letter out
and I waited and about five six
days went by and I thought,
“Okay, I know he got the letter
the day after I mailed it and
it’s probably a dud, he’s
probably not going to call me.”
The event was only two weeks
away. I said to myself,
“Whatever - I’m not going to be
going.” Then the phone rang and
it was his assistant saying “Jay
got your letter, he’s totally
stoked, he wants to meet you and
he wants to do this…”
Michael: Okay.
Bianco: “And he has some other
ideas, he wants to do some
things.” and I could not believe
it! So we set up the meeting,
and I was to go out there to
Jay’s office. On the day before
the meeting actually his
assistant called me and said,
“Do you mind going to Jay’s
house, he’s not working tomorrow
but he wants to meet with you
still - so can you go to his
house?” I thought, “Great no
problem, go to his home…” This
guy is making twenty million
bucks a year and this is one of
the top marketing guys in the
world. That means that he makes
thirty grand a day.
Michael: Were you really
nervous?
Bianco: No, I wasn’t really
nervous because I know a lot of
very wealthy people and
celebrities and stuff, so I
wasn’t nervous. I was very
excited.
Michael: Yes.
Bianco: I was excited. I was
going to his home. It was going
to be a lot more personal. I
loved it. So I pull up to his
beautiful home in Palisades –
Palo Verde, California. I
knocked on the door and his
nanny opened the door. “Come on
in, ” she said. This place was a
palace… a mansion practically.
Michael: Yes.
Bianco: I go in there. Jay comes
down - he’s in jeans and a
t-shirt, he’s barefoot - “Hey,
how you doing Bianco? It’s nice
to meet you.”
Michael: Yes.
Bianco: It was about 11:30. He
asked if I had eaten yet and I
told him that I hadn’t. He said
“Hey, you want some lunch?” The
next thing you know, we were
sitting on his living room floor
eating these salads – Jay’s
really health conscious and I’m
health conscious, too - so we’re
eating salads and drinking this
bottled water and we’re rapping
out. He was asking me about my
past and what I’m in to. Jay’s a
real inquisitive guy.
Michael: Right.
Bianco: Real personable, real
friendly. It was amazing. I’m
just sitting there thinking,
“Wow, this guy is nothing like I
thought he would be.”
Michael: Right.
Bianco: I figured he would be
all business – What do you want,
here’s the deal, okay great
thank you, good bye see ya.” But
he wasn’t like that at all. We
spent two hours talking about
everything, going over
everything, and we basically put
a deal together on a hand shake
- and the next thing you know,
I’m going to his event. One of
the things that is great about
Jay is that he said to me “Why
do you only want to go to one of
my events? Don’t you want to go
to all of my events?”
Michael: Right.
Bianco: I was thought “Sure!”
but I didn’t think it was going
to happen. He said, “Well you
know what? Here’s what I’m going
to do. If you do the CD for me
you can come to all of my events
for the next two years.” I
thought “Wow!!” I could not
believe it.
Michael: Okay.
Bianco: “You pay,” he said, “I’m
not going to fly you there,
you’ve got to pay for the
flights - and I have my events
all over the country - but I’ll
let you in for free… and none of
my events are less than five
thousand dollar fees. I usually
have three or four events per
year and then I have one major
event where it’s fifteen,
twenty, twenty-five grand.
You’re welcome to come to all of
them.” I said “WOW! You’re the
best Jay, thanks.” So then
basically I went to the protégé
thing and I got mind meld with
Jay and I sucked up and absorbed
everything and then he gave me a
whole bunch of home study
materials - like a lot of stuff
he sells.
Michael: Right.
Bianco: I went through those
tapes, listened to them day and
night, pretty much for weeks and
weeks and weeks and weeks. I
read the books over and over and
over, until I could use and
implement anything without even
having to reference the books
again. I like do that stuff.
Michael: Right.
Bianco: And then I went out and
started doing it. Using it for
my clients and using it on my
own businesses and just making
tons of money - and to this day
if I even use five or six of the
strategies that I learned from
Jay. I can make more money than
a man could even need in his
entire life, and that is what I
do.
Michael: How do you like to
learn best? Are you a reader,
audio, video? What do you find
is the most effective way for
you in studying this marketing
information?
Bianco: I like to read and
listen to audio, that’s the two
ways for me. Video, most of the
videos, unfortunately, that are
out there are rather boring.
It’s someone standing on stage
just standing there with no
props, no diagrams, nothing.
Michael: Right.
Bianco: So the audio is pretty
much the same - and I can listen
to the audio while I am doing
other things. I can be out
cleaning my pool, or I can be
out jogging, or riding my bike,
or driving somewhere, and I can
listen to it in my car.
Michael: Right, tell anyone
listening a little bit about
your family, how long have you
been married?
Bianco: I’ve been married nine
years, happily married for nine
years. I’ve got a beautiful wife
and two beautiful children.
Michael: And how old are your
kids?
Bianco: Two years old and four
years old, and the four year old
is almost five and he’ll be
starting kindergarten next
September - so that’s a big
ordeal getting him trained and
ready to head up to
kindergarten, which is a pretty
exciting time.
Michael: Is he in a pre-school
part-time?
Bianco: Yes, exactly, pre-school
- part-time.
Michael: Well that’s good
training for him.
Bianco: Yes, it’s a lot of fun
and that’s one of the reasons
why I wanted to be a master at
marketing - because the way I
make money is a bunch of
different ways. I either consult
or advise companies, and I have
clients that I advise, to
corporations who are doing as
much as forty-five million
dollars a year all the way down
to companies that do three or
four hundred thousand a year in
revenue.
Michael: Right.
Bianco: And the marketing
strategies including joint
venture marketing it works like
crazy in all of them.
Michael: Now, do you work out of
a huge high rise office?
Bianco: No. I use to actually
have a huge twelve hundred foot
office that was my personal
office. You know - big overhead,
big expense, getting dressed up
in a suit and tie everyday.
Michael: You don’t need it do
you?
Bianco: But I didn’t like it,
and I didn’t need it, so
basically I have a big home. I
have an office in my home and I
do all my computer consulting
and advising now through phone,
fax, Internet, and e-mail. I
rarely will go to the
customer’s, or client’s, office.
Michael: Yes.
Bianco: If they’re local, I’ll
drive over there once and a
while.
Michael: There’s no doubt if
anyone listening wants to become
a joint venture expert like
yourself, and has visions of
going to a job or a regular
office, like maybe your dad did,
or what you think of when you
have a job - it is absolutely
the total opposite. You wake up
you get out of bed, you don’t
have to shower, you don’t even
have to brush your teeth. You go
sit down in your office and you
can start doing business. You
can do it on the phone, you can
do it through e-mail, through a
fax, through the Internet. It’s
absolutely incredible. You can
be home with your kids, even
though you and I both know they
can be a royal pain. There’s a
lot of interruptions there… but
the lifestyle. Talk about the
lifestyle. If someone wanted to
just get in to joint ventures
and quit their normal jobs or
start some joint ventures on the
side. They could think about
maybe quitting their normal job
once their income got to a point
where they felt secure enough.
Let’s talk about the lifestyle.
Bianco: Yes I mean the key to
true happiness really is
lifestyle.
Bianco: I live in
southern California, as well as
you do, and southern California
is probably one of the best
places to live in the whole
planet. I mean it’s just
incredible the lifestyle here.
You’ve got to have money to live
in California; you’ve got to
have money to live in southern
California. I mean… I’m two
minutes from the ocean.
Michael: Right.
Bianco: And I’m forty minutes
from the mountains. I can go
skiing and surfing in the same
day if I want to.
Michael: Yes.
Bianco: And the lifestyle… I
have a beautiful home and I have
a pool, like I said, go to my
website and I have some of those
pictures you can see the
lifestyle that joint venture
marketing has allowed me to
live. The lifestyle, my dream, I
am living my dream.
Michael: Yes.
Bianco: And most people out
there are stuck in a
nine-to-five job. They hate it
and it’s a rat race. The money
comes in and the money goes out
- just as fast - and they can
never get ahead in life. Joint
venture marketing, learning how
to do joint venture marketing
can allow you to break that
cycle and to step away and leave
all that behind and start really
living your dream.
Michael: Okay, but it is easier
said then done. Now lets say a
guys got two kids like yourself,
and like myself, and he’s been
in a j-o-b a job working for a
boss he can’t stand, fighting
traffic every day, up early out
the door at six home at seven
the kids. Maybe just went to
sleep, so he’s a weekend dad and
he’s scared to leave that job or
he doesn’t believe that this
really can be done. How do you
convince him, or if you had a
magic pill that you could put in
this guys coffee in the morning,
what do you need to do and think
internally to get over that fear
to just go for it. I mean do you
have an answer?
Bianco: The reason that they
have that fear is basically just
lack of knowledge lack of
know-how. They don’t know how to
do it. So, the first thing they
need to do is they need to get
educated on joint venture
marketing, if that’s the route
they want to take.
Michael: Now, where can someone
get some good marketing books
and tapes from?
Bianco: Well that’s a good
question. In a lot of the book
stores, there’s nothing. Don’t
go to the book stores. What you
need to do is you need to go to
your website at
www.hardtofindseminars.com
.
Michael: I want to stop right
there let’s talk about – this
person who has a lack of
knowledge. So if that person
took the time to educate
themselves on marketing, is that
enough to set them over the edge
to take the risk and try and put
some of these deals together.
Bianco: It is. Because once you
learn how easy it is, and you
have template letters and things
like that, to contact people,
and information to educate the
prospect - the people you want
to do the joint venture with -
you’ll have the ammunition and
the confidence to do it. Think
about it. When you’re learning
something new, you don’t know
how to do it. How much
confidence does someone have? Do
you play a sport? Do you play
tennis, golf, or anything like
that?
Michael: No.
Bianco: Do you ride bikes? What
do you do for a hobby?
Michael: I run – I do running
for exercise .I run.
Bianco: Okay. So when you first
started running, did you know
how to run like an expert
runner?
Michael: No.
Bianco: Did you know where to
run and how fast to run. No. You
went out and started running you
took the first step.
Michael: Right.
Bianco: And the next step and
the next step. Well it’s the
same as with getting educated to
change careers and to start
living your dream. You just take
baby steps.
Michael: All right, okay. Let me
ask you this – you mentioned
letters- does that mean if I’m a
shy person and the thought of
getting on the phone and
actually talking to someone
scares the hell out of me - can
I still do joint ventures and
still be able to sit in front of
my computer and still be able to
use a letter to set these deals
up?
Bianco: Yes, and you don’t even
really need a computer to do
this. All you need is the will
and the information - and like I
said, in this program that I
sell, there are template letters
to contact the joint venture
partners and that letter
explains to them everything they
need to know to make a decision
that they want to do a joint
venture, and so you can use
letters so that you don’t have
to talk to anybody until they’re
ready to go ready to do the
deal. So, yes, you don’t have to
pick up the phone and do all
kinds of cold calling to
companies and stumbling over
yourself to make sure you don’t
say the wrong thing. There’s
templates you can use – letters
that do all the selling for you
and you want to use the letters
anyways, because how many phone
calls can one guy make in a day
- or one girl make in a day?
Twenty, thirty, fifty a hundred
if you hustle? How many letters
can one person send out in a
day? Hundreds!
Michael: Absolutely. You use the
post man to do all your work.
Bianco: It’s leveraging your
time. So here’s a snap shot of
what can happen. You get the
program, you learn how to do it,
your ready to go, you see ten
companies - ten businesses that
are in your neighborhood you
think would be good joint
venture partners, you put their
name and address on the letter
and you drop those in the mail
today and you go play golf all
day. The next day your phone
rings – five of them call you
and say “This is very
interesting concept, I want to
do this. Yes, your letter told
me everything and I want to move
forward.” You’d say “Great.”
You’d put the two companies
together, you have them do a
hand shake agreement or a little
agreement that says this company
is going to recommend this other
companies stuff they’re going to
split the profits this way. Then
my client company, the company
that is receiving the money, is
going to pay me ten, fifteen,
twenty percent. It doesn’t
matter what the percentage is.
The key is just to get some
joint ventures under your belt.
Get the experience, and then
going for the higher percentage
amount of money.
Michael: Okay.
Bianco: Don’t let that stop you
from getting a deal. Even if you
have to make no money on the
first deal you do, get it done
so you can have that success
story to share with everyone
else.
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