# FREE 8 Hours of High Ticket Sales Training from a $8M Closer (FULL COURSE)

https://www.youtube.com/watch?v=j8pAk_lXAow

[00:00] The reason why 99% of closers stay stuck
[00:02] The reason why 99% of closers stay stuck between 5 and 15k per month isn't
[00:05] between 5 and 15k per month isn't because they can't sell.
[00:07] It's because they can't sell.
[00:09] It's because they stay at the bottom of the NLP pyramid.
[00:11] They're stuck talking about features, benefits, and just canned rebuttals.
[00:13] features, benefits, and just canned rebuttals.
[00:16] While the top 1% focus on the top of the pyramid, which is identity.
[00:18] which is identity.
[00:20] And just by following this, my clients who are selling the exact same thing
[00:22] who are selling the exact same thing they were selling before are now making
[00:24] they were selling before are now making 20, 30, 40, and even $47,000 each and every month as a closer.
[00:28] 20, 30, 40, and even $47,000 each and every month as a closer.
[00:29] And I'm not one of those coaches who've been in sales for maybe a year, maybe 18 months, and now think I can be a coach.
[00:31] for maybe a year, maybe 18 months, and now think I can be a coach.
[00:33] I've been in the trenches for 5 years, and I've personally sold over $8 million in sales.
[00:35] I've been in the trenches for 5 years, and I've personally sold over $8 million in sales.
[00:37] The difference, I don't just teach you what to say.
[00:39] I don't just teach you what to say.
[00:41] I teach you how to change your own identity and change the prospect's identity, and the closes just become inevitable.
[00:44] I teach you how to change your own identity and change the prospect's identity, and the closes just become inevitable.
[00:46] the prospect's identity, and the closes just become inevitable.
[00:49] So, in this video, I'm going to give you a full breakdown.
[00:51] in this video, I'm going to give you a full breakdown.
[00:52] I'm giving away all my secrets, the mentality you need, the planning to become a top closer, the systems, my exact sales script on my
[00:54] I'm giving away all my secrets, the mentality you need, the planning to become a top closer, the systems, my exact sales script on my
[01:01] systems, my exact sales script on my last offer where I closed over $3 million in deals, and exactly how to handle any objections that ever come up.
[01:08] And at the end, theory is great, but I'm going to show you two real life sales calls so you can see exactly how this actually happens in real life.
[01:18] No pressure, no cheesy sales tactics.
[01:20] So, if you're serious about making real money, $30 to $50,000 as a closer, watch this video.
[01:25] I'm confident that this video will change your life.
[01:27] Like, it would have changed my life if I had this information sooner.
[01:30] If I would have had this information sooner, I wouldn't have to spend 50,000 plus on sales training and countless hours making mistakes.
[01:38] So, now before we actually talk about scripts, objection handling, or closing percentage, we need to nail the foundations.
[01:44] So, everything I'm about to show you works because of how I think about sales.
[01:47] And if you don't shift this, nothing, no tactics will work for you.
[01:52] All right.
[01:54] So, section one, mentality.
[01:55] Now, I am very big on selling to identity because it is the best way to
[02:01] identity because it is the best way to actually get people to change for the better.
[02:03] actually get people to change for the better.
[02:06] So, you best believe if when I'm on a sales call and when I'm teaching somebody telling them to sell to identity because it helps people change,
[02:07] on a sales call and when I'm teaching somebody telling them to sell to
[02:09] somebody telling them to sell to identity because it helps people change,
[02:11] identity because it helps people change, anyone that I'm coaching or anyone who wants to change for the better,
[02:13] anyone that I'm coaching or anyone who wants to change for the better,
[02:15] you better be focusing on the identity level change.
[02:18] better be focusing on the identity level change.
[02:21] change. That is always going to be skills and behavior and all these tactics, right?
[02:24] skills and behavior and all these tactics, right?
[02:27] You need to go ahead and focus on shifting your own identity.
[02:29] focus on shifting your own identity.
[02:31] Now, we'll get into exactly how you actually do that, but I really want to hammer this point home.
[02:33] actually do that, but I really want to hammer this point home.
[02:36] So, if you know anything about really helping people change and a lot of the sales techniques, it is based off of NLP.
[02:38] anything about really helping people change and a lot of the sales
[02:39] change and a lot of the sales techniques, it is based off of NLP.
[02:43] So, what you see here is the NLP pyramid.
[02:46] what you see here is the NLP pyramid.
[02:49] Okay? So, at the top is the highest level of change and at the bottom is the lowest level of change.
[02:52] level of change and at the bottom is the lowest level of change.
[02:56] So most people, most trainers, what they focus on is just basically behaviors, skills, and competencies.
[02:58] most trainers, what they focus on is just basically behaviors, skills, and competencies.
[03:00] And that's also how they
[03:02] competencies. And that's also how they sell.
[03:05] But if we're able to actually shift the highest leverage, which is the top, the level of identity, your beliefs, your skills, your behavior, environment, all change with it.
[03:13] So you want to take a look at what is going to be the highest leverage activity.
[03:19] The highest leverage activity with any of this is shifting into the person who you need to be in order to get the results that you're going to get.
[03:29] And I'll walk you through how to map that out.
[03:30] But it's a very very key thing that you need to focus on is if you want to make $30,000 per month as a closer, you need to be thinking, acting, believing, have the skills of a 30,000 per month closer.
[03:42] But how you do that is stepping in to that identity.
[03:44] And the reason why this is so powerful is because I can tell you exactly what to say, the skill set, what all these different things you need to do, but if it's not true to you, it's not true alignment internally, it's going to sound rigid.
[03:58] It's not going to sound you're not going to have that conviction that you're going to need to
[04:03] conviction that you're going to need to push somebody across the line.
[04:06] I can say push somebody across the line.
[04:10] I can say like for myself when I was really stuck around making like 30 $40,000 like per month I wanted to get to the next level.
[04:15] It wasn't until I really did the internal work.
[04:18] It wasn't a bunch of tactics that got me to be able to make 50 60 and above.
[04:23] It was changing the internal.
[04:25] So, if we're able to actually shift the internal first, like that's the number one thing that we can do that just allows everything I'm about to show you, all the skills, all the objection handling, the pre-handling, all that stuff, it makes it that much more potent.
[04:39] So, what you need to focus on is what's the highest leverage activity, which is understanding the person who you need to become.
[04:46] And something that I will do with any client that I'm working with is I'll have them fill out two worksheets.
[04:51] Okay? So, I'll walk you through both of these worksheets.
[04:53] Okay? I'll speedrun them.
[04:55] But what you should do is go ahead if you have to rewatch this.
[04:58] Write down these questions.
[05:01] Spend an hour, two hours and getting really clear on two things.
[05:03] Your dream and the
[05:06] clear on two things.
[05:09] Your dream and the character you need to become in order to get that dream.
[05:11] Okay.
[05:12] So, first things first, we need to get clear on the dream.
[05:14] So, here is a dream defining worksheet.
[05:16] Okay.
[05:17] So, I'll walk through each question.
[05:19] Again, I'm going to speedrun it, but if you need to slow it down, write these questions down and take some time when you're figuring this stuff out for your own what that actually is for you.
[05:25] Okay?
[05:27] This isn't just something that you're going to do.
[05:29] That is just something you speedrun.
[05:31] It's something that you want to take time.
[05:32] You actually want to contemplate.
[05:34] Maybe you look at these questions, you go for a walk, you take a hot shower.
[05:37] I just got done with the shower.
[05:39] Maybe my face is a little red right now because of that.
[05:40] But when you're away from things, like that's when you're really able to think, your mind's able to wander a little bit and contemplate these things.
[05:45] Okay.
[05:47] So I'll go through the dream defining worksheet first.
[05:49] So very first question you need to understand is what do you want in life?
[05:52] Write down big picture dream.
[05:54] Don't limit yourself to what you think is possible.
[05:55] Think 10 even 20 years out to the absolute uh to the absolute ultimate.
[06:00] It helps to sort these into four categories.
[06:03] Health, wealth, relationships and spirituality.
[06:06] Now, the
[06:08] relationships and spirituality.
[06:11] Now, the reason why I want people to be thinking 10 years out is most of the people that I train and most people just in general that I'm assuming like watch myself like they're fairly young, right?
[06:20] So, it's good to have a big dream, a big picture moving forward that really shapes all of the little uh it's going to shape all the little action plans like we're going to create and this is important to have an overarching dream.
[06:35] I will say your overarching dream will change.
[06:37] It absolutely will change.
[06:39] When I first did this, okay?
[06:42] Uh it's very different than what my life is turning out to be now.
[06:48] If you told me 3 years ago before I met my fiance that I was going to be moving to Vietnam and having children there in like Vietnam and like building a life.
[06:56] Haven't done that quite yet, but she's from Vietnam.
[07:00] She's here.
[07:03] She came to America.
[07:05] She's a US citizen. found my dream woman.
[07:07] It's like that changed my dream 10 years in the future.
[07:07] So, it will change like as you get closer to
[07:09] will change like as you get closer to it, but some things haven't changed as far as like freedom, going ahead and being the best, all these different things.
[07:13] So, and she does fit into what my 10 year goal was in the future of having a family, having a wife, all that stuff.
[07:24] But just all to say is don't be too concerned that hey maybe this stuff will change but really sit and understand like big picture what you want your life to be like 10 maybe even 20 years in the future.
[07:35] Okay. So number two out of those things pick the highest priority one you're focusing on right now or in the near future.
[07:41] Now define this dream as vividly as you can.
[07:44] Include pictures if necessary.
[07:46] Now, if you're looking to make as much money as possible as a closer, um, this pretty much limits what you're going to be focusing on.
[07:52] It should be on making the type of money you need to be making.
[07:54] But you need to get very vivid on why.
[07:56] What's the reason that we're looking to make the money we need to be making, like for me, being able to buy a house, be able to provide a lifestyle.
[08:07] Okay? Why do we do the things we do? Provide pictures.
[08:09] Me personally, I've always
[08:11] pictures.
[08:11] Me personally, I've always wanted an Aston Martin.
[08:13] Okay?
[08:13] Now, I'm not going to buy an Aston Martin until I can buy it straight cash and I have other things set up, but that's something I'm striving for.
[08:21] Now, why do I want to buy an Aston Martin?
[08:22] Because I think James Bond is cool, right?
[08:24] So, it's like the why behind it doesn't matter if it doesn't make sense to other people as long as it is actually meaningful to you.
[08:32] That's the important part.
[08:34] Okay.
[08:34] Number three.
[08:34] Now, ask yourself truthfully, why do you want this so badly?
[08:38] Write down three reasons why you want this dream and how it change your life.
[08:43] Again, really getting clear on the why you want things.
[08:45] Your why is very important.
[08:48] Number four, now go ahead and tell five people closest to you about your dream.
[08:52] This will anchor your dream into reality.
[08:54] List down these five people below and make an effort to tell them, even if it feels embarrassing.
[08:57] Okay?
[08:57] What you're doing there is you're taking it out of your head and you're putting it out into the world.
[09:03] Now, once the dream's out into the world, what that causes you to do is you need to prove yourself right.
[09:10] If I tell somebody like I'm going to be a
[09:12] Tell somebody like I'm going to be a millionaire and this is something like I was doing at a very very young age right.
[09:15] When I was like 16, I would always tell people like, no, I'm going to be a millionaire, going to be a millionaire.
[09:19] Now, something that I did wrong that I would hedge against is don't put a time frame on it.
[09:25] I always told everyone I'm going to be a millionaire by 30.
[09:29] It wasn't until like a year ago that I really sat and contemplated that belief.
[09:33] I'm like, why did I tell everyone 30 years old?
[09:35] Like I was giving myself too much time.
[09:37] And once I shattered that belief, I realized I didn't have time.
[09:41] Sped run that goal.
[09:44] You get what I mean?
[09:44] So be careful of putting time frames on it.
[09:46] Like, hey, I'm going to reach this by this.
[09:48] Because time frames can do two things.
[09:51] Number one, it can cause undue stress, right?
[09:53] Like, oh, I need to be a millionaire like a week from now.
[09:54] Like you're like freaking the out.
[09:56] Or number two, it gives you too much comfort.
[09:57] I'll go through exactly how you create an action plan to really make time frames not a problem.
[10:05] But be careful of putting time frames on yourself.
[10:06] It can hurt you in the long run.
[10:08] Okay.
[10:08] Now, close your eyes and visualize this achievement of this goal.
[10:13] visualize this achievement of this goal.
[10:14] Imagine you're living your goal right now and everything you asked for has been received.
[10:18] You made it. Take a few minutes to visualize.
[10:20] Now, write down how you lived it.
[10:22] List down three to four activities that you're doing in your visions.
[10:25] Actually walk through what your dream life would look like.
[10:27] What would you be doing?
[10:29] Who would you be with?
[10:31] What is that life like?
[10:34] How are you feeling when you're doing it? Okay.
[10:35] Now, let's figure out a daily action plan on what you're going to need to do right now in order to move one step closer to this dream.
[10:42] Write down two daily actions that you'll do every day, no matter what, to move forward towards this goal.
[10:48] Ideally, this is based around your self-development, eg meditation exercise.
[10:53] Okay? So, this is just to get your mentality down right.
[10:55] Okay. What are we going to do? two actions that makes us feel better going into the work, the calls, everything along those lines.
[11:05] We'll dive more into like what are the action plans we need to do in order to make sure we're closing more, improving our skill set.
[11:10] This is just more on our mentality. Okay. Now, now we
[11:14] more on our mentality. Okay.
[11:14] Now, now we have that the dream, we have it defined.
[11:16] have that the dream, we have it defined.
[11:16] Again, take an hour to do this, contemplate this, actually think about it.
[11:20] Then we have to talk about the character on who the [ __ ] is going to do this, right?
[11:24] Like who do we need to become?
[11:26] in order to actually do this.
[11:28] So, this is the character defining worksheet.
[11:31] Again, take time with this stuff.
[11:33] I'm not just saying this stuff just to say this [ __ ]
[11:34] This stuff is what actually moved the needle for me in terms of like mentality.
[11:37] I know exactly who I need to be in order to get to the point where I'm making 150,000 plus like for myself, for my family, and take care of everyone.
[11:38] I know how I need to show up.
[11:41] I know what my weaknesses are.
[11:43] I know what my strengths are.
[11:46] Okay? And then you really you got to position yourself to really make sure working on the weakness, leaning into the strengths.
[11:48] Okay, so all this stuff is super important.
[11:49] So number one, in a few sentence, describe your new character who effortly effortlessly achieves the dreams you're defined in the dream defining worksheet.
[11:51] Okay, so do this first, right?
[11:52] Once you have your dream, then you want to build out the
[12:14] then you want to build out the character.
[12:16] character.
[12:18] In the table below, defined your current character and its strengths and weaknesses.
[12:19] list five qualities.
[12:22] Now, why this works so well is you want to start looking at yourself like as a character.
[12:24] And the reason is it gives you some social distance in between really the actions you're taking and your emotions.
[12:33] Because the problem is with most people, especially when we're talking about like stepping out of our comfort zone is it doesn't feel like themselves or they're they're they're not they're too attached to their emotions.
[12:44] They're too attached to their current self.
[12:45] And so in order to change our current self, we need to have a little bit of a level of detachment from our current self so we can see objectively what things we do well, what things we need to improve and how to actually address it.
[12:59] Um it it really it really comes down to if you view yourself as like someone else like you're worth like you need taken care of, you're more likely to actually lay out an action plan that will do better for it.
[13:11] Because like people typically again if we're too attached to ourselves we don't think
[13:15] attached to ourselves we don't think about things objectively.
[13:16] You want to about things objectively.
[13:18] You want to start to look at yourself a little bit more objectively.
[13:20] And if you can look at yourself objectively and you have a clear view of reality then you're able
[13:23] to actually navigate reality.
[13:26] The problem is with most people is if they don't have what they want typically they
[13:28] don't have the actual clear view of reality.
[13:30] Cuz if you had a clear view of reality you knew exactly what to do and how to do it.
[13:33] You just have what you want.
[13:35] So what this allows you to do is separate yourself and really start to have a clear view of your reality and yourself.
[13:36] So you want to go ahead and you want to list five qualities of each of your strengths you have right now and your weaknesses.
[13:38] So one of my biggest strengths when I was going through this was I was very good at talking to people, right?
[13:39] Like I enjoyed having conversations.
[13:41] What was my biggest weakness at the time?
[13:43] A bit of people pleasing and lack of focus.
[13:46] Now, because I know that, like those things can be addressed.
[13:48] But if I didn't even sit down and I sat and I contemplate like what are the weaknesses I have that is preventing me from hitting my goals,
[14:17] is preventing me from hitting my goals, those things never get addressed.
[14:18] Like those things never get addressed.
[14:20] Like those things need to be addressed if you're going to become a better person.
[14:22] you're going to become a better person.
[14:24] Okay. Number three, now to find the new character and the strengths that it needs in order to achieve your goals.
[14:27] character and the strengths that it needs in order to achieve your goals.
[14:29] Lifts five strengths. Like what are the strengths that you need in order to hit your goal?
[14:31] Lifts five strengths. Like what are the strengths that you need in order to hit your goal?
[14:33] Let's say it's 30,000 per month. Like as a closer, do you need to have conviction?
[14:35] month. Like as a closer, do you need to have conviction?
[14:37] Do you need to always make sure you're going for it?
[14:39] You don't give up, you have perseverance.
[14:40] All these things are going to be really, really, really important.
[14:42] And sit and contemplate this. Actually think about it.
[14:44] really, really important. And sit and contemplate this. Actually think about it.
[14:47] Okay. Number four, in the table below, define your current character and its good habits and bad habits.
[14:49] it. Okay. Number four, in the table below, define your current character and its good habits and bad habits.
[14:51] Okay. Currently, right now, what are your good habits you have? What are your bad habits?
[14:54] its good habits and bad habits. Okay. Currently, right now, what are your good habits you have? What are your bad habits?
[14:57] Okay, my bad habit was YouTube addiction. Okay.
[14:58] habits? Okay, my bad habit was YouTube addiction. Okay.
[14:59] So, what did I do to address it? And we'll we'll get more into that in the future about like, you know, making sure like we're focused, but it's like putting blockers on my phone and on my computer.
[15:03] addiction. Okay. So, what did I do to address it? And we'll we'll get more into that in the future about like, you know, making sure like we're focused, but it's like putting blockers on my phone and on my computer.
[15:05] Again, like once you understand your bad habits, you don't want to be thinking about, okay,
[15:06] address it? And we'll we'll get more into that in the future about like, you know, making sure like we're focused, but it's like putting blockers on my phone and on my computer.
[15:08] into that in the future about like, you know, making sure like we're focused, but it's like putting blockers on my phone and on my computer.
[15:10] know, making sure like we're focused, but it's like putting blockers on my phone and on my computer.
[15:12] but it's like putting blockers on my phone and on my computer.
[15:13] Again, like once you understand your bad habits, you don't want to be thinking about, okay,
[15:15] once you understand your bad habits, you don't want to be thinking about, okay,
[15:17] don't want to be thinking about, okay, how do I just use a bunch of willpower
[15:19] how do I just use a bunch of willpower to get out of my bad habits?
[15:21] It's like, to get out of my bad habits?
[15:23] It's like, no, how do I put systems in place to eliminate these bad habits and
[15:25] eliminate these bad habits and facilitate more of my good habits?
[15:28] So, facilitate more of my good habits?
[15:29] So, right now, we're just identifying things.
[15:32] Number five, now define the new character.
[15:33] Okay.
[15:33] Okay, the person who you need to be and the good habits it needs to achieve your goals.
[15:37] List five good habits.
[15:39] Now list down three fears that you have with your current character.
[15:42] Which three fears is the new character free from?
[15:47] For me it was fear of judgment,
[15:50] right?
[15:50] Like I was I was fearful of what people would think of me.
[15:55] Fear of failure.
[15:56] I'm I was a bit of perfectionist.
[15:59] Was not anymore.
[15:59] Was okay.
[16:01] So, what are the fears that you find in yourself that are holding you back?
[16:03] List them out.
[16:06] Once you actually identify it, sunlight is the best disinfectant.
[16:08] Once you actually identify and you know it and you actually say it like,
[16:10] Hey, these are the things that are holding me back."
[16:12] It has less power over you.
[16:13] You can actually notice it,
[16:18] over you.
[16:18] You can actually notice it, separate yourself from it.
[16:21] separate yourself from it.
[16:21] Okay.
[16:24] Seven.
[16:24] In one sentence, describe your current character's general attitude and worldview.
[16:27] worldview.
[16:27] Right?
[16:29] How do they view the world?
[16:29] And in one sentence, describe the general attitude and worldview the new character needs in order to effortlessly achieve its goals.
[16:38] What is the new version of yourself who makes 30,000 per month, 50,000 per month, 80,000 per month?
[16:45] How do they view the world?
[16:45] What allows them to do this?
[16:48] It's a mentality.
[16:51] Yes, skills, but it's being that person.
[16:54] that person.
[16:54] Okay, number nine.
[16:57] How does this new character present itself?
[16:59] What kind of clothes does it wear?
[16:59] How does it walk?
[17:02] How does it interact with the world around it?
[17:03] How does it look like?
[17:06] Create a description of this character with vivid detail.
[17:11] vivid detail.
[17:11] The more vivid detail you put into something, the more real it becomes.
[17:16] So, that's what I'm saying.
[17:16] Sit down, take
[17:18] that's what I'm saying.
[17:18] Sit down, take your time, picture it, make it real.
[17:21] your time, picture it, make it real.
[17:21] Okay?
[17:24] Don't shortcut this stuff.
[17:24] What is your new character's day-to-day routine like?
[17:25] List it from waking to going to sleep.
[17:27] sleep.
[17:28] again, what does their actual routine look like?
[17:30] And we'll get into habits like later on that will really help you speedrun this stuff.
[17:33] But listing out your day and your day-to-day routine the night before, I know every every single like guru out there says just plan your day.
[17:35] Well, I'm telling you, bro, just plan your day.
[17:38] It's one of it's been one of the biggest game changers for me cuz like if you see right here I have my day all planned out and right now I have YouTube recording.
[17:40] I'm doing this right now.
[17:45] Like you know it's well it's 9:35.
[17:48] I'm a little bit behind schedule, right?
[17:50] But it's like I have it right here like and I'm going through it.
[17:51] And then I have my coaching calls, my walk coaching.
[17:52] I'm going to YouTube a little bit later today as well.
[17:54] I got some more coaching YouTube coaching, right?
[17:56] All that fun stuff.
[17:59] I I have it all down.
[18:01] I got the gym.
[18:03] I got the sauna.
[18:04] Like I planned out my entire day.
[18:06] Now, don't plan out your day like
[18:19] day.
[18:19] Now, don't plan out your day like you're some slave.
[18:21] Like, plan out a day you want to have.
[18:23] Like, I enjoy doing this.
[18:24] So, you want to plan out a day you actually enjoy having one, but number two, it's actually going to be cohesive towards your goals.
[18:32] So, enjoy having like if you just want to play video games all day, but then you also want to make an amount of money.
[18:36] Like, those are going to be misaligned.
[18:39] So, something that you would actually enjoy, you can do dayto-day, but is also cohesive to your goals.
[18:45] Okay. Number 11. How would other people talk about your current character?
[18:47] What are some of the things they say?
[18:49] How do other people talk about you?
[18:51] Like currently, if you had to think about it, if you had to contemplate it, how would other people talk about your new character?
[18:57] What are some of the things that they would say?
[18:58] Are they different?
[19:00] They should be.
[19:02] If you're holding yourself to a different standard, they should be talking about it differently.
[19:07] Number 13, write down five core values that the new character religiously lives by every single day.
[19:16] Okay, for me, following a schedule.
[19:18] If I say something, I do it.
[19:18] Period.
[19:18] Okay,
[19:23] something, I do it.
[19:23] Okay, conviction in everything that I do.
[19:25] conviction in everything that I do.
[19:27] Passion, okay?
[19:29] Attacking everything. What are the okay?
[19:29] Attacking everything. What are the actual core values that you need the new character to reach your goals?
[19:33] And if they hold to these core values, it'll make reaching your goals inevitable.
[19:39] Okay, how do we do that?
[19:42] In the space below, draw a picture of how you view your current character and label it with your name 1.0.
[19:46] This can be handdrawing or digital.
[19:49] Like, make it fun. Like, how do you like create a picture of yourself right now, okay?
[19:56] If you want to go ahead and draw it, if you want to like go to uh what micro like there's tons of [ __ ] uh apps you can go on like dude just use Google of like creating it like for free online or if you just want to doodle.
[20:09] Um if you're not much of a doodle just have fun, right?
[20:11] Like don't don't limit yourself in terms of like what you can do.
[20:15] And in 15 in space below, draw a picture of how you'd view the new character and label it with your name 2.0.
[20:19] This can be handdrawn or digital.
[20:22] Make it fun and
[20:24] handdrawn or digital. Make it fun and creative. So once you have this, you
[20:27] creative. So once you have this, you have a key understanding of who you are
[20:30] have a key understanding of who you are now, your current character, and then
[20:32] now, your current character, and then your new character. And then once you do
[20:34] your new character. And then once you do that, it's just about being present and
[20:37] that, it's just about being present and understanding every single time you're
[20:39] understanding every single time you're falling into your old habits and moving
[20:41] falling into your old habits and moving yourself to your new character. Stepping
[20:44] yourself to your new character. Stepping into our new character, it does take
[20:46] into our new character, it does take time. And I'm a person always, always,
[20:50] time. And I'm a person always, always, always looking about how do I speedrun
[20:52] always looking about how do I speedrun things? And how do we speedrun stepping
[20:55] things? And how do we speedrun stepping into the person who we need to be? I use
[20:58] into the person who we need to be? I use the alter ego effect. Now, if you don't
[21:00] the alter ego effect. Now, if you don't know what the alter ego effect is, it is
[21:03] know what the alter ego effect is, it is a it is a methodology popularized by
[21:06] a it is a methodology popularized by Todd Herman. So, he is somebody who
[21:08] Todd Herman. So, he is somebody who wrote a book on this. He's worked with
[21:10] wrote a book on this. He's worked with people like Kobe Bryant and like the
[21:11] people like Kobe Bryant and like the Black Mamba and like different different
[21:13] Black Mamba and like different different types of, you know, CEOs and sports
[21:16] types of, you know, CEOs and sports stars. and we'll go over what the alter
[21:18] stars. and we'll go over what the alter ego effect is and how you can utilize it
[21:20] ego effect is and how you can utilize it to step into the type of person who you
[21:22] to step into the type of person who you want to be. So first and foremost like
[21:24] want to be. So first and foremost like what is it?
[21:27] what is it? So it's the understanding that you're
[21:29] So it's the understanding that you're not just one self like you have many on
[21:31] not just one self like you have many on each field of play sales calls team
[21:33] each field of play sales calls team huddles maybe with your friends like you
[21:36] huddles maybe with your friends like you are a different person and you can
[21:38] are a different person and you can choose the identity that performs best.
[21:41] choose the identity that performs best. that chosen self like is your alter ego,
[21:44] that chosen self like is your alter ego, a trusted friend you have to step in to
[21:47] a trusted friend you have to step in to unlock your already present heroic
[21:49] unlock your already present heroic capabilities. For example, I have one
[21:52] capabilities. For example, I have one client that he is in the army part-time,
[21:55] client that he is in the army part-time, like in his country. And when he is in
[21:57] like in his country. And when he is in the army part-time for his country, like
[21:59] the army part-time for his country, like cuz he he's a sergeant, he is very
[22:01] cuz he he's a sergeant, he is very confident. He is very assertive. He
[22:03] confident. He is very assertive. He knows everything. But then when he hops
[22:05] knows everything. But then when he hops on sales calls, he's timid, right? So he
[22:09] on sales calls, he's timid, right? So he is not the same person that he is in the
[22:11] is not the same person that he is in the army. So how do we create a character
[22:15] army. So how do we create a character that he can step into to have that same
[22:17] that he can step into to have that same level of confidence that he has when
[22:18] level of confidence that he has when he's being a sergeant on his sales
[22:20] he's being a sergeant on his sales calls? And if you are more of an
[22:22] calls? And if you are more of an authority, you more help people step out
[22:25] authority, you more help people step out of their own way. You're more confident.
[22:26] of their own way. You're more confident. You can lead more. This will help you
[22:29] You can lead more. This will help you overall just make more sales cuz you
[22:31] overall just make more sales cuz you have to think about Superman versus
[22:32] have to think about Superman versus Clark Kent. Now the the point that he
[22:35] Clark Kent. Now the the point that he always illuminates Todd Herman is which
[22:37] always illuminates Todd Herman is which is the altra ego? Superman versus Clark
[22:39] is the altra ego? Superman versus Clark Kent. Everyone says well Superman is the
[22:42] Kent. Everyone says well Superman is the ultra ego but no the real ultra ego is
[22:45] ultra ego but no the real ultra ego is Clark Kent. The powerful the real you is
[22:48] Clark Kent. The powerful the real you is Superman. Superman has all these powers.
[22:50] Superman. Superman has all these powers. He is naturally extraordinary but he has
[22:54] He is naturally extraordinary but he has this ultra ego Clark Kent to really
[22:56] this ultra ego Clark Kent to really shield him from being you know found
[22:59] shield him from being you know found out. So, it's a toned down mask and most
[23:02] out. So, it's a toned down mask and most people st spend their lives as Clark.
[23:05] people st spend their lives as Clark. The work is removing the marble to
[23:07] The work is removing the marble to reveal David, not fixing you. So, it's
[23:11] reveal David, not fixing you. So, it's peeling back the layers and stepping
[23:12] peeling back the layers and stepping into the person who you can be. You have
[23:15] into the person who you can be. You have all the chemicals in your head to be as
[23:17] all the chemicals in your head to be as authoritative, as confident, okay, as
[23:21] authoritative, as confident, okay, as humanly possible. It's about peeling
[23:23] humanly possible. It's about peeling back the layers, getting the chisel,
[23:25] back the layers, getting the chisel, right? like with David and revealing the
[23:28] right? like with David and revealing the true you, not fixing you. Okay, this is
[23:31] true you, not fixing you. Okay, this is not deception. It's an intentional
[23:33] not deception. It's an intentional performance. You're defining the traits
[23:35] performance. You're defining the traits that you want to bring on demand. So,
[23:38] that you want to bring on demand. So, your mindset is you need to attack the
[23:40] your mindset is you need to attack the work. Mental toughness is earned on the
[23:42] work. Mental toughness is earned on the field. It's not a theory. So, just like
[23:44] field. It's not a theory. So, just like what I was talking about before,
[23:45] what I was talking about before, understanding your dream, understanding
[23:47] understanding your dream, understanding your character, actually do the work.
[23:50] your character, actually do the work. It's cool to sit here and listen to a
[23:51] It's cool to sit here and listen to a YouTube video talking about theory, but
[23:53] YouTube video talking about theory, but legitimately, if you need to pause this
[23:55] legitimately, if you need to pause this and go through all the work, all the
[23:57] and go through all the work, all the previous work or go through the work
[23:58] previous work or go through the work after I'm going to show you this, do the
[24:00] after I'm going to show you this, do the work. Just doing that alone, not even
[24:02] work. Just doing that alone, not even getting to the tactics, I promise you,
[24:05] getting to the tactics, I promise you, you'll make more sales. Okay? Okay. Now,
[24:08] you'll make more sales. Okay? Okay. Now, why does this work? Really creating an
[24:11] why does this work? Really creating an ultra ego you can step into is creative
[24:14] ultra ego you can step into is creative imagination is a human superpower. It
[24:16] imagination is a human superpower. It lets you suspend the old narrative and
[24:18] lets you suspend the old narrative and act through a better one. Now you
[24:21] act through a better one. Now you stepping into the person who you need to
[24:23] stepping into the person who you need to be. That can take some time. Now again,
[24:24] be. That can take some time. Now again, you could speedrun that too, but this is
[24:27] you could speedrun that too, but this is what allows you to shortcut it. You can
[24:29] what allows you to shortcut it. You can do this now. Okay, borrowing a model.
[24:32] do this now. Okay, borrowing a model. Okay, for example, like Kobe that adds
[24:35] Okay, for example, like Kobe that adds psychological distance and an instant
[24:38] psychological distance and an instant optimization. You carry the traits
[24:40] optimization. You carry the traits without their baggage. So intention and
[24:42] without their baggage. So intention and imagination over willpower. So, this one
[24:45] imagination over willpower. So, this one is really big because the biggest
[24:48] is really big because the biggest problem that people have is they try to
[24:50] problem that people have is they try to just will everything with willpower to
[24:53] just will everything with willpower to get whatever they'd want. But willpower
[24:55] get whatever they'd want. But willpower is a muscle and it does run out. So, you
[24:59] is a muscle and it does run out. So, you want to systematize your life to use as
[25:02] want to systematize your life to use as little willpower as possible in order to
[25:04] little willpower as possible in order to achieve your dreams. So, this is a
[25:06] achieve your dreams. So, this is a detour around resistance by embodying a
[25:10] detour around resistance by embodying a new persona. Like, you're not forcing
[25:11] new persona. Like, you're not forcing change. You're stepping into being
[25:13] change. You're stepping into being someone else. Okay. Someone that you
[25:15] someone else. Okay. Someone that you find aspirational for me when I was
[25:18] find aspirational for me when I was using this because my biggest, like I
[25:21] using this because my biggest, like I said, my biggest holdup before when I
[25:24] said, my biggest holdup before when I really wanted to hit the next level,
[25:26] really wanted to hit the next level, wanted to hit like 60,000 plus like per
[25:28] wanted to hit like 60,000 plus like per month, I was stuck around like 30 40 is
[25:31] month, I was stuck around like 30 40 is with those tougher prospects. I didn't
[25:34] with those tougher prospects. I didn't have the follow through, the finish that
[25:35] have the follow through, the finish that I knew I should have had. So, I stepped
[25:38] I knew I should have had. So, I stepped in on my calls. I stepped into like the
[25:40] in on my calls. I stepped into like the black mama closer cuz I was taking from
[25:42] black mama closer cuz I was taking from Kobe Bryant who is an aspirational
[25:44] Kobe Bryant who is an aspirational figure to me and when I was on the calls
[25:47] figure to me and when I was on the calls I would channel that to have the
[25:49] I would channel that to have the followrough and that's what helped me
[25:51] followrough and that's what helped me speedrun like really getting those
[25:53] speedrun like really getting those traits. Now that I have those traits and
[25:55] traits. Now that I have those traits and I've used it so often I can trigger that
[25:57] I've used it so often I can trigger that like on demand. I don't have to do all
[25:59] like on demand. I don't have to do all of this. But this is a real easy way to
[26:01] of this. But this is a real easy way to just step into it as quick as possible.
[26:04] just step into it as quick as possible. And this is playful. Okay. you treat it
[26:07] And this is playful. Okay. you treat it as a fun role play. Identities evolve,
[26:09] as a fun role play. Identities evolve, iterate based on results. So if you're
[26:12] iterate based on results. So if you're treating your sales calls like role
[26:14] treating your sales calls like role plays, I'm sure you do much better on
[26:16] plays, I'm sure you do much better on role plays than you do on your sales
[26:17] role plays than you do on your sales calls, right? Because there's not as
[26:18] calls, right? Because there's not as much pressure there. So if you can
[26:20] much pressure there. So if you can actually create a system to where you
[26:23] actually create a system to where you alleviate the pressure just like on role
[26:25] alleviate the pressure just like on role plays to show up on your sales calls,
[26:27] plays to show up on your sales calls, you're going to just show up better
[26:28] you're going to just show up better overall. And understand your heroic self
[26:32] overall. And understand your heroic self already exists. So this is chipping
[26:34] already exists. So this is chipping barriers away to reveal existing
[26:37] barriers away to reveal existing capabilities. So this is something to
[26:40] capabilities. So this is something to where you're peeling back the mask that
[26:42] where you're peeling back the mask that you have on by really stepping into a
[26:45] you have on by really stepping into a different identity that embodies
[26:47] different identity that embodies everything that you want it to be. And
[26:49] everything that you want it to be. And this is also helping you with enclosed
[26:52] this is also helping you with enclosed cognition. So this is something that
[26:54] cognition. So this is something that triggers help you actually step in or
[26:58] triggers help you actually step in or trigger certain type of states
[27:00] trigger certain type of states personalities. For example, wearing,
[27:03] personalities. For example, wearing, holding a totem, glasses, ring, bracelet
[27:05] holding a totem, glasses, ring, bracelet measurably shifts grit, precision,
[27:08] measurably shifts grit, precision, confidence. Your totem is a trigger that
[27:10] confidence. Your totem is a trigger that snaps you into the role. Now, they've
[27:12] snaps you into the role. Now, they've done studies on this, particularly with
[27:15] done studies on this, particularly with children, where they would have the
[27:16] children, where they would have the children do hard task. And one set of
[27:20] children do hard task. And one set of children were just told to do a hard
[27:21] children were just told to do a hard task, and one set of children were told
[27:23] task, and one set of children were told to do the hard task while picturing that
[27:25] to do the hard task while picturing that they were Batman. And believe it or not,
[27:28] they were Batman. And believe it or not, the kids that were picture themselves
[27:30] the kids that were picture themselves being Batman pushed harder and went much
[27:32] being Batman pushed harder and went much longer than all the other kids that were
[27:34] longer than all the other kids that were doing hard tasks that didn't have that.
[27:36] doing hard tasks that didn't have that. Now, we want to think that we've
[27:38] Now, we want to think that we've evolved. We're not children anymore, but
[27:39] evolved. We're not children anymore, but we have the same types of brains. So,
[27:41] we have the same types of brains. So, this is something that really shortcuts
[27:43] this is something that really shortcuts it to where you can have more grit, more
[27:45] it to where you can have more grit, more confidence, and you can really get that
[27:47] confidence, and you can really get that trigger in place to snap into the role
[27:49] trigger in place to snap into the role that you want to be.
[27:51] that you want to be. Okay, so here are examples. Lots and
[27:54] Okay, so here are examples. Lots and lots of high performers do this. For
[27:56] lots of high performers do this. For example, Kobe Bryant. Okay, I've already
[27:58] example, Kobe Bryant. Okay, I've already mentioned him. The Black Mamba, it was
[28:00] mentioned him. The Black Mamba, it was cold, calculated assassin, persona for
[28:02] cold, calculated assassin, persona for basketball. Like, why? Because he was in
[28:05] basketball. Like, why? Because he was in 2003 facing a lot of heavy media
[28:08] 2003 facing a lot of heavy media scrutiny. And the MABA allows him to
[28:11] scrutiny. And the MABA allows him to separate Kobe from the man and Kobe the
[28:14] separate Kobe from the man and Kobe the competitor. So, he can perform without
[28:16] competitor. So, he can perform without emotional interference. Like on the
[28:19] emotional interference. Like on the court, Mamba meant killer, mental
[28:22] court, Mamba meant killer, mental toughness, clutch execution. When he was
[28:24] toughness, clutch execution. When he was going through all this stuff, his
[28:26] going through all this stuff, his performance didn't dwindle. It actually
[28:28] performance didn't dwindle. It actually got better because he was able to
[28:30] got better because he was able to separate himself from who he was versus
[28:32] separate himself from who he was versus who he was on the court. Okay. Marshall
[28:34] who he was on the court. Okay. Marshall Malers, Eminem, Slim Shady. Okay. What
[28:37] Malers, Eminem, Slim Shady. Okay. What is it? It was a dark, provocative
[28:39] is it? It was a dark, provocative sectarial rapper persona. So, he created
[28:41] sectarial rapper persona. So, he created Slim Shady to channel his raw anger,
[28:44] Slim Shady to channel his raw anger, absurd humor, and controversial topics
[28:46] absurd humor, and controversial topics without filtering himself. It gave him
[28:49] without filtering himself. It gave him permission to explore ideals beyond like
[28:52] permission to explore ideals beyond like what he would normally. Okay, Muhammad
[28:54] what he would normally. Okay, Muhammad Ali, the greatest. What was he? He was a
[28:57] Ali, the greatest. What was he? He was a brash, poetic, unshakable champion
[29:00] brash, poetic, unshakable champion identity. So, he created the greatest as
[29:03] identity. So, he created the greatest as a public persona to intimidate opponents
[29:06] a public persona to intimidate opponents and inspire fans. It wasn't just
[29:08] and inspire fans. It wasn't just confidence. It was a consistent mental
[29:10] confidence. It was a consistent mental anchor for peak performance and
[29:12] anchor for peak performance and self-belief. Again, him in front of the
[29:15] self-belief. Again, him in front of the media very, very different than how he
[29:17] media very, very different than how he was when he was training. Okay? So, you
[29:19] was when he was training. Okay? So, you have to understand like he was two
[29:20] have to understand like he was two separate people. Bo Jackson, Jason
[29:23] separate people. Bo Jackson, Jason versus Bo. Bo was fearless, aggressive,
[29:25] versus Bo. Bo was fearless, aggressive, MLB, NFL competitor. Jason was his
[29:28] MLB, NFL competitor. Jason was his everyday self. Again, this alter ego
[29:31] everyday self. Again, this alter ego gave him the psychological separation
[29:32] gave him the psychological separation like we were talking about before to
[29:34] like we were talking about before to handle the pressure of being an all-star
[29:36] handle the pressure of being an all-star in two separate sports. So, high
[29:38] in two separate sports. So, high performers, and again, there's tons and
[29:39] performers, and again, there's tons and tons more examples. These are just the
[29:41] tons more examples. These are just the four that really resonate most with me.
[29:43] four that really resonate most with me. So, hopefully they resonate with you as
[29:44] So, hopefully they resonate with you as well.
[29:46] well. Okay, the model. Now, what are you going
[29:48] Okay, the model. Now, what are you going to build? So, first and foremost, you
[29:50] to build? So, first and foremost, you need to pick a field of play. So, if you
[29:53] need to pick a field of play. So, if you are a closer, it would be closing calls.
[29:55] are a closer, it would be closing calls. If you are a setter, it'd be your
[29:56] If you are a setter, it'd be your setting calls. Where do you need this
[29:58] setting calls. Where do you need this the most? Where do you need these
[30:01] the most? Where do you need these attributes the most? That's your field
[30:03] attributes the most? That's your field of play. Okay. Next, you need to pick
[30:06] of play. Okay. Next, you need to pick moments of impact. When in the field of
[30:09] moments of impact. When in the field of play do you need this the most? Is it
[30:11] play do you need this the most? Is it the opening, pain, money, objection,
[30:13] the opening, pain, money, objection, close? Where is it? Where are the three
[30:15] close? Where is it? Where are the three to five moments of impact that you
[30:18] to five moments of impact that you really need the confidence, the
[30:20] really need the confidence, the perseverance? You know, you really you
[30:22] perseverance? You know, you really you pushing forward. Okay. Name the enemy.
[30:25] pushing forward. Okay. Name the enemy. The story that trips you up, right? The
[30:28] The story that trips you up, right? The story that prevents you from acting the
[30:30] story that prevents you from acting the way that you need to in the moments of
[30:32] way that you need to in the moments of impact, whether it's people pleasing,
[30:35] impact, whether it's people pleasing, fear of pushing price, fear of actually
[30:37] fear of pushing price, fear of actually pushing people, what are those things?
[30:39] pushing people, what are those things? And then you design this alter ego
[30:43] And then you design this alter ego around somebody who wins in those
[30:46] around somebody who wins in those moments. That's how you move from
[30:49] moments. That's how you move from ordinary to extraordinary
[30:51] ordinary to extraordinary very quickly. Okay.
[30:55] very quickly. Okay. So step by step, how do you do this? Now
[30:58] So step by step, how do you do this? Now I'm going to use what I did personally.
[31:02] I'm going to use what I did personally. Okay. So I did the black mama closer. So
[31:05] Okay. So I did the black mama closer. So number one, pick your alter ego. So
[31:07] number one, pick your alter ego. So define feel the play. So, for me, it was
[31:10] define feel the play. So, for me, it was on Zoom closing calls. What's a win?
[31:12] on Zoom closing calls. What's a win? Okay, what is a win for me? What do I
[31:14] Okay, what is a win for me? What do I need to be hitting? So, I needed to be
[31:16] need to be hitting? So, I needed to be hitting 60 to 80% close rate and $50,000
[31:20] hitting 60 to 80% close rate and $50,000 per month in commissions. This is what I
[31:22] per month in commissions. This is what I needed. This is what a win was for me.
[31:24] needed. This is what a win was for me. If my ultra ego was successful, this is
[31:26] If my ultra ego was successful, this is what a win is. Write two short lists.
[31:29] what a win is. Write two short lists. What do you want? What do you don't
[31:30] What do you want? What do you don't want? Okay, simple. So, what do I want?
[31:33] want? Okay, simple. So, what do I want? Relentless. Never tired. So, something
[31:36] Relentless. Never tired. So, something that always like came into my head, and
[31:38] that always like came into my head, and maybe the editor can splice it in here,
[31:39] maybe the editor can splice it in here, I don't know, but it was a quote by Kobe
[31:43] I don't know, but it was a quote by Kobe when he was in the finals, he was up two
[31:45] when he was in the finals, he was up two games, and one of the reporters asked
[31:47] games, and one of the reporters asked him like, "Hey, you don't seem happy,
[31:50] him like, "Hey, you don't seem happy, right? Like, you don't seem happy. Like,
[31:51] right? Like, you don't seem happy. Like, you just won. Like, why aren't you
[31:52] you just won. Like, why aren't you happy?" And with a blank expression, he
[31:55] happy?" And with a blank expression, he goes, "Job's not finished." Relentless.
[31:58] goes, "Job's not finished." Relentless. >> You're up to what's the story? Are you
[32:00] >> You're up to what's the story? Are you not happy or you're only half happy or
[32:03] not happy or you're only half happy or >> still to be happy about? You're up too
[32:05] >> still to be happy about? You're up too old.
[32:06] old. >> Job's not finished. Job finished.
[32:10] >> Job's not finished. Job finished. >> I don't think so.
[32:11] >> I don't think so. >> Okay.
[32:12] >> Okay. >> Like he was never tired. He always
[32:14] >> Like he was never tired. He always pushed forward. It doesn't matter if he
[32:15] pushed forward. It doesn't matter if he just won a game. It doesn't matter if
[32:17] just won a game. It doesn't matter if just last week I made 10,000 per month.
[32:20] just last week I made 10,000 per month. I need to hit 50. I'm not going to rely
[32:22] I need to hit 50. I'm not going to rely on my laurels. It's every single day I'm
[32:25] on my laurels. It's every single day I'm after it. Relentless. Never tired. Okay.
[32:27] after it. Relentless. Never tired. Okay. Job's not finished. What do I not want?
[32:30] Job's not finished. What do I not want? Okay. I don't want to cut corners. I
[32:32] Okay. I don't want to cut corners. I don't want to give up on people. That
[32:33] don't want to give up on people. That was my biggest thing. Okay, I'll cut
[32:35] was my biggest thing. Okay, I'll cut corners. Okay, I knew I should have
[32:37] corners. Okay, I knew I should have pushed harder, but then I didn't.
[32:39] pushed harder, but then I didn't. That [ __ ] ate at me. So, it's like, what
[32:41] That [ __ ] ate at me. So, it's like, what do you want? What do you don't want?
[32:43] do you want? What do you don't want? Okay, list your top three moments of
[32:45] Okay, list your top three moments of impact
[32:47] impact for me. Opening authority, deep pain
[32:50] for me. Opening authority, deep pain diagnosis, handling concerns. What are
[32:53] diagnosis, handling concerns. What are the top three moments of impact when you
[32:55] the top three moments of impact when you need to be relentless, never tired,
[32:57] need to be relentless, never tired, whatever it is that you need, whatever
[32:59] whatever it is that you need, whatever it is that you want. What are the
[33:01] it is that you want. What are the moments of impact that you need that the
[33:03] moments of impact that you need that the most? Okay, so name the enemy stories
[33:06] most? Okay, so name the enemy stories you want to neutralize. So for me,
[33:09] you want to neutralize. So for me, people pleasing, fear of messing up,
[33:11] people pleasing, fear of messing up, rushing the clothes. What is holding you
[33:13] rushing the clothes. What is holding you back right now? Choose an inspirational
[33:16] back right now? Choose an inspirational model for me, right? It can be real or
[33:19] model for me, right? It can be real or it can be like archetypical. So if it's
[33:21] it can be like archetypical. So if it's like a comic book character, it it could
[33:23] like a comic book character, it it could even be something like it's an
[33:25] even be something like it's an imaginated character you make up in your
[33:27] imaginated character you make up in your mind. As long as you sit and you take
[33:29] mind. As long as you sit and you take the time to make it real for you. Like
[33:30] the time to make it real for you. Like for me it was Kobe Bryant because like
[33:32] for me it was Kobe Bryant because like his mindset, his mentality, that's what
[33:35] his mindset, his mentality, that's what I wanted to adopt and it's something
[33:37] I wanted to adopt and it's something that's aspirational in a particular way
[33:40] that's aspirational in a particular way that if you adopt whatever it is that's
[33:42] that if you adopt whatever it is that's aspirational about them, you would
[33:44] aspirational about them, you would perform much better. Okay, so for me,
[33:47] perform much better. Okay, so for me, you know, Kobe's Black Mamba, but it can
[33:49] you know, Kobe's Black Mamba, but it can be like the surgeon, ice water captain,
[33:51] be like the surgeon, ice water captain, you can create something. It could be a
[33:52] you can create something. It could be a comic book character, it could even be
[33:54] comic book character, it could even be me, right? Like it doesn't matter as
[33:57] me, right? Like it doesn't matter as long as it works for you. Okay. Now
[34:00] long as it works for you. Okay. Now extract three to five traits you need on
[34:03] extract three to five traits you need on the call from this aspirational figure.
[34:06] the call from this aspirational figure. Okay. Calm intensity, surgical
[34:08] Okay. Calm intensity, surgical curiosity, price, conviction, finishing
[34:10] curiosity, price, conviction, finishing strong. That one was the most important
[34:11] strong. That one was the most important one to me. Okay. Give it a name plus a
[34:14] one to me. Okay. Give it a name plus a micro origin story. So what is a name?
[34:16] micro origin story. So what is a name? So for me, black mama closer. Now the
[34:18] So for me, black mama closer. Now the origin story 90 seconds. Now you want to
[34:21] origin story 90 seconds. Now you want to draft how and why this identity was
[34:23] draft how and why this identity was forged. People we act and we think
[34:26] forged. People we act and we think through stories. So you need to give
[34:29] through stories. So you need to give yourself a story of why you have this
[34:31] yourself a story of why you have this ultra ego. Okay. So for me it was born
[34:34] ultra ego. Okay. So for me it was born from too many almost forged to finish.
[34:37] from too many almost forged to finish. There's too many people that almost
[34:40] There's too many people that almost closed but didn't. Like now I need to
[34:43] closed but didn't. Like now I need to really crack my head to make sure I'm
[34:46] really crack my head to make sure I'm always finishing. I'm pushing across the
[34:49] always finishing. I'm pushing across the line that I need to. And then write a
[34:51] line that I need to. And then write a oneline mission. Okay. What is the
[34:54] oneline mission. Okay. What is the mission of your alter ego? to protect
[34:56] mission of your alter ego? to protect the prospect's future from indecision
[34:58] the prospect's future from indecision and finish the game. So, I'm here to put
[35:01] and finish the game. So, I'm here to put people in positions of power, protect
[35:03] people in positions of power, protect them from their own indecision, and
[35:06] them from their own indecision, and finish the game. Okay? Job's not
[35:08] finish the game. Okay? Job's not finished. If I need to hit 50K per
[35:11] finished. If I need to hit 50K per month, it doesn't matter if I just made
[35:13] month, it doesn't matter if I just made 3,000 yesterday. Job's not finished.
[35:15] 3,000 yesterday. Job's not finished. >> Job's not finished. Job finished.
[35:19] >> Job's not finished. Job finished. I don't think so.
[35:20] I don't think so. >> Okay.
[35:22] >> Okay. >> Okay. What are the rules of the
[35:25] >> Okay. What are the rules of the identity? Okay, I'll split it into three
[35:27] identity? Okay, I'll split it into three things. Posture, face, voice, phrases,
[35:30] things. Posture, face, voice, phrases, and then just like rules that you never
[35:32] and then just like rules that you never want to give into. Okay, so what is a
[35:35] want to give into. Okay, so what is a posture? What is a face? What are the
[35:36] posture? What is a face? What are the voice of your ultra ego? Shoulders down,
[35:39] voice of your ultra ego? Shoulders down, back, confident, still fla still face,
[35:43] back, confident, still fla still face, slower cadence equals more authority.
[35:45] slower cadence equals more authority. Write specific dos and don'ts for body
[35:48] Write specific dos and don'ts for body language. This is explicitly part of
[35:51] language. This is explicitly part of designing the identity. What do you do?
[35:53] designing the identity. What do you do? What do you not do? What are the
[35:54] What do you not do? What are the manorisms that you have? Okay, what is
[35:56] manorisms that you have? Okay, what is the manorisms that that identity has?
[35:58] the manorisms that that identity has? Phrases. Okay, this is one I would say
[36:01] Phrases. Okay, this is one I would say in objection handling all the time. Our
[36:04] in objection handling all the time. Our circumstances don't change what needs to
[36:06] circumstances don't change what needs to be done. So when somebody what would
[36:08] be done. So when somebody what would happen to me is I would fall and I would
[36:11] happen to me is I would fall and I would believe people's stories too much on why
[36:12] believe people's stories too much on why they couldn't do something. And it
[36:14] they couldn't do something. And it wasn't until I adopted this phrase of
[36:16] wasn't until I adopted this phrase of hey man like our circumstances do not
[36:18] hey man like our circumstances do not change what needs to be done. For
[36:20] change what needs to be done. For example, if I was talking to a single
[36:21] example, if I was talking to a single mom who had two kids, three jobs, if she
[36:24] mom who had two kids, three jobs, if she needed to lose 50 pounds, she still
[36:26] needed to lose 50 pounds, she still needed to go to the gym. She still need
[36:27] needed to go to the gym. She still need to eat, right? Her circumstances, no
[36:29] to eat, right? Her circumstances, no matter how bad, doesn't change what
[36:30] matter how bad, doesn't change what needs to be done. So, your
[36:32] needs to be done. So, your circumstances, and I can appreciate like
[36:34] circumstances, and I can appreciate like they're hard, it doesn't change what
[36:35] they're hard, it doesn't change what needs to be done. And it's that
[36:38] needs to be done. And it's that unrelenting conviction that allowed me
[36:40] unrelenting conviction that allowed me to get those hard prospects across the
[36:42] to get those hard prospects across the line. Okay. Also, like what happens if
[36:44] line. Okay. Also, like what happens if nothing changes? Like, oh, let's decide
[36:46] nothing changes? Like, oh, let's decide now. Like, no, we figure this out now.
[36:49] now. Like, no, we figure this out now. Okay. What are those phrases that you
[36:51] Okay. What are those phrases that you need to be using that's going to help
[36:53] need to be using that's going to help you on your sales calls? Rules. Okay.
[36:56] you on your sales calls? Rules. Okay. Never mirror anxiety. If they're if they
[36:58] Never mirror anxiety. If they're if they have anxiety, I'm not going to have
[37:00] have anxiety, I'm not going to have anxiety. Okay. Talking about the money
[37:02] anxiety. Okay. Talking about the money around minute 18. So, for me, this would
[37:04] around minute 18. So, for me, this would fluctuate. Okay. I would say like I I
[37:07] fluctuate. Okay. I would say like I I shift this to like around minute 25. I
[37:09] shift this to like around minute 25. I should be dropping price. Okay. No
[37:12] should be dropping price. Okay. No offramps at the close. Don't be a [ __ ]
[37:15] offramps at the close. Don't be a [ __ ] Right? Like that was the biggest thing
[37:16] Right? Like that was the biggest thing in my head of if somebody else saw this
[37:19] in my head of if somebody else saw this call, okay, this is years ago, but like
[37:21] call, okay, this is years ago, but like if somebody else saw this call, would I
[37:23] if somebody else saw this call, would I be proud of this call? And if the answer
[37:25] be proud of this call? And if the answer is no, like I'm not hopping off this
[37:27] is no, like I'm not hopping off this call. I'm going to give it everything I
[37:29] call. I'm going to give it everything I got. Two people entered this Zoom room,
[37:31] got. Two people entered this Zoom room, one person's going to leave and it's not
[37:33] one person's going to leave and it's not going to be me, right? Slow cadence, ask
[37:36] going to be me, right? Slow cadence, ask hard questions, no offramps.
[37:39] hard questions, no offramps. Okay, what are the rules that you have
[37:41] Okay, what are the rules that you have to follow? Okay. What does the ultra ego
[37:43] to follow? Okay. What does the ultra ego follow that makes it to where you can
[37:46] follow that makes it to where you can hit your 50k per month if that's what
[37:48] hit your 50k per month if that's what your goal is. Okay. Now, how to make
[37:51] your goal is. Okay. Now, how to make triggers
[37:53] triggers which helps you step in to that ultra
[37:56] which helps you step in to that ultra ego. So, this is something to where like
[38:00] ego. So, this is something to where like we talked about before you a real easy
[38:02] we talked about before you a real easy way to step into an alter ego is using
[38:05] way to step into an alter ego is using triggers to shortcut your brain into
[38:08] triggers to shortcut your brain into stepping into being something else. For
[38:10] stepping into being something else. For me, the two biggest things like I used I
[38:13] me, the two biggest things like I used I use smell, right? If you you can look on
[38:16] use smell, right? If you you can look on Amazon, Jordan Belelfford, right? Read
[38:20] Amazon, Jordan Belelfford, right? Read his book and and went through some of
[38:21] his book and and went through some of his training and I would say most of
[38:23] his training and I would say most of it's not super great. Like some of the
[38:25] it's not super great. Like some of the tone stuff is good, but one thing I did
[38:27] tone stuff is good, but one thing I did take away from that is like getting into
[38:29] take away from that is like getting into the state. He uses like boom boom
[38:31] the state. He uses like boom boom sticks. It's like it gets a certain type
[38:33] sticks. It's like it gets a certain type of peppermint smell in your nose. And
[38:35] of peppermint smell in your nose. And that's something like I would take like
[38:37] that's something like I would take like like before every call, right? takes
[38:39] like before every call, right? takes like two seconds, right? Just right. You
[38:41] like two seconds, right? Just right. You get uh menthol like peppermint like in
[38:43] get uh menthol like peppermint like in your nose and you get into the state of
[38:45] your nose and you get into the state of like being the person you need to be.
[38:47] like being the person you need to be. Also, as well, I would use I would wear
[38:49] Also, as well, I would use I would wear Kobe socks. So, when you're talking
[38:52] Kobe socks. So, when you're talking about creating these things, you want it
[38:54] about creating these things, you want it to be unique to sales, not worn or used
[38:57] to be unique to sales, not worn or used casually. So, it can't be anything that
[39:00] casually. So, it can't be anything that you use outside of it, anything you wear
[39:02] you use outside of it, anything you wear outside of just this endeavor. Okay?
[39:05] outside of just this endeavor. Okay? Like for me right now now I'm I'm
[39:07] Like for me right now now I'm I'm stepping into identity a different
[39:09] stepping into identity a different identity different ultra ego um more
[39:11] identity different ultra ego um more like on the business side and what I
[39:13] like on the business side and what I have is I have this particular hat that
[39:15] have is I have this particular hat that I wear when I'm doing like hard work and
[39:18] I wear when I'm doing like hard work and I'm doing um like basically like deep
[39:20] I'm doing um like basically like deep work and why do I wear this hat like who
[39:23] work and why do I wear this hat like who am I really tapping into is Alexi like
[39:25] am I really tapping into is Alexi like somebody who has much more of a work
[39:27] somebody who has much more of a work ethic that I have okay so when I wear
[39:30] ethic that I have okay so when I wear this hat I am just doing deep work I
[39:33] this hat I am just doing deep work I don't wear this hat any other time. It's
[39:35] don't wear this hat any other time. It's right here. It's by my desk. And it's
[39:37] right here. It's by my desk. And it's something that's simple. It's subtle and
[39:39] something that's simple. It's subtle and it has one gesture, one meeting. And
[39:41] it has one gesture, one meeting. And it's easy to take this hat wherever I
[39:43] it's easy to take this hat wherever I go. So, you wanted to have it one
[39:45] go. So, you wanted to have it one gesture, one meeting, and it's easy to
[39:47] gesture, one meeting, and it's easy to repeat anywhere. So, for me, when I was
[39:50] repeat anywhere. So, for me, when I was on sales calls, it's like socks. Another
[39:52] on sales calls, it's like socks. Another easy one you could do is like a
[39:53] easy one you could do is like a bracelet. Something along those lines
[39:54] bracelet. Something along those lines where it's like it is subtle and it's
[39:57] where it's like it is subtle and it's easy for you to take it anywhere that
[39:59] easy for you to take it anywhere that you go so you can always get into the
[40:01] you go so you can always get into the alter ego, get into the state that you
[40:03] alter ego, get into the state that you need to on your sales calls. Okay? And
[40:05] need to on your sales calls. Okay? And you want to make it very easy to do so
[40:07] you want to make it very easy to do so you don't become too superstitious about
[40:09] you don't become too superstitious about it. Right? So if like you know for
[40:11] it. Right? So if like you know for whatever reason if it's if it's too much
[40:13] whatever reason if it's if it's too much work then you just won't do it.
[40:16] work then you just won't do it. Okay? So here is a simple trigger stack.
[40:20] Okay? So here is a simple trigger stack. Typically, I would say pick two.
[40:23] Typically, I would say pick two. Me, the easiest two is something
[40:25] Me, the easiest two is something wearable and then uh you know, scent.
[40:28] wearable and then uh you know, scent. Easiest two. Now, you got to find out
[40:31] Easiest two. Now, you got to find out what works best for you, but we'll we'll
[40:33] what works best for you, but we'll we'll go through each of them. Okay? So,
[40:34] go through each of them. Okay? So, wearable, black wristband, a ring, matte
[40:37] wearable, black wristband, a ring, matte frames, a dark watch. Only when you're
[40:41] frames, a dark watch. Only when you're on calls or you're role playing. Now, a
[40:44] on calls or you're role playing. Now, a gesture is a microactivation. Now
[40:46] gesture is a microactivation. Now something that if you watch my sales
[40:48] something that if you watch my sales calls or something like this uh that I
[40:50] calls or something like this uh that I naturally do when I am selling okay I
[40:53] naturally do when I am selling okay I undo and I redo a pen. So that is
[40:55] undo and I redo a pen. So that is something I'll start to do. Even if
[40:56] something I'll start to do. Even if you're watching some of my coaching
[40:58] you're watching some of my coaching calls when somebody asks me to role play
[41:00] calls when somebody asks me to role play right immediately as soon as I start to
[41:02] right immediately as soon as I start to role play is if you can see there's a
[41:03] role play is if you can see there's a shift in what I'm doing. I immediately
[41:06] shift in what I'm doing. I immediately grab a pen and I start undoing it and
[41:08] grab a pen and I start undoing it and redoing it. Why? Like what what is that
[41:10] redoing it. Why? Like what what is that actually doing for me? So, one of my
[41:13] actually doing for me? So, one of my mentors, Matt Ryder, was uh very
[41:15] mentors, Matt Ryder, was uh very aspirational when I was very first into
[41:17] aspirational when I was very first into sales. And what he would do is he would
[41:18] sales. And what he would do is he would shuffle cards in the meantime, like
[41:21] shuffle cards in the meantime, like while he was selling because it helped
[41:22] while he was selling because it helped keep his brain occupied. Me personally,
[41:24] keep his brain occupied. Me personally, I can't shuffle worth the [ __ ] But what
[41:27] I can't shuffle worth the [ __ ] But what I can do is take a pin apart and put it
[41:29] I can do is take a pin apart and put it back together. So, it's something to
[41:30] back together. So, it's something to where it's it's something small that
[41:32] where it's it's something small that keeps my brain occupied, but also helps
[41:34] keeps my brain occupied, but also helps me tap in to being the salesperson,
[41:37] me tap in to being the salesperson, right? Being the person who is convicted
[41:39] right? Being the person who is convicted on these calls. So, as soon as I start
[41:41] on these calls. So, as soon as I start undoing this and redoing it, I know I'm
[41:43] undoing this and redoing it, I know I'm in sales mode. Even just doing this now,
[41:45] in sales mode. Even just doing this now, I'm starting to think like more
[41:47] I'm starting to think like more coherently just in general. Like, I'm
[41:48] coherently just in general. Like, I'm probably speaking a little bit more
[41:49] probably speaking a little bit more clearly. It's crazy how that works.
[41:51] clearly. It's crazy how that works. Okay, so doing something like that, uh,
[41:54] Okay, so doing something like that, uh, two two knuckle tap like on the desk,
[41:56] two two knuckle tap like on the desk, pinching your fingers together, tapping
[41:58] pinching your fingers together, tapping your watch, scratching your chin,
[42:00] your watch, scratching your chin, whatever you do to anchor yourself into
[42:04] whatever you do to anchor yourself into the actual sales call. It doesn't matter
[42:06] the actual sales call. It doesn't matter what it is as long as it's repeatable
[42:08] what it is as long as it's repeatable and you only do it when you're doing
[42:11] and you only do it when you're doing your sales calls, right? Okay. Sensory
[42:14] your sales calls, right? Okay. Sensory sound. 8 to 10 seconds of like the same
[42:16] sound. 8 to 10 seconds of like the same instrument before calls. Maybe listen to
[42:19] instrument before calls. Maybe listen to a song like what gets you in the state.
[42:21] a song like what gets you in the state. Okay. Scent. Tiny peppermint. Okay. Like
[42:24] Okay. Scent. Tiny peppermint. Okay. Like the boom booms like I was talking about.
[42:25] the boom booms like I was talking about. Real easy. Taste. Mint gum. Maybe. Now,
[42:29] Real easy. Taste. Mint gum. Maybe. Now, I don't recommend using gum because it
[42:30] I don't recommend using gum because it sounds weird when you're chewing and
[42:32] sounds weird when you're chewing and you're on calls, but if it's something
[42:34] you're on calls, but if it's something that helps you. Now, once you have that,
[42:37] that helps you. Now, once you have that, okay, you're going to use a verbal cue.
[42:40] okay, you're going to use a verbal cue. So, when I step into it, right before
[42:42] So, when I step into it, right before your calls, it's like you want to have
[42:44] your calls, it's like you want to have something to where it's like again, you
[42:46] something to where it's like again, you take a good deep breath in, whisper your
[42:49] take a good deep breath in, whisper your cue. For me, it was black mamba on
[42:51] cue. For me, it was black mamba on finish.
[42:53] finish. Okay? And then this uh this helped you
[42:56] Okay? And then this uh this helped you just get into the state like you're
[42:57] just get into the state like you're reminding yourself. You also can use
[42:59] reminding yourself. You also can use like visual cues, but don't overdo it.
[43:01] like visual cues, but don't overdo it. Something that I would do a lot is like
[43:03] Something that I would do a lot is like use sticky notes to remind myself. These
[43:05] use sticky notes to remind myself. These are all little things you can do to just
[43:06] are all little things you can do to just help remind yourself to show up the way
[43:08] help remind yourself to show up the way that you needed to. Okay. So, how do we
[43:10] that you needed to. Okay. So, how do we actually activate it? So, wearable on
[43:12] actually activate it? So, wearable on one breath in 4 second
[43:16] one breath in 4 second hold for 2 seconds, 6 seconds out.
[43:19] hold for 2 seconds, 6 seconds out. Posture is set the way that you need to
[43:21] Posture is set the way that you need to be to be confident. And then you whisper
[43:23] be to be confident. And then you whisper your queue. You hop on your Zoom and you
[43:24] your queue. You hop on your Zoom and you open the call. Okay? Confident. It
[43:26] open the call. Okay? Confident. It doesn't take a lot of time. It's like 10
[43:28] doesn't take a lot of time. It's like 10 seconds. Don't make this super elaborate
[43:31] seconds. Don't make this super elaborate pre-all process. 10 seconds, get on the
[43:33] pre-all process. 10 seconds, get on the call, [ __ ] smash it.
[43:36] call, [ __ ] smash it. Okay, so the 10 31530 protocol. So, like
[43:40] Okay, so the 10 31530 protocol. So, like I said, 10 second power up before the
[43:42] I said, 10 second power up before the call. Put on the trigger, breathe in
[43:44] call. Put on the trigger, breathe in once, say your Q. Now, in tough moments,
[43:49] once, say your Q. Now, in tough moments, you can touch your trigger. One Q word,
[43:51] you can touch your trigger. One Q word, slow nod. Like for me like during tough
[43:53] slow nod. Like for me like during tough moments like I'm probably going to use
[43:56] moments like I'm probably going to use and undo my pin like more. I'll speed up
[43:59] and undo my pin like more. I'll speed up doing that. Now my face in every other
[44:01] doing that. Now my face in every other expression I'll do it below the table is
[44:04] expression I'll do it below the table is going to stay exactly the same. But this
[44:06] going to stay exactly the same. But this is going to be like at tough moments.
[44:08] is going to be like at tough moments. Now if you're rattled again, you can
[44:11] Now if you're rattled again, you can take 15 seconds to reset yourself. Like
[44:14] take 15 seconds to reset yourself. Like be silent. Look as though like you're
[44:16] be silent. Look as though like you're searching for what to say. Take a brief
[44:19] searching for what to say. Take a brief breath in. Cue your line in your head
[44:22] breath in. Cue your line in your head and then speak. Don't allow somebody to
[44:25] and then speak. Don't allow somebody to speed you up. Just remind yourself of
[44:27] speed you up. Just remind yourself of your identity, your alter ego that
[44:29] your identity, your alter ego that you're being right now. It's like how
[44:30] you're being right now. It's like how would they act? Say your Q and then you
[44:32] would they act? Say your Q and then you speak. Now 30 seconds cool down. After
[44:36] speak. Now 30 seconds cool down. After remove the trigger, log one win, one
[44:39] remove the trigger, log one win, one tweak, leave the identity on the field.
[44:41] tweak, leave the identity on the field. Now if you have backto back to
[44:42] Now if you have backto back to backtoback calls, you're not doing this
[44:45] backtoback calls, you're not doing this after each and every call. Okay? You're
[44:47] after each and every call. Okay? You're hopping on each call. You're saying the
[44:48] hopping on each call. You're saying the queue in between each calls, right? the
[44:50] queue in between each calls, right? the 10-second power up and then at the end
[44:52] 10-second power up and then at the end of the day, you're leaving on the field.
[44:53] of the day, you're leaving on the field. You do not want to be wearing your
[44:55] You do not want to be wearing your totem, your hat, your bracelet, your
[44:57] totem, your hat, your bracelet, your socks besides you being on the actual
[45:00] socks besides you being on the actual sales calls. Again, I only wear that hat
[45:02] sales calls. Again, I only wear that hat when I'm at my desk doing deep work.
[45:05] when I'm at my desk doing deep work. Okay? I'm not wearing it right now
[45:07] Okay? I'm not wearing it right now because I like this is kind of deep
[45:09] because I like this is kind of deep work, but I'm sitting here and I'm
[45:10] work, but I'm sitting here and I'm yelling at my computer, right? You know
[45:12] yelling at my computer, right? You know what I mean? So, it's a little bit
[45:13] what I mean? So, it's a little bit different. Okay? So, number three, why
[45:16] different. Okay? So, number three, why are triggers important? So it the item
[45:19] are triggers important? So it the item you wear becomes a mental shortcut to a
[45:21] you wear becomes a mental shortcut to a trait. So basically you again we don't
[45:24] trait. So basically you again we don't want to use willpower. We want to use
[45:25] want to use willpower. We want to use shortcuts. We want to structure our life
[45:28] shortcuts. We want to structure our life to get into whatever it is we need to do
[45:30] to get into whatever it is we need to do in order to get our outcomes. Okay. So
[45:33] in order to get our outcomes. Okay. So these are state dependent performance.
[45:34] these are state dependent performance. Repeating the same ritual puts your
[45:36] Repeating the same ritual puts your brain back in the high performance state
[45:38] brain back in the high performance state fast. So once you anchor this into
[45:40] fast. So once you anchor this into feeling a certain type of way, it makes
[45:42] feeling a certain type of way, it makes it repeatable. So it's like you just do
[45:45] it repeatable. So it's like you just do this quick routine. It's repeatable and
[45:47] this quick routine. It's repeatable and you're able to hop on calls. Okay.
[45:49] you're able to hop on calls. Okay. Implementation a concrete when X then Y.
[45:53] Implementation a concrete when X then Y. It lowers inhibition. Okay. So, let's
[45:56] It lowers inhibition. Okay. So, let's for example, let's say the biggest thing
[45:57] for example, let's say the biggest thing you get that really harpens on you and
[46:01] you get that really harpens on you and you have a really hard time with is like
[46:02] you have a really hard time with is like you get price push back. Okay. So, what
[46:04] you get price push back. Okay. So, what you're going to do use your little Q,
[46:06] you're going to do use your little Q, right? Maybe pinch your finger, do
[46:09] right? Maybe pinch your finger, do whatever it is, undo your pen. Okay.
[46:11] whatever it is, undo your pen. Okay. Then you're going to ask like
[46:12] Then you're going to ask like consequence question or whatever it is.
[46:14] consequence question or whatever it is. So, it's a pattern interrupt. A tiny
[46:16] So, it's a pattern interrupt. A tiny gesture resets your nerves mid call. So,
[46:20] gesture resets your nerves mid call. So, if you notice when a call starts to go
[46:22] if you notice when a call starts to go bad, it starts to go really bad. So,
[46:24] bad, it starts to go really bad. So, what this allows you to do is like reset
[46:27] what this allows you to do is like reset yourself and remind yourself to continue
[46:29] yourself and remind yourself to continue to step into the person who you need to
[46:31] to step into the person who you need to be. Okay? So, and this also allows
[46:34] be. Okay? So, and this also allows consistency under pressure. Shared
[46:36] consistency under pressure. Shared triggers lets the whole team execute the
[46:39] triggers lets the whole team execute the same standard reliably. So if you're
[46:41] same standard reliably. So if you're able to do this consistently under
[46:43] able to do this consistently under pressure, it really trains your brain.
[46:46] pressure, it really trains your brain. Again, theory versus action. So you only
[46:50] Again, theory versus action. So you only do this through repeated action, not
[46:52] do this through repeated action, not just theory. So that's why it's really
[46:54] just theory. So that's why it's really important to again go back, create this
[46:57] important to again go back, create this for yourself. It'll take an hour, 2
[46:58] for yourself. It'll take an hour, 2 hours. Once you have it down, I'll take
[47:00] hours. Once you have it down, I'll take you through like how do you actually
[47:02] you through like how do you actually condition your mind to use it, but make
[47:04] condition your mind to use it, but make sure you actually use it. That's going
[47:05] sure you actually use it. That's going to be key. Okay? and when to take the
[47:08] to be key. Okay? and when to take the triggers off like right after each call
[47:10] triggers off like right after each call if big if there's not another call
[47:13] if big if there's not another call there. Okay, so remove the wearable
[47:15] there. Okay, so remove the wearable wearable log one win one tweak say
[47:18] wearable log one win one tweak say session complete after each session
[47:19] session complete after each session session complete like you're telling
[47:21] session complete like you're telling yourself now end of day take your
[47:22] yourself now end of day take your triggers off before you leave the desk
[47:24] triggers off before you leave the desk don't carry your persona into your
[47:26] don't carry your persona into your personal life okay my fiance would
[47:29] personal life okay my fiance would really not appreciate if I was the same
[47:31] really not appreciate if I was the same person who I am on my sales calls right
[47:34] person who I am on my sales calls right where I'm very much like I'm leading I'm
[47:36] where I'm very much like I'm leading I'm making sure I'm not you know really you
[47:38] making sure I'm not you know really you know buying into people's excuses and
[47:41] know buying into people's excuses and I'm like helping shift people she
[47:43] I'm like helping shift people she probably want to appreciate that same
[47:44] probably want to appreciate that same type of energy like when I'm with her,
[47:46] type of energy like when I'm with her, right? Don't take that off the like off
[47:48] right? Don't take that off the like off the calls, right? You leave it on the
[47:49] the calls, right? You leave it on the calls, leave it on the field of play.
[47:52] calls, leave it on the field of play. And you never wear it casually. The
[47:55] And you never wear it casually. The reason that these things have power is
[47:58] reason that these things have power is because you only use it during specific
[48:00] because you only use it during specific times. Okay? Never wear it casually.
[48:03] times. Okay? Never wear it casually. Keep triggers sacred to the field of
[48:05] Keep triggers sacred to the field of play or they'll lose their punch. Okay?
[48:07] play or they'll lose their punch. Okay? You also want to take it off take it off
[48:09] You also want to take it off take it off during a rough call. So take a brief 60
[48:12] during a rough call. So take a brief 60 to 90 seconds of like notes like what
[48:14] to 90 seconds of like notes like what went bad then remove it. Like you don't
[48:16] went bad then remove it. Like you don't want to anchor your trigger to
[48:18] want to anchor your trigger to frustration. Okay. Now you also want to
[48:22] frustration. Okay. Now you also want to take it off if for whatever reason that
[48:25] take it off if for whatever reason that your trigger is going to start to feel
[48:27] your trigger is going to start to feel stale. Okay. So if you notice it's
[48:29] stale. Okay. So if you notice it's starting to have like less of an effect
[48:30] starting to have like less of an effect on you, you can swap one element, a new
[48:33] on you, you can swap one element, a new keyword or new wearable, okay, and
[48:35] keyword or new wearable, okay, and recondition for three days.
[48:39] recondition for three days. Okay, quick example. Okay, black mambber
[48:41] Okay, quick example. Okay, black mambber closer stack. Dude, this sounds so cool.
[48:43] closer stack. Dude, this sounds so cool. Okay, like a wearable. You can wear like
[48:45] Okay, like a wearable. You can wear like a black silicone bracelet and you only
[48:47] a black silicone bracelet and you only use it on sales calls. Okay, now
[48:49] use it on sales calls. Okay, now personally I wore socks, but what is a
[48:51] personally I wore socks, but what is a gesture? You can use a thumb to
[48:53] gesture? You can use a thumb to forefinger pinch like under the camera
[48:55] forefinger pinch like under the camera when you're feeling type of pressure to
[48:57] when you're feeling type of pressure to remind yourself to stay calm, be
[48:59] remind yourself to stay calm, be calculated, make sure you follow
[49:01] calculated, make sure you follow through. Q black ma on finish preall
[49:04] through. Q black ma on finish preall band on. Breathe. Q. Hop on Zoom.
[49:08] band on. Breathe. Q. Hop on Zoom. [ __ ] crush it. Right. That's the last
[49:10] [ __ ] crush it. Right. That's the last step. Mid call, right? Let's say you're
[49:13] step. Mid call, right? Let's say you're getting price push back. Pinch one
[49:14] getting price push back. Pinch one breath in. Like, walk me through what
[49:16] breath in. Like, walk me through what happens if you don't change this in 90
[49:17] happens if you don't change this in 90 days. Again, like what's the next step?
[49:19] days. Again, like what's the next step? Off call, band off, session complete.
[49:22] Off call, band off, session complete. You leave it on the field.
[49:25] You leave it on the field. Okay. Now, what's the game plan? How do
[49:27] Okay. Now, what's the game plan? How do we get this in place in 7 days to make
[49:30] we get this in place in 7 days to make this trigger automatic? So day one to
[49:33] this trigger automatic? So day one to two is again mirror drills. So have it
[49:36] two is again mirror drills. So have it on, breathe, Q-ine and read two tough
[49:39] on, breathe, Q-ine and read two tough questions like out loud in front of the
[49:40] questions like out loud in front of the mirror. So the questions you know you
[49:42] mirror. So the questions you know you need to be asking but you're not asking
[49:43] need to be asking but you're not asking right now. Like get those repetitions
[49:45] right now. Like get those repetitions in. Just get comfortable with the
[49:47] in. Just get comfortable with the wearable on triggering that ultra ego
[49:49] wearable on triggering that ultra ego and just saying things out loud. Okay.
[49:52] and just saying things out loud. Okay. So day three to four get eight reps a
[49:55] So day three to four get eight reps a day. Objection rounds. Okay. If you're
[49:59] day. Objection rounds. Okay. If you're roleplaying objections, like hop on role
[50:01] roleplaying objections, like hop on role plays, go through the the objections you
[50:04] plays, go through the the objections you have the hardest time with and use it,
[50:06] have the hardest time with and use it, okay? Use either your 3 second snap,
[50:09] okay? Use either your 3 second snap, okay? Your pen, whatever it is, the cue
[50:11] okay? Your pen, whatever it is, the cue that you have in your wearable when you
[50:13] that you have in your wearable when you get push back, how do you respond? How
[50:15] get push back, how do you respond? How do you be more confident? And then day
[50:17] do you be more confident? And then day five and six, at least five real calls a
[50:19] five and six, at least five real calls a day. Do the full 10, 3, 15, 30 protocol.
[50:23] day. Do the full 10, 3, 15, 30 protocol. Track if you use the snap at least once.
[50:25] Track if you use the snap at least once. Okay? If you're getting push back, are
[50:27] Okay? If you're getting push back, are you actually using it? And then day
[50:28] you actually using it? And then day seven, review your recordings, write
[50:30] seven, review your recordings, write down three Mamba behaviors or whatever
[50:33] down three Mamba behaviors or whatever belief, whatever system that you use,
[50:35] belief, whatever system that you use, you kept and one that you'll add next
[50:38] you kept and one that you'll add next week. And then it's a continuous
[50:40] week. And then it's a continuous process. You should go back every seven
[50:42] process. You should go back every seven days and like reviewing your calls and
[50:44] days and like reviewing your calls and see, okay, what are the attributes that
[50:46] see, okay, what are the attributes that I've been doing well and what are the
[50:48] I've been doing well and what are the attribute that I still need to add on?
[50:50] attribute that I still need to add on? Only add in one attribute a week. Once
[50:52] Only add in one attribute a week. Once you get past five, maybe six, okay, then
[50:56] you get past five, maybe six, okay, then like I you're running into as much as
[50:59] like I you're running into as much as you can handle. Okay, but it's something
[51:01] you can handle. Okay, but it's something to where you want to be reviewing your
[51:03] to where you want to be reviewing your calls and have an iteration process. All
[51:06] calls and have an iteration process. All right.
[51:08] right. All right. So after we understand like
[51:10] All right. So after we understand like the type of person who we need to be
[51:12] the type of person who we need to be like on the calls and who we need to
[51:14] like on the calls and who we need to actually like step into our alter ego,
[51:17] actually like step into our alter ego, our character, our dream, once we have
[51:19] our character, our dream, once we have all that stuff really we need to start
[51:21] all that stuff really we need to start to dive into understanding like human
[51:23] to dive into understanding like human behavior basics. Once you understand
[51:26] behavior basics. Once you understand like human behavior basics, like just
[51:28] like human behavior basics, like just learning this alone will transform like
[51:30] learning this alone will transform like how you view people and how you view
[51:31] how you view people and how you view your calls in general and how you view
[51:33] your calls in general and how you view how you should show up. Okay, so let's
[51:35] how you should show up. Okay, so let's dive into it.
[51:39] Okay. So very first thing that we need
[51:41] Okay. So very first thing that we need to understand is again really harping on
[51:44] to understand is again really harping on like who we need to be. Okay. So there
[51:46] like who we need to be. Okay. So there is a difference between technique and
[51:48] is a difference between technique and skill. So a technique is like a word
[51:52] skill. So a technique is like a word phrase that you use. A skill is
[51:54] phrase that you use. A skill is something that again it comes up more
[51:56] something that again it comes up more natural. So tonality like always having
[51:58] natural. So tonality like always having the best tonality like that is a skill.
[52:01] the best tonality like that is a skill. Okay. Knowing the why behind the
[52:03] Okay. Knowing the why behind the questions and being able to craft your
[52:05] questions and being able to craft your own questions is a skill. So you need to
[52:09] own questions is a skill. So you need to yes techniques to start off with but you
[52:11] yes techniques to start off with but you need to always be thinking about it of
[52:13] need to always be thinking about it of like how can I learn the actual skill
[52:15] like how can I learn the actual skill set of the technique like what's the
[52:18] set of the technique like what's the actual underarching why behind it. Once
[52:21] actual underarching why behind it. Once you understand the why behind it then
[52:23] you understand the why behind it then you can start moving into how do you
[52:25] you can start moving into how do you shape these things to what you are
[52:26] shape these things to what you are personally and who you are personally.
[52:28] personally and who you are personally. Okay. Once you understand that, what you
[52:31] Okay. Once you understand that, what you say starts to be much more convicted.
[52:33] say starts to be much more convicted. So, it's going to be techniques at
[52:34] So, it's going to be techniques at first. You're going to have to model
[52:35] first. You're going to have to model someone else if you really want to learn
[52:36] someone else if you really want to learn quickly. After you model someone else,
[52:38] quickly. After you model someone else, it's understanding why it works. And
[52:40] it's understanding why it works. And that's how you then work on the skill is
[52:42] that's how you then work on the skill is understanding the why. So, when you are
[52:44] understanding the why. So, when you are talking to people, you need to see
[52:46] talking to people, you need to see suffering first. This one is really,
[52:49] suffering first. This one is really, really big and and it really helps you
[52:51] really big and and it really helps you have compassion for human beings is
[52:53] have compassion for human beings is every single person that you're talking
[52:54] every single person that you're talking to is suffering. Everyone you're talking
[52:56] to is suffering. Everyone you're talking to is insecure. is wearing a mask, is
[52:59] to is insecure. is wearing a mask, is suffering in one way or another, or they
[53:02] suffering in one way or another, or they would not be hopping on a sales call.
[53:05] would not be hopping on a sales call. Once you understand that, like number
[53:06] Once you understand that, like number one, you don't believe people's stories
[53:08] one, you don't believe people's stories when they tell you they're just hopping
[53:09] when they tell you they're just hopping on to understand exactly what you guys
[53:11] on to understand exactly what you guys have. Okay? Number two, you can start to
[53:14] have. Okay? Number two, you can start to understand people at a deeper level. You
[53:16] understand people at a deeper level. You can start to see their suffering first.
[53:19] can start to see their suffering first. Okay? So, also you need to get clear in
[53:21] Okay? So, also you need to get clear in like knowing yourself. Now, knowing
[53:24] like knowing yourself. Now, knowing yourself in the dream defining
[53:25] yourself in the dream defining worksheet, the character defining
[53:27] worksheet, the character defining worksheet, the alter ego effect, like
[53:29] worksheet, the alter ego effect, like what you need to really do, what you
[53:30] what you need to really do, what you need to step into, all that is really
[53:32] need to step into, all that is really key. What are you strong in? What are
[53:34] key. What are you strong in? What are you deficient in? What do you need to
[53:36] you deficient in? What do you need to work on? All going to be key. Knowing
[53:38] work on? All going to be key. Knowing your audience, this one is really,
[53:41] your audience, this one is really, really, I cannot stress this enough.
[53:44] really, I cannot stress this enough. Like understanding your audience just in
[53:46] Like understanding your audience just in general, okay? Because the biggest thing
[53:49] general, okay? Because the biggest thing when you come to like understand your
[53:50] when you come to like understand your audience, like I'll take you through the
[53:52] audience, like I'll take you through the actual structure, what to say, all that
[53:54] actual structure, what to say, all that stuff. And really, it works for any
[53:56] stuff. And really, it works for any industry you can think of. The only
[53:59] industry you can think of. The only change when it comes to this stuff is
[54:00] change when it comes to this stuff is where people's problems and aspirations
[54:02] where people's problems and aspirations are. And that comes from knowing your
[54:04] are. And that comes from knowing your audience. Understand every single person
[54:06] audience. Understand every single person you talk to hops on a sales call because
[54:08] you talk to hops on a sales call because they have a need that isn't being met
[54:10] they have a need that isn't being met right now. When you understand the basic
[54:12] right now. When you understand the basic needs that people have and what aren't
[54:14] needs that people have and what aren't being met typically with the audience
[54:16] being met typically with the audience you're speaking to, it'll have you much
[54:19] you're speaking to, it'll have you much better being able to have conversations
[54:21] better being able to have conversations actually understand people and talk
[54:23] actually understand people and talk about what's important to them. So
[54:25] about what's important to them. So understanding your audience very very
[54:26] understanding your audience very very key. Okay. Be a leader and the role
[54:29] key. Okay. Be a leader and the role model when no one is looking. So how you
[54:32] model when no one is looking. So how you do one thing affects everything. So yes,
[54:34] do one thing affects everything. So yes, you need to be a leader on your calls,
[54:36] you need to be a leader on your calls, but you also need to be taking care of
[54:37] but you also need to be taking care of your things like outside of your calls,
[54:39] your things like outside of your calls, like making sure there's no area that is
[54:42] like making sure there's no area that is really coming into your life that is
[54:45] really coming into your life that is taking you away from the things you need
[54:46] taking you away from the things you need to be doing like on your sales calls.
[54:48] to be doing like on your sales calls. Now, the alter ego effect really helps
[54:50] Now, the alter ego effect really helps separate that stuff, right? But even
[54:52] separate that stuff, right? But even with things like that, things will seep
[54:54] with things like that, things will seep in. So speak the subject's language. So
[54:57] in. So speak the subject's language. So every single person you're talking to,
[54:58] every single person you're talking to, they're going to speak in a certain type
[55:01] they're going to speak in a certain type of way. you want to use their language.
[55:04] of way. you want to use their language. Okay? The reason is is because we like
[55:07] Okay? The reason is is because we like people who are like us. So if I speak a
[55:09] people who are like us. So if I speak a certain type of way, we might be meaning
[55:11] certain type of way, we might be meaning the same thing. But if you say it in a
[55:12] the same thing. But if you say it in a different way that I normally don't say
[55:14] different way that I normally don't say again, it's not going to hit the same
[55:16] again, it's not going to hit the same versus I repeat back your words in my
[55:18] versus I repeat back your words in my questions to dig deeper. So you always
[55:20] questions to dig deeper. So you always want to use their language. So
[55:22] want to use their language. So leadership is who you are, not what you
[55:24] leadership is who you are, not what you do. So that's what we're talking about.
[55:26] do. So that's what we're talking about. Defining the dream, defining the
[55:28] Defining the dream, defining the character, the alter ego. All this is
[55:30] character, the alter ego. All this is about becoming the person who can lead.
[55:33] about becoming the person who can lead. So whatever level of control you desire
[55:35] So whatever level of control you desire over others, you need to have three
[55:36] over others, you need to have three times the level of control like over
[55:38] times the level of control like over yourself. This one is very very key is
[55:42] yourself. This one is very very key is if you're asking people to take action,
[55:44] if you're asking people to take action, to step out of their comfort zone, to
[55:45] to step out of their comfort zone, to bet on themselves, and you're over there
[55:47] bet on themselves, and you're over there and you're like in your mom's basement
[55:49] and you're like in your mom's basement eating [ __ ] Cheetos and not actually
[55:51] eating [ __ ] Cheetos and not actually doing the actions required. You're not
[55:52] doing the actions required. You're not investing yourself. You're not doing the
[55:54] investing yourself. You're not doing the things that are required. You hopped on
[55:55] things that are required. You hopped on a sales call and you said, "Bro, I don't
[55:57] a sales call and you said, "Bro, I don't have the money right now." and then you
[55:58] have the money right now." and then you expect your prospects to find the money.
[56:00] expect your prospects to find the money. It's like, dude, you're going to have a
[56:01] It's like, dude, you're going to have a hard time because you can't feel that.
[56:03] hard time because you can't feel that. So, whatever level of control you want
[56:06] So, whatever level of control you want over others, you need to have three
[56:08] over others, you need to have three times that level for yourself. Okay?
[56:11] times that level for yourself. Okay? Mindset is more important than
[56:13] Mindset is more important than knowledge. Dude, I've seen people
[56:15] knowledge. Dude, I've seen people closing 50, 60, 70%. Just getting the
[56:19] closing 50, 60, 70%. Just getting the mentality stuff down, not even having
[56:21] mentality stuff down, not even having the actual tactics. Yeah, the tactics
[56:23] the actual tactics. Yeah, the tactics will get you to 70, 80, 90% close rate,
[56:26] will get you to 70, 80, 90% close rate, but having the mentality behind it,
[56:28] but having the mentality behind it, super super key. Okay, your social
[56:31] super super key. Okay, your social surroundings dictate your future. So,
[56:33] surroundings dictate your future. So, this one is something that not a lot of
[56:36] this one is something that not a lot of people talk about, but this is something
[56:37] people talk about, but this is something that really helped me in my journey when
[56:39] that really helped me in my journey when I first got into sales. Like, I was in
[56:42] I first got into sales. Like, I was in a, you know, relatively small town in
[56:44] a, you know, relatively small town in Kansas, because there there is no really
[56:46] Kansas, because there there is no really big towns in Kansas, okay? But I say
[56:48] big towns in Kansas, okay? But I say relatively. Um, and all the people
[56:50] relatively. Um, and all the people around me that I grew up like in high
[56:52] around me that I grew up like in high school, they by the time like I was 22,
[56:54] school, they by the time like I was 22, 23, like they all they're already
[56:56] 23, like they all they're already getting out of shape. They didn't really
[56:58] getting out of shape. They didn't really have like much ambition. Like they were
[56:59] have like much ambition. Like they were cool just being like average. And if
[57:01] cool just being like average. And if you've if you've heard any of like the
[57:03] you've if you've heard any of like the way that I sell or the stories that I
[57:04] way that I sell or the stories that I tell, like this is also like my family
[57:06] tell, like this is also like my family too. Like I I noticed that. So my social
[57:09] too. Like I I noticed that. So my social surroundings, I knew this wasn't the
[57:11] surroundings, I knew this wasn't the place I wanted to be. So as soon as I
[57:12] place I wanted to be. So as soon as I got a sales job, I uprooted my entire
[57:14] got a sales job, I uprooted my entire life. I packed my car full like my beat
[57:18] life. I packed my car full like my beat up right uh Dodge uh you know Dodge
[57:21] up right uh Dodge uh you know Dodge Challenger. I I beat up Dodge Challenger
[57:24] Challenger. I I beat up Dodge Challenger and I drove 24 hours to Miami Beach to a
[57:28] and I drove 24 hours to Miami Beach to a uh small studio apartment that I had
[57:31] uh small studio apartment that I had actually never saw in person. Okay. But
[57:33] actually never saw in person. Okay. But it was it was it was just right across
[57:35] it was it was it was just right across from the beach. Okay. So this change in
[57:37] from the beach. Okay. So this change in environment really is what kickstarted
[57:39] environment really is what kickstarted my like entrepreneurial like sales
[57:41] my like entrepreneurial like sales journey is because like I was not
[57:44] journey is because like I was not allowed to be my own own self because
[57:46] allowed to be my own own self because like in in Kansas like I was I was going
[57:48] like in in Kansas like I was I was going to be a bodybuilder. This is my whole
[57:49] to be a bodybuilder. This is my whole thing. U and that's a that's a very long
[57:51] thing. U and that's a that's a very long story about ODed on like fat burners and
[57:55] story about ODed on like fat burners and not great stuff. But as soon as like I
[57:57] not great stuff. But as soon as like I was done with bodybuilding I was kind of
[57:58] was done with bodybuilding I was kind of in limbo like I didn't know what I
[57:59] in limbo like I didn't know what I wanted to be but I knew I wanted like
[58:01] wanted to be but I knew I wanted like more. I need I knew I needed different.
[58:03] more. I need I knew I needed different. So like the changing environment really
[58:05] So like the changing environment really helped really speedrun that. Okay. So to
[58:09] helped really speedrun that. Okay. So to get br like you need to get brilliant on
[58:11] get br like you need to get brilliant on the basics while others seek placeos.
[58:14] the basics while others seek placeos. So, when we're talking about basics
[58:16] So, when we're talking about basics versus placeos, most everyone you're
[58:18] versus placeos, most everyone you're talking to or most every trainer,
[58:19] talking to or most every trainer, they're going to focus on like tactics.
[58:21] they're going to focus on like tactics. And yes, I will give you tactics as
[58:23] And yes, I will give you tactics as well, but again, if you get brilliant on
[58:25] well, but again, if you get brilliant on the basics, everything that I've talked
[58:26] the basics, everything that I've talked to up until this point and when I get
[58:28] to up until this point and when I get done with the human behavior, if you
[58:30] done with the human behavior, if you only do that, you will increase your
[58:33] only do that, you will increase your sales. Point blank end of story. Okay?
[58:36] sales. Point blank end of story. Okay? So, let every skill stay hidden and
[58:38] So, let every skill stay hidden and every victory belong to the prospect. So
[58:42] every victory belong to the prospect. So when you are selling somebody and you're
[58:44] when you are selling somebody and you're using different tactics, a tactic shown
[58:46] using different tactics, a tactic shown as a tactic blown, there are very very
[58:48] as a tactic blown, there are very very few exceptions to this rule. Okay, if I
[58:50] few exceptions to this rule. Okay, if I am selling a salesperson, they know I am
[58:52] am selling a salesperson, they know I am selling them and they want to know the
[58:54] selling them and they want to know the tactics to know how cool it is. Okay, so
[58:56] tactics to know how cool it is. Okay, so I'll break and I'll show tactics there.
[58:58] I'll break and I'll show tactics there. But if you're selling like a bisop,
[59:00] But if you're selling like a bisop, you're selling whatever it is, you don't
[59:02] you're selling whatever it is, you don't want to show your tactics and you want
[59:04] want to show your tactics and you want to again put the focus on the prospect
[59:06] to again put the focus on the prospect like winning like they made the
[59:08] like winning like they made the decision. and it's you and them versus
[59:09] decision. and it's you and them versus their concerns and they're able to
[59:11] their concerns and they're able to overcome their concerns. All you're
[59:12] overcome their concerns. All you're there to do is just help them. Okay? So,
[59:15] there to do is just help them. Okay? So, influence yourself and others by
[59:17] influence yourself and others by changing perspective, context, and
[59:19] changing perspective, context, and permission. Okay? Those are the only
[59:21] permission. Okay? Those are the only things you can really change. You can't
[59:23] things you can really change. You can't change a prospect's circumstances, but
[59:25] change a prospect's circumstances, but you can change perspective, context, and
[59:28] you can change perspective, context, and you can give them permission to change.
[59:31] you can give them permission to change. So, understand, and this is a big key
[59:34] So, understand, and this is a big key thing, that humans are individuals. So,
[59:36] thing, that humans are individuals. So, we all reply to different things. So,
[59:39] we all reply to different things. So, you have to treat each of your sales
[59:41] you have to treat each of your sales calls like you're actually talking to a
[59:43] calls like you're actually talking to a human being being. I know that is
[59:45] human being being. I know that is something that is probably a foreign
[59:47] something that is probably a foreign concept, but you have to talk to people
[59:49] concept, but you have to talk to people like they're human beings. Now, you have
[59:51] like they're human beings. Now, you have a framework that you should follow.
[59:53] a framework that you should follow. Okay? Now, even like the scriptless
[59:55] Okay? Now, even like the scriptless selling and all that, like they have a
[59:56] selling and all that, like they have a framework. Like every single sales
[59:58] framework. Like every single sales process is a framework. It's just about
[01:00:01] process is a framework. It's just about really adopting that framework, having
[01:00:03] really adopting that framework, having it memorized, and actually speaking to
[01:00:04] it memorized, and actually speaking to the individual that you're talking to.
[01:00:06] the individual that you're talking to. Okay? So, understand the laws of human
[01:00:09] Okay? So, understand the laws of human behavior. Number one, every human is
[01:00:11] behavior. Number one, every human is suffering and insecure. Every human is
[01:00:13] suffering and insecure. Every human is wearing a mask. Okay? When it's a mask,
[01:00:15] wearing a mask. Okay? When it's a mask, it's like what they want to be seen.
[01:00:17] it's like what they want to be seen. Every human is pretending not to wear a
[01:00:19] Every human is pretending not to wear a mask. And every adult is a product of
[01:00:21] mask. And every adult is a product of human reward and punishment. So, every
[01:00:23] human reward and punishment. So, every single person you're talking to, they
[01:00:25] single person you're talking to, they have deep-seated insecurities. They're
[01:00:26] have deep-seated insecurities. They're wearing a mask. They have a persona that
[01:00:28] wearing a mask. They have a persona that they're putting on. Why most people have
[01:00:30] they're putting on. Why most people have a hard time with a type personalities or
[01:00:33] a hard time with a type personalities or people who are like quote unquote more
[01:00:34] people who are like quote unquote more successful like whatever the [ __ ] that
[01:00:36] successful like whatever the [ __ ] that means is because typically they just
[01:00:39] means is because typically they just have thicker masks because they have
[01:00:41] have thicker masks because they have outside things that they put onto the
[01:00:43] outside things that they put onto the mask like oh I make 200,000 a year. You
[01:00:46] mask like oh I make 200,000 a year. You know what I mean? So it's like it makes
[01:00:48] know what I mean? So it's like it makes their mask thicker. But understand like
[01:00:50] their mask thicker. But understand like below that mask they're still insecure.
[01:00:51] below that mask they're still insecure. They're still wearing a mask and they're
[01:00:53] They're still wearing a mask and they're pretending not to wear a mask. So once
[01:00:55] pretending not to wear a mask. So once you understand that, like then you can
[01:00:56] you understand that, like then you can start to understand that you need to get
[01:00:58] start to understand that you need to get beneath the mass to start talking to
[01:01:00] beneath the mass to start talking to human beings, having real conversations.
[01:01:02] human beings, having real conversations. That's what's going to push people
[01:01:03] That's what's going to push people across the line. So how do we actually
[01:01:07] across the line. So how do we actually want to view humans? So there's four
[01:01:09] want to view humans? So there's four ways to view humans. Like people are
[01:01:11] ways to view humans. Like people are broken, they're different, they're
[01:01:12] broken, they're different, they're facts, they're reasons. And the more
[01:01:14] facts, they're reasons. And the more that we move up, the better
[01:01:17] that we move up, the better conversations that we're going to have.
[01:01:18] conversations that we're going to have. Okay. Now, let's talk about this in
[01:01:21] Okay. Now, let's talk about this in terms of like a sales context. So, I hop
[01:01:24] terms of like a sales context. So, I hop on a call and I can't get somebody
[01:01:26] on a call and I can't get somebody across the line, okay? They're just
[01:01:29] across the line, okay? They're just like, "Oh, bro, I can't do it. I'm so
[01:01:30] like, "Oh, bro, I can't do it. I'm so fearful." If I view that person as
[01:01:32] fearful." If I view that person as broken, I'm like, "That dude has a
[01:01:33] broken, I'm like, "That dude has a [ __ ] broken mindset. He is bad,
[01:01:36] [ __ ] broken mindset. He is bad, right? He doesn't think great. I'm
[01:01:39] right? He doesn't think great. I'm judging him." Now, if I start if I view
[01:01:41] judging him." Now, if I start if I view people as like broken, like I I want to
[01:01:44] people as like broken, like I I want to like like will, you know what I mean?
[01:01:46] like like will, you know what I mean? Like, I I want to try to change them.
[01:01:48] Like, I I want to try to change them. Like, there's like righteous
[01:01:49] Like, there's like righteous indignation. Like if somebody cuts you
[01:01:51] indignation. Like if somebody cuts you off in traffic like that person is bad,
[01:01:54] off in traffic like that person is bad, right? If we if we view it that like we
[01:01:56] right? If we if we view it that like we take the humanity out of them. Okay. The
[01:01:58] take the humanity out of them. Okay. The next step up from that is like we view
[01:02:00] next step up from that is like we view people is different. It's like oh that
[01:02:02] people is different. It's like oh that person didn't move forward. Well people
[01:02:04] person didn't move forward. Well people make different decisions like he didn't
[01:02:05] make different decisions like he didn't make the best decisions but it is what
[01:02:07] make the best decisions but it is what it is. Okay. Now again that's better
[01:02:10] it is. Okay. Now again that's better than broken. Okay. We view them as
[01:02:12] than broken. Okay. We view them as different but it's still it's stripping
[01:02:14] different but it's still it's stripping like humanity out of them. Okay. Next is
[01:02:17] like humanity out of them. Okay. Next is like facts. Okay. somebody doesn't go
[01:02:20] like facts. Okay. somebody doesn't go ahead, they give me objections at the
[01:02:21] ahead, they give me objections at the end like they're not able to move
[01:02:23] end like they're not able to move forward. People like that just don't
[01:02:24] forward. People like that just don't move forward. They are fact. Okay? Now
[01:02:28] move forward. They are fact. Okay? Now again, that's going to be better than
[01:02:29] again, that's going to be better than broken indifferent. But what you want to
[01:02:32] broken indifferent. But what you want to view people as is reasons. Now, what do
[01:02:35] view people as is reasons. Now, what do I mean by that? every single time like
[01:02:37] I mean by that? every single time like you've done something and I'm sure you
[01:02:39] you've done something and I'm sure you know everyone has done things like they
[01:02:41] know everyone has done things like they regret or done things where you know
[01:02:44] regret or done things where you know maybe they hopped on a sales call, they
[01:02:45] maybe they hopped on a sales call, they didn't take action, whatever it is, they
[01:02:47] didn't take action, whatever it is, they fell short of their goals. The reason
[01:02:49] fell short of their goals. The reason why most people don't judge themselves
[01:02:51] why most people don't judge themselves as harshly as they might judge other
[01:02:53] as harshly as they might judge other people is because we understand all the
[01:02:55] people is because we understand all the reasons behind why we did that shitty
[01:02:57] reasons behind why we did that shitty thing or why we fell short of our goals
[01:02:59] thing or why we fell short of our goals or whatever it is. Like we have more
[01:03:00] or whatever it is. Like we have more compassion for ourselves because we have
[01:03:02] compassion for ourselves because we have the backstory. But understand, every
[01:03:04] the backstory. But understand, every single person has that backstory as
[01:03:07] single person has that backstory as well. So when somebody cuts you off in
[01:03:08] well. So when somebody cuts you off in traffic, like they probably had a
[01:03:10] traffic, like they probably had a reason. Maybe they didn't see you. Maybe
[01:03:11] reason. Maybe they didn't see you. Maybe they really needed to go number two,
[01:03:12] they really needed to go number two, right? Like I know I know I've been in
[01:03:14] right? Like I know I know I've been in that situation before. Like they have
[01:03:15] that situation before. Like they have like a reason. And when you cut somebody
[01:03:17] like a reason. And when you cut somebody off in traffic, you understand your
[01:03:19] off in traffic, you understand your reason of why you did that. You didn't
[01:03:20] reason of why you did that. You didn't mean anything by it or whatever it is.
[01:03:23] mean anything by it or whatever it is. So like you give yourself a pass. But
[01:03:24] So like you give yourself a pass. But when you can start understanding like we
[01:03:26] when you can start understanding like we are all reasons, you start to have more
[01:03:29] are all reasons, you start to have more compassion for human beings just in
[01:03:30] compassion for human beings just in general. And when you have more
[01:03:32] general. And when you have more compassion, you understand them. Okay?
[01:03:35] compassion, you understand them. Okay? It doesn't mean you have to buy into
[01:03:37] It doesn't mean you have to buy into their stories. But once you understand
[01:03:39] their stories. But once you understand them on a deeper level, you can start to
[01:03:42] them on a deeper level, you can start to talk below their mask. You can start to
[01:03:44] talk below their mask. You can start to peel back the layers of their mask and
[01:03:46] peel back the layers of their mask and understand people are the way that they
[01:03:48] understand people are the way that they are for a reason. And once you
[01:03:51] are for a reason. And once you understand that, then you have much
[01:03:53] understand that, then you have much better conversations overall. Okay?
[01:03:55] better conversations overall. Okay? Because you have to understand like the
[01:03:56] Because you have to understand like the structure of the brain. Okay? So there
[01:03:59] structure of the brain. Okay? So there are three parts of the brain. And you've
[01:04:01] are three parts of the brain. And you've probably heard me talk about this
[01:04:02] probably heard me talk about this before. We have the neoortex. This is
[01:04:04] before. We have the neoortex. This is all like the logical side. Okay. We have
[01:04:06] all like the logical side. Okay. We have the mlian brain which is like this is
[01:04:08] the mlian brain which is like this is more like emotions and feelings. And
[01:04:10] more like emotions and feelings. And then we have the reptilian brain. We
[01:04:11] then we have the reptilian brain. We have instincts. So we have the human,
[01:04:14] have instincts. So we have the human, the monkey, the snake. These are all the
[01:04:16] the monkey, the snake. These are all the three brains that are inside of
[01:04:17] three brains that are inside of ourselves. So the closer that we get the
[01:04:20] ourselves. So the closer that we get the brain stem to this mlian part or this
[01:04:23] brain stem to this mlian part or this reptilian part of the brain, the more
[01:04:25] reptilian part of the brain, the more effective it is. Like that's why I'm
[01:04:27] effective it is. Like that's why I'm really big on selling to identity
[01:04:28] really big on selling to identity because a crocodile does things because
[01:04:31] because a crocodile does things because it's a [ __ ] crocodile. Like it
[01:04:33] it's a [ __ ] crocodile. Like it doesn't need to think about its emotion
[01:04:35] doesn't need to think about its emotion or logically contemplate it. So it's
[01:04:38] or logically contemplate it. So it's good to be able to touch different parts
[01:04:40] good to be able to touch different parts of the brain. Like things need to
[01:04:41] of the brain. Like things need to logically make sense. You need to get
[01:04:42] logically make sense. You need to get into the emotion. But the closer we get
[01:04:45] into the emotion. But the closer we get into like the actual brain ste the
[01:04:47] into like the actual brain ste the reptilian side of the brain like really
[01:04:48] reptilian side of the brain like really tapping in to the in like to their
[01:04:51] tapping in to the in like to their instincts to who they are as a person
[01:04:53] instincts to who they are as a person that is the highest leverage activity
[01:04:56] that is the highest leverage activity like you can do like in a sales
[01:04:57] like you can do like in a sales conversation. So a lot of the time or up
[01:05:00] conversation. So a lot of the time or up until this point we've been talking
[01:05:01] until this point we've been talking about like hey how do we shift our own
[01:05:03] about like hey how do we shift our own identity closer to the brain stem okay
[01:05:05] identity closer to the brain stem okay to make sure we're doing the things that
[01:05:06] to make sure we're doing the things that we want. Now we need to talk about like
[01:05:09] we want. Now we need to talk about like okay doing that to other people as well.
[01:05:11] okay doing that to other people as well. So understanding the concept is very
[01:05:12] So understanding the concept is very key. Also something that we need to keep
[01:05:15] key. Also something that we need to keep in mind when you are hopping on sales
[01:05:17] in mind when you are hopping on sales calls is understand every single person
[01:05:20] calls is understand every single person that you're talking to is hopping on the
[01:05:22] that you're talking to is hopping on the sales calls to fulfill a need. Okay?
[01:05:25] sales calls to fulfill a need. Okay? They have a need that they are not
[01:05:27] They have a need that they are not fulfilled as of yet. Okay? So there's
[01:05:30] fulfilled as of yet. Okay? So there's two hierarchy of needs or there's two
[01:05:32] two hierarchy of needs or there's two needs frameworks that I use to really
[01:05:34] needs frameworks that I use to really understand this and I use them in
[01:05:35] understand this and I use them in tandem. But why this is so key is when
[01:05:38] tandem. But why this is so key is when you can start identifying what needs
[01:05:40] you can start identifying what needs that aren't being met with your
[01:05:42] that aren't being met with your prospect. Then all your focus should be
[01:05:44] prospect. Then all your focus should be on the needs that they currently don't
[01:05:46] on the needs that they currently don't have. So I'll walk you through. Okay. So
[01:05:49] have. So I'll walk you through. Okay. So first we got food, sleep, water. Okay,
[01:05:51] first we got food, sleep, water. Okay, biological and psychological. If you do
[01:05:54] biological and psychological. If you do not know where you're going to sleep
[01:05:56] not know where you're going to sleep tonight, you have a hard time focusing
[01:05:59] tonight, you have a hard time focusing on really your self-esteem. You need to
[01:06:02] on really your self-esteem. You need to figure out what you need to do to like
[01:06:04] figure out what you need to do to like sleep. Okay. Now, after that, we have
[01:06:06] sleep. Okay. Now, after that, we have security, health, finances, safety. If
[01:06:09] security, health, finances, safety. If you don't know how you're going to pay
[01:06:11] you don't know how you're going to pay your bills tomorrow, you're going to
[01:06:13] your bills tomorrow, you're going to have a hard time reaching your full
[01:06:15] have a hard time reaching your full potential. Okay? So, you need to make
[01:06:18] potential. Okay? So, you need to make sure that every single person like
[01:06:20] sure that every single person like you're talking to, wherever they line up
[01:06:22] you're talking to, wherever they line up on this, let's say they give you two
[01:06:24] on this, let's say they give you two needs, you always have to f you want to
[01:06:27] needs, you always have to f you want to focus on the lowest one on Maslo's
[01:06:29] focus on the lowest one on Maslo's hierarchy. Because let's say, oh, I'm
[01:06:31] hierarchy. Because let's say, oh, I'm living paycheck to paycheck right now,
[01:06:33] living paycheck to paycheck right now, but I also want more self-confidence.
[01:06:36] but I also want more self-confidence. I'm going to focus on the them living
[01:06:38] I'm going to focus on the them living paycheck to paycheck because that's
[01:06:39] paycheck to paycheck because that's lower on their basic needs, and they
[01:06:42] lower on their basic needs, and they need to make sure they're not living
[01:06:43] need to make sure they're not living paycheck to paycheck before they even
[01:06:44] paycheck to paycheck before they even feel confident. Okay, next one up is
[01:06:47] feel confident. Okay, next one up is like love and belonging, family,
[01:06:49] like love and belonging, family, intimacy, family connections. Okay, next
[01:06:51] intimacy, family connections. Okay, next is self-esteem. Okay, respect, status,
[01:06:54] is self-esteem. Okay, respect, status, recognition, strength, self-esteem. And
[01:06:56] recognition, strength, self-esteem. And then last is going to be
[01:06:57] then last is going to be self-actualization. Meeting one's full
[01:06:59] self-actualization. Meeting one's full potential in life. Different for every
[01:07:01] potential in life. Different for every person. I would say 99% of people are
[01:07:04] person. I would say 99% of people are never going to be in self-actualization.
[01:07:06] never going to be in self-actualization. Very rarely will they be in the esteem.
[01:07:09] Very rarely will they be in the esteem. Most people are going to be in the love
[01:07:10] Most people are going to be in the love and belonging, safety, biological,
[01:07:13] and belonging, safety, biological, physiological. Okay? And if you're able
[01:07:15] physiological. Okay? And if you're able to tap into the lack of needs further
[01:07:18] to tap into the lack of needs further down on the hierarchy, you're going to
[01:07:20] down on the hierarchy, you're going to be able to push more urgency because
[01:07:22] be able to push more urgency because these things are going to be more basic.
[01:07:24] these things are going to be more basic. Okay? they're going to be more
[01:07:26] Okay? they're going to be more deeprooted. Everyone, again, when we're
[01:07:28] deeprooted. Everyone, again, when we're talking about getting lower to the brain
[01:07:29] talking about getting lower to the brain stem, okay, instinct, I need to eat.
[01:07:33] stem, okay, instinct, I need to eat. Okay, so if I'm tapping into their lack
[01:07:36] Okay, so if I'm tapping into their lack of safety, that's going to be closer to
[01:07:37] of safety, that's going to be closer to the brain stem that I'm talking about
[01:07:39] the brain stem that I'm talking about like, oh, like you'll be able to
[01:07:40] like, oh, like you'll be able to self-actualize. That's all logical at
[01:07:42] self-actualize. That's all logical at that point. Okay, so you can start to
[01:07:44] that point. Okay, so you can start to think about, okay, what are the human
[01:07:45] think about, okay, what are the human needs that people are showing up to?
[01:07:48] needs that people are showing up to? Okay, another one we could take a look
[01:07:49] Okay, another one we could take a look at is Tony Robbins six human needs
[01:07:52] at is Tony Robbins six human needs framework. Okay, so we got certainty,
[01:07:55] framework. Okay, so we got certainty, variety, significance, connection,
[01:07:57] variety, significance, connection, growth, contribution. So when you're in
[01:07:59] growth, contribution. So when you're in a sales conversation, you have to
[01:08:01] a sales conversation, you have to understand what people tend to focus on
[01:08:04] understand what people tend to focus on is what's important to them. So they
[01:08:06] is what's important to them. So they hopped on a call to solve one or a
[01:08:09] hopped on a call to solve one or a combination of these needs. Understand
[01:08:11] combination of these needs. Understand the needs that they're looking for to
[01:08:13] the needs that they're looking for to solve and the needs they don't have. And
[01:08:15] solve and the needs they don't have. And that is what the sales conversation is
[01:08:17] that is what the sales conversation is going to be about. So if you have a hard
[01:08:19] going to be about. So if you have a hard time digging into people's pain, often
[01:08:21] time digging into people's pain, often times it's because you're not able to
[01:08:22] times it's because you're not able to actually identify the lack of needs that
[01:08:24] actually identify the lack of needs that they have. So these two frameworks, I
[01:08:27] they have. So these two frameworks, I use them in tandem, okay, and just
[01:08:29] use them in tandem, okay, and just really to see what needs people have and
[01:08:32] really to see what needs people have and what needs like I should focus on on
[01:08:34] what needs like I should focus on on Maslo's hierarchy, which is going to be
[01:08:36] Maslo's hierarchy, which is going to be lower on the pyramid. If you're able to
[01:08:38] lower on the pyramid. If you're able to do that, just focusing on the right
[01:08:39] do that, just focusing on the right stuff, you're going to have better
[01:08:40] stuff, you're going to have better conversations. Now, when we're talking
[01:08:42] conversations. Now, when we're talking about how do we actually persuade
[01:08:44] about how do we actually persuade people, this is something I got from
[01:08:45] people, this is something I got from Chase Hughes. Okay, good persuasion
[01:08:47] Chase Hughes. Okay, good persuasion works because our ancestors had to
[01:08:49] works because our ancestors had to survive. Okay, so we have the fate
[01:08:51] survive. Okay, so we have the fate model. We need things. How do we
[01:08:54] model. We need things. How do we actually persuade people? We need focus.
[01:08:55] actually persuade people? We need focus. They need to be focused on us. We need
[01:08:57] They need to be focused on us. We need authority, tribe, and emotion. All
[01:09:01] authority, tribe, and emotion. All persuasion has to work on these four
[01:09:03] persuasion has to work on these four levels. Ideally, you have all four.
[01:09:05] levels. Ideally, you have all four. Let's dive into each of them. Number
[01:09:07] Let's dive into each of them. Number one, focus. Focus is your primary
[01:09:09] one, focus. Focus is your primary currency when it comes to influence and
[01:09:11] currency when it comes to influence and persuasion. Our focus is hardwired to
[01:09:14] persuasion. Our focus is hardwired to respond to two things, threats and
[01:09:16] respond to two things, threats and value. Okay? Walking towards your goals
[01:09:19] value. Okay? Walking towards your goals or walk, you know, running away from
[01:09:20] or walk, you know, running away from something else. If somebody is driving,
[01:09:22] something else. If somebody is driving, they're not really paying attention or I
[01:09:24] they're not really paying attention or I just reviewed a call yesterday. Uh he
[01:09:27] just reviewed a call yesterday. Uh he was talking to somebody and his wife was
[01:09:28] was talking to somebody and his wife was chirping in his background. He wasn't
[01:09:30] chirping in his background. He wasn't focused on what the salesperson was
[01:09:32] focused on what the salesperson was saying. So, if you don't have the focus,
[01:09:35] saying. So, if you don't have the focus, you're just you're you're paddling
[01:09:37] you're just you're you're paddling upstream. So, make sure you always have
[01:09:39] upstream. So, make sure you always have focus. If somebody is driving, see if
[01:09:41] focus. If somebody is driving, see if they can pull over. If they can't pull
[01:09:43] they can pull over. If they can't pull over, reschedule them. Okay? If somebody
[01:09:45] over, reschedule them. Okay? If somebody is distracted, call it out. Say
[01:09:47] is distracted, call it out. Say something. Because if you don't have
[01:09:48] something. Because if you don't have focus, you're going to have a hard time.
[01:09:50] focus, you're going to have a hard time. Okay?
[01:09:53] Okay? Now, scripts. This is something to where
[01:09:56] Now, scripts. This is something to where you need to keep in mind of people have
[01:10:00] you need to keep in mind of people have scripts that they naturally fall into.
[01:10:03] scripts that they naturally fall into. And if we start to understand that we
[01:10:05] And if we start to understand that we can either trigger scripts ourselves and
[01:10:09] can either trigger scripts ourselves and read the scripts that they have for
[01:10:10] read the scripts that they have for example like ancestral scripts. So this
[01:10:13] example like ancestral scripts. So this is something that people will do just
[01:10:14] is something that people will do just naturally when somebody is feeling
[01:10:16] naturally when somebody is feeling nervous. Here are two things that people
[01:10:18] nervous. Here are two things that people typically do. They'll like cover their
[01:10:20] typically do. They'll like cover their neck. They'll fidget on their face.
[01:10:22] neck. They'll fidget on their face. They'll cover their abdomen. This
[01:10:24] They'll cover their abdomen. This because they feel fearful and back in
[01:10:27] because they feel fearful and back in the past when you're fearful because
[01:10:29] the past when you're fearful because something was about to kill you. Okay?
[01:10:30] something was about to kill you. Okay? So they're protecting vital organs. Now
[01:10:32] So they're protecting vital organs. Now we also got to take a look at like life
[01:10:34] we also got to take a look at like life scripts. So naturally how do people view
[01:10:37] scripts. So naturally how do people view sales people? Okay so if we sound like
[01:10:39] sales people? Okay so if we sound like other people if we sound like other
[01:10:41] other people if we sound like other sales people we naturally trigger that
[01:10:44] sales people we naturally trigger that script in their mind like oh this
[01:10:45] script in their mind like oh this conversation is going to go like all the
[01:10:48] conversation is going to go like all the other conversations I have. So if a
[01:10:50] other conversations I have. So if a script is interrupted you don't act like
[01:10:52] script is interrupted you don't act like a typical salesperson. Focus is created
[01:10:54] a typical salesperson. Focus is created because they can't predict the future.
[01:10:56] because they can't predict the future. That's why understanding scripts and
[01:10:58] That's why understanding scripts and breaking scripts pattern interrupts
[01:11:00] breaking scripts pattern interrupts super super key. If a script is borrowed
[01:11:03] super super key. If a script is borrowed from someone's past experience,
[01:11:04] from someone's past experience, predictability is created. If a script
[01:11:07] predictability is created. If a script is borrowed from ancestors, automation
[01:11:09] is borrowed from ancestors, automation is created. If a script is openly
[01:11:11] is created. If a script is openly discussed, the power is lessened. So, if
[01:11:13] discussed, the power is lessened. So, if you openly discuss, you know, their
[01:11:15] you openly discuss, you know, their scripts or whatever it is, the power of
[01:11:17] scripts or whatever it is, the power of it is lessened. The biggest thing you
[01:11:19] it is lessened. The biggest thing you need to understand is understand what
[01:11:20] need to understand is understand what scripts that they would typically fall
[01:11:22] scripts that they would typically fall into when they're hopping on sales
[01:11:23] into when they're hopping on sales calls. If you break it, pattern
[01:11:25] calls. If you break it, pattern interrupt. More focus. More focus means
[01:11:29] interrupt. More focus. More focus means you're more likely to persuade. And a
[01:11:32] you're more likely to persuade. And a real key point that I hope I can drive
[01:11:35] real key point that I hope I can drive home with this is one of my mentors,
[01:11:38] home with this is one of my mentors, Marco Cortezy, has a very very very
[01:11:41] Marco Cortezy, has a very very very thick Italian accent. And everyone would
[01:11:43] thick Italian accent. And everyone would always ask, "How does he sell the way
[01:11:46] always ask, "How does he sell the way that he does when somebody can like
[01:11:49] that he does when somebody can like barely understand him?" Now, what does
[01:11:51] barely understand him?" Now, what does his accent require for you? It requires
[01:11:55] his accent require for you? It requires you to focus because if you really focus
[01:11:57] you to focus because if you really focus you can understand them but if you don't
[01:11:59] you can understand them but if you don't really focus you can't understand them.
[01:12:00] really focus you can't understand them. So what this did is legitimately I'm not
[01:12:03] So what this did is legitimately I'm not saying like hey start talking in a phony
[01:12:06] saying like hey start talking in a phony accent but you can start to see how even
[01:12:08] accent but you can start to see how even things that we can perceive as a
[01:12:10] things that we can perceive as a disadvantage can be used in our
[01:12:11] disadvantage can be used in our advantage. For example like an accent
[01:12:15] advantage. For example like an accent authority. Okay. The presence of
[01:12:17] authority. Okay. The presence of authority, real or perceive, sets off
[01:12:20] authority, real or perceive, sets off ancestral scripts that will take over
[01:12:22] ancestral scripts that will take over behavior often without awareness. So
[01:12:25] behavior often without awareness. So naturally, people fall in to what
[01:12:28] naturally, people fall in to what authorities say. So the way that you
[01:12:31] authorities say. So the way that you really want to really trigger into this
[01:12:33] really want to really trigger into this is you want to look like an authority.
[01:12:36] is you want to look like an authority. Okay? Whatever it is that your
[01:12:38] Okay? Whatever it is that your surroundings, like whatever would make
[01:12:39] surroundings, like whatever would make you an authority in your space, like
[01:12:41] you an authority in your space, like your background should look nice, you
[01:12:43] your background should look nice, you should look like an authority in your
[01:12:44] should look like an authority in your space. Like for me, right? Like I don't
[01:12:47] space. Like for me, right? Like I don't look like I'm selling out of my mom's
[01:12:48] look like I'm selling out of my mom's basement, right? This is, you know, nice
[01:12:50] basement, right? This is, you know, nice office I have in my Miami apartment.
[01:12:53] office I have in my Miami apartment. It's not a penthouse, right? Not that
[01:12:55] It's not a penthouse, right? Not that cool. Um I don't want to pay that much
[01:12:57] cool. Um I don't want to pay that much for it. But again, like authority, I
[01:13:00] for it. But again, like authority, I have things in the background. Like I
[01:13:01] have things in the background. Like I have books, knowledge, like again like
[01:13:03] have books, knowledge, like again like at least look the part. Now, if you're
[01:13:04] at least look the part. Now, if you're selling like fitness, right, it's going
[01:13:06] selling like fitness, right, it's going to be a little bit different versus like
[01:13:07] to be a little bit different versus like you're selling like investments, you
[01:13:08] you're selling like investments, you probably wear a college shirt. Okay?
[01:13:10] probably wear a college shirt. Okay? People do judge a book by its cover. So
[01:13:12] People do judge a book by its cover. So looking apart helps with authority.
[01:13:14] looking apart helps with authority. Okay? Also, how you speak, how you talk,
[01:13:18] Okay? Also, how you speak, how you talk, hand gestures, these are all things that
[01:13:20] hand gestures, these are all things that go into authority. So, this is something
[01:13:23] go into authority. So, this is something that you can look up on your own time.
[01:13:24] that you can look up on your own time. This is the Mgrim experiment. Really,
[01:13:26] This is the Mgrim experiment. Really, this just crystallized why authority is
[01:13:28] this just crystallized why authority is so so key and the things that it can do.
[01:13:32] so so key and the things that it can do. If you don't know what the Mgrim
[01:13:33] If you don't know what the Mgrim experiment is, I'll just speedrun you
[01:13:35] experiment is, I'll just speedrun you through exactly what it is. So,
[01:13:36] through exactly what it is. So, basically, this was back I think like
[01:13:39] basically, this was back I think like back in the 60s. So they on a college
[01:13:42] back in the 60s. So they on a college campus they got participants to come and
[01:13:47] campus they got participants to come and do a study where they didn't know what
[01:13:49] do a study where they didn't know what the actual study was. What they were
[01:13:51] the actual study was. What they were told is everyone a part of this is a
[01:13:53] told is everyone a part of this is a participant besides the doctor. Okay.
[01:13:55] participant besides the doctor. Okay. And if you can see here you have a
[01:13:57] And if you can see here you have a person answering questions and then a
[01:14:00] person answering questions and then a person that is shocking them. Okay. So
[01:14:02] person that is shocking them. Okay. So what the doctors told them is the person
[01:14:05] what the doctors told them is the person who's shocking them like hey this is an
[01:14:07] who's shocking them like hey this is an experiment showing that how do people
[01:14:09] experiment showing that how do people respond to like shock therapy when they
[01:14:12] respond to like shock therapy when they get questions wrong basically and but
[01:14:14] get questions wrong basically and but the person over here they didn't let
[01:14:16] the person over here they didn't let them know that they're an actor. So what
[01:14:19] them know that they're an actor. So what they would do is they would purposely
[01:14:20] they would do is they would purposely get all the questions wrong and the
[01:14:22] get all the questions wrong and the doctor over here would just tell them to
[01:14:24] doctor over here would just tell them to keep going. The people in lab coats
[01:14:25] keep going. The people in lab coats would tell them to keep going. And even
[01:14:27] would tell them to keep going. And even though that the the actor on the other
[01:14:30] though that the the actor on the other side was getting very eye rate and
[01:14:33] side was getting very eye rate and actually at one point once the voltage
[01:14:35] actually at one point once the voltage got so high they would just stop
[01:14:37] got so high they would just stop answering. The the doctor would say a
[01:14:39] answering. The the doctor would say a non-answer is a wrong answer. Shock them
[01:14:42] non-answer is a wrong answer. Shock them again. It was like 70% of people got to
[01:14:45] again. It was like 70% of people got to the very end where they shocked them
[01:14:46] the very end where they shocked them like two to three times without like
[01:14:49] like two to three times without like them having any response. And it's not
[01:14:51] them having any response. And it's not like these people over here that were
[01:14:53] like these people over here that were shocking people were having a great
[01:14:54] shocking people were having a great time. like they were not having a great
[01:14:55] time. like they were not having a great time doing it, but they were listening
[01:14:56] time doing it, but they were listening to the authority. And 100% of people
[01:15:00] to the authority. And 100% of people went up to the voltage that would kill a
[01:15:02] went up to the voltage that would kill a typical human being. So, we like to
[01:15:04] typical human being. So, we like to think we're not susceptible to this
[01:15:06] think we're not susceptible to this stuff. This just goes to show even like
[01:15:08] stuff. This just goes to show even like people that you think would want to be
[01:15:10] people that you think would want to be susceptible to it. 100% of people like
[01:15:12] susceptible to it. 100% of people like they tested would legitimately kill
[01:15:14] they tested would legitimately kill another human being because they were
[01:15:16] another human being because they were told to do so because it's part of the
[01:15:17] told to do so because it's part of the experiment and they have somebody in a
[01:15:18] experiment and they have somebody in a lab coat just telling them to do it. And
[01:15:20] lab coat just telling them to do it. And again, these people weren't master
[01:15:22] again, these people weren't master persuaders, right? They didn't do years
[01:15:24] persuaders, right? They didn't do years and years of sales training. These are
[01:15:26] and years of sales training. These are shortcuts in the human brain that again
[01:15:28] shortcuts in the human brain that again if we use we'll have better results
[01:15:31] if we use we'll have better results overall.
[01:15:32] overall. Okay. Tribe. Now the tribe script. We
[01:15:36] Okay. Tribe. Now the tribe script. We pay attention to the group. We keep
[01:15:38] pay attention to the group. We keep human personal behavior aligned with the
[01:15:40] human personal behavior aligned with the group. Default to group behavior instead
[01:15:42] group. Default to group behavior instead of personal desires. Okay. Enforce group
[01:15:45] of personal desires. Okay. Enforce group behavior. Okay. Mark the outcast. Create
[01:15:49] behavior. Okay. Mark the outcast. Create social discomfort for non-conforms.
[01:15:51] social discomfort for non-conforms. break the contract for non-conformmers,
[01:15:53] break the contract for non-conformmers, enforce punishment on non-conformers.
[01:15:55] enforce punishment on non-conformers. Basically, all that is to say is um and
[01:15:59] Basically, all that is to say is um and especially you can start to notice this
[01:16:01] especially you can start to notice this once you start understanding human
[01:16:03] once you start understanding human better humans better, you can start to
[01:16:04] better humans better, you can start to notice this in our social climate that
[01:16:06] notice this in our social climate that like especially like in the US we got
[01:16:08] like especially like in the US we got two two sides like very siloed like in
[01:16:10] two two sides like very siloed like in their own tribes and they like they mock
[01:16:13] their own tribes and they like they mock people who are not in their tribes. They
[01:16:15] people who are not in their tribes. They create social discomfort for people who
[01:16:16] create social discomfort for people who are not in their tribes. Um you know
[01:16:18] are not in their tribes. Um you know they break contact with like
[01:16:19] they break contact with like non-conformers. You can see like that
[01:16:21] non-conformers. You can see like that happening like politically and then they
[01:16:23] happening like politically and then they enforce punishment on non-conformance,
[01:16:24] enforce punishment on non-conformance, right? Like cancel culture and [ __ ] like
[01:16:26] right? Like cancel culture and [ __ ] like that. All that is to say is people will
[01:16:30] that. All that is to say is people will follow the tribe. They want to be with
[01:16:32] follow the tribe. They want to be with people who are like-minded like them.
[01:16:34] people who are like-minded like them. And the easiest way to really tap into
[01:16:36] And the easiest way to really tap into that like on sales calls is you really
[01:16:39] that like on sales calls is you really you use the prospect's language. And
[01:16:41] you use the prospect's language. And this one's going to be really key
[01:16:43] this one's going to be really key because we all use you know we all I
[01:16:46] because we all use you know we all I assume if you're listening to this we
[01:16:47] assume if you're listening to this we all speak English but like the English
[01:16:49] all speak English but like the English language is so so vast and when I say
[01:16:53] language is so so vast and when I say like bad okay I could be meaning so many
[01:16:56] like bad okay I could be meaning so many different things by that okay like I
[01:16:58] different things by that okay like I could be meaning like horrible but if
[01:17:00] could be meaning like horrible but if you tell me like oh yeah things are
[01:17:01] you tell me like oh yeah things are really bad right now oh tell me how
[01:17:03] really bad right now oh tell me how horrible they are okay now I'm using a
[01:17:06] horrible they are okay now I'm using a different word and in my head I'm like
[01:17:08] different word and in my head I'm like well maybe it's not hor it's not
[01:17:10] well maybe it's not hor it's not horrible but it's this right? You get
[01:17:11] horrible but it's this right? You get what I mean? So, you want to go ahead
[01:17:13] what I mean? So, you want to go ahead and you want to use their words. Well,
[01:17:15] and you want to use their words. Well, what do you mean by bad? You want to get
[01:17:17] what do you mean by bad? You want to get them to expand on their words and use
[01:17:19] them to expand on their words and use their words back to them. This is the
[01:17:21] their words back to them. This is the easiest way to again use the weight of
[01:17:24] easiest way to again use the weight of the tribe. I speak like them so I am
[01:17:26] the tribe. I speak like them so I am more alike them. It's more mirroring.
[01:17:29] more alike them. It's more mirroring. You mirror back their words to them. And
[01:17:30] You mirror back their words to them. And that's the reason why it works because
[01:17:32] that's the reason why it works because you are more a part of the tribe.
[01:17:34] you are more a part of the tribe. Emotion. Okay. In our sales calls, we
[01:17:38] Emotion. Okay. In our sales calls, we should be able to get to emotion.
[01:17:39] should be able to get to emotion. They're either running towards pleasure
[01:17:41] They're either running towards pleasure or they run away avoid pain. Ideally, in
[01:17:44] or they run away avoid pain. Ideally, in your sales conversations, you have both.
[01:17:46] your sales conversations, you have both. They're running towards pleasure,
[01:17:47] They're running towards pleasure, running away from pain. Okay? If you
[01:17:49] running away from pain. Okay? If you have both, pretty solid call.
[01:17:52] have both, pretty solid call. Okay? So, six things that we need to
[01:17:54] Okay? So, six things that we need to focus on during the call. So, number one
[01:17:57] focus on during the call. So, number one is just making sure they're always
[01:17:58] is just making sure they're always focused. Okay? Are they actually paying
[01:18:01] focused. Okay? Are they actually paying attention? This is why you want somebody
[01:18:02] attention? This is why you want somebody to actually have like their, you know,
[01:18:04] to actually have like their, you know, Zoom camera on. Real easy thing that you
[01:18:06] Zoom camera on. Real easy thing that you could do like, "Hey, the Zoom camera's
[01:18:08] could do like, "Hey, the Zoom camera's off. Hey man, I can I can see you or I
[01:18:10] off. Hey man, I can I can see you or I can hear you, just can't see you.
[01:18:12] can hear you, just can't see you. Everything all good in your PJs over
[01:18:13] Everything all good in your PJs over there? You can make a joke of it. Just
[01:18:15] there? You can make a joke of it. Just don't be weird, right? Real real easy
[01:18:16] don't be weird, right? Real real easy thing to do. Okay. Openness.
[01:18:19] thing to do. Okay. Openness. Are they actually being open open? Are
[01:18:21] Are they actually being open open? Are they being vulnerable? Okay. Absence of
[01:18:23] they being vulnerable? Okay. Absence of fear. If they're not being open, like we
[01:18:25] fear. If they're not being open, like we need to do more steps to make people be
[01:18:27] need to do more steps to make people be more open. Connection. Okay. Do they
[01:18:30] more open. Connection. Okay. Do they have a social connection to you? Right?
[01:18:32] have a social connection to you? Right? Do you feel like some type of
[01:18:34] Do you feel like some type of connection? Suggestability. a degree to
[01:18:37] connection? Suggestability. a degree to which a person will accept or act on
[01:18:39] which a person will accept or act on given suggestions or perspectives. So
[01:18:42] given suggestions or perspectives. So when I reframe somebody, let's say in
[01:18:44] when I reframe somebody, let's say in discovery or in objection handling, are
[01:18:46] discovery or in objection handling, are they actually suggestible? If they're
[01:18:48] they actually suggestible? If they're not, then I probably need to get be to
[01:18:50] not, then I probably need to get be to be more open and have more connection
[01:18:52] be more open and have more connection compliance. Okay, the degree which a
[01:18:54] compliance. Okay, the degree which a person will comply to direction to
[01:18:57] person will comply to direction to perform an action. Okay, if I tell them,
[01:19:00] perform an action. Okay, if I tell them, okay, this is what we need to do, do
[01:19:02] okay, this is what we need to do, do they buy into it? Okay. If they don't, I
[01:19:04] they buy into it? Okay. If they don't, I need to take a look at all the things
[01:19:05] need to take a look at all the things that come before. Am I getting them to
[01:19:07] that come before. Am I getting them to be as suggestible as I need to? Am I do
[01:19:09] be as suggestible as I need to? Am I do I have the connection? Are they open?
[01:19:11] I have the connection? Are they open? And do they have my focus? Expectancy.
[01:19:13] And do they have my focus? Expectancy. This one's big. Okay. The degree which a
[01:19:15] This one's big. Okay. The degree which a person can reliably predict what will
[01:19:18] person can reliably predict what will happen and enjoy the outcome. You need
[01:19:20] happen and enjoy the outcome. You need somebody to really make sure they get
[01:19:22] somebody to really make sure they get buy in on what you're selling and they
[01:19:24] buy in on what you're selling and they actually believe it'll get them results.
[01:19:26] actually believe it'll get them results. Expectancy is super super key. Okay.
[01:19:29] Expectancy is super super key. Okay. Next, we're going to do a little bit of
[01:19:31] Next, we're going to do a little bit of a deep dive into a like into frame. So,
[01:19:35] a deep dive into a like into frame. So, the way that you view the world is a
[01:19:38] the way that you view the world is a frame. The frame you have in social
[01:19:40] frame. The frame you have in social situations is compromise of your past
[01:19:42] situations is compromise of your past experiences, upbringing, beliefs, and
[01:19:44] experiences, upbringing, beliefs, and self-image. When two people meet, they
[01:19:46] self-image. When two people meet, they both bring a frame to the conversation.
[01:19:48] both bring a frame to the conversation. The person who has the strongest frame
[01:19:50] The person who has the strongest frame has control over the meaning and context
[01:19:51] has control over the meaning and context of the conversation. So, what we talked
[01:19:53] of the conversation. So, what we talked about before, you can really only change
[01:19:55] about before, you can really only change the meaning, the context, and permission
[01:19:57] the meaning, the context, and permission people have. So if you are walking into
[01:20:00] people have. So if you are walking into a conversation, you're walking on a Zoom
[01:20:01] a conversation, you're walking on a Zoom call and somebody has a stronger frame
[01:20:03] call and somebody has a stronger frame than you, then they have control over
[01:20:05] than you, then they have control over that. You can't change that. You fall
[01:20:06] that. You can't change that. You fall into their frame. So you need to make
[01:20:08] into their frame. So you need to make sure you are always the one with a
[01:20:10] sure you are always the one with a stronger frame in the conversation. Now,
[01:20:12] stronger frame in the conversation. Now, how do you build a strong frame? Well,
[01:20:13] how do you build a strong frame? Well, first you need to know what a frame is
[01:20:15] first you need to know what a frame is comprised of. All right, so let's dive
[01:20:17] comprised of. All right, so let's dive into it. Here's the anatomy of a frame.
[01:20:19] into it. Here's the anatomy of a frame. We got expectation, beliefs,
[01:20:21] We got expectation, beliefs, perceptions, definitions. Okay, now you
[01:20:23] perceptions, definitions. Okay, now you can change the first three. You cannot
[01:20:25] can change the first three. You cannot change the four. Let's dive into it.
[01:20:27] change the four. Let's dive into it. Expectation. What probably is going to
[01:20:30] Expectation. What probably is going to happen? So, both of you are going to
[01:20:32] happen? So, both of you are going to walk in to the conversation with what
[01:20:34] walk in to the conversation with what they think probably is going to happen.
[01:20:36] they think probably is going to happen. Expectation is someone's mental frame of
[01:20:38] Expectation is someone's mental frame of somebody that is predicting what will
[01:20:40] somebody that is predicting what will happen off of previous experiences.
[01:20:42] happen off of previous experiences. Expectations is someone moving forward.
[01:20:44] Expectations is someone moving forward. Breaking their expectations of having a
[01:20:46] Breaking their expectations of having a sales conversation equals more focus.
[01:20:48] sales conversation equals more focus. So, this is why it's really, really key
[01:20:50] So, this is why it's really, really key that again, we know the scripts that
[01:20:52] that again, we know the scripts that naturally people have when they're
[01:20:54] naturally people have when they're hopping on a sales call and we're doing
[01:20:55] hopping on a sales call and we're doing the things that break it, okay? Not
[01:20:57] the things that break it, okay? Not using long drawn out agendas or dumb
[01:21:00] using long drawn out agendas or dumb [ __ ] like that. Getting right into the
[01:21:02] [ __ ] like that. Getting right into the conversation, having real conversations,
[01:21:04] conversation, having real conversations, using their words. This breaks the
[01:21:06] using their words. This breaks the script. Okay.
[01:21:09] script. Okay. Beliefs. What is probably true about the
[01:21:11] Beliefs. What is probably true about the situation? Beliefs are someone's mental
[01:21:14] situation? Beliefs are someone's mental frames of what they believe to be true
[01:21:15] frames of what they believe to be true in the situation. And this includes the
[01:21:16] in the situation. And this includes the assumptions people make. People are
[01:21:18] assumptions people make. People are always making assumptions about your
[01:21:20] always making assumptions about your status, authority unconsciously and
[01:21:22] status, authority unconsciously and comparing it to your own. The purpose of
[01:21:23] comparing it to your own. The purpose of the sales call is to break expectations
[01:21:25] the sales call is to break expectations and beliefs of a typical salesperson and
[01:21:27] and beliefs of a typical salesperson and gain status and authority. So again, how
[01:21:30] gain status and authority. So again, how do we do this? Making sure we look the
[01:21:32] do we do this? Making sure we look the part. We look like an authority. This
[01:21:34] part. We look like an authority. This happens very quick. People make snap
[01:21:35] happens very quick. People make snap judgments of you. I'm sure you made snap
[01:21:37] judgments of you. I'm sure you made snap judgments of me as soon as you clicked
[01:21:39] judgments of me as soon as you clicked on this video. Now, you're a lot further
[01:21:40] on this video. Now, you're a lot further along in the video, so some of those
[01:21:42] along in the video, so some of those beliefs and and judgments maybe have
[01:21:44] beliefs and and judgments maybe have changed a bit now that you hear me
[01:21:45] changed a bit now that you hear me eloquently talking, right? Um, but just
[01:21:48] eloquently talking, right? Um, but just understand that you want to have as much
[01:21:50] understand that you want to have as much an advantage as early as possible. So,
[01:21:52] an advantage as early as possible. So, expectations and beliefs should be
[01:21:54] expectations and beliefs should be broken, very, very early on. And when
[01:21:57] broken, very, very early on. And when you break somebody's expectations or
[01:21:58] you break somebody's expectations or beliefs of how they view this sales call
[01:22:00] beliefs of how they view this sales call is going to go, that like again, they
[01:22:02] is going to go, that like again, they need like they'll hop on like, "Hey,
[01:22:04] need like they'll hop on like, "Hey, they need my money. Like, I don't need
[01:22:06] they need my money. Like, I don't need them. I need to break that expectation."
[01:22:08] them. I need to break that expectation." You only do that by not doing what
[01:22:10] You only do that by not doing what everyone else is doing and have real
[01:22:12] everyone else is doing and have real conversations. Okay. Perception. What is
[01:22:14] conversations. Okay. Perception. What is true about the situation? What someone
[01:22:17] true about the situation? What someone believes is true about themselves in the
[01:22:18] believes is true about themselves in the environment through their own lens is
[01:22:20] environment through their own lens is somebody's perception in their mental
[01:22:21] somebody's perception in their mental frame. If someone genuinely believes
[01:22:23] frame. If someone genuinely believes that they are smarter than most of the
[01:22:24] that they are smarter than most of the world, this will be seen as true for
[01:22:26] world, this will be seen as true for them in their mental frame. Right? So I
[01:22:29] them in their mental frame. Right? So I believe I'm smarter than everyone. So
[01:22:30] believe I'm smarter than everyone. So for me that's true, but it's not
[01:22:32] for me that's true, but it's not factually true. People tend to default
[01:22:35] factually true. People tend to default to these quote unquote facts to make
[01:22:36] to these quote unquote facts to make themselves feel better about who they
[01:22:38] themselves feel better about who they are and what they do. Example, someone
[01:22:40] are and what they do. Example, someone who has continuously remind themselves
[01:22:42] who has continuously remind themselves of the fact that they are a VP at a
[01:22:45] of the fact that they are a VP at a company and they have status and
[01:22:46] company and they have status and authority because of it. Okay, so this
[01:22:49] authority because of it. Okay, so this is something that you'll get especially
[01:22:50] is something that you'll get especially when you hear people justify. People
[01:22:53] when you hear people justify. People will justify why their situation isn't
[01:22:55] will justify why their situation isn't that bad. This is again a quote unquote
[01:22:58] that bad. This is again a quote unquote fact that they tell themselves to make
[01:23:00] fact that they tell themselves to make themselves feel better. So what I need
[01:23:03] themselves feel better. So what I need to do is I need to challenge that
[01:23:04] to do is I need to challenge that perception and they will fall into my
[01:23:06] perception and they will fall into my frame. Okay, once I break that
[01:23:08] frame. Okay, once I break that perception then okay I'm going to have a
[01:23:11] perception then okay I'm going to have a real conversation. So this is something
[01:23:12] real conversation. So this is something you need to look out for. Now a powerful
[01:23:14] you need to look out for. Now a powerful perception to adopt for yourself is I'm
[01:23:16] perception to adopt for yourself is I'm a lead at sales. And again this ties
[01:23:18] a lead at sales. And again this ties into the alter ego effect where it's
[01:23:20] into the alter ego effect where it's like we're tying into what is their
[01:23:22] like we're tying into what is their perception of that alter ego how they
[01:23:24] perception of that alter ego how they hop on calls. Okay. So how to make a
[01:23:26] hop on calls. Okay. So how to make a person's frame collapse into yours?
[01:23:28] person's frame collapse into yours? create a situation where they can no
[01:23:29] create a situation where they can no longer make predictions about you.
[01:23:31] longer make predictions about you. Behave in a way that they didn't expect.
[01:23:33] Behave in a way that they didn't expect. So they stop making assumptions about
[01:23:34] So they stop making assumptions about your behavior. This causes them not to
[01:23:36] your behavior. This causes them not to be able to retort to a solid foundation
[01:23:38] be able to retort to a solid foundation of truth about the situation, making
[01:23:40] of truth about the situation, making them more open to assuming your frame.
[01:23:43] them more open to assuming your frame. Okay? This is why pattern interrupts are
[01:23:44] Okay? This is why pattern interrupts are so important. Now, if somebody is like a
[01:23:47] so important. Now, if somebody is like a powerful CEO and they've never been
[01:23:49] powerful CEO and they've never been challenged on their quote unquote
[01:23:51] challenged on their quote unquote [ __ ] facts and you're the only
[01:23:53] [ __ ] facts and you're the only person who challenges them, guess what?
[01:23:55] person who challenges them, guess what? They cannot predict how the conversation
[01:23:57] They cannot predict how the conversation is going to go. So breaking perceptions,
[01:24:00] is going to go. So breaking perceptions, breaking beliefs, breaking expectations,
[01:24:01] breaking beliefs, breaking expectations, all all super key. Now the last thing is
[01:24:05] all all super key. Now the last thing is definitions. This is something you can't
[01:24:07] definitions. This is something you can't change. This is what absolutely is true.
[01:24:10] change. This is what absolutely is true. Someone's position, title, rules that
[01:24:12] Someone's position, title, rules that they must follow. Uh actual an actual
[01:24:14] they must follow. Uh actual an actual authority given them to by a current
[01:24:16] authority given them to by a current situation. These definitions give us
[01:24:18] situation. These definitions give us psychological permissions in ways that
[01:24:20] psychological permissions in ways that we don't normally have. This is uh the
[01:24:23] we don't normally have. This is uh the most difficult part of someone's frame
[01:24:25] most difficult part of someone's frame to change. So it's like you cannot
[01:24:26] to change. So it's like you cannot change the fact that I am a male in the
[01:24:29] change the fact that I am a male in the United States. What you can is you can
[01:24:32] United States. What you can is you can shift how important that is, right? Like
[01:24:34] shift how important that is, right? Like let's say you know if you're selling me
[01:24:36] let's say you know if you're selling me something to where it's like I would
[01:24:38] something to where it's like I would think that wouldn't be something I would
[01:24:39] think that wouldn't be something I would buy. You can change how important that
[01:24:41] buy. You can change how important that is. Okay? You can't change definitions.
[01:24:42] is. Okay? You can't change definitions. You can change how important definitions
[01:24:44] You can change how important definitions are.
[01:24:46] are. Okay? So here is an example if all this
[01:24:49] Okay? So here is an example if all this isn't quite clicking yet. Okay? So,
[01:24:51] isn't quite clicking yet. Okay? So, example, prospect asks, "Why should I be
[01:24:53] example, prospect asks, "Why should I be working with you?" Right? Have you heard
[01:24:54] working with you?" Right? Have you heard that one before? They're trying to push
[01:24:56] that one before? They're trying to push you into their frame. Okay? They want to
[01:24:59] you into their frame. Okay? They want to have you crumble. So, their expectation
[01:25:01] have you crumble. So, their expectation is, "This person is selling me
[01:25:02] is, "This person is selling me something. They'll probably act like
[01:25:04] something. They'll probably act like other salespeople." Their belief is
[01:25:06] other salespeople." Their belief is they'll talk to me about the features
[01:25:07] they'll talk to me about the features and benefits of their service. I'll be
[01:25:09] and benefits of their service. I'll be able to ask them questions and determine
[01:25:10] able to ask them questions and determine if I have to make a decision to buy.
[01:25:12] if I have to make a decision to buy. Okay. Perception. I've done this before.
[01:25:14] Okay. Perception. I've done this before. I'm not a pushover. I won't make
[01:25:16] I'm not a pushover. I won't make decisions without knowing all I can and
[01:25:19] decisions without knowing all I can and taking a few days to think about it. I
[01:25:20] taking a few days to think about it. I talk to salespeople uh who needs me and
[01:25:23] talk to salespeople uh who needs me and needs my money. This person needs me.
[01:25:25] needs my money. This person needs me. Right? Again, like those are facts, not
[01:25:27] Right? Again, like those are facts, not real. Okay. Definition. I'm in a
[01:25:29] real. Okay. Definition. I'm in a position to say no, which is always
[01:25:31] position to say no, which is always going to be factually true. But again, I
[01:25:32] going to be factually true. But again, I can change how important that is. So,
[01:25:35] can change how important that is. So, what most people do is they feel the
[01:25:37] what most people do is they feel the need to assert themselves or try to take
[01:25:39] need to assert themselves or try to take the frame back. They and they don't give
[01:25:41] the frame back. They and they don't give into the frame right away. What frame
[01:25:43] into the frame right away. What frame control is not, it's not controlling,
[01:25:45] control is not, it's not controlling, it's not doineering, it's not concerned
[01:25:47] it's not doineering, it's not concerned with like status or hierarchy or
[01:25:49] with like status or hierarchy or positions of power. Composure is the
[01:25:52] positions of power. Composure is the main ingredients to having a strong
[01:25:53] main ingredients to having a strong frame. Nothing ever being a problem. You
[01:25:56] frame. Nothing ever being a problem. You need to have you need to calmly break
[01:25:58] need to have you need to calmly break out of their expectations and beliefs.
[01:26:00] out of their expectations and beliefs. That'll allow you to start shifting
[01:26:02] That'll allow you to start shifting their perception. Something that I
[01:26:05] their perception. Something that I highly recommend you do is you can see a
[01:26:08] highly recommend you do is you can see a very, very clear example of composure.
[01:26:11] very, very clear example of composure. calmly changing people's frame and
[01:26:13] calmly changing people's frame and calmly causing people to fall into their
[01:26:16] calmly causing people to fall into their frame by watching the Andy Griffith
[01:26:17] frame by watching the Andy Griffith Show, right? It's an old TV show, but
[01:26:20] Show, right? It's an old TV show, but Andy Griffith, it's an old TV show where
[01:26:22] Andy Griffith, it's an old TV show where he's a he's a sheriff in old town and
[01:26:24] he's a he's a sheriff in old town and all this crazy things are always
[01:26:26] all this crazy things are always constantly happening and he is so calm
[01:26:29] constantly happening and he is so calm and convicted and how he feels about
[01:26:31] and convicted and how he feels about things and he's never doineering that
[01:26:34] things and he's never doineering that naturally everyone just falls into his
[01:26:35] naturally everyone just falls into his frame. That's how it should be. It
[01:26:37] frame. That's how it should be. It should never be like a shouty match. It
[01:26:39] should never be like a shouty match. It should never be like butting heads. It's
[01:26:41] should never be like butting heads. It's all calm. Okay. And having such a strong
[01:26:44] all calm. Okay. And having such a strong frame that people naturally fall into
[01:26:46] frame that people naturally fall into it.
[01:26:48] it. Okay. So, what prevents you from having
[01:26:50] Okay. So, what prevents you from having a strong frame? Okay. Fear of social
[01:26:53] a strong frame? Okay. Fear of social judgment, fixation, and how you're being
[01:26:55] judgment, fixation, and how you're being perceived and deriving your identity,
[01:26:57] perceived and deriving your identity, confidence, and self-worth from social
[01:26:58] confidence, and self-worth from social feedback. Okay. So, let's dive into each
[01:27:01] feedback. Okay. So, let's dive into each one of these. So, if you're fearful of
[01:27:03] one of these. So, if you're fearful of what they might say, again, you're not
[01:27:05] what they might say, again, you're not going to say the things you need to say.
[01:27:07] going to say the things you need to say. Okay. If you're fixation, if you're
[01:27:09] Okay. If you're fixation, if you're fixated on like, you know, how you're
[01:27:11] fixated on like, you know, how you're perceived, how people view you, again,
[01:27:12] perceived, how people view you, again, you're not going to do the things that
[01:27:13] you're not going to do the things that are required. And if you get your
[01:27:15] are required. And if you get your confidence, your self-worth from social
[01:27:17] confidence, your self-worth from social feedback, like, hey, I only have
[01:27:19] feedback, like, hey, I only have confidence, I only have self-worth if
[01:27:21] confidence, I only have self-worth if this deal closes or doesn't close, then
[01:27:23] this deal closes or doesn't close, then you're going to have a bad time. You
[01:27:25] you're going to have a bad time. You need to shift what an actual outcome
[01:27:28] need to shift what an actual outcome that you can view as being good. The
[01:27:30] that you can view as being good. The outcome that we should be viewing as
[01:27:32] outcome that we should be viewing as being good is did I actually have a good
[01:27:34] being good is did I actually have a good call or not? whether they closed,
[01:27:35] call or not? whether they closed, whether they didn't close, like honestly
[01:27:36] whether they didn't close, like honestly like that's irrelevant. The score will
[01:27:38] like that's irrelevant. The score will take care of itself, but did I have a
[01:27:40] take care of itself, but did I have a good call? Did I not have a good call?
[01:27:41] good call? Did I not have a good call? Okay, that's how you go ahead and you
[01:27:43] Okay, that's how you go ahead and you gauge your success.
[01:27:46] gauge your success. Okay, so we need to understand like
[01:27:48] Okay, so we need to understand like competitive versus collaborative. So
[01:27:50] competitive versus collaborative. So competitive mindset we're concerned with
[01:27:51] competitive mindset we're concerned with like hierarchy, hierarchy, status,
[01:27:54] like hierarchy, hierarchy, status, control, power, social standing.
[01:27:55] control, power, social standing. Collaborative mindset is a leader
[01:27:57] Collaborative mindset is a leader mindset. We see the interaction as
[01:27:59] mindset. We see the interaction as collaborative effort to bring both
[01:28:00] collaborative effort to bring both people up. Okay. So, for example, if we
[01:28:03] people up. Okay. So, for example, if we go through like this example and they
[01:28:05] go through like this example and they say like, "Hey, man, like why should I
[01:28:06] say like, "Hey, man, like why should I be working with you?" Like, and if we
[01:28:08] be working with you?" Like, and if we break their pattern and it's like we
[01:28:09] break their pattern and it's like we don't do it in a way that's like we're
[01:28:10] don't do it in a way that's like we're not like super challenging, it's like,
[01:28:11] not like super challenging, it's like, "Well, why would you even ask me that?"
[01:28:13] "Well, why would you even ask me that?" It's like, "Well, well, hey man, like to
[01:28:14] It's like, "Well, well, hey man, like to be frank, like I don't even know if you
[01:28:15] be frank, like I don't even know if you should like what we do is like fairly
[01:28:17] should like what we do is like fairly custom." Um, so it's just really going
[01:28:18] custom." Um, so it's just really going to depend on like what you need and
[01:28:20] to depend on like what you need and really where you're going just to see if
[01:28:21] really where you're going just to see if we can help. Like, so would it make
[01:28:22] we can help. Like, so would it make sense we talk about that, right? That
[01:28:24] sense we talk about that, right? That breaks expectation of, "Oh, this person
[01:28:26] breaks expectation of, "Oh, this person needs my money." Okay? And it's in a way
[01:28:28] needs my money." Okay? And it's in a way that's collaborative. Like, hey, man,
[01:28:30] that's collaborative. Like, hey, man, what we do is custom. We don't have a
[01:28:31] what we do is custom. We don't have a one size fits all. Great. What do you
[01:28:33] one size fits all. Great. What do you want? And it's back on them. Take the
[01:28:35] want? And it's back on them. Take the focus of us, put it back on them, and we
[01:28:37] focus of us, put it back on them, and we can be collaborative with it. Okay?
[01:28:40] can be collaborative with it. Okay? Certainty is going to be one of the
[01:28:41] Certainty is going to be one of the biggest shortcuts to help you get more
[01:28:43] biggest shortcuts to help you get more authoritative in your conversations
[01:28:45] authoritative in your conversations because humans look for certainty and
[01:28:47] because humans look for certainty and most lack it. When someone is speaking
[01:28:49] most lack it. When someone is speaking and behaving with more certainty than we
[01:28:51] and behaving with more certainty than we are, we assume that they couldn't live
[01:28:53] are, we assume that they couldn't live their life unless everyone is totally
[01:28:55] their life unless everyone is totally okay with this behavior. So confidence
[01:28:58] okay with this behavior. So confidence and certainty is using the weight of the
[01:29:01] and certainty is using the weight of the tribe. Like I'm sitting here talking
[01:29:03] tribe. Like I'm sitting here talking confidently and with certainty and you
[01:29:06] confidently and with certainty and you assume again even if you're not thinking
[01:29:08] assume again even if you're not thinking consciously about this and I know a
[01:29:10] consciously about this and I know a tactic shown is a tactic blown, right?
[01:29:12] tactic shown is a tactic blown, right? But you assume just like naturally like
[01:29:14] But you assume just like naturally like okay he must be speaking confidently
[01:29:16] okay he must be speaking confidently about this because he said this [ __ ]
[01:29:17] about this because he said this [ __ ] before and people reacted well to it.
[01:29:20] before and people reacted well to it. Okay? Like that's why it's so enticing.
[01:29:23] Okay? Like that's why it's so enticing. And when you're talking about
[01:29:24] And when you're talking about confidence, confidence comes from like
[01:29:25] confidence, confidence comes from like comfortability. Okay. So, the more
[01:29:27] comfortability. Okay. So, the more comfortable you are in a C situation and
[01:29:29] comfortable you are in a C situation and the more certain you are that you're
[01:29:30] the more certain you are that you're going to have good outcomes, that will
[01:29:32] going to have good outcomes, that will increase your confidence and certainty.
[01:29:34] increase your confidence and certainty. Okay. Even when you're one-on-one with
[01:29:36] Okay. Even when you're one-on-one with someone, we still have the weight of
[01:29:37] someone, we still have the weight of tribe behind you. If you behave
[01:29:39] tribe behind you. If you behave confidently and with certainty, then
[01:29:40] confidently and with certainty, then they'll assume thousands of people have
[01:29:43] they'll assume thousands of people have actually gone along with it that you
[01:29:45] actually gone along with it that you don't get push back. And if you come
[01:29:47] don't get push back. And if you come across hesitant, okay, if you come
[01:29:49] across hesitant, okay, if you come across a little timid, they assume
[01:29:51] across a little timid, they assume people push back.
[01:29:53] people push back. That's why you might hear a question
[01:29:54] That's why you might hear a question that I use or another sales trainer,
[01:29:56] that I use or another sales trainer, whatever it is, and they ask it, they
[01:29:58] whatever it is, and they ask it, they get good answers. And then when you ask
[01:29:59] get good answers. And then when you ask it, right, you come up to it like a
[01:30:01] it, right, you come up to it like a [ __ ] okay? And then you get push back,
[01:30:03] [ __ ] okay? And then you get push back, of course, because even like they're not
[01:30:05] of course, because even like they're not thinking about this consciously. They're
[01:30:07] thinking about this consciously. They're thinking about this subconsciously. It's
[01:30:08] thinking about this subconsciously. It's like, okay, he's timid asking this
[01:30:10] like, okay, he's timid asking this question. Therefore, most people give
[01:30:12] question. Therefore, most people give him push back on it. I'm going to give
[01:30:13] him push back on it. I'm going to give him push back on it. But if I ask a
[01:30:15] him push back on it. But if I ask a question very confidently, same exact
[01:30:16] question very confidently, same exact question, they're going to follow along
[01:30:17] question, they're going to follow along with it, right? Cuz certainty, people
[01:30:19] with it, right? Cuz certainty, people will fall into certainty. Okay? four
[01:30:22] will fall into certainty. Okay? four frames that always win. Okay, one, the
[01:30:25] frames that always win. Okay, one, the father, the big brother. This is the one
[01:30:27] father, the big brother. This is the one that I recommend using always. Okay, the
[01:30:29] that I recommend using always. Okay, the other three we can use, but these are
[01:30:32] other three we can use, but these are more for certain situations. So, number
[01:30:34] more for certain situations. So, number one, the father, the big brother. Okay,
[01:30:37] one, the father, the big brother. Okay, so this is the most recommended frame
[01:30:39] so this is the most recommended frame for each situation. The frame is about
[01:30:41] for each situation. The frame is about composure and maturity, lifting other
[01:30:43] composure and maturity, lifting other people's up and providing encouragement
[01:30:45] people's up and providing encouragement and challenging when needed. The frame
[01:30:47] and challenging when needed. The frame ass confident authority with kindness
[01:30:49] ass confident authority with kindness and stillness and largely unaffected by
[01:30:51] and stillness and largely unaffected by other frames. So you care about this
[01:30:54] other frames. So you care about this person like you're a big brother, you're
[01:30:55] person like you're a big brother, you're a father, you care about this person,
[01:30:57] a father, you care about this person, but you do not buy in to their [ __ ]
[01:31:01] but you do not buy in to their [ __ ] Okay? So whatever it is, but you do it
[01:31:03] Okay? So whatever it is, but you do it from a place of like compassion cuz you
[01:31:05] from a place of like compassion cuz you know they can do so much more. That is
[01:31:07] know they can do so much more. That is the frame that I am going into in every
[01:31:10] the frame that I am going into in every single conversation. The father, the big
[01:31:13] single conversation. The father, the big brother, I know you can do more and I
[01:31:15] brother, I know you can do more and I care about you. That's why we're having
[01:31:16] care about you. That's why we're having this conversation. Okay. Next is a child
[01:31:19] this conversation. Okay. Next is a child frame. This frame is testing other
[01:31:21] frame. This frame is testing other people's frames. Instead of using their
[01:31:22] people's frames. Instead of using their own frame, you'll see a like a child
[01:31:24] own frame, you'll see a like a child challenging other people by poking their
[01:31:26] challenging other people by poking their frames. This uh they question other
[01:31:28] frames. This uh they question other people's frames, attention, credibility,
[01:31:30] people's frames, attention, credibility, status, and they poke holes to gain
[01:31:32] status, and they poke holes to gain control. Okay? Or they can show you no
[01:31:35] control. Okay? Or they can show you no reaction to the behavior of others. For
[01:31:37] reaction to the behavior of others. For example, picture you're staring at
[01:31:38] example, picture you're staring at someone instead of replying to them when
[01:31:40] someone instead of replying to them when they say something when they challenge
[01:31:41] they say something when they challenge you. Often times, this is what prospects
[01:31:44] you. Often times, this is what prospects will do. Now, you can do this to really
[01:31:46] will do. Now, you can do this to really challenge a prospect's frame, but what a
[01:31:48] challenge a prospect's frame, but what a prospect will do is either they'll ask
[01:31:50] prospect will do is either they'll ask you questions in a more of like a
[01:31:52] you questions in a more of like a condescending way, or they'll just be
[01:31:54] condescending way, or they'll just be silent when you do things like, "Why are
[01:31:56] silent when you do things like, "Why are you asking me these questions?" And
[01:31:57] you asking me these questions?" And again, that's poking at your frame. And
[01:31:59] again, that's poking at your frame. And again, if somebody's poking at your
[01:32:01] again, if somebody's poking at your frame, your frame needs to get bigger.
[01:32:03] frame, your frame needs to get bigger. It cannot shrink. So, this gives the
[01:32:05] It cannot shrink. So, this gives the impression that the other person is
[01:32:06] impression that the other person is small and has limit power or is weak.
[01:32:09] small and has limit power or is weak. All right. The mirror frame. The mirror
[01:32:12] All right. The mirror frame. The mirror frame is essentially repeating back the
[01:32:14] frame is essentially repeating back the challenge to the person, showing them
[01:32:16] challenge to the person, showing them what their attempt looked like. You can
[01:32:17] what their attempt looked like. You can repeat back words that they just said or
[01:32:19] repeat back words that they just said or you can narrate what just happened and
[01:32:21] you can narrate what just happened and shift it back on them in a non-reactive
[01:32:23] shift it back on them in a non-reactive way. So when somebody is, let's just say
[01:32:26] way. So when somebody is, let's just say for example, this will happen like all
[01:32:28] for example, this will happen like all the time that they are not fully buying
[01:32:31] the time that they are not fully buying into your frame. Okay, they are a little
[01:32:33] into your frame. Okay, they are a little bit apprehensive. They might say like
[01:32:35] bit apprehensive. They might say like maybe or potentially. Just repeat back
[01:32:37] maybe or potentially. Just repeat back what they said maybe. Right? This
[01:32:40] what they said maybe. Right? This challenges their frame of being
[01:32:42] challenges their frame of being ambiguous or being indecisive and causes
[01:32:45] ambiguous or being indecisive and causes them to either tell you why they're
[01:32:46] them to either tell you why they're indecisive or ambiguous or cause them to
[01:32:49] indecisive or ambiguous or cause them to again fall into your frame. Okay.
[01:32:51] again fall into your frame. Okay. Someone in public setting is questioning
[01:32:53] Someone in public setting is questioning you about something that makes you look
[01:32:54] you about something that makes you look less credible. You can say it with a
[01:32:56] less credible. You can say it with a smile. Basically, this is just calling
[01:32:58] smile. Basically, this is just calling out like what they're doing. Again, this
[01:32:59] out like what they're doing. Again, this isn't going to come up too much, but it
[01:33:01] isn't going to come up too much, but it is something that you can use uh from
[01:33:03] is something that you can use uh from time to time. Okay. A detached person.
[01:33:06] time to time. Okay. A detached person. This is someone who like really is not
[01:33:08] This is someone who like really is not reacting when somebody challenges you.
[01:33:10] reacting when somebody challenges you. It's different from a mirror uh between
[01:33:12] It's different from a mirror uh between a mirror and a black wall. The key is to
[01:33:15] a mirror and a black wall. The key is to slow non-reactive uh and interject
[01:33:18] slow non-reactive uh and interject disturbance of the other person. This
[01:33:20] disturbance of the other person. This allows 100% of the emotion to stay in
[01:33:22] allows 100% of the emotion to stay in the other conversation. So, you're just
[01:33:23] the other conversation. So, you're just more unreactive when people challenge
[01:33:25] more unreactive when people challenge your frame. Okay. I would say this is
[01:33:27] your frame. Okay. I would say this is typically like the way to go. If
[01:33:28] typically like the way to go. If somebody's challenging your frame, you
[01:33:30] somebody's challenging your frame, you either are unreactive or you just calmly
[01:33:33] either are unreactive or you just calmly dismantle it like the big brother. Okay.
[01:33:36] dismantle it like the big brother. Okay. So, when somebody challenges your frame,
[01:33:38] So, when somebody challenges your frame, the key characteristics is to hold on
[01:33:40] the key characteristics is to hold on composure, maturity, and authority. Kill
[01:33:42] composure, maturity, and authority. Kill monsters while they are still small.
[01:33:44] monsters while they are still small. Don't allow undesired behavior to repeat
[01:33:46] Don't allow undesired behavior to repeat itself like it will grow. Every
[01:33:48] itself like it will grow. Every repetition of this behavior will be
[01:33:50] repetition of this behavior will be rewarding and will increase their
[01:33:52] rewarding and will increase their confidence in acting that way. So, if
[01:33:54] confidence in acting that way. So, if somebody is a chatter box and they're
[01:33:56] somebody is a chatter box and they're going on long explanations that is
[01:33:58] going on long explanations that is taking you away from the actual sales
[01:34:00] taking you away from the actual sales conversation and causing your call to go
[01:34:02] conversation and causing your call to go super longer, the quicker you cut them
[01:34:04] super longer, the quicker you cut them off, the better because a the more they
[01:34:07] off, the better because a the more they do that, the more confident they are in
[01:34:08] do that, the more confident they are in it. If somebody challenges your
[01:34:10] it. If somebody challenges your authority and we don't do something to
[01:34:11] authority and we don't do something to react to it, the more they're going to
[01:34:13] react to it, the more they're going to get used to that. If somebody is lying
[01:34:14] get used to that. If somebody is lying to you, okay, they're not being as open.
[01:34:16] to you, okay, they're not being as open. If we don't challenge that, they're more
[01:34:18] If we don't challenge that, they're more likely to do it. Okay? So, when someone
[01:34:20] likely to do it. Okay? So, when someone is accusing you or questioning you or
[01:34:22] is accusing you or questioning you or attempting to frame control, never
[01:34:23] attempting to frame control, never respond by defending yourself or
[01:34:25] respond by defending yourself or speaking about yourself. Instead, use
[01:34:26] speaking about yourself. Instead, use ease. You feel really strongly about
[01:34:28] ease. You feel really strongly about this. It looks like you have a lot going
[01:34:30] this. It looks like you have a lot going on. You definitely have some p per
[01:34:33] on. You definitely have some p per persuasive comments. These questions
[01:34:35] persuasive comments. These questions seem to come from a good place. I bet
[01:34:37] seem to come from a good place. I bet you have a lot on your plate. You seem
[01:34:39] you have a lot on your plate. You seem to be concerned about this. Okay. It's
[01:34:41] to be concerned about this. Okay. It's not often I see such an emotion, right?
[01:34:44] not often I see such an emotion, right? It's pretty rare. So these are just
[01:34:46] It's pretty rare. So these are just statements that undermine them
[01:34:48] statements that undermine them challenging you. Okay,
[01:34:50] challenging you. Okay, warning shots usually not necessary and
[01:34:53] warning shots usually not necessary and often times overkill. Okay, but
[01:34:56] often times overkill. Okay, but sometimes it'll get to this point. You
[01:34:58] sometimes it'll get to this point. You just ask the question, hey, was your
[01:34:59] just ask the question, hey, was your intention to be rude? So if somebody's
[01:35:02] intention to be rude? So if somebody's being a complete dick hole to you and
[01:35:03] being a complete dick hole to you and it's like you do these other things to
[01:35:05] it's like you do these other things to diffuse it and they're still dickole
[01:35:06] diffuse it and they're still dickole like, hey man, was your intention to be
[01:35:08] like, hey man, was your intention to be rude?
[01:35:10] rude? Right? We can be more direct at that
[01:35:13] Right? We can be more direct at that point. typically it's not needed. All
[01:35:15] point. typically it's not needed. All right, so that is going to be the
[01:35:17] right, so that is going to be the training on human behavior. Next, we're
[01:35:19] training on human behavior. Next, we're going to dive into what is the actual
[01:35:22] going to dive into what is the actual structure that we're going to use to
[01:35:24] structure that we're going to use to speedrun our goals.
[01:35:28] All right, next let's get on how do we
[01:35:31] All right, next let's get on how do we actually plan to hit our commission
[01:35:34] actually plan to hit our commission targets. Now that we actually sat down,
[01:35:37] targets. Now that we actually sat down, we made what our commission targets are,
[01:35:39] we made what our commission targets are, who we need to be to get there. Now, we
[01:35:41] who we need to be to get there. Now, we need to understand, okay, what are the
[01:35:42] need to understand, okay, what are the exact action steps we need to do in
[01:35:44] exact action steps we need to do in order to get there? Okay, so really,
[01:35:47] order to get there? Okay, so really, let's go through. I have a presentation
[01:35:49] let's go through. I have a presentation here. How to speedun to 50K per month.
[01:35:52] here. How to speedun to 50K per month. Now, this is an action plan like I had
[01:35:54] Now, this is an action plan like I had when I was stuck around like 30K or so
[01:35:55] when I was stuck around like 30K or so per month, like I wanted to get to the
[01:35:57] per month, like I wanted to get to the next level. It's again, we got to take a
[01:35:59] next level. It's again, we got to take a look at what is your lowest hanging
[01:36:01] look at what is your lowest hanging fruits and what's going to be the
[01:36:03] fruits and what's going to be the quickest way to get there. So, as far as
[01:36:06] quickest way to get there. So, as far as like number one or number zero is ground
[01:36:10] like number one or number zero is ground rules. So, this needs to be a 90-day
[01:36:12] rules. So, this needs to be a 90-day sprint. There's no distractions, there's
[01:36:15] sprint. There's no distractions, there's no new opportunities, there's no role
[01:36:17] no new opportunities, there's no role hopping. If you are going to go for
[01:36:20] hopping. If you are going to go for making 10, 20, 30, 40, $50,000 per
[01:36:23] making 10, 20, 30, 40, $50,000 per month, like you got to be committed to
[01:36:25] month, like you got to be committed to excellence. have to be committed to
[01:36:27] excellence. have to be committed to sales. So what I see a lot of the times
[01:36:29] sales. So what I see a lot of the times is uh especially now that high ticket
[01:36:32] is uh especially now that high ticket sales has become more of like a business
[01:36:34] sales has become more of like a business opportunity which I feel is stupid just
[01:36:36] opportunity which I feel is stupid just in general
[01:36:38] in general like they treat it like other business
[01:36:40] like they treat it like other business opportunities where they're in the back
[01:36:41] opportunities where they're in the back of their mind they're like oh well let
[01:36:42] of their mind they're like oh well let me hop to this thing maybe start an
[01:36:44] me hop to this thing maybe start an agency whatever it is any business
[01:36:46] agency whatever it is any business opportunity works if you work if you
[01:36:49] opportunity works if you work if you actually put in the work to make it
[01:36:51] actually put in the work to make it happen. Now, some are easier to make
[01:36:53] happen. Now, some are easier to make work than others. And I feel like sales
[01:36:55] work than others. And I feel like sales is something that translates into
[01:36:57] is something that translates into everything. So, if I had to pick one and
[01:36:59] everything. So, if I had to pick one and like, "Hey, this person has like no
[01:37:00] like, "Hey, this person has like no business experience." I tell them like,
[01:37:02] business experience." I tell them like, "Hey, just start selling shit." But they
[01:37:04] "Hey, just start selling shit." But they all work if you put in enough work. So,
[01:37:06] all work if you put in enough work. So, the biggest thing is like a 90-day rule.
[01:37:08] the biggest thing is like a 90-day rule. Put in the [ __ ] work. That's going to
[01:37:10] Put in the [ __ ] work. That's going to be the big thing. Also, we need to make
[01:37:13] be the big thing. Also, we need to make sure we're tracking every key metric
[01:37:16] sure we're tracking every key metric daily. Now, when we're talking about the
[01:37:18] daily. Now, when we're talking about the key metrics, some of it's just going to
[01:37:20] key metrics, some of it's just going to depend on what the key metrics are for
[01:37:22] depend on what the key metrics are for you. If you're a setter, if you're a
[01:37:23] you. If you're a setter, if you're a closer, but typically, let's say if
[01:37:25] closer, but typically, let's say if you're a closer, it's going to be like
[01:37:27] you're a closer, it's going to be like sets booked, okay? Show rate, close
[01:37:29] sets booked, okay? Show rate, close rate, commissions earned. You also want
[01:37:31] rate, commissions earned. You also want to track um you know, objections. What
[01:37:34] to track um you know, objections. What objections did you get and how many were
[01:37:36] objections did you get and how many were you able to overcome? Okay, so every
[01:37:38] you able to overcome? Okay, so every single week, you need to identify the
[01:37:41] single week, you need to identify the single weakest skill and build your
[01:37:43] single weakest skill and build your drills around that. So what I see a lot
[01:37:46] drills around that. So what I see a lot of the times is people try to fix way
[01:37:48] of the times is people try to fix way way way too much at once. Pick the
[01:37:52] way way too much at once. Pick the lowest hanging fruit that is going to
[01:37:53] lowest hanging fruit that is going to give you the biggest lift and attack
[01:37:56] give you the biggest lift and attack that relentlessly. If it takes you more
[01:37:58] that relentlessly. If it takes you more than one week, spend more than one week
[01:38:00] than one week, spend more than one week doing so. What you don't want to do is
[01:38:02] doing so. What you don't want to do is try to change everything at once. We
[01:38:04] try to change everything at once. We don't know what's working, what's not
[01:38:06] don't know what's working, what's not working. And god forbid, just because
[01:38:08] working. And god forbid, just because you're changing everything all at once,
[01:38:10] you're changing everything all at once, our sales drop. Okay? So we got to be
[01:38:12] our sales drop. Okay? So we got to be strategic, focus. What's your lowest
[01:38:13] strategic, focus. What's your lowest hanging fruit? How do you know what your
[01:38:15] hanging fruit? How do you know what your lowest hanging fruit is? Again, give
[01:38:16] lowest hanging fruit is? Again, give self diagnosis in terms of and we'll go
[01:38:18] self diagnosis in terms of and we'll go over the skills we need to take a look
[01:38:20] over the skills we need to take a look at and we also need to take a look at
[01:38:22] at and we also need to take a look at our numbers. Okay, numbers are super
[01:38:24] our numbers. Okay, numbers are super super key. So, number one, we got to
[01:38:26] super key. So, number one, we got to make sure we choose the right vehicle.
[01:38:29] make sure we choose the right vehicle. So, we have to make sure we're on a
[01:38:31] So, we have to make sure we're on a right offer. Now, these are going to be
[01:38:33] right offer. Now, these are going to be general guidelines. Depending on your
[01:38:36] general guidelines. Depending on your goal, this can change. So, for me, like
[01:38:38] goal, this can change. So, for me, like 50k per month. Okay, so the price needs
[01:38:41] 50k per month. Okay, so the price needs it to be at least 5K to 20K the core
[01:38:45] it to be at least 5K to 20K the core offer. Now, there should be upsells on
[01:38:47] offer. Now, there should be upsells on the back end as well, so I can get more
[01:38:50] the back end as well, so I can get more lifetime value out of each client. That
[01:38:53] lifetime value out of each client. That way, again, like each client coming in,
[01:38:54] way, again, like each client coming in, I can make at least $1,000 off of them.
[01:38:57] I can make at least $1,000 off of them. So, that way I can if I make 50 sales
[01:38:59] So, that way I can if I make 50 sales per month, then I'm hitting my goal.
[01:39:02] per month, then I'm hitting my goal. Okay? So, commissions needs to be at
[01:39:04] Okay? So, commissions needs to be at least 10%. Uh I've helped people uh
[01:39:07] least 10%. Uh I've helped people uh negotiate higher commissions 15 20%. If
[01:39:10] negotiate higher commissions 15 20%. If you can get it fantastic. If there is an
[01:39:13] you can get it fantastic. If there is an equivalent base like you can do that. I
[01:39:15] equivalent base like you can do that. I tend to stay away from bases just in
[01:39:17] tend to stay away from bases just in general. I want more of an upside not a
[01:39:19] general. I want more of an upside not a base plus commissions. So demand I would
[01:39:21] base plus commissions. So demand I would say on the offer at least 120 qualified
[01:39:24] say on the offer at least 120 qualified inbound applications per month or they
[01:39:26] inbound applications per month or they have strong paid traffic and you're able
[01:39:29] have strong paid traffic and you're able to self-book through outbound in order
[01:39:31] to self-book through outbound in order to get. Also,
[01:39:33] to get. Also, proof offer has a clear case studies and
[01:39:37] proof offer has a clear case studies and clear ROI. So, your [ __ ] needs to work.
[01:39:40] clear ROI. So, your [ __ ] needs to work. Now, if you're selling a non non ROI
[01:39:43] Now, if you're selling a non non ROI offer, that stuff is going to work as
[01:39:45] offer, that stuff is going to work as well. I will say just in general, those
[01:39:48] well. I will say just in general, those are going to be a little bit tougher
[01:39:49] are going to be a little bit tougher sales, but if you get good at selling
[01:39:51] sales, but if you get good at selling non ROI, I have tons of people who sell
[01:39:53] non ROI, I have tons of people who sell like fitness and different things like
[01:39:54] like fitness and different things like that, make really good money doing so.
[01:39:56] that, make really good money doing so. They just have to have proof. You have
[01:39:58] They just have to have proof. You have to be selling something that actually
[01:40:00] to be selling something that actually works. You know what I mean? That way
[01:40:02] works. You know what I mean? That way you actually have conviction while
[01:40:04] you actually have conviction while you're selling it. So if your offer
[01:40:07] you're selling it. So if your offer doesn't hit these, change rooms. Do not
[01:40:09] doesn't hit these, change rooms. Do not grind harder in a bad vehicle. Warren
[01:40:11] grind harder in a bad vehicle. Warren Buffett said it best. It doesn't matter
[01:40:13] Buffett said it best. It doesn't matter the boat. Okay? It doesn't matter how
[01:40:16] the boat. Okay? It doesn't matter how hard you row. It matters the boat that
[01:40:17] hard you row. It matters the boat that you're in. So if you're in a bad boat
[01:40:19] you're in. So if you're in a bad boat and you can't see, if you go through the
[01:40:21] and you can't see, if you go through the numbers, you backward engineer your
[01:40:23] numbers, you backward engineer your goals and you're like, "Hey, the current
[01:40:24] goals and you're like, "Hey, the current offer I'm on, there is no chance I'm
[01:40:27] offer I'm on, there is no chance I'm going to be able to hit these goals."
[01:40:28] going to be able to hit these goals." Either you got two options. Number one,
[01:40:30] Either you got two options. Number one, you just change offers completely. Now,
[01:40:32] you just change offers completely. Now, I would recommend do not change offers.
[01:40:34] I would recommend do not change offers. Do not jump in another offer until
[01:40:35] Do not jump in another offer until you've seen the back end. Or number two,
[01:40:37] you've seen the back end. Or number two, you take on two offers just depending on
[01:40:39] you take on two offers just depending on the volume. Okay. So, how do we actually
[01:40:42] the volume. Okay. So, how do we actually reverse engineer your target? Now, I'm
[01:40:44] reverse engineer your target? Now, I'm going to work with easy fast numbers.
[01:40:46] going to work with easy fast numbers. So, let's say, for example, 50K per
[01:40:48] So, let's say, for example, 50K per month. That's the goal. Let's say I get
[01:40:50] month. That's the goal. Let's say I get 3K per uh commission on each sale. 17
[01:40:53] 3K per uh commission on each sale. 17 sales like per month. At a 60% show,
[01:40:57] sales like per month. At a 60% show, it's 29 shows. Or 60% close, that's 29
[01:41:01] it's 29 shows. Or 60% close, that's 29 that I need people to show up. At a 7%
[01:41:04] that I need people to show up. At a 7% show rate, I need 42 booked a month.
[01:41:07] show rate, I need 42 booked a month. That's about 10 to 11 per week. So
[01:41:09] That's about 10 to 11 per week. So that's 2 to three book calls per day
[01:41:11] that's 2 to three book calls per day consistently. This is your math. It's
[01:41:12] consistently. This is your math. It's non-negotiable. There's no guessing.
[01:41:14] non-negotiable. There's no guessing. Now, when we're talking about the
[01:41:15] Now, when we're talking about the commissions, you also want to keep into
[01:41:17] commissions, you also want to keep into account your upselles and what's the
[01:41:20] account your upselles and what's the lifetime value of that because over a
[01:41:22] lifetime value of that because over a long enough period of time, it
[01:41:23] long enough period of time, it equalizes. So, it might make take you a
[01:41:26] equalizes. So, it might make take you a few months in a new offer to get to the
[01:41:28] few months in a new offer to get to the point where it's like you get the full
[01:41:29] point where it's like you get the full lifetime value. Let's say there's a
[01:41:31] lifetime value. Let's say there's a three-month program and then there's a a
[01:41:33] three-month program and then there's a a mastermind or the back end that you can
[01:41:34] mastermind or the back end that you can upsell. This all goes into your math.
[01:41:37] upsell. This all goes into your math. Okay. What is the current like what's
[01:41:38] Okay. What is the current like what's the lifetime value like per sale that
[01:41:40] the lifetime value like per sale that you are getting? You want to have a
[01:41:42] you are getting? You want to have a clear understanding of that. Okay. What
[01:41:43] clear understanding of that. Okay. What is your close rate and what is your show
[01:41:45] is your close rate and what is your show rate? Okay. This is what you need. Now,
[01:41:49] rate? Okay. This is what you need. Now, in terms of you should be always
[01:41:50] in terms of you should be always focusing on improving like show rate and
[01:41:53] focusing on improving like show rate and close rate as well to make it to where
[01:41:55] close rate as well to make it to where it's like you don't have to get as many
[01:41:56] it's like you don't have to get as many book calendars per day, but you need to
[01:41:58] book calendars per day, but you need to understand what your current math is and
[01:42:01] understand what your current math is and is your goals that you have is it
[01:42:03] is your goals that you have is it feasible on the current offer. Now, you
[01:42:06] feasible on the current offer. Now, you could be getting the right amount of
[01:42:07] could be getting the right amount of volume, but your show rate and your
[01:42:08] volume, but your show rate and your closure rate is [ __ ] That is a skill
[01:42:10] closure rate is [ __ ] That is a skill issue. So, you have to take a look at
[01:42:11] issue. So, you have to take a look at it.
[01:42:13] it. Okay? So, you need to build the
[01:42:15] Okay? So, you need to build the metalarning map. So understand, I would
[01:42:19] metalarning map. So understand, I would list out every single skill set that
[01:42:21] list out every single skill set that moves the needle when it comes to sales
[01:42:24] moves the needle when it comes to sales and rank order yourself on a scale of
[01:42:26] and rank order yourself on a scale of one to five on how good you are in each
[01:42:30] one to five on how good you are in each of these processes. Okay? So if you are
[01:42:34] of these processes. Okay? So if you are a setter or a hybrid, how good are you
[01:42:36] a setter or a hybrid, how good are you on a one of five on prospecting and
[01:42:39] on a one of five on prospecting and actually booking sets? Rank yourself.
[01:42:41] actually booking sets? Rank yourself. Okay. Systems. And I will say, I've
[01:42:44] Okay. Systems. And I will say, I've worked with so many salespeople. Most
[01:42:46] worked with so many salespeople. Most most most most salespeople, most closers
[01:42:49] most most most salespeople, most closers are lazy or they do not actually know
[01:42:52] are lazy or they do not actually know their systems. I'll dive into I'll give
[01:42:54] their systems. I'll dive into I'll give you everything in terms of like the
[01:42:56] you everything in terms of like the systems you need to go from a one out of
[01:42:58] systems you need to go from a one out of five to a five out of five if you
[01:43:00] five to a five out of five if you actually just do it. Okay? But this
[01:43:02] actually just do it. Okay? But this one's going to be a big area of
[01:43:04] one's going to be a big area of opportunity. What when we're talking
[01:43:05] opportunity. What when we're talking about systems, CRM maximizations,
[01:43:08] about systems, CRM maximizations, upselling, referrals, show rate
[01:43:10] upselling, referrals, show rate maximization, again all of that is going
[01:43:12] maximization, again all of that is going to be there. Rank yourself on a scale of
[01:43:14] to be there. Rank yourself on a scale of 1 to five. Discovery depth, again, one
[01:43:17] 1 to five. Discovery depth, again, one to five. Like, are you actually getting
[01:43:19] to five. Like, are you actually getting pain? Are you getting urgency? Now, I'm
[01:43:21] pain? Are you getting urgency? Now, I'm really big on diving into identity. Are
[01:43:24] really big on diving into identity. Are you doing well doing that? Like really
[01:43:25] you doing well doing that? Like really connecting to somebody's identity,
[01:43:27] connecting to somebody's identity, really positioning yourself like as a
[01:43:29] really positioning yourself like as a bridge. Okay, one to five presentations.
[01:43:32] bridge. Okay, one to five presentations. Okay, one to five. like where are you
[01:43:34] Okay, one to five. like where are you and like are you getting value tied off
[01:43:37] and like are you getting value tied off or when you get at the end of your
[01:43:38] or when you get at the end of your presentation is they're like oh my god
[01:43:40] presentation is they're like oh my god this is so amazing if they're not doing
[01:43:42] this is so amazing if they're not doing that then it's like maybe that's an area
[01:43:43] that then it's like maybe that's an area you need to improve on handling
[01:43:45] you need to improve on handling objections okay ROI math payment options
[01:43:48] objections okay ROI math payment options so I would say I would split this into
[01:43:51] so I would say I would split this into two okay money objection one to five and
[01:43:55] two okay money objection one to five and then your fear reframes because 90% of
[01:43:58] then your fear reframes because 90% of the objections you're going to run into
[01:44:00] the objections you're going to run into is money logistics or money fear tip
[01:44:03] is money logistics or money fear tip Typically, now it depends on the offer.
[01:44:05] Typically, now it depends on the offer. Like sometimes you'll run into partner
[01:44:06] Like sometimes you'll run into partner and different things along those lines,
[01:44:07] and different things along those lines, but partner generally speaking is going
[01:44:10] but partner generally speaking is going to be there's an underlining money
[01:44:12] to be there's an underlining money objection. They need to talk to the
[01:44:13] objection. They need to talk to the partner about the money. Okay? So, rank
[01:44:15] partner about the money. Okay? So, rank yourself on both of these money and then
[01:44:18] yourself on both of these money and then fear. One to five, one to five.
[01:44:20] fear. One to five, one to five. Follow-up efficiency. Okay? Are you
[01:44:22] Follow-up efficiency. Okay? Are you actually following up with people? You
[01:44:24] actually following up with people? You know what I mean? Like, are you staying
[01:44:25] know what I mean? Like, are you staying on top of people? Are you actually
[01:44:27] on top of people? Are you actually getting some deals from follow-up? I
[01:44:30] getting some deals from follow-up? I think it is completely [ __ ] to tell
[01:44:32] think it is completely [ __ ] to tell people who are either new to sales or
[01:44:34] people who are either new to sales or aren't super great at sales to tell
[01:44:35] aren't super great at sales to tell people not to follow up. Even the best
[01:44:38] people not to follow up. Even the best salespeople out there in the world,
[01:44:40] salespeople out there in the world, follow up with leads. If you do not
[01:44:42] follow up with leads. If you do not follow up, you're just leaving money on
[01:44:44] follow up, you're just leaving money on the table. And it's some [ __ ] ego
[01:44:46] the table. And it's some [ __ ] ego thing that I I really don't understand.
[01:44:48] thing that I I really don't understand. I It's good to hear. It's more of a
[01:44:50] I It's good to hear. It's more of a marketing thing. That's really what it
[01:44:51] marketing thing. That's really what it is. It's more of a marketing thing.
[01:44:53] is. It's more of a marketing thing. People tell you like, "Hey, like I'll
[01:44:54] People tell you like, "Hey, like I'll teach you how to never have to follow up
[01:44:56] teach you how to never have to follow up again ever in your life." It's like
[01:44:59] again ever in your life." It's like you're just going to miss money. Even if
[01:45:00] you're just going to miss money. Even if like your discovery is like perfect and
[01:45:03] like your discovery is like perfect and you close as many people as humanly
[01:45:05] you close as many people as humanly possible on one call deals, there's
[01:45:07] possible on one call deals, there's always going to be people who didn't
[01:45:09] always going to be people who didn't have the money that find the money.
[01:45:10] have the money that find the money. Okay. So, follow up, follow up, follow
[01:45:12] Okay. So, follow up, follow up, follow up. Making sure those systems are in
[01:45:14] up. Making sure those systems are in place. And then state management. Okay.
[01:45:16] place. And then state management. Okay. What is your mindset? Focus. Are you
[01:45:18] What is your mindset? Focus. Are you recovering? Rank all of these one to
[01:45:20] recovering? Rank all of these one to five. Okay. Now, with my masterminds,
[01:45:23] five. Okay. Now, with my masterminds, like I give them a worksheet, all that
[01:45:24] like I give them a worksheet, all that stuff. You're going to have to do a
[01:45:25] stuff. You're going to have to do a little bit of manual work, right?
[01:45:26] little bit of manual work, right? because you're learning free [ __ ] on
[01:45:27] because you're learning free [ __ ] on YouTube. But it's like really just one
[01:45:29] YouTube. But it's like really just one through eight, one to five. Okay? Rank
[01:45:32] through eight, one to five. Okay? Rank yourself on each one of these. Okay?
[01:45:34] yourself on each one of these. Okay? Now, you're going to take a look at
[01:45:36] Now, you're going to take a look at which one are you lowest in. Pick two,
[01:45:38] which one are you lowest in. Pick two, maybe three, and those are the things
[01:45:41] maybe three, and those are the things that we attack. I will say if you are
[01:45:44] that we attack. I will say if you are below a three or four in systems, okay,
[01:45:48] below a three or four in systems, okay, that should be your only focus for like
[01:45:51] that should be your only focus for like the next week and take what I'm about to
[01:45:54] the next week and take what I'm about to show you in terms of building out the
[01:45:55] show you in terms of building out the systems and just do that. If you take
[01:45:58] systems and just do that. If you take nothing else from this video, you will
[01:45:59] nothing else from this video, you will make so much more sales from that,
[01:46:01] make so much more sales from that, right? Hopefully, you take those sales
[01:46:02] right? Hopefully, you take those sales and you're like, "Hey, Christian, get me
[01:46:04] and you're like, "Hey, Christian, get me better at actually like closing them and
[01:46:05] better at actually like closing them and then we'll talk about that." Okay? But
[01:46:07] then we'll talk about that." Okay? But if you just do nothing else from this
[01:46:08] if you just do nothing else from this video, like I'm going to go I'm going to
[01:46:10] video, like I'm going to go I'm going to give you just a dense amount of
[01:46:12] give you just a dense amount of information like on the systems. I got
[01:46:14] information like on the systems. I got all the tabs loaded up. We're going to
[01:46:15] all the tabs loaded up. We're going to run through it. It's going to be great.
[01:46:17] run through it. It's going to be great. Just take that. Um but again, take a
[01:46:19] Just take that. Um but again, take a look at all these like what's the lowest
[01:46:20] look at all these like what's the lowest hanging fruit and again like those are
[01:46:22] hanging fruit and again like those are going to be things like you attack and
[01:46:23] going to be things like you attack and attack it until it's at least a three
[01:46:26] attack it until it's at least a three preferably like you get it up to a four.
[01:46:28] preferably like you get it up to a four. Okay? And that's the only focus for the
[01:46:30] Okay? And that's the only focus for the week.
[01:46:31] week. Okay? So you want to install an
[01:46:34] Okay? So you want to install an imprenhip loop where you're constantly
[01:46:36] imprenhip loop where you're constantly getting better. So the way we got to
[01:46:38] getting better. So the way we got to think about this is is you want to have
[01:46:40] think about this is is you want to have a daily action plan. Okay? Now we went
[01:46:43] a daily action plan. Okay? Now we went ahead, we set the goal. Let's say, for
[01:46:45] ahead, we set the goal. Let's say, for example, $20,000 per month. Okay?
[01:46:48] example, $20,000 per month. Okay? $20,000 per month is the goal in
[01:46:50] $20,000 per month is the goal in commissions. Now, I'm going to set a
[01:46:53] commissions. Now, I'm going to set a daily action plan that would make it
[01:46:55] daily action plan that would make it unreasonable. Okay? This is what I'm
[01:46:57] unreasonable. Okay? This is what I'm going to take everyone that I work with
[01:46:59] going to take everyone that I work with through. Make it unreasonable that you
[01:47:01] through. Make it unreasonable that you don't achieve 20,000 per month in 2
[01:47:03] don't achieve 20,000 per month in 2 months. Okay? 2 months, maybe 1 month.
[01:47:06] months. Okay? 2 months, maybe 1 month. How ambitious you are. Okay? And like
[01:47:08] How ambitious you are. Okay? And like here's an example like 3 to five call
[01:47:10] here's an example like 3 to five call book calls minimum. 1 hour of skill
[01:47:12] book calls minimum. 1 hour of skill drilling. See below one call review sell
[01:47:14] drilling. See below one call review sell for uh peer feedback. Follow up on every
[01:47:16] for uh peer feedback. Follow up on every stalled deal. Making sure you have the
[01:47:18] stalled deal. Making sure you have the other systems and everything in place.
[01:47:20] other systems and everything in place. If you don't have that, again, what
[01:47:22] If you don't have that, again, what would make it unreasonable? Hey, if I do
[01:47:24] would make it unreasonable? Hey, if I do these action plans in 2 months, I
[01:47:26] these action plans in 2 months, I wouldn't hit 20,000 per month. Okay.
[01:47:29] wouldn't hit 20,000 per month. Okay. Then once you have that, take away the
[01:47:30] Then once you have that, take away the two months because time frame can either
[01:47:33] two months because time frame can either do two things. Number one, it puts undue
[01:47:35] do two things. Number one, it puts undue stress on you. You're like, "Oh [ __ ] I
[01:47:37] stress on you. You're like, "Oh [ __ ] I got to get this done in two months or it
[01:47:38] got to get this done in two months or it gives you a level of comfort, right? We
[01:47:41] gives you a level of comfort, right? We don't want either. We don't want undue
[01:47:42] don't want either. We don't want undue stress or we're pressing on calls and we
[01:47:44] stress or we're pressing on calls and we don't want undue comfort." You got to
[01:47:46] don't want undue comfort." You got to get after it. So then you just focus on
[01:47:48] get after it. So then you just focus on doing the daily action plans of what
[01:47:51] doing the daily action plans of what would make it unreasonable and the score
[01:47:52] would make it unreasonable and the score takes care of itself. So if you do that,
[01:47:54] takes care of itself. So if you do that, the score will take care of itself. Then
[01:47:56] the score will take care of itself. Then weekly. Okay. So, we need to make sure
[01:47:59] weekly. Okay. So, we need to make sure that we're reiterating on the plan
[01:48:02] that we're reiterating on the plan weekly and we're constantly improving
[01:48:04] weekly and we're constantly improving what we're doing. So, weekly, okay, you
[01:48:07] what we're doing. So, weekly, okay, you want to be changing what exactly you're
[01:48:09] want to be changing what exactly you're drilling. So, you pick your weakest
[01:48:11] drilling. So, you pick your weakest skill, you design drills, and you hammer
[01:48:14] skill, you design drills, and you hammer it daily. Review your KPIs on Friday,
[01:48:16] it daily. Review your KPIs on Friday, adjust next week's focus. Test one
[01:48:19] adjust next week's focus. Test one change a week. That's it. So, in terms
[01:48:22] change a week. That's it. So, in terms of one change, there's a caveat to that.
[01:48:24] of one change, there's a caveat to that. So, one change on the call, one change
[01:48:27] So, one change on the call, one change off the call. Okay? Now, if you don't
[01:48:30] off the call. Okay? Now, if you don't have the systems in place, just get that
[01:48:31] have the systems in place, just get that in place. You need a baseline. But then
[01:48:33] in place. You need a baseline. But then once you have the baseline, you want to
[01:48:34] once you have the baseline, you want to be constantly improving it. So, it like
[01:48:37] be constantly improving it. So, it like let's say for example, you don't have a
[01:48:39] let's say for example, you don't have a show rate process in place. I show you
[01:48:41] show rate process in place. I show you the show rate pro process and it's like
[01:48:43] the show rate pro process and it's like you're at 60%. Then we want to make one
[01:48:46] you're at 60%. Then we want to make one change in the show rate process. Take a
[01:48:47] change in the show rate process. Take a look at the numbers. It improved that
[01:48:48] look at the numbers. It improved that not improved. That's the only thing
[01:48:49] not improved. That's the only thing we're going to change in terms of the
[01:48:51] we're going to change in terms of the systems. Then we make one change on the
[01:48:53] systems. Then we make one change on the call, right? Whether it be the money
[01:48:54] call, right? Whether it be the money objection handling, like we're drilling
[01:48:56] objection handling, like we're drilling that [ __ ] Did it improve? Did it not
[01:48:57] that [ __ ] Did it improve? Did it not improve? Okay, we're doing this by
[01:48:59] improve? Okay, we're doing this by system. So that way in two, three, four
[01:49:01] system. So that way in two, three, four months you only see increases and it's
[01:49:04] months you only see increases and it's like you have a 50, 60, 100% bump in
[01:49:07] like you have a 50, 60, 100% bump in like what you're doing. Okay, but it's a
[01:49:09] like what you're doing. Okay, but it's a weekly process. You need to think about
[01:49:11] weekly process. You need to think about this strategically.
[01:49:13] this strategically. Okay, here are some examples. So each
[01:49:17] Okay, here are some examples. So each day, drill one consistent until it
[01:49:19] day, drill one consistent until it improves. Low show rate. Okay. Create
[01:49:22] improves. Low show rate. Okay. Create and update a reminder sequence. You can
[01:49:24] and update a reminder sequence. You can send videos or pre uh SMS pre-all. Okay.
[01:49:28] send videos or pre uh SMS pre-all. Okay. Track it.
[01:49:30] Track it. Track it. Okay. Close rate low. Review
[01:49:33] Track it. Okay. Close rate low. Review three winning calls from top performers.
[01:49:35] three winning calls from top performers. Roleplay key sections. Ask questions on
[01:49:38] Roleplay key sections. Ask questions on coaching calls. That's if you're in a
[01:49:39] coaching calls. That's if you're in a coaching program or ask questions to the
[01:49:42] coaching program or ask questions to the manager if you have a manager. Review
[01:49:44] manager if you have a manager. Review own calls. I would say this one is the
[01:49:46] own calls. I would say this one is the biggest one. This should be just
[01:49:47] biggest one. This should be just mandatory. If you want to get better at
[01:49:49] mandatory. If you want to get better at it, review one of your own calls every
[01:49:51] it, review one of your own calls every single day that you're taking sales
[01:49:52] single day that you're taking sales calls. Okay? Thin pipeline. You're not
[01:49:55] calls. Okay? Thin pipeline. You're not talking to as many people. Add at least
[01:49:57] talking to as many people. Add at least 30 minutes a day to outbound booking
[01:49:58] 30 minutes a day to outbound booking people or upsell past clients. You know,
[01:50:01] people or upsell past clients. You know, call people that have already given you
[01:50:03] call people that have already given you money that are happy. Say, "Hey, bro,
[01:50:04] money that are happy. Say, "Hey, bro, you want to give me more money?" Or,
[01:50:05] you want to give me more money?" Or, "Hey, bro, do you have a referral?
[01:50:07] "Hey, bro, do you have a referral? Somebody else who wants to do this?"
[01:50:08] Somebody else who wants to do this?" Now, I'll take you through exactly what
[01:50:09] Now, I'll take you through exactly what to say, but even just doing that, right?
[01:50:12] to say, but even just doing that, right? Like no tactics whatsoever. You'll make
[01:50:14] Like no tactics whatsoever. You'll make more money. Make sure to add in checking
[01:50:16] more money. Make sure to add in checking calls, right? This is more a part of
[01:50:18] calls, right? This is more a part of like the system text blast. Okay. Do you
[01:50:20] like the system text blast. Okay. Do you have promotions going on? Do you can you
[01:50:22] have promotions going on? Do you can you do a referral promotion? Did you just
[01:50:24] do a referral promotion? Did you just get a new um you know payment you know
[01:50:27] get a new um you know payment you know option to where you can split it up
[01:50:29] option to where you can split it up more? Send out text blast objections
[01:50:31] more? Send out text blast objections killing your deals. Okay. Spend 45
[01:50:34] killing your deals. Okay. Spend 45 minutes a day like isolating objection
[01:50:35] minutes a day like isolating objection patterns and like preempting earlier
[01:50:37] patterns and like preempting earlier like role playing. A big role play I
[01:50:39] like role playing. A big role play I would say in terms of like getting
[01:50:41] would say in terms of like getting better at objection handling is you hop
[01:50:42] better at objection handling is you hop on with somebody and you role play and
[01:50:44] on with somebody and you role play and like they cannot say yes no matter what
[01:50:46] like they cannot say yes no matter what they do. And it's like you're just
[01:50:47] they do. And it's like you're just you're you're in the fire. You have to
[01:50:50] you're you're in the fire. You have to do it. You have to think on your feet
[01:50:51] do it. You have to think on your feet and you get comfortable building that
[01:50:53] and you get comfortable building that muscle of just pushing through it. Okay?
[01:50:55] muscle of just pushing through it. Okay? We're not running out of things to say.
[01:50:57] We're not running out of things to say. Okay? So feedback and tracking. This is
[01:50:59] Okay? So feedback and tracking. This is non-negotiable.
[01:51:02] non-negotiable. Okay? Record and review like one call a
[01:51:04] Okay? Record and review like one call a day. Score yourself on like did you
[01:51:07] day. Score yourself on like did you build rapport? Like were you able to
[01:51:08] build rapport? Like were you able to actually connect with them? Okay. I'm
[01:51:10] actually connect with them? Okay. I'm not talking about like did you ask them
[01:51:11] not talking about like did you ask them like what the weather is like did they
[01:51:13] like what the weather is like did they actually fall into your frame? Okay.
[01:51:15] actually fall into your frame? Okay. Were you able to pull out like the pain
[01:51:18] Were you able to pull out like the pain and actually connect with them? What was
[01:51:19] and actually connect with them? What was your depth of discovery authority? Did
[01:51:22] your depth of discovery authority? Did you follow your process? What was your
[01:51:24] you follow your process? What was your objection handling? One to five. Keep
[01:51:26] objection handling? One to five. Keep wins and fixes journals like three wins,
[01:51:28] wins and fixes journals like three wins, three fixes after every review. You
[01:51:30] three fixes after every review. You should be doing this every single day.
[01:51:32] should be doing this every single day. Now, again, this go like why this is so
[01:51:35] Now, again, this go like why this is so important is two things. Number one, I'm
[01:51:38] important is two things. Number one, I'm sure you've watched enough training or
[01:51:39] sure you've watched enough training or whatever it is that you're going to at
[01:51:41] whatever it is that you're going to at least pinpoint the lowest hanging fruit
[01:51:42] least pinpoint the lowest hanging fruit that you're [ __ ] up on. Number two,
[01:51:45] that you're [ __ ] up on. Number two, like let's say like you're going to get
[01:51:46] like let's say like you're going to get help from me or whoever. If you've
[01:51:48] help from me or whoever. If you've watched your calls, you have much more
[01:51:50] watched your calls, you have much more insight and you keep you keep a wins and
[01:51:53] insight and you keep you keep a wins and fixes. If you see fixes like keep coming
[01:51:55] fixes. If you see fixes like keep coming up and it's like you're not able to
[01:51:57] up and it's like you're not able to solve it. Then you come to me and like
[01:51:58] solve it. Then you come to me and like hey I'm running into this this and this.
[01:51:59] hey I'm running into this this and this. Like what do I do? Like dude that's so
[01:52:01] Like what do I do? Like dude that's so easy to answer. Okay. So if you actually
[01:52:05] easy to answer. Okay. So if you actually are keeping track of what you're doing
[01:52:06] are keeping track of what you're doing and you're getting feedback to yourself,
[01:52:09] and you're getting feedback to yourself, it helps you ask for help better. Number
[01:52:11] it helps you ask for help better. Number one. Number two, you'll actually be able
[01:52:13] one. Number two, you'll actually be able to pinpoint and you can just hear when
[01:52:15] to pinpoint and you can just hear when things are a little bit off. Okay,
[01:52:18] things are a little bit off. Okay, activity again, non-negotiable. Do you
[01:52:21] activity again, non-negotiable. Do you want to make money? Okay, so at least
[01:52:23] want to make money? Okay, so at least like 12 touch points and like 14 dates
[01:52:25] like 12 touch points and like 14 dates post call. Okay, text, email, voicemail,
[01:52:29] post call. Okay, text, email, voicemail, social, and I'll show you how you can
[01:52:31] social, and I'll show you how you can automate some of this stuff too as well,
[01:52:33] automate some of this stuff too as well, cuz I know some of you guys are lazy.
[01:52:35] cuz I know some of you guys are lazy. Make sure you use uh one of your
[01:52:36] Make sure you use uh one of your unscheduled scheduled activities for
[01:52:38] unscheduled scheduled activities for follow-ups, upselles, referrals, and
[01:52:39] follow-ups, upselles, referrals, and money-making activities. Now, I'll I'll
[01:52:41] money-making activities. Now, I'll I'll get into this a little bit more, but
[01:52:43] get into this a little bit more, but what are unscheduled scheduled
[01:52:44] what are unscheduled scheduled activities? Let's say like I have 10
[01:52:46] activities? Let's say like I have 10 sales calls booked and I have a 70%
[01:52:49] sales calls booked and I have a 70% show. Okay, that means three of those
[01:52:54] show. Okay, that means three of those hour slots I have are like not there.
[01:52:57] hour slots I have are like not there. That means I have three hours that are
[01:52:59] That means I have three hours that are not scheduled free time, but they're
[01:53:02] not scheduled free time, but they're unscheduled free time to where I know
[01:53:04] unscheduled free time to where I know like let's say I have 10 book slots. I'm
[01:53:06] like let's say I have 10 book slots. I'm always going to have three hours. So, I
[01:53:08] always going to have three hours. So, I have activities for those hours. So, I
[01:53:11] have activities for those hours. So, I don't, oh, I get a no-show. Let me go,
[01:53:13] don't, oh, I get a no-show. Let me go, you know, go watch YouTube or like go to
[01:53:16] you know, go watch YouTube or like go to the grocery store or do something like
[01:53:17] the grocery store or do something like that. Like, no. During my selling time,
[01:53:18] that. Like, no. During my selling time, like you are selling. If you just do
[01:53:20] like you are selling. If you just do that, you'll make more money. And do it
[01:53:22] that, you'll make more money. And do it for follow-ups, upselles, referrals, and
[01:53:23] for follow-ups, upselles, referrals, and then money-making activities. I'm always
[01:53:26] then money-making activities. I'm always thinking like I'm in the CRM and I'm
[01:53:28] thinking like I'm in the CRM and I'm like, who has my money? Right? If you're
[01:53:30] like, who has my money? Right? If you're a part of a big team, there's a lot of
[01:53:32] a part of a big team, there's a lot of lowhanging fruit because most sales
[01:53:33] lowhanging fruit because most sales people are lazy. Who has my money?
[01:53:35] people are lazy. Who has my money? That's what you got to be thinking
[01:53:36] That's what you got to be thinking about. I would be sending at least two
[01:53:38] about. I would be sending at least two text blasts out to all your contacts a
[01:53:41] text blasts out to all your contacts a month. At least two. Now, you should be
[01:53:44] month. At least two. Now, you should be sending this if you can to uh search
[01:53:47] sending this if you can to uh search your CRM for low hanging fruit, other
[01:53:49] your CRM for low hanging fruit, other closers leads, others closers no sales,
[01:53:52] closers leads, others closers no sales, uh no shows, get referrals. You you can
[01:53:54] uh no shows, get referrals. You you can be sending out text blast to them. So,
[01:53:56] be sending out text blast to them. So, you can ask your sales manager like,
[01:53:58] you can ask your sales manager like, "Hey, after there's been no contact in
[01:54:00] "Hey, after there's been no contact in the CRM, when does a lead become free?"
[01:54:02] the CRM, when does a lead become free?" All right. When can I get after these
[01:54:04] All right. When can I get after these guys? And if they say, "Oh, I don't
[01:54:06] guys? And if they say, "Oh, I don't know." Make it seven days, right? Like
[01:54:09] know." Make it seven days, right? Like after seven days, if there's no contact,
[01:54:11] after seven days, if there's no contact, and start selling other people's leads.
[01:54:13] and start selling other people's leads. If they have a problem with it, then
[01:54:14] If they have a problem with it, then they'll give you definite rules. You're
[01:54:15] they'll give you definite rules. You're not here to make friends. You're here to
[01:54:16] not here to make friends. You're here to make money. Get after it.
[01:54:19] make money. Get after it. Okay. So, environment and state control.
[01:54:21] Okay. So, environment and state control. So, I'm I'm really big having like a
[01:54:24] So, I'm I'm really big having like a simple morning and night routine.
[01:54:26] simple morning and night routine. Nothing too too crazy, okay? But morning
[01:54:29] Nothing too too crazy, okay? But morning routine, like 30 minutes of priming. I'm
[01:54:31] routine, like 30 minutes of priming. I'm going to review like one of my good
[01:54:33] going to review like one of my good sales calls like in the morning, okay,
[01:54:35] sales calls like in the morning, okay, that like I was in a good state. I
[01:54:37] that like I was in a good state. I showed up to the call like you've
[01:54:38] showed up to the call like you've crushed it. If you have one of those
[01:54:40] crushed it. If you have one of those calls where he's like, "You absolutely
[01:54:41] calls where he's like, "You absolutely crushed it." I'll listen to that
[01:54:43] crushed it." I'll listen to that discovery back again. I'm like, and I'm
[01:54:45] discovery back again. I'm like, and I'm really trying to get back into the state
[01:54:47] really trying to get back into the state where I was that I crushed that. So,
[01:54:48] where I was that I crushed that. So, it's like I can get to that like on the
[01:54:50] it's like I can get to that like on the call and you can sit if you have like
[01:54:52] call and you can sit if you have like five minutes like visualize the call.
[01:54:53] five minutes like visualize the call. You can do a quick drill. I would say
[01:54:55] You can do a quick drill. I would say just make it to where it's a routine and
[01:54:58] just make it to where it's a routine and just make it consistent. Don't have it
[01:54:59] just make it consistent. Don't have it be this long drown out thing. 30 minutes
[01:55:02] be this long drown out thing. 30 minutes like max. Like for me, I'd get out in
[01:55:04] like max. Like for me, I'd get out in the sun, I'm listening to a call, and
[01:55:05] the sun, I'm listening to a call, and then I'm on, right? Then I'm hopping on
[01:55:07] then I'm on, right? Then I'm hopping on calls like boom. That makes me feel
[01:55:08] calls like boom. That makes me feel good. I'm ready to go. Don't make it
[01:55:10] good. I'm ready to go. Don't make it this long drawn out thing. And make it
[01:55:12] this long drawn out thing. And make it easy for you to do it. That's why, you
[01:55:16] easy for you to do it. That's why, you know, nightly routine helps as well. I'd
[01:55:18] know, nightly routine helps as well. I'd say go to bed at the same time each day.
[01:55:20] say go to bed at the same time each day. Write out your day in advance if you
[01:55:22] Write out your day in advance if you remember, right? I I don't need to get
[01:55:24] remember, right? I I don't need to get it for this is another day, right? This
[01:55:26] it for this is another day, right? This is the next day from, you know,
[01:55:27] is the next day from, you know, previously in the video, but I write out
[01:55:29] previously in the video, but I write out my day in advance. Um, so I did that for
[01:55:31] my day in advance. Um, so I did that for today, too. And I would always set your
[01:55:33] today, too. And I would always set your morning up for success. So, here's the
[01:55:35] morning up for success. So, here's the biggest thing, right? Like, so for me, I
[01:55:37] biggest thing, right? Like, so for me, I know if I get a little bit of sun and I
[01:55:39] know if I get a little bit of sun and I listen to something, right, like a call
[01:55:41] listen to something, right, like a call or whatever it is, I'm going to be
[01:55:43] or whatever it is, I'm going to be feeling good going into my calls. So,
[01:55:45] feeling good going into my calls. So, what do I do? Okay, few things. Like
[01:55:47] what do I do? Okay, few things. Like number one, I grab my phone and it is
[01:55:50] number one, I grab my phone and it is outside of my room. Okay. So, cuz I know
[01:55:53] outside of my room. Okay. So, cuz I know if my phone like my alarm, it's easy to
[01:55:56] if my phone like my alarm, it's easy to press snooze and just like go back to
[01:55:58] press snooze and just like go back to sleep and my fiance really loves to
[01:56:00] sleep and my fiance really loves to cuddle. She can lull me back to sleep.
[01:56:01] cuddle. She can lull me back to sleep. So, it's like no, I have to get out of
[01:56:03] So, it's like no, I have to get out of bed to go turn off the alarm. Then,
[01:56:06] bed to go turn off the alarm. Then, well, guess what I did the night before?
[01:56:08] well, guess what I did the night before? Like, I set out a shirt, shorts. I wear
[01:56:10] Like, I set out a shirt, shorts. I wear like the same thing every day. And I set
[01:56:12] like the same thing every day. And I set out my sandals to where it's like I can
[01:56:13] out my sandals to where it's like I can just go ahead and get out in the sun. My
[01:56:15] just go ahead and get out in the sun. My headphones are right there. And it's
[01:56:16] headphones are right there. And it's like boom. Like just from that alone, I
[01:56:18] like boom. Like just from that alone, I don't want to be thinking in the
[01:56:19] don't want to be thinking in the morning, especially like the first like
[01:56:21] morning, especially like the first like 10 minutes. I don't want to be thinking.
[01:56:23] 10 minutes. I don't want to be thinking. It needs to be more automatic. And if
[01:56:24] It needs to be more automatic. And if you do those things, then the likelihood
[01:56:27] you do those things, then the likelihood that you have a good day is going to be
[01:56:29] that you have a good day is going to be much higher. You don't want to just be
[01:56:30] much higher. You don't want to just be doing it off of willpower. You want a
[01:56:32] doing it off of willpower. You want a system in place that makes it easy for
[01:56:34] system in place that makes it easy for you to have a good like morning routine.
[01:56:36] you to have a good like morning routine. Um, again, don't make it too crazy. I
[01:56:38] Um, again, don't make it too crazy. I would say 30 minutes max. Mine's like
[01:56:40] would say 30 minutes max. Mine's like 15. Okay. So remove all non- sales work
[01:56:45] 15. Okay. So remove all non- sales work from your peak performance window. Focus
[01:56:47] from your peak performance window. Focus is more about removing than adding. Make
[01:56:49] is more about removing than adding. Make it hard to slack off. Create hard hours
[01:56:51] it hard to slack off. Create hard hours and stick to them. Okay. So again, not
[01:56:55] and stick to them. Okay. So again, not willpower, systems, systems, systems,
[01:56:58] willpower, systems, systems, systems, systems. If there's anything I can just
[01:56:59] systems. If there's anything I can just drill into your head, it's just systems
[01:57:01] drill into your head, it's just systems makes everything so much easier. Um, so
[01:57:04] makes everything so much easier. Um, so like for me, like if I if I go on my
[01:57:06] like for me, like if I if I go on my computer right now, just because I have
[01:57:07] computer right now, just because I have the self-control app, I can't get on
[01:57:09] the self-control app, I can't get on like social media, YouTube, anything
[01:57:11] like social media, YouTube, anything along those lines. Okay, same thing with
[01:57:13] along those lines. Okay, same thing with my phone. I have the Opal app. Okay, so
[01:57:15] my phone. I have the Opal app. Okay, so freedom.to like this is good if you have
[01:57:18] freedom.to like this is good if you have like an HP or uh like a PC or something
[01:57:21] like an HP or uh like a PC or something like that. It doesn't really work well
[01:57:23] like that. It doesn't really work well with uh with uh Mac because you can just
[01:57:26] with uh with uh Mac because you can just quit it, right? Because it's an
[01:57:27] quit it, right? Because it's an application. The self-control app is
[01:57:29] application. The self-control app is really good for Mac because like on the
[01:57:31] really good for Mac because like on the computer, it doesn't matter if you quit
[01:57:33] computer, it doesn't matter if you quit it or whatever it is, it will still make
[01:57:35] it or whatever it is, it will still make it to where it's like you can't access
[01:57:37] it to where it's like you can't access websites like YouTube or whatever it is,
[01:57:39] websites like YouTube or whatever it is, whatever is distracting. Same thing with
[01:57:41] whatever is distracting. Same thing with Opal. Now, for Opal, I think you got to
[01:57:43] Opal. Now, for Opal, I think you got to pay for self-control app is free, but
[01:57:45] pay for self-control app is free, but this helps me a ton. All I do is I just
[01:57:48] this helps me a ton. All I do is I just set my work hours and during that time I
[01:57:52] set my work hours and during that time I there's no way I can get on distracting
[01:57:54] there's no way I can get on distracting apps. So, it's either I sit here and I
[01:57:57] apps. So, it's either I sit here and I stare out into the abyss or I work.
[01:58:00] stare out into the abyss or I work. Like, I got to choose one, right? And
[01:58:01] Like, I got to choose one, right? And I'm more likely to choose working and
[01:58:03] I'm more likely to choose working and staring out into the abyss. The problem
[01:58:05] staring out into the abyss. The problem is like you're giving yourself too many
[01:58:07] is like you're giving yourself too many options. You're like stare out into the
[01:58:08] options. You're like stare out into the abyss, working, right? Like dialing or
[01:58:12] abyss, working, right? Like dialing or like YouTube, Instagram, all this [ __ ]
[01:58:14] like YouTube, Instagram, all this [ __ ] Like all that stuff like gives you so
[01:58:16] Like all that stuff like gives you so much dopamine. Obviously, your brain's
[01:58:18] much dopamine. Obviously, your brain's going to choose that. You just got to
[01:58:19] going to choose that. You just got to take away the option, man. If you take
[01:58:20] take away the option, man. If you take away the option, it makes it super it
[01:58:22] away the option, it makes it super it makes it easier for you to follow it.
[01:58:24] makes it easier for you to follow it. Okay. And then for me, uh, what really
[01:58:27] Okay. And then for me, uh, what really helps me is a weekly recharge. One half
[01:58:29] helps me is a weekly recharge. One half day off completely away from screens.
[01:58:32] day off completely away from screens. Typically, I'll do this Sunday night. Me
[01:58:35] Typically, I'll do this Sunday night. Me and my fiance will go out, probably get
[01:58:37] and my fiance will go out, probably get some Korean barbecue. I'll eat so much,
[01:58:40] some Korean barbecue. I'll eat so much, feel sick. That seems to be a good
[01:58:43] feel sick. That seems to be a good routine for me to where Monday I hit the
[01:58:45] routine for me to where Monday I hit the ground running. So, for me, half a day
[01:58:48] ground running. So, for me, half a day is always enough. You got to gauge this
[01:58:49] is always enough. You got to gauge this a little bit. There are times where I
[01:58:51] a little bit. There are times where I was taking Sunday completely off, but
[01:58:53] was taking Sunday completely off, but now I work like five hours on Sunday.
[01:58:55] now I work like five hours on Sunday. Take the second half of Sunday off. You
[01:58:57] Take the second half of Sunday off. You just got to find out what works for you.
[01:58:58] just got to find out what works for you. I would say I would take no more days
[01:59:00] I would say I would take no more days off than like one day, right? Don't be a
[01:59:04] off than like one day, right? Don't be a [ __ ] Okay. I think a half a day, at
[01:59:06] [ __ ] Okay. I think a half a day, at least for me personally, that's enough.
[01:59:08] least for me personally, that's enough. For most people, I'd say that's enough.
[01:59:10] For most people, I'd say that's enough. But I would say completely try to remove
[01:59:12] But I would say completely try to remove yourself from screens.
[01:59:15] yourself from screens. So, here is the 90day sprint phases. Day
[01:59:19] So, here is the 90day sprint phases. Day one through seven, like get the math
[01:59:20] one through seven, like get the math right,
[01:59:22] right, build the systems, and then start the
[01:59:24] build the systems, and then start the skill drilling. Okay? And then day 80
[01:59:27] skill drilling. Okay? And then day 80 through 60, it's just about volume and
[01:59:29] through 60, it's just about volume and refinement. It's just about, believe it
[01:59:32] refinement. It's just about, believe it or not, doing the work. Okay? So, rat
[01:59:34] or not, doing the work. Okay? So, rat show rates, close rates through feedback
[01:59:36] show rates, close rates through feedback loops, and then once you have a good
[01:59:38] loops, and then once you have a good feel for this, this is when the creative
[01:59:40] feel for this, this is when the creative active phase begins. So, this is when
[01:59:42] active phase begins. So, this is when you test advanced tactics, okay? You
[01:59:44] you test advanced tactics, okay? You mentor a junior rep, you start teaching.
[01:59:47] mentor a junior rep, you start teaching. This is when you can start to take the
[01:59:48] This is when you can start to take the principles that I'm going to show you
[01:59:49] principles that I'm going to show you and start making it your own. So, it's
[01:59:51] and start making it your own. So, it's good at the beginning to like get like
[01:59:53] good at the beginning to like get like more of like, hey, just like the basic
[01:59:55] more of like, hey, just like the basic things like in place, but then you want
[01:59:57] things like in place, but then you want to make it like more of your own. You
[01:59:59] to make it like more of your own. You want to actually seem like a genuine
[02:00:01] want to actually seem like a genuine human like on your calls. And the only
[02:00:03] human like on your calls. And the only way you're going to be able to do that
[02:00:04] way you're going to be able to do that is if you reerate on these actual
[02:00:07] is if you reerate on these actual processes. All right. So, next we're
[02:00:09] processes. All right. So, next we're going to dive into systems. So, what are
[02:00:12] going to dive into systems. So, what are the entire systems you need as a sales
[02:00:15] the entire systems you need as a sales rep to make sure you're making as much
[02:00:17] rep to make sure you're making as much money as possible? So, the first thing
[02:00:20] money as possible? So, the first thing that we're going to cover is if you want
[02:00:22] that we're going to cover is if you want to make as much money as humanly
[02:00:23] to make as much money as humanly possible as a sales rep, you just need
[02:00:25] possible as a sales rep, you just need to keep track of your data. Now, there's
[02:00:26] to keep track of your data. Now, there's two ways we can do this. We can either
[02:00:28] two ways we can do this. We can either pay someone to do it, like a VA, like I
[02:00:30] pay someone to do it, like a VA, like I don't want to deal with it. I'm going to
[02:00:31] don't want to deal with it. I'm going to pay a VA to like track my data and that
[02:00:33] pay a VA to like track my data and that way I can take a look at it, make it
[02:00:35] way I can take a look at it, make it pretty, all that fun stuff. Or number
[02:00:36] pretty, all that fun stuff. Or number two, like you just do it yourself. It
[02:00:38] two, like you just do it yourself. It takes maybe 20 minutes a day to go ahead
[02:00:42] takes maybe 20 minutes a day to go ahead and get good data. That way we are
[02:00:44] and get good data. That way we are continuously improving on what we're
[02:00:46] continuously improving on what we're doing. Okay. So why is data important?
[02:00:48] doing. Okay. So why is data important? Let's take a look at how do we problem
[02:00:49] Let's take a look at how do we problem solve with data. So what does not get
[02:00:51] solve with data. So what does not get measured does not get improved. So if
[02:00:53] measured does not get improved. So if you don't even know what things are or
[02:00:55] you don't even know what things are or how things are going right now, if you
[02:00:57] how things are going right now, if you don't know what your show rate is, your
[02:00:58] don't know what your show rate is, your close rate is, how what objections
[02:01:00] close rate is, how what objections you're actually getting, how are you
[02:01:02] you're actually getting, how are you going to be focused on what you need to
[02:01:04] going to be focused on what you need to improve? It's literally impossible. It
[02:01:06] improve? It's literally impossible. It helps us make unemotional decisions and
[02:01:08] helps us make unemotional decisions and problem solve. So, yes, you want to get
[02:01:10] problem solve. So, yes, you want to get to people's emotions on calls and you
[02:01:12] to people's emotions on calls and you want to have like an emotional feel, but
[02:01:14] want to have like an emotional feel, but the sales process as a whole needs to be
[02:01:17] the sales process as a whole needs to be an emotionless just, you know, dead
[02:01:20] an emotionless just, you know, dead machine. You get what I mean? Like it it
[02:01:22] machine. You get what I mean? Like it it does like there doesn't need to be
[02:01:23] does like there doesn't need to be emotion into it. Like we need to
[02:01:25] emotion into it. Like we need to understand, we need to take a look at
[02:01:26] understand, we need to take a look at the numbers and we need to attack the
[02:01:28] the numbers and we need to attack the numbers. That's the way things get
[02:01:30] numbers. That's the way things get improved. Don't make an emotional
[02:01:31] improved. Don't make an emotional decision when it comes to this. For
[02:01:32] decision when it comes to this. For example, let's say you really, really,
[02:01:35] example, let's say you really, really, really hate when you get partner
[02:01:36] really hate when you get partner objections, okay? And over the past
[02:01:38] objections, okay? And over the past week, you lost three partner objections,
[02:01:41] week, you lost three partner objections, but right, you don't mind getting money
[02:01:43] but right, you don't mind getting money fear objections and you lost 10 sales to
[02:01:46] fear objections and you lost 10 sales to money fear objections. If we're focusing
[02:01:48] money fear objections. If we're focusing on emotions, like we're putting all of
[02:01:49] on emotions, like we're putting all of our attention into like partner
[02:01:51] our attention into like partner objections. It's like, oh, like I'm
[02:01:52] objections. It's like, oh, like I'm really going to drill it. But the lowest
[02:01:54] really going to drill it. But the lowest hanging fruit is money fear, right? 10
[02:01:57] hanging fruit is money fear, right? 10 versus three. Like, and you're only
[02:01:58] versus three. Like, and you're only going to be able to do that if we look
[02:01:59] going to be able to do that if we look at it as an unemotional. We we're doing
[02:02:02] at it as an unemotional. We we're doing an emotional and we're problem solving.
[02:02:04] an emotional and we're problem solving. Example, right? Oh, I just made that
[02:02:06] Example, right? Oh, I just made that example. Okay, cool. You need to put
[02:02:08] example. Okay, cool. You need to put most of your focus on preventing and
[02:02:10] most of your focus on preventing and overcoming fear money objections to make
[02:02:11] overcoming fear money objections to make the most gains. So, the I'm not making
[02:02:15] the most gains. So, the I'm not making enough sales is a problem that can't be
[02:02:17] enough sales is a problem that can't be solved. Like, hey, I'm just not making
[02:02:18] solved. Like, hey, I'm just not making enough money. I'm not making enough
[02:02:20] enough money. I'm not making enough sales. Like, ask yourself like why am I
[02:02:23] sales. Like, ask yourself like why am I not making enough sales is a much better
[02:02:25] not making enough sales is a much better question. The quality of your life, the
[02:02:29] question. The quality of your life, the quality of your outcomes comes down to
[02:02:32] quality of your outcomes comes down to the quality of decisions and quality of
[02:02:34] the quality of decisions and quality of questions that you ask. So track and
[02:02:37] questions that you ask. So track and understand what you're losing out on
[02:02:39] understand what you're losing out on sales the most. Which objections do you
[02:02:41] sales the most. Which objections do you get the most and can overcome? Is your
[02:02:43] get the most and can overcome? Is your show rate low? Is your calendar empty?
[02:02:45] show rate low? Is your calendar empty? Are you get are you only getting one
[02:02:47] Are you get are you only getting one call closes and not following up? Track
[02:02:49] call closes and not following up? Track this [ __ ] Okay? So rather than it's
[02:02:52] this [ __ ] Okay? So rather than it's like, "Hey, I'm not making the money I
[02:02:53] like, "Hey, I'm not making the money I want." Ask yourself these questions.
[02:02:55] want." Ask yourself these questions. It'll help you come up with a solution.
[02:02:57] It'll help you come up with a solution. You can't be the person who complains
[02:02:58] You can't be the person who complains about problems. You always have to be
[02:03:00] about problems. You always have to be looking for a solution. Okay? You have
[02:03:02] looking for a solution. Okay? You have to solve problems. That is your job as a
[02:03:04] to solve problems. That is your job as a salesperson is you solve problems for
[02:03:06] salesperson is you solve problems for other people. You help it easy for them
[02:03:08] other people. You help it easy for them to say yes. You solve all the problems
[02:03:10] to say yes. You solve all the problems for them. Okay? You also have to solve
[02:03:12] for them. Okay? You also have to solve problems for yourself. Find the problem.
[02:03:15] problems for yourself. Find the problem. Test one solution at a time to your
[02:03:16] Test one solution at a time to your problem. Take massive action. Look back
[02:03:18] problem. Take massive action. Look back at the data for feedback and repeat.
[02:03:21] at the data for feedback and repeat. Okay? Get feedback from me. Right?
[02:03:23] Okay? Get feedback from me. Right? again, if if you're getting like
[02:03:24] again, if if you're getting like one-on-one help. Um, and then you
[02:03:26] one-on-one help. Um, and then you repeat. So, average sales people don't
[02:03:28] repeat. So, average sales people don't track their data. But we're here to be
[02:03:30] track their data. But we're here to be the top 1%. Okay? You're not here to be
[02:03:33] the top 1%. Okay? You're not here to be average. Set 10 to 15 minutes in your
[02:03:35] average. Set 10 to 15 minutes in your calendar every single day to do so.
[02:03:37] calendar every single day to do so. Again, if you're too lazy to do it, you
[02:03:40] Again, if you're too lazy to do it, you better be making enough money to pay a
[02:03:42] better be making enough money to pay a VA to do it. You can't be lazy and
[02:03:44] VA to do it. You can't be lazy and broke. Pick one. All right. How do you
[02:03:46] broke. Pick one. All right. How do you do it? So, number one, find the area of
[02:03:48] do it? So, number one, find the area of your sales process where you're losing
[02:03:49] your sales process where you're losing the most amount of sales and
[02:03:50] the most amount of sales and commissions. That's like taking what we
[02:03:52] commissions. That's like taking what we were taking taking a look at before.
[02:03:53] were taking taking a look at before. Okay. Example, 41% show rate, below
[02:03:56] Okay. Example, 41% show rate, below standards. It should at least be 70%.
[02:03:59] standards. It should at least be 70%. So, you're leaving 5K each month due to
[02:04:01] So, you're leaving 5K each month due to low show rate. Pick and test the
[02:04:03] low show rate. Pick and test the solution. I think if I call each lead
[02:04:05] solution. I think if I call each lead and send a personalized case study, more
[02:04:07] and send a personalized case study, more people will show. Okay, that's a pretty
[02:04:09] people will show. Okay, that's a pretty good guess. So, what we're going to do,
[02:04:11] good guess. So, what we're going to do, we're going to change one variable at a
[02:04:13] we're going to change one variable at a time. And uh hey, if we do it this way,
[02:04:17] time. And uh hey, if we do it this way, are we going to get the outcome?
[02:04:18] are we going to get the outcome? Example, change one thing in your sales
[02:04:20] Example, change one thing in your sales calls. digging deeper on consequence and
[02:04:21] calls. digging deeper on consequence and one thing in your sales confirmation
[02:04:23] one thing in your sales confirmation process, give it time. Test it with
[02:04:26] process, give it time. Test it with enough leads. I would say 20 to 30.
[02:04:29] enough leads. I would say 20 to 30. Okay? If you literally change everything
[02:04:31] Okay? If you literally change everything that you're doing, that's why I'm saying
[02:04:33] that you're doing, that's why I'm saying a minimum a week, but if you have low
[02:04:35] a minimum a week, but if you have low volume, you might have to try later or
[02:04:38] volume, you might have to try later or you might have to try longer. Okay?
[02:04:40] you might have to try longer. Okay? Track data. Use data tracker. Track data
[02:04:43] Track data. Use data tracker. Track data daily. Okay? Set emotions aside.
[02:04:46] daily. Okay? Set emotions aside. Objectively compare data before and
[02:04:47] Objectively compare data before and after the change. Repeat these steps
[02:04:50] after the change. Repeat these steps until the metric is optimized. Move on
[02:04:52] until the metric is optimized. Move on to the next thing that's costing you the
[02:04:54] to the next thing that's costing you the most amount of money. Okay? So, you want
[02:04:56] most amount of money. Okay? So, you want to take a look at the process as a
[02:04:58] to take a look at the process as a whole. So, let's dive into if you don't
[02:05:00] whole. So, let's dive into if you don't have a process when it comes to show
[02:05:01] have a process when it comes to show rate. Let me show you just the baseline
[02:05:03] rate. Let me show you just the baseline process that I'll have in place to make
[02:05:06] process that I'll have in place to make sure we're increasing close rate. So, a
[02:05:10] sure we're increasing close rate. So, a couple key things to really keep a look
[02:05:12] couple key things to really keep a look at when we were talking about like show
[02:05:14] at when we were talking about like show rate just in general and pre-all
[02:05:16] rate just in general and pre-all communication. Less is more. less text,
[02:05:19] communication. Less is more. less text, less emails, less communication, less
[02:05:21] less emails, less communication, less words. Okay. Fridays and the day before
[02:05:24] words. Okay. Fridays and the day before holiday, like call to double confirm.
[02:05:26] holiday, like call to double confirm. Really, what you want to be doing like
[02:05:27] Really, what you want to be doing like in your pre-all process is you want to
[02:05:30] in your pre-all process is you want to one, get them to spend time, like have
[02:05:32] one, get them to spend time, like have them go over resources to make it to
[02:05:34] them go over resources to make it to where it's much more likely that they
[02:05:35] where it's much more likely that they show up and they're much more bought
[02:05:36] show up and they're much more bought into what you guys are doing. And two,
[02:05:39] into what you guys are doing. And two, start a back and forth. Okay? So now
[02:05:41] start a back and forth. Okay? So now you're an actual human being, so they're
[02:05:44] you're an actual human being, so they're less likely to actually ghost you. Okay?
[02:05:47] less likely to actually ghost you. Okay? So it depends on let's say a lead lands
[02:05:49] So it depends on let's say a lead lands on your calendar. We're talking about
[02:05:50] on your calendar. We're talking about inbound leads at this point. If you are
[02:05:52] inbound leads at this point. If you are setting your own leads, it's a little
[02:05:53] setting your own leads, it's a little bit different of a process, but let's
[02:05:55] bit different of a process, but let's just start from there. So let's say for
[02:05:57] just start from there. So let's say for example, you have a problem and
[02:05:58] example, you have a problem and situation stated like in the actual
[02:06:01] situation stated like in the actual application, you know what type of lead
[02:06:03] application, you know what type of lead this is. What you're going to do is
[02:06:04] this is. What you're going to do is you're going to send a homework page
[02:06:06] you're going to send a homework page with industry specs uh problem specific
[02:06:09] with industry specs uh problem specific case study to their email. Okay. Example
[02:06:13] case study to their email. Okay. Example premeating material. Hey John, looks
[02:06:16] premeating material. Hey John, looks like you uh booked in a date and time
[02:06:19] like you uh booked in a date and time about possibly getting help with
[02:06:20] about possibly getting help with outcome. Here's how we help specific
[02:06:22] outcome. Here's how we help specific person reach specific outcome. It'll
[02:06:24] person reach specific outcome. It'll give you much more context for a call.
[02:06:26] give you much more context for a call. Let me know if you have any questions.
[02:06:27] Let me know if you have any questions. Name simple, straight to the point.
[02:06:30] Name simple, straight to the point. Okay. So, if you for whatever reason in
[02:06:33] Okay. So, if you for whatever reason in your application, it doesn't have the
[02:06:34] your application, it doesn't have the problem stated. Okay. You're going to
[02:06:36] problem stated. Okay. You're going to call them, answer, find out the problem.
[02:06:39] call them, answer, find out the problem. Okay. If they don't answer, you're still
[02:06:41] Okay. If they don't answer, you're still going to send a generic one that should
[02:06:43] going to send a generic one that should hit most people. Then what are you going
[02:06:45] hit most people. Then what are you going to do after you go ahead and you send
[02:06:48] to do after you go ahead and you send that right after? Okay, preferably from
[02:06:52] that right after? Okay, preferably from an iPhone if you're in the US. So you
[02:06:53] an iPhone if you're in the US. So you show up as a blue bubble. I tend to lean
[02:06:56] show up as a blue bubble. I tend to lean towards voice notes, but this is can
[02:06:59] towards voice notes, but this is can also work in text message or if you
[02:07:01] also work in text message or if you really want to do it, you can do a
[02:07:02] really want to do it, you can do a selfie video as well. I've seen selfie
[02:07:04] selfie video as well. I've seen selfie videos work really well. Hey name, it's
[02:07:06] videos work really well. Hey name, it's just name uh you know title at
[02:07:08] just name uh you know title at influencers name team. uh just sent you
[02:07:11] influencers name team. uh just sent you email to go through prior to our
[02:07:12] email to go through prior to our appointment on day and time under
[02:07:13] appointment on day and time under premeating material. Send did you
[02:07:15] premeating material. Send did you receive it? Okay, that's if you're
[02:07:17] receive it? Okay, that's if you're sending it in a text, a voice note. I'll
[02:07:20] sending it in a text, a voice note. I'll be a little bit more um you know I I'll
[02:07:23] be a little bit more um you know I I'll go a little bit more in depth because
[02:07:25] go a little bit more in depth because you can get a lot more in like with your
[02:07:26] you can get a lot more in like with your tone. I'll typically say like uh hey
[02:07:28] tone. I'll typically say like uh hey John, it's just uh Christian over here
[02:07:30] John, it's just uh Christian over here with Christian Pulk's team. Um it looks
[02:07:32] with Christian Pulk's team. Um it looks like you booked them up possibly getting
[02:07:34] like you booked them up possibly getting help like with your sales. I want to say
[02:07:35] help like with your sales. I want to say you made it to the right spot. Um, I I
[02:07:37] you made it to the right spot. Um, I I sent over an email showing exactly how
[02:07:40] sent over an email showing exactly how we helped James go from 6K to 40K per
[02:07:42] we helped James go from 6K to 40K per month like in commissions in just four
[02:07:43] month like in commissions in just four months. Um, just uh and it's uh under
[02:07:46] months. Um, just uh and it's uh under the premium material if you look it up.
[02:07:48] the premium material if you look it up. Send. Okay. I'm going to send a voice
[02:07:50] Send. Okay. I'm going to send a voice note and then I'm going to send a text
[02:07:52] note and then I'm going to send a text like did you receive it? Okay. Now voice
[02:07:55] like did you receive it? Okay. Now voice note I'll go a little bit more in depth
[02:07:57] note I'll go a little bit more in depth or selfie video I'll go a little bit
[02:07:58] or selfie video I'll go a little bit more in depth. But if it's just a text
[02:08:00] more in depth. But if it's just a text if you want to be lazy um I'll make it a
[02:08:02] if you want to be lazy um I'll make it a little bit more simple so they're more
[02:08:03] little bit more simple so they're more likely to read it. Okay. So if they
[02:08:05] likely to read it. Okay. So if they respond, fantastic. You send a text,
[02:08:08] respond, fantastic. You send a text, great chat, you know, tomorrow chat
[02:08:10] great chat, you know, tomorrow chat Thursday, whatever it is. Now, if they
[02:08:12] Thursday, whatever it is. Now, if they don't respond 3 hours later to you can
[02:08:15] don't respond 3 hours later to you can either set this up in a workflow again
[02:08:18] either set this up in a workflow again to remind you to do this in your CRM if
[02:08:20] to remind you to do this in your CRM if you're doing this on your iPhone or if
[02:08:22] you're doing this on your iPhone or if you're doing it through the CRM, then
[02:08:24] you're doing it through the CRM, then you can just set an automatic workflow.
[02:08:26] you can just set an automatic workflow. I recommend if you're in the US, you do
[02:08:28] I recommend if you're in the US, you do it from your iPhone. So workflow, so say
[02:08:30] it from your iPhone. So workflow, so say 3 hours later they didn't respond.
[02:08:32] 3 hours later they didn't respond. You're going to text, hey, did you get
[02:08:33] You're going to text, hey, did you get my last message? send and just like
[02:08:36] my last message? send and just like either have an emoji pointing up. If
[02:08:37] either have an emoji pointing up. If they don't respond 3 hours later, you're
[02:08:39] they don't respond 3 hours later, you're going to call them.
[02:08:41] going to call them. Okay? And then no answer, let's say 3
[02:08:44] Okay? And then no answer, let's say 3 hours or the next day, you're going to
[02:08:46] hours or the next day, you're going to send a breakup text and mark them free.
[02:08:49] send a breakup text and mark them free. Now, depending, you can add in another
[02:08:52] Now, depending, you can add in another text here. I'm saying this is just going
[02:08:54] text here. I'm saying this is just going to be something that's pretty basic. If
[02:08:55] to be something that's pretty basic. If you don't have something in place, uh
[02:08:57] you don't have something in place, uh you can send another text here where you
[02:08:59] you can send another text here where you say, "Hey, 3 hours later before this
[02:09:01] say, "Hey, 3 hours later before this call, you're like, "Hey, are you leaving
[02:09:02] call, you're like, "Hey, are you leaving me out here in the cold?" and then the
[02:09:04] me out here in the cold?" and then the next day you can call them and send them
[02:09:05] next day you can call them and send them this. But the biggest thing you want to
[02:09:06] this. But the biggest thing you want to do is you want to get people who are not
[02:09:09] do is you want to get people who are not responsive, unlikely to show off of your
[02:09:12] responsive, unlikely to show off of your calendar because the two things we got
[02:09:14] calendar because the two things we got to take a look at is like yes, show rate
[02:09:16] to take a look at is like yes, show rate is a thing, but we also want to take a
[02:09:17] is a thing, but we also want to take a look at slot utilization rate. Now, what
[02:09:19] look at slot utilization rate. Now, what is slot utilization rate? If I have 10
[02:09:21] is slot utilization rate? If I have 10 slots, okay, if I want to talk to nine
[02:09:25] slots, okay, if I want to talk to nine people at least a day, so I have a 90%
[02:09:27] people at least a day, so I have a 90% slot utilization rate, but I might have
[02:09:29] slot utilization rate, but I might have to book 13 sales calls in order to talk
[02:09:32] to book 13 sales calls in order to talk to nine people. So my show rate is, you
[02:09:35] to nine people. So my show rate is, you know, 9 out of 13, so it's lower, but my
[02:09:37] know, 9 out of 13, so it's lower, but my slot utilization rate is 90%. I always
[02:09:40] slot utilization rate is 90%. I always want to keep slot utilization rate very,
[02:09:41] want to keep slot utilization rate very, very high. So that way I'm always
[02:09:43] very high. So that way I'm always talking to somebody. So, but if they
[02:09:45] talking to somebody. So, but if they answer, then you go ahead and uh you
[02:09:48] answer, then you go ahead and uh you make sure they confirm. So, okay. So,
[02:09:50] make sure they confirm. So, okay. So, this is a day. If they confirmed,
[02:09:52] this is a day. If they confirmed, fantastic. The morning of the text, hey,
[02:09:54] fantastic. The morning of the text, hey, do you have the Zoom link for our
[02:09:56] do you have the Zoom link for our meeting this morning, lead shows up,
[02:09:58] meeting this morning, lead shows up, fantastic high fives all around. Better
[02:10:00] fantastic high fives all around. Better [ __ ] sell them. If they don't show
[02:10:02] [ __ ] sell them. If they don't show up, 2 minutes after call time, hey, just
[02:10:04] up, 2 minutes after call time, hey, just text them like, "Waiting for you on Zoom
[02:10:06] text them like, "Waiting for you on Zoom dot dot question mark." 5 minutes after
[02:10:08] dot dot question mark." 5 minutes after the call, you're going to call lead
[02:10:09] the call, you're going to call lead twice. They join the call. Fantastic.
[02:10:11] twice. They join the call. Fantastic. Sell them. If they don't answer, okay,
[02:10:14] Sell them. If they don't answer, okay, just like, "Hey, name. I'm on Zoom
[02:10:16] just like, "Hey, name. I'm on Zoom waiting for you to join, but I don't see
[02:10:17] waiting for you to join, but I don't see you've joined. Here's a link again. um
[02:10:19] you've joined. Here's a link again. um I'll be here for five minutes. Move on
[02:10:21] I'll be here for five minutes. Move on to my next appointment. Doesn't join.
[02:10:23] to my next appointment. Doesn't join. Okay, let the SDR know if you have one.
[02:10:27] Okay, let the SDR know if you have one. They'll like, hey, this person didn't
[02:10:28] They'll like, hey, this person didn't join. Can you reach out to them? Blah
[02:10:29] join. Can you reach out to them? Blah blah blah blah blah. And then if they
[02:10:32] blah blah blah blah. And then if they don't join. Uh after that, then you
[02:10:34] don't join. Uh after that, then you start your planned unscheduled revenue
[02:10:37] start your planned unscheduled revenue generating activities. Now, oftentimes,
[02:10:39] generating activities. Now, oftentimes, like the first thing I would recommend
[02:10:41] like the first thing I would recommend is moving people up either later in the
[02:10:44] is moving people up either later in the day or the next few days, like moving
[02:10:47] day or the next few days, like moving people up to fill that slot. So, for
[02:10:50] people up to fill that slot. So, for example, if you're taking a look at like
[02:10:52] example, if you're taking a look at like your calendar and you have a 100 p.m. on
[02:10:55] your calendar and you have a 100 p.m. on Monday, okay, and there is a Wednesday
[02:10:59] Monday, okay, and there is a Wednesday 1:00 p.m. Your 1 p.m. on Monday didn't
[02:11:01] 1:00 p.m. Your 1 p.m. on Monday didn't show. I'm going to call that person on
[02:11:03] show. I'm going to call that person on Wednesday and try to move them up, okay?
[02:11:05] Wednesday and try to move them up, okay? So, that way, like, hey, like, can you
[02:11:07] So, that way, like, hey, like, can you chat now? like, "Hey, I just had
[02:11:08] chat now? like, "Hey, I just had somebody reschedu uh something came up.
[02:11:10] somebody reschedu uh something came up. Like, are you free to chat now?" I'll
[02:11:11] Like, are you free to chat now?" I'll try to move people up. The reason why
[02:11:13] try to move people up. The reason why you want to move people up is because
[02:11:16] you want to move people up is because the the the further the lead is out,
[02:11:18] the the the further the lead is out, like the further call is out, the the
[02:11:19] like the further call is out, the the more likelihood that you're going to get
[02:11:20] more likelihood that you're going to get a no-show, just generally speaking. So,
[02:11:22] a no-show, just generally speaking. So, if you move people up, okay, the more
[02:11:25] if you move people up, okay, the more likely they are to show, the more likely
[02:11:26] likely they are to show, the more likely they are to close. Okay? So, fantastic.
[02:11:30] they are to close. Okay? So, fantastic. This is just something put in place if
[02:11:31] This is just something put in place if you don't have a system in place. If you
[02:11:33] you don't have a system in place. If you have a system in place, uh I'll go over
[02:11:36] have a system in place, uh I'll go over exactly how do we actually fix our show
[02:11:39] exactly how do we actually fix our show rate. So, ideally, okay, our show rate
[02:11:42] rate. So, ideally, okay, our show rate is above 65%.
[02:11:44] is above 65%. Ideally, I would even say like we should
[02:11:47] Ideally, I would even say like we should be able to get it to like 70 plus%, but
[02:11:49] be able to get it to like 70 plus%, but depending on the depending on the
[02:11:50] depending on the depending on the industry, u ideally 65%. Like as a
[02:11:54] industry, u ideally 65%. Like as a closer, there are things that are we can
[02:11:56] closer, there are things that are we can control and things we can't control.
[02:11:57] control and things we can't control. Focus on what you can't control. You
[02:11:59] Focus on what you can't control. You can't control the ad targeting, but you
[02:12:01] can't control the ad targeting, but you can control manual call confirmation
[02:12:03] can control manual call confirmation process. So, stop complaining about
[02:12:05] process. So, stop complaining about [ __ ] leads and get after it. Okay?
[02:12:09] [ __ ] leads and get after it. Okay? So, start by changing one thing at a
[02:12:11] So, start by changing one thing at a time in your call confirmation process
[02:12:12] time in your call confirmation process and start by changing the easiest to fix
[02:12:15] and start by changing the easiest to fix variable that's going to produce the
[02:12:16] variable that's going to produce the most results. Again, easy to fix, high
[02:12:20] most results. Again, easy to fix, high leverage. So, there's three types of
[02:12:22] leverage. So, there's three types of no-shows. Number one is an actual
[02:12:24] no-shows. Number one is an actual no-show that just goes to you. Okay?
[02:12:26] no-show that just goes to you. Okay? Number two is a cancel. Number three is
[02:12:28] Number two is a cancel. Number three is a reschedule request. These three things
[02:12:32] a reschedule request. These three things mean three different things. Okay? So,
[02:12:34] mean three different things. Okay? So, if you're getting a majority of just
[02:12:36] if you're getting a majority of just like people just ghosting you, that's
[02:12:38] like people just ghosting you, that's going to mean something different than
[02:12:39] going to mean something different than somebody just cancelling and that's
[02:12:40] somebody just cancelling and that's going to mean something different than
[02:12:41] going to mean something different than somebody just re requesting and
[02:12:43] somebody just re requesting and rescheduling. So, you have to know like
[02:12:45] rescheduling. So, you have to know like what are the three types of no-shows
[02:12:47] what are the three types of no-shows that you're getting. Okay. So, what are
[02:12:49] that you're getting. Okay. So, what are a causes of a prospect to not show, just
[02:12:52] a causes of a prospect to not show, just go you? They forget, they're not being
[02:12:54] go you? They forget, they're not being reminded or they book too far out. It's
[02:12:56] reminded or they book too far out. It's a bad time. Okay, this is something that
[02:12:58] a bad time. Okay, this is something that will come up if your calendar is
[02:13:00] will come up if your calendar is completely stacked to the brim. Okay, if
[02:13:03] completely stacked to the brim. Okay, if your closer calendars are completely
[02:13:05] your closer calendars are completely stacked to the brim, what will happen is
[02:13:06] stacked to the brim, what will happen is people will start booking in at
[02:13:08] people will start booking in at unconvenient times because that's the
[02:13:09] unconvenient times because that's the only thing that's available to them. And
[02:13:11] only thing that's available to them. And then the people after them are going to
[02:13:13] then the people after them are going to even book at more unconvenient times and
[02:13:15] even book at more unconvenient times and it's a continuous thing that's coming on
[02:13:17] it's a continuous thing that's coming on top. Okay. Number two, they get too
[02:13:19] top. Okay. Number two, they get too annoyed by all the confirmation emails,
[02:13:22] annoyed by all the confirmation emails, text, emails, or they look automated.
[02:13:24] text, emails, or they look automated. They value the sales calls less than
[02:13:26] They value the sales calls less than something else. gym, grocery store, etc.
[02:13:28] something else. gym, grocery store, etc. That means like we didn't build value
[02:13:30] That means like we didn't build value enough. Okay. Number four, they feel
[02:13:32] enough. Okay. Number four, they feel like they're going to be sold or pushed
[02:13:34] like they're going to be sold or pushed into a program messaging. Okay. Over
[02:13:37] into a program messaging. Okay. Over assumptive like SDR or something along
[02:13:39] assumptive like SDR or something along those lines like a setter. Or they saw
[02:13:41] those lines like a setter. Or they saw negative reviews and found out how much
[02:13:43] negative reviews and found out how much the program cost. Bootleg version. This
[02:13:46] the program cost. Bootleg version. This is like Reddit Trust Pilot. Okay. So,
[02:13:48] is like Reddit Trust Pilot. Okay. So, what are the actual solutions? Let's say
[02:13:50] what are the actual solutions? Let's say like they forgot. Okay. They're not
[02:13:52] like they forgot. Okay. They're not being reminded. Uh make sure they're
[02:13:54] being reminded. Uh make sure they're getting reminded. Okay. Like that's
[02:13:56] getting reminded. Okay. Like that's pretty simple. So check check to make
[02:13:58] pretty simple. So check check to make sure your auto uh like uh things are
[02:14:00] sure your auto uh like uh things are going out whether it be through
[02:14:01] going out whether it be through calendar, whatever you're booking.
[02:14:02] calendar, whatever you're booking. You'll be surprised on like people run
[02:14:05] You'll be surprised on like people run out of like text credits or whatever it
[02:14:07] out of like text credits or whatever it is. And make sure you're actually
[02:14:08] is. And make sure you're actually reaching out to every lead. Set a
[02:14:10] reaching out to every lead. Set a calendar where like leads can only book
[02:14:12] calendar where like leads can only book like a couple days out in advance. If
[02:14:14] like a couple days out in advance. If you notice specific times that are super
[02:14:16] you notice specific times that are super early or super late, okay, that are
[02:14:19] early or super late, okay, that are always no showing, change your
[02:14:21] always no showing, change your availability or find a better use of
[02:14:23] availability or find a better use of your time. Like for me typically like
[02:14:25] your time. Like for me typically like Monday morning typically low show rate.
[02:14:27] Monday morning typically low show rate. Friday afternoon low show rate. So what
[02:14:29] Friday afternoon low show rate. So what am I using those time slots for?
[02:14:31] am I using those time slots for? Referrals, upsells, um just you know uh
[02:14:35] Referrals, upsells, um just you know uh follow-ups. Okay. So you can find a
[02:14:37] follow-ups. Okay. So you can find a better use for your time when it comes
[02:14:38] better use for your time when it comes to this stuff. So number two, like
[02:14:39] to this stuff. So number two, like they're getting annoyed by too many
[02:14:41] they're getting annoyed by too many confirmation calls, texts, or they look
[02:14:43] confirmation calls, texts, or they look automated. Do less. Start removing text
[02:14:45] automated. Do less. Start removing text and making the text look more simple,
[02:14:47] and making the text look more simple, looking less automated. Do this one at a
[02:14:50] looking less automated. Do this one at a time. Wait, check data and make another
[02:14:52] time. Wait, check data and make another change. Again, process. Number three,
[02:14:55] change. Again, process. Number three, they value sales calls less than
[02:14:57] they value sales calls less than something else. Gym, grocery store. If
[02:14:59] something else. Gym, grocery store. If you book your own calls, make sure to
[02:15:01] you book your own calls, make sure to find a tangible problem and emotion on
[02:15:03] find a tangible problem and emotion on the first call. If your SDR is booking
[02:15:05] the first call. If your SDR is booking your calls, train them to get problems
[02:15:07] your calls, train them to get problems better. Okay? Like, if you're a closer,
[02:15:10] better. Okay? Like, if you're a closer, a setter is directly impacting the
[02:15:13] a setter is directly impacting the amount of money you can make as a
[02:15:15] amount of money you can make as a closer. So, even though you technically
[02:15:18] closer. So, even though you technically don't get paid for training up the
[02:15:19] don't get paid for training up the setters, you should be very handson with
[02:15:22] setters, you should be very handson with the training that your setters are
[02:15:24] the training that your setters are getting and making sure that if there is
[02:15:27] getting and making sure that if there is something that is making it to where
[02:15:30] something that is making it to where like they're not closing or they're not
[02:15:32] like they're not closing or they're not showing up, that you're giving them the
[02:15:33] showing up, that you're giving them the feedback that they need to actually be
[02:15:36] feedback that they need to actually be better at their job. So, you get more
[02:15:39] better at their job. So, you get more sales overall. So, you got to like for
[02:15:42] sales overall. So, you got to like for something I would always do is I would
[02:15:44] something I would always do is I would have a meeting with the STRs and I would
[02:15:45] have a meeting with the STRs and I would pick my favorite ones, right? And uh if
[02:15:47] pick my favorite ones, right? And uh if you want if you really want to start
[02:15:49] you want if you really want to start greasing the wheel, like you can ask
[02:15:51] greasing the wheel, like you can ask like your setters like, "Hey, can you
[02:15:52] like your setters like, "Hey, can you send me hot leads? I'll give you extra
[02:15:54] send me hot leads? I'll give you extra commissions." I'll do that all the time.
[02:15:55] commissions." I'll do that all the time. If you're not cheating, you're not
[02:15:56] If you're not cheating, you're not trying. Okay?
[02:15:58] trying. Okay? But what I'll do is I'll have them hop
[02:16:00] But what I'll do is I'll have them hop on Zoom. I'm like, "Hey, we're here to
[02:16:01] on Zoom. I'm like, "Hey, we're here to make more money together. Okay? What are
[02:16:03] make more money together. Okay? What are you having a hard time with? I'm
[02:16:04] you having a hard time with? I'm listening to calls. We're running into
[02:16:05] listening to calls. We're running into this. This is how we do it better." And
[02:16:06] this. This is how we do it better." And I'm like, I'm training them up, right? I
[02:16:08] I'm like, I'm training them up, right? I have high touch points with my SDRs,
[02:16:10] have high touch points with my SDRs, with my setters to make sure like we're
[02:16:12] with my setters to make sure like we're all making more money. Okay, so send
[02:16:14] all making more money. Okay, so send prospects personalized educational case
[02:16:16] prospects personalized educational case study videos making sure like they see
[02:16:18] study videos making sure like they see the value. Okay, they don't feel like
[02:16:20] the value. Okay, they don't feel like they're being sold or push into a
[02:16:21] they're being sold or push into a program messaging over assumptive SDR.
[02:16:24] program messaging over assumptive SDR. Remove any assumptive, overly excited
[02:16:27] Remove any assumptive, overly excited language and text or emails. Train the
[02:16:29] language and text or emails. Train the SDR better. Again, take them under your
[02:16:30] SDR better. Again, take them under your wing. They saw negative reviews or found
[02:16:32] wing. They saw negative reviews or found how much the program was. Reddit Trust
[02:16:34] how much the program was. Reddit Trust Pilot. Talk to the owner, manager to see
[02:16:36] Pilot. Talk to the owner, manager to see if the reviews can be removed. bootleg
[02:16:37] if the reviews can be removed. bootleg people can get removed. Talk to delivery
[02:16:39] people can get removed. Talk to delivery team to make sure they're doing their
[02:16:40] team to make sure they're doing their job better. Something I will add into
[02:16:42] job better. Something I will add into this as well that's something that
[02:16:44] this as well that's something that really uh has helped uh what I've seen
[02:16:46] really uh has helped uh what I've seen when I've worked with teams is you want
[02:16:48] when I've worked with teams is you want to get in front of the negative reviews
[02:16:51] to get in front of the negative reviews cuz sometimes you can't really remove
[02:16:54] cuz sometimes you can't really remove any type of negative reviews, but you
[02:16:56] any type of negative reviews, but you can get in front of negative reviews.
[02:16:58] can get in front of negative reviews. Like you want to at least address it,
[02:17:00] Like you want to at least address it, okay? Like let's talk about like Reddit
[02:17:02] okay? Like let's talk about like Reddit for example. you can go through and if
[02:17:04] for example. you can go through and if you have a video like a walkthrough
[02:17:06] you have a video like a walkthrough video, like a breakout video, um, and
[02:17:08] video, like a breakout video, um, and just address what's going on, okay, of
[02:17:11] just address what's going on, okay, of like, hey, this is why this happened,
[02:17:12] like, hey, this is why this happened, blah blah blah blah blah. Look at all
[02:17:13] blah blah blah blah blah. Look at all these great people that worked with us.
[02:17:15] these great people that worked with us. So, it's like, hey, man, like we have a
[02:17:16] So, it's like, hey, man, like we have a 99% success rate. We're like, you're
[02:17:18] 99% success rate. We're like, you're always going to have the 1% that don't
[02:17:20] always going to have the 1% that don't succeed, right? Do you want to be that
[02:17:21] succeed, right? Do you want to be that person? No. [ __ ] show up to the call.
[02:17:23] person? No. [ __ ] show up to the call. And a real real easy way that you can do
[02:17:24] And a real real easy way that you can do this, um, a real real easy way that you
[02:17:28] this, um, a real real easy way that you can do this is get 20 to 30 sales call
[02:17:31] can do this is get 20 to 30 sales call transcripts. Okay, sales, no sales, and
[02:17:35] transcripts. Okay, sales, no sales, and you plug it in to AI and tell them like,
[02:17:38] you plug it in to AI and tell them like, hey, list the top 10
[02:17:39] hey, list the top 10 questions/objections
[02:17:41] questions/objections that I get that it's preventing people
[02:17:44] that I get that it's preventing people from moving forward, okay? Or causing
[02:17:48] from moving forward, okay? Or causing people to not want to buy. It's pretty
[02:17:50] people to not want to buy. It's pretty safe to say if people are hopping on the
[02:17:51] safe to say if people are hopping on the calls with these beliefs and like
[02:17:54] calls with these beliefs and like they're not buying, there is going to be
[02:17:56] they're not buying, there is going to be a subset of people who do not hop on the
[02:17:58] a subset of people who do not hop on the calls because they have these beliefs.
[02:18:00] calls because they have these beliefs. So, just doing that alone will help your
[02:18:02] So, just doing that alone will help your show rate overall. Yeah, and I wasn't
[02:18:04] show rate overall. Yeah, and I wasn't actually planning on talking about this,
[02:18:06] actually planning on talking about this, but I'll even show you what a good uh
[02:18:09] but I'll even show you what a good uh page like this looks like. Okay, let me
[02:18:12] page like this looks like. Okay, let me pull this up here. So, this is Jeremy
[02:18:14] pull this up here. So, this is Jeremy Haynes. So, he is somebody who does like
[02:18:17] Haynes. So, he is somebody who does like marketing and different things along
[02:18:18] marketing and different things along those lines. If you've seen his stuff,
[02:18:20] those lines. If you've seen his stuff, his stuff's really good. Uh talks a lot
[02:18:21] his stuff's really good. Uh talks a lot about marketing. But if you notice like
[02:18:23] about marketing. But if you notice like okay this is like a confirmation page
[02:18:25] okay this is like a confirmation page that he has like for his master internet
[02:18:27] that he has like for his master internet park marketing program that like teaches
[02:18:30] park marketing program that like teaches people like internet marketing all that
[02:18:31] people like internet marketing all that fun stuff. So basically in the thank you
[02:18:34] fun stuff. So basically in the thank you page he's answering frequently asked
[02:18:36] page he's answering frequently asked questions of like hey how does this
[02:18:38] questions of like hey how does this program work? I'm sure he got that a lot
[02:18:40] program work? I'm sure he got that a lot or his sales people got that a lot. Hey
[02:18:42] or his sales people got that a lot. Hey like what niche is this best for? Okay
[02:18:45] like what niche is this best for? Okay what's the pricing? Okay, he goes
[02:18:47] what's the pricing? Okay, he goes through each of these beliefs and he has
[02:18:48] through each of these beliefs and he has like a ton of case studies like you can
[02:18:50] like a ton of case studies like you can you can give this information to the
[02:18:53] you can give this information to the offer owner or if you are the offer
[02:18:54] offer owner or if you are the offer owner, okay, you can just implement this
[02:18:57] owner, okay, you can just implement this stuff, you'll see a uptake uptick in
[02:18:59] stuff, you'll see a uptake uptick in show rates as well. That stuff works
[02:19:01] show rates as well. That stuff works really well. Okay, cool. So then we got
[02:19:04] really well. Okay, cool. So then we got to take a look at, okay, now that we
[02:19:06] to take a look at, okay, now that we understand what's holding us back, how
[02:19:08] understand what's holding us back, how do we have steps to increase show rate?
[02:19:10] do we have steps to increase show rate? Okay. So, book on your own calendar a
[02:19:12] Okay. So, book on your own calendar a test booking and go through all the
[02:19:14] test booking and go through all the communication that your prospect would
[02:19:16] communication that your prospect would be getting sometimes. Okay. We don't
[02:19:19] be getting sometimes. Okay. We don't even know what the prospect is going
[02:19:21] even know what the prospect is going through. So, once we actually understand
[02:19:24] through. So, once we actually understand what the prospect is going through, we
[02:19:25] what the prospect is going through, we can start to see where the gaps are.
[02:19:27] can start to see where the gaps are. Okay. Set a hypothesis on what thing
[02:19:29] Okay. Set a hypothesis on what thing could be the biggest variable that's
[02:19:30] could be the biggest variable that's causing low show rate. Make one change.
[02:19:33] causing low show rate. Make one change. Test with 20 to 30 calls and compare
[02:19:35] Test with 20 to 30 calls and compare show rate. Repeat until this is 65 plus
[02:19:38] show rate. Repeat until this is 65 plus percent. Again, it's a process. All
[02:19:41] percent. Again, it's a process. All right. Next, we're going to talk about
[02:19:42] right. Next, we're going to talk about follow-up principles and what to do when
[02:19:45] follow-up principles and what to do when a lead ghost you. Okay, cool.
[02:19:49] a lead ghost you. Okay, cool. So, follow-up principles. People forget
[02:19:51] So, follow-up principles. People forget [ __ ] happens. It's not personal. Take
[02:19:53] [ __ ] happens. It's not personal. Take your emotions out of it. Assume they got
[02:19:56] your emotions out of it. Assume they got busy. You never want to take anything
[02:19:58] busy. You never want to take anything when it comes to sales just in general
[02:19:59] when it comes to sales just in general like it's personal. If you take it
[02:20:01] like it's personal. If you take it personal, you come across like an
[02:20:02] personal, you come across like an emotional [ __ ] You lose sales because
[02:20:04] emotional [ __ ] You lose sales because of it. Okay? It's best to get people on
[02:20:07] of it. Okay? It's best to get people on the phone, call them. It's hard to
[02:20:09] the phone, call them. It's hard to handle objections over text. If you text
[02:20:11] handle objections over text. If you text them or email them and they respond,
[02:20:14] them or email them and they respond, call them right away. Get them on the
[02:20:16] call them right away. Get them on the phone. They like hearing your voice,
[02:20:18] phone. They like hearing your voice, your tone, they can hear your intention.
[02:20:20] your tone, they can hear your intention. Okay? If we're just sitting there and
[02:20:22] Okay? If we're just sitting there and again, we're trying to handle things
[02:20:23] again, we're trying to handle things like over text or like I I've I've seen
[02:20:27] like over text or like I I've I've seen too many deals lost because we're just
[02:20:28] too many deals lost because we're just trying to handle things over text just
[02:20:30] trying to handle things over text just cuz we're being lazy. If they send you a
[02:20:32] cuz we're being lazy. If they send you a text and email out of the blue, call
[02:20:34] text and email out of the blue, call them right away. If they don't answer,
[02:20:35] them right away. If they don't answer, respond back with the text and email to
[02:20:37] respond back with the text and email to get them on the call. Always make it in
[02:20:39] get them on the call. Always make it in their best interest, dangle a carrot for
[02:20:40] their best interest, dangle a carrot for them to hawk on a hop on a call.
[02:20:42] them to hawk on a hop on a call. Example, I talked to my wife and we
[02:20:44] Example, I talked to my wife and we decided it's too much money. Okay, call
[02:20:46] decided it's too much money. Okay, call no answer. Okay, that's not an issue. Uh
[02:20:48] no answer. Okay, that's not an issue. Uh just to just so you know, like we could
[02:20:50] just to just so you know, like we could be a bit flexible when it comes down to
[02:20:51] be a bit flexible when it comes down to an investment to make sure the numbers
[02:20:53] an investment to make sure the numbers work for you. Think it'll be worth a
[02:20:54] work for you. Think it'll be worth a 5minute chat to look at the numbers to
[02:20:56] 5minute chat to look at the numbers to see what we can do to get you outcome,
[02:20:58] see what we can do to get you outcome, right? I'm dangling the carrot like,
[02:20:59] right? I'm dangling the carrot like, "Hey man, we can make the numbers work.
[02:21:00] "Hey man, we can make the numbers work. You want to chat about it?" Get out of
[02:21:03] You want to chat about it?" Get out of your comfort zone. Don't get in your
[02:21:05] your comfort zone. Don't get in your head about being pushy or needy. Drop
[02:21:06] head about being pushy or needy. Drop your ego. Don't be a [ __ ] Right? Don't
[02:21:09] your ego. Don't be a [ __ ] Right? Don't be a [ __ ] Put in the work. Right? If
[02:21:11] be a [ __ ] Put in the work. Right? If you want to make money, believe it or
[02:21:13] you want to make money, believe it or not, you have to work. Okay? Understand
[02:21:15] not, you have to work. Okay? Understand people don't know you. They don't think
[02:21:16] people don't know you. They don't think about you or they don't care about you.
[02:21:19] about you or they don't care about you. Everyone has their own lives going on.
[02:21:21] Everyone has their own lives going on. Okay? You'll make more being persistent
[02:21:24] Okay? You'll make more being persistent when it comes to follow-ups, being timid
[02:21:25] when it comes to follow-ups, being timid and passive. Follow up with everyone
[02:21:28] and passive. Follow up with everyone forever, always. For example, this is
[02:21:31] forever, always. For example, this is what really like crystallized this in my
[02:21:33] what really like crystallized this in my head. Like Ryan Saran, okay, he is a
[02:21:37] head. Like Ryan Saran, okay, he is a famous salesperson. He runs like billion
[02:21:40] famous salesperson. He runs like billion dollar listings on a TV show, whatever.
[02:21:42] dollar listings on a TV show, whatever. Like dude makes millions and millions of
[02:21:44] Like dude makes millions and millions of dollars selling real estate, okay?
[02:21:48] dollars selling real estate, okay? Millions of years in commissions. He
[02:21:49] Millions of years in commissions. He runs a real estate empire and he still
[02:21:51] runs a real estate empire and he still does followup relentlessly. and he told
[02:21:54] does followup relentlessly. and he told uh Matt Ryder a story and he gave it to
[02:21:57] uh Matt Ryder a story and he gave it to all of us about with no automations. He
[02:22:00] all of us about with no automations. He followed up with one lead every single
[02:22:01] followed up with one lead every single week for over seven years with no
[02:22:04] week for over seven years with no replies.
[02:22:06] replies. None. Absolutely none. Okay. And then
[02:22:09] None. Absolutely none. Okay. And then finally they got back to him after seven
[02:22:11] finally they got back to him after seven years of him sending them emails
[02:22:14] years of him sending them emails manually and he made over a million
[02:22:16] manually and he made over a million dollars in commissions because they
[02:22:17] dollars in commissions because they bought two houses with him. I think he
[02:22:19] bought two houses with him. I think he made over $2 million. Don't quote me on
[02:22:21] made over $2 million. Don't quote me on that, but I definitely know he made over
[02:22:22] that, but I definitely know he made over a million dollars just following up with
[02:22:24] a million dollars just following up with one lead relentlessly for seven years.
[02:22:27] one lead relentlessly for seven years. Okay? So, it probably took out of his
[02:22:30] Okay? So, it probably took out of his week five minutes, right? So, it's 5
[02:22:33] week five minutes, right? So, it's 5 minutes worth it to get a couple million
[02:22:35] minutes worth it to get a couple million dollars like in the bank, right? You
[02:22:36] dollars like in the bank, right? You know what I mean? So, follow up with
[02:22:38] know what I mean? So, follow up with everyone always. You are not too good
[02:22:40] everyone always. You are not too good for follow-up. If Ryan Sirhan, who makes
[02:22:43] for follow-up. If Ryan Sirhan, who makes more money than any sales trainer that
[02:22:45] more money than any sales trainer that you're seeing out there, he makes more
[02:22:46] you're seeing out there, he makes more money than me, right? if he's not too
[02:22:49] money than me, right? if he's not too good for follow-up. Like, dude, I don't
[02:22:50] good for follow-up. Like, dude, I don't have the ego to say I'm too good for
[02:22:52] have the ego to say I'm too good for follow-up. Okay? So, be everywhere. If
[02:22:55] follow-up. Okay? So, be everywhere. If they don't respond back, email, text,
[02:22:57] they don't respond back, email, text, calls after five times, find other ways
[02:22:59] calls after five times, find other ways to contact them. Call, text from a
[02:23:01] to contact them. Call, text from a different number. Find them on Facebook,
[02:23:03] different number. Find them on Facebook, LinkedIn, Instagram. Now, here's like
[02:23:05] LinkedIn, Instagram. Now, here's like the cadence. Typically, let's say when a
[02:23:06] the cadence. Typically, let's say when a ghost a lead uh just has ghosted you for
[02:23:10] ghost a lead uh just has ghosted you for the first seven days, you know, you want
[02:23:12] the first seven days, you know, you want to follow up like something every day.
[02:23:14] to follow up like something every day. Okay? Second week, maybe every 3 days.
[02:23:17] Okay? Second week, maybe every 3 days. after that every seven days and then
[02:23:19] after that every seven days and then maybe like once a month. Okay? Like
[02:23:21] maybe like once a month. Okay? Like staying on top of them. So here is what
[02:23:23] staying on top of them. So here is what we actually do like the SOP. Let's say a
[02:23:26] we actually do like the SOP. Let's say a lead ghost you. So first things the day
[02:23:28] lead ghost you. So first things the day like let's say you had a follow-up or
[02:23:30] like let's say you had a follow-up or whatever it is. You're going to call
[02:23:31] whatever it is. You're going to call them twice. Do not call them three
[02:23:33] them twice. Do not call them three times. You're going to get marked as
[02:23:34] times. You're going to get marked as spam. Call them twice cuz you know do
[02:23:35] spam. Call them twice cuz you know do not disturb. And then you're just going
[02:23:37] not disturb. And then you're just going to text bump it with a question mark.
[02:23:39] to text bump it with a question mark. Whatever it was, right? If you had text
[02:23:41] Whatever it was, right? If you had text communication with them before like dot
[02:23:43] communication with them before like dot dot question mark. Okay. If they if you
[02:23:45] dot question mark. Okay. If they if you have no text communication with them
[02:23:47] have no text communication with them before, just say like, "Hey, it's
[02:23:49] before, just say like, "Hey, it's Christian with XYZ company. You missed
[02:23:52] Christian with XYZ company. You missed my call." Dot dot question mark. Okay.
[02:23:54] my call." Dot dot question mark. Okay. Something super basic, super simple.
[02:23:57] Something super basic, super simple. Again, number two, day two. Call them
[02:24:00] Again, number two, day two. Call them twice. Use humor to open them up. Hey,
[02:24:03] twice. Use humor to open them up. Hey, everything good? Starting to wonder if
[02:24:04] everything good? Starting to wonder if you got abducted by aliens or something.
[02:24:05] you got abducted by aliens or something. Or are you leaving me out here in the
[02:24:07] Or are you leaving me out here in the cold here? Right. Freezy emoji. Okay.
[02:24:12] cold here? Right. Freezy emoji. Okay. Followup should be fun. That's the moral
[02:24:14] Followup should be fun. That's the moral of the story, right? Because like what
[02:24:16] of the story, right? Because like what what you really want to do is you're
[02:24:17] what you really want to do is you're you're you're wanting to break patterns,
[02:24:19] you're you're wanting to break patterns, okay? Break patterns. Break patterns.
[02:24:21] okay? Break patterns. Break patterns. Break patterns. Get them to actually
[02:24:22] Break patterns. Get them to actually engage with you. Okay? I send memes like
[02:24:25] engage with you. Okay? I send memes like all the time when I'm following up.
[02:24:26] all the time when I'm following up. Okay? And people will respond just
[02:24:28] Okay? And people will respond just because the memes funny. And I find it
[02:24:31] because the memes funny. And I find it absolutely hilarious to send people
[02:24:33] absolutely hilarious to send people memes. Okay? I find it funny, so I'm
[02:24:35] memes. Okay? I find it funny, so I'm more likely to do it. So make it to
[02:24:37] more likely to do it. So make it to where you're more likely to do it.
[02:24:38] where you're more likely to do it. You're more likely to get response.
[02:24:39] You're more likely to get response. Okay? So, call, text, a gift to
[02:24:42] Okay? So, call, text, a gift to light-heartedly follow up, right? Like
[02:24:43] light-heartedly follow up, right? Like the Mr. Bean um like you know looking at
[02:24:45] the Mr. Bean um like you know looking at his watch. Oh, my watch is over here.
[02:24:47] his watch. Oh, my watch is over here. Right? Like, hey, what's going on? Like
[02:24:49] Right? Like, hey, what's going on? Like just waiting over here. Like that's all
[02:24:50] just waiting over here. Like that's all you send in a text. Just a meme. Or like
[02:24:52] you send in a text. Just a meme. Or like Kermit just like looking out on the
[02:24:54] Kermit just like looking out on the glass. Like something, right? Something
[02:24:56] glass. Like something, right? Something really light-hearted. All right. Day
[02:24:58] really light-hearted. All right. Day four text. Hey, I tried to get back uh
[02:25:00] four text. Hey, I tried to get back uh but I didn't hear back from you. Where
[02:25:02] but I didn't hear back from you. Where should we go for here? I'm available for
[02:25:03] should we go for here? I'm available for the next few hours. Or you email uh
[02:25:06] the next few hours. Or you email uh blank or quick question. You email them
[02:25:07] blank or quick question. You email them the same thing. Okay, simple, straight
[02:25:10] the same thing. Okay, simple, straight to the point. Day number five. Okay,
[02:25:14] to the point. Day number five. Okay, you're gonna call him again. Now, this
[02:25:15] you're gonna call him again. Now, this is going to be a gift that's a little
[02:25:17] is going to be a gift that's a little bit more straight to the point. Not sure
[02:25:20] bit more straight to the point. Not sure if you're really busy or just ignoring
[02:25:21] if you're really busy or just ignoring me. Okay, you not getting back to me
[02:25:24] me. Okay, you not getting back to me this meme. Hilarious. You lots annoying
[02:25:27] this meme. Hilarious. You lots annoying follow-up. Reply to this meme, right? It
[02:25:29] follow-up. Reply to this meme, right? It stops it. Now, you can make all of these
[02:25:32] stops it. Now, you can make all of these yourself. If you go to like memeatic
[02:25:34] yourself. If you go to like memeatic uh.com, you can just get it on your
[02:25:36] uh.com, you can just get it on your phone and you can make all these
[02:25:37] phone and you can make all these yourself. Are you ignoring me on
[02:25:39] yourself. Are you ignoring me on purpose? Right? Because it's a it's a
[02:25:42] purpose? Right? Because it's a it's a dolphin. It's a porpus, right?
[02:25:44] dolphin. It's a porpus, right? Hilarious. Whenever you're ready. Like,
[02:25:46] Hilarious. Whenever you're ready. Like, you know, a dead emoji. Hilarious,
[02:25:48] you know, a dead emoji. Hilarious, right? At least I find these funny.
[02:25:50] right? At least I find these funny. Maybe my humor is stupid. Um, but I
[02:25:52] Maybe my humor is stupid. Um, but I enjoy it. Okay. Then from here, like,
[02:25:55] enjoy it. Okay. Then from here, like, basically, I'm just going to send them
[02:25:57] basically, I'm just going to send them blank value. Like, call, no answer. Hey,
[02:26:00] blank value. Like, call, no answer. Hey, current result, screenshot, send. Hey,
[02:26:02] current result, screenshot, send. Hey, result in time frame. Maybe think of
[02:26:04] result in time frame. Maybe think of you. Send. And then text, email
[02:26:07] you. Send. And then text, email something like uh text and email them
[02:26:08] something like uh text and email them something of value. Hey, video on how to
[02:26:10] something of value. Hey, video on how to get outcome or solve problem. Just
[02:26:12] get outcome or solve problem. Just leaving this here in case you uh can't
[02:26:14] leaving this here in case you uh can't uh like I can't get back to you again.
[02:26:16] uh like I can't get back to you again. Crush it. And then 7 days onwards like
[02:26:18] Crush it. And then 7 days onwards like I'm just reaching out, you know, I'm
[02:26:21] I'm just reaching out, you know, I'm calling them from different numbers. I'm
[02:26:22] calling them from different numbers. I'm hitting up on social media. I'm mostly
[02:26:24] hitting up on social media. I'm mostly going to be sending valuebased follow-up
[02:26:26] going to be sending valuebased follow-up and memes and I'm just doing this
[02:26:29] and memes and I'm just doing this forever until they tell me to [ __ ] off,
[02:26:31] forever until they tell me to [ __ ] off, right? Lots of fun. Okay. And it really
[02:26:34] right? Lots of fun. Okay. And it really doesn't take that much time uh out of
[02:26:36] doesn't take that much time uh out of your week, okay? Cuz like what you
[02:26:38] your week, okay? Cuz like what you really want to be doing is you want to
[02:26:39] really want to be doing is you want to make sure you're keeping track of these
[02:26:41] make sure you're keeping track of these leads and you're like getting them to
[02:26:44] leads and you're like getting them to show up. That's the that's the biggest
[02:26:47] show up. That's the that's the biggest thing when it comes to it. Because what
[02:26:49] thing when it comes to it. Because what you want to do, especially when you're
[02:26:51] you want to do, especially when you're talking about uh like no sales, like
[02:26:53] talking about uh like no sales, like follow-ups and pipelines, um what we
[02:26:56] follow-ups and pipelines, um what we should be doing is keeping track of how
[02:26:58] should be doing is keeping track of how many people like are no sales. And if
[02:27:00] many people like are no sales. And if you take a look at the spreadsheet here,
[02:27:02] you take a look at the spreadsheet here, there are also CRM like in close. You
[02:27:04] there are also CRM like in close. You can make like different lists that makes
[02:27:06] can make like different lists that makes this a easier as well. But really, we
[02:27:08] this a easier as well. But really, we should be keeping track of like where
[02:27:10] should be keeping track of like where people are 7 days out, 2 weeks out, one
[02:27:13] people are 7 days out, 2 weeks out, one month out, one to 3 months out, 3 plus
[02:27:15] month out, one to 3 months out, 3 plus month out. And really, your job is to
[02:27:18] month out. And really, your job is to keep in contact with them. I would say
[02:27:20] keep in contact with them. I would say at least once a week, every two weeks,
[02:27:22] at least once a week, every two weeks, and move them up the pipeline. And I'm
[02:27:24] and move them up the pipeline. And I'm always going to keep track of how much
[02:27:27] always going to keep track of how much money I'm leaving on the table. So, how
[02:27:29] money I'm leaving on the table. So, how many people are in your pipeline times,
[02:27:31] many people are in your pipeline times, okay, how much you're getting in
[02:27:33] okay, how much you're getting in commissions. Okay, this is really simple
[02:27:35] commissions. Okay, this is really simple to make. Don't over complicate it. Just
[02:27:37] to make. Don't over complicate it. Just keep track of your leads and make sure
[02:27:39] keep track of your leads and make sure you're staying on top of them. So, as
[02:27:40] you're staying on top of them. So, as soon as you have a no-show and or if you
[02:27:43] soon as you have a no-show and or if you have a blocked off time in your
[02:27:44] have a blocked off time in your calendar, only do this for follow-up.
[02:27:47] calendar, only do this for follow-up. Only do that if it's times where
[02:27:49] Only do that if it's times where typically the no-show rate is high.
[02:27:51] typically the no-show rate is high. Okay? Friday afternoons, Monday morning,
[02:27:53] Okay? Friday afternoons, Monday morning, you have an hour slot. And then you just
[02:27:54] you have an hour slot. And then you just get after it. Okay? If you have like 20,
[02:27:56] get after it. Okay? If you have like 20, 30, 40, 50 people, like you're just
[02:27:58] 30, 40, 50 people, like you're just moving them up. You're just having quick
[02:28:00] moving them up. You're just having quick fiveminute conversations just seeing
[02:28:01] fiveminute conversations just seeing where they're at. Okay? Really, really
[02:28:03] where they're at. Okay? Really, really high ROI task.
[02:28:05] high ROI task. So, here is the no-show SOP, right? So,
[02:28:08] So, here is the no-show SOP, right? So, this is what we're talking about on
[02:28:09] this is what we're talking about on making sure we have unscheduled
[02:28:12] making sure we have unscheduled scheduled activities. Okay? So, if you
[02:28:14] scheduled activities. Okay? So, if you want to make more money, you need to
[02:28:15] want to make more money, you need to hate whites space on your calendar with
[02:28:17] hate whites space on your calendar with a burning passion. Okay? If you see, if
[02:28:20] a burning passion. Okay? If you see, if you look on your calendars, whites space
[02:28:22] you look on your calendars, whites space during your selling hours, that should
[02:28:25] during your selling hours, that should bother you. If people don't show up,
[02:28:26] bother you. If people don't show up, means you're not selling anything. If
[02:28:28] means you're not selling anything. If you don't talk to people, you don't make
[02:28:29] you don't talk to people, you don't make money. Okay? Have your selling hours
[02:28:31] money. Okay? Have your selling hours each day and stick to it. If you if you
[02:28:34] each day and stick to it. If you if you need things to do outside of your
[02:28:35] need things to do outside of your selling hours, schedule it in. Okay? If
[02:28:38] selling hours, schedule it in. Okay? If you need to go to the grocery store,
[02:28:39] you need to go to the grocery store, like, schedule it in, bro. Right? Don't
[02:28:41] like, schedule it in, bro. Right? Don't wait for like, oh, I get white space on
[02:28:43] wait for like, oh, I get white space on my calendar, and then you just go and
[02:28:44] my calendar, and then you just go and [ __ ] off. Like, just schedule your day.
[02:28:46] [ __ ] off. Like, just schedule your day. Okay? So number one in terms of like no
[02:28:48] Okay? So number one in terms of like no show SOP like first and foremost like
[02:28:50] show SOP like first and foremost like get the lead to show up like that's
[02:28:51] get the lead to show up like that's first and foremost like two two minutes
[02:28:53] first and foremost like two two minutes after the scheduled time just text them
[02:28:55] after the scheduled time just text them like hey it's Christian with XYZ company
[02:28:57] like hey it's Christian with XYZ company waiting for you on Zoom dot dot dot
[02:28:58] waiting for you on Zoom dot dot dot question mark okay just like I said
[02:28:59] question mark okay just like I said before um 5 minutes call them twice okay
[02:29:03] before um 5 minutes call them twice okay email them hey prospect name I'm waiting
[02:29:05] email them hey prospect name I'm waiting for you over here on Zoom let me make
[02:29:07] for you over here on Zoom let me make this bigger
[02:29:09] this bigger okay I'm here for the next 5 minutes
[02:29:13] okay I'm here for the next 5 minutes your name if you book through an STR or
[02:29:16] your name if you book through an STR or DM setter like after 10 minutes like
[02:29:18] DM setter like after 10 minutes like message them and tell them to get the
[02:29:20] message them and tell them to get the lead to rebook back on your calendar and
[02:29:22] lead to rebook back on your calendar and then you're going to go hunt you're
[02:29:25] then you're going to go hunt you're going to do things right unscheduled
[02:29:28] going to do things right unscheduled scheduled activities so you want to do
[02:29:30] scheduled activities so you want to do it in order of the highest intent so
[02:29:34] it in order of the highest intent so you're this is something that you're
[02:29:36] you're this is something that you're going to do very first and foremost you
[02:29:38] going to do very first and foremost you want to bring leads forward okay leads
[02:29:40] want to bring leads forward okay leads that are booked in the following days or
[02:29:42] that are booked in the following days or latest days like I was saying before if
[02:29:43] latest days like I was saying before if you move them forward more likely to
[02:29:44] you move them forward more likely to show more like likely to close highest
[02:29:47] show more like likely to close highest intent. They've already booked in. Okay,
[02:29:49] intent. They've already booked in. Okay, what's the next highest intent? Call
[02:29:51] what's the next highest intent? Call current clients. Okay, 21 days plus like
[02:29:54] current clients. Okay, 21 days plus like in the program and service, get upselles
[02:29:55] in the program and service, get upselles or renewals. Now, I'll talk about how to
[02:29:58] or renewals. Now, I'll talk about how to get upselles, renewals, referrals, like
[02:30:00] get upselles, renewals, referrals, like just have a process in place, but if you
[02:30:01] just have a process in place, but if you have a lot of leads, okay, that you
[02:30:03] have a lot of leads, okay, that you haven't done that with so far, like just
[02:30:05] haven't done that with so far, like just start doing it, okay? C, call expired
[02:30:08] start doing it, okay? C, call expired clients, okay? Current clients are more
[02:30:10] clients, okay? Current clients are more higher intent, okay, than expired
[02:30:13] higher intent, okay, than expired clients. And expired clients are more
[02:30:15] clients. And expired clients are more more higher intent than people who
[02:30:16] more higher intent than people who haven't bought. Okay? So, you're always
[02:30:17] haven't bought. Okay? So, you're always going highest intent. Who is given like
[02:30:20] going highest intent. Who is given like who is more most likely to give you more
[02:30:22] who is more most likely to give you more money. Current clients are more likely
[02:30:24] money. Current clients are more likely to give you more money. Somebody who's
[02:30:25] to give you more money. Somebody who's already given you more money is more
[02:30:27] already given you more money is more likely to get more money out of them.
[02:30:28] likely to get more money out of them. Okay? More likely to get referrals and
[02:30:30] Okay? More likely to get referrals and everything as well. Okay? So, call
[02:30:32] everything as well. Okay? So, call expired clients, upsells, renewals, get
[02:30:35] expired clients, upsells, renewals, get referrals. Okay? D. Follow up with your
[02:30:38] referrals. Okay? D. Follow up with your no sales. Again, look at the pipeline.
[02:30:40] no sales. Again, look at the pipeline. Get after it. All right. Cool. So, E,
[02:30:45] Get after it. All right. Cool. So, E, call other closers no sales. Okay. 30
[02:30:47] call other closers no sales. Okay. 30 days plus depending on what they do.
[02:30:50] days plus depending on what they do. Okay. I would say for a rule, you can
[02:30:53] Okay. I would say for a rule, you can make this 7 days plus. If they don't
[02:30:54] make this 7 days plus. If they don't give you a hard line, I know some
[02:30:56] give you a hard line, I know some companies their hardline is 30 days, but
[02:30:58] companies their hardline is 30 days, but if they don't give you an outline of
[02:31:01] if they don't give you an outline of like, hey, after this amount, like, hey,
[02:31:03] like, hey, after this amount, like, hey, leads are free. If they tell you like,
[02:31:04] leads are free. If they tell you like, hey, we'll get back to you. Just make a
[02:31:06] hey, we'll get back to you. Just make a 7day, start closing people, and they can
[02:31:07] 7day, start closing people, and they can get [ __ ] Okay. Text blast f farm
[02:31:10] get [ __ ] Okay. Text blast f farm leads from Facebook group, Discord, uh
[02:31:12] leads from Facebook group, Discord, uh school, right? You can put or school in
[02:31:14] school, right? You can put or school in there. If you don't have that, then it's
[02:31:17] there. If you don't have that, then it's like go to the next one called noshows
[02:31:19] like go to the next one called noshows and sell them on the spot or book them
[02:31:21] and sell them on the spot or book them in. Outbound low ticket buyers,
[02:31:24] in. Outbound low ticket buyers, okay? Outbound opt-in leads and then
[02:31:27] okay? Outbound opt-in leads and then leads that left the company, text blast
[02:31:30] leads that left the company, text blast them. Okay? So again, you're always
[02:31:32] them. Okay? So again, you're always going up what is the highest intent. So,
[02:31:35] going up what is the highest intent. So, people who are no sales, who actually
[02:31:36] people who are no sales, who actually hopped on a calendar, are going to be
[02:31:38] hopped on a calendar, are going to be higher intent than people who have no
[02:31:40] higher intent than people who have no showed, right? Because they booked and
[02:31:42] showed, right? Because they booked and they didn't show. Okay? People who have
[02:31:43] they didn't show. Okay? People who have bought something low ticket are going to
[02:31:45] bought something low ticket are going to be higher intent than somebody who just,
[02:31:47] be higher intent than somebody who just, you know, opted in for a free training.
[02:31:49] you know, opted in for a free training. Okay? And then you always want to stay
[02:31:50] Okay? And then you always want to stay on top of reps that left the company.
[02:31:53] on top of reps that left the company. I'm always in there. As soon as a rep
[02:31:55] I'm always in there. As soon as a rep left the company, like typically like
[02:31:56] left the company, like typically like they're bad at their job. So, guess
[02:31:58] they're bad at their job. So, guess who's not going to be bad at the job?
[02:31:59] who's not going to be bad at the job? You're not going to be bad at your job.
[02:32:00] You're not going to be bad at your job. And the very first thing you're going to
[02:32:02] And the very first thing you're going to do is like go in and gobble up all our
[02:32:04] do is like go in and gobble up all our leads. Dude, I've made so much money as
[02:32:07] leads. Dude, I've made so much money as soon as a [ __ ] rep left the company of
[02:32:09] soon as a [ __ ] rep left the company of just going in there and just selling all
[02:32:11] just going in there and just selling all their leads. Lots of fun. Okay, next.
[02:32:14] their leads. Lots of fun. Okay, next. Now, I know what you're saying,
[02:32:15] Now, I know what you're saying, Christian, this is a lot of follow-up. I
[02:32:17] Christian, this is a lot of follow-up. I actually have to work for money. This is
[02:32:19] actually have to work for money. This is crazy. Okay, this is what I'm going to
[02:32:21] crazy. Okay, this is what I'm going to do. This is how I'm going to help you.
[02:32:22] do. This is how I'm going to help you. Here's how you can actually create
[02:32:23] Here's how you can actually create follow-up sequences using AI. All right,
[02:32:26] follow-up sequences using AI. All right, so number one, why do we do it? If you
[02:32:28] so number one, why do we do it? If you don't follow up with your leads, you're
[02:32:29] don't follow up with your leads, you're leaving money on the table. Okay, I
[02:32:31] leaving money on the table. Okay, I assume you want money. Okay, so actually
[02:32:34] assume you want money. Okay, so actually follow up with your leads uh as much as
[02:32:36] follow up with your leads uh as much as you can. You want the follow-up to
[02:32:37] you can. You want the follow-up to personalizes. Uh but to save time, much
[02:32:39] personalizes. Uh but to save time, much of it can be automated in CRM and AI.
[02:32:42] of it can be automated in CRM and AI. Okay, take these take you like an hour
[02:32:44] Okay, take these take you like an hour or two to build out, but once you have
[02:32:46] or two to build out, but once you have them, they keep paying you over and over
[02:32:48] them, they keep paying you over and over again. And again, if you're too lazy,
[02:32:50] again. And again, if you're too lazy, right, pay someone else to do it. Go on
[02:32:52] right, pay someone else to do it. Go on Fiverr and like, "Hey, can you put all
[02:32:53] Fiverr and like, "Hey, can you put all these emails and things like in my CRM?"
[02:32:56] these emails and things like in my CRM?" All right. Now, all the CRM like work
[02:32:58] All right. Now, all the CRM like work the same. Go high level, close. You can
[02:33:00] the same. Go high level, close. You can create workflows and you put people in
[02:33:02] create workflows and you put people in sequences in workflows. And again, you
[02:33:05] sequences in workflows. And again, you can't be lazy and broke. So, if you
[02:33:07] can't be lazy and broke. So, if you can't hire somebody, you can't be lazy.
[02:33:08] can't hire somebody, you can't be lazy. Do it yourself. It takes a few hours.
[02:33:10] Do it yourself. It takes a few hours. Okay. How do we do this? Okay. So,
[02:33:12] Okay. How do we do this? Okay. So, you're going to upload a doc example I'm
[02:33:14] you're going to upload a doc example I'm going to give you along with the company
[02:33:15] going to give you along with the company assets. So, you're going to get company
[02:33:17] assets. So, you're going to get company assets from YouTube video transcripts,
[02:33:20] assets from YouTube video transcripts, testimonial scripts, offer details. You
[02:33:23] testimonial scripts, offer details. You can upload your sales calls,
[02:33:24] can upload your sales calls, transcripts, and prompt AI to create
[02:33:26] transcripts, and prompt AI to create email, text, and call sequences. If you
[02:33:29] email, text, and call sequences. If you don't want to put it in your CRM, go to
[02:33:30] don't want to put it in your CRM, go to Upwork and Fiverr and have somebody do
[02:33:32] Upwork and Fiverr and have somebody do it. Okay, so here's what you do.
[02:33:36] it. Okay, so here's what you do. Typically, I'm going to use Claude AI,
[02:33:39] Typically, I'm going to use Claude AI, and you might have to pay for the
[02:33:40] and you might have to pay for the description because the amount of data
[02:33:42] description because the amount of data that you're going to need to make it
[02:33:43] that you're going to need to make it good. So, what you're going to do is
[02:33:46] good. So, what you're going to do is you're going to, if the offer you're on,
[02:33:48] you're going to, if the offer you're on, they have YouTube videos, you're going
[02:33:49] they have YouTube videos, you're going to go to uh YouTube-transcript.ai.
[02:33:52] to go to uh YouTube-transcript.ai. AI. Get free YouTube transcripts, upload
[02:33:55] AI. Get free YouTube transcripts, upload it into AI.
[02:33:57] it into AI. It's super simple, right? You go to
[02:33:59] It's super simple, right? You go to Claude here.
[02:34:01] Claude here. You're going to get the transcripts and
[02:34:03] You're going to get the transcripts and just copy and paste it in I in AI. Uh
[02:34:06] just copy and paste it in I in AI. Uh you're going to go create projects. For
[02:34:09] you're going to go create projects. For example, I have like the sequences
[02:34:10] example, I have like the sequences already here. Okay.
[02:34:16] If this will show up, right? So, I
[02:34:18] If this will show up, right? So, I pasted all these here. And then I'm
[02:34:21] pasted all these here. And then I'm going to prompt it. And what I'm going
[02:34:24] going to prompt it. And what I'm going to prompt it, it depends on what
[02:34:26] to prompt it, it depends on what sequences you want to put in, but this
[02:34:28] sequences you want to put in, but this is going to be just hit every every bar.
[02:34:32] is going to be just hit every every bar. Okay. So, and if you want this, I'm not
[02:34:35] Okay. So, and if you want this, I'm not going to link this. You're going to have
[02:34:36] going to link this. You're going to have to message me on Instagram. Now, you
[02:34:38] to message me on Instagram. Now, you should be I don't know exactly where
[02:34:40] should be I don't know exactly where this is going to be in the video, but it
[02:34:41] this is going to be in the video, but it should be a couple hours in. So, like
[02:34:43] should be a couple hours in. So, like [ __ ] trooper, you're really going
[02:34:44] [ __ ] trooper, you're really going after it. Just message me on IG and just
[02:34:46] after it. Just message me on IG and just say like, "Hey, can I get the the AI uh
[02:34:49] say like, "Hey, can I get the the AI uh prompts and stuff?" and I'll send it
[02:34:50] prompts and stuff?" and I'll send it over to you because I also have like the
[02:34:52] over to you because I also have like the follow-up sequences like example doc
[02:34:54] follow-up sequences like example doc that helps you with it as well. Okay, so
[02:34:55] that helps you with it as well. Okay, so I'm going to say, "Hey, you're worldcast
[02:34:57] I'm going to say, "Hey, you're worldcast copywriter. My name is Christian. I work
[02:34:58] copywriter. My name is Christian. I work for Appreciation Closers. That's my
[02:35:00] for Appreciation Closers. That's my company. Help me write an email uh call
[02:35:02] company. Help me write an email uh call and text sequence using the example I
[02:35:04] and text sequence using the example I gave you in the follow-up sequence. Use
[02:35:06] gave you in the follow-up sequence. Use the transcripts of the YouTube videos,
[02:35:08] the transcripts of the YouTube videos, testimonials, offer details, call
[02:35:09] testimonials, offer details, call recordings to craft specific emails for
[02:35:11] recordings to craft specific emails for one, a no-show email, text, and emails
[02:35:13] one, a no-show email, text, and emails call sequence for seven days where you
[02:35:15] call sequence for seven days where you email, text, and call them using the
[02:35:17] email, text, and call them using the info I gave you uh to get somebody back
[02:35:18] info I gave you uh to get somebody back on the call after they book in, but they
[02:35:20] on the call after they book in, but they didn't show up for a sales call. Two,
[02:35:21] didn't show up for a sales call. Two, three different uh 7-day sequence.
[02:35:24] three different uh 7-day sequence. Emails, text, call, text, and call. Make
[02:35:26] Emails, text, call, text, and call. Make one sequence targeting people who are
[02:35:28] one sequence targeting people who are fearful, one targeting people who didn't
[02:35:31] fearful, one targeting people who didn't have the money, and one targeting people
[02:35:32] have the money, and one targeting people who need to talk to the partner. If
[02:35:34] who need to talk to the partner. If you're getting different objections,
[02:35:35] you're getting different objections, just substitute that. And then three, a
[02:35:37] just substitute that. And then three, a sixmonth value sequence that sends value
[02:35:40] sixmonth value sequence that sends value based on email text uh every week for
[02:35:42] based on email text uh every week for six months, making sure to combine
[02:35:44] six months, making sure to combine urgency, show social proof, tough love,
[02:35:46] urgency, show social proof, tough love, and FOMO to keep people in uh the style
[02:35:48] and FOMO to keep people in uh the style and voice of the founder for the YouTube
[02:35:50] and voice of the founder for the YouTube videos for all sequences. So, what
[02:35:52] videos for all sequences. So, what you're going to do is you're going to
[02:35:53] you're going to do is you're going to create all the sequences, seven days
[02:35:55] create all the sequences, seven days sequence, and then you're going to
[02:35:57] sequence, and then you're going to create the value sequence off of each
[02:36:00] create the value sequence off of each one of those sequences. Okay? So, the
[02:36:02] one of those sequences. Okay? So, the easiest way to do this is create one.
[02:36:05] easiest way to do this is create one. Okay, let's say the no-show sequence.
[02:36:07] Okay, let's say the no-show sequence. Once you get this, it'll it'll poop it
[02:36:09] Once you get this, it'll it'll poop it out for you, right? For example, like
[02:36:11] out for you, right? For example, like here, it'll give you, hey, day one, it's
[02:36:13] here, it'll give you, hey, day one, it's going to give you the exact strategy to
[02:36:15] going to give you the exact strategy to use. And all you're going to do is
[02:36:17] use. And all you're going to do is you're just going to put this in your
[02:36:18] you're just going to put this in your CRM. And then after the seven days,
[02:36:21] CRM. And then after the seven days, okay, let's say the no-show sequence.
[02:36:22] okay, let's say the no-show sequence. What you're going to do is after that
[02:36:24] What you're going to do is after that seven days, you're going to add the
[02:36:25] seven days, you're going to add the nurture sequence after it. And then
[02:36:27] nurture sequence after it. And then you're going to make a copy. And then
[02:36:29] you're going to make a copy. And then you're going to make the fear one. and
[02:36:30] you're going to make the fear one. and you're just going to change the first
[02:36:31] you're just going to change the first seven days. That way you don't have to
[02:36:34] seven days. That way you don't have to manually add the nurture sequence every
[02:36:36] manually add the nurture sequence every single time. Okay? Super easy, super
[02:36:39] single time. Okay? Super easy, super simple. Just go ahead and do it. If you
[02:36:41] simple. Just go ahead and do it. If you want these actual like if you want me to
[02:36:43] want these actual like if you want me to just send you this gamma do, you're
[02:36:45] just send you this gamma do, you're going to have to message me on
[02:36:46] going to have to message me on Instagram. Um, you know, you're going to
[02:36:48] Instagram. Um, you know, you're going to have to do work. Okay, cool. Next are
[02:36:51] have to do work. Okay, cool. Next are we're going to go over text blast. Text
[02:36:53] we're going to go over text blast. Text Blast is a really really great way to
[02:36:57] Blast is a really really great way to get people who are like lowhanging fruit
[02:37:00] get people who are like lowhanging fruit that are in the CRM to go ahead and
[02:37:03] that are in the CRM to go ahead and respond and you to have conversations
[02:37:05] respond and you to have conversations with them. Okay. So, the purpose of um
[02:37:08] with them. Okay. So, the purpose of um people who didn't buy in the first call,
[02:37:09] people who didn't buy in the first call, get them back into the pipeline and
[02:37:11] get them back into the pipeline and close. Other funding, financing, who are
[02:37:13] close. Other funding, financing, who are a good fit but maybe didn't buy because
[02:37:15] a good fit but maybe didn't buy because they couldn't logistically do it or
[02:37:16] they couldn't logistically do it or fear. Okay. So, you should be sending
[02:37:18] fear. Okay. So, you should be sending this out at least one time a month. uh
[02:37:21] this out at least one time a month. uh make it a reoccurring calendar event
[02:37:23] make it a reoccurring calendar event example second Monday of the month like
[02:37:25] example second Monday of the month like you just have it reoccurring like hey
[02:37:26] you just have it reoccurring like hey send out text blast. So you want to
[02:37:28] send out text blast. So you want to create a smart view in your CRM. Okay
[02:37:31] create a smart view in your CRM. Okay lead status not a client had a sales
[02:37:33] lead status not a client had a sales call and then they showed up. All right
[02:37:35] call and then they showed up. All right lead owner you add in lead owner of reps
[02:37:38] lead owner you add in lead owner of reps that left the company leads that haven't
[02:37:40] that left the company leads that haven't been contacted in 30 days or like 7 days
[02:37:42] been contacted in 30 days or like 7 days whatever it is as far as like uh when is
[02:37:45] whatever it is as far as like uh when is a lead free and you want to make sure
[02:37:47] a lead free and you want to make sure you send this out to people. If you
[02:37:48] you send this out to people. If you don't have a CRM, send text manually.
[02:37:50] don't have a CRM, send text manually. Copy and paste. [ __ ] get after it. If
[02:37:53] Copy and paste. [ __ ] get after it. If you don't have numbers, send emails. No
[02:37:56] you don't have numbers, send emails. No excuses.
[02:37:57] excuses. Have time set aside. As soon as a lead
[02:38:00] Have time set aside. As soon as a lead replies, you need to call them. Okay. If
[02:38:03] replies, you need to call them. Okay. If you get not interested or do not contact
[02:38:05] you get not interested or do not contact me response, it's normal. Just mark is
[02:38:07] me response, it's normal. Just mark is not contacted and move on. All right.
[02:38:09] not contacted and move on. All right. So, what this is going to be, have this
[02:38:12] So, what this is going to be, have this at least once a month that you do this
[02:38:14] at least once a month that you do this no sale funding text blast. Have it in
[02:38:17] no sale funding text blast. Have it in your calendar. Okay? And as soon as you
[02:38:19] your calendar. Okay? And as soon as you have your first non-scheduled scheduled
[02:38:21] have your first non-scheduled scheduled activity of that day, you're going to
[02:38:23] activity of that day, you're going to send it out. And then all you're doing
[02:38:25] send it out. And then all you're doing as soon as somebody responds, you're
[02:38:26] as soon as somebody responds, you're going to call them. Now, I'm going to
[02:38:28] going to call them. Now, I'm going to give you exactly what you need to say
[02:38:30] give you exactly what you need to say when you do call them, right? But just
[02:38:32] when you do call them, right? But just go ahead and call them. Here are test
[02:38:34] go ahead and call them. Here are test text blast examples.
[02:38:36] text blast examples. Name, it's just name from company name.
[02:38:38] Name, it's just name from company name. Uh, we recently got a new way that we
[02:38:40] Uh, we recently got a new way that we can potentially break up the investment
[02:38:41] can potentially break up the investment into smaller chunks so you can get
[02:38:42] into smaller chunks so you can get outcomes. Send. Want me to send over the
[02:38:44] outcomes. Send. Want me to send over the details? Send after 24 hours. Did you
[02:38:47] details? Send after 24 hours. Did you get the last message? Often times you
[02:38:49] get the last message? Often times you can set this up as like a workflow, a
[02:38:51] can set this up as like a workflow, a sequence in your CRM to where it's like
[02:38:54] sequence in your CRM to where it's like you can change these to where it'll
[02:38:57] you can change these to where it'll change the name for each individual one
[02:38:59] change the name for each individual one and it's like you just have it to where
[02:39:00] and it's like you just have it to where 1 minute later it sends this and then
[02:39:03] 1 minute later it sends this and then automatically after 24 hours they'll get
[02:39:04] automatically after 24 hours they'll get this as well. Okay, just send like and
[02:39:07] this as well. Okay, just send like and then all you got to do is just go into
[02:39:09] then all you got to do is just go into the CRM like I said, find all the people
[02:39:12] the CRM like I said, find all the people you want to highlight and then enroll
[02:39:13] you want to highlight and then enroll them in the workflow. Easy, easy money.
[02:39:17] them in the workflow. Easy, easy money. Okay, another example. Name is just name
[02:39:19] Okay, another example. Name is just name from company name. Are you still looking
[02:39:21] from company name. Are you still looking to get outcome after 24 hours? Did you
[02:39:23] to get outcome after 24 hours? Did you get my last message? Again, this is
[02:39:25] get my last message? Again, this is something you could do like in the
[02:39:26] something you could do like in the workflow. So, what do you do as soon as
[02:39:28] workflow. So, what do you do as soon as somebody actually says, "Yeah, man. That
[02:39:31] somebody actually says, "Yeah, man. That sounds great." You're going to call
[02:39:32] sounds great." You're going to call them. Okay, so just follow the script.
[02:39:35] them. Okay, so just follow the script. Hey, name. Hey, name. It's just your
[02:39:37] Hey, name. Hey, name. It's just your name from company. Hey, it's just
[02:39:39] name from company. Hey, it's just Christian from uh Precision Closers. I
[02:39:41] Christian from uh Precision Closers. I got your text about getting more
[02:39:42] got your text about getting more information about possibly uh breaking
[02:39:44] information about possibly uh breaking up the program investment into bices
[02:39:46] up the program investment into bices chunks so you can actually you know make
[02:39:48] chunks so you can actually you know make more sales. Is that right? Okay. So help
[02:39:50] more sales. Is that right? Okay. So help me understand like I have some notes
[02:39:51] me understand like I have some notes here from our last chat or if you don't
[02:39:54] here from our last chat or if you don't have any notes just like hey I have some
[02:39:55] have any notes just like hey I have some notes um from like your previous chat
[02:39:59] notes um from like your previous chat with the company um but my mom says I
[02:40:01] with the company um but my mom says I write like a doctor or you know how
[02:40:03] write like a doctor or you know how things get lost in translation if it's
[02:40:05] things get lost in translation if it's from another uh rep. Last time we spoke
[02:40:07] from another uh rep. Last time we spoke about getting help with problems so you
[02:40:09] about getting help with problems so you can get outcome right. uh but we
[02:40:10] can get outcome right. uh but we couldn't make the investment work. I'm
[02:40:12] couldn't make the investment work. I'm curious since we last chatted like what
[02:40:13] curious since we last chatted like what have you done about solving problem now?
[02:40:16] have you done about solving problem now? Why am I going to ask this question?
[02:40:17] Why am I going to ask this question? Because it immediately starts to give me
[02:40:19] Because it immediately starts to give me leverage. I'm like okay you've had this
[02:40:20] leverage. I'm like okay you've had this problem. It's been some time. What have
[02:40:22] problem. It's been some time. What have you done about solving it? Right? Then
[02:40:24] you done about solving it? Right? Then like oh I've done nothing. Oh what's
[02:40:26] like oh I've done nothing. Oh what's what what's stopped you man? Has
[02:40:28] what what's stopped you man? Has anything changed in your situation?
[02:40:30] anything changed in your situation? Okay. If you find out they have enough
[02:40:32] Okay. If you find out they have enough okay piff or payment plan just do that.
[02:40:34] okay piff or payment plan just do that. Right. They're like oh yeah like I've
[02:40:35] Right. They're like oh yeah like I've been making sales. I've been blah blah
[02:40:37] been making sales. I've been blah blah blah blah blah blah blah blah blah blah
[02:40:37] blah blah blah blah blah blah blah blah blah blah blah blah blah like I have
[02:40:37] blah blah blah blah blah like I have some money now. It's like okay cool man.
[02:40:39] some money now. It's like okay cool man. And do you want to figure like do you
[02:40:40] And do you want to figure like do you want to go ahead and set that up? They
[02:40:41] want to go ahead and set that up? They still don't have money, right? Which
[02:40:43] still don't have money, right? Which will be the case most of the time. Okay,
[02:40:44] will be the case most of the time. Okay, that's not an issue. Would it help if I
[02:40:46] that's not an issue. Would it help if I walk you through what our other clients
[02:40:47] walk you through what our other clients will do if they just don't have the
[02:40:48] will do if they just don't have the funds up front? Okay, so what we will do
[02:40:51] funds up front? Okay, so what we will do now, this depends on what funding
[02:40:52] now, this depends on what funding options you have, if you have funding
[02:40:54] options you have, if you have funding options. Okay, so what we'll do is we'll
[02:40:56] options. Okay, so what we'll do is we'll use our third party funding partner to
[02:40:58] use our third party funding partner to go ahead and get the investment and then
[02:41:00] go ahead and get the investment and then once they get into the program, they'll
[02:41:02] once they get into the program, they'll start to take the excess money that
[02:41:03] start to take the excess money that they're making and start paying down the
[02:41:04] they're making and start paying down the financing right away with me there. Now,
[02:41:07] financing right away with me there. Now, if you don't sell an ROI offer, you
[02:41:09] if you don't sell an ROI offer, you don't you're not going to say the last
[02:41:10] don't you're not going to say the last part. Now, there's a few different
[02:41:12] part. Now, there's a few different options for that. Typically, if you a
[02:41:14] options for that. Typically, if you a family member or co-signer has a 680 or
[02:41:16] family member or co-signer has a 680 or above, they're they're able to get
[02:41:18] above, they're they're able to get approved. And once they get approved, it
[02:41:20] approved. And once they get approved, it breaks it down into 6 9 or 12 months
[02:41:22] breaks it down into 6 9 or 12 months depending on what you qualify for. I
[02:41:23] depending on what you qualify for. I think that would help you. Now, depends.
[02:41:25] think that would help you. Now, depends. It depends on this should change
[02:41:28] It depends on this should change depending on what your funding options
[02:41:30] depending on what your funding options are. But if you notice what I'm going to
[02:41:32] are. But if you notice what I'm going to highlight is if you a family member or a
[02:41:34] highlight is if you a family member or a co-signer has 680 or above. So, I'm
[02:41:37] co-signer has 680 or above. So, I'm already planting in their mind, hey, if
[02:41:38] already planting in their mind, hey, if you don't have the credit, who do you
[02:41:40] you don't have the credit, who do you know who has a credit? Like, somebody's
[02:41:42] know who has a credit? Like, somebody's gonna put this on their credit. All
[02:41:43] gonna put this on their credit. All right. If they're like, "Yeah, that
[02:41:46] right. If they're like, "Yeah, that would help me." Okay. Okay. What's your
[02:41:48] would help me." Okay. Okay. What's your credit score? Just ballpark. If they say
[02:41:49] credit score? Just ballpark. If they say no, you handle the concern and loop
[02:41:51] no, you handle the concern and loop back, right? They actually have to
[02:41:52] back, right? They actually have to handle money objections. So, if they
[02:41:54] handle money objections. So, if they have a good credit score, it's like,
[02:41:55] have a good credit score, it's like, "Okay, typically that would be enough to
[02:41:56] "Okay, typically that would be enough to get approved." Uh, but they can't tell
[02:41:58] get approved." Uh, but they can't tell us why they don't approve or don't
[02:42:00] us why they don't approve or don't approve people. So, sometimes it doesn't
[02:42:02] approve people. So, sometimes it doesn't go through, which is totally normal. But
[02:42:04] go through, which is totally normal. But what I can do is send you over the the
[02:42:06] what I can do is send you over the the link and see if you get approved. Would
[02:42:07] link and see if you get approved. Would that work? Now, if it's a soft check, it
[02:42:10] that work? Now, if it's a soft check, it doesn't actually affect their credit. I
[02:42:11] doesn't actually affect their credit. I would mention that it's a soft check,
[02:42:13] would mention that it's a soft check, right? Let them know. It's like, "Hey,
[02:42:14] right? Let them know. It's like, "Hey, it's not going to it's not going to
[02:42:15] it's not going to it's not going to affect your credit at all. It's just to
[02:42:16] affect your credit at all. It's just to see if like it would actually work for
[02:42:18] see if like it would actually work for you." Now, what I'm doing right here is
[02:42:21] you." Now, what I'm doing right here is I want to preempt them not getting
[02:42:23] I want to preempt them not getting approved. Why? Because sometimes what
[02:42:25] approved. Why? Because sometimes what will happen is like some people will not
[02:42:27] will happen is like some people will not get approved and then they'll feel
[02:42:28] get approved and then they'll feel disappointed. They're like, "Oh, didn't
[02:42:30] disappointed. They're like, "Oh, didn't get approved." Blah blah blah blah blah
[02:42:31] get approved." Blah blah blah blah blah blah blah. Right? Then they're like,
[02:42:32] blah blah. Right? Then they're like, "Oh, I guess it's just a sign that I
[02:42:34] "Oh, I guess it's just a sign that I shouldn't do this." Like, no, you want
[02:42:35] shouldn't do this." Like, no, you want to get in front of it and just make sure
[02:42:36] to get in front of it and just make sure we're getting in front of like, "Okay,
[02:42:37] we're getting in front of like, "Okay, what if you happen if you don't get
[02:42:38] what if you happen if you don't get approved?" We're normalizing it. Then
[02:42:41] approved?" We're normalizing it. Then from there, you're sending a link. Hey,
[02:42:42] from there, you're sending a link. Hey, and I'll just stay here in case you have
[02:42:44] and I'll just stay here in case you have any questions. You chitchat while
[02:42:45] any questions. You chitchat while they're filling it out. You can [ __ ]
[02:42:46] they're filling it out. You can [ __ ] like whatever it is. I typically talk
[02:42:48] like whatever it is. I typically talk about absolute nonsense when they're
[02:42:51] about absolute nonsense when they're filling out the application, right? Oh,
[02:42:53] filling out the application, right? Oh, like you know that that's when you can
[02:42:54] like you know that that's when you can ask those dumb like building a rapport
[02:42:56] ask those dumb like building a rapport questions. Okay. Gets approved. Cool.
[02:42:59] questions. Okay. Gets approved. Cool. Gets everything set up. Doesn't get
[02:43:00] Gets everything set up. Doesn't get approved. go to the next column. Or if
[02:43:02] approved. go to the next column. Or if they have a bad credit score, this is
[02:43:03] they have a bad credit score, this is what you're going to do. Uh if they're
[02:43:05] what you're going to do. Uh if they're like, "Oh, like I have like, you know,
[02:43:07] like, "Oh, like I have like, you know, 500 credit score and I have like a $100
[02:43:08] 500 credit score and I have like a $100 in my bank account." Okay, man. Like
[02:43:10] in my bank account." Okay, man. Like that's not uncommon. Can I share what
[02:43:12] that's not uncommon. Can I share what other clients will do in your position?
[02:43:14] other clients will do in your position? What they'll do is they'll use someone
[02:43:15] What they'll do is they'll use someone else's credit and go ahead and pay it
[02:43:16] else's credit and go ahead and pay it down themselves with the extra income
[02:43:18] down themselves with the extra income they have coming in. U so who do you
[02:43:20] they have coming in. U so who do you know that might be willing to help you
[02:43:21] know that might be willing to help you get outcome? If they know someone, okay,
[02:43:24] get outcome? If they know someone, okay, have them call them or set it on a time
[02:43:26] have them call them or set it on a time and figure out. If no one, you want to
[02:43:28] and figure out. If no one, you want to make them get resourceful. Now, on the
[02:43:32] make them get resourceful. Now, on the end of like objections as well, this is
[02:43:35] end of like objections as well, this is exactly how you're going to pitch it.
[02:43:38] exactly how you're going to pitch it. Logistical money anytime. So, I'm just
[02:43:41] Logistical money anytime. So, I'm just walking you through like again, I'm
[02:43:42] walking you through like again, I'm talking about like a no sale text blast
[02:43:44] talking about like a no sale text blast for funding, but anytime you get
[02:43:45] for funding, but anytime you get logistical money, this is how you should
[02:43:47] logistical money, this is how you should be going about it. If they legitimately
[02:43:49] be going about it. If they legitimately don't have the money, you go the funding
[02:43:50] don't have the money, you go the funding route. Okay? So, you want to fight for
[02:43:52] route. Okay? So, you want to fight for them and you want to make them get
[02:43:54] them and you want to make them get resourceful. So, let's say, hey, they
[02:43:56] resourceful. So, let's say, hey, they don't have the credit. They know nobody
[02:43:59] don't have the credit. They know nobody who has the credit. They have $50 in
[02:44:01] who has the credit. They have $50 in their bank account. Uh, you want to
[02:44:03] their bank account. Uh, you want to start to fight for them, and you want
[02:44:04] start to fight for them, and you want them to get resourceful. Okay? You do
[02:44:07] them to get resourceful. Okay? You do not give up on people just because they
[02:44:08] not give up on people just because they don't have the money. People will find
[02:44:09] don't have the money. People will find the money. Okay? So, you want to be the
[02:44:11] the money. Okay? So, you want to be the person who's in their corner helping
[02:44:13] person who's in their corner helping them create and make game plans. Okay?
[02:44:16] them create and make game plans. Okay? You'd be surprised. There's people who
[02:44:18] You'd be surprised. There's people who have been in destitute situations and
[02:44:20] have been in destitute situations and they found a way to make the money and
[02:44:21] they found a way to make the money and found a way to get out of their
[02:44:22] found a way to get out of their situation. The only difference is
[02:44:24] situation. The only difference is mentality. And if you buy into their
[02:44:26] mentality. And if you buy into their [ __ ] story that they can, there's no
[02:44:28] [ __ ] story that they can, there's no absolute way that they can get the
[02:44:29] absolute way that they can get the money, then you are doing them a
[02:44:31] money, then you are doing them a disservice. Especially in the Western
[02:44:32] disservice. Especially in the Western world, okay? If you're talking to
[02:44:34] world, okay? If you're talking to somebody in like, you know, uh, Kenya or
[02:44:36] somebody in like, you know, uh, Kenya or something like that and they're like,
[02:44:37] something like that and they're like, "Hey man, like I can't get 10,000 USD
[02:44:39] "Hey man, like I can't get 10,000 USD together." It's like, "Okay, dude. Fair
[02:44:41] together." It's like, "Okay, dude. Fair enough, right?" But if you're in like
[02:44:43] enough, right?" But if you're in like the US, Canada, Europe, Australia, like
[02:44:47] the US, Canada, Europe, Australia, like dude, you can [ __ ] work Uber. Okay,
[02:44:49] dude, you can [ __ ] work Uber. Okay, if you really wanted it, you could work
[02:44:50] if you really wanted it, you could work an extra job Uber. Or you could be a
[02:44:53] an extra job Uber. Or you could be a part-time bartender server and get the
[02:44:55] part-time bartender server and get the money together, get a couple thousand
[02:44:57] money together, get a couple thousand dollar extra if you work your [ __ ]
[02:44:59] dollar extra if you work your [ __ ] face off if they truly wanted it. Okay?
[02:45:01] face off if they truly wanted it. Okay? So, you have to fight for them. Okay?
[02:45:03] So, you have to fight for them. Okay? So, this is how I'm going to typically
[02:45:04] So, this is how I'm going to typically do it. Hey, there's a difference between
[02:45:07] do it. Hey, there's a difference between being broke and poor. Do you know the
[02:45:08] being broke and poor. Do you know the difference? The difference is being uh
[02:45:10] difference? The difference is being uh is willingness and the ability to be
[02:45:11] is willingness and the ability to be resourceful. Being poor is a mentality.
[02:45:13] resourceful. Being poor is a mentality. Poor people stay poor because they do
[02:45:15] Poor people stay poor because they do they don't do anything about it. Do you
[02:45:16] they don't do anything about it. Do you feel like there's been at least one
[02:45:18] feel like there's been at least one person in a worse financial spot than
[02:45:21] person in a worse financial spot than you right now and they figured out
[02:45:22] you right now and they figured out outcome? What's the characteristics that
[02:45:24] outcome? What's the characteristics that allowed them to do that? You're always
[02:45:26] allowed them to do that? You're always going to get, "Yeah, there's been
[02:45:27] going to get, "Yeah, there's been somebody." Because there legitimately
[02:45:29] somebody." Because there legitimately has been somebody. There's people that
[02:45:30] has been somebody. There's people that have been homeless like some
[02:45:32] have been homeless like some millionaires. Okay, I assume the person
[02:45:34] millionaires. Okay, I assume the person you're not talking to is homeless. And
[02:45:36] you're not talking to is homeless. And even though like I've gotten homeless
[02:45:37] even though like I've gotten homeless people, right, that are like couch
[02:45:38] people, right, that are like couch hopping to get resourceful. You can't
[02:45:40] hopping to get resourceful. You can't buy into their story. Okay, what are the
[02:45:42] buy into their story. Okay, what are the characteristics that allow them to do
[02:45:44] characteristics that allow them to do that? So, are you willing to get
[02:45:45] that? So, are you willing to get resourceful to get outcome? Why though?
[02:45:47] resourceful to get outcome? Why though? Okay. Get buy in. If you have a lower
[02:45:49] Okay. Get buy in. If you have a lower ticket, downell. If not, create a game
[02:45:52] ticket, downell. If not, create a game plan. Okay. So, you can down sell them.
[02:45:55] plan. Okay. So, you can down sell them. Create a game plan. Okay, cool, man. I
[02:45:56] Create a game plan. Okay, cool, man. I love to hear it because as long as you
[02:45:58] love to hear it because as long as you don't give up on yourself, I'm not going
[02:45:59] don't give up on yourself, I'm not going to give up on you. So, what do you feel
[02:46:02] to give up on you. So, what do you feel like would be a reasonable time frame
[02:46:03] like would be a reasonable time frame that you can come up with the investment
[02:46:04] that you can come up with the investment to get outcome? Let's say it's like,
[02:46:06] to get outcome? Let's say it's like, hey, I need $3,000. like, "Hey, what
[02:46:07] hey, I need $3,000. like, "Hey, what what's a what's a reasonable time frame
[02:46:09] what's a what's a reasonable time frame that we can get that extra $3,000 to
[02:46:11] that we can get that extra $3,000 to actually start to make more money and
[02:46:12] actually start to make more money and have more freedom that we're looking
[02:46:13] have more freedom that we're looking for?" So, they're going to give a time
[02:46:15] for?" So, they're going to give a time frame. Often times, like they're going
[02:46:16] frame. Often times, like they're going to give you a long time frame, like 6
[02:46:18] to give you a long time frame, like 6 months. You want to challenge them to
[02:46:19] months. You want to challenge them to cut it in half. If they say like next
[02:46:21] cut it in half. If they say like next week, you're like, "Oh, well, can you
[02:46:22] week, you're like, "Oh, well, can you get it like tomorrow?" Like, no. But if
[02:46:24] get it like tomorrow?" Like, no. But if they're giving you like a longer time
[02:46:25] they're giving you like a longer time frame, like challenge them, okay, hey
[02:46:26] frame, like challenge them, okay, hey man, uh, can I challenge you to cut that
[02:46:28] man, uh, can I challenge you to cut that in half? They're like, "Oh, yeah. I'm
[02:46:31] in half? They're like, "Oh, yeah. I'm leading at this point. I'm really much
[02:46:32] leading at this point. I'm really much I'm very much like leading. Okay, let's
[02:46:34] I'm very much like leading. Okay, let's do that. Okay, let's cut it in half.
[02:46:37] do that. Okay, let's cut it in half. Let's put some pressure on ourselves to
[02:46:39] Let's put some pressure on ourselves to make a difference. Are you on board?
[02:46:41] make a difference. Are you on board? Okay, what's the plan? Then from there,
[02:46:43] Okay, what's the plan? Then from there, we're crafting a plan. Okay, are we
[02:46:46] we're crafting a plan. Okay, are we asking family? Are we selling things?
[02:46:48] asking family? Are we selling things? Credit card, Door Dash, Uber. You're
[02:46:50] Credit card, Door Dash, Uber. You're helping them like create a plan. Like,
[02:46:52] helping them like create a plan. Like, hey, who do you know? What can we do?
[02:46:54] hey, who do you know? What can we do? And all you're doing is you're just
[02:46:55] And all you're doing is you're just holding their feet to the fire and we're
[02:46:58] holding their feet to the fire and we're creating a plan with them. Okay, once
[02:47:01] creating a plan with them. Okay, once you have a plan, then you're going to,
[02:47:03] you have a plan, then you're going to, okay, okay, let's make this happen. How
[02:47:05] okay, okay, let's make this happen. How often do you want me checking in on you
[02:47:06] often do you want me checking in on you to make sure that we're on the right
[02:47:07] to make sure that we're on the right track? You're asking how frequently you
[02:47:10] track? You're asking how frequently you want them to follow up with you. Okay?
[02:47:12] want them to follow up with you. Okay? Then you're going to put them in here,
[02:47:14] Then you're going to put them in here, right? However far they're out and make
[02:47:16] right? However far they're out and make sure you stay on top of them, right? You
[02:47:18] sure you stay on top of them, right? You know, John Kennedy, you're going to get
[02:47:20] know, John Kennedy, you're going to get after that dude, right?
[02:47:24] Okay. And it's okay, cool, man. Like,
[02:47:26] Okay. And it's okay, cool, man. Like, let's get after it. And then in the
[02:47:27] let's get after it. And then in the meantime, you're going to call them.
[02:47:28] meantime, you're going to call them. You're going to send them value. And
[02:47:29] You're going to send them value. And you're just going to keep them on track.
[02:47:31] you're just going to keep them on track. Okay. Next, I want to go over a couple
[02:47:33] Okay. Next, I want to go over a couple scripts on terms of just like making
[02:47:35] scripts on terms of just like making sure like we're following up with
[02:47:36] sure like we're following up with people. So, you can never have the
[02:47:38] people. So, you can never have the excuse, well, I don't know what to say.
[02:47:40] excuse, well, I don't know what to say. So, I'll go follow-up scripts on no
[02:47:42] So, I'll go follow-up scripts on no sales and no shows. So, let's do first
[02:47:44] sales and no shows. So, let's do first on no sales. Like, this is like if you
[02:47:46] on no sales. Like, this is like if you just call somebody up, they've been
[02:47:47] just call somebody up, they've been ghosting you, they finally actually, you
[02:47:50] ghosting you, they finally actually, you know, answer your call. Um, and you
[02:47:53] know, answer your call. Um, and you don't really either you don't have
[02:47:54] don't really either you don't have context or it's been a while. Okay. So,
[02:47:57] context or it's been a while. Okay. So, it's like, "Hey, name, it's just name
[02:47:58] it's like, "Hey, name, it's just name with company. Uh I only have a few
[02:48:00] with company. Uh I only have a few minutes here in between meetings. So I
[02:48:02] minutes here in between meetings. So I apologize for not getting back to you
[02:48:03] apologize for not getting back to you sooner. It seems like uh it see like in
[02:48:06] sooner. It seems like uh it see like in time frame ago about possibly getting
[02:48:08] time frame ago about possibly getting outcome since we talked like what have
[02:48:10] outcome since we talked like what have you done about solving the problem and
[02:48:11] you done about solving the problem and getting outcome again? I'm always asking
[02:48:13] getting outcome again? I'm always asking that question because it immediately
[02:48:15] that question because it immediately puts them on like hey man what have we
[02:48:17] puts them on like hey man what have we done about solving the problem? Like you
[02:48:19] done about solving the problem? Like you had an hour conversation about how like
[02:48:21] had an hour conversation about how like this problem is like ruining their life.
[02:48:23] this problem is like ruining their life. Like what have they done about actually
[02:48:24] Like what have they done about actually solving since last you talked? Okay.
[02:48:26] solving since last you talked? Okay. Now, I'm always going to put a false
[02:48:28] Now, I'm always going to put a false time restraint in here. So, it's like
[02:48:30] time restraint in here. So, it's like the biggest thing, especially when
[02:48:31] the biggest thing, especially when you're doing outbound, is you don't want
[02:48:33] you're doing outbound, is you don't want people to be thinking like, "Oh, how
[02:48:35] people to be thinking like, "Oh, how long is this going to take?" Right? It's
[02:48:36] long is this going to take?" Right? It's like, "Hey, man, I only have a few
[02:48:37] like, "Hey, man, I only have a few minutes uh in between uh meetings right
[02:48:40] minutes uh in between uh meetings right now." Uh so, apologize. Going to get to
[02:48:41] now." Uh so, apologize. Going to get to you sooner. It looks like we chatted
[02:48:43] you sooner. It looks like we chatted like a month ago about possibly getting
[02:48:44] like a month ago about possibly getting help like making more sales. Uh since we
[02:48:46] help like making more sales. Uh since we last chatted, like what have you
[02:48:47] last chatted, like what have you actually done about actually getting
[02:48:48] actually done about actually getting better at objection handling so you
[02:48:49] better at objection handling so you could make 20,000 per month? Okay. So,
[02:48:52] could make 20,000 per month? Okay. So, but they've been doing nothing. Oh, like
[02:48:54] but they've been doing nothing. Oh, like what's been holding you back? objection
[02:48:56] what's been holding you back? objection handle. Crack on your like crack your
[02:48:57] handle. Crack on your like crack your knuckles. Get after it, right? Don't be
[02:49:00] knuckles. Get after it, right? Don't be a [ __ ] Okay. If they found something,
[02:49:03] a [ __ ] Okay. If they found something, there's two things. You can either just
[02:49:05] there's two things. You can either just move on or you can see if you can't poke
[02:49:07] move on or you can see if you can't poke holes. Oh, fantastic. Just so I can
[02:49:09] holes. Oh, fantastic. Just so I can update the system over here um so nobody
[02:49:11] update the system over here um so nobody keeps calling. Okay. Make it in their
[02:49:13] keeps calling. Okay. Make it in their best interest to give you information.
[02:49:14] best interest to give you information. What did you actually end up going with?
[02:49:16] What did you actually end up going with? Oh, what made you decide to go with them
[02:49:18] Oh, what made you decide to go with them over a different option? Oh, and that's
[02:49:19] over a different option? Oh, and that's a that's a fairly diff uh decent
[02:49:21] a that's a fairly diff uh decent solution. Typically, people don't go
[02:49:23] solution. Typically, people don't go that route because of reason. Okay. Do
[02:49:25] that route because of reason. Okay. Do you mind if I double check just to make
[02:49:27] you mind if I double check just to make sure you had the best deal or is there
[02:49:29] sure you had the best deal or is there anything about solution that you would
[02:49:30] anything about solution that you would change? Right there. You're just fishing
[02:49:32] change? Right there. You're just fishing to see if there's anything you could
[02:49:33] to see if there's anything you could sell them on. Depending on what you're
[02:49:35] sell them on. Depending on what you're selling or depending on how many leads
[02:49:36] selling or depending on how many leads you have, you can just move on like,
[02:49:38] you have, you can just move on like, "Oh, yeah. I'm working with someone
[02:49:39] "Oh, yeah. I'm working with someone else." Like, "Okay, cool, man. See you."
[02:49:41] else." Like, "Okay, cool, man. See you." Right? You can go to the next one. Uh
[02:49:42] Right? You can go to the next one. Uh maybe you don't do it like that. Oh, no,
[02:49:44] maybe you don't do it like that. Oh, no, dude. Glad you found something. And you
[02:49:45] dude. Glad you found something. And you can just move on. Depends on how many
[02:49:46] can just move on. Depends on how many leads. Um and if you want to just be a
[02:49:48] leads. Um and if you want to just be a savage and try to make sales anyways.
[02:49:50] savage and try to make sales anyways. Okay. So, here's what we do for no
[02:49:53] Okay. So, here's what we do for no shows, right? All right. So, when you're
[02:49:54] shows, right? All right. So, when you're calling no shows, like what do we say?
[02:49:55] calling no shows, like what do we say? Like, hey, name it's just name from
[02:49:56] Like, hey, name it's just name from company. Uh, I have a few minutes in in
[02:49:58] company. Uh, I have a few minutes in in here between meetings, so apologies for
[02:50:00] here between meetings, so apologies for not getting back to you sooner. Again,
[02:50:02] not getting back to you sooner. Again, same false time restraint. Uh, it looks
[02:50:04] same false time restraint. Uh, it looks like a few days ago, months back, you
[02:50:06] like a few days ago, months back, you had booked in about possibly getting
[02:50:07] had booked in about possibly getting help with like problem, but for whatever
[02:50:08] help with like problem, but for whatever reason, we weren't able to connect. Does
[02:50:10] reason, we weren't able to connect. Does that ring a bell? Okay. They haven't
[02:50:12] that ring a bell? Okay. They haven't talked to anybody. So, I'm still like I
[02:50:14] talked to anybody. So, I'm still like I want to make sure that we're on the same
[02:50:15] want to make sure that we're on the same page of like they at least know who I
[02:50:17] page of like they at least know who I am. Okay. So, it looks like a few uh you
[02:50:19] am. Okay. So, it looks like a few uh you know months back you had booked in about
[02:50:21] know months back you had booked in about possibly getting help like making more
[02:50:22] possibly getting help like making more sales. Uh but for whatever reason we
[02:50:24] sales. Uh but for whatever reason we weren't able to connect. Is that does
[02:50:25] weren't able to connect. Is that does that ring a bell? Yeah, no worries.
[02:50:27] that ring a bell? Yeah, no worries. Things happen. I guess I should start
[02:50:28] Things happen. I guess I should start off by asking have you found what you're
[02:50:30] off by asking have you found what you're looking for in terms of like you know uh
[02:50:32] looking for in terms of like you know uh you know overcoming objections, making
[02:50:33] you know overcoming objections, making more sales or are you still looking?
[02:50:36] more sales or are you still looking? Okay. Have you found what you're looking
[02:50:37] Okay. Have you found what you're looking for? Are you still looking? And they
[02:50:39] for? Are you still looking? And they say, "Oh, I'm still looking." Uh well,
[02:50:40] say, "Oh, I'm still looking." Uh well, do you know what you're looking for like
[02:50:42] do you know what you're looking for like specifically? Right. Boom. Now we're
[02:50:44] specifically? Right. Boom. Now we're right into the process. And I'll dive a
[02:50:46] right into the process. And I'll dive a lot more into the process later. But
[02:50:48] lot more into the process later. But that's how we then start the start the
[02:50:50] that's how we then start the start the conversation. Okay. So, what's coming up
[02:50:51] conversation. Okay. So, what's coming up for you right now that has you looking
[02:50:52] for you right now that has you looking for that? Okay. Do you know what you're
[02:50:54] for that? Okay. Do you know what you're looking for specifically? Oh, just
[02:50:56] looking for specifically? Oh, just looking to, you know, overcome
[02:50:57] looking to, you know, overcome objections. Well, what's coming up for
[02:50:59] objections. Well, what's coming up for you right now on your sales calls that
[02:51:01] you right now on your sales calls that that's making you look for ways to, I
[02:51:03] that's making you look for ways to, I guess, get help overcoming objections or
[02:51:05] guess, get help overcoming objections or right now I'm getting hammered with
[02:51:06] right now I'm getting hammered with objections. Oh, no. Let's talk about it.
[02:51:08] objections. Oh, no. Let's talk about it. Right? And then we go into situation.
[02:51:11] Right? And then we go into situation. Uh, these are just going to be the the
[02:51:13] Uh, these are just going to be the the basics. Okay. What are you doing now?
[02:51:15] basics. Okay. What are you doing now? How long you've been doing that? What
[02:51:16] How long you've been doing that? What caused you to do it that way? Depending
[02:51:18] caused you to do it that way? Depending on what you sell, you're going to change
[02:51:19] on what you sell, you're going to change whatever situation questions you're
[02:51:21] whatever situation questions you're going to ask. All situation questions
[02:51:22] going to ask. All situation questions are is just to gauge what their current
[02:51:25] are is just to gauge what their current situation, what's the information you
[02:51:26] situation, what's the information you need from them. Okay? Then you're going
[02:51:28] need from them. Okay? Then you're going to gauge for time. Okay? So, you're
[02:51:30] to gauge for time. Okay? So, you're going to gauge for time to see if you
[02:51:32] going to gauge for time to see if you can sell them right then and there or if
[02:51:33] can sell them right then and there or if you need to book them in. And uh do you
[02:51:35] you need to book them in. And uh do you have a bit of time here to dive into
[02:51:37] have a bit of time here to dive into like more of what you're looking for and
[02:51:39] like more of what you're looking for and how we might be able to help? If they're
[02:51:40] how we might be able to help? If they're like, "Oh, yeah. I got some time." Like,
[02:51:42] like, "Oh, yeah. I got some time." Like, go for it. If they don't, okay, book
[02:51:44] go for it. If they don't, okay, book them in. If yes, do sales calls, pitch,
[02:51:48] them in. If yes, do sales calls, pitch, sell them right there on the phone. This
[02:51:49] sell them right there on the phone. This person is a no sale or no show. So,
[02:51:51] person is a no sale or no show. So, likelihood that they're going to no show
[02:51:53] likelihood that they're going to no show again is probably pretty high. You have
[02:51:55] again is probably pretty high. You have them on the phone right there. There is
[02:51:57] them on the phone right there. There is no rule in the rule book saying like,
[02:51:58] no rule in the rule book saying like, "Hey, I can't call somebody up on the
[02:52:00] "Hey, I can't call somebody up on the phone. They'll not be on Zoom. It may
[02:52:02] phone. They'll not be on Zoom. It may just sell them, right? I've done it tons
[02:52:03] just sell them, right? I've done it tons of times." Okay? If no, pull out a
[02:52:06] of times." Okay? If no, pull out a problem, create a gap, and then book
[02:52:07] problem, create a gap, and then book them in. Okay? Pretty pretty simple.
[02:52:11] them in. Okay? Pretty pretty simple. Okay? So, that is follow-ups. Now, let's
[02:52:13] Okay? So, that is follow-ups. Now, let's talk about upselles. Okay, so you should
[02:52:16] talk about upselles. Okay, so you should be getting the most lifetime value out
[02:52:18] be getting the most lifetime value out of each client. Okay, the reason is is
[02:52:22] of each client. Okay, the reason is is if you have a $5,000 program that you
[02:52:24] if you have a $5,000 program that you get people in and then let's say a
[02:52:26] get people in and then let's say a $10,000 upsell, you want the lifetime
[02:52:29] $10,000 upsell, you want the lifetime value, the commissions you get off of
[02:52:31] value, the commissions you get off of each client you have coming in to at
[02:52:33] each client you have coming in to at least be like 50% added from the upsell.
[02:52:36] least be like 50% added from the upsell. So, let's say you get $500 from the the
[02:52:38] So, let's say you get $500 from the the normal sale and then the upsell you get
[02:52:41] normal sale and then the upsell you get $1,000. On average, each client coming
[02:52:44] $1,000. On average, each client coming in should make you $1,000. So, 50% of
[02:52:46] in should make you $1,000. So, 50% of people should ascend. Okay. Now, maybe
[02:52:49] people should ascend. Okay. Now, maybe that's a little bit ambitious. That's
[02:52:50] that's a little bit ambitious. That's what I'm always shooting for at least.
[02:52:52] what I'm always shooting for at least. At least at least 30%. Okay. So, this is
[02:52:56] At least at least 30%. Okay. So, this is an example cuz every program is going to
[02:52:59] an example cuz every program is going to be a little bit different. You want to
[02:53:00] be a little bit different. You want to craft your upsell process to really have
[02:53:03] craft your upsell process to really have high touch points when people start
[02:53:05] high touch points when people start seeing results. Because as soon as
[02:53:07] seeing results. Because as soon as somebody starts seeing results, like,
[02:53:08] somebody starts seeing results, like, "Oh, this [ __ ] works." That's when
[02:53:10] "Oh, this [ __ ] works." That's when they're most likely to upsell. That's
[02:53:12] they're most likely to upsell. That's when they're most likely to give you
[02:53:13] when they're most likely to give you referrals. That's when they're most
[02:53:15] referrals. That's when they're most likely to give you whatever it is that
[02:53:17] likely to give you whatever it is that you want. So, the first person that they
[02:53:19] you want. So, the first person that they should be talking to as soon as they
[02:53:20] should be talking to as soon as they start seeing whatever it is you're
[02:53:21] start seeing whatever it is you're selling works is you, the person who
[02:53:23] selling works is you, the person who sold them. That's how you're going to
[02:53:24] sold them. That's how you're going to get more referrals. It's how you're
[02:53:26] get more referrals. It's how you're going to get more upsells. Okay, cool.
[02:53:28] going to get more upsells. Okay, cool. So, you want the this is an example for
[02:53:30] So, you want the this is an example for a 90-day program. If you have longer
[02:53:32] a 90-day program. If you have longer programs, it's going to be a little bit
[02:53:33] programs, it's going to be a little bit different, but you want the touch points
[02:53:34] different, but you want the touch points to be around like 7 to 14 days. Okay?
[02:53:38] to be around like 7 to 14 days. Okay? Frontload support. Give them quick wins
[02:53:40] Frontload support. Give them quick wins as soon as possible. So, as soon as
[02:53:42] as soon as possible. So, as soon as somebody jumps into the program, that's
[02:53:43] somebody jumps into the program, that's when they're most likely to fall off.
[02:53:45] when they're most likely to fall off. Okay? So, once they're actually in the
[02:53:47] Okay? So, once they're actually in the program, they got a couple quick wins,
[02:53:50] program, they got a couple quick wins, dopamine, like they hit it like, "Oh,
[02:53:51] dopamine, like they hit it like, "Oh, dude, this stuff works." They're more
[02:53:52] dude, this stuff works." They're more likely to keep going after it. So, you
[02:53:54] likely to keep going after it. So, you want to design your process to make sure
[02:53:55] want to design your process to make sure they get quick wins and you're there for
[02:53:58] they get quick wins and you're there for support. Okay? So, you want to depending
[02:54:01] support. Okay? So, you want to depending on when they're most likely to see
[02:54:03] on when they're most likely to see results, I would say typically 14 to 21
[02:54:05] results, I would say typically 14 to 21 days, you want to set a check-in call 15
[02:54:08] days, you want to set a check-in call 15 to 30 minutes after the sale. Okay? So,
[02:54:10] to 30 minutes after the sale. Okay? So, on the actual call after you sell them,
[02:54:12] on the actual call after you sell them, what you're going to do is you're going
[02:54:13] what you're going to do is you're going to book a follow-up, okay? A check-in
[02:54:17] to book a follow-up, okay? A check-in call. and you're going to tell them,
[02:54:19] call. and you're going to tell them, "Hey, this is just an extra layer of
[02:54:21] "Hey, this is just an extra layer of support in case you have any questions
[02:54:23] support in case you have any questions and I can provide as much value as
[02:54:24] and I can provide as much value as possible." Okay, number two, you're
[02:54:26] possible." Okay, number two, you're going to seed the upsell. All right,
[02:54:29] going to seed the upsell. All right, I'll show you exactly how I seed the
[02:54:30] I'll show you exactly how I seed the upsell, but you're going to seed the
[02:54:32] upsell, but you're going to seed the upsell. Often times, people do not buy
[02:54:35] upsell. Often times, people do not buy upselles because they don't know there
[02:54:36] upselles because they don't know there is one, right? So, if you just let
[02:54:38] is one, right? So, if you just let people know that there is more stuff to
[02:54:40] people know that there is more stuff to buy, if they're happy with the company
[02:54:42] buy, if they're happy with the company that they're like you're working with,
[02:54:43] that they're like you're working with, okay, they'll just buy more stuff. crazy
[02:54:46] okay, they'll just buy more stuff. crazy thought process. Okay, you can add them
[02:54:48] thought process. Okay, you can add them on social media, let them know if they
[02:54:49] on social media, let them know if they have any problem, reach out to you. You
[02:54:51] have any problem, reach out to you. You are the first source of contact. Like I
[02:54:53] are the first source of contact. Like I always tell them like, "Hey man, if I
[02:54:55] always tell them like, "Hey man, if I don't know how to solve the problem,
[02:54:56] don't know how to solve the problem, I'll find you somebody who does. Reach
[02:54:58] I'll find you somebody who does. Reach out to me first." So after the sale,
[02:55:00] out to me first." So after the sale, check-in text a day later, okay? One day
[02:55:03] check-in text a day later, okay? One day after the sale. And again, you can set
[02:55:05] after the sale. And again, you can set this in an automation, a workflow in
[02:55:07] this in an automation, a workflow in your calendar, or you can just
[02:55:08] your calendar, or you can just automatically do this. I've joined so
[02:55:10] automatically do this. I've joined so many programs, right? The amount of
[02:55:13] many programs, right? The amount of times that people have actually checked
[02:55:15] times that people have actually checked into me like, "Hey, you get access to
[02:55:16] into me like, "Hey, you get access to everything all right? Like, how how is
[02:55:17] everything all right? Like, how how is everything going?" is low, right? So,
[02:55:20] everything going?" is low, right? So, it's like they make the sale and then
[02:55:22] it's like they make the sale and then the relationship severs. You never talk
[02:55:23] the relationship severs. You never talk to a salesperson ever again. No, you
[02:55:26] to a salesperson ever again. No, you want that relationship. This person like
[02:55:27] want that relationship. This person like you just built rapport, they just gave
[02:55:29] you just built rapport, they just gave you money. Fantastic. You want to get
[02:55:31] you money. Fantastic. You want to get the most lifetime value out of each
[02:55:32] the most lifetime value out of each client you bring in. Referrals,
[02:55:34] client you bring in. Referrals, upselles. Okay? So, check in text. Hey,
[02:55:36] upselles. Okay? So, check in text. Hey, any issues getting access to everything,
[02:55:39] any issues getting access to everything, right? Simple.
[02:55:41] right? Simple. 7 days after the sale. Hey, how's
[02:55:43] 7 days after the sale. Hey, how's everything going with the program?
[02:55:44] everything going with the program? Simple, right? Just checking in, see how
[02:55:46] Simple, right? Just checking in, see how the progress is going. 14 days after the
[02:55:48] the progress is going. 14 days after the sale, another week. Okay, still going
[02:55:51] sale, another week. Okay, still going good. Anything you're stuck on, right?
[02:55:53] good. Anything you're stuck on, right? Simple, easy. Okay, then you have your
[02:55:57] Simple, easy. Okay, then you have your booked call, right? Your check-in call.
[02:55:58] booked call, right? Your check-in call. 21 days after the sale, let's just say
[02:56:00] 21 days after the sale, let's just say like again for a uh a uh a 90-day
[02:56:04] like again for a uh a uh a 90-day program. That's pretty standard. So, the
[02:56:06] program. That's pretty standard. So, the check-in call, you're sharing wins,
[02:56:08] check-in call, you're sharing wins, you're asking for referrals, you're
[02:56:10] you're asking for referrals, you're finding issues, you're seating the
[02:56:12] finding issues, you're seating the upsell, and you're sending assets to
[02:56:14] upsell, and you're sending assets to upsell or you can upsell them if they're
[02:56:16] upsell or you can upsell them if they're already keen. And then you're going to
[02:56:18] already keen. And then you're going to book in another call for a month to 6
[02:56:21] book in another call for a month to 6 weeks out from that call where you're
[02:56:23] weeks out from that call where you're going to upsell them. Okay? So, when
[02:56:26] going to upsell them. Okay? So, when you're talking about like, hey, you hop
[02:56:28] you're talking about like, hey, you hop on the call, it's like, hey man, like
[02:56:29] on the call, it's like, hey man, like how's the program been? Like, what are
[02:56:30] how's the program been? Like, what are some of the wins? You're going to ask
[02:56:32] some of the wins? You're going to ask them for referrals like, hey, how do you
[02:56:33] them for referrals like, hey, how do you feel like we've helped you the most? And
[02:56:35] feel like we've helped you the most? And I'll go through the exact like referral
[02:56:37] I'll go through the exact like referral um script as well, but it's like, hey,
[02:56:39] um script as well, but it's like, hey, how do you feel like we helped you the
[02:56:40] how do you feel like we helped you the most? And with that in mind, who else do
[02:56:42] most? And with that in mind, who else do you know that like would really be
[02:56:43] you know that like would really be needed help with that? Right? Ask for
[02:56:45] needed help with that? Right? Ask for referrals, find issues, right? Find
[02:56:47] referrals, find issues, right? Find problems. Like, what are you struggling
[02:56:49] problems. Like, what are you struggling with? Makes sense. And we typically
[02:56:50] with? Makes sense. And we typically don't show this on our XYZ program, but
[02:56:53] don't show this on our XYZ program, but in this program, influencer, they did a
[02:56:56] in this program, influencer, they did a training go going over that. Would that
[02:56:58] training go going over that. Would that help you? Okay. So, what you're doing is
[02:57:00] help you? Okay. So, what you're doing is like you're finding issues and like
[02:57:02] like you're finding issues and like you're seeding that like, "Hey, we solve
[02:57:05] you're seeding that like, "Hey, we solve these issues." Whatever it is, right?
[02:57:07] these issues." Whatever it is, right? Maybe it's one-on-one support, whatever
[02:57:08] Maybe it's one-on-one support, whatever it is, like you're sending them over
[02:57:10] it is, like you're sending them over like some type of asset or whatever it
[02:57:13] like some type of asset or whatever it is that makes the upper like the hire
[02:57:14] is that makes the upper like the hire program more su like why it's more
[02:57:17] program more su like why it's more successful. For example, like when I was
[02:57:20] successful. For example, like when I was selling uh for a B toc sales training
[02:57:22] selling uh for a B toc sales training company, I don't know if I want to say
[02:57:24] company, I don't know if I want to say the name, I might get another cease and
[02:57:25] the name, I might get another cease and assist seventh level. Um, so I was
[02:57:28] assist seventh level. Um, so I was selling for them like they would they
[02:57:29] selling for them like they would they would okay they would join the uh
[02:57:31] would okay they would join the uh fundamentals a learning portal that
[02:57:33] fundamentals a learning portal that comes with like one training or one
[02:57:35] comes with like one training or one coaching call like per week. Okay.
[02:57:36] coaching call like per week. Okay. People didn't feel like they're getting
[02:57:38] People didn't feel like they're getting enough support with that because it is
[02:57:39] enough support with that because it is the lower ticket one. It's only like 4K.
[02:57:41] the lower ticket one. It's only like 4K. Um then I'm like okay well it's like
[02:57:44] Um then I'm like okay well it's like yeah and it's like we typically don't go
[02:57:45] yeah and it's like we typically don't go over like specific scripting or
[02:57:47] over like specific scripting or different things like on that. Um that
[02:57:48] different things like on that. Um that that's more like done like in our inner
[02:57:50] that's more like done like in our inner circle our more advanced program. But if
[02:57:52] circle our more advanced program. But if it would help, man, I can actually send
[02:57:53] it would help, man, I can actually send you over like one of the trainings like
[02:57:55] you over like one of the trainings like you know he did on scripting in that
[02:57:57] you know he did on scripting in that specific area. You feel like that would
[02:57:58] specific area. You feel like that would help you? Fantastic. Go ahead, send it
[02:58:01] help you? Fantastic. Go ahead, send it to him. You book in another check-in
[02:58:02] to him. You book in another check-in call for 4 to 6 weeks. Right after the
[02:58:04] call for 4 to 6 weeks. Right after the call, send them the asset. Hey, just
[02:58:06] call, send them the asset. Hey, just sent you over that advanced training on
[02:58:07] sent you over that advanced training on XYZ. Let me know what you think. Right
[02:58:10] XYZ. Let me know what you think. Right two weeks in after the check-in call,
[02:58:12] two weeks in after the check-in call, like, hey, how's everything going? You
[02:58:13] like, hey, how's everything going? You know, with problem or goal, did the
[02:58:15] know, with problem or goal, did the training help? And then five weeks after
[02:58:17] training help? And then five weeks after the call, you're going to get referrals
[02:58:19] the call, you're going to get referrals and go for the upsell.
[02:58:22] and go for the upsell. Okay. Okay, cool.
[02:58:25] Okay. Okay, cool. So, how do we actually end the call
[02:58:28] So, how do we actually end the call after we make a sale to seed the upsell
[02:58:31] after we make a sale to seed the upsell and make sure we're asking for
[02:58:32] and make sure we're asking for referrals? Do this on every single call
[02:58:35] referrals? Do this on every single call that you have. If you don't have an
[02:58:37] that you have. If you don't have an upsell, then don't do the upsell part,
[02:58:40] upsell, then don't do the upsell part, but at least ask for referrals in every
[02:58:41] but at least ask for referrals in every single call. It'll make you more money.
[02:58:43] single call. It'll make you more money. If you're not doing this, you just must
[02:58:44] If you're not doing this, you just must hate money. Okay? So, seeding the
[02:58:46] hate money. Okay? So, seeding the upsell, take payment, make sure they're
[02:58:49] upsell, take payment, make sure they're on boarded. Do not do this before you
[02:58:52] on boarded. Do not do this before you take payment. Right? Okay. Do not put
[02:58:54] take payment. Right? Okay. Do not put the car before the horse. Okay? Get buy
[02:58:56] the car before the horse. Okay? Get buy in that they just made the right
[02:58:57] in that they just made the right decision. Hey, I know this is a big
[02:58:59] decision. Hey, I know this is a big step. Like, how do you feel jumping on
[02:59:00] step. Like, how do you feel jumping on board, man? Right. Feeling good. You
[02:59:02] board, man? Right. Feeling good. You know what I mean? I I say that after
[02:59:03] know what I mean? I I say that after every sale. Like, hey, man, that's the
[02:59:05] every sale. Like, hey, man, that's the hardest part. How does it feel jumping
[02:59:07] hardest part. How does it feel jumping on board? I then the reason why like I
[02:59:09] on board? I then the reason why like I want them to start to reaffirm that they
[02:59:11] want them to start to reaffirm that they made a great decision cuz I want to get
[02:59:13] made a great decision cuz I want to get in front of any chargebacks. Okay. If
[02:59:15] in front of any chargebacks. Okay. If they seem nervous, I'm I'm gonna like
[02:59:18] they seem nervous, I'm I'm gonna like take a leadership frame right here.
[02:59:19] take a leadership frame right here. Like, hey, man, can I make a suggestion?
[02:59:21] Like, hey, man, can I make a suggestion? All that nerves, energy, and fear. That
[02:59:23] All that nerves, energy, and fear. That was before we made the decision. Now
[02:59:24] was before we made the decision. Now that we actually made the decision,
[02:59:26] that we actually made the decision, let's take all that energy and focus on
[02:59:28] let's take all that energy and focus on how we make that decision pay off. All
[02:59:30] how we make that decision pay off. All right? Something we could do cuz wasted
[02:59:32] right? Something we could do cuz wasted energy, right? That's that's true. Once
[02:59:35] energy, right? That's that's true. Once you make a decision, focus all your
[02:59:36] you make a decision, focus all your wasted energy on like, did I make the
[02:59:37] wasted energy on like, did I make the right decision to get [ __ ] done, right?
[02:59:40] right decision to get [ __ ] done, right? Just like what I'm telling you now.
[02:59:41] Just like what I'm telling you now. Don't like, oh, like, is this right
[02:59:42] Don't like, oh, like, is this right information? Just [ __ ] just do it,
[02:59:44] information? Just [ __ ] just do it, bro. Okay. Now, and we both agreed that
[02:59:47] bro. Okay. Now, and we both agreed that this is a great decision. Why did you
[02:59:49] this is a great decision. Why did you decide like right now is the best time
[02:59:50] decide like right now is the best time to dive in? Right. So, I got like, "Hey,
[02:59:52] to dive in? Right. So, I got like, "Hey, man. How does it feel? Why do you feel
[02:59:54] man. How does it feel? Why do you feel like right now is the best time to dive
[02:59:55] like right now is the best time to dive in?" Oh, well, right now is the best
[02:59:57] in?" Oh, well, right now is the best time because of like A, B, and C and
[02:59:58] time because of like A, B, and C and like 1, two, and three. And then right
[03:00:00] like 1, two, and three. And then right after that, like what? Right after they
[03:00:02] after that, like what? Right after they are like talking it up how this is a
[03:00:04] are like talking it up how this is a great decision. I'm going to ask them
[03:00:06] great decision. I'm going to ask them for a referral. Hey man, like fantastic.
[03:00:08] for a referral. Hey man, like fantastic. Like with that in mind, what we see is
[03:00:10] Like with that in mind, what we see is when clients have like someone else
[03:00:11] when clients have like someone else who's like in the program like going
[03:00:13] who's like in the program like going through it, it's and there's a bit of a
[03:00:14] through it, it's and there's a bit of a friendly competition, they get better
[03:00:16] friendly competition, they get better results. So, who else do you know who
[03:00:17] results. So, who else do you know who has problem or looking to get to goal?
[03:00:19] has problem or looking to get to goal? Now, if it's not like a coaching
[03:00:20] Now, if it's not like a coaching program, you take this out, it's like,
[03:00:22] program, you take this out, it's like, hey, like fantastic. With that in mind,
[03:00:24] hey, like fantastic. With that in mind, like who else do you know who has
[03:00:26] like who else do you know who has problem or looking to get to goal? If
[03:00:28] problem or looking to get to goal? If you have rapport and they say no, it's
[03:00:30] you have rapport and they say no, it's like um again, only do this if you have
[03:00:32] like um again, only do this if you have rapport with them. Like, well, do you
[03:00:35] rapport with them. Like, well, do you hate me or do you hate your friends? and
[03:00:37] hate me or do you hate your friends? and smile like laugh because if you think
[03:00:39] smile like laugh because if you think we're great then you want to tell your
[03:00:41] we're great then you want to tell your friends about it unless you hate them or
[03:00:42] friends about it unless you hate them or if you hate us you don't want to tell
[03:00:44] if you hate us you don't want to tell your friends about it because you don't
[03:00:45] your friends about it because you don't think we're getting the results like
[03:00:46] think we're getting the results like which one is it okay you can play around
[03:00:48] which one is it okay you can play around with it a little bit okay cool so then
[03:00:50] with it a little bit okay cool so then in terms of like next steps after you
[03:00:52] in terms of like next steps after you ask for referrals you get some referrals
[03:00:53] ask for referrals you get some referrals all that fun stuff and then next steps
[03:00:55] all that fun stuff and then next steps this is when you're going to seed the
[03:00:57] this is when you're going to seed the upsell okay and and just so you know a
[03:01:00] upsell okay and and just so you know a lot of people always ask me like hey
[03:01:02] lot of people always ask me like hey what do you do after the program what
[03:01:03] what do you do after the program what most clients do is they upgrade to our
[03:01:05] most clients do is they upgrade to our advanced like backend program name where
[03:01:07] advanced like backend program name where they get more whatever they get more of.
[03:01:09] they get more whatever they get more of. It's a bit early to talk about that
[03:01:11] It's a bit early to talk about that right now because it's a bit too
[03:01:12] right now because it's a bit too advanced for where we're at, but if you
[03:01:14] advanced for where we're at, but if you would like, I can send you over a sneak
[03:01:15] would like, I can send you over a sneak peek of what that would look like.
[03:01:17] peek of what that would look like. Something you want me to shoot over.
[03:01:19] Something you want me to shoot over. Okay, for an example, like a company
[03:01:21] Okay, for an example, like a company that I'm working with. It's a business
[03:01:22] that I'm working with. It's a business opportunity, right? Like helping people
[03:01:24] opportunity, right? Like helping people start their business and then there's a
[03:01:26] start their business and then there's a backend like it's a back-end program to
[03:01:28] backend like it's a back-end program to help people that are already at like 10K
[03:01:29] help people that are already at like 10K per month to go to 50K per month. So,
[03:01:32] per month to go to 50K per month. So, what do I do? It's like um and and what
[03:01:35] what do I do? It's like um and and what a lot of people ask is like, "Hey, what
[03:01:36] a lot of people ask is like, "Hey, what do you do after the program?" What most
[03:01:38] do you do after the program?" What most clients do is they upgrade to like our
[03:01:40] clients do is they upgrade to like our mastermind program on the back end after
[03:01:41] mastermind program on the back end after they did get the 10,000 per month to
[03:01:43] they did get the 10,000 per month to really figure out like how do we scale
[03:01:44] really figure out like how do we scale it and get the $50,000 per month. Now,
[03:01:46] it and get the $50,000 per month. Now, it's a bit early to actually talk about
[03:01:48] it's a bit early to actually talk about that right now cuz it's a bit too
[03:01:49] that right now cuz it's a bit too advanced. We need to get the business up
[03:01:50] advanced. We need to get the business up and going first, but if you'd like, I
[03:01:52] and going first, but if you'd like, I can send you over a sneak peek of
[03:01:53] can send you over a sneak peek of exactly what that would look like.
[03:01:55] exactly what that would look like. Something you think I uh would be
[03:01:56] Something you think I uh would be helpful if I shoot over, fantastic. Go
[03:01:58] helpful if I shoot over, fantastic. Go ahead, shoot it over to them. You're
[03:01:59] ahead, shoot it over to them. You're seating the upsell there. Okay, cool. So
[03:02:03] seating the upsell there. Okay, cool. So now let's talk about how we ask for
[03:02:05] now let's talk about how we ask for referrals on the actual referral
[03:02:08] referrals on the actual referral meeting. Okay. So it's going to be
[03:02:11] meeting. Okay. So it's going to be pretty simple to how we just ask for a
[03:02:14] pretty simple to how we just ask for a referral then. Okay. So when a new
[03:02:16] referral then. Okay. So when a new prospect signs up there's a high there's
[03:02:18] prospect signs up there's a high there's a high point in the first 7 to 21 days
[03:02:20] a high point in the first 7 to 21 days where they get results really take
[03:02:21] where they get results really take action depending on the effectiveness of
[03:02:23] action depending on the effectiveness of the onboarding system. The account has
[03:02:25] the onboarding system. The account has like 7 days not so hot delivery. Uh 21
[03:02:27] like 7 days not so hot delivery. Uh 21 days for the good delivery. If you can
[03:02:29] days for the good delivery. If you can use that as a sliding scale to decide
[03:02:31] use that as a sliding scale to decide like what works best. Okay? Again, you
[03:02:33] like what works best. Okay? Again, you want to get referrals. Like you want to
[03:02:35] want to get referrals. Like you want to ask right after the sale, you also want
[03:02:36] ask right after the sale, you also want to ask when they start getting results
[03:02:39] to ask when they start getting results cuz for some people they'll give you it
[03:02:41] cuz for some people they'll give you it right away. Other people, they want to
[03:02:42] right away. Other people, they want to see results coming in first. You want to
[03:02:44] see results coming in first. You want to get both of those people. Okay?
[03:02:47] get both of those people. Okay? So, existing clients, we can help create
[03:02:49] So, existing clients, we can help create up high points, upsell opportunities by
[03:02:52] up high points, upsell opportunities by setting short-term goals and placing
[03:02:54] setting short-term goals and placing accountability structure to hit
[03:02:55] accountability structure to hit short-term goals, right? Something I
[03:02:57] short-term goals, right? Something I would always do as part of like the
[03:02:59] would always do as part of like the check-in calls, I'd tell them like, "Hey
[03:03:00] check-in calls, I'd tell them like, "Hey man, I'm going to be there like as your
[03:03:01] man, I'm going to be there like as your level of accountability to make sure we
[03:03:02] level of accountability to make sure we hit your goals." On board with that.
[03:03:04] hit your goals." On board with that. Fantastic. Okay. So, on the actual call
[03:03:07] Fantastic. Okay. So, on the actual call after you talk to them about their wins,
[03:03:09] after you talk to them about their wins, like, "Hey, I appreciate the opportunity
[03:03:11] like, "Hey, I appreciate the opportunity to help you. Can I ask in your mind, how
[03:03:13] to help you. Can I ask in your mind, how do you feel like we've been able to help
[03:03:14] do you feel like we've been able to help you the most?" With that in mind, who
[03:03:16] you the most?" With that in mind, who else do you know that might be
[03:03:17] else do you know that might be struggling with painoint in their
[03:03:19] struggling with painoint in their business or whatever it is, like
[03:03:20] business or whatever it is, like switches, whatever it is. Okay. And can
[03:03:23] switches, whatever it is. Okay. And can you tell me a little bit more about that
[03:03:24] you tell me a little bit more about that person and why you feel like that like
[03:03:26] person and why you feel like that like we could be able to help them? And how
[03:03:27] we could be able to help them? And how do you think it would be best to
[03:03:29] do you think it would be best to approach, you know, John?
[03:03:32] approach, you know, John? Do you feel like it would be like you
[03:03:34] Do you feel like it would be like you should like communicate with them first?
[03:03:35] should like communicate with them first? Uh that I would be like calling them.
[03:03:37] Uh that I would be like calling them. What do you think you should say? Can I
[03:03:38] What do you think you should say? Can I make a suggestion? What if you talked to
[03:03:41] make a suggestion? What if you talked to them about the problems and challenges
[03:03:42] them about the problems and challenges that you have in your business and how
[03:03:44] that you have in your business and how we solved those like for you? So to see
[03:03:47] we solved those like for you? So to see like uh if they have the same issues as
[03:03:48] like uh if they have the same issues as well, would that make sense? Okay. So,
[03:03:52] well, would that make sense? Okay. So, what you're doing now, you can either
[03:03:54] what you're doing now, you can either like, hey, have them reach out first or
[03:03:56] like, hey, have them reach out first or create a group text. I like the group
[03:03:58] create a group text. I like the group text, but I have it here like in the
[03:04:01] text, but I have it here like in the script of like, hey, just reaching out
[03:04:02] script of like, hey, just reaching out first. What you're doing is you're
[03:04:04] first. What you're doing is you're coaching them on what they should say to
[03:04:07] coaching them on what they should say to the referral to best line up the sales
[03:04:10] the referral to best line up the sales conversation. So, you're going to say
[03:04:11] conversation. So, you're going to say like, hey, can I make a suggestion?
[03:04:12] like, hey, can I make a suggestion? You're basically giving them a mini
[03:04:14] You're basically giving them a mini sales pitch. Can you uh can you talk to
[03:04:16] sales pitch. Can you uh can you talk to him about like the problems and
[03:04:18] him about like the problems and challenges like you're having like in
[03:04:19] challenges like you're having like in your business and how we solve those for
[03:04:21] your business and how we solve those for you to see if that might be uh some of
[03:04:23] you to see if that might be uh some of the same issues as well? Would that make
[03:04:24] the same issues as well? Would that make sense? So, besides like referral name,
[03:04:26] sense? So, besides like referral name, is there anyone else that you know you
[03:04:28] is there anyone else that you know you feel like I could possibly help?
[03:04:30] feel like I could possibly help? Okay. So, you're going to ask for
[03:04:32] Okay. So, you're going to ask for another referral after you get one. Ask
[03:04:33] another referral after you get one. Ask for another. Ask for another. Ask for
[03:04:35] for another. Ask for another. Ask for another. Again, relentless.
[03:04:37] another. Again, relentless. Then, when you're calling the referral
[03:04:38] Then, when you're calling the referral like, "Hey, this uh is this uh John?
[03:04:41] like, "Hey, this uh is this uh John? Hey, John. This is Christian. A mutual
[03:04:43] Hey, John. This is Christian. A mutual friend business associate of yours. Um
[03:04:46] friend business associate of yours. Um like existing client name suggested I
[03:04:48] like existing client name suggested I call you uh as I recently helped them
[03:04:50] call you uh as I recently helped them get to improve their efficiency in their
[03:04:52] get to improve their efficiency in their business and existing outcome you know
[03:04:54] business and existing outcome you know customers name and I'd mentioned that
[03:04:57] customers name and I'd mentioned that you might be looking for ways to do that
[03:04:59] you might be looking for ways to do that as well. Like is this appropriate time
[03:05:00] as well. Like is this appropriate time to talk? So you're just saying like hey
[03:05:03] to talk? So you're just saying like hey John I'm Christian
[03:05:05] John I'm Christian Jesse over here. send me over to you
[03:05:07] Jesse over here. send me over to you because like I helped him solve this
[03:05:09] because like I helped him solve this problem and he assumed like you might
[03:05:10] problem and he assumed like you might need help with that problem as well. Uh
[03:05:12] need help with that problem as well. Uh it's now a good time to talk. Simple,
[03:05:14] it's now a good time to talk. Simple, straight to the point. Don't need to
[03:05:16] straight to the point. Don't need to over complicate it. Okay. Most of the
[03:05:18] over complicate it. Okay. Most of the time, even if you ask for referrals in a
[03:05:21] time, even if you ask for referrals in a nonoptimal way, you will just make more
[03:05:23] nonoptimal way, you will just make more money overall. So just it's something
[03:05:25] money overall. So just it's something you just need to do. Just ask for
[03:05:28] you just need to do. Just ask for referrals. Okay. So now let's talk about
[03:05:31] referrals. Okay. So now let's talk about upsell text blast. So, this is also
[03:05:34] upsell text blast. So, this is also something again like you could do on the
[03:05:35] something again like you could do on the back end. You can do this to other
[03:05:38] back end. You can do this to other people's sales or if some of your sales
[03:05:40] people's sales or if some of your sales fell through the cracks or if you
[03:05:42] fell through the cracks or if you haven't put in the upsell system yet and
[03:05:44] haven't put in the upsell system yet and you have a lot of people you had sold,
[03:05:46] you have a lot of people you had sold, send this out to them. Okay? So, send
[03:05:48] send this out to them. Okay? So, send out once a month set in your calendar as
[03:05:50] out once a month set in your calendar as a reoccurring event just like we do with
[03:05:53] a reoccurring event just like we do with the no sale the funding text blast first
[03:05:56] the no sale the funding text blast first Monday of every month as an example. If
[03:05:58] Monday of every month as an example. If you don't have an upsell, do the same
[03:06:00] you don't have an upsell, do the same for renewals or offer a special for
[03:06:02] for renewals or offer a special for referrals. Okay? Find ways to send deals
[03:06:06] referrals. Okay? Find ways to send deals to your existing clients. All right?
[03:06:08] to your existing clients. All right? Your existing sales. Talk to the
[03:06:10] Your existing sales. Talk to the managers like, "Hey, can we do a can we
[03:06:11] managers like, "Hey, can we do a can we do a process like for referrals?"
[03:06:13] do a process like for referrals?" Something along those lines. Okay? Start
[03:06:16] Something along those lines. Okay? Start with people who have bought more
[03:06:16] with people who have bought more expensive stuff first. Blast the higher
[03:06:18] expensive stuff first. Blast the higher ticket programs before the lower ticket
[03:06:20] ticket programs before the lower ticket programs. Why? People that spent more
[03:06:22] programs. Why? People that spent more money with you typically are going to be
[03:06:23] money with you typically are going to be more bought in in what you guys are
[03:06:24] more bought in in what you guys are doing. So, use smart views in your CRM.
[03:06:27] doing. So, use smart views in your CRM. Current or past clients, local time, 8
[03:06:29] Current or past clients, local time, 8 a.m. to 8:00 PM. If unsure how to
[03:06:31] a.m. to 8:00 PM. If unsure how to commit, create smart views. Ask your
[03:06:33] commit, create smart views. Ask your tech team, sales manager, or look up the
[03:06:36] tech team, sales manager, or look up the CRM on YouTube for different tutorials.
[03:06:38] CRM on YouTube for different tutorials. I can't spell. All right. Cool, cool,
[03:06:40] I can't spell. All right. Cool, cool, cool, cool, cool. Right? So, get like
[03:06:42] cool, cool, cool. Right? So, get like just, you know, do it in your CRM. If
[03:06:44] just, you know, do it in your CRM. If you don't have an option in your CRM,
[03:06:45] you don't have an option in your CRM, copy and paste these text blasts. Just
[03:06:47] copy and paste these text blasts. Just do the work. Make sure you have time
[03:06:48] do the work. Make sure you have time when you send out the text blast so
[03:06:50] when you send out the text blast so you're able to call the leads. Again,
[03:06:52] you're able to call the leads. Again, let's say it's on a Monday. Your first,
[03:06:54] let's say it's on a Monday. Your first, you know, no-show or whatever it is,
[03:06:56] you know, no-show or whatever it is, whites space, this is what you're doing.
[03:06:57] whites space, this is what you're doing. So, you can call leads as soon as
[03:06:59] So, you can call leads as soon as possible. As soon as somebody's
[03:07:00] possible. As soon as somebody's responds, call them right away,
[03:07:02] responds, call them right away, depending on the blast in time you have.
[03:07:04] depending on the blast in time you have. Sell them right then or book them in for
[03:07:06] Sell them right then or book them in for an upsell call. What are some examples?
[03:07:09] an upsell call. What are some examples? Client name. This is just Christian with
[03:07:11] Client name. This is just Christian with Precision Closers. We're running a
[03:07:12] Precision Closers. We're running a special this week and we're letting a
[03:07:14] special this week and we're letting a few clients get more personalized help
[03:07:16] few clients get more personalized help with error you help with. Send. Would
[03:07:18] with error you help with. Send. Would you like more details? Send. If no
[03:07:21] you like more details? Send. If no response after 24 hours, did you get my
[03:07:22] response after 24 hours, did you get my last message? You can set this up as a
[03:07:24] last message? You can set this up as a workflow example like in close where
[03:07:26] workflow example like in close where it's send one uh send one minute later
[03:07:28] it's send one uh send one minute later and then wait 24 hours to send this
[03:07:30] and then wait 24 hours to send this message and then again just put everyone
[03:07:33] message and then again just put everyone in the workflow. I'm pretty sure you
[03:07:35] in the workflow. I'm pretty sure you could do the same with other CRM. I'm
[03:07:36] could do the same with other CRM. I'm just most familiar with close. Okay,
[03:07:38] just most familiar with close. Okay, another example. Hey John, this is just
[03:07:41] another example. Hey John, this is just Christian with company. A few spots open
[03:07:43] Christian with company. A few spots open up for our program where we help
[03:07:45] up for our program where we help clients. Whatever you help with, send
[03:07:47] clients. Whatever you help with, send something you might be interested in
[03:07:48] something you might be interested in hearing. Send. If no response, hey, did
[03:07:50] hearing. Send. If no response, hey, did you get my last message? Okay.
[03:07:53] you get my last message? Okay. Client name. This is your name from
[03:07:54] Client name. This is your name from company. We just got word that we are
[03:07:56] company. We just got word that we are running a referral special. Special for
[03:07:58] running a referral special. Special for an upgrade. Special for renewal uh this
[03:08:01] an upgrade. Special for renewal uh this month where we can credit back your
[03:08:02] month where we can credit back your initial investment to upgrade you so you
[03:08:05] initial investment to upgrade you so you can get more whatever it is you help
[03:08:07] can get more whatever it is you help with. Send. Open to hearing more details
[03:08:10] with. Send. Open to hearing more details about this. Send. No response. You get
[03:08:12] about this. Send. No response. You get my last message. Simple, simple, simple.
[03:08:14] my last message. Simple, simple, simple. You just got to do it. Okay. Create
[03:08:16] You just got to do it. Okay. Create these workflows. send them out every
[03:08:18] these workflows. send them out every single month, you'll make more sales
[03:08:19] single month, you'll make more sales because of it. Okay,
[03:08:22] because of it. Okay, so let's say for example, they respond
[03:08:25] so let's say for example, they respond to an upsell text blast. What do you
[03:08:26] to an upsell text blast. What do you actually say? Okay, how do you actually
[03:08:28] actually say? Okay, how do you actually upsell them? Uh if you didn't sell them,
[03:08:31] upsell them? Uh if you didn't sell them, okay, um you're just going to be like,
[03:08:33] okay, um you're just going to be like, "Hey, name it's just name from company
[03:08:35] "Hey, name it's just name from company customer service team." Okay, if you're
[03:08:37] customer service team." Okay, if you're outbound dialing, okay, cuz if you have
[03:08:39] outbound dialing, okay, cuz if you have people who had booked in or that you're
[03:08:42] people who had booked in or that you're sales, you can just straight up dial
[03:08:44] sales, you can just straight up dial them, right? you should um if you're if
[03:08:46] them, right? you should um if you're if you're just outbound dialing, right? So,
[03:08:48] you're just outbound dialing, right? So, it's like, "Hey, name it's just name
[03:08:49] it's like, "Hey, name it's just name from company to customer service team."
[03:08:51] from company to customer service team." They just have me call you just to see
[03:08:52] They just have me call you just to see how the program is going. If they
[03:08:54] how the program is going. If they responded to uh the email text blast,
[03:08:57] responded to uh the email text blast, okay, it's just like see like you
[03:08:58] okay, it's just like see like you responded about like XYZ outcome. Okay?
[03:09:01] responded about like XYZ outcome. Okay? So, you just change how you introduce
[03:09:03] So, you just change how you introduce yourself. Then, it's just like, "Hey,
[03:09:04] yourself. Then, it's just like, "Hey, how have the results been so far? How do
[03:09:06] how have the results been so far? How do you feel like we've helped you the
[03:09:07] you feel like we've helped you the most?" Right? Then from there, we're
[03:09:09] most?" Right? Then from there, we're going to go like, "Hey, what's the new
[03:09:11] going to go like, "Hey, what's the new goal?
[03:09:13] goal? Do you want to keep growing or and
[03:09:15] Do you want to keep growing or and getting better? Are you okay at this
[03:09:16] getting better? Are you okay at this level? Why grow? What's the next level
[03:09:18] level? Why grow? What's the next level for you in XYZ? Why get to the next
[03:09:21] for you in XYZ? Why get to the next goal? Or what's the next goal? Why get
[03:09:23] goal? Or what's the next goal? Why get to that goal? Hey, what do you feel like
[03:09:24] to that goal? Hey, what do you feel like you need to get there? Why that? Quick
[03:09:26] you need to get there? Why that? Quick little future pace and getting goal like
[03:09:28] little future pace and getting goal like what would that actually do for you?
[03:09:29] what would that actually do for you? Okay, how so? In what way? What do you
[03:09:32] Okay, how so? In what way? What do you actually mean? And what would that do
[03:09:33] actually mean? And what would that do for you personally? Fantastic. Okay,
[03:09:36] for you personally? Fantastic. Okay, consequence. But what if you stay where
[03:09:37] consequence. But what if you stay where you're at and you don't grow? So, you
[03:09:39] you're at and you don't grow? So, you want to keep going. Present. Now, if
[03:09:42] want to keep going. Present. Now, if these are your leads, upsell
[03:09:44] these are your leads, upsell conversations are a lot more
[03:09:45] conversations are a lot more straightforward. You're like, "Hey man,
[03:09:46] straightforward. You're like, "Hey man, how's the results been? Do you want to
[03:09:47] how's the results been? Do you want to keep going?" Right? Here's the next
[03:09:48] keep going?" Right? Here's the next steps. That's like half of what my
[03:09:50] steps. That's like half of what my upsell conversations are, okay? And just
[03:09:53] upsell conversations are, okay? And just talking about next steps, but if they're
[03:09:54] talking about next steps, but if they're not your leads or if you need to build
[03:09:56] not your leads or if you need to build more of a gap, all you're going to do
[03:09:57] more of a gap, all you're going to do get new goal. What do they need to new
[03:09:59] get new goal. What do they need to new goal? What does that goal do for them?
[03:10:01] goal? What does that goal do for them? Consequence pitch. Simple, simple,
[03:10:02] Consequence pitch. Simple, simple, simple. 5 10 minute conversation. Then
[03:10:05] simple. 5 10 minute conversation. Then you're pitching them. Then you're
[03:10:06] you're pitching them. Then you're handling any concerns. All right. Cool.
[03:10:08] handling any concerns. All right. Cool. Now that you have the systems in place
[03:10:10] Now that you have the systems in place so nothing falls through the cracks,
[03:10:11] so nothing falls through the cracks, you'll start making more money and every
[03:10:13] you'll start making more money and every call is backed by a proven framework to
[03:10:16] call is backed by a proven framework to get people to show. Now, here comes the
[03:10:18] get people to show. Now, here comes the fun part, the actual sales
[03:10:20] fun part, the actual sales conversations. I'm going to break down
[03:10:22] conversations. I'm going to break down the exact script that I used on one of
[03:10:25] the exact script that I used on one of my last offers where I was selling for
[03:10:26] my last offers where I was selling for one of the largest BTOC selling
[03:10:28] one of the largest BTOC selling companies in the world that helped
[03:10:30] companies in the world that helped people get better at sales, will help me
[03:10:32] people get better at sales, will help me close over $3 million in sales on that
[03:10:36] close over $3 million in sales on that offer. cash collected, right? And then
[03:10:38] offer. cash collected, right? And then obviously I get the commissions on that.
[03:10:44] Okay, so this is the exact type of
[03:10:47] Okay, so this is the exact type of script and structure that I give every
[03:10:49] script and structure that I give every one of my private clients that I help
[03:10:51] one of my private clients that I help them go from 5K per month to 30, 40,
[03:10:54] them go from 5K per month to 30, 40, 50,000 plus. All right, so pay
[03:10:56] 50,000 plus. All right, so pay attention. I'll run through it real
[03:10:58] attention. I'll run through it real quick on exactly how it works. This is
[03:11:01] quick on exactly how it works. This is what I call a study script. Okay, so
[03:11:05] what I call a study script. Okay, so this is what I give every single one of
[03:11:07] this is what I give every single one of my clients where they get access to
[03:11:11] my clients where they get access to everything all in one place. All the
[03:11:13] everything all in one place. All the trainings, all the videos, so they don't
[03:11:15] trainings, all the videos, so they don't really need to go to anywhere else. It's
[03:11:17] really need to go to anywhere else. It's all connected to school, all that fun
[03:11:18] all connected to school, all that fun stuff. And all and it it really helps
[03:11:20] stuff. And all and it it really helps you dive into any aspect that you can
[03:11:23] you dive into any aspect that you can run into. Whatever you're thinking
[03:11:25] run into. Whatever you're thinking about, this script covers it, right?
[03:11:28] about, this script covers it, right? Notion's really cool for that. So, what
[03:11:30] Notion's really cool for that. So, what I sold and what I do sell, it's an
[03:11:33] I sold and what I do sell, it's an improvement offer. Okay? So, what an
[03:11:35] improvement offer. Okay? So, what an improvement offer is, I'm helping people
[03:11:37] improvement offer is, I'm helping people uh get better at something like they're
[03:11:39] uh get better at something like they're currently doing. So, understand the
[03:11:41] currently doing. So, understand the different things you sell. It solves
[03:11:42] different things you sell. It solves different problems and the outcomes you
[03:11:44] different problems and the outcomes you need to get out of the sales call is
[03:11:45] need to get out of the sales call is going to be very different. For an
[03:11:47] going to be very different. For an improvement offer specifically, I'm
[03:11:49] improvement offer specifically, I'm selling sales training. I need to create
[03:11:51] selling sales training. I need to create a lot of doubt in the current way that
[03:11:53] a lot of doubt in the current way that you're doing things. If you're selling a
[03:11:55] you're doing things. If you're selling a business opportunity, a nineto-5 or
[03:11:57] business opportunity, a nineto-5 or really needing to step into becoming a
[03:11:59] really needing to step into becoming a business owner, you don't really need to
[03:12:00] business owner, you don't really need to create too much doubt in their current
[03:12:01] create too much doubt in their current situation. You just need to get them to
[03:12:04] situation. You just need to get them to admit that their current situation
[03:12:05] admit that their current situation sucks. Okay? So, each offer, each
[03:12:08] sucks. Okay? So, each offer, each different type of thing you're selling
[03:12:09] different type of thing you're selling has different outcomes that you need.
[03:12:11] has different outcomes that you need. That's why I have specific structures
[03:12:13] That's why I have specific structures and specific offer structures for each
[03:12:15] and specific offer structures for each type of offer that you'd have if you
[03:12:17] type of offer that you'd have if you work with me personally. But, I'll go
[03:12:18] work with me personally. But, I'll go through the improvement offer one
[03:12:20] through the improvement offer one because there's really good helpful
[03:12:21] because there's really good helpful stuff that you can use for any offer
[03:12:23] stuff that you can use for any offer you're on. Okay. So, things to keep in
[03:12:25] you're on. Okay. So, things to keep in mind. Uh, this is an outline of a call.
[03:12:28] mind. Uh, this is an outline of a call. This is not a straight jacket. Focus on
[03:12:30] This is not a straight jacket. Focus on being in the conversation, connecting
[03:12:32] being in the conversation, connecting with the prospect. You are having a
[03:12:34] with the prospect. You are having a conversation with a human being. Okay?
[03:12:35] conversation with a human being. Okay? Remember what we're talking about like
[03:12:36] Remember what we're talking about like understanding human be uh basics. Like
[03:12:39] understanding human be uh basics. Like that stuff's important. The more you can
[03:12:41] that stuff's important. The more you can customize this process to the words your
[03:12:43] customize this process to the words your prospect is using, the better. Again,
[03:12:45] prospect is using, the better. Again, how do I actually say words that the
[03:12:47] how do I actually say words that the prospect is using? Then I am more in
[03:12:49] prospect is using? Then I am more in their tribe. I'm able to connect better.
[03:12:51] their tribe. I'm able to connect better. So you study, you memorize, practice,
[03:12:54] So you study, you memorize, practice, then you execute. You should not be
[03:12:57] then you execute. You should not be having like scripts or structures up.
[03:12:58] having like scripts or structures up. You should be in the conversation. You
[03:13:00] You should be in the conversation. You need to pull yourself away from having a
[03:13:02] need to pull yourself away from having a script up. Maybe therefore a reference,
[03:13:04] script up. Maybe therefore a reference, but it should be drilled into your head.
[03:13:07] but it should be drilled into your head. Having this up as a reference is fine,
[03:13:08] Having this up as a reference is fine, but if you get completely lost without
[03:13:10] but if you get completely lost without the process up, you have not done enough
[03:13:12] the process up, you have not done enough work to effectively use it. Okay? This
[03:13:15] work to effectively use it. Okay? This needs to become second nature to you
[03:13:16] needs to become second nature to you like running through a sales process
[03:13:18] like running through a sales process because two reps can get the same
[03:13:20] because two reps can get the same process and get wildly different
[03:13:22] process and get wildly different results. How you use it is the most
[03:13:25] results. How you use it is the most important thing to make sure you keep
[03:13:26] important thing to make sure you keep your confidence high. You be authority
[03:13:29] your confidence high. You be authority on your calls, not an [ __ ] Very
[03:13:31] on your calls, not an [ __ ] Very distinct difference. Okay? And I do have
[03:13:33] distinct difference. Okay? And I do have some training there here that I give
[03:13:34] some training there here that I give everyone to keep in mind. Understanding
[03:13:36] everyone to keep in mind. Understanding humans, overview of the process, getting
[03:13:38] humans, overview of the process, getting the basics down, authority, tonality,
[03:13:39] the basics down, authority, tonality, all that fun stuff. And then also
[03:13:41] all that fun stuff. And then also something I give everyone as well is if
[03:13:43] something I give everyone as well is if you like more flowcharts, I got the
[03:13:45] you like more flowcharts, I got the flowcharts here, role plays, sales call
[03:13:47] flowcharts here, role plays, sales call breakdowns, sales call recording
[03:13:48] breakdowns, sales call recording breakdowns, tonality breakdowns, right?
[03:13:50] breakdowns, tonality breakdowns, right? So that's all stuff that I give people
[03:13:52] So that's all stuff that I give people to help them understand it fully. But
[03:13:54] to help them understand it fully. But let's run through the actual calls.
[03:13:56] let's run through the actual calls. Okay, so let's start with starting the
[03:13:58] Okay, so let's start with starting the call. So understand the goal for
[03:14:00] call. So understand the goal for starting the call is get the focus off
[03:14:01] starting the call is get the focus off of us, put it on the prospect, and then
[03:14:03] of us, put it on the prospect, and then number two, lower resistance and get
[03:14:05] number two, lower resistance and get them to start being open. Number three
[03:14:07] them to start being open. Number three is get an overarching problem or goal.
[03:14:10] is get an overarching problem or goal. Okay, so those are the outcomes that we
[03:14:12] Okay, so those are the outcomes that we need to do. Understand the questions,
[03:14:14] need to do. Understand the questions, the structure we're using. That is just
[03:14:16] the structure we're using. That is just a tool to get these outcomes, to get the
[03:14:18] a tool to get these outcomes, to get the goals. Now, why do we want to get the
[03:14:20] goals. Now, why do we want to get the focus off us, right? We want them to
[03:14:22] focus off us, right? We want them to start talking, get them to be open. We
[03:14:24] start talking, get them to be open. We want them to be open. So, we want to
[03:14:25] want them to be open. So, we want to lower sales resistance. And the way that
[03:14:27] lower sales resistance. And the way that we do that is we don't fall into a
[03:14:29] we do that is we don't fall into a salesperson box. We don't trigger the
[03:14:31] salesperson box. We don't trigger the scripts that every other salesperson
[03:14:33] scripts that every other salesperson that I've talked to triggers. Okay? And
[03:14:35] that I've talked to triggers. Okay? And why we need an overarching problem or
[03:14:37] why we need an overarching problem or goal is that's going to give us the
[03:14:39] goal is that's going to give us the entirety of the actual call is going to
[03:14:42] entirety of the actual call is going to be directed by us understanding why they
[03:14:45] be directed by us understanding why they are here. If I don't understand why
[03:14:47] are here. If I don't understand why somebody is on the call, then I'm just
[03:14:49] somebody is on the call, then I'm just basically guessing something I say
[03:14:51] basically guessing something I say magically clicks in their head. It's
[03:14:53] magically clicks in their head. It's better if you just get prospects to tell
[03:14:55] better if you just get prospects to tell you why they're here. Okay. So, what is
[03:14:57] you why they're here. Okay. So, what is the tonality you should be doing at the
[03:14:59] the tonality you should be doing at the start of the call? Okay. Your focus
[03:15:01] start of the call? Okay. Your focus should be why are they here and how can
[03:15:03] should be why are they here and how can I help? Okay. service. Your tone is
[03:15:05] I help? Okay. service. Your tone is light and curious, but you're not a
[03:15:07] light and curious, but you're not a pushover. Okay? Don't be a [ __ ]
[03:15:10] pushover. Okay? Don't be a [ __ ] All right? So, they hop on the call. Uh,
[03:15:11] All right? So, they hop on the call. Uh, this is if you're doing Zoom. Hey, can
[03:15:13] this is if you're doing Zoom. Hey, can you hear me? Can you see me? If they
[03:15:15] you hear me? Can you see me? If they don't have their camera on Zoom, like,
[03:15:16] don't have their camera on Zoom, like, "Hey, man. I can hear. I just can't see
[03:15:18] "Hey, man. I can hear. I just can't see over there. It's all dark on my end."
[03:15:20] over there. It's all dark on my end." Right? Don't be weird. You can always
[03:15:21] Right? Don't be weird. You can always make a joke. What are you over there in
[03:15:22] make a joke. What are you over there in your PJs? What's going on? Okay. Uh,
[03:15:25] your PJs? What's going on? Okay. Uh, again, keep it very, very light-hearted.
[03:15:28] again, keep it very, very light-hearted. So, then I'm just getting right into the
[03:15:30] So, then I'm just getting right into the call. I'm not sitting here asking them
[03:15:32] call. I'm not sitting here asking them what the weather's like, how their day
[03:15:33] what the weather's like, how their day is like, anything on that. It's just
[03:15:36] is like, anything on that. It's just it's [ __ ] Okay. So, it looks like
[03:15:38] it's [ __ ] Okay. So, it looks like you recently booked in the call over the
[03:15:39] you recently booked in the call over the last few days. Let's say like, looks
[03:15:41] last few days. Let's say like, looks like you booked in uh yesterday about
[03:15:43] like you booked in uh yesterday about possibly getting some help with the
[03:15:44] possibly getting some help with the advancing your sales skills. Does that
[03:15:46] advancing your sales skills. Does that sound right? Customize to what the
[03:15:48] sound right? Customize to what the messaging is like on your call. Like,
[03:15:49] messaging is like on your call. Like, hey, it looks like you booked in to get
[03:15:51] hey, it looks like you booked in to get this. Is that right? Fantastic. Uh just
[03:15:54] this. Is that right? Fantastic. Uh just so we're on the same page like what
[03:15:55] so we're on the same page like what makes what made you book in today? How
[03:15:57] makes what made you book in today? How can I help? So, the purpose of that is
[03:15:59] can I help? So, the purpose of that is like, "Hey, we're on this call for this
[03:16:00] like, "Hey, we're on this call for this reason, right?" Okay, how can I help?
[03:16:02] reason, right?" Okay, how can I help? I'm just leaving it very open and I want
[03:16:04] I'm just leaving it very open and I want to get them to start being open. Okay?
[03:16:07] to get them to start being open. Okay? If you often get push backs on your
[03:16:09] If you often get push backs on your discovery, you can add an agenda. In
[03:16:11] discovery, you can add an agenda. In terms of adding an agenda, the way that
[03:16:13] terms of adding an agenda, the way that I think about it, it's more like
[03:16:14] I think about it, it's more like training wheels on certain offers.
[03:16:16] training wheels on certain offers. Agendas really do help, but for most
[03:16:17] Agendas really do help, but for most offers, especially if you're sold
[03:16:19] offers, especially if you're sold selling to a very sold demographic,
[03:16:21] selling to a very sold demographic, every single time they hop on a sales
[03:16:23] every single time they hop on a sales call, a salesperson said an agenda and
[03:16:26] call, a salesperson said an agenda and it triggers a script. Okay? So, the
[03:16:28] it triggers a script. Okay? So, the agenda is more for you as a salesperson,
[03:16:31] agenda is more for you as a salesperson, less for the prospect. So, if you're
[03:16:32] less for the prospect. So, if you're getting a lot of push back and it helps
[03:16:34] getting a lot of push back and it helps you have more confidence, helps you keep
[03:16:36] you have more confidence, helps you keep more control in your head, then use it.
[03:16:38] more control in your head, then use it. But it is training wheels. It does limit
[03:16:39] But it is training wheels. It does limit how fast you can go. But to start, it
[03:16:41] how fast you can go. But to start, it does help. If you are going to use an
[03:16:43] does help. If you are going to use an agenda, have something that's very very
[03:16:45] agenda, have something that's very very basic. Okay. Okay. Perfect. In the first
[03:16:47] basic. Okay. Okay. Perfect. In the first part of this call, it's pretty basic.
[03:16:49] part of this call, it's pretty basic. It's more for us to really understand
[03:16:50] It's more for us to really understand like what you're doing now in terms of
[03:16:51] like what you're doing now in terms of like sales and the results you're
[03:16:52] like sales and the results you're getting from that versus where you like
[03:16:54] getting from that versus where you like to be just to see if we can help because
[03:16:56] to be just to see if we can help because I'm sure as you're aware, there are some
[03:16:57] I'm sure as you're aware, there are some people there's not much we can do for
[03:16:58] people there's not much we can do for you. You know what I mean by that,
[03:16:59] you. You know what I mean by that, right? Right. You know what I mean by
[03:17:01] right? Right. You know what I mean by that, right? Oh, yeah. For sure. Right.
[03:17:02] that, right? Oh, yeah. For sure. Right. And then you just move on. Okay, cool.
[03:17:05] And then you just move on. Okay, cool. And when it comes to your your sales, do
[03:17:08] And when it comes to your your sales, do you know what type of help like you're
[03:17:09] you know what type of help like you're looking for specifically with that skill
[03:17:10] looking for specifically with that skill set? Okay. So, the reason why I'm asking
[03:17:13] set? Okay. So, the reason why I'm asking that is again, how can I help? Why are
[03:17:16] that is again, how can I help? Why are you here? If you're selling something
[03:17:18] you here? If you're selling something like a bisop, you're like, okay, what
[03:17:20] like a bisop, you're like, okay, what would even have you looking to start
[03:17:21] would even have you looking to start your own business to in the first place?
[03:17:22] your own business to in the first place? I need a problem or overarching goal. If
[03:17:25] I need a problem or overarching goal. If you're a if you're looking for like if
[03:17:26] you're a if you're looking for like if you're selling lead generation, you're
[03:17:27] you're selling lead generation, you're going to ask, okay, what what's the main
[03:17:29] going to ask, okay, what what's the main outcome you're looking to get out of I
[03:17:31] outcome you're looking to get out of I guess like better quality leads just so
[03:17:32] guess like better quality leads just so I can understand like why are you here?
[03:17:34] I can understand like why are you here? So this question in the very start of
[03:17:37] So this question in the very start of the call, all you really understand is
[03:17:39] the call, all you really understand is like hey, how can I help? Why are you
[03:17:41] like hey, how can I help? Why are you here? Now you are going to run into
[03:17:43] here? Now you are going to run into let's just say for people in particular
[03:17:46] let's just say for people in particular if they say hey I just want to know what
[03:17:47] if they say hey I just want to know what you do. Okay, tell me the price. Okay,
[03:17:51] you do. Okay, tell me the price. Okay, you get some AI personalities in there.
[03:17:53] you get some AI personalities in there. Oh yeah, for sure. We we'll definitely
[03:17:54] Oh yeah, for sure. We we'll definitely go over all that. Uh just so you know,
[03:17:56] go over all that. Uh just so you know, it's like everything we do is a bit
[03:17:57] it's like everything we do is a bit custom. It's going to depend on like
[03:17:59] custom. It's going to depend on like where you're at now and really what you
[03:18:01] where you're at now and really what you need. Um just so as have a better deal
[03:18:03] need. Um just so as have a better deal like what type of help are you actually
[03:18:04] like what type of help are you actually looking for, right? Like what what do
[03:18:06] looking for, right? Like what what do you need help with specifically? Okay,
[03:18:08] you need help with specifically? Okay, let's say they push back even more. I
[03:18:10] let's say they push back even more. I mean, if you're happily married, you
[03:18:12] mean, if you're happily married, you tend not to go out on dates. So, what
[03:18:14] tend not to go out on dates. So, what would even have you open to doing
[03:18:15] would even have you open to doing something different in the first place?
[03:18:17] something different in the first place? Right? And the way that you say these
[03:18:19] Right? And the way that you say these things, like it has to be like very very
[03:18:21] things, like it has to be like very very curious. And this is only if you get
[03:18:23] curious. And this is only if you get push back to this first question. If you
[03:18:25] push back to this first question. If you say this like, "Hey man, like what type
[03:18:26] say this like, "Hey man, like what type of help are you looking for?" If you say
[03:18:28] of help are you looking for?" If you say that question just very curiously, nine
[03:18:30] that question just very curiously, nine times out of 10, you won't get push
[03:18:32] times out of 10, you won't get push back. U but if you do get push back,
[03:18:34] back. U but if you do get push back, there are things we could do about it.
[03:18:36] there are things we could do about it. Or another way we can do it, it's like,
[03:18:37] Or another way we can do it, it's like, "Oh yeah, we'll for sure go over that."
[03:18:39] "Oh yeah, we'll for sure go over that." Uh we don't have like a
[03:18:40] Uh we don't have like a one-sizefits-all. So if you want, we can
[03:18:42] one-sizefits-all. So if you want, we can set aside like 3 to four hours to go
[03:18:44] set aside like 3 to four hours to go over all the different ways like we can
[03:18:45] over all the different ways like we can possibly help, but I tend not to have
[03:18:46] possibly help, but I tend not to have that much free time. Would it be better
[03:18:48] that much free time. Would it be better if I understood a little bit more about
[03:18:49] if I understood a little bit more about you just to see how we could help you?
[03:18:50] you just to see how we could help you? Exactly. Or another one you can say
[03:18:53] Exactly. Or another one you can say again, pick one that helps you the most.
[03:18:55] again, pick one that helps you the most. Okay? Or uh and and we could for sure go
[03:18:57] Okay? Or uh and and we could for sure go over that, but that's going to be hard
[03:18:58] over that, but that's going to be hard if we don't know much about what's uh
[03:19:00] if we don't know much about what's uh what you even need. You know, if you go
[03:19:02] what you even need. You know, if you go to a doctor and you start asking for
[03:19:03] to a doctor and you start asking for pills without uh telling a doctor what's
[03:19:05] pills without uh telling a doctor what's wrong, you're going to have a pretty
[03:19:06] wrong, you're going to have a pretty awkward conversation. You know what I
[03:19:07] awkward conversation. You know what I mean? Right? So So be real with me. Like
[03:19:08] mean? Right? So So be real with me. Like what would even have you looking for
[03:19:10] what would even have you looking for possibly doing anything different in the
[03:19:12] possibly doing anything different in the first place? Again, like I need like why
[03:19:14] first place? Again, like I need like why are you here? Okay. The purpose of the
[03:19:17] are you here? Okay. The purpose of the very beginning of the call is why are
[03:19:19] very beginning of the call is why are you here? Okay. Now, if they are
[03:19:22] you here? Okay. Now, if they are continuing to be an a-hole, something
[03:19:24] continuing to be an a-hole, something that you can do, now this this really
[03:19:27] that you can do, now this this really depends on who it is like you're talking
[03:19:29] depends on who it is like you're talking to. Um, but like I tell sales people,
[03:19:32] to. Um, but like I tell sales people, for example, hey man, like what do you
[03:19:33] for example, hey man, like what do you sell? What do you do for business again?
[03:19:35] sell? What do you do for business again? Um, and and what or what do you do for
[03:19:37] Um, and and what or what do you do for work again? Like how much to do whatever
[03:19:39] work again? Like how much to do whatever it is that they do, right? And it's like
[03:19:42] it is that they do, right? And it's like ah like as soon as they try to sell you
[03:19:43] ah like as soon as they try to sell you something like ah no questions. I'm a
[03:19:45] something like ah no questions. I'm a straight shooter. How much? Right? Then
[03:19:47] straight shooter. How much? Right? Then get a number and then you can
[03:19:48] get a number and then you can overexaggerate uh exa like what it would
[03:19:51] overexaggerate uh exa like what it would be and it's like a great price super
[03:19:53] be and it's like a great price super cheap. Okay, for example, like hey man,
[03:19:55] cheap. Okay, for example, like hey man, like what do you do for work again? Like
[03:19:56] like what do you do for work again? Like I'm a tutor. Okay, like uh how much to
[03:19:58] I'm a tutor. Okay, like uh how much to tutor my kids? It depends. Ah, no
[03:20:00] tutor my kids? It depends. Ah, no questions. I'm a straight shooter, man.
[03:20:01] questions. I'm a straight shooter, man. How much tutor my kids? Uh like $50. Oh
[03:20:04] How much tutor my kids? Uh like $50. Oh wow man, I have 27 kids. That's a great
[03:20:05] wow man, I have 27 kids. That's a great price. You're super cheap.
[03:20:07] price. You're super cheap. Okay, you see how like why asking
[03:20:09] Okay, you see how like why asking questions to understand someone's
[03:20:10] questions to understand someone's situation is needed right at that point
[03:20:12] situation is needed right at that point like you're making a point like final
[03:20:14] like you're making a point like final like if they just are really really like
[03:20:16] like if they just are really really like harping um hey man I'm not just here to
[03:20:19] harping um hey man I'm not just here to sell you something just to sell you
[03:20:20] sell you something just to sell you something I have clients like I could be
[03:20:22] something I have clients like I could be helping or training staff if I can't
[03:20:23] helping or training staff if I can't understand like what's going on it's
[03:20:25] understand like what's going on it's probably best that we just part as
[03:20:26] probably best that we just part as friends uh so do you actually want to
[03:20:29] friends uh so do you actually want to have a conversation or no either one's
[03:20:30] have a conversation or no either one's fine with me so this one very rarely
[03:20:33] fine with me so this one very rarely will you ever have to say anything like
[03:20:35] will you ever have to say anything like that but Maybe one out of a thousand
[03:20:38] that but Maybe one out of a thousand calls you'll get somebody who's so much
[03:20:40] calls you'll get somebody who's so much of an a-hole when you ask them like,
[03:20:42] of an a-hole when you ask them like, "Hey, what do you actually need for
[03:20:43] "Hey, what do you actually need for help?" They will not tell you no matter
[03:20:44] help?" They will not tell you no matter what you do. And it's like, "Hey, man.
[03:20:46] what you do. And it's like, "Hey, man. Do you want to have a conversation or
[03:20:47] Do you want to have a conversation or no?" Just like just straight to the
[03:20:49] no?" Just like just straight to the point like that. Okay. You'll also get
[03:20:51] point like that. Okay. You'll also get people who like hop on and they're like,
[03:20:53] people who like hop on and they're like, "Oh, like what type of help are you
[03:20:54] "Oh, like what type of help are you looking for?" Or, "What even has you
[03:20:56] looking for?" Or, "What even has you looking to start a business or like what
[03:20:58] looking to start a business or like what what even uh what's the goal you're
[03:21:00] what even uh what's the goal you're looking to get out of lead generation?"
[03:21:01] looking to get out of lead generation?" Whatever it is, you're asking them like,
[03:21:02] Whatever it is, you're asking them like, "Hey, why you're here?" And they're
[03:21:03] "Hey, why you're here?" And they're like, "Oh, well, I'm always looking."
[03:21:05] like, "Oh, well, I'm always looking." Okay, that's not a reason, right? Why
[03:21:08] Okay, that's not a reason, right? Why are they always looking? They're always
[03:21:09] are they always looking? They're always working. They're always looking because
[03:21:11] working. They're always looking because there is a problem or an overarching
[03:21:13] there is a problem or an overarching goal that's not being met. Okay, so easy
[03:21:16] goal that's not being met. Okay, so easy way you can do that. Well, I mean, if
[03:21:17] way you can do that. Well, I mean, if you're happily married, you tend not to
[03:21:19] you're happily married, you tend not to go out on dates. So, you can be real
[03:21:21] go out on dates. So, you can be real with me. What would even have you open
[03:21:23] with me. What would even have you open to a different way of like selling or a
[03:21:25] to a different way of like selling or a different way of making money in the
[03:21:26] different way of making money in the first place? Right? Like, what's going
[03:21:28] first place? Right? Like, what's going on, dude? Right? Why are you here? That
[03:21:31] on, dude? Right? Why are you here? That is the moral of the story when it comes
[03:21:33] is the moral of the story when it comes to this framework in terms of the
[03:21:35] to this framework in terms of the opening is lower resistance. Why are you
[03:21:38] opening is lower resistance. Why are you here? That's all it comes down to. Let's
[03:21:41] here? That's all it comes down to. Let's say they're jaded. They've been burned
[03:21:42] say they're jaded. They've been burned before. It's like, hey, like the last
[03:21:45] before. It's like, hey, like the last guy, this is something that will happen
[03:21:47] guy, this is something that will happen like lead generation specifically, but I
[03:21:49] like lead generation specifically, but I have it in just in case like anybody
[03:21:50] have it in just in case like anybody runs into it. Hey, like the last guy
[03:21:52] runs into it. Hey, like the last guy scam me out of 2K, didn't deliver
[03:21:54] scam me out of 2K, didn't deliver anything. Oh, I'm sorry to hear that,
[03:21:55] anything. Oh, I'm sorry to hear that, man, but I'm not surprised. That's why
[03:21:56] man, but I'm not surprised. That's why most people come to us relate it. Okay.
[03:21:58] most people come to us relate it. Okay. Um, c can I share a perspective? Have
[03:22:01] Um, c can I share a perspective? Have you ever been to a restaurant before and
[03:22:02] you ever been to a restaurant before and like not had the best time, maybe even
[03:22:04] like not had the best time, maybe even like got food poisoning? Does that mean
[03:22:05] like got food poisoning? Does that mean you stop going to restaurants? Of course
[03:22:07] you stop going to restaurants? Of course not, man. That just means you stop going
[03:22:08] not, man. That just means you stop going to uh that one. Uh, you're actually in a
[03:22:11] to uh that one. Uh, you're actually in a better position now because like you
[03:22:12] better position now because like you know what not to do. You know what I
[03:22:14] know what not to do. You know what I mean? Like you flip it on them. Now,
[03:22:15] mean? Like you flip it on them. Now, depending on whatever it is like you're
[03:22:17] depending on whatever it is like you're selling, a real easy one you could do
[03:22:19] selling, a real easy one you could do for like lead generation as well. Like
[03:22:20] for like lead generation as well. Like let's say you sell lead generation to
[03:22:22] let's say you sell lead generation to like contractors and like I don't know,
[03:22:23] like contractors and like I don't know, man. Can you just get straight to the
[03:22:24] man. Can you just get straight to the point? Like, you know, I've heard this
[03:22:26] point? Like, you know, I've heard this whole spiel before. Like, the last guy
[03:22:27] whole spiel before. Like, the last guy like he's super jaded. Like, the last
[03:22:29] like he's super jaded. Like, the last guy scammed me, blah, blah, blah. It's
[03:22:30] guy scammed me, blah, blah, blah. It's like, well, hey, man. Um, like one
[03:22:34] like, well, hey, man. Um, like one that's coming to mind in particular is
[03:22:36] that's coming to mind in particular is like somebody I helped and he was
[03:22:37] like somebody I helped and he was selling like um like helping people like
[03:22:39] selling like um like helping people like detailers. Well, like, hey man, like if
[03:22:41] detailers. Well, like, hey man, like if a prospect told you like, "Hey, just
[03:22:42] a prospect told you like, "Hey, just like get to the point like the last
[03:22:43] like get to the point like the last detailer like scammed me." Would you
[03:22:45] detailer like scammed me." Would you just like tell them like, "Yeah, all
[03:22:46] just like tell them like, "Yeah, all detailers are scammers." Or would you
[03:22:48] detailers are scammers." Or would you tell them like, "Hey, man, there's some
[03:22:49] tell them like, "Hey, man, there's some good detailers there, some bad
[03:22:50] good detailers there, some bad detailers, right?" It's like the same
[03:22:52] detailers, right?" It's like the same thing here, man. Like there's some good
[03:22:53] thing here, man. Like there's some good people that do lead generation, some bad
[03:22:54] people that do lead generation, some bad people do lead generation, but to be
[03:22:56] people do lead generation, but to be frank, man, like I don't even know if
[03:22:58] frank, man, like I don't even know if like I can help you um if I don't even
[03:23:00] like I can help you um if I don't even know what's going on. So like are you
[03:23:02] know what's going on. So like are you willing to have like an open
[03:23:03] willing to have like an open conversation about like, hey, if we can
[03:23:05] conversation about like, hey, if we can even help to see if like if this would
[03:23:06] even help to see if like if this would even be a good fit, like you can flip it
[03:23:08] even be a good fit, like you can flip it back on them. Okay. So another thing
[03:23:10] back on them. Okay. So another thing that you can run into is just like, hey
[03:23:12] that you can run into is just like, hey man, like things are really great with
[03:23:14] man, like things are really great with what I'm doing right now. Like I just
[03:23:15] what I'm doing right now. Like I just want to see what you guys have, right?
[03:23:17] want to see what you guys have, right? Like the old, well, I just want to take
[03:23:18] Like the old, well, I just want to take a look. You know what I mean? Uh, but
[03:23:20] a look. You know what I mean? Uh, but just understand nobody's hopping on
[03:23:22] just understand nobody's hopping on sales calls. Like if if somebody is
[03:23:24] sales calls. Like if if somebody is doing absolutely amazing, they're making
[03:23:26] doing absolutely amazing, they're making more money than they they know what to
[03:23:28] more money than they they know what to do with. They don't just waste their
[03:23:29] do with. They don't just waste their time like hopping on sales calls. Like
[03:23:31] time like hopping on sales calls. Like that legitimately na makes no [ __ ]
[03:23:34] that legitimately na makes no [ __ ] sense. They would just spend more time
[03:23:36] sense. They would just spend more time with what they're already doing that's
[03:23:37] with what they're already doing that's making them so much money if
[03:23:39] making them so much money if everything's all great. Okay, but these
[03:23:41] everything's all great. Okay, but these people tend to have egos. They tend to
[03:23:42] people tend to have egos. They tend to justify quite a bit. So you want to play
[03:23:44] justify quite a bit. So you want to play that against them. A real easy easy
[03:23:46] that against them. A real easy easy frame you can do is everything is good.
[03:23:49] frame you can do is everything is good. um very forward focus. You they don't
[03:23:51] um very forward focus. You they don't like to miss problems. Uh oftentimes
[03:23:53] like to miss problems. Uh oftentimes they're a types. Okay. You put a good to
[03:23:56] they're a types. Okay. You put a good to great frame on them. Ah, okay, man.
[03:23:57] great frame on them. Ah, okay, man. Like, so it looks like we're going from
[03:23:58] Like, so it looks like we're going from like good to great. Yes. Like those type
[03:24:01] like good to great. Yes. Like those type of people will always buy into Oh, yeah.
[03:24:03] of people will always buy into Oh, yeah. I'm looking to go from good to great.
[03:24:05] I'm looking to go from good to great. Okay. Yeah, man. And I love working with
[03:24:06] Okay. Yeah, man. And I love working with business owners, people, whatever it is
[03:24:08] business owners, people, whatever it is that are looking to go from like good to
[03:24:09] that are looking to go from like good to great. Uh because like they know they
[03:24:11] great. Uh because like they know they can't do what like 99% of people uh you
[03:24:13] can't do what like 99% of people uh you know, others do. You you know what I
[03:24:15] know, others do. You you know what I mean by that? And then you reass the
[03:24:16] mean by that? And then you reass the question adding in the good to great
[03:24:18] question adding in the good to great frame. So like in the intro. Okay. So
[03:24:21] frame. So like in the intro. Okay. So right now like what type of help do you
[03:24:22] right now like what type of help do you feel like you'd be looking for in order
[03:24:24] feel like you'd be looking for in order to get to that level of great? So they
[03:24:26] to get to that level of great? So they just said like hey I'm not good. I'm
[03:24:27] just said like hey I'm not good. I'm looking to get to great. So it's like
[03:24:28] looking to get to great. So it's like okay what type of help do you need to
[03:24:30] okay what type of help do you need to get to that level of great now? Like
[03:24:31] get to that level of great now? Like let's say it's coming in like the
[03:24:33] let's say it's coming in like the problem section. We'll get to that here
[03:24:34] problem section. We'll get to that here in a sec. You just re ask the question
[03:24:37] in a sec. You just re ask the question in the problem sense. So what are you
[03:24:38] in the problem sense. So what are you missing right now that's causing you to
[03:24:39] missing right now that's causing you to be at good rather than great. Okay. So
[03:24:41] be at good rather than great. Okay. So if it comes up again cuz like typically
[03:24:43] if it comes up again cuz like typically like that's going to work at the very
[03:24:44] like that's going to work at the very beginning of the conversation but let's
[03:24:46] beginning of the conversation but let's say it comes up again like at the very
[03:24:47] say it comes up again like at the very like in problem or later on it's like
[03:24:49] like in problem or later on it's like hey man like I can appreciate like we're
[03:24:51] hey man like I can appreciate like we're good but like we're said we're looking
[03:24:52] good but like we're said we're looking to go from good to great right so let's
[03:24:53] to go from good to great right so let's not have a good conversation let's have
[03:24:55] not have a good conversation let's have a great conversation you on board okay
[03:24:57] a great conversation you on board okay another one we could be even more
[03:24:59] another one we could be even more forward okay yeah and I can appreciate
[03:25:02] forward okay yeah and I can appreciate we're good right now can I make
[03:25:03] we're good right now can I make suggestion have you ever heard the
[03:25:04] suggestion have you ever heard the phrase good is the enemy of great you
[03:25:06] phrase good is the enemy of great you can see why that is right because good
[03:25:07] can see why that is right because good is comfortable so you wanting to so are
[03:25:10] is comfortable so you wanting to so are you wanting to stay good. Well, why not?
[03:25:12] you wanting to stay good. Well, why not? So, let's not have a good conversation.
[03:25:13] So, let's not have a good conversation. Let's have a great conversation. You on
[03:25:15] Let's have a great conversation. You on board? Right? So, you just tell them
[03:25:16] board? Right? So, you just tell them like, "Hey, let's not have a good
[03:25:17] like, "Hey, let's not have a good conversation. Let's have a great
[03:25:18] conversation. Let's have a great conversation." I would say 90% of the
[03:25:20] conversation." I would say 90% of the time, you don't run into any of these
[03:25:23] time, you don't run into any of these different things, right? They'll just
[03:25:25] different things, right? They'll just tell you exactly what they're looking
[03:25:26] tell you exactly what they're looking for help with, and you can just move on.
[03:25:28] for help with, and you can just move on. But those are things that you can run
[03:25:30] But those are things that you can run into. So, I want to make sure you have
[03:25:31] into. So, I want to make sure you have that there. Okay. Now, after you
[03:25:33] that there. Okay. Now, after you understand like what they're looking
[03:25:34] understand like what they're looking for, then it's why are they looking for
[03:25:37] for, then it's why are they looking for that? For example, I'm selling sales
[03:25:38] that? For example, I'm selling sales training. Okay. you hop on the call with
[03:25:41] training. Okay. you hop on the call with me and you're going to say like, "Hey,
[03:25:42] me and you're going to say like, "Hey, what type of help are you looking for
[03:25:43] what type of help are you looking for when it comes to your skill set? I need
[03:25:45] when it comes to your skill set? I need to get better at objection handling."
[03:25:47] to get better at objection handling." Now, you do not just sit and think like,
[03:25:49] Now, you do not just sit and think like, "Okay, I just need to get better at
[03:25:51] "Okay, I just need to get better at objection handling." You don't just have
[03:25:53] objection handling." You don't just have this problem. Life tells you you have
[03:25:56] this problem. Life tells you you have this problem. That's where your pain is.
[03:25:57] this problem. That's where your pain is. If I'm talking to a salesperson, I know
[03:25:59] If I'm talking to a salesperson, I know really where the pain is. And when a
[03:26:01] really where the pain is. And when a prospect tells them like, "Hey, I need
[03:26:03] prospect tells them like, "Hey, I need to think about it." And they don't know
[03:26:04] to think about it." And they don't know what to say, right? Or they clam up or
[03:26:06] what to say, right? Or they clam up or they're hitting their head against the
[03:26:07] they're hitting their head against the wall. So, what am I gonna do is I want
[03:26:10] wall. So, what am I gonna do is I want to take them to the crime scene, right?
[03:26:14] to take them to the crime scene, right? The scene of the crime where they're
[03:26:16] The scene of the crime where they're feeling the most pain is like their
[03:26:18] feeling the most pain is like their sales calls. Okay. So, the question I'm
[03:26:20] sales calls. Okay. So, the question I'm going to ask is, what have you seen so
[03:26:22] going to ask is, what have you seen so far on your calls, like maybe even the
[03:26:25] far on your calls, like maybe even the last like 30 days that makes you feel
[03:26:26] last like 30 days that makes you feel like you need help with this?
[03:26:29] like you need help with this? Basically now if you're selling bizop
[03:26:32] Basically now if you're selling bizop like hey like what are you seeing with
[03:26:34] like hey like what are you seeing with you know with just the money you're
[03:26:35] you know with just the money you're making right now that would have you
[03:26:37] making right now that would have you looking for I guess a different way of
[03:26:38] looking for I guess a different way of making more money. Oh just right now I'm
[03:26:40] making more money. Oh just right now I'm not making it or like my job doesn't pay
[03:26:42] not making it or like my job doesn't pay enough or my job sucks. Right? Something
[03:26:44] enough or my job sucks. Right? Something in their life is telling them they have
[03:26:46] in their life is telling them they have a problem. So people just don't have
[03:26:48] a problem. So people just don't have problems. They have symptoms that tell
[03:26:50] problems. They have symptoms that tell them they have the problem. If you're
[03:26:52] them they have the problem. If you're talking to somebody and they're like 500
[03:26:53] talking to somebody and they're like 500 pounds and you're talking to them about
[03:26:55] pounds and you're talking to them about weight loss, okay, it's not the fact
[03:26:57] weight loss, okay, it's not the fact that they're 500 lb, which is the
[03:26:59] that they're 500 lb, which is the painful part. That is the problem, but
[03:27:01] painful part. That is the problem, but the painful part of the problem is their
[03:27:03] the painful part of the problem is their knees hurt, they have diabetes, okay?
[03:27:05] knees hurt, they have diabetes, okay? They have health problems, they have
[03:27:07] They have health problems, they have heart problems. Okay? Those things are
[03:27:09] heart problems. Okay? Those things are the constant reminder that I have this
[03:27:11] the constant reminder that I have this problem. So, if you're able to get to
[03:27:13] problem. So, if you're able to get to that, that's where the deepseated pain
[03:27:14] that, that's where the deepseated pain is. And I want to get to that very early
[03:27:16] is. And I want to get to that very early on into the call so I can cut a lot
[03:27:19] on into the call so I can cut a lot through the noise. I could be very
[03:27:21] through the noise. I could be very straightforward in the actual sales call
[03:27:23] straightforward in the actual sales call and get right to the heart of the issue.
[03:27:26] and get right to the heart of the issue. So, it's like I can get really deep in
[03:27:28] So, it's like I can get really deep in the problem out of problem within 10
[03:27:30] the problem out of problem within 10 minutes. Okay. Now, an optional thing
[03:27:32] minutes. Okay. Now, an optional thing that you can do is set a congruency
[03:27:34] that you can do is set a congruency frame. This is for sales people
[03:27:35] frame. This is for sales people specifically, but depending on what you
[03:27:37] specifically, but depending on what you sell, you can set other frames as well.
[03:27:38] sell, you can set other frames as well. What a frame is is, again, I'm really
[03:27:41] What a frame is is, again, I'm really wanting to sell to identity. Really lock
[03:27:44] wanting to sell to identity. Really lock people into becoming the identity of who
[03:27:46] people into becoming the identity of who they need to be. And I'll dive more into
[03:27:48] they need to be. And I'll dive more into that later, but you start very early on
[03:27:50] that later, but you start very early on with something like this, a congruence
[03:27:52] with something like this, a congruence frame. Coolio, man. Uh I really love
[03:27:54] frame. Coolio, man. Uh I really love selling to uh sales people because you
[03:27:56] selling to uh sales people because you know, you get what you give. Like if
[03:27:57] know, you get what you give. Like if you're getting after your goals, it's
[03:27:59] you're getting after your goals, it's much easier to get other people to get
[03:28:00] much easier to get other people to get after their goals, right? Get on. Get
[03:28:02] after their goals, right? Get on. Get what I mean? I'm already putting into
[03:28:04] what I mean? I'm already putting into their head like, "Hey, to be a good
[03:28:05] their head like, "Hey, to be a good salesperson, you have to be getting
[03:28:07] salesperson, you have to be getting after it yourself." Okay. Then we go
[03:28:09] after it yourself." Okay. Then we go into situation. Now that I have an
[03:28:11] into situation. Now that I have an overarching goal or problem and what's
[03:28:13] overarching goal or problem and what's telling them that they have this
[03:28:14] telling them that they have this problem, okay, then I'm going to go into
[03:28:17] problem, okay, then I'm going to go into situation. Now, what is a goal
[03:28:18] situation. Now, what is a goal situation? You need more context on
[03:28:20] situation? You need more context on their problem. So, if they've been in
[03:28:22] their problem. So, if they've been in sales for 20 years, that's very
[03:28:24] sales for 20 years, that's very different than somebody who started last
[03:28:25] different than somebody who started last week. Okay? And if I don't have this
[03:28:27] week. Okay? And if I don't have this information and I just try to start
[03:28:29] information and I just try to start guiding them into problem, okay, I'm
[03:28:32] guiding them into problem, okay, I'm going to have a hard time because I
[03:28:33] going to have a hard time because I don't know where exactly to go. So, I
[03:28:35] don't know where exactly to go. So, I just need to know what's going on. Okay?
[03:28:37] just need to know what's going on. Okay? So, tone is going to be curious. Don't
[03:28:39] So, tone is going to be curious. Don't come off as robotic or interrogative and
[03:28:41] come off as robotic or interrogative and add in like oh okay yeah that makes
[03:28:43] add in like oh okay yeah that makes sense like you're listening to them.
[03:28:45] sense like you're listening to them. Okay, so the three questions I'm going
[03:28:47] Okay, so the three questions I'm going to ask is like what do you These are the
[03:28:49] to ask is like what do you These are the the basic three questions the situation.
[03:28:51] the basic three questions the situation. What are you currently doing now? How
[03:28:52] What are you currently doing now? How long you been doing that? What caused
[03:28:54] long you been doing that? What caused you to do that? So for sales training
[03:28:55] you to do that? So for sales training like hey like what structure are you
[03:28:57] like hey like what structure are you actually using now on your sales calls
[03:28:58] actually using now on your sales calls that's causing you to get these think
[03:28:59] that's causing you to get these think about objections? How long have you been
[03:29:01] about objections? How long have you been selling that way? And and like what
[03:29:02] selling that way? And and like what caused you to actually use that
[03:29:04] caused you to actually use that structure? Is something a company gave
[03:29:05] structure? Is something a company gave you or did you use another training?
[03:29:07] you or did you use another training? Okay, that's for sales training
[03:29:09] Okay, that's for sales training specific. If you're selling like a bizop
[03:29:10] specific. If you're selling like a bizop like hey like what do you do for work
[03:29:12] like hey like what do you do for work now? How long have you been doing that?
[03:29:12] now? How long have you been doing that? What caused you to get in that line of
[03:29:14] What caused you to get in that line of work? Now, something like lead
[03:29:15] work? Now, something like lead generation, you are going to need more
[03:29:16] generation, you are going to need more information, okay? Like, what are you
[03:29:18] information, okay? Like, what are you doing to generate leads now? How long
[03:29:20] doing to generate leads now? How long have you been doing that? Typically,
[03:29:21] have you been doing that? Typically, like how many leads are you generating
[03:29:22] like how many leads are you generating per month right now? How many of those
[03:29:24] per month right now? How many of those convert into closes? How much is a close
[03:29:26] convert into closes? How much is a close worth to you? And what caused you to
[03:29:28] worth to you? And what caused you to start that? Okay. What caused you to get
[03:29:30] start that? Okay. What caused you to get into like that type of lead generation?
[03:29:32] into like that type of lead generation? So, you need a little bit more numbers.
[03:29:34] So, you need a little bit more numbers. Like, let's say for example, for lead
[03:29:35] Like, let's say for example, for lead generation, but it depends on what
[03:29:36] generation, but it depends on what you're selling. Um, like for weight
[03:29:38] you're selling. Um, like for weight loss, for fitness, it's like okay, like
[03:29:40] loss, for fitness, it's like okay, like what's your like what's your current
[03:29:42] what's your like what's your current regime now? Okay. uh how long have you
[03:29:44] regime now? Okay. uh how long have you been doing that? How much weight have
[03:29:45] been doing that? How much weight have you lost from that right in that time
[03:29:47] you lost from that right in that time frame? What caused you to go that route?
[03:29:49] frame? What caused you to go that route? Okay. So, just depending on what's going
[03:29:51] Okay. So, just depending on what's going to give you the best information to
[03:29:53] to give you the best information to really start to pinpoint and dig on the
[03:29:56] really start to pinpoint and dig on the problem. Okay. Now, once we get into
[03:29:59] problem. Okay. Now, once we get into problem, so I understand why they're
[03:30:01] problem, so I understand why they're here. I have an overarching goal. I have
[03:30:03] here. I have an overarching goal. I have an overarching problem. Now, I have a
[03:30:05] an overarching problem. Now, I have a little bit more on their situation. Now,
[03:30:07] little bit more on their situation. Now, I'm going to dig into problem and I need
[03:30:09] I'm going to dig into problem and I need to make this hurt. Okay. Why do people
[03:30:12] to make this hurt. Okay. Why do people change? pain or fear or future pain. So
[03:30:14] change? pain or fear or future pain. So this needs to hurt. So the goal of
[03:30:16] this needs to hurt. So the goal of problem is to understand what their
[03:30:18] problem is to understand what their problem is, how long it's been going on
[03:30:20] problem is, how long it's been going on for, quantify the problem the best we
[03:30:22] for, quantify the problem the best we can. Turn their stories into numbers,
[03:30:25] can. Turn their stories into numbers, impact is having on the business and the
[03:30:27] impact is having on the business and the impact it's having on them like personal
[03:30:29] impact it's having on them like personal impact. Okay. So what is the tone when
[03:30:31] impact. Okay. So what is the tone when we're getting into problem? The tone is
[03:30:33] we're getting into problem? The tone is curious, but we like we need to start
[03:30:36] curious, but we like we need to start being concerned when they start telling
[03:30:37] being concerned when they start telling you their problems. like when you're
[03:30:39] you their problems. like when you're probing deeper, you're a bit confused
[03:30:41] probing deeper, you're a bit confused because you're not sure exactly what's
[03:30:42] because you're not sure exactly what's going on. Okay? So, when we're talking
[03:30:43] going on. Okay? So, when we're talking about tone, just think about this
[03:30:45] about tone, just think about this logically. Um I I can do a deeper
[03:30:48] logically. Um I I can do a deeper training like on tone, but I don't want
[03:30:49] training like on tone, but I don't want to make this video like way way too
[03:30:51] to make this video like way way too long, right? We go we're going real in
[03:30:53] long, right? We go we're going real in depth here. Um so, but when it comes to
[03:30:55] depth here. Um so, but when it comes to tone, a lot of like tone mastery is
[03:30:58] tone, a lot of like tone mastery is mastering your state and where is your
[03:30:59] mastering your state and where is your focus at? If you're in a real
[03:31:02] focus at? If you're in a real conversation and somebody's telling you
[03:31:03] conversation and somebody's telling you like, "Dude, I hate my work." Right? You
[03:31:05] like, "Dude, I hate my work." Right? You want to say, "Well, why do you hate your
[03:31:06] want to say, "Well, why do you hate your work?" you would be a little bit
[03:31:08] work?" you would be a little bit concerned. It's like, dude, what's going
[03:31:09] concerned. It's like, dude, what's going on? It's the same thing when you're
[03:31:11] on? It's the same thing when you're talking about like mastering tone. Most
[03:31:12] talking about like mastering tone. Most of it is just mastering your state. The
[03:31:14] of it is just mastering your state. The three things we need to focus on when it
[03:31:15] three things we need to focus on when it comes to mastering our state is like
[03:31:17] comes to mastering our state is like where's our focus? Okay. So,
[03:31:19] where's our focus? Okay. So, understanding, are we truly trying to
[03:31:20] understanding, are we truly trying to understand them and are we trying to
[03:31:21] understand them and are we trying to help them? Okay. Focus. Is that where it
[03:31:23] help them? Okay. Focus. Is that where it needs to be? Okay. Number two,
[03:31:25] needs to be? Okay. Number two, physiology. Okay. Are we making facial
[03:31:28] physiology. Okay. Are we making facial expressions? Are we moving our body to
[03:31:30] expressions? Are we moving our body to really express the type of emotion we're
[03:31:33] really express the type of emotion we're trying to get to? If I if I if I look
[03:31:35] trying to get to? If I if I if I look confused, it's kind of hard not to sound
[03:31:38] confused, it's kind of hard not to sound confused. Okay, that's also And then
[03:31:41] confused. Okay, that's also And then number three is our language. Okay, you
[03:31:43] number three is our language. Okay, you can make up for your tone with body
[03:31:46] can make up for your tone with body language and language. Okay, like you
[03:31:49] language and language. Okay, like you can say, well, I'm I'm curious
[03:31:51] can say, well, I'm I'm curious and you can be curious and you fear your
[03:31:53] and you can be curious and you fear your brow and you're like, "My tone doesn't
[03:31:55] brow and you're like, "My tone doesn't change at all." But they'll get the gist
[03:31:57] change at all." But they'll get the gist of it. So, there's different things you
[03:31:59] of it. So, there's different things you could do to make up for it. Okay?
[03:32:01] could do to make up for it. Okay? language, facial expressions, body
[03:32:03] language, facial expressions, body language, all of that really ties into
[03:32:06] language, all of that really ties into tone. But the tone we're looking for
[03:32:07] tone. But the tone we're looking for here is we're curious at first. Once we
[03:32:10] here is we're curious at first. Once we start to understand like, hey, shit's
[03:32:11] start to understand like, hey, shit's pretty bad. That's when we start to be
[03:32:13] pretty bad. That's when we start to be concerned. When we are probing deeper on
[03:32:14] concerned. When we are probing deeper on things, we're a bit confused because we
[03:32:16] things, we're a bit confused because we don't understand what's going on. Okay.
[03:32:18] don't understand what's going on. Okay. So, the very first question that I'm
[03:32:20] So, the very first question that I'm going to ask in problem because
[03:32:22] going to ask in problem because understand what is the goal of an
[03:32:23] understand what is the goal of an improvement offer is I need to create
[03:32:26] improvement offer is I need to create doubt in what they're currently doing.
[03:32:28] doubt in what they're currently doing. Now, when you're selling an improvement
[03:32:30] Now, when you're selling an improvement offer, whether it be fitness, lead
[03:32:31] offer, whether it be fitness, lead generation, sales training, whatever it
[03:32:34] generation, sales training, whatever it is, it needs to be their fault. When
[03:32:36] is, it needs to be their fault. When you're selling something like a bisop,
[03:32:38] you're selling something like a bisop, okay, it's not their fault. Their job
[03:32:40] okay, it's not their fault. Their job sucks. They can't do anything about it.
[03:32:41] sucks. They can't do anything about it. You help them get a new quote unquote
[03:32:44] You help them get a new quote unquote job. It's a business opportunity. But
[03:32:45] job. It's a business opportunity. But for like sales training, I can't fix the
[03:32:49] for like sales training, I can't fix the envir like I can't fix the economy. I
[03:32:51] envir like I can't fix the economy. I can't fix their offer. Okay? I can't fix
[03:32:54] can't fix their offer. Okay? I can't fix their leads. I can only fix them. So
[03:32:56] their leads. I can only fix them. So anything that they tell me that is not
[03:32:58] anything that they tell me that is not it is my fault is not a good answer. So
[03:33:01] it is my fault is not a good answer. So I will loop around until I get them to
[03:33:03] I will loop around until I get them to admit that it is their fault that they
[03:33:05] admit that it is their fault that they don't have the skills. That is what's
[03:33:07] don't have the skills. That is what's causing all of their problems. Okay. So
[03:33:09] causing all of their problems. Okay. So the first question I'm going to ask is
[03:33:11] the first question I'm going to ask is so what do you feel like you're saying
[03:33:12] so what do you feel like you're saying or maybe not saying or even with your
[03:33:14] or maybe not saying or even with your tone that could be causing problem or
[03:33:16] tone that could be causing problem or not getting goal? Okay. So so what do
[03:33:18] not getting goal? Okay. So so what do you feel like you're saying or maybe not
[03:33:19] you feel like you're saying or maybe not saying or even something with your tone
[03:33:21] saying or even something with your tone that could be causing you to get all
[03:33:22] that could be causing you to get all these think about objections man?
[03:33:25] these think about objections man? Right now you want to add in what they
[03:33:28] Right now you want to add in what they said their problem or overarching goal
[03:33:29] said their problem or overarching goal was. You do not put words in their
[03:33:30] was. You do not put words in their mouth. Okay. The goal of this question
[03:33:32] mouth. Okay. The goal of this question is to get a real problem that is in
[03:33:34] is to get a real problem that is in their control to solve. So what will
[03:33:36] their control to solve. So what will happen is people will externalize.
[03:33:39] happen is people will externalize. Okay. So it's the economy it's outside
[03:33:41] Okay. So it's the economy it's outside of their control. A real easy easy thing
[03:33:44] of their control. A real easy easy thing to always do if people like externalize
[03:33:46] to always do if people like externalize this be either be like time and fitness.
[03:33:48] this be either be like time and fitness. I don't have the time. It could be like
[03:33:50] I don't have the time. It could be like this is an example I have here with lead
[03:33:52] this is an example I have here with lead generation like the economy. Oh, the
[03:33:54] generation like the economy. Oh, the economy is just bad, right? [ __ ] Um
[03:33:57] economy is just bad, right? [ __ ] Um or with uh sales people like, "Oh, the
[03:33:59] or with uh sales people like, "Oh, the marketing is not good." Well, I mean, I
[03:34:01] marketing is not good." Well, I mean, I I can see where you're coming from. Can
[03:34:02] I can see where you're coming from. Can Can I make a suggestion? Like, hey, we
[03:34:04] Can I make a suggestion? Like, hey, we work with like dozens of clients who are
[03:34:06] work with like dozens of clients who are in your market who are able to grow like
[03:34:07] in your market who are able to grow like once they get their marketing dialed in,
[03:34:09] once they get their marketing dialed in, like what do you feel like maybe you're
[03:34:11] like what do you feel like maybe you're missing uh that's in like uh what do you
[03:34:14] missing uh that's in like uh what do you feel like you're missing that is making
[03:34:16] feel like you're missing that is making your marketing inconsistent? again like
[03:34:18] your marketing inconsistent? again like what you're what you're saying is, hey,
[03:34:20] what you're what you're saying is, hey, I have this subset of people that are in
[03:34:22] I have this subset of people that are in your exact same situation that make it
[03:34:25] your exact same situation that make it work. Why can't you make it work? And
[03:34:27] work. Why can't you make it work? And what this causes them to do is like look
[03:34:29] what this causes them to do is like look internally. So for like sales training,
[03:34:31] internally. So for like sales training, it's like I mean potentially, man, like
[03:34:33] it's like I mean potentially, man, like you know, I I help tons of people in
[03:34:36] you know, I I help tons of people in your industry specific that are able to
[03:34:38] your industry specific that are able to make 10, 20, 30, $40,000 per month. like
[03:34:41] make 10, 20, 30, $40,000 per month. like what do you feel like is missing with
[03:34:43] what do you feel like is missing with what you're currently doing that's
[03:34:44] what you're currently doing that's preventing you from being able to I
[03:34:45] preventing you from being able to I guess like make that much in
[03:34:46] guess like make that much in commissions, right? It's their fault.
[03:34:49] commissions, right? It's their fault. Okay?
[03:34:51] Okay? And you can loop around as long as you
[03:34:53] And you can loop around as long as you need to with that. Okay? So, another
[03:34:55] need to with that. Okay? So, another thing that you'll get into is like, hey,
[03:34:56] thing that you'll get into is like, hey, things are good right now. I just want
[03:34:59] things are good right now. I just want to see what's out there. That's when you
[03:35:00] to see what's out there. That's when you put the good to great frame on them. So,
[03:35:01] put the good to great frame on them. So, like we covered before, that can also
[03:35:03] like we covered before, that can also come here. Okay. Another thing that
[03:35:05] come here. Okay. Another thing that you'll run into is like, oh, like I just
[03:35:07] you'll run into is like, oh, like I just want to get better. I just want to grow.
[03:35:08] want to get better. I just want to grow. Okay. So, I just want to grow is not a
[03:35:11] Okay. So, I just want to grow is not a problem. We want to get a problem. We
[03:35:13] problem. We want to get a problem. We need to make it hurt. Now, we want to
[03:35:14] need to make it hurt. Now, we want to get a goal and a problem. We need
[03:35:16] get a goal and a problem. We need something that they're running away from
[03:35:18] something that they're running away from and running towards. It's easier to dive
[03:35:21] and running towards. It's easier to dive into problems quicker for people because
[03:35:23] into problems quicker for people because just naturally how the brain works is
[03:35:25] just naturally how the brain works is it's more negative focused. Okay? And
[03:35:27] it's more negative focused. Okay? And people are going to run away from pain
[03:35:29] people are going to run away from pain much quicker than they run towards
[03:35:31] much quicker than they run towards pleasure. Just generally speaking. So,
[03:35:32] pleasure. Just generally speaking. So, you need pain. Okay? Um, so this is an
[03:35:36] you need pain. Okay? Um, so this is an example for um, like a lead generation
[03:35:38] example for um, like a lead generation company. Okay. Well, like let's say they
[03:35:40] company. Okay. Well, like let's say they say, "Oh, I just want to grow." Well,
[03:35:42] say, "Oh, I just want to grow." Well, lots of companies will be happy with the
[03:35:43] lots of companies will be happy with the level of leads that they're at. Like,
[03:35:45] level of leads that they're at. Like, where does that drive come from to grow?
[03:35:47] where does that drive come from to grow? Why is that important to you? Again, I'm
[03:35:48] Why is that important to you? Again, I'm peeling back the layers a little bit.
[03:35:50] peeling back the layers a little bit. Like, why is that important to you?
[03:35:52] Like, why is that important to you? Okay. And how are you doing in that area
[03:35:54] Okay. And how are you doing in that area now? It's like, oh, like I always want
[03:35:56] now? It's like, oh, like I always want to grow. I always want to get to the
[03:35:57] to grow. I always want to get to the next level. Well, well, how is your
[03:35:58] next level. Well, well, how is your growth right now? Oh, it's not quite
[03:35:59] growth right now? Oh, it's not quite where it needs to be, right? It's really
[03:36:00] where it needs to be, right? It's really easy to go into the negative. Okay.
[03:36:02] easy to go into the negative. Okay. Prospect. Oh, I'm looking to hire. Why
[03:36:04] Prospect. Oh, I'm looking to hire. Why is that? To free up my time so I can do
[03:36:06] is that? To free up my time so I can do XYZ. Um, how is time being used right
[03:36:10] XYZ. Um, how is time being used right now? Okay, real problem. Let's just say
[03:36:12] now? Okay, real problem. Let's just say like, oh, like, you know, what's the
[03:36:14] like, oh, like, you know, what's the main reason you're looking for outside
[03:36:15] main reason you're looking for outside help? Like, oh, I'm looking to hire. Why
[03:36:16] help? Like, oh, I'm looking to hire. Why are you looking to hire? Free up time.
[03:36:18] are you looking to hire? Free up time. Okay, well, how's your time now? Or for
[03:36:20] Okay, well, how's your time now? Or for example, for like sales training, it's
[03:36:22] example, for like sales training, it's like, oh, like, you know, I just want to
[03:36:24] like, oh, like, you know, I just want to like make sure I'm getting to the next
[03:36:25] like make sure I'm getting to the next level. Okay, like why is that important
[03:36:26] level. Okay, like why is that important to you? Oh, so I can travel, do this,
[03:36:28] to you? Oh, so I can travel, do this, and this and this. Like, okay, well,
[03:36:29] and this and this. Like, okay, well, you're not able to do that now. Like,
[03:36:31] you're not able to do that now. Like, how so? Right? You go positive and then
[03:36:36] how so? Right? You go positive and then just very easily like take a negative.
[03:36:38] just very easily like take a negative. Oh, you're not able to do that now?
[03:36:39] Oh, you're not able to do that now? Well, how so? Okay. Now, sometimes, and
[03:36:43] Well, how so? Okay. Now, sometimes, and again, this is mostly for improvement
[03:36:44] again, this is mostly for improvement offers. You're going to get the I don't
[03:36:46] offers. You're going to get the I don't know. Okay. You're like, "Hey, man.
[03:36:49] know. Okay. You're like, "Hey, man. Like, what's missing with what you're
[03:36:50] Like, what's missing with what you're currently doing?" They're like, "I don't
[03:36:51] currently doing?" They're like, "I don't know, man." Okay. So, the immediate
[03:36:53] know, man." Okay. So, the immediate response is if you really think about
[03:36:54] response is if you really think about it. Now, the reason why you're going to
[03:36:56] it. Now, the reason why you're going to ask that, and this goes for anytime you
[03:36:59] ask that, and this goes for anytime you get anybody who tells you, "I don't
[03:37:00] get anybody who tells you, "I don't know," to one of your questions, you
[03:37:02] know," to one of your questions, you don't just move on. You just if you
[03:37:04] don't just move on. You just if you really thought about it, or if you did
[03:37:05] really thought about it, or if you did know, what would you say? You'll be
[03:37:07] know, what would you say? You'll be surprised how well that works. Most
[03:37:09] surprised how well that works. Most people are lazy, and if you allow them
[03:37:10] people are lazy, and if you allow them to be lazy on your sales calls, they
[03:37:12] to be lazy on your sales calls, they will not really dig to give you the
[03:37:14] will not really dig to give you the answers that you're looking for to get
[03:37:15] answers that you're looking for to get the leverage you need to actually get
[03:37:17] the leverage you need to actually get them across the line. Okay? If you get
[03:37:19] them across the line. Okay? If you get it, again, you can insert a problem. So,
[03:37:21] it, again, you can insert a problem. So, if I need to create doubt in my
[03:37:24] if I need to create doubt in my prospect, if they tell me they don't
[03:37:25] prospect, if they tell me they don't know what the problem is, like this is
[03:37:27] know what the problem is, like this is actually really good for me, okay? Cuz I
[03:37:29] actually really good for me, okay? Cuz I can insert their problem and I need to
[03:37:30] can insert their problem and I need to get their buy in on it. Okay? So, for
[03:37:33] get their buy in on it. Okay? So, for example, this is something to where it's
[03:37:36] example, this is something to where it's like it's more like lead generation.
[03:37:37] like it's more like lead generation. Okay? Hey, can I make a suggestion?
[03:37:39] Okay? Hey, can I make a suggestion? After working with hundreds of clients,
[03:37:40] After working with hundreds of clients, like what we typically see is relying on
[03:37:42] like what we typically see is relying on referrals can be inconsistent. Like
[03:37:44] referrals can be inconsistent. Like you're not in control of like how many
[03:37:46] you're not in control of like how many you actually get and because of that,
[03:37:47] you actually get and because of that, it's hard to scale. Do you feel like
[03:37:49] it's hard to scale. Do you feel like that might be what you're running into?
[03:37:51] that might be what you're running into? Get buy in. Okay. How do you see that
[03:37:54] Get buy in. Okay. How do you see that being the case? Get them to expand on it
[03:37:58] being the case? Get them to expand on it for sales training. Okay. Well, like
[03:38:01] for sales training. Okay. Well, like sales training is going to be a little
[03:38:03] sales training is going to be a little bit different. Okay. So, sales training
[03:38:04] bit different. Okay. So, sales training is going to be like, okay, well, walk me
[03:38:06] is going to be like, okay, well, walk me through like what like when you get like
[03:38:07] through like what like when you get like a think about objection, like what what
[03:38:08] a think about objection, like what what do you actually say? Like, oh, you say
[03:38:10] do you actually say? Like, oh, you say that? Yeah, that can be an issue, man.
[03:38:12] that? Yeah, that can be an issue, man. Um, how many people do you feel like,
[03:38:15] Um, how many people do you feel like, you know, when they hop on a call, like
[03:38:16] you know, when they hop on a call, like they say something fairly similar?
[03:38:19] they say something fairly similar? Probably most. Wouldn't you agree? So,
[03:38:21] Probably most. Wouldn't you agree? So, if you sound like everyone else, what do
[03:38:23] if you sound like everyone else, what do you feel like goes through like the
[03:38:24] you feel like goes through like the prospect's mind, right? They treat you
[03:38:26] prospect's mind, right? They treat you like everyone else, right? So, can you
[03:38:28] like everyone else, right? So, can you see how that might be part of the issue,
[03:38:30] see how that might be part of the issue, right? Might be part of the issue. It
[03:38:32] right? Might be part of the issue. It makes it easier for them to run uh
[03:38:33] makes it easier for them to run uh actually buy into it. Yes. How do you
[03:38:36] actually buy into it. Yes. How do you see that being the case? And then
[03:38:37] see that being the case? And then they're like, "Oh, well, that's a case
[03:38:38] they're like, "Oh, well, that's a case cuz of blah blah blah blah blah." Cool.
[03:38:40] cuz of blah blah blah blah blah." Cool. Right now that we got it that's their
[03:38:42] Right now that we got it that's their problem. They get the buy in. Again,
[03:38:45] problem. They get the buy in. Again, more than half the time you're not going
[03:38:47] more than half the time you're not going to have to do any of this, but I want to
[03:38:49] to have to do any of this, but I want to give you all the tools in case you run
[03:38:50] give you all the tools in case you run into something. People are
[03:38:51] into something. People are externalizing. They're not telling the
[03:38:53] externalizing. They're not telling the real thing. Okay. Now, after you get the
[03:38:55] real thing. Okay. Now, after you get the problem and is their fault or in a
[03:38:57] problem and is their fault or in a bizop, they're telling you that their
[03:38:58] bizop, they're telling you that their job sucks or in fitness they're just
[03:39:00] job sucks or in fitness they're just saying they're unhappy with being
[03:39:02] saying they're unhappy with being overweight. After you get the problem,
[03:39:04] overweight. After you get the problem, you need to probe and dig. Okay. The
[03:39:07] you need to probe and dig. Okay. The very first thing that you're going to do
[03:39:08] very first thing that you're going to do as soon as you get the problem, you want
[03:39:10] as soon as you get the problem, you want them to expand on it. Okay. Well, what
[03:39:12] them to expand on it. Okay. Well, what do you mean? No matter what they say,
[03:39:14] do you mean? No matter what they say, like, oh, like, yeah, I'm just losing a
[03:39:16] like, oh, like, yeah, I'm just losing a lot of money right now. Well, what do
[03:39:18] lot of money right now. Well, what do you mean? Or, oh, right now, I just
[03:39:20] you mean? Or, oh, right now, I just don't know what to say when a prospect,
[03:39:22] don't know what to say when a prospect, you know, gives me push back. What do
[03:39:23] you know, gives me push back. What do you mean?
[03:39:25] you mean? Oh, blah blah blah blah blah. So, you
[03:39:26] Oh, blah blah blah blah blah. So, you say a little bit like confused, like you
[03:39:28] say a little bit like confused, like you don't know what they meant by that. What
[03:39:29] don't know what they meant by that. What this does is it always causes them to
[03:39:31] this does is it always causes them to expand on the problem. Now, the next one
[03:39:33] expand on the problem. Now, the next one is going to be optional. I really like
[03:39:35] is going to be optional. I really like to do this because I want specifics and
[03:39:37] to do this because I want specifics and I want specific moments. When you're
[03:39:39] I want specific moments. When you're thinking about either pain and pleasure,
[03:39:42] thinking about either pain and pleasure, it really comes down to specific moments
[03:39:44] it really comes down to specific moments people can really picture and me like
[03:39:46] people can really picture and me like remember that really pushes the urgency.
[03:39:48] remember that really pushes the urgency. So, I'm going to ask, hey, can you give
[03:39:50] So, I'm going to ask, hey, can you give me example or are there specific times
[03:39:52] me example or are there specific times that this shows up more or are you uh
[03:39:55] that this shows up more or are you uh how do you see that showing up for you?
[03:39:56] how do you see that showing up for you? I'm not going to ask all these
[03:39:58] I'm not going to ask all these questions. Typically, just one. Well,
[03:40:00] questions. Typically, just one. Well, can can you give me an example? When you
[03:40:01] can can you give me an example? When you like ran into this think about
[03:40:02] like ran into this think about objection, you weren't able to overcome
[03:40:03] objection, you weren't able to overcome it like over the past week.
[03:40:06] it like over the past week. Ah, okay. And and how long have we been
[03:40:08] Ah, okay. And and how long have we been like noticing this issue? Okay. I'm
[03:40:10] like noticing this issue? Okay. I'm always going to ask them, how long have
[03:40:11] always going to ask them, how long have we been noticing the issue? So, time
[03:40:13] we been noticing the issue? So, time frame always expands the problem. So, if
[03:40:17] frame always expands the problem. So, if they've been going over and like, hey,
[03:40:18] they've been going over and like, hey, I've been missing out on sales for the
[03:40:19] I've been missing out on sales for the past 6 months. Again, that expands the
[03:40:22] past 6 months. Again, that expands the problem. Okay. Then from there, I'm
[03:40:24] problem. Okay. Then from there, I'm going to quantify. Now, this is sales
[03:40:27] going to quantify. Now, this is sales training specific, but you can quantify
[03:40:29] training specific, but you can quantify with really any offer. Okay, let's say
[03:40:33] with really any offer. Okay, let's say um quantifying is just you're turning
[03:40:35] um quantifying is just you're turning their story into numbers or reality.
[03:40:40] their story into numbers or reality. Okay, let's say for fitness, for
[03:40:41] Okay, let's say for fitness, for example, like they're very fatigued all
[03:40:43] example, like they're very fatigued all the time. Well, I guess you being
[03:40:45] the time. Well, I guess you being fatigued all the time, like what is that
[03:40:46] fatigued all the time, like what is that taking you away from? Okay, you're
[03:40:48] taking you away from? Okay, you're turning that story of fatigue into
[03:40:50] turning that story of fatigue into something more real. or lead generation.
[03:40:52] something more real. or lead generation. It's like, okay, like how many deals do
[03:40:53] It's like, okay, like how many deals do you feel like we're missing out just
[03:40:55] you feel like we're missing out just because we don't have the leads dialed
[03:40:56] because we don't have the leads dialed in? Whatever it is you're selling, you
[03:40:57] in? Whatever it is you're selling, you can always like turn their story into
[03:40:58] can always like turn their story into numbers. Okay, that's what I'm going to
[03:41:00] numbers. Okay, that's what I'm going to do here when I'm selling sales training.
[03:41:02] do here when I'm selling sales training. Okay, and how many deals are you losing
[03:41:04] Okay, and how many deals are you losing out on like right now like per month
[03:41:06] out on like right now like per month because of that? Like just ballpark like
[03:41:08] because of that? Like just ballpark like get a number out of them. Like I'm going
[03:41:09] get a number out of them. Like I'm going to sit here. I'm going to get on my
[03:41:10] to sit here. I'm going to get on my calculator. So let me pull out my
[03:41:11] calculator. So let me pull out my calculator here. So you want to sit here
[03:41:13] calculator here. So you want to sit here and you want to get their numbers a
[03:41:14] and you want to get their numbers a little bit more. So it's like okay like
[03:41:15] little bit more. So it's like okay like how much are you are you losing out on
[03:41:17] how much are you are you losing out on to think about objections like each and
[03:41:18] to think about objections like each and every month right now? Let's say like
[03:41:20] every month right now? Let's say like per week. Okay, we're losing out on like
[03:41:21] per week. Okay, we're losing out on like five per week right now. And how much is
[03:41:23] five per week right now. And how much is a deal worth you? Just like ballpark.
[03:41:25] a deal worth you? Just like ballpark. Okay, it's like 500. Okay, so we're
[03:41:28] Okay, it's like 500. Okay, so we're losing out on 525. Let me let me get
[03:41:31] losing out on 525. Let me let me get that calculator out. I'm not the best at
[03:41:33] that calculator out. I'm not the best at math, but I multiply that by four. So
[03:41:35] math, but I multiply that by four. So it's 2500 per week times four. So we're
[03:41:38] it's 2500 per week times four. So we're missing out on like 10,000
[03:41:41] missing out on like 10,000 like per month just because like we
[03:41:42] like per month just because like we don't know how to overcome thinkabout
[03:41:43] don't know how to overcome thinkabout objections.
[03:41:45] objections. Does that sound right?
[03:41:48] Does that sound right? Okay.
[03:41:49] Okay. So, I'm going to either you want them.
[03:41:52] So, I'm going to either you want them. Now, this is if you're selling like a
[03:41:53] Now, this is if you're selling like a very much like an ROI improvement offer.
[03:41:56] very much like an ROI improvement offer. This works really well. If you're
[03:41:57] This works really well. If you're selling a bisop, it's hard to do that as
[03:41:58] selling a bisop, it's hard to do that as much, but you're like, "Okay, what is
[03:42:01] much, but you're like, "Okay, what is you not making as much money as you
[03:42:02] you not making as much money as you want? What is that taking you away from?
[03:42:04] want? What is that taking you away from? You're not spending the time you want.
[03:42:05] You're not spending the time you want. What is that taking you away from?"
[03:42:07] What is that taking you away from?" That's how you can more quantify it for
[03:42:08] That's how you can more quantify it for like bisop. But for this in
[03:42:10] like bisop. But for this in specifically, right, it's real, real
[03:42:12] specifically, right, it's real, real easy. Like lead generation, anything
[03:42:13] easy. Like lead generation, anything that it's like, "Hey, I improve what
[03:42:15] that it's like, "Hey, I improve what you're doing." you you pull out the
[03:42:16] you're doing." you you pull out the numbers and you always want to make sure
[03:42:18] numbers and you always want to make sure you get buy in on the numbers. Now, I'm
[03:42:21] you get buy in on the numbers. Now, I'm always like, "Hey, does that sound
[03:42:22] always like, "Hey, does that sound right?" Like, I'm perplexed. Like, dude,
[03:42:24] right?" Like, I'm perplexed. Like, dude, this is this is wild right now. Okay, so
[03:42:28] this is this is wild right now. Okay, so it's like and the reason is like I don't
[03:42:30] it's like and the reason is like I don't you don't want to put these numbers on
[03:42:32] you don't want to put these numbers on them. You want them to get buying on the
[03:42:33] them. You want them to get buying on the numbers. Like, does that sound right?
[03:42:36] numbers. Like, does that sound right? And it's like it it's it's a little bit
[03:42:38] And it's like it it's it's a little bit of acting.
[03:42:40] of acting. Give me all my secrets. It's a little
[03:42:42] Give me all my secrets. It's a little bit of acting, but it's like I can
[03:42:44] bit of acting, but it's like I can definitely see why you'd be looking for
[03:42:46] definitely see why you'd be looking for help, man. Um, and again, like optional,
[03:42:48] help, man. Um, and again, like optional, like what is that taking you away from?
[03:42:50] like what is that taking you away from? What is that preventing you from doing
[03:42:51] What is that preventing you from doing that maybe you would like to do? Well,
[03:42:52] that maybe you would like to do? Well, you missing out on like 10,000 per
[03:42:54] you missing out on like 10,000 per month. Like, like what is that
[03:42:55] month. Like, like what is that preventing you from doing that that
[03:42:56] preventing you from doing that that maybe you'd like to do? Oh, I'd like to
[03:42:58] maybe you'd like to do? Oh, I'd like to do this, this, and this, this, this, and
[03:43:00] do this, this, and this, this, this, and that, right? Sit there. You can get more
[03:43:02] that, right? Sit there. You can get more out of it. I would say like this one's
[03:43:04] out of it. I would say like this one's optional. And then from there, I'm going
[03:43:06] optional. And then from there, I'm going to ask like what impact it has like on
[03:43:08] to ask like what impact it has like on their thing and then like what impact it
[03:43:10] their thing and then like what impact it has on them personally. So I tend to ask
[03:43:12] has on them personally. So I tend to ask like two impact questions. Okay? What
[03:43:14] like two impact questions. Okay? What impact is it having on your day-to-day,
[03:43:16] impact is it having on your day-to-day, the people around you, your family, your
[03:43:18] the people around you, your family, your work? It depends on what came up in the
[03:43:21] work? It depends on what came up in the conversation. Okay? So it's like, so
[03:43:26] conversation. Okay? So it's like, so let's say for this example, they're
[03:43:27] let's say for this example, they're missing out on $10,000 in sales each and
[03:43:30] missing out on $10,000 in sales each and every month due to this think about
[03:43:31] every month due to this think about objections. Well, it's like, hey man,
[03:43:33] objections. Well, it's like, hey man, like I don't I don't want to assume, but
[03:43:34] like I don't I don't want to assume, but like what type of impact, you know, you
[03:43:37] like what type of impact, you know, you missing out on all those sales is that
[03:43:38] missing out on all those sales is that really having on like your dayto-day.
[03:43:43] Okay, sit, probe, get symptoms. What do
[03:43:46] Okay, sit, probe, get symptoms. What do you mean? How so? Where else is that
[03:43:48] you mean? How so? Where else is that showing up for you? And then from there,
[03:43:50] showing up for you? And then from there, I'm going to ask like the personal
[03:43:52] I'm going to ask like the personal impact question. Okay. And hey, and I'm
[03:43:54] impact question. Okay. And hey, and I'm not in your shoes. Like, I'm in mine, so
[03:43:56] not in your shoes. Like, I'm in mine, so I don't want to assume. But you know,
[03:43:58] I don't want to assume. But you know, this XYZ impact happening, like, how
[03:44:01] this XYZ impact happening, like, how does that feel?
[03:44:03] does that feel? Hey, man. Like, I'm not in your shoes.
[03:44:05] Hey, man. Like, I'm not in your shoes. I'm in mine, so I don't want to assume.
[03:44:06] I'm in mine, so I don't want to assume. But you getting to the end of the call
[03:44:07] But you getting to the end of the call and just like getting hit with these
[03:44:08] and just like getting hit with these think about objections and losing out on
[03:44:10] think about objections and losing out on sales. Like, how does that feel? I'm
[03:44:13] sales. Like, how does that feel? I'm like, I'm gathering up all this
[03:44:15] like, I'm gathering up all this information and I'm just like showing
[03:44:17] information and I'm just like showing you this on this mirror. I'm like, dude,
[03:44:19] you this on this mirror. I'm like, dude, how does this feel? Right? Like that's
[03:44:21] how does this feel? Right? Like that's how you really hit that. Now, there's
[03:44:23] how you really hit that. Now, there's different ways you can ask a personal
[03:44:24] different ways you can ask a personal impact question. So, if you feel
[03:44:27] impact question. So, if you feel comfortable or it doesn't fit, if you
[03:44:29] comfortable or it doesn't fit, if you feel uncomfortable asking these
[03:44:30] feel uncomfortable asking these questions or it doesn't fit, don't ask.
[03:44:33] questions or it doesn't fit, don't ask. Okay? The easiest way to ask this
[03:44:36] Okay? The easiest way to ask this question is, well, what is that doing to
[03:44:37] question is, well, what is that doing to you though? Right? That is a real real
[03:44:40] you though? Right? That is a real real easy question to ask. Now, I tend to
[03:44:43] easy question to ask. Now, I tend to preframe this question, the impact
[03:44:44] preframe this question, the impact question, like the personal impact
[03:44:45] question, like the personal impact question with I don't want to assume
[03:44:47] question with I don't want to assume everyone is different. Uh I'm not in
[03:44:48] everyone is different. Uh I'm not in your shoes. I'm in my shoes, not yours.
[03:44:51] your shoes. I'm in my shoes, not yours. Because a lot of the times, like the
[03:44:53] Because a lot of the times, like the biggest push back you'll get from this
[03:44:54] biggest push back you'll get from this is, hey, this is obvious, bro. Why are
[03:44:56] is, hey, this is obvious, bro. Why are you asking me this? Okay. So, like
[03:44:58] you asking me this? Okay. So, like what's that doing to you though
[03:45:00] what's that doing to you though personally? What type of impact is that
[03:45:01] personally? What type of impact is that having on you personally though? Like
[03:45:03] having on you personally though? Like what comes up like internally when you
[03:45:04] what comes up like internally when you think about that? Okay. I'll tend to ask
[03:45:07] think about that? Okay. I'll tend to ask one maybe two personal impact questions.
[03:45:10] one maybe two personal impact questions. But if you don't feel comfortable and it
[03:45:11] But if you don't feel comfortable and it doesn't make sense in the conversation,
[03:45:13] doesn't make sense in the conversation, that is one you can skip. Okay. Now, a
[03:45:15] that is one you can skip. Okay. Now, a couple things that you can run into is
[03:45:17] couple things that you can run into is it's not that bad. Okay. I mean, it's
[03:45:20] it's not that bad. Okay. I mean, it's not that bad. So, why is this a red
[03:45:22] not that bad. So, why is this a red flag? It's because like they're
[03:45:23] flag? It's because like they're minimizing their pain. So, why do people
[03:45:25] minimizing their pain. So, why do people change? Fear of future pain or pain. So,
[03:45:28] change? Fear of future pain or pain. So, if they're minimizing their pain, then
[03:45:30] if they're minimizing their pain, then they are really distancing themselves
[03:45:33] they are really distancing themselves from actually having to make a decision.
[03:45:35] from actually having to make a decision. Okay? So, it's it's not something
[03:45:37] Okay? So, it's it's not something they're like consciously doing. It's
[03:45:38] they're like consciously doing. It's more of like a subconscious thing, but a
[03:45:40] more of like a subconscious thing, but a real but just know you need to nip this
[03:45:42] real but just know you need to nip this [ __ ] in the butt. So, when they're like,
[03:45:44] [ __ ] in the butt. So, when they're like, "Oh, like it's not that bad." Well, hey,
[03:45:45] "Oh, like it's not that bad." Well, hey, man, can I share a perspective? Do you
[03:45:47] man, can I share a perspective? Do you do you feel like that might be part of
[03:45:48] do you feel like that might be part of the problem? Hey, can I share
[03:45:50] the problem? Hey, can I share perspective? Pause. Get the buy in. Do
[03:45:52] perspective? Pause. Get the buy in. Do you feel like that may be part of the
[03:45:53] you feel like that may be part of the problem? I don't let them answer. I just
[03:45:56] problem? I don't let them answer. I just go into this analogy. Do you feel like
[03:45:57] go into this analogy. Do you feel like that may be part of the problem? Because
[03:45:59] that may be part of the problem? Because if it's not that bad, like where's the
[03:46:01] if it's not that bad, like where's the motivation to change? Like for example,
[03:46:03] motivation to change? Like for example, if you're playing in the Super Bowl and
[03:46:04] if you're playing in the Super Bowl and you had a teammate who didn't care
[03:46:05] you had a teammate who didn't care whether they won or lost, like would you
[03:46:07] whether they won or lost, like would you want them as your teammate? Like why
[03:46:09] want them as your teammate? Like why not, right? Because they don't have the
[03:46:11] not, right? Because they don't have the like they don't they don't have the
[03:46:12] like they don't they don't have the emotion like driving them forward. You
[03:46:15] emotion like driving them forward. You get what I mean? So, it's like, so be
[03:46:16] get what I mean? So, it's like, so be real with me because I want to see you
[03:46:17] real with me because I want to see you win. Like, how does this actually feel?
[03:46:21] win. Like, how does this actually feel? Okay, why does why does this work? Okay,
[03:46:23] Okay, why does why does this work? Okay, so just naturally, if you use an analogy
[03:46:27] so just naturally, if you use an analogy that they agree with, that's very easy
[03:46:29] that they agree with, that's very easy for them to agree with, like, hey, for
[03:46:31] for them to agree with, like, hey, for example, if you were playing in a Super
[03:46:33] example, if you were playing in a Super Bowl and you had a teammate who didn't
[03:46:34] Bowl and you had a teammate who didn't care whether you won or loss, would you
[03:46:35] care whether you won or loss, would you want them as a teammate? If they buy
[03:46:38] want them as a teammate? If they buy into that, they're more likely to buy
[03:46:40] into that, they're more likely to buy into the overarching point that you're
[03:46:42] into the overarching point that you're making. Okay? That's why I don't give
[03:46:45] making. Okay? That's why I don't give them space here because they could
[03:46:47] them space here because they could disagree with this. It's hard for them
[03:46:49] disagree with this. It's hard for them to disagree with it together. Okay. And
[03:46:53] to disagree with it together. Okay. And then from there, I reask it. Works like
[03:46:56] then from there, I reask it. Works like a charm. Okay.
[03:46:58] a charm. Okay. Okay. They might say, "Hey, it makes me
[03:47:01] Okay. They might say, "Hey, it makes me want to fix it." Okay. I can appreciate
[03:47:02] want to fix it." Okay. I can appreciate where you're coming from. Can I share a
[03:47:03] where you're coming from. Can I share a perspective on that? Like the first step
[03:47:05] perspective on that? Like the first step in like fixing the problem is admitting
[03:47:07] in like fixing the problem is admitting that the current situation is like no
[03:47:08] that the current situation is like no longer acceptable. Then do the work to
[03:47:10] longer acceptable. Then do the work to change it. Like would you agree? Get buy
[03:47:12] change it. Like would you agree? Get buy in. So, be real with me. Reass the
[03:47:14] in. So, be real with me. Reass the personal impact question. So, they're
[03:47:15] personal impact question. So, they're like, "Hey, man. It makes me want to fix
[03:47:16] like, "Hey, man. It makes me want to fix it." Yeah, dude. Fantastic. I'm glad you
[03:47:18] it." Yeah, dude. Fantastic. I'm glad you want to fix it. The first part in fixing
[03:47:20] want to fix it. The first part in fixing it is like, "We got to admit that this
[03:47:21] it is like, "We got to admit that this [ __ ] is garbage, right?" And then you
[03:47:24] [ __ ] is garbage, right?" And then you reass. Okay. So, why why is, hey, it
[03:47:28] reass. Okay. So, why why is, hey, it just makes me want to fix it. Why is
[03:47:30] just makes me want to fix it. Why is that bit of a red flag? Cuz they're not
[03:47:31] that bit of a red flag? Cuz they're not willing to go there. They're not willing
[03:47:33] willing to go there. They're not willing to talk about their problems. They're
[03:47:34] to talk about their problems. They're not willing to talk about their
[03:47:35] not willing to talk about their emotions. People think by talking. So,
[03:47:37] emotions. People think by talking. So, if they're not willing to go there,
[03:47:39] if they're not willing to go there, okay, then they haven't really
[03:47:40] okay, then they haven't really crystallized their pain. If they don't
[03:47:42] crystallized their pain. If they don't talk about it, they tend not to think
[03:47:43] talk about it, they tend not to think about it. So, you need to help them
[03:47:44] about it. So, you need to help them crystallize and think about it. And
[03:47:46] crystallize and think about it. And again, once you get the real problem,
[03:47:48] again, once you get the real problem, half the time you're not going to have
[03:47:49] half the time you're not going to have to do these things, but it's like you
[03:47:51] to do these things, but it's like you probe and you clarify like what do you
[03:47:52] probe and you clarify like what do you mean? In what way? Okay. So, something
[03:47:54] mean? In what way? Okay. So, something you're looking to change, right? Like
[03:47:56] you're looking to change, right? Like they're like, "Oh, yeah. Oh, dude, I
[03:47:58] they're like, "Oh, yeah. Oh, dude, I feel like shit." Like, in what way?
[03:47:59] feel like shit." Like, in what way? Like, how do you mean? So, is that
[03:48:01] Like, how do you mean? So, is that something you're looking to change? But
[03:48:02] something you're looking to change? But besides XYZ problem, what's the main
[03:48:04] besides XYZ problem, what's the main reason you look for outside help to
[03:48:06] reason you look for outside help to actually streamline this process rather
[03:48:07] actually streamline this process rather than just hope and pray you can figure
[03:48:08] than just hope and pray you can figure this out on your own? So the reason why
[03:48:10] this out on your own? So the reason why I ask this question and again sometimes
[03:48:12] I ask this question and again sometimes I won't ask this question but the reason
[03:48:13] I won't ask this question but the reason I ask this question is to get rid of the
[03:48:15] I ask this question is to get rid of the next best alternative. Okay
[03:48:18] next best alternative. Okay then from there after I understand what
[03:48:21] then from there after I understand what like I got their you know overarching
[03:48:24] like I got their you know overarching goal I got their situation I dove into
[03:48:26] goal I got their situation I dove into the problem I got rid of the next best
[03:48:28] the problem I got rid of the next best alternative then I'm going to get a
[03:48:30] alternative then I'm going to get a numbers gap. Hey where do you want to
[03:48:31] numbers gap. Hey where do you want to be? Where are you at now? Okay. So, the
[03:48:33] be? Where are you at now? Okay. So, the reason why I want to get the numbers gap
[03:48:35] reason why I want to get the numbers gap because I'm about to dive into what have
[03:48:36] because I'm about to dive into what have they done before? And that gives you a
[03:48:38] they done before? And that gives you a lot of leverage. So, if you had the
[03:48:40] lot of leverage. So, if you had the right skills, how much do you feel like
[03:48:42] right skills, how much do you feel like we could be making each month? Doesn't
[03:48:44] we could be making each month? Doesn't matter whatever you're selling. Like,
[03:48:45] matter whatever you're selling. Like, hey, if you had the right thing, if you
[03:48:47] hey, if you had the right thing, if you had the right business model, hey, if
[03:48:48] had the right business model, hey, if you had the right leads, whatever it is,
[03:48:50] you had the right leads, whatever it is, how much could you be making each month?
[03:48:52] how much could you be making each month? Uh, fitness is a little bit different
[03:48:53] Uh, fitness is a little bit different because you tend to get like the weight
[03:48:55] because you tend to get like the weight goal like much more up top. So, you
[03:48:56] goal like much more up top. So, you don't need to do a numbers gap here, but
[03:48:58] don't need to do a numbers gap here, but just depends on what you're selling.
[03:48:59] just depends on what you're selling. Now, if they say something like at
[03:49:01] Now, if they say something like at least, right? Why at least want to do
[03:49:03] least, right? Why at least want to do this? Okay, again, like that needs to be
[03:49:06] this? Okay, again, like that needs to be addressed. Okay, why does the at least
[03:49:10] addressed. Okay, why does the at least need to be addressed? Because they're
[03:49:12] need to be addressed? Because they're focusing on like the least. And if we
[03:49:14] focusing on like the least. And if we focus on the least in life, like what do
[03:49:16] focus on the least in life, like what do we tend to get? So, they're not dreaming
[03:49:18] we tend to get? So, they're not dreaming big enough. So, it's not a big enough
[03:49:21] big enough. So, it's not a big enough change for them to actually get them to
[03:49:23] change for them to actually get them to do something different. Okay. So, how do
[03:49:25] do something different. Okay. So, how do we address it? Well, hey, can I share
[03:49:27] we address it? Well, hey, can I share perspective? Like if we shoot for the
[03:49:28] perspective? Like if we shoot for the least, like what do we tend to get? And
[03:49:30] least, like what do we tend to get? And say it with a smile, right? Because
[03:49:31] say it with a smile, right? Because you're challenging a little bit. The
[03:49:33] you're challenging a little bit. The least, right? So be real with me. I'm
[03:49:34] least, right? So be real with me. I'm not looking uh we're looking to to make
[03:49:36] not looking uh we're looking to to make you your own business. That would make
[03:49:38] you your own business. That would make it like like what would it what would it
[03:49:40] it like like what would it what would it make it like worth it for you?
[03:49:42] make it like worth it for you? Basically, so what what's the real goal
[03:49:43] Basically, so what what's the real goal here? So that's what you're going to do
[03:49:44] here? So that's what you're going to do if they say the least. Now, if they say
[03:49:47] if they say the least. Now, if they say it would be nice to make, right? This is
[03:49:49] it would be nice to make, right? This is something to where it's wishful
[03:49:51] something to where it's wishful language. Now, why is wishful language a
[03:49:54] language. Now, why is wishful language a red flag? Wishful language is a red flag
[03:49:57] red flag? Wishful language is a red flag because the way that they talk to you as
[03:49:59] because the way that they talk to you as a salesperson is the way that they talk
[03:50:00] a salesperson is the way that they talk to themselves. So if it's a wish, if
[03:50:03] to themselves. So if it's a wish, if it's a nice, if it's a love to have,
[03:50:04] it's a nice, if it's a love to have, it's not real. Okay? I'd love to be at
[03:50:07] it's not real. Okay? I'd love to be at the beach, right? But I'm here screaming
[03:50:09] the beach, right? But I'm here screaming at my computer cuz I need to educate you
[03:50:11] at my computer cuz I need to educate you hooligans. Okay? So it's like we do we
[03:50:13] hooligans. Okay? So it's like we do we do what we need to do. We don't do what
[03:50:15] do what we need to do. We don't do what we'd love to do or it'd be nice to do.
[03:50:17] we'd love to do or it'd be nice to do. Okay? If it's nice, it's convenient.
[03:50:20] Okay? If it's nice, it's convenient. Okay? Typically, investing thousands of
[03:50:22] Okay? Typically, investing thousands of dollars into yourself isn't convenient.
[03:50:24] dollars into yourself isn't convenient. If it's a need, we'll do whatever it
[03:50:25] If it's a need, we'll do whatever it takes. So, I'm going to start to shift
[03:50:27] takes. So, I'm going to start to shift their language. So, I shift what they
[03:50:28] their language. So, I shift what they talk about. I shift what they think
[03:50:30] talk about. I shift what they think about. Okay. So, there's a couple ways
[03:50:31] about. Okay. So, there's a couple ways we can go about doing it. So, the softer
[03:50:34] we can go about doing it. So, the softer approach is, hey, man, like it would be
[03:50:36] approach is, hey, man, like it would be nice to be uh like the prospect say,
[03:50:38] nice to be uh like the prospect say, like, hey, it'd be nice to get to 20,000
[03:50:40] like, hey, it'd be nice to get to 20,000 per month. Yeah, it'd be nice to be at
[03:50:41] per month. Yeah, it'd be nice to be at the beach right now. Say this with a
[03:50:43] the beach right now. Say this with a smile. Right. Okay. So, you say it with
[03:50:45] smile. Right. Okay. So, you say it with a smile. So, tell me where you need to
[03:50:48] a smile. So, tell me where you need to So, tell me where you need to get to.
[03:50:50] So, tell me where you need to get to. Okay. I'm going to emphasize this point.
[03:50:51] Okay. I'm going to emphasize this point. tell me where you need to get to. Okay?
[03:50:54] tell me where you need to get to. Okay? Typically, they'll either just tell you,
[03:50:56] Typically, they'll either just tell you, "Oh, well, I need to like, no, I need to
[03:50:58] "Oh, well, I need to like, no, I need to do this." Right? They'll tell you right
[03:50:59] do this." Right? They'll tell you right there. Sometimes they don't really get
[03:51:01] there. Sometimes they don't really get what you're saying, and you need to be a
[03:51:02] what you're saying, and you need to be a little bit more straightforward. Okay?
[03:51:04] little bit more straightforward. Okay? And they're like, they might repeat
[03:51:05] And they're like, they might repeat themselves or whatever it is like, "Oh,
[03:51:07] themselves or whatever it is like, "Oh, like I want to get to 20,000 per month.
[03:51:08] like I want to get to 20,000 per month. It would be nice to get to 20,000 per
[03:51:10] It would be nice to get to 20,000 per month." Uh, I can appreciate that. I'm
[03:51:12] month." Uh, I can appreciate that. I'm I'm curious though. Do you know the
[03:51:13] I'm curious though. Do you know the difference between like a want and a
[03:51:14] difference between like a want and a need? Or do you know the difference
[03:51:15] need? Or do you know the difference between like I would love to and I need
[03:51:17] between like I would love to and I need to? Or do you know the difference
[03:51:18] to? Or do you know the difference between it would be nice to and I need
[03:51:20] between it would be nice to and I need to?
[03:51:21] to? And I'm like, "Yes, no, it doesn't
[03:51:22] And I'm like, "Yes, no, it doesn't matter." Uh, a want is if it's
[03:51:24] matter." Uh, a want is if it's convenient, I'll do it. A need or uh,
[03:51:27] convenient, I'll do it. A need or uh, you know, it'd be nice. Like, you just
[03:51:28] you know, it'd be nice. Like, you just replace whatever word that they said
[03:51:30] replace whatever word that they said that's wishful language in here is if
[03:51:32] that's wishful language in here is if it's convenient, I'll do it. But you get
[03:51:34] it's convenient, I'll do it. But you get in 20,000 month, you think it's going to
[03:51:36] in 20,000 month, you think it's going to be convenient. Well, why not? A need is
[03:51:38] be convenient. Well, why not? A need is I'll do whatever it takes. Would you
[03:51:39] I'll do whatever it takes. Would you agree? So, would you be willing to
[03:51:41] agree? So, would you be willing to change that want into a need? Why would
[03:51:43] change that want into a need? Why would you? Okay, I'm going to get a little bit
[03:51:44] you? Okay, I'm going to get a little bit more buying there. Okay, so that's if
[03:51:47] more buying there. Okay, so that's if you're getting wishful language. So,
[03:51:50] you're getting wishful language. So, where are you right now? So, once you
[03:51:52] where are you right now? So, once you get their goal, it's a good goal. Where
[03:51:54] get their goal, it's a good goal. Where are you right now? Um, then you just,
[03:51:57] are you right now? Um, then you just, okay, I want to get to 20. Right now,
[03:51:59] okay, I want to get to 20. Right now, I'm at 10. Fantastic. In terms of like
[03:52:01] I'm at 10. Fantastic. In terms of like goals, you want it to at least be double
[03:52:03] goals, you want it to at least be double what they're making now. And I would say
[03:52:05] what they're making now. And I would say typically at minimum 10,000 per month.
[03:52:07] typically at minimum 10,000 per month. This is if you're selling like a make
[03:52:08] This is if you're selling like a make money online offer or an improvement
[03:52:10] money online offer or an improvement offer where you help people make more
[03:52:11] offer where you help people make more money. Uh, if it's not that, you want to
[03:52:14] money. Uh, if it's not that, you want to make sure you raise the goal. Well, is
[03:52:15] make sure you raise the goal. Well, is that like your actual goal or just the
[03:52:17] that like your actual goal or just the one you say out loud? So, just be real
[03:52:18] one you say out loud? So, just be real with me. Like, what are you really
[03:52:19] with me. Like, what are you really looking to make? This is what you're
[03:52:20] looking to make? This is what you're going to say if um they're like their
[03:52:24] going to say if um they're like their goal's too low. Well, is that like the
[03:52:26] goal's too low. Well, is that like the actual goal or just the one you want to
[03:52:27] actual goal or just the one you want to say out loud? So, be real with me. Like,
[03:52:29] say out loud? So, be real with me. Like, what what one do you actually want to
[03:52:30] what what one do you actually want to make? Like you're telling them like,
[03:52:31] make? Like you're telling them like, "Hey, man, dream bigger." Basically,
[03:52:33] "Hey, man, dream bigger." Basically, okay. Now, if sometimes they'll say like
[03:52:36] okay. Now, if sometimes they'll say like too high, like somebody hops on, they're
[03:52:38] too high, like somebody hops on, they're like they're making 2K per month.
[03:52:39] like they're making 2K per month. They're like, "Hey, dude, like next
[03:52:40] They're like, "Hey, dude, like next month I want to be making 100K per
[03:52:42] month I want to be making 100K per month." I'm like, "Woo, hold your horses
[03:52:43] month." I'm like, "Woo, hold your horses there, dude." Um, so if the goal is too
[03:52:46] there, dude." Um, so if the goal is too high, they can't really picture it. It's
[03:52:48] high, they can't really picture it. It's not real in their head. Somebody who's
[03:52:50] not real in their head. Somebody who's making 5,000 per month can't even grasp
[03:52:54] making 5,000 per month can't even grasp like what a h 100,000 per month in their
[03:52:56] like what a h 100,000 per month in their bank account, what would they would even
[03:52:58] bank account, what would they would even do with it? Like they have no concept of
[03:53:00] do with it? Like they have no concept of it, but they have a concept of like,
[03:53:01] it, but they have a concept of like, hey, if 20,000 hit my bank account, like
[03:53:03] hey, if 20,000 hit my bank account, like they can actually understand what they
[03:53:04] they can actually understand what they would do with that. So typically, you
[03:53:06] would do with that. So typically, you want it to be 2 to 5x what they're
[03:53:08] want it to be 2 to 5x what they're currently making. Okay? So if they say
[03:53:10] currently making. Okay? So if they say something like, oh, like it's a way too
[03:53:12] something like, oh, like it's a way too high goal. A real easy way to do that,
[03:53:14] high goal. A real easy way to do that, you don't want to sit and argue with
[03:53:15] you don't want to sit and argue with them. You just shorten the time frame.
[03:53:16] them. You just shorten the time frame. Okay. Hey, and we we definitely have
[03:53:18] Okay. Hey, and we we definitely have clients doing that, but it doesn't
[03:53:19] clients doing that, but it doesn't happen overnight. What would be your
[03:53:21] happen overnight. What would be your what would be a good goal for the next
[03:53:22] what would be a good goal for the next 30 to 60 days? Shorten the time frame.
[03:53:25] 30 to 60 days? Shorten the time frame. Okay. Oh, like 20k per month. Fantastic.
[03:53:27] Okay. Oh, like 20k per month. Fantastic. Cool. So, then after we get the problem,
[03:53:31] Cool. So, then after we get the problem, we dig through it. We really make it
[03:53:33] we dig through it. We really make it hurt. Personal impact numbers gap.
[03:53:36] hurt. Personal impact numbers gap. That's when we go into understanding
[03:53:38] That's when we go into understanding their buying decisions. Now, why is this
[03:53:40] their buying decisions. Now, why is this so important? I'm really big on
[03:53:41] so important? I'm really big on pre-handling objections, diving into
[03:53:43] pre-handling objections, diving into identity.
[03:53:45] identity. The best predictor of future behavior
[03:53:47] The best predictor of future behavior naturally is past behavior. Okay, so
[03:53:50] naturally is past behavior. Okay, so that's why we really want to dig into
[03:53:51] that's why we really want to dig into this. So the goal is to understand what
[03:53:53] this. So the goal is to understand what they've done in the past and what's been
[03:53:54] they've done in the past and what's been holding them back. If something's been
[03:53:56] holding them back. If something's been holding them back, get a belief that's
[03:53:57] holding them back, get a belief that's been holding them back and reframe that
[03:53:59] been holding them back and reframe that way of thinking. Okay, the tone. We're
[03:54:02] way of thinking. Okay, the tone. We're curious and challenging when we're
[03:54:04] curious and challenging when we're reframing. We're confused when we're
[03:54:05] reframing. We're confused when we're probing. So, we're getting them to
[03:54:06] probing. So, we're getting them to expand on something like we're confused,
[03:54:08] expand on something like we're confused, but we need to be challenging at times.
[03:54:11] but we need to be challenging at times. So, this question I'm going to ask is
[03:54:13] So, this question I'm going to ask is always going to be very, very pointed.
[03:54:17] always going to be very, very pointed. Okay. The problem is when people are
[03:54:19] Okay. The problem is when people are asking like, "Hey, what have you done in
[03:54:20] asking like, "Hey, what have you done in the past?" Um, it's not a very pointed
[03:54:22] the past?" Um, it's not a very pointed question. For example, I was on a
[03:54:24] question. For example, I was on a one-on-one yesterday with somebody who
[03:54:25] one-on-one yesterday with somebody who sells uh, you know, it helps people with
[03:54:28] sells uh, you know, it helps people with like health problems like on a cellular
[03:54:30] like health problems like on a cellular level. Um, like, you know, lose weight,
[03:54:32] level. Um, like, you know, lose weight, blah blah blah blah blah. like a a you
[03:54:34] blah blah blah blah blah. like a a you know uh what's it called? Functional
[03:54:36] know uh what's it called? Functional medicine doctor that works with like
[03:54:38] medicine doctor that works with like people on a cellular level. Okay. But he
[03:54:40] people on a cellular level. Okay. But he was asking like hey what have you done
[03:54:41] was asking like hey what have you done about like trying to lose weight in the
[03:54:42] about like trying to lose weight in the past. Like you you get in too much
[03:54:44] past. Like you you get in too much rabbit holes when it's like oh well I've
[03:54:46] rabbit holes when it's like oh well I've tried Weight Watchers and I tried this
[03:54:48] tried Weight Watchers and I tried this and I tried that and I tried this and
[03:54:50] and I tried that and I tried this and it's like you already know all that [ __ ]
[03:54:52] it's like you already know all that [ __ ] doesn't work right like that's why
[03:54:53] doesn't work right like that's why they're here. You just need to
[03:54:54] they're here. You just need to understand what they're doing now
[03:54:55] understand what they're doing now doesn't work and what have they done
[03:54:57] doesn't work and what have they done about getting this specific problem
[03:54:59] about getting this specific problem solved. Okay. So, I want to ask a very
[03:55:02] solved. Okay. So, I want to ask a very specific understanding buying decisions
[03:55:04] specific understanding buying decisions questions of what they've done in the
[03:55:05] questions of what they've done in the past. So, for him, he's going to ask,
[03:55:07] past. So, for him, he's going to ask, "Okay, so what have you done about
[03:55:09] "Okay, so what have you done about getting like hands-on help from an
[03:55:10] getting like hands-on help from an actual like functional medicine doctor
[03:55:12] actual like functional medicine doctor to actually heal your on the cellular
[03:55:14] to actually heal your on the cellular level so you could lose the weight?" Or
[03:55:16] level so you could lose the weight?" Or what have you really been doing on that
[03:55:18] what have you really been doing on that front? That's a very pointed question.
[03:55:20] front? That's a very pointed question. So, he's not going to get, well, I've
[03:55:21] So, he's not going to get, well, I've been listening to podcast, right? It's
[03:55:23] been listening to podcast, right? It's like it's just a rabbit hole you don't
[03:55:24] like it's just a rabbit hole you don't want to go down. So, I'm going to ask,
[03:55:26] want to go down. So, I'm going to ask, hey, so before we started talking today,
[03:55:28] hey, so before we started talking today, have you been out there looking for like
[03:55:29] have you been out there looking for like hands-on help? So that way you could
[03:55:31] hands-on help? So that way you could like learn the advanced skills to go
[03:55:32] like learn the advanced skills to go from like uh like current income to goal
[03:55:35] from like uh like current income to goal income or what have you been doing? So
[03:55:36] income or what have you been doing? So before like we started talking today,
[03:55:38] before like we started talking today, have you been out there looking for more
[03:55:39] have you been out there looking for more of like advanced training to actually
[03:55:41] of like advanced training to actually overcome objections to go from like 5 to
[03:55:43] overcome objections to go from like 5 to 20,000 per month or what have you been
[03:55:44] 20,000 per month or what have you been doing on that front? It's a very very
[03:55:46] doing on that front? It's a very very pointed question. So there's nowhere
[03:55:47] pointed question. So there's nowhere that they can run. Okay. Now in terms of
[03:55:50] that they can run. Okay. Now in terms of like how do we actually go about it?
[03:55:52] like how do we actually go about it? Okay. I have this flowchart here because
[03:55:55] Okay. I have this flowchart here because there's tons of different ways where
[03:55:58] there's tons of different ways where this conversation can go. So basically
[03:56:01] this conversation can go. So basically what you're asking them is hey before
[03:56:05] what you're asking them is hey before like we started talking today like what
[03:56:06] like we started talking today like what have you done about solving the problem?
[03:56:08] have you done about solving the problem? So they can give you one of a few
[03:56:10] So they can give you one of a few answers. Number one they've done
[03:56:12] answers. Number one they've done something. Okay. Number two they're
[03:56:14] something. Okay. Number two they're talking to a few different companies.
[03:56:16] talking to a few different companies. Okay. Another one is uh like they've
[03:56:19] Okay. Another one is uh like they've talked to companies but didn't move
[03:56:20] talked to companies but didn't move forward. The last one is nothing. Okay,
[03:56:23] forward. The last one is nothing. Okay, now for most people, I am pushing them
[03:56:25] now for most people, I am pushing them to get them to admit that they've been
[03:56:27] to get them to admit that they've been doing jack [ __ ] about this. I want them
[03:56:28] doing jack [ __ ] about this. I want them to admit that they've been doing
[03:56:30] to admit that they've been doing nothing. Okay, but let's run through
[03:56:32] nothing. Okay, but let's run through like, "Hey, like I've done something
[03:56:33] like, "Hey, like I've done something before." Okay, and what results? So,
[03:56:36] before." Okay, and what results? So, they say like, "Hey, like what type of
[03:56:37] they say like, "Hey, like what type of helps have you gotten before?" Like,
[03:56:38] helps have you gotten before?" Like, "Hey, what type of results did you get
[03:56:40] "Hey, what type of results did you get with that? Um, if it was good, like,
[03:56:42] with that? Um, if it was good, like, hey, what was missing? How long ago was
[03:56:44] hey, what was missing? How long ago was that? And if it's been more than like a
[03:56:46] that? And if it's been more than like a couple months, like, hey, well, what's
[03:56:48] couple months, like, hey, well, what's prevented you like in the past like few
[03:56:50] prevented you like in the past like few months from like getting more advanced
[03:56:52] months from like getting more advanced help then. Okay, so you you want to then
[03:56:56] help then. Okay, so you you want to then chunk down and then you're attacking the
[03:56:58] chunk down and then you're attacking the time frame of when they did something in
[03:57:00] time frame of when they did something in the past versus like now. Okay, they did
[03:57:02] the past versus like now. Okay, they did something in the past, they got good
[03:57:03] something in the past, they got good results, but something was missing. So
[03:57:05] results, but something was missing. So what's preventing you in the past 6
[03:57:06] what's preventing you in the past 6 months of getting more hands-on help,
[03:57:08] months of getting more hands-on help, right? Like why haven't you just been
[03:57:09] right? Like why haven't you just been like a [ __ ] maniac going after it?
[03:57:11] like a [ __ ] maniac going after it? All right, now let's say they were
[03:57:13] All right, now let's say they were burned before. Okay. It's like, okay,
[03:57:15] burned before. Okay. It's like, okay, can can I make a suggestion?
[03:57:18] can can I make a suggestion? Typically, I'm going to use like a
[03:57:19] Typically, I'm going to use like a girlfriend or a restaurant reframe. It's
[03:57:21] girlfriend or a restaurant reframe. It's like, hey, have you ever gone to the
[03:57:22] like, hey, have you ever gone to the restaurant, didn't you know, you didn't
[03:57:24] restaurant, didn't you know, you didn't get a good meal or even like you got
[03:57:25] get a good meal or even like you got food poisoning? Does that mean you stop
[03:57:27] food poisoning? Does that mean you stop going to restaurants altogether? No.
[03:57:29] going to restaurants altogether? No. Right? That means like you stopped going
[03:57:30] Right? That means like you stopped going to that restaurant. You're actually
[03:57:31] to that restaurant. You're actually better equipped to make decisions
[03:57:32] better equipped to make decisions because of experiences you had. You uh
[03:57:34] because of experiences you had. You uh now you know what not to pick. So,
[03:57:36] now you know what not to pick. So, you're going to allow them to burn you
[03:57:37] you're going to allow them to burn you twice, burn you once when you made the
[03:57:39] twice, burn you once when you made the decision, now burn you twice, uh, coming
[03:57:42] decision, now burn you twice, uh, coming up on another decision, knowing we need
[03:57:44] up on another decision, knowing we need to make a change that we don't change.
[03:57:45] to make a change that we don't change. So, why am I getting in front of this
[03:57:47] So, why am I getting in front of this objection? Because what will happen is
[03:57:49] objection? Because what will happen is somebody's been burned in the past
[03:57:50] somebody's been burned in the past before. They've done something and it
[03:57:52] before. They've done something and it just didn't work out. It's going to make
[03:57:54] just didn't work out. It's going to make them a little bit more apprehensive to
[03:57:55] them a little bit more apprehensive to then take action again on something. So,
[03:57:57] then take action again on something. So, I'm getting in front of this objection
[03:57:59] I'm getting in front of this objection and getting buy in that they're not
[03:58:01] and getting buy in that they're not going to allow this to hold them back.
[03:58:03] going to allow this to hold them back. Okay? So, I need buy in. And I'm always
[03:58:04] Okay? So, I need buy in. And I'm always going to ask, "Well, why not?" "Well,
[03:58:06] going to ask, "Well, why not?" "Well, why aren't you going to allow them to
[03:58:07] why aren't you going to allow them to burn you twice?" And I'm a bit
[03:58:09] burn you twice?" And I'm a bit challenging here. Okay? And then I'm
[03:58:11] challenging here. Okay? And then I'm always going to ask, "Well, how long ago
[03:58:12] always going to ask, "Well, how long ago was that?" If they just tried them last
[03:58:14] was that?" If they just tried them last week, like maybe I'm not going to
[03:58:15] week, like maybe I'm not going to challenge them too much harder on that.
[03:58:16] challenge them too much harder on that. But if it's been a few months, I'm like,
[03:58:18] But if it's been a few months, I'm like, "Okay, well, what's preventing you in
[03:58:19] "Okay, well, what's preventing you in the past few months of getting more
[03:58:20] the past few months of getting more help?" Right? And then we go to nothing.
[03:58:23] help?" Right? And then we go to nothing. Now, let's say they're talking to a few
[03:58:24] Now, let's say they're talking to a few different companies. Okay? It's like,
[03:58:26] different companies. Okay? It's like, "Oh, yeah. It's like I've been talking
[03:58:27] "Oh, yeah. It's like I've been talking to a few different companies, blah blah
[03:58:28] to a few different companies, blah blah blah blah blah." Now, you you need to
[03:58:31] blah blah blah." Now, you you need to dive into those few different companies
[03:58:33] dive into those few different companies because you want to get in front of a
[03:58:35] because you want to get in front of a certain few objections. Number one.
[03:58:37] certain few objections. Number one. Number two, you want to be able to
[03:58:39] Number two, you want to be able to position your presentation as something
[03:58:41] position your presentation as something different than the companies I've been
[03:58:42] different than the companies I've been talking to. Okay? So, it's like, oh,
[03:58:44] talking to. Okay? So, it's like, oh, like what companies are you talking to?
[03:58:45] like what companies are you talking to? Oh, this company, that company. Okay.
[03:58:47] Oh, this company, that company. Okay. And those are those are fairly decent
[03:58:48] And those are those are fairly decent companies. Uh what are the main things
[03:58:51] companies. Uh what are the main things that you're hoping to get out of having
[03:58:52] that you're hoping to get out of having those conversations with them? And let's
[03:58:54] those conversations with them? And let's say you talk to them and all the options
[03:58:57] say you talk to them and all the options do XYZ or whatever it is that you want.
[03:58:59] do XYZ or whatever it is that you want. Uh and they're relatively the same when
[03:59:00] Uh and they're relatively the same when it comes to price. Like how then would
[03:59:02] it comes to price. Like how then would you make the decision? And it's like
[03:59:04] you make the decision? And it's like okay now have you done anything before?
[03:59:06] okay now have you done anything before? So really if they're talking to multiple
[03:59:07] So really if they're talking to multiple companies you're like okay what do you
[03:59:10] companies you're like okay what do you like what other companies are you
[03:59:11] like what other companies are you talking to? When are you talking to
[03:59:12] talking to? When are you talking to them? And it's like how are we going to
[03:59:13] them? And it's like how are we going to make a decision if they can all do the
[03:59:15] make a decision if they can all do the thing that you want? Right? That's going
[03:59:17] thing that you want? Right? That's going to help you present better. And then
[03:59:19] to help you present better. And then it's like hey have we done anything
[03:59:20] it's like hey have we done anything before? If they did something before
[03:59:22] before? If they did something before right you go here. if they haven't done
[03:59:23] right you go here. if they haven't done anything before, nothing.
[03:59:26] anything before, nothing. Okay. So, a lot of the times if they
[03:59:29] Okay. So, a lot of the times if they talk to another company and they didn't
[03:59:31] talk to another company and they didn't move forward, okay, it's like again like
[03:59:33] move forward, okay, it's like again like what prevented you from moving forward
[03:59:34] what prevented you from moving forward with them? Okay. Have you done anything
[03:59:36] with them? Okay. Have you done anything before? No, nothing. Okay. So, you're
[03:59:38] before? No, nothing. Okay. So, you're pushing everyone to like, hey man, I
[03:59:40] pushing everyone to like, hey man, I haven't really done enough about this.
[03:59:42] haven't really done enough about this. Now, something you'll also run into is
[03:59:44] Now, something you'll also run into is they'll tell you like not real
[03:59:46] they'll tell you like not real solutions. Like, hey, I've been
[03:59:47] solutions. Like, hey, I've been listening to podcasts. I've been like
[03:59:48] listening to podcasts. I've been like watching YouTube. Like you watching this
[03:59:50] watching YouTube. Like you watching this YouTube video, bro, if you hop on a
[03:59:52] YouTube video, bro, if you hop on a sales call with me and you're like, "Hey
[03:59:53] sales call with me and you're like, "Hey bro, I've been watching YouTube. That's
[03:59:54] bro, I've been watching YouTube. That's what I've been doing to get better. I'm
[03:59:55] what I've been doing to get better. I'm gonna smack you around, right?" And you
[03:59:57] gonna smack you around, right?" And you should be smacking people around who are
[03:59:58] should be smacking people around who are hopping on your sales call saying like,
[03:59:59] hopping on your sales call saying like, "Yeah, YouTube, bro." Right? YouTube
[04:00:02] "Yeah, YouTube, bro." Right? YouTube University. Okay? So, you can't treat it
[04:00:04] University. Okay? So, you can't treat it like it's a real solution. So, besides
[04:00:05] like it's a real solution. So, besides like the basic like YouTube videos, like
[04:00:07] like the basic like YouTube videos, like what have you actually like done of
[04:00:08] what have you actually like done of getting like hands-on help? Again, you
[04:00:10] getting like hands-on help? Again, you want to separate the hands-on help, the
[04:00:11] want to separate the hands-on help, the professional help, whatever it is. Okay?
[04:00:14] professional help, whatever it is. Okay? And it all brings you back to nothing.
[04:00:17] And it all brings you back to nothing. Okay? Once you get him here, there's
[04:00:20] Okay? Once you get him here, there's really two ways we can go. You need to
[04:00:22] really two ways we can go. You need to ask him, "What's prevented you in the
[04:00:25] ask him, "What's prevented you in the past from actually getting help with
[04:00:26] past from actually getting help with this?" You're going to get either one of
[04:00:28] this?" You're going to get either one of two things. You're going to get a
[04:00:29] two things. You're going to get a belief, which is a mindset or a thought
[04:00:31] belief, which is a mindset or a thought process that is in their control that is
[04:00:34] process that is in their control that is internal that is holding them back, or
[04:00:37] internal that is holding them back, or you're going to get an excuse, right?
[04:00:39] you're going to get an excuse, right? They're going to tell you some [ __ ]
[04:00:40] They're going to tell you some [ __ ] Now, what you need to do is you need to
[04:00:42] Now, what you need to do is you need to smack away the excuses, get to the real
[04:00:45] smack away the excuses, get to the real belief, and then attach that belief to a
[04:00:48] belief, and then attach that belief to a negative consequence. Okay? Now, if
[04:00:51] negative consequence. Okay? Now, if you're selling like an ROI offer,
[04:00:52] you're selling like an ROI offer, typically it's like the amount of money
[04:00:53] typically it's like the amount of money they're losing. If you're selling
[04:00:54] they're losing. If you're selling fitness, it's, you know, whatever it is,
[04:00:57] fitness, it's, you know, whatever it is, like time with their kids, health, years
[04:01:00] like time with their kids, health, years of their life, whatever it is, like you
[04:01:02] of their life, whatever it is, like you attach that belief to a negative
[04:01:03] attach that belief to a negative consequence. Okay? So, how do we do
[04:01:05] consequence. Okay? So, how do we do this? You're going to ask like, "Hey,
[04:01:06] this? You're going to ask like, "Hey, what prevented him in the past?" So,
[04:01:08] what prevented him in the past?" So, some people are just going to tell you
[04:01:09] some people are just going to tell you like right away a belief, okay? It was
[04:01:11] like right away a belief, okay? It was not a priority. They're complacent.
[04:01:13] not a priority. They're complacent. They're comfortable. They're scared.
[04:01:14] They're comfortable. They're scared. They didn't know if they can do it. They
[04:01:16] They didn't know if they can do it. They think they thought that they can do it
[04:01:17] think they thought that they can do it on their own. These are all beliefs that
[04:01:19] on their own. These are all beliefs that are in their control. Okay? You can help
[04:01:21] are in their control. Okay? You can help shift it. Now, when I talk about
[04:01:25] shift it. Now, when I talk about what are excuses, time, you cannot help
[04:01:27] what are excuses, time, you cannot help them get more time. Okay? External. You
[04:01:30] them get more time. Okay? External. You cannot help the economy. Okay? Money,
[04:01:32] cannot help the economy. Okay? Money, you cannot help them get more money. You
[04:01:34] you cannot help them get more money. You can help them think more resourcefully.
[04:01:36] can help them think more resourcefully. That is a mentality. But you can't help
[04:01:37] That is a mentality. But you can't help them get more money. They didn't know it
[04:01:39] them get more money. They didn't know it was a thing, right? You can give them um
[04:01:41] was a thing, right? You can give them um you know, education, but the fact that
[04:01:43] you know, education, but the fact that they didn't know it was a thing, they're
[04:01:44] they didn't know it was a thing, they're using ignorance as an excuse. Ignorance
[04:01:46] using ignorance as an excuse. Ignorance is not an excuse. Like, bro, you have
[04:01:47] is not an excuse. Like, bro, you have access to Google. I've just been
[04:01:49] access to Google. I've just been researching. Okay, this is huge red flag
[04:01:52] researching. Okay, this is huge red flag because it's like, why haven't they done
[04:01:53] because it's like, why haven't they done anything? So, let's run through each one
[04:01:54] anything? So, let's run through each one of these. So, for the time, the
[04:01:57] of these. So, for the time, the external, right, you use the comparative
[04:01:59] external, right, you use the comparative frame like we were mentioning before.
[04:02:01] frame like we were mentioning before. It's like, hey man, I can understand
[04:02:02] It's like, hey man, I can understand that. Can I share a perspective? Right?
[04:02:04] that. Can I share a perspective? Right? We have people who are like doctors and
[04:02:06] We have people who are like doctors and lawyers who are working like 16 hours a
[04:02:07] lawyers who are working like 16 hours a day and you know they also have like a
[04:02:08] day and you know they also have like a wife and kids who are able to actually
[04:02:10] wife and kids who are able to actually make the time to get ABC outcome. So
[04:02:14] make the time to get ABC outcome. So what do you feel like really allows them
[04:02:16] what do you feel like really allows them to make the time so they can do that?
[04:02:18] to make the time so they can do that? Like hey we have other people in your
[04:02:20] Like hey we have other people in your current situation that do this thing.
[04:02:22] current situation that do this thing. What do you feel like allows them to do
[04:02:23] What do you feel like allows them to do this thing? Well I guess they they make
[04:02:25] this thing? Well I guess they they make the time. So what's actually prevented
[04:02:27] the time. So what's actually prevented you internally from making a time so you
[04:02:30] you internally from making a time so you could get XYZ outcome? So, so what do
[04:02:33] could get XYZ outcome? So, so what do you feel like actually prevented you
[04:02:34] you feel like actually prevented you internally from making the time to get
[04:02:36] internally from making the time to get advanced training so you could double
[04:02:38] advanced training so you could double your income?
[04:02:40] your income? Again, it's their fault. Okay. Belief,
[04:02:44] Again, it's their fault. Okay. Belief, money. Okay. Again, it's not the lack of
[04:02:46] money. Okay. Again, it's not the lack of money, it's the lack of resourcefulness.
[04:02:48] money, it's the lack of resourcefulness. We need to shift that belief. Okay.
[04:02:51] We need to shift that belief. Okay. They're like, "Oh, like I don't know,
[04:02:52] They're like, "Oh, like I don't know, like training. I just know it's going to
[04:02:54] like training. I just know it's going to be expensive." Oh, man. I I can
[04:02:56] be expensive." Oh, man. I I can understand that. Can I share a
[04:02:57] understand that. Can I share a perspective on that? Do you know who
[04:02:58] perspective on that? Do you know who Tony Robbins is? Right. He's like
[04:03:00] Tony Robbins is? Right. He's like billionaire life coach. Um, one of my
[04:03:03] billionaire life coach. Um, one of my favorite quotes by Tony Robbins is like
[04:03:04] favorite quotes by Tony Robbins is like your biggest superpower is your ability
[04:03:06] your biggest superpower is your ability to be resourceful. Just most people are
[04:03:08] to be resourceful. Just most people are resourceful and how they can't be
[04:03:09] resourceful and how they can't be resourceful. You know what I mean? Now,
[04:03:11] resourceful. You know what I mean? Now, again, this is more something really
[04:03:13] again, this is more something really like slide of mouth you can do is you
[04:03:14] like slide of mouth you can do is you can use embedded commands, especially
[04:03:16] can use embedded commands, especially when you're quoting people and you can
[04:03:17] when you're quoting people and you can talk directly at them so you emphasize
[04:03:19] talk directly at them so you emphasize the your Okay. And if you want me to do
[04:03:21] the your Okay. And if you want me to do a video going more like nitty-gritty
[04:03:23] a video going more like nitty-gritty with like embedded commands and stuff
[04:03:25] with like embedded commands and stuff like that, I definitely can. Uh, it's
[04:03:26] like that, I definitely can. Uh, it's definitely a big rabbit hole that 99% of
[04:03:29] definitely a big rabbit hole that 99% of sales people don't need. just because if
[04:03:31] sales people don't need. just because if you don't have it, you still like get
[04:03:33] you don't have it, you still like get the basics down and you can still make
[04:03:35] the basics down and you can still make so much more money, but it does take
[04:03:36] so much more money, but it does take that next level up. Okay, so basically
[04:03:39] that next level up. Okay, so basically you're saying like, hey,
[04:03:41] you're saying like, hey, it's not that you don't have the money,
[04:03:43] it's not that you don't have the money, it's your resourcefulness. You know what
[04:03:44] it's your resourcefulness. You know what I mean? Yes, get the buy in. So what
[04:03:46] I mean? Yes, get the buy in. So what what's actually prevented you internally
[04:03:48] what's actually prevented you internally in the last, you know, 3 years of
[04:03:50] in the last, you know, 3 years of getting resourceful so you could
[04:03:52] getting resourceful so you could actually get the skill set to double
[04:03:53] actually get the skill set to double your income? Okay, like what what's
[04:03:55] your income? Okay, like what what's prevented you internally in the past
[04:03:57] prevented you internally in the past time frame of getting resourceful so you
[04:03:59] time frame of getting resourceful so you could solve problem. Okay, cool. I
[04:04:02] could solve problem. Okay, cool. I didn't know it was a thing, right? Well,
[04:04:04] didn't know it was a thing, right? Well, by golly, I just didn't know was a
[04:04:06] by golly, I just didn't know was a thing, right? Uh
[04:04:10] thing, right? Uh it's like, hey, man, uh no, I I can I
[04:04:12] it's like, hey, man, uh no, I I can I can I can get that. Can can I share
[04:04:14] can I can get that. Can can I share perspective? So, if you've been like
[04:04:17] perspective? So, if you've been like having this problem for the past, you
[04:04:19] having this problem for the past, you know, six months, like losing out in all
[04:04:21] know, six months, like losing out in all these sales, like whose responsibility
[04:04:23] these sales, like whose responsibility is it to go out and actually look for a
[04:04:25] is it to go out and actually look for a way to solve that problem? Well, it's my
[04:04:27] way to solve that problem? Well, it's my responsibility. Oh, interesting. Right.
[04:04:30] responsibility. Oh, interesting. Right. So, then you need to get them to admit
[04:04:32] So, then you need to get them to admit it's their responsibility, they should
[04:04:33] it's their responsibility, they should be go looking. So, them not knowing it
[04:04:35] be go looking. So, them not knowing it is a thing, like that is a problem.
[04:04:37] is a thing, like that is a problem. Okay. Okay. So what's prevented you
[04:04:39] Okay. Okay. So what's prevented you internally in the last 6 months of like
[04:04:41] internally in the last 6 months of like actually going out looking for a way to
[04:04:43] actually going out looking for a way to get more advanced deals so you stop
[04:04:45] get more advanced deals so you stop losing out on all these objections.
[04:04:46] losing out on all these objections. Okay. What's prevented you in time frame
[04:04:48] Okay. What's prevented you in time frame of going out looking for a solution so
[04:04:50] of going out looking for a solution so you could solve problem? Right? Nail
[04:04:53] you could solve problem? Right? Nail them. Get a belief.
[04:04:56] them. Get a belief. Okay. I've just been researching.
[04:04:59] Okay. I've just been researching. Right? You'll get this a lot like oh
[04:05:00] Right? You'll get this a lot like oh like I've just been researching blah
[04:05:02] like I've just been researching blah blah blah blah blah. Oh how how long
[04:05:03] blah blah blah blah. Oh how how long have you been researching for? So,
[04:05:05] have you been researching for? So, what's actually prevented you in the
[04:05:06] what's actually prevented you in the past like years from diving in and
[04:05:08] past like years from diving in and trying any of the things you've been
[04:05:09] trying any of the things you've been researching? Sometimes after that one,
[04:05:11] researching? Sometimes after that one, they'll give you a belief, but other
[04:05:13] they'll give you a belief, but other times they're just going to like, "Oh,
[04:05:14] times they're just going to like, "Oh, well, I just want to make sure it's like
[04:05:15] well, I just want to make sure it's like the right thing." Oh, okay. So, like
[04:05:17] the right thing." Oh, okay. So, like you're looking for clarity, right? Boom.
[04:05:19] you're looking for clarity, right? Boom. They always say yes.
[04:05:21] They always say yes. Uh, can can I share can I share a
[04:05:23] Uh, can can I share can I share a perspective on what clarity means? You
[04:05:25] perspective on what clarity means? You never know what the weather is going to
[04:05:26] never know what the weather is going to be at the beach tomorrow until like you
[04:05:28] be at the beach tomorrow until like you get there, right? So, what's the only
[04:05:30] get there, right? So, what's the only way you're going to know if any of the
[04:05:31] way you're going to know if any of the things you've been researching works for
[04:05:33] things you've been researching works for you or not? Well, it's if you do it
[04:05:35] you or not? Well, it's if you do it right, I need to get them to admit the
[04:05:36] right, I need to get them to admit the only way they're going to know is if
[04:05:37] only way they're going to know is if they do it. So, what's actually
[04:05:39] they do it. So, what's actually prevented you internally from actually
[04:05:41] prevented you internally from actually trying something and seeing if it would
[04:05:43] trying something and seeing if it would work for you? Oh, I don't know. Blah
[04:05:45] work for you? Oh, I don't know. Blah blah blah belief. Okay, cool. So, we're
[04:05:48] blah blah belief. Okay, cool. So, we're doing all that work to get a belief.
[04:05:49] doing all that work to get a belief. Then, after we get a belief, we want to
[04:05:51] Then, after we get a belief, we want to expand like, hey, what do you mean by
[04:05:53] expand like, hey, what do you mean by that? Can I make a suggestion? Right?
[04:05:56] that? Can I make a suggestion? Right? Then from here, we can go two routes.
[04:05:59] Then from here, we can go two routes. I'm going to tend to go this route. Um,
[04:06:02] I'm going to tend to go this route. Um, like you can go like, "Hey, where does
[04:06:03] like you can go like, "Hey, where does that come from?" Being in pain and like
[04:06:05] that come from?" Being in pain and like holding you back, right? So, where does
[04:06:07] holding you back, right? So, where does that come from? Being in frustration for
[04:06:09] that come from? Being in frustration for the past years, but not getting help to
[04:06:11] the past years, but not getting help to solve that problem. I would say this one
[04:06:14] solve that problem. I would say this one is the easiest one to pull off. Well,
[04:06:16] is the easiest one to pull off. Well, well, can you see how like you just not
[04:06:18] well, can you see how like you just not willing to get out of your comfort zone
[04:06:19] willing to get out of your comfort zone has causes say where we're at right now?
[04:06:21] has causes say where we're at right now? Are you okay with me saying that? And
[04:06:23] Are you okay with me saying that? And this question right here, are you okay
[04:06:25] this question right here, are you okay with me saying that? You kind of push
[04:06:26] with me saying that? You kind of push back a little bit because they tend to
[04:06:28] back a little bit because they tend to actually answer the second question. So
[04:06:30] actually answer the second question. So you get buy into the first question by
[04:06:31] you get buy into the first question by doing that one. And then from there you
[04:06:33] doing that one. And then from there you want to then go ahead and create a cost
[04:06:37] want to then go ahead and create a cost to it. Okay. So and it's like and I know
[04:06:40] to it. Okay. So and it's like and I know I know it's it could be a bit painful
[04:06:42] I know it's it could be a bit painful but if we had to put a number to it,
[04:06:44] but if we had to put a number to it, what do you feel like that's actually
[04:06:45] what do you feel like that's actually cost you? Well, I don't know. Well, do
[04:06:48] cost you? Well, I don't know. Well, do you mind if we do the math? Right. So
[04:06:51] you mind if we do the math? Right. So the same thing that we did in the
[04:06:52] the same thing that we did in the numbers gap, right? Like we can sit
[04:06:54] numbers gap, right? Like we can sit there and do the math. So it's like
[04:06:55] there and do the math. So it's like right now we're at 5,000 per month and
[04:06:57] right now we're at 5,000 per month and we feel like we could be at 20,000 per
[04:06:59] we feel like we could be at 20,000 per month, right? Right. And like how how
[04:07:00] month, right? Right. And like how how long have we been pushing this off?
[04:07:01] long have we been pushing this off? Okay. So 6 months times 15,000 per
[04:07:05] Okay. So 6 months times 15,000 per month. Okay. So we left just in the past
[04:07:07] month. Okay. So we left just in the past 6 months like $90,000 on the table. Does
[04:07:11] 6 months like $90,000 on the table. Does that number sound right? Again, you get
[04:07:13] that number sound right? Again, you get buying on the number. Okay. Depending on
[04:07:14] buying on the number. Okay. Depending on what you sell, it might not be like,
[04:07:16] what you sell, it might not be like, hey, the amount of money you lost. It
[04:07:18] hey, the amount of money you lost. It could be time away from the kids. It
[04:07:20] could be time away from the kids. It could be um you know, like leads.
[04:07:22] could be um you know, like leads. Whatever it is, like you you can get a
[04:07:24] Whatever it is, like you you can get a number. Another route you can go is
[04:07:26] number. Another route you can go is like, okay, how are we going to overcome
[04:07:27] like, okay, how are we going to overcome that way of thinking? But I'm going to
[04:07:29] that way of thinking? But I'm going to stick to this. Just generally speaking,
[04:07:31] stick to this. Just generally speaking, broad strokes just works much better.
[04:07:33] broad strokes just works much better. Okay? But there's another route you can
[04:07:34] Okay? But there's another route you can go. There's always different routes you
[04:07:36] go. There's always different routes you can go. Okay? So once we get a cost and
[04:07:39] can go. Okay? So once we get a cost and we get buying that this is the cost.
[04:07:41] we get buying that this is the cost. Okay. Like what do you feel like that's
[04:07:43] Okay. Like what do you feel like that's cost you? If you really had to put a
[04:07:44] cost you? If you really had to put a number to it, does that number look
[04:07:45] number to it, does that number look right? You get the buying. You need
[04:07:47] right? You get the buying. You need their buying. Yeah, it does look right.
[04:07:49] their buying. Yeah, it does look right. So is that is that feeling like worth
[04:07:51] So is that is that feeling like worth keeping moving forward if we actually
[04:07:52] keeping moving forward if we actually want to, you know, get to 20,000 per
[04:07:54] want to, you know, get to 20,000 per month. Well, why not? So like time for a
[04:07:56] month. Well, why not? So like time for a change then? Yes. Okay. Then from there,
[04:08:00] change then? Yes. Okay. Then from there, nine times out of 10, I'm going to go
[04:08:01] nine times out of 10, I'm going to go into identity frame. Now, if you're not
[04:08:03] into identity frame. Now, if you're not uncomfortable like going into identity,
[04:08:05] uncomfortable like going into identity, you're just going to go into
[04:08:06] you're just going to go into consequence. Real easy way to tie off
[04:08:08] consequence. Real easy way to tie off any type of belief shift is going to be
[04:08:10] any type of belief shift is going to be consequence. What happens if you hold on
[04:08:12] consequence. What happens if you hold on to that belief though? And like we never
[04:08:14] to that belief though? And like we never actually change, right? Are you willing
[04:08:16] actually change, right? Are you willing to allow that to happen? Okay. But I
[04:08:19] to allow that to happen? Okay. But I will go into identif identity frame. So
[04:08:21] will go into identif identity frame. So that's the thing we're going to cover
[04:08:22] that's the thing we're going to cover next. Okay. So this one is optional.
[04:08:25] next. Okay. So this one is optional. It's advanced. Do not do this until you
[04:08:28] It's advanced. Do not do this until you have everything else down. Now, why do I
[04:08:30] have everything else down. Now, why do I say that? Because once you're diving
[04:08:32] say that? Because once you're diving into like identity, and this is very
[04:08:34] into like identity, and this is very much a leading frame, very much a
[04:08:36] much a leading frame, very much a challenging frame. If I do not have the
[04:08:40] challenging frame. If I do not have the coonus to pull this off, I will get push
[04:08:43] coonus to pull this off, I will get push back. People will not fall into your
[04:08:44] back. People will not fall into your frame. Okay? I speak very confidently.
[04:08:47] frame. Okay? I speak very confidently. Okay? I speak with authority. And that's
[04:08:49] Okay? I speak with authority. And that's some of the stuff they were talking
[04:08:50] some of the stuff they were talking about before. And because of that,
[04:08:52] about before. And because of that, because of the leadership, because I'm
[04:08:54] because of the leadership, because I'm challenging in problem, I'm really
[04:08:56] challenging in problem, I'm really digging into it. Because I'm doing all
[04:08:57] digging into it. Because I'm doing all that, that's why the identity stuff
[04:08:59] that, that's why the identity stuff really lands. The the hard part is if
[04:09:01] really lands. The the hard part is if you if you can't do that, like sometimes
[04:09:04] you if you can't do that, like sometimes it will land, but with harder prospects,
[04:09:06] it will land, but with harder prospects, it won't land. I need to be able to do
[04:09:08] it won't land. I need to be able to do this on every single prospect. Okay?
[04:09:12] this on every single prospect. Okay? So, here's how I bridge into identity.
[04:09:14] So, here's how I bridge into identity. This is like every single time. Okay?
[04:09:17] This is like every single time. Okay? And the reason why I ask like once I
[04:09:19] And the reason why I ask like once I once I get it's like hey so is that is
[04:09:21] once I get it's like hey so is that is that way like that way of thinking like
[04:09:23] that way like that way of thinking like worth keeping moving forward like no it
[04:09:25] worth keeping moving forward like no it isn't why isn't it and and so that's
[04:09:27] isn't why isn't it and and so that's once I got the belief I tied it to a
[04:09:30] once I got the belief I tied it to a negative outcome is that feeling worth
[04:09:32] negative outcome is that feeling worth keeping is that way of thinking worth
[04:09:33] keeping is that way of thinking worth keeping why not and and the reason why I
[04:09:35] keeping why not and and the reason why I ask because I can give somebody like the
[04:09:37] ask because I can give somebody like the perfect diet plan in the world but if
[04:09:38] perfect diet plan in the world but if you don't have the right mentality to
[04:09:39] you don't have the right mentality to use it like what type of results do you
[04:09:40] use it like what type of results do you get yeah not good ones right because
[04:09:44] get yeah not good ones right because getting to like 20,000 per month
[04:09:46] getting to like 20,000 per month Yes, it's knowing what to do. It's
[04:09:48] Yes, it's knowing what to do. It's having the skills, but it's about being
[04:09:50] having the skills, but it's about being the person who shows up and does it.
[04:09:52] the person who shows up and does it. Like for example, if you're that 20,000
[04:09:54] Like for example, if you're that 20,000 per month person, okay, you walk that.
[04:09:56] per month person, okay, you walk that. You have a different level of confidence
[04:09:58] You have a different level of confidence about you. You know what I mean? So this
[04:10:00] about you. You know what I mean? So this like I need to pause. Make sure you get
[04:10:02] like I need to pause. Make sure you get buying. Like you get buy in like you're
[04:10:04] buying. Like you get buy in like you're shaking your head a little bit again.
[04:10:05] shaking your head a little bit again. You're leading. They're like, "Oh yeah,
[04:10:07] You're leading. They're like, "Oh yeah, right." You need them to buy into the
[04:10:09] right." You need them to buy into the frame of you walk differently once you
[04:10:12] frame of you walk differently once you have the different outcome. Okay? That's
[04:10:14] have the different outcome. Okay? That's really what you need to focus on. But
[04:10:16] really what you need to focus on. But right now, this like there should be a
[04:10:19] right now, this like there should be a shift in your tone. So, it should feel a
[04:10:21] shift in your tone. So, it should feel a little bit like a thump. But right now,
[04:10:24] little bit like a thump. But right now, we're the $5,000 per month person. Like,
[04:10:27] we're the $5,000 per month person. Like, is that right?
[04:10:30] is that right? Sit sit with it. Like, they should feel
[04:10:33] Sit sit with it. Like, they should feel it. They that that's gravity right
[04:10:34] it. They that that's gravity right there. Okay. So, I have to ask
[04:10:39] there. Okay. So, I have to ask Right. So, right there then we're going
[04:10:41] Right. So, right there then we're going to push away a little bit. So, I have to
[04:10:42] to push away a little bit. So, I have to ask like, are you okay staying that
[04:10:44] ask like, are you okay staying that 5,000 per month person? Because if you
[04:10:46] 5,000 per month person? Because if you are, I'm the first one to tell you just,
[04:10:47] are, I'm the first one to tell you just, "Hey, man, just keep doing what you're
[04:10:48] "Hey, man, just keep doing what you're doing."
[04:10:50] doing." Well, no, I'm not. Well, why not? Like,
[04:10:51] Well, no, I'm not. Well, why not? Like, why not? Right? A little challenging.
[04:10:54] why not? Right? A little challenging. Okay? And then from there,
[04:10:57] Okay? And then from there, we're going to then
[04:10:59] we're going to then dive into what they need to let go of.
[04:11:02] dive into what they need to let go of. Okay? But naturally, when we grow,
[04:11:04] Okay? But naturally, when we grow, things from our current self have to die
[04:11:06] things from our current self have to die off. So for you to be that XYZ, you
[04:11:10] off. So for you to be that XYZ, you know, person, whatever it is, okay, what
[04:11:12] know, person, whatever it is, okay, what do you need to let go of? Like why that?
[04:11:15] do you need to let go of? Like why that? Now optional, you can push them into
[04:11:20] Now optional, you can push them into like they need to let go of fear of
[04:11:22] like they need to let go of fear of taking action or something like that.
[04:11:23] taking action or something like that. Okay, just depending on like how much
[04:11:26] Okay, just depending on like how much rapport you have and if you feel like
[04:11:28] rapport you have and if you feel like you can lead that person. Okay, you
[04:11:30] you can lead that person. Okay, you think we need to let go of fear of
[04:11:32] think we need to let go of fear of taking action. Why? You always got to
[04:11:34] taking action. Why? You always got to make sure if you do something like that,
[04:11:35] make sure if you do something like that, you ask this why question because you
[04:11:37] you ask this why question because you need them to buy in. So this is
[04:11:38] need them to buy in. So this is optional. So are you 100% committed to
[04:11:40] optional. So are you 100% committed to actually stepping into that person? I'll
[04:11:43] actually stepping into that person? I'll tend to ask this question, but if you
[04:11:44] tend to ask this question, but if you feel like you have enough, you don't
[04:11:45] feel like you have enough, you don't need to ask this question. Okay.
[04:11:49] need to ask this question. Okay. And then you got to really this this is
[04:11:53] And then you got to really this this is the heart of the issue. Okay. This is
[04:11:58] the heart of the issue. Okay. This is you this question right here, this
[04:12:00] you this question right here, this consequence question on their identity.
[04:12:02] consequence question on their identity. This one needs to [ __ ] hit like a
[04:12:05] This one needs to [ __ ] hit like a goddamn freight train. This one needs to
[04:12:08] goddamn freight train. This one needs to hurt. This is where you make people cry.
[04:12:11] hurt. This is where you make people cry. Okay, so you did all all the work of
[04:12:14] Okay, so you did all all the work of digging into their problems, really
[04:12:16] digging into their problems, really finding their limiting beliefs, tying it
[04:12:18] finding their limiting beliefs, tying it to everything we needed to tie to really
[04:12:20] to everything we needed to tie to really creating that bridge between like, okay,
[04:12:23] creating that bridge between like, okay, this is who they need to be. This is how
[04:12:25] this is who they need to be. This is how they're showing up now. Okay, I'm really
[04:12:27] they're showing up now. Okay, I'm really widening that gap. And then this right
[04:12:29] widening that gap. And then this right now, where they are right now, who they
[04:12:31] now, where they are right now, who they are right now, this needs to [ __ ]
[04:12:33] are right now, this needs to [ __ ] hurt. Right? Because that's why people
[04:12:35] hurt. Right? Because that's why people change is when them being who they have
[04:12:37] change is when them being who they have been is unbearable. That's what causes
[04:12:40] been is unbearable. That's what causes people to make an uncharacteristic
[04:12:41] people to make an uncharacteristic decision to step out of the person who
[04:12:43] decision to step out of the person who they have been to step into the person
[04:12:44] they have been to step into the person who they they need to be. Okay? So, not
[04:12:47] who they they need to be. Okay? So, not only is will it hurt you'll make more
[04:12:49] only is will it hurt you'll make more sales, like they'll get better results
[04:12:50] sales, like they'll get better results when they sit and they actually
[04:12:52] when they sit and they actually contemplate these questions. And that's
[04:12:53] contemplate these questions. And that's what it's all about. We're here to get
[04:12:54] what it's all about. We're here to get people better results. And obviously
[04:12:56] people better results. And obviously we're here to sell everyone that is
[04:12:59] we're here to sell everyone that is should be a sale is a sale. Okay. But
[04:13:02] should be a sale is a sale. Okay. But the tough question we have to ask
[04:13:03] the tough question we have to ask ourselves is if we stay that $5,000 per
[04:13:06] ourselves is if we stay that $5,000 per month person that has, you know, the
[04:13:09] month person that has, you know, the fear of actually getting resourceful for
[04:13:11] fear of actually getting resourceful for the rest of your life, how is that going
[04:13:13] the rest of your life, how is that going to feel, man? Okay. Now, depending on
[04:13:17] to feel, man? Okay. Now, depending on the type of information you have, you
[04:13:20] the type of information you have, you can add a little bit more juice into it.
[04:13:21] can add a little bit more juice into it. So, if we stay that person, like that
[04:13:23] So, if we stay that person, like that 5,000 per month person who can't provide
[04:13:25] 5,000 per month person who can't provide for his kids
[04:13:27] for his kids and if you stay that person for the rest
[04:13:29] and if you stay that person for the rest of your life, how is that going to feel?
[04:13:32] of your life, how is that going to feel? It's very like direct. Okay? Like that
[04:13:35] It's very like direct. Okay? Like that needs to hurt and that is key when it
[04:13:38] needs to hurt and that is key when it comes to that. That's why I'm saying
[04:13:39] comes to that. That's why I'm saying like don't do that unless you have
[04:13:42] like don't do that unless you have everything else down and you're having
[04:13:43] everything else down and you're having good conversations. Now, something that
[04:13:45] good conversations. Now, something that is optional like once we get that I'm
[04:13:48] is optional like once we get that I'm going to say like, "Hey, are you willing
[04:13:49] going to say like, "Hey, are you willing to allow that to happen, man? Is it time
[04:13:50] to allow that to happen, man? Is it time to make a change? Right. Once we get
[04:13:53] to make a change? Right. Once we get that buy in right there, then we go into
[04:13:56] that buy in right there, then we go into ideal criteria. You can ask this
[04:13:58] ideal criteria. You can ask this question. Often times, I'm not going to
[04:14:00] question. Often times, I'm not going to because for me, my style and and what
[04:14:03] because for me, my style and and what tends to work the best, especially when
[04:14:04] tends to work the best, especially when you're selling coaching, uh, if you're
[04:14:06] you're selling coaching, uh, if you're selling something more B2B, this is
[04:14:07] selling something more B2B, this is going to be more important. Um, but
[04:14:09] going to be more important. Um, but you're leading them and they don't
[04:14:11] you're leading them and they don't really know what they need. Okay? So,
[04:14:12] really know what they need. Okay? So, it's like I tend to skip this part. So,
[04:14:14] it's like I tend to skip this part. So, it's like, but here's how you would ask
[04:14:15] it's like, but here's how you would ask it. Okay? What's the biggest thing
[04:14:16] it. Okay? What's the biggest thing you're looking for in a program to help
[04:14:18] you're looking for in a program to help you get to the next level in sales? like
[04:14:19] you get to the next level in sales? like what's your ideal criteria? Why is that
[04:14:21] what's your ideal criteria? Why is that important to you? Why you get that
[04:14:22] important to you? Why you get that information is it helps craft your
[04:14:24] information is it helps craft your presentation. And I'll do a deep dive
[04:14:26] presentation. And I'll do a deep dive into presentation as well. But that's
[04:14:28] into presentation as well. But that's why we go ahead and do that. Okay. Now,
[04:14:30] why we go ahead and do that. Okay. Now, after we understood their buying
[04:14:31] after we understood their buying decisions, we just ripped apart their
[04:14:35] decisions, we just ripped apart their beliefs, dive into identity. Now, we
[04:14:37] beliefs, dive into identity. Now, we need a goal like what are we striving
[04:14:38] need a goal like what are we striving for? Okay. That's when we go into future
[04:14:40] for? Okay. That's when we go into future pacing. So, the goal is what do they get
[04:14:42] pacing. So, the goal is what do they get tangibly and emotionally for hitting
[04:14:43] tangibly and emotionally for hitting their goal? Their tone is like, curious,
[04:14:46] their goal? Their tone is like, curious, and interested. Okay. So, every single
[04:14:48] and interested. Okay. So, every single time like I do future pacing and you
[04:14:50] time like I do future pacing and you you'll be able to like later in the
[04:14:51] you'll be able to like later in the video I'll show you one of my calls, but
[04:14:53] video I'll show you one of my calls, but you can go through my different YouTube
[04:14:54] you can go through my different YouTube and see different calls I have as well.
[04:14:56] and see different calls I have as well. I lean forward every time like I'm
[04:14:58] I lean forward every time like I'm talking about people's goals and their
[04:15:00] talking about people's goals and their future basing. Why? Because I'm showing
[04:15:02] future basing. Why? Because I'm showing them that I am now more interested in
[04:15:03] them that I am now more interested in what they have to say because most
[04:15:04] what they have to say because most people do not dream because they don't
[04:15:06] people do not dream because they don't get permission to dream. So, you are
[04:15:09] get permission to dream. So, you are giving them permission to dream. That's
[04:15:11] giving them permission to dream. That's what future pacing is. And really, it
[04:15:14] what future pacing is. And really, it should be crescendoing on like a moment
[04:15:16] should be crescendoing on like a moment in time that makes every type of
[04:15:18] in time that makes every type of suffering worth it for them. Now, when
[04:15:21] suffering worth it for them. Now, when we're talking about future pacing,
[04:15:22] we're talking about future pacing, typically I'm going to pre-frame it.
[04:15:24] typically I'm going to pre-frame it. Now, what is a preframe? Is like you
[04:15:25] Now, what is a preframe? Is like you just you're basically telling them why
[04:15:27] just you're basically telling them why you're asking a question that makes them
[04:15:29] you're asking a question that makes them more likely to, you know, answer the
[04:15:31] more likely to, you know, answer the question the way you want them to. So,
[04:15:33] question the way you want them to. So, let's say like we come in and I actually
[04:15:35] let's say like we come in and I actually give you that help and we get you to
[04:15:36] give you that help and we get you to that 20,000 per month like we do with
[04:15:37] that 20,000 per month like we do with our other clients. At the end of the
[04:15:38] our other clients. At the end of the day, like money is just a number on a
[04:15:40] day, like money is just a number on a screen. For example, if I put a runner
[04:15:41] screen. For example, if I put a runner on a 100 meter line, just tell them to
[04:15:43] on a 100 meter line, just tell them to run. Like, I'm sure they'll run fast,
[04:15:45] run. Like, I'm sure they'll run fast, but if there's a gold medal at the end,
[04:15:47] but if there's a gold medal at the end, they'll run so much faster. Not because
[04:15:49] they'll run so much faster. Not because the medal is gold, but because of what
[04:15:51] the medal is gold, but because of what the gold medal does for them. So, for
[04:15:53] the gold medal does for them. So, for you, right, and then you ask them. Okay.
[04:15:57] you, right, and then you ask them. Okay. So, for you, um, being able to hit XYZ
[04:16:01] So, for you, um, being able to hit XYZ revenue, profit, commissions, whatever
[04:16:04] revenue, profit, commissions, whatever it is, besides you just being able to
[04:16:06] it is, besides you just being able to grow, what difference does that actually
[04:16:07] grow, what difference does that actually make for you?
[04:16:09] make for you? Okay, I'm looking for tangibles.
[04:16:12] Okay, I'm looking for tangibles. Tangibles. Now, the reason why I ask
[04:16:13] Tangibles. Now, the reason why I ask like what difference is because some
[04:16:15] like what difference is because some people are more geared towards running
[04:16:16] people are more geared towards running towards, some people are more geared
[04:16:17] towards, some people are more geared towards running away. Everyone has both.
[04:16:20] towards running away. Everyone has both. But I allow them. Difference is neutral.
[04:16:22] But I allow them. Difference is neutral. But I'm looking for tangibles here. I'm
[04:16:24] But I'm looking for tangibles here. I'm probing. I'm clarifying. I'm getting
[04:16:26] probing. I'm clarifying. I'm getting specifics. Okay? Like a new car, why new
[04:16:28] specifics. Okay? Like a new car, why new car? House, why a new house? Like what's
[04:16:32] car? House, why a new house? Like what's going on? Where would you live? Right?
[04:16:33] going on? Where would you live? Right? Like I'm sitting here and I'm just
[04:16:34] Like I'm sitting here and I'm just probing. I'm getting specifics. Okay?
[04:16:36] probing. I'm getting specifics. Okay? like I I want something um like specific
[04:16:39] like I I want something um like specific here. Okay. It's like home, car, having
[04:16:42] here. Okay. It's like home, car, having a conversation, travel, where would you
[04:16:44] a conversation, travel, where would you go? Okay. And if it's like, oh, just
[04:16:47] go? Okay. And if it's like, oh, just allow me to grow. Yeah. And some people
[04:16:49] allow me to grow. Yeah. And some people are fine not growing. So where does that
[04:16:50] are fine not growing. So where does that drive come from to grow? Why is it so
[04:16:52] drive come from to grow? Why is it so important to you? And nobody walks over
[04:16:53] important to you? And nobody walks over broken glass just to see numbers
[04:16:55] broken glass just to see numbers increase. So what does that actually do
[04:16:56] increase. So what does that actually do for you? That's if you get people who
[04:16:58] for you? That's if you get people who are not being open. They don't want to
[04:16:59] are not being open. They don't want to give you tangibles. They're like, "Oh,
[04:17:00] give you tangibles. They're like, "Oh, like it just allows me to grow. That's
[04:17:01] like it just allows me to grow. That's fantastic." Okay. So the reason why you
[04:17:04] fantastic." Okay. So the reason why you want to get specifics, you want to get
[04:17:06] want to get specifics, you want to get tangibles is because you want to make it
[04:17:07] tangibles is because you want to make it real. Grow is like an ambiguous term. If
[04:17:10] real. Grow is like an ambiguous term. If it's ambiguous, it's hard to make it
[04:17:12] it's ambiguous, it's hard to make it real for them. Okay? So you want
[04:17:14] real for them. Okay? So you want specifics. That's the key thing here.
[04:17:16] specifics. That's the key thing here. Now, after you get specifics, again,
[04:17:18] Now, after you get specifics, again, like why is it important to them? Where
[04:17:20] like why is it important to them? Where does that drive come from? I'll
[04:17:21] does that drive come from? I'll typically ask that on every single
[04:17:23] typically ask that on every single question or every single future pace
[04:17:25] question or every single future pace because I want a deeprooted driver for
[04:17:28] because I want a deeprooted driver for them. Okay? If you ask them like, "Hey,
[04:17:30] them. Okay? If you ask them like, "Hey, where does that drive come from?"
[04:17:31] where does that drive come from?" They're typically going to tell you it
[04:17:32] They're typically going to tell you it comes from like their childhood. Okay?
[04:17:34] comes from like their childhood. Okay? Like why travel? Okay. Provide for your
[04:17:36] Like why travel? Okay. Provide for your kids. Like what do you mean? How many
[04:17:37] kids. Like what do you mean? How many kids do you have? What would you do for
[04:17:39] kids do you have? What would you do for them differently? I'm just sitting here
[04:17:40] them differently? I'm just sitting here and I'm taking my time and I'm
[04:17:43] and I'm taking my time and I'm interested in what they have to say.
[04:17:44] interested in what they have to say. Now, after you get that, like you being
[04:17:46] Now, after you get that, like you being able to do that, get that, have that.
[04:17:48] able to do that, get that, have that. Like, what what does that do for you
[04:17:50] Like, what what does that do for you personally?
[04:17:51] personally? Right? This is just going to get more to
[04:17:54] Right? This is just going to get more to the emotional side. Like, oh, like it'll
[04:17:55] the emotional side. Like, oh, like it'll feel amazing. Oh, it'll be it'll be
[04:17:57] feel amazing. Oh, it'll be it'll be wonderful. Right? You want to get to the
[04:18:00] wonderful. Right? You want to get to the emotions and then from here and I would
[04:18:02] emotions and then from here and I would say if you didn't get enough good stuff
[04:18:05] say if you didn't get enough good stuff like in future pace like this like this
[04:18:06] like in future pace like this like this isn't going to land but you want to get
[04:18:09] isn't going to land but you want to get to like a moment in time. Okay, what do
[04:18:12] to like a moment in time. Okay, what do I mean by a moment in time? Like for
[04:18:13] I mean by a moment in time? Like for examples like visual language like hey
[04:18:15] examples like visual language like hey first stepping into a new home knowing
[04:18:17] first stepping into a new home knowing it's yours driving a car off the lot
[04:18:20] it's yours driving a car off the lot winding your hair sun in your face.
[04:18:22] winding your hair sun in your face. Okay. Having a conversation with your
[04:18:23] Okay. Having a conversation with your wife, telling her pack the bags, like,
[04:18:25] wife, telling her pack the bags, like, "Hey, we're going to Turks and Caos." Or
[04:18:27] "Hey, we're going to Turks and Caos." Or like telling your wife, like having that
[04:18:28] like telling your wife, like having that conversation like she no longer has to
[04:18:30] conversation like she no longer has to work. Seeing that look on her face, like
[04:18:32] work. Seeing that look on her face, like how how would that feel? Right? So it's
[04:18:34] how how would that feel? Right? So it's like, so if you had to picture it moment
[04:18:37] like, so if you had to picture it moment them getting everything they truly
[04:18:38] them getting everything they truly wanted, how would that feel? Now you
[04:18:40] wanted, how would that feel? Now you need to get tangibles to make this
[04:18:43] need to get tangibles to make this question land. But if this question
[04:18:45] question land. But if this question lands
[04:18:47] lands cheeses kiss, okay? And this is like
[04:18:51] cheeses kiss, okay? And this is like this is going to be the main like thing
[04:18:53] this is going to be the main like thing that they're running towards is this
[04:18:55] that they're running towards is this moment in time. So you want to take the
[04:18:56] moment in time. So you want to take the time to make it visual and really get
[04:19:00] time to make it visual and really get that out of them. All right. So next,
[04:19:04] that out of them. All right. So next, let's dive into consequence.
[04:19:06] let's dive into consequence. Consequence. So now that we painted the
[04:19:09] Consequence. So now that we painted the vision in their mind of all their dreams
[04:19:12] vision in their mind of all their dreams coming true and us getting to a real
[04:19:15] coming true and us getting to a real good like moment in time, the next step
[04:19:17] good like moment in time, the next step from here is we need to rip it away. So
[04:19:19] from here is we need to rip it away. So this is really the crescendo of the
[04:19:21] this is really the crescendo of the entire sales call. Like it's an
[04:19:23] entire sales call. Like it's an emotional roller coaster to push the
[04:19:25] emotional roller coaster to push the urgency. So we create this big big
[04:19:28] urgency. So we create this big big mountain, get them on top, actually
[04:19:30] mountain, get them on top, actually visualize it, and then we rip it away.
[04:19:32] visualize it, and then we rip it away. Create that urgency and push them
[04:19:34] Create that urgency and push them through. That's what consequence is
[04:19:35] through. That's what consequence is there to do. So the goal is you need to
[04:19:38] there to do. So the goal is you need to get real emotion of an action. Okay?
[04:19:41] get real emotion of an action. Okay? Don't be too worried about like the
[04:19:43] Don't be too worried about like the exact words they say. Like they just
[04:19:45] exact words they say. Like they just need to contemplate an action and it
[04:19:47] need to contemplate an action and it needs to hurt. Like I've had people I've
[04:19:49] needs to hurt. Like I've had people I've asked like a consequence question too
[04:19:50] asked like a consequence question too and he's like like you could tell like
[04:19:52] and he's like like you could tell like the dude's about to cry and he's just
[04:19:54] the dude's about to cry and he's just like won't be good, right? Like you know
[04:19:56] like won't be good, right? Like you know it's like he's fighting back tears. Like
[04:19:57] it's like he's fighting back tears. Like that's a good answer. So you're more
[04:19:58] that's a good answer. So you're more looking for like getting real real good
[04:20:01] looking for like getting real real good emotion. That's what we're looking for
[04:20:03] emotion. That's what we're looking for when we dive into like consequence is we
[04:20:06] when we dive into like consequence is we want to look and get good emotions.
[04:20:08] want to look and get good emotions. Okay. So, it could it should be
[04:20:10] Okay. So, it could it should be concerning concerned and challenging.
[04:20:14] concerning concerned and challenging. Okay. So, when it comes to consequence,
[04:20:16] Okay. So, when it comes to consequence, if you did a really good job like
[04:20:18] if you did a really good job like building them up in future pace, if you
[04:20:19] building them up in future pace, if you just ask them like straight up like what
[04:20:21] just ask them like straight up like what happens if nothing changes, right?
[04:20:23] happens if nothing changes, right? You're going to get push back. They're
[04:20:24] You're going to get push back. They're like, "Well, I'm not going to let that
[04:20:25] like, "Well, I'm not going to let that happen." So, what I'll always do is I'll
[04:20:27] happen." So, what I'll always do is I'll twostep it. Okay? So, I'm going to ask
[04:20:31] twostep it. Okay? So, I'm going to ask an easier question first and then ask,
[04:20:33] an easier question first and then ask, hey, what happens if nothing changes?
[04:20:35] hey, what happens if nothing changes? So, I have to ask if nothing changes
[04:20:37] So, I have to ask if nothing changes with your routine, how likely is it that
[04:20:39] with your routine, how likely is it that you'll be able to hit wake goal and time
[04:20:40] you'll be able to hit wake goal and time frame? Okay, so that's for a weight
[04:20:42] frame? Okay, so that's for a weight goal, but let's just say, you know, goal
[04:20:44] goal, but let's just say, you know, goal in time frame. So, if nothing changes
[04:20:47] in time frame. So, if nothing changes with your whatever it is, okay, let's
[04:20:50] with your whatever it is, okay, let's just say mechanism.
[04:20:53] just say mechanism. Can I spell? I don't think I can. Okay,
[04:20:56] Can I spell? I don't think I can. Okay, nothing changes with your mechanism.
[04:20:59] nothing changes with your mechanism. Oh god.
[04:21:02] Oh god. If nothing changes with your XYZ, right,
[04:21:06] If nothing changes with your XYZ, right, that's going to be the the so super
[04:21:09] that's going to be the the so super mechanism because I can't spell right
[04:21:11] mechanism because I can't spell right now and I'm filming. Okay, cool. So, I
[04:21:13] now and I'm filming. Okay, cool. So, I have to ask like if if nothing changes
[04:21:15] have to ask like if if nothing changes with the way that you are selling like
[04:21:17] with the way that you are selling like how likely is it that you're going to be
[04:21:19] how likely is it that you're going to be able to actually hit 20,000 per month,
[04:21:22] able to actually hit 20,000 per month, be able to tell your wife she no longer
[04:21:23] be able to tell your wife she no longer has to work like in the next six months?
[04:21:26] has to work like in the next six months? Oh, it's not likely. Well, why not?
[04:21:29] Oh, it's not likely. Well, why not? Okay, so it's how likely are you going
[04:21:30] Okay, so it's how likely are you going to be able to hit goal slashmoment
[04:21:35] to be able to hit goal slashmoment in time and time frame. Now, why is the
[04:21:39] in time and time frame. Now, why is the time frame important? Because you will
[04:21:40] time frame important? Because you will get people saying like, oh, like I'll
[04:21:42] get people saying like, oh, like I'll figure it out blah blah blah blah blah.
[04:21:43] figure it out blah blah blah blah blah. Eventually, it will happen, but what
[04:21:45] Eventually, it will happen, but what about this time frame, bro? Right? So,
[04:21:47] about this time frame, bro? Right? So, you need to get the time frame in there.
[04:21:48] you need to get the time frame in there. Okay? And you get the time frame when
[04:21:51] Okay? And you get the time frame when you ask them, what are you looking to
[04:21:52] you ask them, what are you looking to achieve in the next 3 to 6 months? So,
[04:21:54] achieve in the next 3 to 6 months? So, what's the likelihood that you're going
[04:21:55] what's the likelihood that you're going to be able to achieve goal, moment in
[04:21:58] to be able to achieve goal, moment in time, in time frame? Why or why not?
[04:22:03] time, in time frame? Why or why not? Now, you will get some people that say
[04:22:05] Now, you will get some people that say like, "Oh, I'll figure it out." Hey,
[04:22:07] like, "Oh, I'll figure it out." Hey, man, like I can appreciate like I can
[04:22:09] man, like I can appreciate like I can appreciate that and I'm not questioning
[04:22:11] appreciate that and I'm not questioning your willingness, but how likely is it
[04:22:12] your willingness, but how likely is it if we don't change anything that we will
[04:22:15] if we don't change anything that we will hit goal and time frame? Be real with
[04:22:18] hit goal and time frame? Be real with me, right? You're like level with me.
[04:22:20] me, right? You're like level with me. So, if you get somebody, it's like, "Oh,
[04:22:21] So, if you get somebody, it's like, "Oh, like I'll figure it out." Hey, man. And
[04:22:23] like I'll figure it out." Hey, man. And and I I can appreciate that and I'm not
[04:22:25] and I I can appreciate that and I'm not questioning your willingness, but how
[04:22:27] questioning your willingness, but how likely is it like if you don't change
[04:22:29] likely is it like if you don't change anything with what you're doing that
[04:22:30] anything with what you're doing that you're going to be able to hit goal in
[04:22:32] you're going to be able to hit goal in time frame. Be real with me, right? That
[04:22:35] time frame. Be real with me, right? That be real with me normally gets it. Or you
[04:22:38] be real with me normally gets it. Or you can be a little bit more
[04:22:39] can be a little bit more straightforward. This is how I'll do it.
[04:22:41] straightforward. This is how I'll do it. Like, hey man, like what makes you so
[04:22:42] Like, hey man, like what makes you so confident? Well, can I share a
[04:22:44] confident? Well, can I share a perspective? Have you ever heard of the
[04:22:46] perspective? Have you ever heard of the success bias? Basically, it shows that
[04:22:48] success bias? Basically, it shows that we only see people who have figured it
[04:22:50] we only see people who have figured it out because the only people left
[04:22:52] out because the only people left standings are the ones that win, not the
[04:22:54] standings are the ones that win, not the hundred times of people who've tried but
[04:22:56] hundred times of people who've tried but didn't succeed. So, be real with me.
[04:22:58] didn't succeed. So, be real with me. Like, how likely is it that you'd be
[04:22:59] Like, how likely is it that you'd be able to figure out XYZ and get to goal
[04:23:02] able to figure out XYZ and get to goal in time frame. So, you're basically
[04:23:04] in time frame. So, you're basically saying like, hey, most people are so
[04:23:06] saying like, hey, most people are so confident because they only see people
[04:23:07] confident because they only see people that are that win. Now, depending on
[04:23:09] that are that win. Now, depending on what you're selling, you can make that
[04:23:10] what you're selling, you can make that frame much more specific. For example,
[04:23:12] frame much more specific. For example, if I'm selling salespeople, it's like,
[04:23:14] if I'm selling salespeople, it's like, "Hey man, have you ever heard of the
[04:23:15] "Hey man, have you ever heard of the success buys?" It's like it what it
[04:23:18] success buys?" It's like it what it shows us is we only see people who have
[04:23:20] shows us is we only see people who have figured out that are left standing the
[04:23:21] figured out that are left standing the one that actually win. Because in
[04:23:23] one that actually win. Because in commission only sales, if you are not
[04:23:25] commission only sales, if you are not selling anything, how long does somebody
[04:23:27] selling anything, how long does somebody stay in commission only sales, right?
[04:23:29] stay in commission only sales, right? They don't. So, you don't see the
[04:23:31] They don't. So, you don't see the hundreds of people, the thousands of
[04:23:33] hundreds of people, the thousands of people who've tried and they failed. You
[04:23:34] people who've tried and they failed. You only see the one person that's left
[04:23:36] only see the one person that's left standing. So, be real with me, man. How
[04:23:38] standing. So, be real with me, man. How likely is it that you'll be able to
[04:23:40] likely is it that you'll be able to actually figure out these advanced
[04:23:41] actually figure out these advanced skills, be able to overcome these
[04:23:42] skills, be able to overcome these objections to get to that 20,000 per
[04:23:44] objections to get to that 20,000 per month in the next six months if you
[04:23:46] month in the next six months if you don't do anything about this? It's not
[04:23:48] don't do anything about this? It's not likely. Okay, so real real easy one. You
[04:23:51] likely. Okay, so real real easy one. You want to punch them down. So this is a
[04:23:54] want to punch them down. So this is a real easy two-steper into then
[04:23:57] real easy two-steper into then consequence. Now consequence, you want
[04:24:00] consequence. Now consequence, you want to get a good juicy what happens if
[04:24:02] to get a good juicy what happens if nothing changes? Like what happens if
[04:24:05] nothing changes? Like what happens if you never get your outcome? What happens
[04:24:07] you never get your outcome? What happens if you never get that moment in time?
[04:24:08] if you never get that moment in time? What happens if you can never have that
[04:24:10] What happens if you can never have that conversation with your wife? Okay. Or
[04:24:11] conversation with your wife? Okay. Or thi or what happens if things stay the
[04:24:14] thi or what happens if things stay the same for the next 3, 6, or 12 months or
[04:24:16] same for the next 3, 6, or 12 months or things get worse? Those are the
[04:24:18] things get worse? Those are the questions that you're going to be
[04:24:18] questions that you're going to be asking. Now, there's a couple ways that
[04:24:21] asking. Now, there's a couple ways that we can get better answers out of
[04:24:23] we can get better answers out of consequence. The easiest way to get a
[04:24:25] consequence. The easiest way to get a better answer out of consequence is
[04:24:27] better answer out of consequence is preframing it. Okay, now you got them to
[04:24:30] preframing it. Okay, now you got them to be open about their future pace. Now, we
[04:24:32] be open about their future pace. Now, we want them to be open about their
[04:24:34] want them to be open about their consequence. So, I'm going to reward
[04:24:35] consequence. So, I'm going to reward them for being open. Hey, I appreciate
[04:24:37] them for being open. Hey, I appreciate you being open with me now that we know
[04:24:39] you being open with me now that we know like what your gold medal is, like what
[04:24:40] like what your gold medal is, like what we're running towards. But if you take
[04:24:42] we're running towards. But if you take that person and you put them on 100
[04:24:44] that person and you put them on 100 meter line and they're running towards
[04:24:45] meter line and they're running towards the gold, like they'll run fast. But if
[04:24:46] the gold, like they'll run fast. But if you put a tiger behind them, you think
[04:24:48] you put a tiger behind them, you think they'll run faster? Of course, man. Like
[04:24:50] they'll run faster? Of course, man. Like that's how human beings work, right? So
[04:24:52] that's how human beings work, right? So for you, like what's your tiger? Like
[04:24:53] for you, like what's your tiger? Like what happens if nothing does change and
[04:24:56] what happens if nothing does change and you're never able to actually have that
[04:24:57] you're never able to actually have that conversation with your wife telling her
[04:24:58] conversation with your wife telling her she no longer has to work? Like how's
[04:25:00] she no longer has to work? Like how's that going to feel, right?
[04:25:03] that going to feel, right? Pulling along with you. So, that's a
[04:25:05] Pulling along with you. So, that's a real real easy one that you can use. If
[04:25:08] real real easy one that you can use. If you get push back in consequence, you
[04:25:09] you get push back in consequence, you should just start using this every
[04:25:11] should just start using this every single time you ask consequence. Another
[04:25:14] single time you ask consequence. Another thing that you can use that I'm a real
[04:25:15] thing that you can use that I'm a real big personal fan of, but it does take
[04:25:18] big personal fan of, but it does take more skill to pull off is a personal
[04:25:22] more skill to pull off is a personal story. Now, what is a personal story? It
[04:25:25] story. Now, what is a personal story? It is something that uh you know I've
[04:25:27] is something that uh you know I've learned from people like Matt Ryder, Eli
[04:25:30] learned from people like Matt Ryder, Eli Wild, a lot of people who sell like one
[04:25:31] Wild, a lot of people who sell like one to many u Tony Robbins, Dan Henry, they
[04:25:35] to many u Tony Robbins, Dan Henry, they all use stories to encapsulate beliefs
[04:25:38] all use stories to encapsulate beliefs and shift people like how they think. So
[04:25:41] and shift people like how they think. So when you're using a personal story, what
[04:25:42] when you're using a personal story, what you need to be thinking about if you are
[04:25:44] you need to be thinking about if you are going to use a personal story is what is
[04:25:47] going to use a personal story is what is the consequence that I want to shape?
[04:25:49] the consequence that I want to shape? What is a consequence that if my
[04:25:51] What is a consequence that if my prospect told me this is what would
[04:25:53] prospect told me this is what would happen if I don't do anything would make
[04:25:54] happen if I don't do anything would make them most likely to buy. Okay. Once we
[04:25:58] them most likely to buy. Okay. Once we have that then we can craft our personal
[04:26:00] have that then we can craft our personal story around that. Because the great
[04:26:02] story around that. Because the great thing and the difference between like
[04:26:04] thing and the difference between like selling one to many like Tony Robbins
[04:26:05] selling one to many like Tony Robbins when he tells a story versus selling one
[04:26:07] when he tells a story versus selling one to one is your personal story, the story
[04:26:10] to one is your personal story, the story you're telling is going to craft and
[04:26:11] you're telling is going to craft and shape to the individual that you're
[04:26:13] shape to the individual that you're talking to. Because your personal story,
[04:26:15] talking to. Because your personal story, it's about you, yes, but it's really
[04:26:18] it's about you, yes, but it's really about the prospect. It's about the
[04:26:20] about the prospect. It's about the person you're talking to. And personal
[04:26:22] person you're talking to. And personal stories work really well when you are a
[04:26:25] stories work really well when you are a result of whatever it is you're selling.
[04:26:27] result of whatever it is you're selling. Okay? Now, if you are not the result of
[04:26:29] Okay? Now, if you are not the result of what you're selling, you can use other
[04:26:30] what you're selling, you can use other people's stories, and that's what I'll
[04:26:32] people's stories, and that's what I'll cover next. This is a fitness one for Ed
[04:26:34] cover next. This is a fitness one for Ed Milelet. I'll go over that. You can use
[04:26:36] Milelet. I'll go over that. You can use like a client success story or you can
[04:26:37] like a client success story or you can use the founder stories. But if you are
[04:26:39] use the founder stories. But if you are a personal result, you are a business
[04:26:41] a personal result, you are a business owner. Like for me, like I am a personal
[04:26:44] owner. Like for me, like I am a personal result of sales training. Okay, one
[04:26:46] result of sales training. Okay, one person that I'm training like he sells
[04:26:48] person that I'm training like he sells like golf, you know, uh fitness training
[04:26:51] like golf, you know, uh fitness training mostly to elderly. He's a young guy, but
[04:26:53] mostly to elderly. He's a young guy, but he went through it first. Like that's
[04:26:54] he went through it first. Like that's actually how he became a salesperson. So
[04:26:56] actually how he became a salesperson. So he crafted a personal story that gets
[04:26:58] he crafted a personal story that gets people to like, okay, what's the
[04:27:00] people to like, okay, what's the consequence? He wants them to say like
[04:27:02] consequence? He wants them to say like older people, they need help fitness and
[04:27:04] older people, they need help fitness and golf. What's the consequence that's
[04:27:05] golf. What's the consequence that's going to make them buy? if I don't do
[04:27:07] going to make them buy? if I don't do anything about this, I'm never going to
[04:27:08] anything about this, I'm never going to play the game that I love. That was his
[04:27:10] play the game that I love. That was his consequence. So, he tells them a
[04:27:12] consequence. So, he tells them a personal story that leads to that and
[04:27:14] personal story that leads to that and helps shape what the consequences are.
[04:27:17] helps shape what the consequences are. So, the first thing you want to do in a
[04:27:18] So, the first thing you want to do in a personal story, and I'll walk you
[04:27:19] personal story, and I'll walk you through mine. Okay, now my personal
[04:27:21] through mine. Okay, now my personal story is a bit long. Okay, you can have
[04:27:25] story is a bit long. Okay, you can have it shorter and it can be better, but we
[04:27:27] it shorter and it can be better, but we can take a look at um this presentation
[04:27:30] can take a look at um this presentation that I have here when it comes to like
[04:27:32] that I have here when it comes to like personal stories is number one like why
[04:27:34] personal stories is number one like why storytelling. So, what's the point of
[04:27:36] storytelling. So, what's the point of the story? It's to get people to relate
[04:27:38] the story? It's to get people to relate to you. They can trust you, especially
[04:27:40] to you. They can trust you, especially morally, and you tell them that they can
[04:27:42] morally, and you tell them that they can do it, too. You open up to them
[04:27:44] do it, too. You open up to them emotionally, and it it's going to shape
[04:27:46] emotionally, and it it's going to shape the answer that they give. Okay? When
[04:27:49] the answer that they give. Okay? When you should have a personal story and
[04:27:50] you should have a personal story and when not to, when you have a when to you
[04:27:53] when not to, when you have a when to you have a story that's specifically tied
[04:27:55] have a story that's specifically tied into what you're selling, you can do it
[04:27:57] into what you're selling, you can do it if you're not the personal like if if
[04:27:59] if you're not the personal like if if it's not a personal product, but you can
[04:28:01] it's not a personal product, but you can make it clear that sales is your dream.
[04:28:03] make it clear that sales is your dream. So you can make the story about you
[04:28:05] So you can make the story about you investing yourself, investing into
[04:28:07] investing yourself, investing into sales, but just you're you're making it
[04:28:09] sales, but just you're you're making it clear when again that sales is your
[04:28:13] clear when again that sales is your dream and this is how I went through
[04:28:14] dream and this is how I went through this decision-making process. When not
[04:28:16] this decision-making process. When not to do it, okay, you don't have the rest
[04:28:18] to do it, okay, you don't have the rest of the process down and we're just
[04:28:20] of the process down and we're just slapping this on to just hopefully we
[04:28:23] slapping this on to just hopefully we get better results because we do it.
[04:28:25] get better results because we do it. Okay. Um you don't have a wellthoughtout
[04:28:29] Okay. Um you don't have a wellthoughtout story. Like don't just like try to push
[04:28:30] story. Like don't just like try to push it together and like just try to do it.
[04:28:32] it together and like just try to do it. When to put it in after future pace
[04:28:34] When to put it in after future pace before consequence. Now again it could
[04:28:36] before consequence. Now again it could be your personal story or it can be
[04:28:38] be your personal story or it can be another person's personal story. Right
[04:28:40] another person's personal story. Right now I'll walk you through my personal
[04:28:41] now I'll walk you through my personal story step by step and then I'll walk
[04:28:43] story step by step and then I'll walk you through like how you can use
[04:28:44] you through like how you can use somebody else's personal story. An
[04:28:46] somebody else's personal story. An example Ed Mylet for fitness. Okay. So
[04:28:49] example Ed Mylet for fitness. Okay. So personal story guidelines is not about
[04:28:51] personal story guidelines is not about you. It's about the listener. Your
[04:28:52] you. It's about the listener. Your personal story 5 minutes maximum. The
[04:28:56] personal story 5 minutes maximum. The length of time does not make the story
[04:28:58] length of time does not make the story better. You can have an effective one
[04:29:00] better. You can have an effective one minute personal story and effective
[04:29:01] minute personal story and effective five-minute personal story. Start off
[04:29:03] five-minute personal story. Start off with a short story and expand as you get
[04:29:05] with a short story and expand as you get more practice. The longer a story uh is,
[04:29:07] more practice. The longer a story uh is, the more thought out it has to be and
[04:29:09] the more thought out it has to be and your skill set needs to be higher
[04:29:11] your skill set needs to be higher because if I'm talking to you for 5
[04:29:12] because if I'm talking to you for 5 minutes straight, I need to have the
[04:29:14] minutes straight, I need to have the skill set to keep your attention. Okay?
[04:29:17] skill set to keep your attention. Okay? If you're rambling and you can't keep
[04:29:19] If you're rambling and you can't keep people's attention, people are going to
[04:29:20] people's attention, people are going to zone out. They're not going to listen to
[04:29:21] zone out. They're not going to listen to you. Okay? So, this long drawn out
[04:29:23] you. Okay? So, this long drawn out story, it's not going to help. So
[04:29:27] story, it's not going to help. So shorter is better at least starting off.
[04:29:30] shorter is better at least starting off. So there's four building blocks to a
[04:29:32] So there's four building blocks to a good personal story. Okay, you need to
[04:29:34] good personal story. Okay, you need to recognize what the person is feeling.
[04:29:35] recognize what the person is feeling. You need to relate. You need to resolve.
[04:29:37] You need to relate. You need to resolve. Okay, what are they desired to feel and
[04:29:40] Okay, what are they desired to feel and shape you want them to what do you want
[04:29:42] shape you want them to what do you want them to focus on? Especially for
[04:29:43] them to focus on? Especially for consequence optional, you can use these
[04:29:45] consequence optional, you can use these things for pre-handling concerns and
[04:29:48] things for pre-handling concerns and embedded commands. Again, I can go a lot
[04:29:50] embedded commands. Again, I can go a lot more into like uh these two things, but
[04:29:52] more into like uh these two things, but again, that's going to be a little bit
[04:29:53] again, that's going to be a little bit more advanced. But here is a story flow.
[04:29:56] more advanced. But here is a story flow. Now, not all of these are required, but
[04:29:59] Now, not all of these are required, but this is a good story flow. We got
[04:30:01] this is a good story flow. We got situation,
[04:30:03] situation, conflict, desire, approach, transition,
[04:30:06] conflict, desire, approach, transition, transformation, consequence. Okay.
[04:30:08] transformation, consequence. Okay. Things that we need. Okay. Clarity. It
[04:30:12] Things that we need. Okay. Clarity. It is easy to follow and understand. If
[04:30:15] is easy to follow and understand. If your story is hard to understand, people
[04:30:18] your story is hard to understand, people are not going to follow. Engagement.
[04:30:20] are not going to follow. Engagement. Does this fall under who cares or me
[04:30:23] Does this fall under who cares or me too? So your story needs to be
[04:30:25] too? So your story needs to be relatable. If you are going through
[04:30:27] relatable. If you are going through unique circumstances, then you need to
[04:30:30] unique circumstances, then you need to relate it to a you like a feeling that
[04:30:32] relate it to a you like a feeling that most people feel. Okay, a journey. Does
[04:30:35] most people feel. Okay, a journey. Does it show that you can be trusted? So for
[04:30:37] it show that you can be trusted? So for example, like starting the personal
[04:30:39] example, like starting the personal story, we just want to get right to the
[04:30:40] story, we just want to get right to the point. Hop in quickly. Make it
[04:30:42] point. Hop in quickly. Make it relatable. Okay, optional. Paint a
[04:30:44] relatable. Okay, optional. Paint a scene, but like you want to get right
[04:30:46] scene, but like you want to get right into it. Like, hey, can I share a quick
[04:30:47] into it. Like, hey, can I share a quick story? Hey, I can understand where
[04:30:49] story? Hey, I can understand where you're coming from like being up and
[04:30:50] you're coming from like being up and down with sales cuz when I first hopped
[04:30:51] down with sales cuz when I first hopped into sales like 5 years ago, I had no
[04:30:53] into sales like 5 years ago, I had no clue what I was doing and there wasn't
[04:30:55] clue what I was doing and there wasn't this whole like online space and the
[04:30:56] this whole like online space and the world had just shutting down like with
[04:30:58] world had just shutting down like with co uh so I had just gotten a remote
[04:31:00] co uh so I had just gotten a remote sales job and decided like an impulsive
[04:31:02] sales job and decided like an impulsive 22-year-old like I would pack all my
[04:31:04] 22-year-old like I would pack all my bags up and move from Kansas to Miami.
[04:31:06] bags up and move from Kansas to Miami. Like boom, we're right into the story.
[04:31:08] Like boom, we're right into the story. There's no like hey let me like paint
[04:31:10] There's no like hey let me like paint you like no it's like hey can I can I
[04:31:12] you like no it's like hey can I can I share your story? Like I can understand
[04:31:13] share your story? Like I can understand where you're coming from. Boom. here's
[04:31:15] where you're coming from. Boom. here's my like here's right into the story then
[04:31:17] my like here's right into the story then right there it's like friction the
[04:31:19] right there it's like friction the conflict explain the conflict and why
[04:31:21] conflict explain the conflict and why it's a tough situation explain the
[04:31:23] it's a tough situation explain the thought process help the listener
[04:31:24] thought process help the listener understand your conflicting feelings now
[04:31:27] understand your conflicting feelings now again this could be one sentence it
[04:31:29] again this could be one sentence it could be five sentences so start off
[04:31:32] could be five sentences so start off shorter so if again you're first
[04:31:34] shorter so if again you're first starting off like each of these should
[04:31:36] starting off like each of these should be about a sentence like and as you
[04:31:38] be about a sentence like and as you might imagine Miami is a pretty
[04:31:39] might imagine Miami is a pretty expensive city like here's an example
[04:31:41] expensive city like here's an example for me as you might imagine Miami is a
[04:31:43] for me as you might imagine Miami is a pretty expensive city. Now, I had some
[04:31:45] pretty expensive city. Now, I had some natural talent, but my sales were up and
[04:31:47] natural talent, but my sales were up and down. Some months I would hit 10K per
[04:31:49] down. Some months I would hit 10K per month in commissions. Other months, I
[04:31:50] month in commissions. Other months, I would hit 3K per month in commissions
[04:31:52] would hit 3K per month in commissions that this created like so much
[04:31:53] that this created like so much uncertainty for me cuz the problem was I
[04:31:55] uncertainty for me cuz the problem was I was living my life like I was making
[04:31:56] was living my life like I was making 8,000 per month consistently, which was
[04:31:58] 8,000 per month consistently, which was just not the case. And I had gotten into
[04:31:59] just not the case. And I had gotten into some debt and the stress that comes with
[04:32:01] some debt and the stress that comes with that. Now, again, I'm talking about the
[04:32:03] that. Now, again, I'm talking about the conflict. Now, for me, this is
[04:32:04] conflict. Now, for me, this is absolutely true. That's another caveat I
[04:32:06] absolutely true. That's another caveat I should probably make. You shouldn't be
[04:32:07] should probably make. You shouldn't be lying about your personal story, okay?
[04:32:09] lying about your personal story, okay? This is actually true for me. This is
[04:32:11] This is actually true for me. This is exactly what happened when I moved to
[04:32:13] exactly what happened when I moved to Miami, right? Um, and I had done enough
[04:32:15] Miami, right? Um, and I had done enough sales training. I had just gotten into
[04:32:16] sales training. I had just gotten into sales. Okay. Aspiration, desire, explain
[04:32:20] sales. Okay. Aspiration, desire, explain further to the limit by describing the
[04:32:22] further to the limit by describing the desired outcome. Help the listener
[04:32:23] desired outcome. Help the listener understand the sense of frustration.
[04:32:25] understand the sense of frustration. Explains the importance of your goal.
[04:32:26] Explains the importance of your goal. The listener would should want the goal
[04:32:29] The listener would should want the goal with you. Okay. For me, and back then
[04:32:34] with you. Okay. For me, and back then the biggest goal was I was running
[04:32:35] the biggest goal was I was running towards was 20,000 per month
[04:32:37] towards was 20,000 per month consistently. And and for me, it seemed
[04:32:38] consistently. And and for me, it seemed like so far away. And from where I was
[04:32:40] like so far away. And from where I was coming from, uh, you know, where I did,
[04:32:43] coming from, uh, you know, where I did, where nobody was around me was achieving
[04:32:45] where nobody was around me was achieving anything great, like 20,000 per month
[04:32:47] anything great, like 20,000 per month like meant success to me. And I just
[04:32:50] like meant success to me. And I just know that someone had to have figured it
[04:32:52] know that someone had to have figured it out. Okay. Again, like what's my
[04:32:54] out. Okay. Again, like what's my aspiration and why? Cuz like like I can
[04:32:58] aspiration and why? Cuz like like I can put like you put yourself like in that
[04:33:00] put like you put yourself like in that situation because like this was me back
[04:33:02] situation because like this was me back in like 2021, right? It's like I'm like
[04:33:04] in like 2021, right? It's like I'm like dude, somebody had to figure out sales,
[04:33:06] dude, somebody had to figure out sales, right? Like you want this person to
[04:33:08] right? Like you want this person to figure out sales
[04:33:10] figure out sales approach.
[04:33:12] approach. Explain the decisions you made, why you
[04:33:13] Explain the decisions you made, why you made them, discuss the pain, discuss
[04:33:15] made them, discuss the pain, discuss feelings you had in the moment. Okay,
[04:33:18] feelings you had in the moment. Okay, this is something you can do to
[04:33:20] this is something you can do to pre-handle objections, whatever it is.
[04:33:22] pre-handle objections, whatever it is. But again, especially when you're
[04:33:23] But again, especially when you're starting off, shorter is going to be
[04:33:24] starting off, shorter is going to be better. Here's an example for me. And
[04:33:27] better. Here's an example for me. And back then, like online programs like
[04:33:28] back then, like online programs like weren't really a thing like they are
[04:33:30] weren't really a thing like they are now. And and they weren't really like as
[04:33:32] now. And and they weren't really like as structured. But I found someone that I
[04:33:34] structured. But I found someone that I felt like had the knowledge and I and uh
[04:33:36] felt like had the knowledge and I and uh like I wanted and he was asking for
[04:33:37] like I wanted and he was asking for $30,000. And now I've never spent that
[04:33:40] $30,000. And now I've never spent that type of money before and it scared me
[04:33:41] type of money before and it scared me shitless. But I had the thought of if
[04:33:43] shitless. But I had the thought of if you want results like you've never
[04:33:45] you want results like you've never gotten before, like you have to do
[04:33:47] gotten before, like you have to do things you've never done before. And I
[04:33:49] things you've never done before. And I didn't have the money, but I knew I
[04:33:51] didn't have the money, but I knew I could find the money. Again, this is
[04:33:52] could find the money. Again, this is also true for me, right? Like back then
[04:33:54] also true for me, right? Like back then I spent way too much money, went into
[04:33:56] I spent way too much money, went into debt to go ahead and get training. Um
[04:33:58] debt to go ahead and get training. Um but I'm also using like embedded
[04:33:59] but I'm also using like embedded commands. You can use embedded commands
[04:34:01] commands. You can use embedded commands like in a quote like, "Hey, if you want
[04:34:03] like in a quote like, "Hey, if you want the results you never gotten before, you
[04:34:05] the results you never gotten before, you need to do things you've never done
[04:34:06] need to do things you've never done before." Now, I'm saying this speaking
[04:34:09] before." Now, I'm saying this speaking to myself in the story, but like I'm
[04:34:11] to myself in the story, but like I'm really speaking to the person that I'm
[04:34:13] really speaking to the person that I'm talking to. Okay, transition. What did
[04:34:16] talking to. Okay, transition. What did the story teach you? It should create a
[04:34:18] the story teach you? It should create a future mindset that you want the
[04:34:21] future mindset that you want the listeners to adopt. So, I dove all in
[04:34:24] listeners to adopt. So, I dove all in and uh I made sales uh or I dove all in
[04:34:27] and uh I made sales uh or I dove all in and I made sales my whole world for
[04:34:30] and I made sales my whole world for months. I hit my first 20,000 per month
[04:34:31] months. I hit my first 20,000 per month like after three months and it taught me
[04:34:33] like after three months and it taught me two things. Number one, 20,000 per month
[04:34:35] two things. Number one, 20,000 per month isn't that much money. Number two, the
[04:34:37] isn't that much money. Number two, the only difference between people who are
[04:34:38] only difference between people who are making more than me was the right
[04:34:40] making more than me was the right knowledge and skill set to make happen.
[04:34:42] knowledge and skill set to make happen. So, I want them to adopt that $20,000
[04:34:45] So, I want them to adopt that $20,000 isn't that much money. And if you
[04:34:46] isn't that much money. And if you haven't hit it before, like once you hit
[04:34:47] haven't hit it before, like once you hit it, you do realize you're like, "Bro, I
[04:34:50] it, you do realize you're like, "Bro, I need like so much more than this."
[04:34:53] need like so much more than this." And like two, I also believe this is
[04:34:55] And like two, I also believe this is true, but it also is going to benefit me
[04:34:58] true, but it also is going to benefit me if somebody else believes is true. The
[04:34:59] if somebody else believes is true. The only difference between you and somebody
[04:35:01] only difference between you and somebody who has what you want is skill set,
[04:35:03] who has what you want is skill set, right? And like the actual skill set,
[04:35:05] right? And like the actual skill set, the knowledge to make it happen, work
[04:35:06] the knowledge to make it happen, work ethic, okay? Transformation. And since
[04:35:09] ethic, okay? Transformation. And since then, like I've invested over 50,000
[04:35:11] then, like I've invested over 50,000 like in my sales development and done
[04:35:13] like in my sales development and done deep dives into psychology and identity
[04:35:15] deep dives into psychology and identity and uh how I, you know, how the real way
[04:35:17] and uh how I, you know, how the real way people change. And that's what helped me
[04:35:19] people change. And that's what helped me blow past 20,000 per month and upwards
[04:35:22] blow past 20,000 per month and upwards of like $60,000 per month. And that's
[04:35:24] of like $60,000 per month. And that's why I'm obsessed with sales because it
[04:35:26] why I'm obsessed with sales because it changed my life. And now I've never now
[04:35:28] changed my life. And now I've never now I'll never have to have uh stress or
[04:35:30] I'll never have to have uh stress or worry about where money is coming from
[04:35:32] worry about where money is coming from no matter what. Again, what's the end
[04:35:34] no matter what. Again, what's the end result? That is my end result. I never
[04:35:37] result? That is my end result. I never have to worry about money again just
[04:35:38] have to worry about money again just because like this one skill set like
[04:35:39] because like this one skill set like that's aspirational. If I'm talking to
[04:35:41] that's aspirational. If I'm talking to somebody who wants to learn sales, they
[04:35:43] somebody who wants to learn sales, they want to feel that too. And then this is
[04:35:45] want to feel that too. And then this is when we flip it on them. Okay. Open up
[04:35:48] when we flip it on them. Okay. Open up about your consequences. Flip the story
[04:35:50] about your consequences. Flip the story on the listener and do a deep get a
[04:35:52] on the listener and do a deep get a deep-seated why and consequence.
[04:35:56] deep-seated why and consequence. Okay. So once I tell them like, hey, the
[04:35:59] Okay. So once I tell them like, hey, the whole journey, then I'm like going to
[04:36:01] whole journey, then I'm like going to peel back the curtains and like let them
[04:36:03] peel back the curtains and like let them know like my dark secret, which is like
[04:36:05] know like my dark secret, which is like the things that was pushing me is like
[04:36:07] the things that was pushing me is like what I was running away from. Okay.
[04:36:10] what I was running away from. Okay. And through it all, like I knew what I
[04:36:12] And through it all, like I knew what I was running towards, but really knowing
[04:36:15] was running towards, but really knowing what I was running away from like is
[04:36:17] what I was running away from like is what kicked into gear because like I'm
[04:36:18] what kicked into gear because like I'm deathly scared of being average. So I
[04:36:21] deathly scared of being average. So I had to have the conversation with myself
[04:36:22] had to have the conversation with myself like you need to go like all in and take
[04:36:25] like you need to go like all in and take action. You will regret it for the rest
[04:36:27] action. You will regret it for the rest of your life if you don't. And you will
[04:36:30] of your life if you don't. And you will have the same pain that your dad had in
[04:36:31] have the same pain that your dad had in his voice every time he told you you
[04:36:33] his voice every time he told you you couldn't have something or the same pain
[04:36:34] couldn't have something or the same pain he has in his voice every single time he
[04:36:38] he has in his voice every single time he talks about to you to this day of all
[04:36:40] talks about to you to this day of all the action he should have taken but he
[04:36:41] the action he should have taken but he didn't. So I have to ask you like what
[04:36:44] didn't. So I have to ask you like what happens if nothing changes? And again
[04:36:46] happens if nothing changes? And again like that has to be real to you in terms
[04:36:48] like that has to be real to you in terms of like the consequences whatever it is
[04:36:50] of like the consequences whatever it is like it has to be real to you. Like for
[04:36:52] like it has to be real to you. Like for me, like I am I'm definitely scared of
[04:36:54] me, like I am I'm definitely scared of like being average. And one of the big
[04:36:57] like being average. And one of the big drivers was because I did have so many
[04:36:59] drivers was because I did have so many conversations with my dad about
[04:37:02] conversations with my dad about what he should like he should have took
[04:37:04] what he should like he should have took action or different things like that.
[04:37:06] action or different things like that. And like I know for me like one of my
[04:37:07] And like I know for me like one of my biggest drivers is um my dad would
[04:37:10] biggest drivers is um my dad would always take me to like a local flea
[04:37:12] always take me to like a local flea market where everything's like super
[04:37:13] market where everything's like super cheap and I can like we can never buy
[04:37:15] cheap and I can like we can never buy anything. Over the years he would take
[04:37:18] anything. Over the years he would take me uh there like every other weekend. um
[04:37:21] me uh there like every other weekend. um like like one time they were able to buy
[04:37:24] like like one time they were able to buy like cards, right? Like they're like a
[04:37:25] like cards, right? Like they're like a dollar for like a pack. And it's like
[04:37:27] dollar for like a pack. And it's like that's what [ __ ] drives me. And the
[04:37:30] that's what [ __ ] drives me. And the reason why like I want to shift it and I
[04:37:31] reason why like I want to shift it and I want to shape it like this is especially
[04:37:35] want to shape it like this is especially I'm talking to like younger men just in
[04:37:37] I'm talking to like younger men just in general. Okay. So I want them to step
[04:37:39] general. Okay. So I want them to step into the the consequence of they can't
[04:37:42] into the the consequence of they can't be average. They don't want to live with
[04:37:44] be average. They don't want to live with regret. They need to take action now.
[04:37:47] regret. They need to take action now. And it's it's that conversation that
[04:37:49] And it's it's that conversation that helps shape the consequence that I get
[04:37:52] helps shape the consequence that I get because a lot of times I'll get like,
[04:37:53] because a lot of times I'll get like, "Yeah, me too, man. No, I'm the same
[04:37:56] "Yeah, me too, man. No, I'm the same way. I want to break out of the pattern,
[04:37:59] way. I want to break out of the pattern, right?" And if I'm able to get to that,
[04:38:01] right?" And if I'm able to get to that, the likelihood that they're going to
[04:38:02] the likelihood that they're going to buy,
[04:38:04] buy, it's done. Okay? So you got to sit and
[04:38:07] it's done. Okay? So you got to sit and you got to think for your like think
[04:38:09] you got to think for your like think okay either your personal story if
[04:38:11] okay either your personal story if you're a result of what you're selling
[04:38:13] you're a result of what you're selling or you can do like it for sales but you
[04:38:15] or you can do like it for sales but you got to make it clear like hey like sales
[04:38:16] got to make it clear like hey like sales is my dream my passion you can you can
[04:38:18] is my dream my passion you can you can really pull that off if it's a coaching
[04:38:20] really pull that off if it's a coaching program or you can use someone else's
[04:38:21] program or you can use someone else's story okay cuz we're talking about like
[04:38:23] story okay cuz we're talking about like using someone else's story right that's
[04:38:25] using someone else's story right that's my personal story here it's all written
[04:38:27] my personal story here it's all written out right lots of fun okay this one is a
[04:38:30] out right lots of fun okay this one is a much shorter personal story
[04:38:32] much shorter personal story and it's someone else's personal story
[04:38:34] and it's someone else's personal story this would be a really good example le
[04:38:36] this would be a really good example le for fitness for example. Okay, do you
[04:38:39] for fitness for example. Okay, do you know the story of Ed Milelet? All right,
[04:38:42] know the story of Ed Milelet? All right, so this is before you're going to ask a
[04:38:43] so this is before you're going to ask a consequence. So you're going to go
[04:38:45] consequence. So you're going to go ahead, you're going to ask this question
[04:38:46] ahead, you're going to ask this question here. Hey, what's how likely is it goal
[04:38:49] here. Hey, what's how likely is it goal and time frame? Why not? Do you know the
[04:38:51] and time frame? Why not? Do you know the story of Ed Mylet? He's someone I follow
[04:38:53] story of Ed Mylet? He's someone I follow very closely and he's a big business
[04:38:55] very closely and he's a big business influencer because he was always focused
[04:38:57] influencer because he was always focused on business and just making more money.
[04:38:58] on business and just making more money. His health took a big hit. He was 50 lbs
[04:39:01] His health took a big hit. He was 50 lbs heavier than what he should be and not
[04:39:03] heavier than what he should be and not doing any type of exercise. And for
[04:39:05] doing any type of exercise. And for years, he did nothing about it. It
[04:39:07] years, he did nothing about it. It wasn't until his doctor said directly to
[04:39:09] wasn't until his doctor said directly to him, right now with your health, you're
[04:39:10] him, right now with your health, you're being selfish. If you don't change, you
[04:39:13] being selfish. If you don't change, you will not be able to walk your daughter
[04:39:14] will not be able to walk your daughter down the aisle. And him looking rally of
[04:39:17] down the aisle. And him looking rally of not changing in the face is what
[04:39:18] not changing in the face is what transformed his life and gave him enough
[04:39:20] transformed his life and gave him enough motivation to take action required to
[04:39:22] motivation to take action required to actually lose weight and change his
[04:39:23] actually lose weight and change his life. So for you, right, again, like
[04:39:25] life. So for you, right, again, like that's like a minute story. So what I'm
[04:39:27] that's like a minute story. So what I'm saying is like the length of the story
[04:39:29] saying is like the length of the story like doesn't matter. Like I can do a
[04:39:30] like doesn't matter. Like I can do a little bit of a longer story because uh
[04:39:32] little bit of a longer story because uh first of all, I think it's fun. Um, but
[04:39:35] first of all, I think it's fun. Um, but then also it's a very well thoughtout
[04:39:36] then also it's a very well thoughtout story and I want to pre-handle a lot of
[04:39:38] story and I want to pre-handle a lot of objections while I do it too. Okay, but
[04:39:41] objections while I do it too. Okay, but starting off short, simple, sweet, to
[04:39:43] starting off short, simple, sweet, to the point, something like this. Um, and
[04:39:46] the point, something like this. Um, and again, there's some embedded commands in
[04:39:47] again, there's some embedded commands in here. I was like, hey, with your health,
[04:39:48] here. I was like, hey, with your health, you're being selfish. Now, this is
[04:39:50] you're being selfish. Now, this is something that I crafted. Um, if you saw
[04:39:52] something that I crafted. Um, if you saw him on like the testimonials, like Jake,
[04:39:54] him on like the testimonials, like Jake, he sells to older men, business people
[04:39:57] he sells to older men, business people particularly. This story works absolute
[04:40:00] particularly. This story works absolute wonders. Okay. So then you're going to
[04:40:03] wonders. Okay. So then you're going to ask the consequence question like what
[04:40:04] ask the consequence question like what happens if nothing changes and you never
[04:40:06] happens if nothing changes and you never get outcome or things stays the same for
[04:40:09] get outcome or things stays the same for the next 3 to 6 months. So so what
[04:40:10] the next 3 to 6 months. So so what happens if if nothing changes and you
[04:40:13] happens if if nothing changes and you never actually are able to have the
[04:40:14] never actually are able to have the conversation with the wife that you know
[04:40:16] conversation with the wife that you know she no longer has to work. Okay. So ask
[04:40:20] she no longer has to work. Okay. So ask the consequence probe clarify. We need
[04:40:23] the consequence probe clarify. We need to get emotion. Now things that will
[04:40:24] to get emotion. Now things that will come up is like hey man like things will
[04:40:26] come up is like hey man like things will just stay the same. Hey man like some
[04:40:27] just stay the same. Hey man like some people are fine with things staying the
[04:40:29] people are fine with things staying the same. So for you, what would be the
[04:40:31] same. So for you, what would be the day-to-day consequence if you don't get
[04:40:33] day-to-day consequence if you don't get emotional outcome? Now, why is things
[04:40:35] emotional outcome? Now, why is things staying the same like not a good enough
[04:40:37] staying the same like not a good enough answer? It's because like it's not like
[04:40:39] answer? It's because like it's not like yeah, lots of [ __ ] stays the same. Like
[04:40:41] yeah, lots of [ __ ] stays the same. Like it's not like a good juicy answer. Like
[04:40:42] it's not like a good juicy answer. Like they need to really sit and contemplate
[04:40:44] they need to really sit and contemplate it. You might get the like, oh, I won't
[04:40:46] it. You might get the like, oh, I won't let that happen. Again, if they're not
[04:40:48] let that happen. Again, if they're not willing to actually look at the
[04:40:49] willing to actually look at the consequences, they're not contemplating
[04:40:51] consequences, they're not contemplating consequence, then um again, that's a red
[04:40:53] consequence, then um again, that's a red flag because they need to really sit and
[04:40:56] flag because they need to really sit and visualize what happens if nothing
[04:40:57] visualize what happens if nothing changes. That's what's going to push
[04:40:59] changes. That's what's going to push them in terms of urgency. So, what
[04:41:01] them in terms of urgency. So, what you're going to say is like, "Hey, I'm
[04:41:02] you're going to say is like, "Hey, I'm not questioning your willingness, but if
[04:41:03] not questioning your willingness, but if you never let the lion out of the cage,
[04:41:05] you never let the lion out of the cage, we'll never run fast enough." You know,
[04:41:06] we'll never run fast enough." You know, you can change this to tiger. Now, I
[04:41:08] you can change this to tiger. Now, I recently changed this to tiger because
[04:41:10] recently changed this to tiger because when I was saying lion, people think
[04:41:12] when I was saying lion, people think where I was saying lying, like lying,
[04:41:14] where I was saying lying, like lying, like a line
[04:41:16] like a line like when I was like explaining it to
[04:41:18] like when I was like explaining it to people. Maybe it's because like I got a
[04:41:19] people. Maybe it's because like I got a fat tongue,
[04:41:22] fat tongue, like people weren't understanding me.
[04:41:23] like people weren't understanding me. Like all my sales calls, I never got any
[04:41:27] Like all my sales calls, I never got any push back. Nobody ever like had any
[04:41:29] push back. Nobody ever like had any questions about it. But like when I'm
[04:41:30] questions about it. But like when I'm like coaching people and explaining it
[04:41:32] like coaching people and explaining it to them, like they all have questions
[04:41:33] to them, like they all have questions about it. I don't know. I changed it to
[04:41:35] about it. I don't know. I changed it to Tiger. It gets the same point across.
[04:41:36] Tiger. It gets the same point across. Okay. You might get, well, I'm not sure.
[04:41:38] Okay. You might get, well, I'm not sure. If you really thought about it, just
[04:41:39] If you really thought about it, just like before, like, oh, I don't know. Um,
[04:41:41] like before, like, oh, I don't know. Um, I'll work another job or I'll try
[04:41:43] I'll work another job or I'll try another business model. I'll do option
[04:41:44] another business model. I'll do option B. Okay, this is a huge red flag because
[04:41:48] B. Okay, this is a huge red flag because if they have an option B, then that
[04:41:50] if they have an option B, then that means that they're not all in. Oh no.
[04:41:54] means that they're not all in. Oh no. Right. So, it's like we need to address
[04:41:55] Right. So, it's like we need to address it. A real real easy one to do is like
[04:41:58] it. A real real easy one to do is like anytime somebody like challenges your
[04:42:00] anytime somebody like challenges your frame, you need to double down. So a lot
[04:42:02] frame, you need to double down. So a lot of the times if somebody's challenging
[04:42:04] of the times if somebody's challenging my frame because like, hey, I'll just do
[04:42:05] my frame because like, hey, I'll just do something else. In my head, like that's
[04:42:07] something else. In my head, like that's challenging the frame. Like I'm going to
[04:42:09] challenging the frame. Like I'm going to double down like, hey, do you feel like
[04:42:10] double down like, hey, do you feel like that might be part of the problem? Well,
[04:42:12] that might be part of the problem? Well, what do you mean? Well, if you look at
[04:42:15] what do you mean? Well, if you look at everyone who's truly successful in life,
[04:42:17] everyone who's truly successful in life, do you think like they had an option B?
[04:42:19] do you think like they had an option B? Like for example, do you know the where
[04:42:21] Like for example, do you know the where the phrase like burn the boats comes
[04:42:22] the phrase like burn the boats comes from? They're like, "Yes, no, it really
[04:42:24] from? They're like, "Yes, no, it really doesn't matter." It It comes from when
[04:42:26] doesn't matter." It It comes from when the Spanish like came to the Americas
[04:42:28] the Spanish like came to the Americas and when they first landed, uh, they
[04:42:30] and when they first landed, uh, they were going to go take on the Aztecs and
[04:42:32] were going to go take on the Aztecs and they were outnumbered like 10 to one.
[04:42:34] they were outnumbered like 10 to one. So, what the leader of the army did is
[04:42:36] So, what the leader of the army did is he burned the boats behind them. Why?
[04:42:39] he burned the boats behind them. Why? Because he knew if there is any thoughts
[04:42:42] Because he knew if there is any thoughts in his soldier's mind, if they had any
[04:42:44] in his soldier's mind, if they had any thoughts of a plan B, of an escape,
[04:42:46] thoughts of a plan B, of an escape, okay, in their minds to get back on the
[04:42:48] okay, in their minds to get back on the boats, there's no way that they were
[04:42:49] boats, there's no way that they were going to win. Okay? And because of that,
[04:42:52] going to win. Okay? And because of that, they were successful. Do you see where
[04:42:54] they were successful. Do you see where I'm coming from? And because of that,
[04:42:57] I'm coming from? And because of that, they were successful in battle. Does
[04:42:58] they were successful in battle. Does that make sense? So, would you be
[04:43:00] that make sense? So, would you be willing to burn the boats? Why? In order
[04:43:02] willing to burn the boats? Why? In order to do so, we really have to understand
[04:43:04] to do so, we really have to understand like uh what that lion is behind us or
[04:43:07] like uh what that lion is behind us or what that tiger is behind us, whichever
[04:43:10] what that tiger is behind us, whichever one's better for you guys.
[04:43:13] one's better for you guys. So, help me understand reassence
[04:43:15] So, help me understand reassence question. You just need to get a good
[04:43:16] question. You just need to get a good juicy answer. Probe, clarify. It's
[04:43:18] juicy answer. Probe, clarify. It's really you need to be looking for an
[04:43:20] really you need to be looking for an emotion. Do like do you get like an
[04:43:22] emotion. Do like do you get like an audible sigh.
[04:43:24] audible sigh. If you get an audible sigh like you got
[04:43:26] If you get an audible sigh like you got a good answer. Okay. Then it's like hey
[04:43:28] a good answer. Okay. Then it's like hey are you willing to allow that to happen?
[04:43:30] are you willing to allow that to happen? Optional. Whose choice is it? So are you
[04:43:32] Optional. Whose choice is it? So are you committed to actually change? Okay. So
[04:43:34] committed to actually change? Okay. So it doesn't happen. Why now? Okay. Why
[04:43:37] it doesn't happen. Why now? Okay. Why not push this down the road like other
[04:43:38] not push this down the road like other people do? Right. Time to make a change
[04:43:40] people do? Right. Time to make a change then. Fantastic. Then we transition.
[04:43:42] then. Fantastic. Then we transition. Like after we get them to buy in, right?
[04:43:45] Like after we get them to buy in, right? Then we're just going to transition. is
[04:43:46] Then we're just going to transition. is basically we're asking to present. We're
[04:43:48] basically we're asking to present. We're certain. We're confident. Any ambiguity
[04:43:51] certain. We're confident. Any ambiguity is out the [ __ ] window. We are no
[04:43:53] is out the [ __ ] window. We are no longer neutral in any way. That's what
[04:43:56] longer neutral in any way. That's what we needed to hear. Now we know we can
[04:43:58] we needed to hear. Now we know we can help them. Okay. Okay. And that's
[04:44:00] help them. Okay. Okay. And that's exactly what I need to hear because you
[04:44:01] exactly what I need to hear because you know, yeah, you're saying like you have
[04:44:02] know, yeah, you're saying like you have like ABC problem which is causing XYZ
[04:44:04] like ABC problem which is causing XYZ issue. Uh what we're doing like would
[04:44:07] issue. Uh what we're doing like would work for you. So if it helped I can take
[04:44:08] work for you. So if it helped I can take you through exactly like what we do and
[04:44:10] you through exactly like what we do and specifically how we help people with ABC
[04:44:12] specifically how we help people with ABC problem get to ABC goal, right? Would
[04:44:14] problem get to ABC goal, right? Would that help? Like I'm confident. I'm
[04:44:16] that help? Like I'm confident. I'm convicted. Like any type of ambiguity,
[04:44:18] convicted. Like any type of ambiguity, any type of like, you know, I'm neutral
[04:44:20] any type of like, you know, I'm neutral or anything like that, that's out of the
[04:44:22] or anything like that, that's out of the window. That's before I had the trust.
[04:44:24] window. That's before I had the trust. That's before I had all the information.
[04:44:26] That's before I had all the information. Okay? So, that's the structure as a
[04:44:28] Okay? So, that's the structure as a whole. But again, just understand like
[04:44:29] whole. But again, just understand like this is an outline. It's not a straight
[04:44:31] this is an outline. It's not a straight jacket. Focus on being in the
[04:44:33] jacket. Focus on being in the conversation. You should really memorize
[04:44:35] conversation. You should really memorize this front to back. So, if you need to
[04:44:37] this front to back. So, if you need to go back and watch this like 10, 20, 30,
[04:44:39] go back and watch this like 10, 20, 30, 40, 50 times, do it. And you need to
[04:44:42] 40, 50 times, do it. And you need to customize this process to the prospect.
[04:44:44] customize this process to the prospect. Use their words. That means every single
[04:44:46] Use their words. That means every single time you ask a question, it should be
[04:44:48] time you ask a question, it should be slightly different. Okay? You should not
[04:44:50] slightly different. Okay? You should not be able to pull out questions that you
[04:44:52] be able to pull out questions that you ask on one sales call and just plug them
[04:44:54] ask on one sales call and just plug them into another sales call. That's not how
[04:44:56] into another sales call. That's not how it should work. Okay? So, now that we
[04:44:58] it should work. Okay? So, now that we have the actual discovery down, let's
[04:45:00] have the actual discovery down, let's dive into the presentation.
[04:45:06] All right. Now, let's dive into the
[04:45:09] All right. Now, let's dive into the presentation. Why are presentations so
[04:45:12] presentation. Why are presentations so important? This is the first time in the
[04:45:14] important? This is the first time in the conversation that the focus is on us as
[04:45:17] conversation that the focus is on us as a salesperson. We need to come across
[04:45:19] a salesperson. We need to come across like an expert and we have authority to
[04:45:21] like an expert and we have authority to eliminate any doubt in the prospect's
[04:45:24] eliminate any doubt in the prospect's mind. Doubt is where deals die. Okay?
[04:45:27] mind. Doubt is where deals die. Okay? So, there shouldn't be any ambiguity on
[04:45:29] So, there shouldn't be any ambiguity on what you do if you can help them. Again,
[04:45:31] what you do if you can help them. Again, we need to be professional. We need to
[04:45:33] we need to be professional. We need to have it really tight. That's why per
[04:45:35] have it really tight. That's why per presentations are so important. Okay.
[04:45:38] presentations are so important. Okay. Why is shorter better? The presentation
[04:45:40] Why is shorter better? The presentation should only be about 10 to 15% of the
[04:45:42] should only be about 10 to 15% of the entire conversation. Why? This keeps the
[04:45:44] entire conversation. Why? This keeps the prospect's attention and the lousy
[04:45:46] prospect's attention and the lousy emotional still be there when we go for
[04:45:48] emotional still be there when we go for the close. If we have this long drawn
[04:45:51] the close. If we have this long drawn out presentation, number one, okay, I
[04:45:54] out presentation, number one, okay, I know if you're talking to me, I'm going
[04:45:55] know if you're talking to me, I'm going to [ __ ] glaze over. Okay. Number two,
[04:45:58] to [ __ ] glaze over. Okay. Number two, we just had a very emotional discovery
[04:46:01] we just had a very emotional discovery and we really pushing urgency and then
[04:46:03] and we really pushing urgency and then we start talking for 30 minutes. They
[04:46:05] we start talking for 30 minutes. They forgot everything we talked about. Like
[04:46:06] forgot everything we talked about. Like you're only going to be able to keep the
[04:46:07] you're only going to be able to keep the emotion high for like 5 10 minutes.
[04:46:09] emotion high for like 5 10 minutes. Okay? Maybe 15. But you need to keep the
[04:46:12] Okay? Maybe 15. But you need to keep the emotion high. That way when you ask for
[04:46:13] emotion high. That way when you ask for the close, we can get them across the
[04:46:15] the close, we can get them across the line. Okay? So what should your body
[04:46:18] line. Okay? So what should your body language and tone be like? Body
[04:46:21] language and tone be like? Body language, open palm gestures,
[04:46:24] language, open palm gestures, agreeing body language. Okay? It's like
[04:46:27] agreeing body language. Okay? It's like nodding your head. Yes. This motion
[04:46:29] nodding your head. Yes. This motion here. Okay. Confident and convicted.
[04:46:33] here. Okay. Confident and convicted. There shouldn't be a lot of hesitation
[04:46:34] There shouldn't be a lot of hesitation in your voice. I know some of the advice
[04:46:36] in your voice. I know some of the advice that you're going to hear is like make
[04:46:38] that you're going to hear is like make sure you stutter. Well, it's like that's
[04:46:40] sure you stutter. Well, it's like that's for at the beginning of the conversation
[04:46:41] for at the beginning of the conversation to get people to lower their guard down.
[04:46:43] to get people to lower their guard down. Right now, we need to be confident and
[04:46:45] Right now, we need to be confident and convicted. We know exactly where we're
[04:46:46] convicted. We know exactly where we're going. We know exactly what we're saying
[04:46:48] going. We know exactly what we're saying and we know exactly how we can help
[04:46:50] and we know exactly how we can help them. Okay. Open han gestures, okay? And
[04:46:53] them. Okay. Open han gestures, okay? And actually talking with your hands makes
[04:46:55] actually talking with your hands makes you come across like more of an
[04:46:56] you come across like more of an authority and somebody that can be
[04:46:57] authority and somebody that can be trusted. That's why when you're looking
[04:46:59] trusted. That's why when you're looking at my camera now, I have it to where it
[04:47:01] at my camera now, I have it to where it is from like basically like the belly
[04:47:03] is from like basically like the belly button up. You can see my hands. You can
[04:47:05] button up. You can see my hands. You can see I'm not hiding anything. Okay, this
[04:47:08] see I'm not hiding anything. Okay, this all plays a role. So, you want to
[04:47:10] all plays a role. So, you want to eliminate ambiguity, nervousness, and
[04:47:13] eliminate ambiguity, nervousness, and neutrality. You are no longer a neutral
[04:47:16] neutrality. You are no longer a neutral participant in this. Okay? You know
[04:47:18] participant in this. Okay? You know enough about them. Okay? You know enough
[04:47:20] enough about them. Okay? You know enough about their problems that you cannot
[04:47:22] about their problems that you cannot with good conscience let them off this
[04:47:23] with good conscience let them off this call without making a decision. All
[04:47:25] call without making a decision. All right?
[04:47:27] right? When you transition into the pitch,
[04:47:29] When you transition into the pitch, that's like we were talking about
[04:47:30] that's like we were talking about before. You're going to ask for
[04:47:32] before. You're going to ask for permission. Okay? Make them buy into the
[04:47:35] permission. Okay? Make them buy into the frame that our presentation is going to
[04:47:36] frame that our presentation is going to be helpful and solves our problem. Make
[04:47:38] be helpful and solves our problem. Make the discovery make sense. Okay? So,
[04:47:40] the discovery make sense. Okay? So, that's what we talked about before. It's
[04:47:41] that's what we talked about before. It's like, hey, that's really what I was
[04:47:43] like, hey, that's really what I was wanting to hear. Uh because you know,
[04:47:45] wanting to hear. Uh because you know, you're saying like you have this
[04:47:46] you're saying like you have this problem. Okay. What we're doing would be
[04:47:48] problem. Okay. What we're doing would be would 100% work for what you're looking
[04:47:50] would 100% work for what you're looking for. So, if it help, I can go through
[04:47:51] for. So, if it help, I can go through exactly like how it works and how it
[04:47:53] exactly like how it works and how it would be able to get you outcome. Would
[04:47:54] would be able to get you outcome. Would that work? Would that help? Fantastic.
[04:47:56] that work? Would that help? Fantastic. go through it. Okay, but I've already
[04:47:57] go through it. Okay, but I've already covered that. Now, there's two ways that
[04:47:59] covered that. Now, there's two ways that we can do it in terms of like presenting
[04:48:01] we can do it in terms of like presenting price. We can either price drop at the
[04:48:04] price. We can either price drop at the very top of our presentation, which can
[04:48:06] very top of our presentation, which can work well, or price drop at the very
[04:48:08] work well, or price drop at the very bottom of the presentation. Now, why do
[04:48:10] bottom of the presentation. Now, why do I recommend for most to present price at
[04:48:14] I recommend for most to present price at the bottom? Because if you present price
[04:48:16] the bottom? Because if you present price at the top, okay, if you're really good
[04:48:18] at the top, okay, if you're really good at reading people and you can flush
[04:48:20] at reading people and you can flush objections well, for example, like Matt
[04:48:22] objections well, for example, like Matt Ryder, he presents price at the top. He
[04:48:23] Ryder, he presents price at the top. He is very very good at handling
[04:48:25] is very very good at handling objections, identifying objections and
[04:48:27] objections, identifying objections and he has 20 plus years of sales
[04:48:29] he has 20 plus years of sales conversations. If you do not have that,
[04:48:31] conversations. If you do not have that, okay, don't present price at the top
[04:48:34] okay, don't present price at the top because um the downfall of presenting
[04:48:36] because um the downfall of presenting like this is it can make objection
[04:48:37] like this is it can make objection handling a bit more muddy. Plus side,
[04:48:39] handling a bit more muddy. Plus side, dropping price at the top gets price out
[04:48:41] dropping price at the top gets price out of their mind right away. Okay, that's
[04:48:43] of their mind right away. Okay, that's an example how I do it. I'm like, "Hey
[04:48:45] an example how I do it. I'm like, "Hey man, do you have like a pen and paper
[04:48:46] man, do you have like a pen and paper handy?" Okay, like write this down. the
[04:48:48] handy?" Okay, like write this down. the investment to solve uh problem, whatever
[04:48:51] investment to solve uh problem, whatever it is, the investment to get you to the
[04:48:53] it is, the investment to get you to the point where you're making 20,000 per
[04:48:55] point where you're making 20,000 per month is going to be 8,000. So, write
[04:48:56] month is going to be 8,000. So, write that down. Okay? 8,000. And then put an
[04:49:00] that down. Okay? 8,000. And then put an equal sign next to it and write down the
[04:49:02] equal sign next to it and write down the top three things that you're going to
[04:49:04] top three things that you're going to have like once you start making 20,000
[04:49:06] have like once you start making 20,000 per month. Put that down right now. Tell
[04:49:08] per month. Put that down right now. Tell me when you're done. Okay? What are
[04:49:09] me when you're done. Okay? What are those three three things? Okay, this is
[04:49:11] those three three things? Okay, this is exactly how we're going to get you
[04:49:12] exactly how we're going to get you there. And then you go into it. Now, if
[04:49:14] there. And then you go into it. Now, if you're really good at identifying
[04:49:16] you're really good at identifying objections, really good at flushing out
[04:49:18] objections, really good at flushing out objections, you feel confident, it's a
[04:49:20] objections, you feel confident, it's a really, really powerful way to present
[04:49:22] really, really powerful way to present price. Okay? If you don't feel confident
[04:49:24] price. Okay? If you don't feel confident in your objection handling, identity,
[04:49:26] in your objection handling, identity, identifying objections, present price at
[04:49:28] identifying objections, present price at the bottom. Okay? This is what I
[04:49:29] the bottom. Okay? This is what I recommend for most people. Presenting
[04:49:31] recommend for most people. Presenting price at the bottom. This is what I
[04:49:33] price at the bottom. This is what I recommend for most people. Allows you to
[04:49:34] recommend for most people. Allows you to eliminate value objections before you
[04:49:36] eliminate value objections before you move on to the price to make things a
[04:49:38] move on to the price to make things a bit more streamlined. You get more buyin
[04:49:40] bit more streamlined. You get more buyin before you present price. You want to
[04:49:42] before you present price. You want to eliminate value. And then uh then you
[04:49:45] eliminate value. And then uh then you want to move to price drop because
[04:49:46] want to move to price drop because understand you have three objections
[04:49:48] understand you have three objections that you could get time, money, and
[04:49:52] that you could get time, money, and value. And I'll go a lot deeper into
[04:49:54] value. And I'll go a lot deeper into objection handling. But you want to
[04:49:56] objection handling. But you want to eliminate one of those value before you
[04:49:59] eliminate one of those value before you even drop the price. So now it can only
[04:50:01] even drop the price. So now it can only be time or money. Okay? So you want to
[04:50:03] be time or money. Okay? So you want to get buy in before you present the price.
[04:50:04] get buy in before you present the price. Eliminate value. Example, the investment
[04:50:07] Eliminate value. Example, the investment required to get XYZ outcome is 8,000. So
[04:50:11] required to get XYZ outcome is 8,000. So the next steps from here would be uh
[04:50:14] the next steps from here would be uh taking an investment typically teet or
[04:50:16] taking an investment typically teet or credit and then we'll go ahead and get
[04:50:17] credit and then we'll go ahead and get you onboarded so you get problem you can
[04:50:19] you onboarded so you get problem you can get started fixing problem would that
[04:50:21] get started fixing problem would that work for you any questions on that would
[04:50:23] work for you any questions on that would that work for you that is typically how
[04:50:25] that work for you that is typically how I'm going to present price before I drop
[04:50:27] I'm going to present price before I drop price I'm going to say like hey before
[04:50:29] price I'm going to say like hey before we get to the price with everything I
[04:50:31] we get to the price with everything I did cover do you feel like uh the
[04:50:33] did cover do you feel like uh the structure of everything we have that
[04:50:35] structure of everything we have that will get you from current state to
[04:50:37] will get you from current state to desired state from selling sales
[04:50:38] desired state from selling sales training hey do you feel like the
[04:50:40] training hey do you feel like the structure of the one-on-one calls and
[04:50:41] structure of the one-on-one calls and the actual like hands-on training that
[04:50:43] the actual like hands-on training that would take you from 5,000 per month to
[04:50:45] would take you from 5,000 per month to 20,000 per month. Why do you feel like
[04:50:46] 20,000 per month. Why do you feel like it would value tied off? Then I'm going
[04:50:49] it would value tied off? Then I'm going to present price. Okay. So, the
[04:50:51] to present price. Okay. So, the investment required to actually get that
[04:50:52] investment required to actually get that hands-on help so you can start
[04:50:54] hands-on help so you can start overcoming these objections and make
[04:50:55] overcoming these objections and make 20,000 per month is going to be 8,000.
[04:50:57] 20,000 per month is going to be 8,000. The next steps from here would just be
[04:50:59] The next steps from here would just be going ahead and taking care of that
[04:51:00] going ahead and taking care of that investment, typically debit or credit,
[04:51:01] investment, typically debit or credit, and then getting you set up with your
[04:51:02] and then getting you set up with your first one-on-one call. Okay, any
[04:51:04] first one-on-one call. Okay, any questions on how that works? Would that
[04:51:06] questions on how that works? Would that work for you? Now, if you get a lot of
[04:51:08] work for you? Now, if you get a lot of price shock, you can add in, there's a
[04:51:10] price shock, you can add in, there's a couple different ways to break that up,
[04:51:11] couple different ways to break that up, but most just pay all at once. Just
[04:51:13] but most just pay all at once. Just depends on what works for you. So,
[04:51:14] depends on what works for you. So, you're going to add this in right after
[04:51:17] you're going to add this in right after you drop price. So, the investment
[04:51:19] you drop price. So, the investment required to go ahead and get that
[04:51:21] required to go ahead and get that advanced skills in place so you can
[04:51:22] advanced skills in place so you can start overcoming these objections to
[04:51:24] start overcoming these objections to make 20,000 per month is going to be
[04:51:25] make 20,000 per month is going to be 8,000. Now, there's a couple different
[04:51:27] 8,000. Now, there's a couple different ways to break that up, but most people
[04:51:28] ways to break that up, but most people just go ahead and pay it all up once.
[04:51:30] just go ahead and pay it all up once. It's just going to depend on what works
[04:51:31] It's just going to depend on what works best for you. But the next steps would
[04:51:33] best for you. But the next steps would just be going ahead and taking care of
[04:51:34] just be going ahead and taking care of the investment typically debit or credit
[04:51:36] the investment typically debit or credit and then getting you set up with your
[04:51:37] and then getting you set up with your onboarding. So that way again you can
[04:51:39] onboarding. So that way again you can start you know learning how to overcome
[04:51:40] start you know learning how to overcome these objections. Any questions on that?
[04:51:43] these objections. Any questions on that? Would that work for you?
[04:51:45] Would that work for you? Boom. Then I'm just asking for the sale.
[04:51:48] Boom. Then I'm just asking for the sale. Okay. So that is how you drop price. Now
[04:51:52] Okay. So that is how you drop price. Now how do we structure the actual
[04:51:54] how do we structure the actual presentation? You want to break down
[04:51:56] presentation? You want to break down your program into three to four main
[04:51:59] your program into three to four main pillars on how you help clients. And
[04:52:01] pillars on how you help clients. And these will become like your pillars,
[04:52:03] these will become like your pillars, okay? It's a simple way to break
[04:52:05] okay? It's a simple way to break information up and show the prospect
[04:52:07] information up and show the prospect what it does for them. Things you want
[04:52:09] what it does for them. Things you want to focus on, their problems, and how
[04:52:12] to focus on, their problems, and how each pillar gets their desired outcome.
[04:52:14] each pillar gets their desired outcome. Things to avoid, being too technical,
[04:52:17] Things to avoid, being too technical, focusing on just features and benefits.
[04:52:20] focusing on just features and benefits. Okay? For example, here's a pillar.
[04:52:23] Okay? For example, here's a pillar. Okay? I'm going to always start off the
[04:52:25] Okay? I'm going to always start off the pillar. you know how you said this or
[04:52:28] pillar. you know how you said this or lots of people have a problem with this.
[04:52:31] lots of people have a problem with this. Okay, that's how you always you want to
[04:52:33] Okay, that's how you always you want to start off each pillar with a problem.
[04:52:35] start off each pillar with a problem. Either a problem they told you
[04:52:36] Either a problem they told you specifically or a problem most people
[04:52:39] specifically or a problem most people okay have a problem with. All right. So,
[04:52:42] okay have a problem with. All right. So, you know how you said like right now
[04:52:43] you know how you said like right now you're having a hard time like
[04:52:44] you're having a hard time like overcoming objections and losing out on
[04:52:46] overcoming objections and losing out on 10,000 per month. You know, just from
[04:52:47] 10,000 per month. You know, just from that alone. Yes.
[04:52:50] that alone. Yes. Okay. Most people who come to us run
[04:52:52] Okay. Most people who come to us run into like something very similar. uh
[04:52:54] into like something very similar. uh they just don't know exactly like what
[04:52:56] they just don't know exactly like what to say and uh you know get people over
[04:52:58] to say and uh you know get people over the line. So what we do is we teach you
[04:52:59] the line. So what we do is we teach you like how to actually overcome those
[04:53:01] like how to actually overcome those objections on two fronts. Number one,
[04:53:02] objections on two fronts. Number one, we'll give you the word for word
[04:53:04] we'll give you the word for word structure. Not only do you know like
[04:53:05] structure. Not only do you know like what to say when someone gives you that
[04:53:07] what to say when someone gives you that objection, but you'll be confident that
[04:53:08] objection, but you'll be confident that you'll be able to actually overcome
[04:53:10] you'll be able to actually overcome these objections without having to be a
[04:53:12] these objections without having to be a pushy sales guy, but how often does a
[04:53:14] pushy sales guy, but how often does a prospect like stay on script and or like
[04:53:16] prospect like stay on script and or like they're just difficult?
[04:53:18] they're just difficult? Okay. Like, oh yeah, they're difficult
[04:53:20] Okay. Like, oh yeah, they're difficult all the time. Yeah. Number two, like
[04:53:22] all the time. Yeah. Number two, like that's why we have coaching calls each
[04:53:23] that's why we have coaching calls each week where we're going to listen to the
[04:53:24] week where we're going to listen to the actual sales goals and show you how to
[04:53:27] actual sales goals and show you how to shape it to your exact offer. So what
[04:53:29] shape it to your exact offer. So what this means for you is okay, so again the
[04:53:33] this means for you is okay, so again the structure problem, you know how you said
[04:53:35] structure problem, you know how you said this problem, this is how we solve it.
[04:53:38] this problem, this is how we solve it. And what that means for you is you can
[04:53:41] And what that means for you is you can actually start keeping that 10,000 per
[04:53:43] actually start keeping that 10,000 per month that you're losing rather than
[04:53:45] month that you're losing rather than just leaving on the table due to
[04:53:46] just leaving on the table due to objections. Does that make sense?
[04:53:48] objections. Does that make sense? Checking for agreement questions.
[04:53:50] Checking for agreement questions. So if you want to know understand the
[04:53:52] So if you want to know understand the structure of a pillar, it's problem.
[04:53:55] structure of a pillar, it's problem. Either they told you a problem or this
[04:53:57] Either they told you a problem or this is a problem that most people come to
[04:53:58] is a problem that most people come to us. So the first thing that we help with
[04:54:00] us. So the first thing that we help with like cuz when most people come to us,
[04:54:02] like cuz when most people come to us, the biggest problem that they have is
[04:54:03] the biggest problem that they have is they just don't really know what to say
[04:54:04] they just don't really know what to say like on their sales conversations to
[04:54:06] like on their sales conversations to really dig into pain and create urgency.
[04:54:08] really dig into pain and create urgency. Um so how we actually solve that is
[04:54:10] Um so how we actually solve that is we're going to give you an exact
[04:54:11] we're going to give you an exact structure to follow. So that way you
[04:54:13] structure to follow. So that way you know exactly what to say to your
[04:54:14] know exactly what to say to your prospects, not only to again get them to
[04:54:17] prospects, not only to again get them to be open, but actually start digging into
[04:54:18] be open, but actually start digging into their pain. And when it comes to that,
[04:54:20] their pain. And when it comes to that, just because it is a structure, it it
[04:54:22] just because it is a structure, it it does need to meld to whoever it is that
[04:54:24] does need to meld to whoever it is that you're talking to. We also give you
[04:54:26] you're talking to. We also give you coaching sessions on the back end to
[04:54:28] coaching sessions on the back end to where it's like you're going to
[04:54:29] where it's like you're going to roleplay. We're going to listen to your
[04:54:30] roleplay. We're going to listen to your exact sales calls and you can ask any
[04:54:32] exact sales calls and you can ask any particular questions. So that way you
[04:54:34] particular questions. So that way you know exactly what to say in any
[04:54:35] know exactly what to say in any situation. So what that means for you is
[04:54:37] situation. So what that means for you is you're going to be able to build lots of
[04:54:39] you're going to be able to build lots of pain like on your actual sales call. So
[04:54:40] pain like on your actual sales call. So you're not going to run into these
[04:54:41] you're not going to run into these objections at the end so that way you
[04:54:43] objections at the end so that way you can actually start closing more like we
[04:54:44] can actually start closing more like we talked about. Does that make sense?
[04:54:46] talked about. Does that make sense? Okay. Again, that's off the top of my
[04:54:48] Okay. Again, that's off the top of my head, but that's how we go ahead and
[04:54:50] head, but that's how we go ahead and structure the pillars.
[04:54:53] structure the pillars. Now, when it comes to the pillars, you
[04:54:55] Now, when it comes to the pillars, you want to have like preset pillars in
[04:54:57] want to have like preset pillars in place, and then you're just changing the
[04:54:59] place, and then you're just changing the front wording of it. One pillar that I
[04:55:01] front wording of it. One pillar that I would always have in place is an
[04:55:03] would always have in place is an accountability pillar. This is really
[04:55:05] accountability pillar. This is really great, especially if you're selling a
[04:55:06] great, especially if you're selling a coaching offer. It's a great tool that
[04:55:09] coaching offer. It's a great tool that you get a prospect to admit that they
[04:55:11] you get a prospect to admit that they want to be held accountable. This allows
[04:55:13] want to be held accountable. This allows us a little bit more free reign when
[04:55:14] us a little bit more free reign when we're objection handling. It makes I
[04:55:16] we're objection handling. It makes I always make the accountability the last
[04:55:18] always make the accountability the last pillar. Okay? So, what this allows you
[04:55:20] pillar. Okay? So, what this allows you to do is be more straightforward. Okay?
[04:55:23] to do is be more straightforward. Okay? You can put your coaching hat on a
[04:55:24] You can put your coaching hat on a little bit. Hey, you know how you said
[04:55:26] little bit. Hey, you know how you said like you wanted to be held accountable
[04:55:27] like you wanted to be held accountable like the first accountability call like
[04:55:29] like the first accountability call like is right now, right? You can be a little
[04:55:31] is right now, right? You can be a little bit more straightforward to cut through
[04:55:33] bit more straightforward to cut through the noise. So, this is typically how
[04:55:35] the noise. So, this is typically how I'll structure the accountability
[04:55:36] I'll structure the accountability pillar. This is what I'll say. And the
[04:55:38] pillar. This is what I'll say. And the last thing is going to be coaching,
[04:55:39] last thing is going to be coaching, accountability. And before we get to
[04:55:40] accountability. And before we get to that, like are you actually open to
[04:55:41] that, like are you actually open to being held accountable? So like, hey,
[04:55:43] being held accountable? So like, hey, and the last thing we help with is
[04:55:45] and the last thing we help with is something community and accountability,
[04:55:48] something community and accountability, coaching, accountability, whatever it
[04:55:49] coaching, accountability, whatever it is. One of the last pillars like is
[04:55:52] is. One of the last pillars like is something and accountability or it can
[04:55:53] something and accountability or it can just be accountability. And and the last
[04:55:55] just be accountability. And and the last thing that we help people with is
[04:55:56] thing that we help people with is accountability. And before we get to
[04:55:58] accountability. And before we get to that, are you actually open to being
[04:55:59] that, are you actually open to being held accountable? Like why is that? Cuz
[04:56:01] held accountable? Like why is that? Cuz some people aren't. I want them to tell
[04:56:03] some people aren't. I want them to tell me like why they're actually open to
[04:56:04] me like why they're actually open to being held accountable. Like fantastic,
[04:56:06] being held accountable. Like fantastic, man. Because as coaches, it's our job to
[04:56:08] man. Because as coaches, it's our job to tell you what you need to hear, not
[04:56:08] tell you what you need to hear, not always tell you what you want to hear.
[04:56:10] always tell you what you want to hear. Okay? And how we like and how we do that
[04:56:13] Okay? And how we like and how we do that is we check in every single week to make
[04:56:14] is we check in every single week to make sure like you're doing everything you
[04:56:15] sure like you're doing everything you need to do and to get the results. Uh
[04:56:17] need to do and to get the results. Uh you can ask questions so you don't get
[04:56:19] you can ask questions so you don't get stuck. And that allows you to get the
[04:56:21] stuck. And that allows you to get the results as quick as possible so you're
[04:56:23] results as quick as possible so you're ready to get to the beach ready by
[04:56:25] ready to get to the beach ready by summer, right? As an example. So you
[04:56:27] summer, right? As an example. So you just you get the buy in of like, hey,
[04:56:29] just you get the buy in of like, hey, are you actually open to being held
[04:56:30] are you actually open to being held accountable? Tell them how you're going
[04:56:32] accountable? Tell them how you're going to hold them accountable and then the
[04:56:34] to hold them accountable and then the result that they're going to do that and
[04:56:36] result that they're going to do that and then I'm going to ask a checking for
[04:56:37] then I'm going to ask a checking for agreement question. See how that can be
[04:56:39] agreement question. See how that can be helpful? Oh yeah, for sure. Right. So,
[04:56:42] helpful? Oh yeah, for sure. Right. So, I'm always going to have an
[04:56:42] I'm always going to have an accountability pillar in there. It
[04:56:44] accountability pillar in there. It allows you to be a lot more
[04:56:45] allows you to be a lot more straightforward when you get to
[04:56:46] straightforward when you get to objections if they have any objections.
[04:56:48] objections if they have any objections. Now, what you want to do is you want to
[04:56:49] Now, what you want to do is you want to customize it to each person. We want to
[04:56:52] customize it to each person. We want to get a sense that the program was
[04:56:54] get a sense that the program was designed with them in mind. It's
[04:56:56] designed with them in mind. It's something that is like tailored to solve
[04:56:58] something that is like tailored to solve their problems. You want to use their
[04:56:59] their problems. You want to use their words, use their problems. what they
[04:57:01] words, use their problems. what they said, their actual words, okay? What
[04:57:03] said, their actual words, okay? What their needs are. Use the numbers you had
[04:57:06] their needs are. Use the numbers you had talked about in discovery. Okay? The
[04:57:08] talked about in discovery. Okay? The discovery in the presentation, the
[04:57:10] discovery in the presentation, the presentation is just a continuation of
[04:57:12] presentation is just a continuation of the conversation you had. It shouldn't
[04:57:14] the conversation you had. It shouldn't be a whole new conversation to where now
[04:57:16] be a whole new conversation to where now you're just reciting whatever the offer
[04:57:18] you're just reciting whatever the offer owner told you what the [ __ ]
[04:57:19] owner told you what the [ __ ] presentation is. No, it should be
[04:57:21] presentation is. No, it should be customized to the person who you're
[04:57:22] customized to the person who you're talking to. Okay? Visuals are a really
[04:57:25] talking to. Okay? Visuals are a really great thing you can use as well. Like
[04:57:27] great thing you can use as well. Like something that I would do if you look at
[04:57:29] something that I would do if you look at some of my old sales calls is like I
[04:57:30] some of my old sales calls is like I just have like a Google doc and I'm like
[04:57:32] just have like a Google doc and I'm like typing out like as I'm walking through
[04:57:34] typing out like as I'm walking through it getting them to actually write things
[04:57:36] it getting them to actually write things down having a PowerPoint whiteboard like
[04:57:38] down having a PowerPoint whiteboard like these things can be really good. Okay.
[04:57:41] these things can be really good. Okay. Make it simple and have a highlevel
[04:57:43] Make it simple and have a highlevel overview things to avoid. Okay. Do not
[04:57:45] overview things to avoid. Okay. Do not just have price on one side slide by
[04:57:47] just have price on one side slide by itself. Okay. We always need to make it
[04:57:50] itself. Okay. We always need to make it to where it's like you have the outcomes
[04:57:52] to where it's like you have the outcomes with the price if you're going to have a
[04:57:53] with the price if you're going to have a a slide with that. And don't make it
[04:57:55] a slide with that. And don't make it overly technical. This is the biggest
[04:57:57] overly technical. This is the biggest thing that I see people [ __ ] up when it
[04:57:59] thing that I see people [ __ ] up when it comes to like PowerPoints is they make
[04:58:01] comes to like PowerPoints is they make it overly technical. A lot of times what
[04:58:03] it overly technical. A lot of times what I'll do is I'll use like a Google doc
[04:58:04] I'll do is I'll use like a Google doc and I'll type it out while I'm doing it.
[04:58:06] and I'll type it out while I'm doing it. Like I'll do like uh the uh the bullet
[04:58:08] Like I'll do like uh the uh the bullet points of like okay the first pillar is
[04:58:10] points of like okay the first pillar is this. You know you said that and I'll
[04:58:11] this. You know you said that and I'll take them through it or I'll use a
[04:58:13] take them through it or I'll use a whiteboard uh which I'll just get my
[04:58:15] whiteboard uh which I'll just get my iPad and I'll like I'll freeflow right
[04:58:18] iPad and I'll like I'll freeflow right while I'm sharing my screen. Okay. It
[04:58:20] while I'm sharing my screen. Okay. It makes it feel a lot more customized. I
[04:58:21] makes it feel a lot more customized. I really like doing it. Makes it lots of
[04:58:23] really like doing it. Makes it lots of fun. You get lots of buying.
[04:58:26] fun. You get lots of buying. Okay, checking for agreement. Now, I've
[04:58:28] Okay, checking for agreement. Now, I've always touched I already touched on this
[04:58:29] always touched I already touched on this on a few points, but we need to be
[04:58:31] on a few points, but we need to be checking for agreement, checking in with
[04:58:32] checking for agreement, checking in with the prospect throughout the
[04:58:33] the prospect throughout the presentation. We need to keep them
[04:58:34] presentation. We need to keep them engaged. Examples, does that make sense?
[04:58:38] engaged. Examples, does that make sense? Can you see how that would help in what
[04:58:40] Can you see how that would help in what way? Any questions on how that works
[04:58:41] way? Any questions on how that works with me on that? Okay. Ask questions in
[04:58:44] with me on that? Okay. Ask questions in your pillar as well. So, you know how
[04:58:47] your pillar as well. So, you know how you said like right now you're having a
[04:58:48] you said like right now you're having a hard time overcoming objections and
[04:58:50] hard time overcoming objections and losing out on 10K per month from that
[04:58:52] losing out on 10K per month from that alone, right? I'm asking questions,
[04:58:54] alone, right? I'm asking questions, okay? like later on like in the pillar
[04:58:57] okay? like later on like in the pillar we talked about but how often does a
[04:58:59] we talked about but how often does a prospect stay on script or you know they
[04:59:00] prospect stay on script or you know they could be difficult I'm asking a question
[04:59:02] could be difficult I'm asking a question I'm keeping them engaged and then I'm
[04:59:04] I'm keeping them engaged and then I'm also asking a check-in for agreement
[04:59:05] also asking a check-in for agreement question so in this pillar alone I ask
[04:59:07] question so in this pillar alone I ask three questions I'm getting buy in as
[04:59:09] three questions I'm getting buy in as I'm going through I'm not just talking
[04:59:11] I'm going through I'm not just talking at them this is a conversation your
[04:59:13] at them this is a conversation your presentation should be conversations
[04:59:16] presentation should be conversations okay read their body language and their
[04:59:18] okay read their body language and their tone when reading body language the main
[04:59:20] tone when reading body language the main thing that we're looking for is change
[04:59:22] thing that we're looking for is change when a prospect changes how they're
[04:59:23] when a prospect changes how they're presenting themselves It could be a sign
[04:59:25] presenting themselves It could be a sign that they're not on board with what
[04:59:27] that they're not on board with what we're presenting or they have concerns
[04:59:28] we're presenting or they have concerns or questions. When they come up, stop.
[04:59:31] or questions. When they come up, stop. Ask if they have any questions or if
[04:59:34] Ask if they have any questions or if they have any concerns on what you're
[04:59:36] they have any concerns on what you're going over. Cuz the thing is, if we just
[04:59:38] going over. Cuz the thing is, if we just bulldoze through people and we don't
[04:59:41] bulldoze through people and we don't actually address any of the concerns,
[04:59:43] actually address any of the concerns, their body language changed. You can
[04:59:44] their body language changed. You can like really feel that something is up
[04:59:46] like really feel that something is up and we just continue to bullet through
[04:59:48] and we just continue to bullet through it, we're gonna get like a think about
[04:59:50] it, we're gonna get like a think about it objection because we didn't get to
[04:59:51] it objection because we didn't get to the real root of the issue. there might
[04:59:53] the real root of the issue. there might have been a value objection there or
[04:59:54] have been a value objection there or they just weren't clear on like one
[04:59:56] they just weren't clear on like one particular thing you said in
[04:59:57] particular thing you said in presentation. So when you are saying
[04:59:59] presentation. So when you are saying your presentation, you should be looking
[05:00:00] your presentation, you should be looking at your prospect reading. Do they
[05:00:03] at your prospect reading. Do they change? How do they react to the words
[05:00:04] change? How do they react to the words that I'm saying? How do they react to
[05:00:06] that I'm saying? How do they react to the pillars that I'm saying? Okay.
[05:00:07] the pillars that I'm saying? Okay. Simple things to look out for. Increase
[05:00:10] Simple things to look out for. Increase blink rate. Okay. Now again, you want to
[05:00:12] blink rate. Okay. Now again, you want to take a look at the change in body
[05:00:15] take a look at the change in body language. If they're blinking like a
[05:00:16] language. If they're blinking like a maniac the entire time, then that tells
[05:00:18] maniac the entire time, then that tells you nothing. But if they have a normal
[05:00:19] you nothing. But if they have a normal blink rate and then they start blinking
[05:00:21] blink rate and then they start blinking like more rapidly, that typically is
[05:00:23] like more rapidly, that typically is going to tell you that they're a bit
[05:00:24] going to tell you that they're a bit nervous. They could be a money fear
[05:00:26] nervous. They could be a money fear objection. Who knows? Their lips are
[05:00:28] objection. Who knows? Their lips are pierced or compressed together. It's
[05:00:30] pierced or compressed together. It's like they're holding something back.
[05:00:31] like they're holding something back. They don't approve. Okay. Crossed arms,
[05:00:34] They don't approve. Okay. Crossed arms, especially one over the other. Now,
[05:00:36] especially one over the other. Now, again, if they're like this the entire
[05:00:38] again, if they're like this the entire time, this doesn't mean anything. But if
[05:00:40] time, this doesn't mean anything. But if you're saying something and they're very
[05:00:41] you're saying something and they're very open and then they started being more
[05:00:42] open and then they started being more closed off, that's probably going to say
[05:00:44] closed off, that's probably going to say like they don't approve, they're
[05:00:46] like they don't approve, they're nervous, there's something going on.
[05:00:48] nervous, there's something going on. self soothing. They could be nervous.
[05:00:49] self soothing. They could be nervous. Okay, like you can see I see a lot of
[05:00:51] Okay, like you can see I see a lot of calls when people get fearful, they'll
[05:00:52] calls when people get fearful, they'll start rubbing their neck. So, you want
[05:00:54] start rubbing their neck. So, you want to be paying attention to your prospect
[05:00:56] to be paying attention to your prospect and notice and this should be something
[05:00:58] and notice and this should be something you're doing out throughout the entire
[05:00:59] you're doing out throughout the entire sales call, but definitely when you're
[05:01:01] sales call, but definitely when you're speaking a lot, you want to pay
[05:01:02] speaking a lot, you want to pay attention to any changes in their body
[05:01:04] attention to any changes in their body language.
[05:01:06] language. Okay? Making sure you're getting buyin.
[05:01:09] Okay? Making sure you're getting buyin. This is a critical part of the
[05:01:10] This is a critical part of the conversation. You need to eliminate
[05:01:12] conversation. You need to eliminate value objections. We need them to tell
[05:01:14] value objections. We need them to tell themselves why this is a solution for
[05:01:16] themselves why this is a solution for you or solution for them. Typically, we
[05:01:19] you or solution for them. Typically, we get two tied downs and this is going to
[05:01:21] get two tied downs and this is going to solve their pro problem. Focus on it
[05:01:23] solve their pro problem. Focus on it feels like the answer to tap into the
[05:01:24] feels like the answer to tap into the emotional side of the brain. Do you feel
[05:01:26] emotional side of the brain. Do you feel like this would work for you? Why? How
[05:01:28] like this would work for you? Why? How do you feel like this would help you the
[05:01:29] do you feel like this would help you the most? So, typically if somebody's like
[05:01:31] most? So, typically if somebody's like in the middle, okay, they're like, "Oh,
[05:01:34] in the middle, okay, they're like, "Oh, well, um, yeah, I feel like this and
[05:01:36] well, um, yeah, I feel like this and this." Like, start with the positives
[05:01:38] this." Like, start with the positives and then go with their concerns are.
[05:01:40] and then go with their concerns are. Yeah, I feel like it would really help
[05:01:42] Yeah, I feel like it would really help but this. Well, why do you feel like it
[05:01:43] but this. Well, why do you feel like it would really help? And when you say
[05:01:44] would really help? And when you say that, like what do you mean? Okay.
[05:01:48] that, like what do you mean? Okay. So, when they say like, oh, do you feel
[05:01:49] So, when they say like, oh, do you feel like this would be the answer for you?
[05:01:50] like this would be the answer for you? Or typically a question like I'm going
[05:01:52] Or typically a question like I'm going to ask like, hey, do you feel like with
[05:01:53] to ask like, hey, do you feel like with what we covered like this will take you
[05:01:55] what we covered like this will take you from 5,000 a month to 20,000 per month?
[05:01:57] from 5,000 a month to 20,000 per month? Yeah, for the most part. You don't seem
[05:01:58] Yeah, for the most part. You don't seem so sure. Let me understand like why
[05:02:00] so sure. Let me understand like why would you though? Oh, because of this,
[05:02:02] would you though? Oh, because of this, this, and this, and and what's your
[05:02:03] this, and this, and and what's your biggest concern? Okay, you go positive
[05:02:06] biggest concern? Okay, you go positive then negative. You want them to like
[05:02:08] then negative. You want them to like sell themselves.
[05:02:10] sell themselves. Okay, asking for the sale. Things to
[05:02:11] Okay, asking for the sale. Things to avoid when you're asking for the sale.
[05:02:13] avoid when you're asking for the sale. Salesy language. Okay, the next steps
[05:02:16] Salesy language. Okay, the next steps would be going ahead and taking the
[05:02:17] would be going ahead and taking the investment, typically debit or credit,
[05:02:19] investment, typically debit or credit, so that way we can get you set up with
[05:02:20] so that way we can get you set up with the onboarding to start fixing problems.
[05:02:22] the onboarding to start fixing problems. Any questions on that? The reason why I
[05:02:24] Any questions on that? The reason why I always ask any questions on that is I
[05:02:25] always ask any questions on that is I want to remove any ambiguity on the
[05:02:27] want to remove any ambiguity on the process. Nine times out of 10, they're
[05:02:29] process. Nine times out of 10, they're just going to say no or they're going to
[05:02:30] just going to say no or they're going to ask you a question and then you're just
[05:02:32] ask you a question and then you're just going to ask very simply,
[05:02:34] going to ask very simply, straightforward. So, would that work for
[05:02:36] straightforward. So, would that work for you? Straight to the point. They're
[05:02:38] you? Straight to the point. They're either going to say, "Yes, fantastic.
[05:02:40] either going to say, "Yes, fantastic. You just got a deal." Or they're going
[05:02:42] You just got a deal." Or they're going to tell you an objection. Okay? So,
[05:02:45] to tell you an objection. Okay? So, that's what we're going to be covering
[05:02:46] that's what we're going to be covering next. Objections and how do we actually
[05:02:49] next. Objections and how do we actually handle them?
[05:02:53] All right. So, we have the right
[05:02:54] All right. So, we have the right mentality down. We're attacking. We're
[05:02:56] mentality down. We're attacking. We're getting people on the call. We have all
[05:02:59] getting people on the call. We have all our systems built out. People are shown.
[05:03:00] our systems built out. People are shown. We're getting referrals. We had a
[05:03:02] We're getting referrals. We had a perfect discovery. But you get to the
[05:03:05] perfect discovery. But you get to the end and we get a ton of objections.
[05:03:08] end and we get a ton of objections. [ __ ] What do we do now? Now, if you run
[05:03:10] [ __ ] What do we do now? Now, if you run a discovery properly, you won't run into
[05:03:12] a discovery properly, you won't run into as many objections. That's why I'm
[05:03:13] as many objections. That's why I'm really big on pre-handling objections.
[05:03:15] really big on pre-handling objections. And if you do get objections like at the
[05:03:17] And if you do get objections like at the end, if you are doing a discovery
[05:03:19] end, if you are doing a discovery properly and you're really diving into
[05:03:20] properly and you're really diving into identity, really connecting with the
[05:03:22] identity, really connecting with the prospect, it's not going to be as much.
[05:03:23] prospect, it's not going to be as much. Like, it's going to turn like those big
[05:03:25] Like, it's going to turn like those big objections into small objections, it's a
[05:03:27] objections into small objections, it's a lot easier. Okay, but I got you. How do
[05:03:30] lot easier. Okay, but I got you. How do we actually overcome any type of concern
[05:03:32] we actually overcome any type of concern you're going to get when we get to the
[05:03:35] you're going to get when we get to the end of the call? Okay, so let's actually
[05:03:38] end of the call? Okay, so let's actually dive into it. So let's dive into the
[05:03:41] dive into it. So let's dive into the objection handling blueprint. So first
[05:03:43] objection handling blueprint. So first and foremost, we have to know a few
[05:03:45] and foremost, we have to know a few things. So what is our mentality when
[05:03:48] things. So what is our mentality when we're handling an objection? First thing
[05:03:51] we're handling an objection? First thing is you have to know the prospect is not
[05:03:53] is you have to know the prospect is not rejecting you. They spend an hour with
[05:03:55] rejecting you. They spend an hour with you. You might be trying to overcome 30
[05:03:58] you. You might be trying to overcome 30 years of inaction. The more you get an
[05:04:00] years of inaction. The more you get an objection that's closed, the better you
[05:04:01] objection that's closed, the better you are at your sales process, but there
[05:04:03] are at your sales process, but there will never be somebody that's closing
[05:04:04] will never be somebody that's closing 100% objectionless. So, people having
[05:04:07] 100% objectionless. So, people having concerns make sense and it's normal.
[05:04:10] concerns make sense and it's normal. Never be taken back by an objection and
[05:04:13] Never be taken back by an objection and never take it personally. Okay? They're
[05:04:15] never take it personally. Okay? They're not objecting to you. They don't know
[05:04:17] not objecting to you. They don't know you. Okay? So, you can't take it
[05:04:19] you. Okay? So, you can't take it personally. A lot of times what will
[05:04:21] personally. A lot of times what will happen and why objections and objection
[05:04:24] happen and why objections and objection handling gets combative is because we
[05:04:26] handling gets combative is because we spent all this time really digging in
[05:04:28] spent all this time really digging in connecting with the prospect and then we
[05:04:30] connecting with the prospect and then we get to the end and they're telling you
[05:04:32] get to the end and they're telling you an objection. It doesn't make sense. But
[05:04:34] an objection. It doesn't make sense. But again, they're fearful. They're not
[05:04:36] again, they're fearful. They're not supposed to make sense. It doesn't make
[05:04:38] supposed to make sense. It doesn't make sense for them to make sense if they're
[05:04:40] sense for them to make sense if they're fearful. Like the brain's not working
[05:04:41] fearful. Like the brain's not working right. So it's really your job to slow
[05:04:43] right. So it's really your job to slow them down and really help them overcome
[05:04:46] them down and really help them overcome their limitations. You can't bind
[05:04:48] their limitations. You can't bind people's limitations if they need to
[05:04:49] people's limitations if they need to change. Their circumstances do not
[05:04:52] change. Their circumstances do not matter. Their circumstances do not
[05:04:54] matter. Their circumstances do not change what needs to be done in order
[05:04:56] change what needs to be done in order for them to change. So, you need to have
[05:04:58] for them to change. So, you need to have that conviction that they need to
[05:05:00] that conviction that they need to change, but you do it for them. Like
[05:05:02] change, but you do it for them. Like we're talking about before, what is the
[05:05:04] we're talking about before, what is the frame that we are going into the
[05:05:05] frame that we are going into the conversation? I'm a big brother. Like, I
[05:05:07] conversation? I'm a big brother. Like, I care about you deeply, but I'm not going
[05:05:09] care about you deeply, but I'm not going to accept your [ __ ] I know you can
[05:05:11] to accept your [ __ ] I know you can do more. That is a frame during the
[05:05:13] do more. That is a frame during the entire objection handling. It should be
[05:05:15] entire objection handling. It should be during the entire discovery cuz you
[05:05:16] during the entire discovery cuz you should not be one person in discovery
[05:05:18] should not be one person in discovery and then one person in objections. Okay?
[05:05:21] and then one person in objections. Okay? You need to be the same person
[05:05:22] You need to be the same person throughout the conversation. If you're
[05:05:24] throughout the conversation. If you're different people, that's going to break
[05:05:26] different people, that's going to break trust. So you sell change. This is the
[05:05:29] trust. So you sell change. This is the biggest thing you need to understand on
[05:05:31] biggest thing you need to understand on whatever it is that you sell. You're
[05:05:32] whatever it is that you sell. You're selling an identity transformation.
[05:05:34] selling an identity transformation. You're not selling the features, the
[05:05:36] You're not selling the features, the benefits of the product you're having.
[05:05:38] benefits of the product you're having. You're selling the end result of what
[05:05:39] You're selling the end result of what you have. And more importantly, you're
[05:05:40] you have. And more importantly, you're selling change. change in the business,
[05:05:42] selling change. change in the business, change in lifestyle, or change in
[05:05:44] change in lifestyle, or change in identity. That's my personal favorite
[05:05:46] identity. That's my personal favorite angle. So, when you're in objection
[05:05:48] angle. So, when you're in objection handling, you always come back to what
[05:05:50] handling, you always come back to what do we need to do to get to our goal or
[05:05:52] do we need to do to get to our goal or who do we need to become to get our
[05:05:53] who do we need to become to get our goal, okay? Get our outcome. So, if
[05:05:55] goal, okay? Get our outcome. So, if you're ever lost in objection handling,
[05:05:57] you're ever lost in objection handling, you can always fall back on these
[05:05:59] you can always fall back on these questions to get it back on point. And
[05:06:02] questions to get it back on point. And just understand once you tie off value,
[05:06:04] just understand once you tie off value, which you should, you are no longer
[05:06:06] which you should, you are no longer talking about the product and does it
[05:06:08] talking about the product and does it work and the features and the benefits.
[05:06:09] work and the features and the benefits. [ __ ] You're talking about change,
[05:06:12] [ __ ] You're talking about change, the end result, them becoming the person
[05:06:14] the end result, them becoming the person who they need to be. That is a real
[05:06:16] who they need to be. That is a real conversation. You sitting here and
[05:06:18] conversation. You sitting here and talking about the different features and
[05:06:19] talking about the different features and benefits, it's [ __ ] And what it
[05:06:21] benefits, it's [ __ ] And what it does is it distance them from actually
[05:06:23] does is it distance them from actually being able to have to make a decision on
[05:06:25] being able to have to make a decision on it. So, it's not just in objection
[05:06:27] it. So, it's not just in objection handling throughout the entire call. Uh,
[05:06:29] handling throughout the entire call. Uh, you'll be slightly more direct in
[05:06:31] you'll be slightly more direct in objection handling, but there shouldn't
[05:06:32] objection handling, but there shouldn't be a shift in how you carry yourself
[05:06:34] be a shift in how you carry yourself between discovery and objection
[05:06:36] between discovery and objection handling. You shouldn't be a different
[05:06:37] handling. You shouldn't be a different person, like I was saying before. Okay?
[05:06:39] person, like I was saying before. Okay? You should be congruent throughout the
[05:06:40] You should be congruent throughout the entire conversation. Now, I lead very
[05:06:43] entire conversation. Now, I lead very heavy in objection handling. But I can
[05:06:45] heavy in objection handling. But I can only do that because I earn that. I earn
[05:06:47] only do that because I earn that. I earn that through discovery. I earn that
[05:06:49] that through discovery. I earn that through leading. When I'm in discovery,
[05:06:51] through leading. When I'm in discovery, when I'm I'm pre-handling and I'm
[05:06:53] when I'm I'm pre-handling and I'm addressing any type of limiting beliefs,
[05:06:54] addressing any type of limiting beliefs, I'm shifting language in discovery. So
[05:06:56] I'm shifting language in discovery. So then when I do it in objection handling,
[05:06:58] then when I do it in objection handling, it makes sense. They fall into my frame.
[05:07:01] it makes sense. They fall into my frame. That's why having a very strong frame.
[05:07:02] That's why having a very strong frame. Super important.
[05:07:04] Super important. Okay. Pandle objections. We've already
[05:07:07] Okay. Pandle objections. We've already gone over that. The best objection is no
[05:07:09] gone over that. The best objection is no objection. So, make sure you're
[05:07:10] objection. So, make sure you're pre-handling objections. Now, if you do
[05:07:12] pre-handling objections. Now, if you do just focus on objection handling, you
[05:07:14] just focus on objection handling, you will make more sales like overall. Like,
[05:07:15] will make more sales like overall. Like, don't get me wrong. But, you're going to
[05:07:17] don't get me wrong. But, you're going to have a much better time pre-handling
[05:07:19] have a much better time pre-handling objections, it makes your job a lot
[05:07:20] objections, it makes your job a lot easier. You'll have quicker calls just
[05:07:22] easier. You'll have quicker calls just in general because when you're attacking
[05:07:24] in general because when you're attacking a belief after the price has dropped,
[05:07:26] a belief after the price has dropped, after there's more fear, you're going to
[05:07:27] after there's more fear, you're going to have a harder time overcoming it because
[05:07:28] have a harder time overcoming it because there's less trust built there, right?
[05:07:30] there's less trust built there, right? There's more fear. They're not thinking
[05:07:31] There's more fear. They're not thinking as logically. So, pre-handle, it's going
[05:07:34] as logically. So, pre-handle, it's going to quicken your calls. We already
[05:07:36] to quicken your calls. We already covered that but always a good reminder.
[05:07:39] covered that but always a good reminder. Okay. So the real thing now that we are
[05:07:42] Okay. So the real thing now that we are starting to get into like the
[05:07:43] starting to get into like the nitty-gritty of objections. Okay. So
[05:07:47] nitty-gritty of objections. Okay. So there are two type of objections. Smoke
[05:07:49] there are two type of objections. Smoke screens and real objections. So you have
[05:07:51] screens and real objections. So you have to understand the difference between
[05:07:52] to understand the difference between something that's not real and a real
[05:07:55] something that's not real and a real objection. The smoke screens you get the
[05:07:57] objection. The smoke screens you get the like the less trust you have from the
[05:07:59] like the less trust you have from the prospect. The reason why you might not
[05:08:01] prospect. The reason why you might not have trust with the prospect or a
[05:08:02] have trust with the prospect or a prospect isn't being open with you
[05:08:04] prospect isn't being open with you typically two things. Number one, they
[05:08:06] typically two things. Number one, they just feel like your intention isn't
[05:08:08] just feel like your intention isn't where it needs to be. Okay? Like you're
[05:08:10] where it needs to be. Okay? Like you're trying to sell them. They feel like
[05:08:11] trying to sell them. They feel like you're not coming from the right place.
[05:08:13] you're not coming from the right place. Number two, they just don't feel heard.
[05:08:14] Number two, they just don't feel heard. So, if you don't actually understand
[05:08:16] So, if you don't actually understand their situation or you weren't able to
[05:08:17] their situation or you weren't able to probe and actually get them to be open,
[05:08:19] probe and actually get them to be open, when you get to the end and you're
[05:08:20] when you get to the end and you're telling them what to do, like they don't
[05:08:22] telling them what to do, like they don't feel like you actually have enough
[05:08:23] feel like you actually have enough information to trust you to tell you
[05:08:25] information to trust you to tell you what to do. Okay? So, there are only
[05:08:27] what to do. Okay? So, there are only three real objections. money, time, and
[05:08:31] three real objections. money, time, and value. Okay? Either fear or logistical.
[05:08:34] value. Okay? Either fear or logistical. You can even make a different like
[05:08:36] You can even make a different like caveat in saying like decision-m
[05:08:38] caveat in saying like decision-m process, but I would tie that down into
[05:08:40] process, but I would tie that down into like fear. Okay? Cuz like they make
[05:08:42] like fear. Okay? Cuz like they make certain decisions around money, time or
[05:08:44] certain decisions around money, time or value. So, it comes down to if we
[05:08:46] value. So, it comes down to if we eliminate value, then the only two
[05:08:48] eliminate value, then the only two things that we have is money and time.
[05:08:50] things that we have is money and time. We should always be eliminating value
[05:08:52] We should always be eliminating value before we drop the price. Okay? And if
[05:08:54] before we drop the price. Okay? And if you're selling to broke people, guess
[05:08:56] you're selling to broke people, guess what? They all have time. So you just
[05:08:58] what? They all have time. So you just understand majority of the time that
[05:09:00] understand majority of the time that you're having conversations the real
[05:09:01] you're having conversations the real objection is money fear logistical or
[05:09:06] objection is money fear logistical or like decision-m process if you want to
[05:09:07] like decision-m process if you want to make that a separate category I'll cover
[05:09:09] make that a separate category I'll cover all of that how to do it but just
[05:09:11] all of that how to do it but just understand objections like I need to
[05:09:12] understand objections like I need to think about it give me 24 hours let me
[05:09:14] think about it give me 24 hours let me talk to my partner if they are the sole
[05:09:16] talk to my partner if they are the sole decision maker or all smoke screens that
[05:09:18] decision maker or all smoke screens that typically come up when the prospect
[05:09:19] typically come up when the prospect doesn't feel like they can be open about
[05:09:21] doesn't feel like they can be open about what's going on or it's a knee-jerk
[05:09:22] what's going on or it's a knee-jerk response due to them coming up to a
[05:09:24] response due to them coming up to a decision they're not treated like real
[05:09:26] decision they're not treated like real objections
[05:09:27] objections you should put them to a side and find
[05:09:29] you should put them to a side and find out what the real concern is. Typically,
[05:09:31] out what the real concern is. Typically, smoke screens come up when a prospect is
[05:09:33] smoke screens come up when a prospect is a bit fearful. You need to flush out the
[05:09:35] a bit fearful. You need to flush out the objection to a real objection and then
[05:09:36] objection to a real objection and then deal with the fear. So, you need to
[05:09:38] deal with the fear. So, you need to whatever it is that they're telling you,
[05:09:39] whatever it is that they're telling you, if they're telling you smoke screens,
[05:09:40] if they're telling you smoke screens, it's not money, it's not time, it's not
[05:09:42] it's not money, it's not time, it's not value. Then, if you're just sitting
[05:09:44] value. Then, if you're just sitting there all your time like actually like
[05:09:46] there all your time like actually like just logically trying to overcome these
[05:09:48] just logically trying to overcome these objections because they're not real,
[05:09:50] objections because they're not real, they're just going to keep on keep on
[05:09:51] they're just going to keep on keep on putting more and more smoke screens in
[05:09:53] putting more and more smoke screens in your way. And I'm sure you felt this way
[05:09:55] your way. And I'm sure you felt this way on calls. I know very early on in my
[05:09:57] on calls. I know very early on in my sales career I would like I would
[05:09:58] sales career I would like I would logically just like hurdle over their
[05:10:00] logically just like hurdle over their smoke screen [ __ ] and then there's
[05:10:02] smoke screen [ __ ] and then there's another hurdle another hurdle another
[05:10:04] another hurdle another hurdle another hurdle and that's what happens like
[05:10:05] hurdle and that's what happens like you're on a three-hour call and it's
[05:10:06] you're on a three-hour call and it's like like you you sit down and you you
[05:10:09] like like you you sit down and you you read and you think about none of this
[05:10:11] read and you think about none of this call made any sense like this was
[05:10:12] call made any sense like this was incoherent and it's just because you
[05:10:14] incoherent and it's just because you never got to the real objections. So you
[05:10:16] never got to the real objections. So you need to get really good at flushing out
[05:10:18] need to get really good at flushing out to the three only objections that are
[05:10:21] to the three only objections that are real. Okay, so you always tie out value
[05:10:24] real. Okay, so you always tie out value first. We had already covered that
[05:10:26] first. We had already covered that before.
[05:10:27] before. Okay. Now, we need to understand one key
[05:10:31] Okay. Now, we need to understand one key thing that I don't hear a lot of people
[05:10:32] thing that I don't hear a lot of people talking about when it comes to objection
[05:10:34] talking about when it comes to objection handling and when it comes to the sales
[05:10:36] handling and when it comes to the sales process, the conversation in as a whole.
[05:10:39] process, the conversation in as a whole. The perception of you on the sales
[05:10:42] The perception of you on the sales conversation changes the value of what
[05:10:45] conversation changes the value of what you say. Now, what do I mean by that?
[05:10:47] you say. Now, what do I mean by that? So, you need to handle objections for
[05:10:49] So, you need to handle objections for them. If you're doing it just to make a
[05:10:50] them. If you're doing it just to make a sale, like people can feel that the
[05:10:52] sale, like people can feel that the perception of you affects the intent of
[05:10:54] perception of you affects the intent of what you're saying and that is aligned
[05:10:56] what you're saying and that is aligned to the value of what you're giving.
[05:10:58] to the value of what you're giving. Okay? If the perception in the
[05:11:00] Okay? If the perception in the prospect's eyes is you're someone who
[05:11:02] prospect's eyes is you're someone who wants to sell, your intent is what
[05:11:04] wants to sell, your intent is what you're saying to get them to buy. The
[05:11:06] you're saying to get them to buy. The value you bring is you're trying to
[05:11:07] value you bring is you're trying to pressure them to do something. If you
[05:11:09] pressure them to do something. If you ever ever
[05:11:12] ever ever hear a prospect say, "Hey, you're really
[05:11:15] hear a prospect say, "Hey, you're really good at this. You're a good
[05:11:16] good at this. You're a good salesperson." What they're saying is,
[05:11:17] salesperson." What they're saying is, "Hey, I know you're trying to sell me,
[05:11:19] "Hey, I know you're trying to sell me, right? I know you're full of [ __ ] So,
[05:11:21] right? I know you're full of [ __ ] So, you cannot move forward in the
[05:11:23] you cannot move forward in the conversation without addressing the
[05:11:26] conversation without addressing the intent. Okay. Real easy way you can do
[05:11:28] intent. Okay. Real easy way you can do this. Like, say it's come up cuz it'll
[05:11:30] this. Like, say it's come up cuz it'll even come up if you do everything right.
[05:11:32] even come up if you do everything right. If it does come up, it's like, well,
[05:11:34] If it does come up, it's like, well, well, hey man, can I make suggestion?
[05:11:36] well, hey man, can I make suggestion? Oh, yeah, for sure. It's like whether
[05:11:38] Oh, yeah, for sure. It's like whether you buy, whether you don't buy, like I'm
[05:11:40] you buy, whether you don't buy, like I'm going to wear the same shoes. I'm going
[05:11:41] going to wear the same shoes. I'm going to drive the same car. Ultimately, whose
[05:11:43] to drive the same car. Ultimately, whose life changes if you actually do this or
[05:11:45] life changes if you actually do this or not? Well, my life changes, right? All
[05:11:47] not? Well, my life changes, right? All right. So, it's like, "Hey man, like I'm
[05:11:48] right. So, it's like, "Hey man, like I'm not here to sell you. Like, I'm here for
[05:11:50] not here to sell you. Like, I'm here for you because like I want what's best for
[05:11:51] you because like I want what's best for you. So, be real with me." And then you
[05:11:52] you. So, be real with me." And then you move on with the conversation. But you
[05:11:54] move on with the conversation. But you cannot allow somebody to challenge your
[05:11:57] cannot allow somebody to challenge your intent or put you in a salesperson box
[05:11:59] intent or put you in a salesperson box or put you in a disingenuous box. Why?
[05:12:02] or put you in a disingenuous box. Why? Because if they view you like that, I
[05:12:04] Because if they view you like that, I can tell you the perfect words to say,
[05:12:06] can tell you the perfect words to say, but their perception of you is of a
[05:12:08] but their perception of you is of a salesperson, then the value is going to
[05:12:10] salesperson, then the value is going to be completely different. versus if the
[05:12:12] be completely different. versus if the perception in the prospect's eyes is
[05:12:14] perception in the prospect's eyes is you're someone who actually cares about
[05:12:16] you're someone who actually cares about them. You're someone who's being
[05:12:17] them. You're someone who's being genuine. Your intention is to help. The
[05:12:19] genuine. Your intention is to help. The value you bring is you're helping the
[05:12:22] value you bring is you're helping the prospect overcoming their limiting
[05:12:23] prospect overcoming their limiting beliefs and get them what they want.
[05:12:25] beliefs and get them what they want. That's why again every single person
[05:12:27] That's why again every single person like I talk to uh like after I bring
[05:12:29] like I talk to uh like after I bring them on the program or I object and
[05:12:31] them on the program or I object and handled them uh for whatever reason they
[05:12:33] handled them uh for whatever reason they had a limiting belief and I helped them
[05:12:34] had a limiting belief and I helped them overcome it. They always said like it
[05:12:36] overcome it. They always said like it never felt pressury. Why? because they
[05:12:40] never felt pressury. Why? because they always viewed my intent was for them.
[05:12:43] always viewed my intent was for them. And again, I will actually share a
[05:12:44] And again, I will actually share a couple of sales calls like on this
[05:12:46] couple of sales calls like on this training as well. And you can hear it.
[05:12:49] training as well. And you can hear it. I'm in their corner. And that's really
[05:12:50] I'm in their corner. And that's really how it should feel. And it's just about
[05:12:53] how it should feel. And it's just about keeping this in mind. Is my intent in
[05:12:56] keeping this in mind. Is my intent in the right place? Like, am I focused on
[05:12:57] the right place? Like, am I focused on the right thing? Number one. Number two,
[05:13:00] the right thing? Number one. Number two, do they feel that? And if they don't
[05:13:02] do they feel that? And if they don't feel that, I need to do things to
[05:13:03] feel that, I need to do things to address it. Okay? Like, hey, I know
[05:13:05] address it. Okay? Like, hey, I know where you're coming from. I've been
[05:13:06] where you're coming from. I've been there before. I've been in your shoes.
[05:13:08] there before. I've been in your shoes. Okay, little things to let them know
[05:13:10] Okay, little things to let them know like, "Hey, I'm in your corner. I know
[05:13:12] like, "Hey, I'm in your corner. I know what's going on."
[05:13:14] what's going on." Okay, so things you need as a sales
[05:13:17] Okay, so things you need as a sales professional to actually shift a
[05:13:19] professional to actually shift a perspective of a prospect. So understand
[05:13:22] perspective of a prospect. So understand all objections are their limitations and
[05:13:24] all objections are their limitations and you're here to shift their perspective
[05:13:27] you're here to shift their perspective on their limitations, shift their
[05:13:29] on their limitations, shift their identity into being the person who they
[05:13:30] identity into being the person who they need to be. Very first and foremost,
[05:13:32] need to be. Very first and foremost, like you need to have conviction. Okay?
[05:13:34] like you need to have conviction. Okay? Like if you're timid, like you're coming
[05:13:36] Like if you're timid, like you're coming into it, like you don't quite know if
[05:13:37] into it, like you don't quite know if you should sell them. You don't quite
[05:13:38] you should sell them. You don't quite know if you should push past this
[05:13:40] know if you should push past this objection. Like they're never going to
[05:13:42] objection. Like they're never going to buy into it. You have to truly feel like
[05:13:44] buy into it. You have to truly feel like what you're selling is going to solve
[05:13:45] what you're selling is going to solve their problems. Like human beings, like
[05:13:47] their problems. Like human beings, like we're social creatures and we pick up on
[05:13:49] we're social creatures and we pick up on little signs of you not being genuine.
[05:13:51] little signs of you not being genuine. So you can't buy into their limiting
[05:13:53] So you can't buy into their limiting belief. You have to know it's not real
[05:13:55] belief. You have to know it's not real and it's just a way that they're viewing
[05:13:57] and it's just a way that they're viewing their situation. And you don't give up
[05:13:58] their situation. And you don't give up on people. Okay? If you just change this
[05:14:00] on people. Okay? If you just change this one thing about it, like, hey, you don't
[05:14:02] one thing about it, like, hey, you don't do anything else and you just are more
[05:14:04] do anything else and you just are more convicted and you just don't give up on
[05:14:06] convicted and you just don't give up on people. You truly believe that they
[05:14:07] people. You truly believe that they should change, you'll see a bump on the
[05:14:08] should change, you'll see a bump on the amount of objections, like you're able
[05:14:10] amount of objections, like you're able to overcome. Like for an example, uh
[05:14:12] to overcome. Like for an example, uh like one of my clients um who sells like
[05:14:15] like one of my clients um who sells like book publishing. She's so so so
[05:14:19] book publishing. She's so so so passionate about getting people the type
[05:14:21] passionate about getting people the type of books out, publishing their books,
[05:14:23] of books out, publishing their books, giving out that information. And uh you
[05:14:26] giving out that information. And uh you I've been working with her for a while
[05:14:27] I've been working with her for a while and she's seen a really good bump in
[05:14:29] and she's seen a really good bump in like the amount of clothes that she has.
[05:14:31] like the amount of clothes that she has. But even like I'm reviewing her calls
[05:14:33] But even like I'm reviewing her calls and even though she doesn't say like the
[05:14:34] and even though she doesn't say like the right things, her intent is always where
[05:14:36] right things, her intent is always where it needs to be, but her conviction is
[05:14:38] it needs to be, but her conviction is like an all-time high. Like she does not
[05:14:40] like an all-time high. Like she does not give up on people. And because of that,
[05:14:41] give up on people. And because of that, she closes like 70%. Right? So if you
[05:14:44] she closes like 70%. Right? So if you just have that conviction of just like I
[05:14:46] just have that conviction of just like I know you need to change. I don't believe
[05:14:48] know you need to change. I don't believe your [ __ ] That's what helps people
[05:14:51] your [ __ ] That's what helps people get over the line because, you know,
[05:14:53] get over the line because, you know, just as human beings, if we lack
[05:14:54] just as human beings, if we lack conviction, right? They're fearful.
[05:14:56] conviction, right? They're fearful. They're in a spot. They have a lot of
[05:14:57] They're in a spot. They have a lot of doubt. If you give them that conviction,
[05:14:59] doubt. If you give them that conviction, they'll buy into it. But you need to
[05:15:01] they'll buy into it. But you need to actually believe what you're selling is
[05:15:02] actually believe what you're selling is actually going to help them. Okay? And
[05:15:04] actually going to help them. Okay? And there's different things that you can
[05:15:05] there's different things that you can dive into in terms of like mentality to
[05:15:08] dive into in terms of like mentality to really help you like have that
[05:15:10] really help you like have that conviction. The one thing I always tell
[05:15:12] conviction. The one thing I always tell people because at the end of the day,
[05:15:15] people because at the end of the day, what will happen and I talk to some
[05:15:16] what will happen and I talk to some sales reps is they'll say, "Well, I
[05:15:18] sales reps is they'll say, "Well, I don't really know if they'll put in the
[05:15:20] don't really know if they'll put in the work or whatever it is." And I'm always
[05:15:22] work or whatever it is." And I'm always going to tell them like, "Dude, who the
[05:15:24] going to tell them like, "Dude, who the [ __ ] gave you the right to judge this
[05:15:25] [ __ ] gave you the right to judge this person on whether or whether or not
[05:15:27] person on whether or whether or not they're going to put in the work?" All
[05:15:28] they're going to put in the work?" All your job is as a salesperson is just put
[05:15:30] your job is as a salesperson is just put them in the best position, too. The rest
[05:15:32] them in the best position, too. The rest is on them. But I'm never going to judge
[05:15:35] is on them. But I'm never going to judge somebody and tell them like, "Hey, just
[05:15:36] somebody and tell them like, "Hey, just from my limited conversation with you,
[05:15:38] from my limited conversation with you, I'm not even going to give you the
[05:15:40] I'm not even going to give you the opportunity. I'm not going to be
[05:15:41] opportunity. I'm not going to be convicted enough. I'm not going to
[05:15:42] convicted enough. I'm not going to overcome your limitations to give you
[05:15:44] overcome your limitations to give you the opportunity. For example, I've sold
[05:15:47] the opportunity. For example, I've sold multiple people like into like coaching
[05:15:50] multiple people like into like coaching with me where I was a little bit unsure
[05:15:52] with me where I was a little bit unsure on whether like, hey, like this would
[05:15:53] on whether like, hey, like this would pan out for him. And those have been
[05:15:54] pan out for him. And those have been like my best clients. Like legitimately,
[05:15:57] like my best clients. Like legitimately, they had been my best clients cuz I'm
[05:15:58] they had been my best clients cuz I'm like, hey man, I'm going to do
[05:15:59] like, hey man, I'm going to do everything in my power to put them in a
[05:16:00] everything in my power to put them in a position to be successful. And it's
[05:16:02] position to be successful. And it's like, dude, they [ __ ] crushed it. So
[05:16:03] like, dude, they [ __ ] crushed it. So it's like, who am I to tell them like
[05:16:05] it's like, who am I to tell them like they shouldn't be in the best position
[05:16:07] they shouldn't be in the best position to actually get their outcomes, right?
[05:16:08] to actually get their outcomes, right? So that's really how you got to think
[05:16:10] So that's really how you got to think about it. You're convicted on like, hey,
[05:16:12] about it. You're convicted on like, hey, all I can do as a salesperson is put
[05:16:15] all I can do as a salesperson is put them in the best position to actually
[05:16:16] them in the best position to actually get their outcome. The rest is on them,
[05:16:18] get their outcome. The rest is on them, but I'm going to fight for them to at
[05:16:19] but I'm going to fight for them to at least put them in the best position to
[05:16:21] least put them in the best position to do that. Okay? And if you have that
[05:16:22] do that. Okay? And if you have that conviction, you don't give up on people,
[05:16:24] conviction, you don't give up on people, you'll get people across the line.
[05:16:26] you'll get people across the line. Trust. Trust is a big thing. Prospect
[05:16:28] Trust. Trust is a big thing. Prospect needs to feel that you know their
[05:16:29] needs to feel that you know their situation, you empathize with them, and
[05:16:31] situation, you empathize with them, and you can get them results. So that's why
[05:16:33] you can get them results. So that's why discovery is so important. You actually
[05:16:35] discovery is so important. You actually understand where they're coming from. If
[05:16:36] understand where they're coming from. If you don't understand where they're
[05:16:37] you don't understand where they're coming from or they don't feel heard,
[05:16:39] coming from or they don't feel heard, they don't think you actually know their
[05:16:40] they don't think you actually know their situation, they're not going to trust
[05:16:42] situation, they're not going to trust you, right? They're just thinking like
[05:16:43] you, right? They're just thinking like you're there to sell them, which if
[05:16:45] you're there to sell them, which if that's the case, you don't actually
[05:16:46] that's the case, you don't actually understand their situation. You are just
[05:16:48] understand their situation. You are just there to sell them. Um, and then you
[05:16:50] there to sell them. Um, and then you break trust. You're not able to actually
[05:16:52] break trust. You're not able to actually shift beliefs. Okay. Leadership.
[05:16:53] shift beliefs. Okay. Leadership. Overcoming objections is showing them a
[05:16:55] Overcoming objections is showing them a different way to view their concerns or
[05:16:57] different way to view their concerns or helping them uh get creative or on
[05:17:00] helping them uh get creative or on finding a solution. You're leading them
[05:17:02] finding a solution. You're leading them into their desired situation. So in the
[05:17:04] into their desired situation. So in the objection handling, I am shifting how
[05:17:07] objection handling, I am shifting how they're viewing things. I'm leading them
[05:17:08] they're viewing things. I'm leading them to a new way of thinking. I am leading
[05:17:10] to a new way of thinking. I am leading them to a different outcome. So I need
[05:17:12] them to a different outcome. So I need to have leadership and that comes down
[05:17:14] to have leadership and that comes down to conviction. But it also just comes
[05:17:16] to conviction. But it also just comes down to you being the leader on the
[05:17:18] down to you being the leader on the call. You directing the conversation. I
[05:17:20] call. You directing the conversation. I direct what they talk about. So I direct
[05:17:21] direct what they talk about. So I direct what they think about.
[05:17:24] what they think about. Okay. So how do we deal with smoke
[05:17:26] Okay. So how do we deal with smoke screens? Number one, we cannot treat it
[05:17:29] screens? Number one, we cannot treat it as real. Okay. So just identifying that
[05:17:31] as real. Okay. So just identifying that this is something that is a smoke
[05:17:33] this is something that is a smoke screen. So number one, know that it's a
[05:17:34] screen. So number one, know that it's a smoke screen. Number two, you want to
[05:17:36] smoke screen. Number two, you want to flush it out to an actual objection. For
[05:17:38] flush it out to an actual objection. For example, it's pretty simple. I need to
[05:17:40] example, it's pretty simple. I need to think about it. Okay, no issues, man. Uh
[05:17:43] think about it. Okay, no issues, man. Uh just so I can send over the most
[05:17:44] just so I can send over the most relevant info to you. Like what do you
[05:17:46] relevant info to you. Like what do you feel like you need to go over in your
[05:17:47] feel like you need to go over in your head just to see if I can help? I just
[05:17:49] head just to see if I can help? I just need to make sure it fits my budget, my
[05:17:51] need to make sure it fits my budget, my wife is on board, and I have the time
[05:17:53] wife is on board, and I have the time for this. Oh no, a bunch of objections.
[05:17:55] for this. Oh no, a bunch of objections. It's pretty simple. Let's say you get a
[05:17:57] It's pretty simple. Let's say you get a bunch of objections. If they mention
[05:17:59] bunch of objections. If they mention money at all, you always go down money.
[05:18:02] money at all, you always go down money. Because if you handle the money
[05:18:03] Because if you handle the money objection,
[05:18:04] objection, 90% of the time, all the other
[05:18:06] 90% of the time, all the other objections just go away. So if you
[05:18:08] objections just go away. So if you handle money well, all the objections
[05:18:11] handle money well, all the objections disappear. If they don't disappear,
[05:18:12] disappear. If they don't disappear, typically it is fear or then decision-m
[05:18:14] typically it is fear or then decision-m process. You handle that. But it's hard
[05:18:16] process. You handle that. But it's hard to it's hard to handle decision-m
[05:18:19] to it's hard to handle decision-m partner whatever it is without money
[05:18:21] partner whatever it is without money tied off. If there's not a path forward,
[05:18:23] tied off. If there's not a path forward, then we're going to have a hard time
[05:18:24] then we're going to have a hard time overcoming objections. So very first
[05:18:26] overcoming objections. So very first thing when we get a smoke screen, we
[05:18:27] thing when we get a smoke screen, we want to flush it out. If they mention
[05:18:28] want to flush it out. If they mention money at all, we address the money.
[05:18:31] money at all, we address the money. Okay? And I'll show you exactly how to
[05:18:32] Okay? And I'll show you exactly how to do that a little bit later on. So, here
[05:18:35] do that a little bit later on. So, here is a framework on handling any real
[05:18:38] is a framework on handling any real objection. Okay? We want to clarify and
[05:18:40] objection. Okay? We want to clarify and diffuse. So, we need to understand what
[05:18:43] diffuse. So, we need to understand what exactly are they even objecting to. So,
[05:18:45] exactly are they even objecting to. So, when they say like, oh, like that's just
[05:18:47] when they say like, oh, like that's just a lot of money. Like, well, what do you
[05:18:48] a lot of money. Like, well, what do you mean? Like, how do you mean, man? Okay,
[05:18:51] mean? Like, how do you mean, man? Okay, no issues, man. Um, I guess if you just
[05:18:53] no issues, man. Um, I guess if you just put money aside, we're going to isolate
[05:18:54] put money aside, we're going to isolate and get buying. Money aside, would you
[05:18:56] and get buying. Money aside, would you do it? Why would you do it? So, we want
[05:18:59] do it? Why would you do it? So, we want to isolate, understand that this is the
[05:19:01] to isolate, understand that this is the actual issue and I want to get more
[05:19:02] actual issue and I want to get more buyin. Now, money aside, would you do
[05:19:04] buyin. Now, money aside, would you do it? If you had a duffel bag full of
[05:19:05] it? If you had a duffel bag full of cash, would you do it? Um, like would
[05:19:07] cash, would you do it? Um, like would this be the answer for you? Whatever it
[05:19:08] this be the answer for you? Whatever it is, like however you want to isolate and
[05:19:10] is, like however you want to isolate and get buy in, that's what you go ahead and
[05:19:11] get buy in, that's what you go ahead and do there. And I'm always going to ask
[05:19:13] do there. And I'm always going to ask why would you do it? This starts for
[05:19:16] why would you do it? This starts for them to sell themselves. Typically, I'm
[05:19:18] them to sell themselves. Typically, I'm going to ask a second why on why they
[05:19:21] going to ask a second why on why they would actually invest in themselves. I
[05:19:22] would actually invest in themselves. I want the emotional why. The logical, you
[05:19:26] want the emotional why. The logical, you know, program why I already tied that
[05:19:29] know, program why I already tied that off in value. The actual emotional why
[05:19:32] off in value. The actual emotional why is much more important in this
[05:19:34] is much more important in this situation. I need the emotional buy in.
[05:19:36] situation. I need the emotional buy in. So often times what will happen is when
[05:19:38] So often times what will happen is when you ask them it the first time, they'll
[05:19:40] you ask them it the first time, they'll just answer logically. So you want to
[05:19:42] just answer logically. So you want to get the emotional time. So oftentimes
[05:19:44] get the emotional time. So oftentimes you have to go ahead and ask a more
[05:19:46] you have to go ahead and ask a more pointed question or ask that twice. So
[05:19:49] pointed question or ask that twice. So then from there once we get more buy in
[05:19:52] then from there once we get more buy in we want to reframe their belief and get
[05:19:54] we want to reframe their belief and get commitment. So when we're talking about
[05:19:56] commitment. So when we're talking about reframing a belief it depends on what
[05:19:57] reframing a belief it depends on what they said. So if somebody is for example
[05:20:02] they said. So if somebody is for example you know they told you oh I don't have
[05:20:03] you know they told you oh I don't have the money but I get paid Friday. What
[05:20:05] the money but I get paid Friday. What can we do? Can we split it up? Like this
[05:20:07] can we do? Can we split it up? Like this person is trying to solve their problem.
[05:20:09] person is trying to solve their problem. So it's not what they say it's what they
[05:20:11] So it's not what they say it's what they mean. What they mean is I want to get
[05:20:13] mean. What they mean is I want to get this done. How do we figure this out?
[05:20:15] this done. How do we figure this out? When somebody says that's too expensive.
[05:20:18] When somebody says that's too expensive. What they're saying is that's too
[05:20:19] What they're saying is that's too expensive. What do they mean is that's
[05:20:21] expensive. What do they mean is that's too expensive, I'm throwing my hands up.
[05:20:23] too expensive, I'm throwing my hands up. I give up. There's an underlying belief
[05:20:25] I give up. There's an underlying belief there that I need to address. So, if I
[05:20:27] there that I need to address. So, if I don't address that underlying belief
[05:20:29] don't address that underlying belief when I start talking about either
[05:20:30] when I start talking about either breaking it up or the money, I'm not
[05:20:32] breaking it up or the money, I'm not going to get truthful answers. The
[05:20:35] going to get truthful answers. The reliability of those answers are going
[05:20:37] reliability of those answers are going to be very low because there's an
[05:20:38] to be very low because there's an underlying belief of when things are
[05:20:40] underlying belief of when things are expensive, I give up, right? It's not I
[05:20:42] expensive, I give up, right? It's not I get resourceful, it's I give up. So, it
[05:20:44] get resourceful, it's I give up. So, it depends on what they say on how we
[05:20:46] depends on what they say on how we actually go ahead and address that. But
[05:20:48] actually go ahead and address that. But if your prospect is focusing on the
[05:20:50] if your prospect is focusing on the wrong thing, it's not likely you'll be
[05:20:52] wrong thing, it's not likely you'll be able to get the truthful answers out of
[05:20:54] able to get the truthful answers out of them when dealing with logistical
[05:20:56] them when dealing with logistical issues. You want to get them to buy in
[05:20:57] issues. You want to get them to buy in on commitment, then solve their
[05:20:59] on commitment, then solve their logistical problems. So, there's
[05:21:00] logistical problems. So, there's different reframes that we can use. Uh,
[05:21:02] different reframes that we can use. Uh, which one is a problem and which one is
[05:21:04] which one is a problem and which one is a symptom? Uh, well, if you had XYZ,
[05:21:06] a symptom? Uh, well, if you had XYZ, would you have that money? So, what's
[05:21:08] would you have that money? So, what's the actual problem? There's different
[05:21:10] the actual problem? There's different ways we can go about it and we'll dive a
[05:21:11] ways we can go about it and we'll dive a lot more into it. And then from there
[05:21:13] lot more into it. And then from there like actually we reframe and we get
[05:21:15] like actually we reframe and we get commitment like hey are you actually
[05:21:16] commitment like hey are you actually committed to change. Yes. Get that buy
[05:21:18] committed to change. Yes. Get that buy in. Why? Then you help them find a
[05:21:21] in. Why? Then you help them find a solution. So your job as a salesperson
[05:21:23] solution. So your job as a salesperson is just make it easy for them to say yes
[05:21:26] is just make it easy for them to say yes and make it easy for them to actually
[05:21:28] and make it easy for them to actually create game plans. Like you're the
[05:21:30] create game plans. Like you're the person who's in their corner that really
[05:21:31] person who's in their corner that really eliminates anything that could get in
[05:21:33] eliminates anything that could get in their way to get them that they could
[05:21:35] their way to get them that they could actually say yes, to get them to move
[05:21:37] actually say yes, to get them to move forward. Like you're there to remove all
[05:21:39] forward. Like you're there to remove all their limitations. Make it easy for them
[05:21:41] their limitations. Make it easy for them to say yes so they can move forward.
[05:21:43] to say yes so they can move forward. Like that's why you're there. And for
[05:21:46] Like that's why you're there. And for whatever reason, if they're not moving
[05:21:47] whatever reason, if they're not moving forward, okay, it's to reframe their
[05:21:49] forward, okay, it's to reframe their beliefs and get them to think
[05:21:50] beliefs and get them to think resourceful. How can we make this
[05:21:51] resourceful. How can we make this happen? How can we make this happen? Put
[05:21:53] happen? How can we make this happen? Put the pressure on them to create
[05:21:55] the pressure on them to create decisions, create opportunities for
[05:21:58] decisions, create opportunities for themselves to solve their problems.
[05:21:59] themselves to solve their problems. That's really all you're doing.
[05:22:01] That's really all you're doing. Okay. How do we actually deal with fear
[05:22:03] Okay. How do we actually deal with fear objections? Cuz what will happen is
[05:22:05] objections? Cuz what will happen is sometimes or often right uh when the
[05:22:09] sometimes or often right uh when the money and everything everything makes
[05:22:10] money and everything everything makes sense but then they stop making sense.
[05:22:12] sense but then they stop making sense. So you can understand when a prospect is
[05:22:15] So you can understand when a prospect is fearful and not moving forward when the
[05:22:18] fearful and not moving forward when the objections stop making sense. Okay? When
[05:22:20] objections stop making sense. Okay? When they stop making sense and you have
[05:22:22] they stop making sense and you have money tied off what I'll do and I'll
[05:22:24] money tied off what I'll do and I'll show you how to do it. You just dive
[05:22:25] show you how to do it. You just dive directly into fear. The easiest fear
[05:22:28] directly into fear. The easiest fear objection that is really easy to bridge
[05:22:31] objection that is really easy to bridge into fear that I found that worked for
[05:22:32] into fear that I found that worked for me, works for all the clients that I
[05:22:34] me, works for all the clients that I help is the ABCs of fear. ABC, admit
[05:22:37] help is the ABCs of fear. ABC, admit that they're fearful, befriend the fear,
[05:22:39] that they're fearful, befriend the fear, and then we convert the fear. And I'll
[05:22:41] and then we convert the fear. And I'll go a lot more in depth on like fear
[05:22:42] go a lot more in depth on like fear objections here in a bit, but that is
[05:22:44] objections here in a bit, but that is just a basic framework. And anytime that
[05:22:47] just a basic framework. And anytime that somebody is fearful, I'm going to bridge
[05:22:50] somebody is fearful, I'm going to bridge into the fact that they are fearful.
[05:22:51] into the fact that they are fearful. Like it makes sense. I tied off money.
[05:22:53] Like it makes sense. I tied off money. I'm always going to say it just like
[05:22:54] I'm always going to say it just like this. Yeah, man. I I I get where you're
[05:22:57] this. Yeah, man. I I I get where you're I get where you're coming from. And I
[05:22:59] I get where you're coming from. And I don't want to say like um you know like
[05:23:01] don't want to say like um you know like taking that leap is scary, but it's kind
[05:23:02] taking that leap is scary, but it's kind of scary in a way, right? It's very easy
[05:23:05] of scary in a way, right? It's very easy for them to buy into it because like I
[05:23:06] for them to buy into it because like I don't want to say scary, but it's scary.
[05:23:09] don't want to say scary, but it's scary. It's just a real soft way of getting
[05:23:11] It's just a real soft way of getting them to admit that they're fearful. Now,
[05:23:12] them to admit that they're fearful. Now, if you just tell somebody and and I hear
[05:23:14] if you just tell somebody and and I hear this quite a bit, it's like it sounds
[05:23:15] this quite a bit, it's like it sounds like there's just a bit of nerves, like
[05:23:17] like there's just a bit of nerves, like 50-50 shot on like they'll actually buy
[05:23:19] 50-50 shot on like they'll actually buy into that frame because some people
[05:23:20] into that frame because some people don't want to admit that they have
[05:23:22] don't want to admit that they have nerves or that they're fearful. But if
[05:23:24] nerves or that they're fearful. But if you would say, I I don't want to say
[05:23:25] you would say, I I don't want to say it's a it's a bit of nerves, but it's
[05:23:27] it's a it's a bit of nerves, but it's kind of made of nerves, right? And that
[05:23:28] kind of made of nerves, right? And that last part is quicker. It's just easy for
[05:23:30] last part is quicker. It's just easy for them to buy in. And you want to go ahead
[05:23:32] them to buy in. And you want to go ahead and you shake your head when you say
[05:23:33] and you shake your head when you say that. That's going to get make it to
[05:23:35] that. That's going to get make it to where it's easy for them to buy in. Now,
[05:23:37] where it's easy for them to buy in. Now, once we get them to admit that they're
[05:23:38] once we get them to admit that they're fearful, we want them to befriend the
[05:23:41] fearful, we want them to befriend the fear. So, it's like, hey, this fear is a
[05:23:44] fear. So, it's like, hey, this fear is a good thing. So, it's like, hey, what
[05:23:46] good thing. So, it's like, hey, what you're feeling right now is exactly what
[05:23:47] you're feeling right now is exactly what you're supposed to be feeling because
[05:23:48] you're supposed to be feeling because who grows in their comfort zone, right?
[05:23:50] who grows in their comfort zone, right? Nobody, right? So if you're sitting
[05:23:52] Nobody, right? So if you're sitting there like cool as a cucumber, dude, I
[05:23:53] there like cool as a cucumber, dude, I have to check your pulse, right? You
[05:23:55] have to check your pulse, right? You know what I mean? So it's like what
[05:23:56] know what I mean? So it's like what you're feeling right now is good because
[05:23:58] you're feeling right now is good because it means like we're outside of our
[05:23:59] it means like we're outside of our comfort zone. Means like we're growing
[05:24:01] comfort zone. Means like we're growing and then C convert. So all all we can do
[05:24:04] and then C convert. So all all we can do cuz we can't get rid of this feeling.
[05:24:06] cuz we can't get rid of this feeling. All we can do is we can just decide on
[05:24:08] All we can do is we can just decide on how we use this feeling. Okay? Because
[05:24:10] how we use this feeling. Okay? Because we have two options. Like number one, we
[05:24:12] we have two options. Like number one, we can allow it to restrict us. We don't do
[05:24:14] can allow it to restrict us. We don't do anything and we stay in the same
[05:24:16] anything and we stay in the same situation. Or number two is we can shape
[05:24:18] situation. Or number two is we can shape it. We can shape it and to take a
[05:24:19] it. We can shape it and to take a massive action. We put some skin in the
[05:24:21] massive action. We put some skin in the game, then this has to work. Which one
[05:24:22] game, then this has to work. Which one would you rather do? Why? Okay, but what
[05:24:25] would you rather do? Why? Okay, but what if you don't though, right? Consequence.
[05:24:27] if you don't though, right? Consequence. So, especially cuz what this is is a
[05:24:30] So, especially cuz what this is is a reframe. And the typical structure I'll
[05:24:32] reframe. And the typical structure I'll have for a reframe, and I'll go more in
[05:24:33] have for a reframe, and I'll go more in depth in it, is again, get buy in,
[05:24:38] depth in it, is again, get buy in, ask to reframe, give a reframe,
[05:24:43] ask to reframe, give a reframe, binary,
[05:24:44] binary, why? Okay. Consequence on the second
[05:24:47] why? Okay. Consequence on the second one. So, you give them two options.
[05:24:49] one. So, you give them two options. Especially when they're fearful, you
[05:24:50] Especially when they're fearful, you give them two options. Make it easy for
[05:24:52] give them two options. Make it easy for them to take a step in your direction.
[05:24:54] them to take a step in your direction. Okay? You ask after they take a step in
[05:24:57] Okay? You ask after they take a step in your direction, you ask them why. You
[05:24:58] your direction, you ask them why. You want to get more buy in on it. And then
[05:25:00] want to get more buy in on it. And then you consequence the first thing that you
[05:25:01] you consequence the first thing that you said, right? Either constrict us or take
[05:25:04] said, right? Either constrict us or take more action, right? The deer analogy,
[05:25:07] more action, right? The deer analogy, right? Like we're like a deer in
[05:25:08] right? Like we're like a deer in headlights. So, right now we have our
[05:25:10] headlights. So, right now we have our current situation like coming down at us
[05:25:12] current situation like coming down at us like on the road. So, we have two
[05:25:13] like on the road. So, we have two options right now. We can allow it to
[05:25:15] options right now. We can allow it to hit us, right? first option or number
[05:25:18] hit us, right? first option or number two is we can use that fear to get out
[05:25:20] two is we can use that fear to get out of the way. Which one would you rather
[05:25:21] of the way. Which one would you rather do? But why why would you want to get
[05:25:23] do? But why why would you want to get out of the way? But what if you don't
[05:25:24] out of the way? But what if you don't though, right? Same thing every single
[05:25:26] though, right? Same thing every single time. Okay, practicing and improving
[05:25:28] time. Okay, practicing and improving objection handling. So, how do you get
[05:25:30] objection handling. So, how do you get better at objection handling? So,
[05:25:32] better at objection handling? So, there's three things that we can do. We
[05:25:33] there's three things that we can do. We can role play, seek feedback, and always
[05:25:35] can role play, seek feedback, and always be learning. So, when we're talking
[05:25:37] be learning. So, when we're talking about role playing, the thing that I
[05:25:38] about role playing, the thing that I always suggest is you hop on a call,
[05:25:41] always suggest is you hop on a call, right? Role play partner. And it always
[05:25:44] right? Role play partner. And it always needs to be harder than what a real
[05:25:46] needs to be harder than what a real conversation would be. How I got really
[05:25:48] conversation would be. How I got really good at objection handling is I would
[05:25:50] good at objection handling is I would sit on a call and I would just tell the
[05:25:52] sit on a call and I would just tell the person I was objection handling with,
[05:25:54] person I was objection handling with, "Hey, you cannot say yes to me. No
[05:25:55] "Hey, you cannot say yes to me. No matter what happens, no matter how much
[05:25:58] matter what happens, no matter how much convincing I am, no matter how smooth,
[05:26:01] convincing I am, no matter how smooth, no matter how good I am, no matter how
[05:26:03] no matter how good I am, no matter how much you want to say yes, Christian,
[05:26:05] much you want to say yes, Christian, take my money. You cannot say yes to
[05:26:06] take my money. You cannot say yes to me." Okay? And what this did is a couple
[05:26:09] me." Okay? And what this did is a couple things. It's like number one, it caused
[05:26:11] things. It's like number one, it caused me to be start being very good at like
[05:26:13] me to be start being very good at like thinking on my feet, okay? Because
[05:26:15] thinking on my feet, okay? Because thinking on your feet and having
[05:26:16] thinking on your feet and having something to say, being able to direct
[05:26:18] something to say, being able to direct the conversation, being able to sound
[05:26:19] the conversation, being able to sound confident, even if you're not entirely
[05:26:21] confident, even if you're not entirely sure where you're going, it is a skill
[05:26:23] sure where you're going, it is a skill set. It is a muscle that you need to
[05:26:25] set. It is a muscle that you need to learn. Okay? So, roleplaying very hard
[05:26:28] learn. Okay? So, roleplaying very hard situations allows you to build that
[05:26:31] situations allows you to build that muscle. Okay? So, what I would do is I
[05:26:33] muscle. Okay? So, what I would do is I would do these role plays and then I
[05:26:35] would do these role plays and then I would ask for feedback. Okay? Seek
[05:26:37] would ask for feedback. Okay? Seek feedback. I would listen to these role
[05:26:38] feedback. I would listen to these role plays. Id listen to my own calls. I'm
[05:26:40] plays. Id listen to my own calls. I'm like, "Okay, when was I being the most
[05:26:42] like, "Okay, when was I being the most convincing and then what I would do is I
[05:26:44] convincing and then what I would do is I would go back and I would refine a lot
[05:26:47] would go back and I would refine a lot of those word tracks that I was using."
[05:26:49] of those word tracks that I was using." So, a lot of the word tracks that I'm
[05:26:50] So, a lot of the word tracks that I'm showing you, especially like fear
[05:26:52] showing you, especially like fear reframes and different things like that,
[05:26:53] reframes and different things like that, it's like it's what I was able to create
[05:26:55] it's like it's what I was able to create for myself because it made sense to me.
[05:26:58] for myself because it made sense to me. This is how I think about fear um from
[05:27:00] This is how I think about fear um from books I read, from podcasts, whatever it
[05:27:02] books I read, from podcasts, whatever it is. And I refined it to make it make it
[05:27:05] is. And I refined it to make it make it better, better, and better. And then for
[05:27:07] better, better, and better. And then for me, like you know, I always invested in
[05:27:08] me, like you know, I always invested in coaching. I would get feedback from
[05:27:09] coaching. I would get feedback from coaching like, "Hey, I'm having problems
[05:27:10] coaching like, "Hey, I'm having problems with this." So, I would always again
[05:27:12] with this." So, I would always again listen back to your own calls, ask
[05:27:14] listen back to your own calls, ask questions, and help dial in your
[05:27:16] questions, and help dial in your process. I think a coach really helps.
[05:27:18] process. I think a coach really helps. You don't have to pick me. Pick whoever
[05:27:19] You don't have to pick me. Pick whoever the [ __ ] you want, but that is always
[05:27:21] the [ __ ] you want, but that is always great to seek feedback. And then always
[05:27:23] great to seek feedback. And then always as well is always be learning. Human
[05:27:26] as well is always be learning. Human persuasion is a neverending learning
[05:27:28] persuasion is a neverending learning experience. That's the best salespeople
[05:27:30] experience. That's the best salespeople never quit learning or think they had
[05:27:32] never quit learning or think they had figured it all out. Either sales
[05:27:34] figured it all out. Either sales training is something you do or
[05:27:37] training is something you do or something you did. You have to decide.
[05:27:38] something you did. You have to decide. Again, that's a binary, right? So, is
[05:27:40] Again, that's a binary, right? So, is sales training something you did or
[05:27:42] sales training something you did or sales training something you do? Oh, I
[05:27:43] sales training something you do? Oh, I do it. Okay. Why though? But what if you
[05:27:46] do it. Okay. Why though? But what if you what if it just becomes something you
[05:27:47] what if it just becomes something you did? Consequence. I got you
[05:27:49] did? Consequence. I got you [ __ ] Right. So, always be
[05:27:51] [ __ ] Right. So, always be learning. Always be improving. This is
[05:27:52] learning. Always be improving. This is something to where again, I've been in
[05:27:54] something to where again, I've been in the game for 5 years. I'm constantly
[05:27:55] the game for 5 years. I'm constantly still obsessed with this [ __ ] So, if I
[05:27:58] still obsessed with this [ __ ] So, if I can constantly be improving and the
[05:28:00] can constantly be improving and the people that I look at that are even
[05:28:02] people that I look at that are even further ahead than me in terms of like
[05:28:04] further ahead than me in terms of like their sales career, like 17 years, 20
[05:28:06] their sales career, like 17 years, 20 years into it, right? Old as [ __ ]
[05:28:08] years into it, right? Old as [ __ ] people, you know what I mean? And
[05:28:09] people, you know what I mean? And they're constantly improving and
[05:28:11] they're constantly improving and learning like I can be too. Okay? So,
[05:28:13] learning like I can be too. Okay? So, it's that constant just thing in your
[05:28:15] it's that constant just thing in your head of like, hey, how do I always get
[05:28:16] head of like, hey, how do I always get better? How do I always improve? How do
[05:28:18] better? How do I always improve? How do I always simplify? How do I always just
[05:28:19] I always simplify? How do I always just make this better? All right, that's how
[05:28:22] make this better? All right, that's how we do it. So when we take a look at the
[05:28:24] we do it. So when we take a look at the actual like objection handling like
[05:28:26] actual like objection handling like overview. So we have some like rules so
[05:28:28] overview. So we have some like rules so you like you have an understanding about
[05:28:30] you like you have an understanding about how it actually goes. Let's go over like
[05:28:32] how it actually goes. Let's go over like an overview of typically how an
[05:28:34] an overview of typically how an objection handling session will go. Like
[05:28:36] objection handling session will go. Like you get to the end they give you an
[05:28:37] you get to the end they give you an objection. So just understand like we
[05:28:40] objection. So just understand like we said before objections are limitations.
[05:28:41] said before objections are limitations. As a closer you can't buy into people's
[05:28:43] As a closer you can't buy into people's limitations. You got to handle their
[05:28:45] limitations. You got to handle their objections for them. So again
[05:28:46] objections for them. So again presentation it needs to be custom to
[05:28:48] presentation it needs to be custom to them. Okay? Do not skip that part
[05:28:51] them. Okay? Do not skip that part because if people are not bought in on
[05:28:53] because if people are not bought in on the value, objection handling becomes 10
[05:28:56] the value, objection handling becomes 10 times harder. So before you actually
[05:28:58] times harder. So before you actually dive into the like the price, you always
[05:29:01] dive into the like the price, you always want to tie off the value. Okay. So
[05:29:03] want to tie off the value. Okay. So before we dive into the investment, do
[05:29:05] before we dive into the investment, do you feel like with what we covered the
[05:29:06] you feel like with what we covered the structure of everything that would get
[05:29:07] structure of everything that would get you from current state to desired state?
[05:29:09] you from current state to desired state? Why do you feel like it would though?
[05:29:10] Why do you feel like it would though? Okay. Always, always, always tie this
[05:29:13] Okay. Always, always, always tie this off. If it's tied off, right, we got
[05:29:16] off. If it's tied off, right, we got three objections. Value, money, time. I
[05:29:19] three objections. Value, money, time. I am eliminating one of the objections.
[05:29:20] am eliminating one of the objections. I'm making this so much simpler in my
[05:29:22] I'm making this so much simpler in my head. It's either time or money. Okay?
[05:29:24] head. It's either time or money. Okay? Broke people, they always have time.
[05:29:25] Broke people, they always have time. It's only money, bro. Okay? So, once we
[05:29:28] It's only money, bro. Okay? So, once we have that, we go for price. We ask for
[05:29:29] have that, we go for price. We ask for the sale. So, they can only give you
[05:29:30] the sale. So, they can only give you three things. They can either give you
[05:29:32] three things. They can either give you money, time, or a bunch of [ __ ] So,
[05:29:36] money, time, or a bunch of [ __ ] So, your job if they give you [ __ ] is
[05:29:38] your job if they give you [ __ ] is just to bring it either to money or
[05:29:39] just to bring it either to money or time. If they give you value, for
[05:29:42] time. If they give you value, for example, sometimes this will come up,
[05:29:44] example, sometimes this will come up, then you just need to go back into the
[05:29:46] then you just need to go back into the presentation and make sure you tie off
[05:29:48] presentation and make sure you tie off value. You cannot move forward if value
[05:29:50] value. You cannot move forward if value is still on their table. If they don't
[05:29:52] is still on their table. If they don't think it'll actually work for them, do
[05:29:54] think it'll actually work for them, do not pass go. Do not collect $200 or
[05:29:56] not pass go. Do not collect $200 or $100, however much you collect when you
[05:29:58] $100, however much you collect when you pass go. Like, you can't move forward.
[05:30:00] pass go. Like, you can't move forward. Okay. Now, once we have value tied off,
[05:30:03] Okay. Now, once we have value tied off, it's either money or time. We got them
[05:30:05] it's either money or time. We got them to admit we we got out of this smokec
[05:30:07] to admit we we got out of this smokec screen [ __ ] and we got them to admit
[05:30:09] screen [ __ ] and we got them to admit it's either money or time. Now we run
[05:30:11] it's either money or time. Now we run into the objection balance. So the thing
[05:30:13] into the objection balance. So the thing is you have to understand when you are
[05:30:15] is you have to understand when you are in objections
[05:30:17] in objections you have two things that you are
[05:30:19] you have two things that you are fighting their objection and why they
[05:30:21] fighting their objection and why they would do it. So what happens in the
[05:30:24] would do it. So what happens in the objection handling process is at first
[05:30:26] objection handling process is at first like you told them the price oh my god
[05:30:29] like you told them the price oh my god this is so much [ __ ] money. their
[05:30:30] this is so much [ __ ] money. their objection is so much bigger than their
[05:30:33] objection is so much bigger than their why. And it's your job to at least make
[05:30:36] why. And it's your job to at least make their why on par to their objection.
[05:30:38] their why on par to their objection. Like it it means as much, but at the end
[05:30:41] Like it it means as much, but at the end to get them to do it, their objection
[05:30:44] to get them to do it, their objection needs to be less than their why. Their
[05:30:46] needs to be less than their why. Their why needs to be so so much bigger. Okay.
[05:30:50] why needs to be so so much bigger. Okay. So, how do we do that? So, we go ahead.
[05:30:53] So, how do we do that? So, we go ahead. We need to isolate, get buy in like we
[05:30:55] We need to isolate, get buy in like we said, and then we're going to have a
[05:30:57] said, and then we're going to have a debate, a reframe. You need to make a
[05:30:59] debate, a reframe. You need to make a point. And typically, like I said, it's
[05:31:01] point. And typically, like I said, it's going to be uh like a binary,
[05:31:04] going to be uh like a binary, okay? Binary on whatever it is, okay?
[05:31:08] okay? Binary on whatever it is, okay? Get them to buy in. Get them to take
[05:31:10] Get them to buy in. Get them to take steps in your direction. Make it easier
[05:31:12] steps in your direction. Make it easier for them to say yes. And how do we then
[05:31:14] for them to say yes. And how do we then from there like after we get them to
[05:31:16] from there like after we get them to take a step in our direction? We ask
[05:31:17] take a step in our direction? We ask them why. We need a bit of leverage.
[05:31:19] them why. We need a bit of leverage. Okay. How do we get leverage? Typically,
[05:31:21] Okay. How do we get leverage? Typically, it's through consequence. Well, well,
[05:31:23] it's through consequence. Well, well, like what happens like if we don't? Now,
[05:31:24] like what happens like if we don't? Now, after we get leverage, we get
[05:31:26] after we get leverage, we get commitment. So, I go ahead like, "Hey,
[05:31:30] commitment. So, I go ahead like, "Hey, they tell me the money objection, right?
[05:31:31] they tell me the money objection, right? For example, hey, I don't have the
[05:31:34] For example, hey, I don't have the money." Again, they're throwing their
[05:31:35] money." Again, they're throwing their hands up. So, this isn't a logistical
[05:31:37] hands up. So, this isn't a logistical money. They're like, "Hey, I just don't
[05:31:38] money. They're like, "Hey, I just don't have it." Right? Statement. What What
[05:31:42] have it." Right? Statement. What What are they saying? What do they mean?
[05:31:44] are they saying? What do they mean? Okay. Okay. Not a problem. Uh, what do
[05:31:46] Okay. Okay. Not a problem. Uh, what do you mean by you don't have the money?
[05:31:48] you mean by you don't have the money? Right? Clarify. Money aside, would you
[05:31:50] Right? Clarify. Money aside, would you do it? So, that is isolating and getting
[05:31:53] do it? So, that is isolating and getting to their why. Why though? Why actually
[05:31:55] to their why. Why though? Why actually invest in yourself so you can get XYZ
[05:31:57] invest in yourself so you can get XYZ outcome? Now they have their why. I'm
[05:31:59] outcome? Now they have their why. I'm starting to move like on their why.
[05:32:01] starting to move like on their why. That's when I'm going to make a reframe.
[05:32:04] That's when I'm going to make a reframe. So really easy. Can I make a suggestion?
[05:32:06] So really easy. Can I make a suggestion? What's riskier at the end of the day? Is
[05:32:08] What's riskier at the end of the day? Is it riskier to remove that limitation? We
[05:32:10] it riskier to remove that limitation? We find the money so we can actually get
[05:32:11] find the money so we can actually get our outcome or is it riskier for you to
[05:32:14] our outcome or is it riskier for you to keep doing what you're doing now and god
[05:32:15] keep doing what you're doing now and god forbid the situation gets worse?
[05:32:18] forbid the situation gets worse? Right? What's riskier in your head?
[05:32:20] Right? What's riskier in your head? Okay. Why is it riskier to stay the same
[05:32:23] Okay. Why is it riskier to stay the same again? Now what do I have? I got buy in
[05:32:26] again? Now what do I have? I got buy in on the frame and now I'm getting
[05:32:28] on the frame and now I'm getting leverage. Why? They're taking steps in
[05:32:31] leverage. Why? They're taking steps in my direction. So what happens if we do
[05:32:33] my direction. So what happens if we do stay the same? Like what are the
[05:32:35] stay the same? Like what are the day-to-day ramifications if that happens
[05:32:37] day-to-day ramifications if that happens a year from now? I'm getting
[05:32:39] a year from now? I'm getting consequence. This gives me leverage. Now
[05:32:41] consequence. This gives me leverage. Now after I have leverage, they're in the
[05:32:43] after I have leverage, they're in the right state. They're thinking more
[05:32:45] right state. They're thinking more resourcefully. That's when I'll get
[05:32:46] resourcefully. That's when I'll get commitment. Okay. So what am I doing
[05:32:49] commitment. Okay. So what am I doing when I'm getting commitment? So, what
[05:32:51] when I'm getting commitment? So, what I'm doing when I'm getting commitment is
[05:32:52] I'm doing when I'm getting commitment is I'm shifting the meaning of what is
[05:32:54] I'm shifting the meaning of what is hard. Okay? So, a lot of the uh
[05:32:57] hard. Okay? So, a lot of the uh objection handling techniques uh and I
[05:32:59] objection handling techniques uh and I go a lot more in depth uh when I work
[05:33:01] go a lot more in depth uh when I work one-on-one with somebody, but a lot of
[05:33:03] one-on-one with somebody, but a lot of the objection handling techniques are
[05:33:04] the objection handling techniques are just NLP like slide a mouse. And one of
[05:33:07] just NLP like slide a mouse. And one of the easiest ones you can do is changing
[05:33:08] the easiest ones you can do is changing the meaning of something. So, I want to
[05:33:10] the meaning of something. So, I want to change the meaning from money being hard
[05:33:13] change the meaning from money being hard to commitment being hard. So, I'm like,
[05:33:14] to commitment being hard. So, I'm like, "Hey man, I appreciate you being open
[05:33:16] "Hey man, I appreciate you being open with me. Money is the easy part. Like,
[05:33:18] with me. Money is the easy part. Like, we can figure that out. Money is never
[05:33:19] we can figure that out. Money is never any like the reason people don't move
[05:33:21] any like the reason people don't move forward with us. The hard part is just a
[05:33:23] forward with us. The hard part is just a commitment to change and actually doing
[05:33:24] commitment to change and actually doing the work. So are you actually committed
[05:33:26] the work. So are you actually committed to do what it takes? Why? So I took the
[05:33:29] to do what it takes? Why? So I took the focus off the money and now the focus is
[05:33:31] focus off the money and now the focus is on are they actually committed? So once
[05:33:33] on are they actually committed? So once you have commitment then we're in
[05:33:35] you have commitment then we're in negotiation. Okay. What do you have? So
[05:33:37] negotiation. Okay. What do you have? So in terms of like negotiation understand
[05:33:40] in terms of like negotiation understand you want to have leverage in
[05:33:42] you want to have leverage in negotiation. How do you have leverage in
[05:33:44] negotiation. How do you have leverage in negotiation? You know what the other
[05:33:45] negotiation? You know what the other person has. So, I'm going to ask, okay,
[05:33:48] person has. So, I'm going to ask, okay, so if you're a committed man, I want to
[05:33:49] so if you're a committed man, I want to see you win. Let's not focus on what we
[05:33:51] see you win. Let's not focus on what we can't do. Let's focus on what we can do.
[05:33:54] can't do. Let's focus on what we can do. Bills, expenses aside, it's not going to
[05:33:56] Bills, expenses aside, it's not going to put you in tough spot. What can you do?
[05:33:58] put you in tough spot. What can you do? Okay, then I get a number out of them.
[05:34:00] Okay, then I get a number out of them. Then once I get a number out of them and
[05:34:02] Then once I get a number out of them and I'm like, okay, that works. Okay, let's
[05:34:04] I'm like, okay, that works. Okay, let's go ahead and move forward. If they don't
[05:34:06] go ahead and move forward. If they don't move forward, now it's fear, right?
[05:34:08] move forward, now it's fear, right? There's something that is holding them
[05:34:09] There's something that is holding them back. Fear or decision-m process. So
[05:34:12] back. Fear or decision-m process. So typically when we go about fear okay
[05:34:14] typically when we go about fear okay it's once we understand that it's fear
[05:34:16] it's once we understand that it's fear we bridge into fear like we did with the
[05:34:18] we bridge into fear like we did with the ABCs of fear okay we reframe leverage we
[05:34:22] ABCs of fear okay we reframe leverage we get more consequence we ask for the sale
[05:34:24] get more consequence we ask for the sale again okay and then if more fear comes
[05:34:26] again okay and then if more fear comes up we're going to add intensity right
[05:34:29] up we're going to add intensity right we're going to be a little bit more
[05:34:30] we're going to be a little bit more straightforward like the ABCs of fear
[05:34:32] straightforward like the ABCs of fear pretty easy breezy I'll take you through
[05:34:33] pretty easy breezy I'll take you through a couple more fear reframes it's going
[05:34:35] a couple more fear reframes it's going to increase with with intensity every
[05:34:38] to increase with with intensity every single time you do a fear objection okay
[05:34:41] single time you do a fear objection okay What you need to do when you are
[05:34:43] What you need to do when you are handling fear is you need to listen to
[05:34:44] handling fear is you need to listen to their language.
[05:34:46] their language. Believe it or not, you need to listen to
[05:34:47] Believe it or not, you need to listen to people, okay? Understand their beliefs
[05:34:49] people, okay? Understand their beliefs and you customize the frames. So, your
[05:34:52] and you customize the frames. So, your fear reframes should not sound the exact
[05:34:55] fear reframes should not sound the exact same to everyone. Like, yes, I use the
[05:34:57] same to everyone. Like, yes, I use the same basic frameworks for all the frames
[05:35:00] same basic frameworks for all the frames and that's a really great way to start,
[05:35:02] and that's a really great way to start, but it needs to shape and shift on
[05:35:04] but it needs to shape and shift on what's important to them each and every
[05:35:06] what's important to them each and every time. And then you do this two to three
[05:35:08] time. And then you do this two to three times.
[05:35:09] times. Now, for whatever reason, let's say that
[05:35:12] Now, for whatever reason, let's say that they don't move forward, right? Like you
[05:35:14] they don't move forward, right? Like you you like you're you've been objection
[05:35:15] you like you're you've been objection handling fear for 30, 45 minutes,
[05:35:17] handling fear for 30, 45 minutes, whatever it is. You got a call coming
[05:35:19] whatever it is. You got a call coming up. You're like, "Shit, this person
[05:35:21] up. You're like, "Shit, this person can't overcome their fear." What you can
[05:35:23] can't overcome their fear." What you can do is go for the juggler by using the
[05:35:26] do is go for the juggler by using the nice versus kind reframe. Okay, what is
[05:35:28] nice versus kind reframe. Okay, what is a nice versus kind reframe? Okay, it's
[05:35:30] a nice versus kind reframe? Okay, it's going to go something a little bit like
[05:35:31] going to go something a little bit like this. Hey, do you know the difference
[05:35:32] this. Hey, do you know the difference between being nice versus being kind?
[05:35:35] between being nice versus being kind? Now, you can use a different analogy,
[05:35:36] Now, you can use a different analogy, but I am a young guy. I speak to a lot
[05:35:39] but I am a young guy. I speak to a lot of young men, right, when I'm selling
[05:35:40] of young men, right, when I'm selling them. If I'm if I'm selling to a woman,
[05:35:42] them. If I'm if I'm selling to a woman, I'll probably use a little bit of a
[05:35:44] I'll probably use a little bit of a different analogy. But this is the one
[05:35:45] different analogy. But this is the one that I've seen work the best, always
[05:35:47] that I've seen work the best, always gets buying, is, "Hey man, do you know
[05:35:50] gets buying, is, "Hey man, do you know the difference between being nice and
[05:35:51] the difference between being nice and being kind?" Well, picture this. Like,
[05:35:52] being kind?" Well, picture this. Like, we're out at the bar. We're talking to
[05:35:54] we're out at the bar. We're talking to some ladies and like my breath like it
[05:35:55] some ladies and like my breath like it stinks. Like, it stinks bad, dude. If
[05:35:57] stinks. Like, it stinks bad, dude. If you're nice, you want to say anything
[05:35:59] you're nice, you want to say anything because you'd be worried about what I
[05:36:01] because you'd be worried about what I would think or what I would say. On the
[05:36:03] would think or what I would say. On the other hand, if you were kind, you pull
[05:36:04] other hand, if you were kind, you pull me aside. You say, "Hey, dude, your
[05:36:06] me aside. You say, "Hey, dude, your breath is kicking right now." Right?
[05:36:07] breath is kicking right now." Right? breast stinks. It's killing your game.
[05:36:09] breast stinks. It's killing your game. Here's some gum and let's get back out
[05:36:11] Here's some gum and let's get back out there because you want what's best for
[05:36:13] there because you want what's best for me and what's going to get me the best
[05:36:15] me and what's going to get me the best outcome. Right? Do you mind if I'm a
[05:36:17] outcome. Right? Do you mind if I'm a little bit kind right now? So, you're
[05:36:19] little bit kind right now? So, you're basically saying like, "Hey, you're
[05:36:21] basically saying like, "Hey, you're you're framing it like, hey, if I was
[05:36:23] you're framing it like, hey, if I was nice, I wouldn't say these things
[05:36:24] nice, I wouldn't say these things because I'm worried about what you would
[05:36:26] because I'm worried about what you would say. If I'm kind, I'm going to say the
[05:36:28] say. If I'm kind, I'm going to say the hard truth that's going to get you the
[05:36:29] hard truth that's going to get you the best outcomes. Do you mind if I'm kind?"
[05:36:32] best outcomes. Do you mind if I'm kind?" Yes. Then you go for the jugular. Now, I
[05:36:35] Yes. Then you go for the jugular. Now, I can't tell you exactly what to say when
[05:36:37] can't tell you exactly what to say when you're going for the jugular because for
[05:36:38] you're going for the jugular because for every single person you're going to be
[05:36:40] every single person you're going to be talking to, it's going to be a little
[05:36:41] talking to, it's going to be a little bit different. But this is going to
[05:36:42] bit different. But this is going to start to be a very, very, very direct
[05:36:47] start to be a very, very, very direct conversation. So, whatever conversation
[05:36:49] conversation. So, whatever conversation you've had up until that point, like all
[05:36:51] you've had up until that point, like all the leverage, why they need to change,
[05:36:53] the leverage, why they need to change, you're going to start being a lot more
[05:36:54] you're going to start being a lot more direct with them. It's like, "Hey, man,
[05:36:56] direct with them. It's like, "Hey, man, what do we got to do? Like, how like you
[05:36:58] what do we got to do? Like, how like you making decisions right now? You need to
[05:36:59] making decisions right now? You need to hop off this call and not actually take
[05:37:01] hop off this call and not actually take action. Like, how are you showing up as
[05:37:02] action. Like, how are you showing up as a father making decisions that way?"
[05:37:03] a father making decisions that way?" You're like, You're [ __ ] getting in
[05:37:05] You're like, You're [ __ ] getting in there. Now, when it comes to how far do
[05:37:08] there. Now, when it comes to how far do you go? Cuz this is a question I get a
[05:37:10] you go? Cuz this is a question I get a lot. So, if this is a line of like, hey,
[05:37:13] lot. So, if this is a line of like, hey, this is perfect. How far you go? If
[05:37:16] this is perfect. How far you go? If you've never crossed a line, you're
[05:37:17] you've never crossed a line, you're never going to find out where that line
[05:37:19] never going to find out where that line is. So, if you've never if you've never
[05:37:22] is. So, if you've never if you've never gotten a complaint, bro, you're not
[05:37:24] gotten a complaint, bro, you're not going hard enough, right? Like, you
[05:37:26] going hard enough, right? Like, you should be you should have to cross the
[05:37:28] should be you should have to cross the line in order to find out where the line
[05:37:30] line in order to find out where the line is rather than [ __ ] footing up to the
[05:37:32] is rather than [ __ ] footing up to the line. like doing this like you're never
[05:37:34] line. like doing this like you're never going to quite get there but if you
[05:37:35] going to quite get there but if you cross a line you can pull it back and
[05:37:37] cross a line you can pull it back and there's been times where it's like I've
[05:37:38] there's been times where it's like I've I've crossed a line. I remember for
[05:37:41] I've crossed a line. I remember for example on one call specifically it was
[05:37:43] example on one call specifically it was this older gentleman right when I was
[05:37:46] this older gentleman right when I was selling uh you know sales training for
[05:37:48] selling uh you know sales training for uh a particular company right um and
[05:37:52] uh a particular company right um and what happened was I I I was talking to
[05:37:54] what happened was I I I was talking to him it we're really getting hard into
[05:37:56] him it we're really getting hard into objection handling older guy super super
[05:37:58] objection handling older guy super super fearful uh you'd be surprised there
[05:38:00] fearful uh you'd be surprised there people who have been stuck in their way
[05:38:01] people who have been stuck in their way they're making like 100k a year for like
[05:38:04] they're making like 100k a year for like 20 years and they're like oh like I
[05:38:05] 20 years and they're like oh like I don't really need to make a change I'm
[05:38:07] don't really need to make a change I'm like oh [ __ ] [ __ ] um And like I was
[05:38:10] like oh [ __ ] [ __ ] um And like I was basically telling him like, "Hey man,
[05:38:11] basically telling him like, "Hey man, like I'm I'm much younger than you and
[05:38:13] like I'm I'm much younger than you and so much further in my sales career. It's
[05:38:15] so much further in my sales career. It's because I invested in myself." And what
[05:38:17] because I invested in myself." And what he said is, "I don't believe you, right?
[05:38:20] he said is, "I don't believe you, right? Like I don't believe you. All these
[05:38:21] Like I don't believe you. All these people are saying like they make money.
[05:38:22] people are saying like they make money. I don't believe you." Blah blah blah
[05:38:23] I don't believe you." Blah blah blah blah blah. I'm like, "Hey man, do you
[05:38:24] blah blah. I'm like, "Hey man, do you want to you want to compare commission
[05:38:25] want to you want to compare commission checks, right? Let's pull him up right
[05:38:27] checks, right? Let's pull him up right now. Like what do you got?" Like that's
[05:38:28] now. Like what do you got?" Like that's exactly what I said. And he just [ __ ]
[05:38:30] exactly what I said. And he just [ __ ] hung up. He exited the Zoom. Um so I
[05:38:33] hung up. He exited the Zoom. Um so I crossed the line on that one. I should
[05:38:34] crossed the line on that one. I should probably not be that confrontational in
[05:38:37] probably not be that confrontational in my objection handling, but I'm never
[05:38:38] my objection handling, but I'm never going to know that unless I cross the
[05:38:40] going to know that unless I cross the line. And I've gotten a few complaints
[05:38:41] line. And I've gotten a few complaints like doing things like that, but that's
[05:38:44] like doing things like that, but that's when I'm able to pull back and I'm able
[05:38:45] when I'm able to pull back and I'm able to gauge it because with some people
[05:38:47] to gauge it because with some people that might work. So, you got to
[05:38:48] that might work. So, you got to understand like who you're talking
[05:38:48] understand like who you're talking about. And the only way you're going to
[05:38:50] about. And the only way you're going to know that is if you cross the line. So,
[05:38:52] know that is if you cross the line. So, if you need permission to cross the
[05:38:54] if you need permission to cross the line, I'm giving you the permission. You
[05:38:58] line, I'm giving you the permission. You will make more sales going further than
[05:39:00] will make more sales going further than what you think you should than not going
[05:39:02] what you think you should than not going far enough. So, if you know you should
[05:39:04] far enough. So, if you know you should have said something, like there's that
[05:39:06] have said something, like there's that little voice in the back of your head,
[05:39:07] little voice in the back of your head, you got your [ __ ] voice, you got your
[05:39:09] you got your [ __ ] voice, you got your boss voice, and I'll go into that frame
[05:39:10] boss voice, and I'll go into that frame as well cuz I love that objection
[05:39:12] as well cuz I love that objection handling frame. Listen to your boss
[05:39:13] handling frame. Listen to your boss voice. Get comfortable saying the things
[05:39:16] voice. Get comfortable saying the things that you know you need to say, and
[05:39:18] that you know you need to say, and you'll be able to gauge that the more
[05:39:19] you'll be able to gauge that the more you do it. Okay. So, now that we
[05:39:23] you do it. Okay. So, now that we understand like how it goes, let's go
[05:39:25] understand like how it goes, let's go over exactly what to say. So, just like
[05:39:28] over exactly what to say. So, just like I was showing you before, there's like
[05:39:31] I was showing you before, there's like really a couple different paths that we
[05:39:33] really a couple different paths that we can go. So, this all over here is just
[05:39:37] can go. So, this all over here is just how do we get them to admit that it's a
[05:39:39] how do we get them to admit that it's a real objection. These are all smoke
[05:39:40] real objection. These are all smoke screens. This is time. This is money.
[05:39:43] screens. This is time. This is money. Okay. Then we have decision-making
[05:39:45] Okay. Then we have decision-making process whether like hey like I always
[05:39:48] process whether like hey like I always take 24 hours or I never make decisions
[05:39:50] take 24 hours or I never make decisions on the spot or like I I I I need to
[05:39:53] on the spot or like I I I I need to always talk to my partner. Those are
[05:39:54] always talk to my partner. Those are decision-m processes and then we have
[05:39:57] decision-m processes and then we have fear. So it all runs into itself. So
[05:40:00] fear. So it all runs into itself. So let's start at the top and let's run
[05:40:02] let's start at the top and let's run through it. Okay. So we have smoke
[05:40:04] through it. Okay. So we have smoke screens and then we have real
[05:40:06] screens and then we have real objections. I'll run through all the
[05:40:07] objections. I'll run through all the smoke screens first. So, the two most
[05:40:11] smoke screens first. So, the two most typical smoke screens is I need to think
[05:40:13] typical smoke screens is I need to think about it and I need to talk to my
[05:40:14] about it and I need to talk to my partner. Right? You treat those exactly
[05:40:17] partner. Right? You treat those exactly the same, like, "Oh, okay. That's not a
[05:40:20] the same, like, "Oh, okay. That's not a problem. Just so I can send over the
[05:40:21] problem. Just so I can send over the most relevant information possible. What
[05:40:22] most relevant information possible. What do you feel like you need to go over in
[05:40:24] do you feel like you need to go over in your head just to see if I can help?"
[05:40:26] your head just to see if I can help?" Right? You don't treat it like it's
[05:40:27] Right? You don't treat it like it's real. You're flushing out to a real
[05:40:28] real. You're flushing out to a real objection. Same thing with partner. Now,
[05:40:30] objection. Same thing with partner. Now, I know some people treat partner like
[05:40:32] I know some people treat partner like it's a real objection. It's really not.
[05:40:34] it's a real objection. It's really not. Okay? 99% of the time it's an underlying
[05:40:36] Okay? 99% of the time it's an underlying money objection because if it was free
[05:40:38] money objection because if it was free then I don't need to talk to the partner
[05:40:39] then I don't need to talk to the partner about it. Okay. So, okay, it's not a
[05:40:42] about it. Okay. So, okay, it's not a problem. Just so I can send over the
[05:40:43] problem. Just so I can send over the most relevant information to you. What's
[05:40:44] most relevant information to you. What's that conversation mostly going to be
[05:40:46] that conversation mostly going to be about? I would emphasize mostly because
[05:40:48] about? I would emphasize mostly because they'll probably say like, "Oh, like we
[05:40:50] they'll probably say like, "Oh, like we need to go over a few things." Well,
[05:40:51] need to go over a few things." Well, what is it mostly going to be about? Oh,
[05:40:53] what is it mostly going to be about? Oh, like the investment, right? That's a
[05:40:55] like the investment, right? That's a most of the time you'll get that, right?
[05:40:56] most of the time you'll get that, right? And if you get a real objection, money
[05:40:59] And if you get a real objection, money or time, you just go down here. Okay?
[05:41:01] or time, you just go down here. Okay? Now, sometimes you'll get like, "Hey,
[05:41:03] Now, sometimes you'll get like, "Hey, that's just how I make decisions." We'll
[05:41:05] that's just how I make decisions." We'll get to that later and how we actually
[05:41:07] get to that later and how we actually address it. But just understand these
[05:41:11] address it. But just understand these are smoke screens. They're not real.
[05:41:13] are smoke screens. They're not real. Now, what are the other smoke screens
[05:41:15] Now, what are the other smoke screens that we're going to get? So, we have,
[05:41:17] that we're going to get? So, we have, "Hey, I want to talk to other companies.
[05:41:21] "Hey, I want to talk to other companies. Just send this all to me in an email."
[05:41:23] Just send this all to me in an email." [ __ ]
[05:41:25] [ __ ] Can you just send the agreement?
[05:41:27] Can you just send the agreement? [ __ ] Can I talk to referrals?
[05:41:29] [ __ ] Can I talk to referrals? [ __ ] Right? These are all smoke
[05:41:30] [ __ ] Right? These are all smoke screens. Okay, let's go through one by
[05:41:33] screens. Okay, let's go through one by one how we actually handle them. Hey,
[05:41:35] one how we actually handle them. Hey, I'm just looking to talk to other
[05:41:37] I'm just looking to talk to other companies. Okay, that's that's not a
[05:41:39] companies. Okay, that's that's not a problem. Just to see if I can help. What
[05:41:40] problem. Just to see if I can help. What are you hoping to get out of, you know,
[05:41:42] are you hoping to get out of, you know, those other quotes or talking to those
[05:41:44] those other quotes or talking to those other companies just so I can
[05:41:45] other companies just so I can understand? So, they'll either tell you
[05:41:46] understand? So, they'll either tell you a real objection. Oh, like, you know, I
[05:41:49] a real objection. Oh, like, you know, I just want to go ahead and uh see like,
[05:41:51] just want to go ahead and uh see like, you know, like compare price or they'll
[05:41:53] you know, like compare price or they'll tell you something, right? If they say
[05:41:55] tell you something, right? If they say any type of price or, you know, value or
[05:41:57] any type of price or, you know, value or whatever it is, they're going to tell
[05:41:58] whatever it is, they're going to tell you like the real objection and then you
[05:42:00] you like the real objection and then you just go to real objections. If they tell
[05:42:02] just go to real objections. If they tell you, hey, this is how I always make
[05:42:04] you, hey, this is how I always make decisions, you go to the decision-m
[05:42:06] decisions, you go to the decision-m process. I'll cover that a little bit
[05:42:07] process. I'll cover that a little bit later. Or if they say like, hey, I just
[05:42:09] later. Or if they say like, hey, I just want to see what's out there. Then you
[05:42:10] want to see what's out there. Then you go to clarity reframe. I'll cover the
[05:42:12] go to clarity reframe. I'll cover the clarity reframe here in a bit. But it's
[05:42:15] clarity reframe here in a bit. But it's again, they're going to give you one of
[05:42:16] again, they're going to give you one of these three options. It's either
[05:42:18] these three options. It's either clarity, this how I always make
[05:42:19] clarity, this how I always make decisions, or they're going to tell you
[05:42:20] decisions, or they're going to tell you a real objection.
[05:42:22] a real objection. Okay? Hey, just send this to me all in
[05:42:24] Okay? Hey, just send this to me all in email. Again, it's going to be pretty
[05:42:26] email. Again, it's going to be pretty much the same thing. All right. Uh,
[05:42:28] much the same thing. All right. Uh, okay. Not a problem. Uh, was there
[05:42:30] okay. Not a problem. Uh, was there anything you'd want me to send over to
[05:42:31] anything you'd want me to send over to you in an email that maybe we didn't
[05:42:33] you in an email that maybe we didn't cover here as much detail as you wanted?
[05:42:35] cover here as much detail as you wanted? Okay. So, what was wanting what was you
[05:42:38] Okay. So, what was wanting what was you wanting me to send you this all in an
[05:42:40] wanting me to send you this all in an email then? Like, what's happen you
[05:42:41] email then? Like, what's happen you wanting me to just send this to you in
[05:42:42] wanting me to just send this to you in an email? That's how I always make
[05:42:44] an email? That's how I always make decisions. Okay. Real objection. Or I
[05:42:48] decisions. Okay. Real objection. Or I just want to make sure I just want to
[05:42:50] just want to make sure I just want to see everything to make sure it's the
[05:42:51] see everything to make sure it's the right fit. Right? one of those three.
[05:42:53] right fit. Right? one of those three. So, the first question is you're like,
[05:42:54] So, the first question is you're like, "Hey, I'm flushing out if there's any
[05:42:56] "Hey, I'm flushing out if there's any type of value." If they say no, um, I
[05:42:58] type of value." If they say no, um, I just want to see it all in writing.
[05:43:00] just want to see it all in writing. Okay. Well, what type of you wanting to
[05:43:01] Okay. Well, what type of you wanting to just me send this all in writing rather
[05:43:03] just me send this all in writing rather than us just going ahead and moving
[05:43:04] than us just going ahead and moving forward. So, I always make decisions,
[05:43:06] forward. So, I always make decisions, real objection. I just want to see it's
[05:43:07] real objection. I just want to see it's the right fit. Okay. And I'll get to a
[05:43:09] the right fit. Okay. And I'll get to a clarity reframe after I cover all the
[05:43:11] clarity reframe after I cover all the top stuff. Hey, can you just send me the
[05:43:13] top stuff. Hey, can you just send me the agreement? Oh, no. Like, we're not that
[05:43:15] agreement? Oh, no. Like, we're not that cool. We don't have like a contact or
[05:43:17] cool. We don't have like a contact or gym. Just a basic terms of service. uh
[05:43:20] gym. Just a basic terms of service. uh just so I can make sure you're uh just
[05:43:22] just so I can make sure you're uh just to make sure you're protected. I'm
[05:43:24] to make sure you're protected. I'm curious though, was there anything that
[05:43:25] curious though, was there anything that you're hoping to see in the the terms of
[05:43:27] you're hoping to see in the the terms of service that we maybe didn't cover? So,
[05:43:29] service that we maybe didn't cover? So, very first and foremost, they say, "Hey,
[05:43:31] very first and foremost, they say, "Hey, I want to send over the contract the
[05:43:32] I want to send over the contract the agreement." You want to like downplay
[05:43:35] agreement." You want to like downplay what it is. And the reason is because
[05:43:38] what it is. And the reason is because they'll make it to where it's like it's
[05:43:39] they'll make it to where it's like it's a bigger decision on what it is. It's
[05:43:41] a bigger decision on what it is. It's like, "Oh, no. Like, we're not that
[05:43:42] like, "Oh, no. Like, we're not that cool. We don't have like an agreement or
[05:43:44] cool. We don't have like an agreement or a contract or anything." Just a basic
[05:43:45] a contract or anything." Just a basic terms of service just to make sure
[05:43:46] terms of service just to make sure you're uh protected. Was there anything
[05:43:49] you're uh protected. Was there anything you're hoping to see in that terms of
[05:43:50] you're hoping to see in that terms of service that maybe we just didn't cover?
[05:43:53] service that maybe we just didn't cover? Okay. So, you're seeing to flush out if
[05:43:56] Okay. So, you're seeing to flush out if there's any type of value. If you have
[05:43:57] there's any type of value. If you have time, like go through the agreement on
[05:43:59] time, like go through the agreement on the call, especially when you're talking
[05:44:00] the call, especially when you're talking about like more complex like B2B deals,
[05:44:02] about like more complex like B2B deals, like in my head, it's a little bit fair
[05:44:04] like in my head, it's a little bit fair enough. So, have the agreement handy and
[05:44:06] enough. So, have the agreement handy and you can run through it on the call.
[05:44:08] you can run through it on the call. Okay? Now, if you can't do that, they're
[05:44:10] Okay? Now, if you can't do that, they're going to tell you, "Hey, this is how I
[05:44:11] going to tell you, "Hey, this is how I always make decisions. A real objection
[05:44:13] always make decisions. A real objection or I just want to make sure like
[05:44:14] or I just want to make sure like everything's the right fit." Right? So,
[05:44:16] everything's the right fit." Right? So, like same thing.
[05:44:19] like same thing. Now, another one you'll probably get is
[05:44:21] Now, another one you'll probably get is like, "Hey, can I talk to you some case
[05:44:22] like, "Hey, can I talk to you some case studies? Can I talk to referrals?" All
[05:44:24] studies? Can I talk to referrals?" All this like blah blah blah blah blah.
[05:44:26] this like blah blah blah blah blah. Okay, [ __ ] So, it's like when they
[05:44:29] Okay, [ __ ] So, it's like when they say that, it's like, "Okay, like, uh,
[05:44:30] say that, it's like, "Okay, like, uh, what would have you wanting to go ahead
[05:44:31] what would have you wanting to go ahead and talk to them? You want to clarify
[05:44:32] and talk to them? You want to clarify first." Okay. And you definitely could.
[05:44:35] first." Okay. And you definitely could. Uh, but as you might assume, once you
[05:44:37] Uh, but as you might assume, once you start working with us, you get fairly
[05:44:39] start working with us, you get fairly busy. Uh, what were you hoping to get
[05:44:41] busy. Uh, what were you hoping to get out of that combo that maybe we just
[05:44:42] out of that combo that maybe we just didn't cover here? What were we hoping
[05:44:44] didn't cover here? What were we hoping to get out of the combo? Then maybe we
[05:44:46] to get out of the combo? Then maybe we just stand a cover here. Like if I'm
[05:44:47] just stand a cover here. Like if I'm training somebody and they're like,
[05:44:48] training somebody and they're like, "Hey, can I talk to like one of the
[05:44:49] "Hey, can I talk to like one of the people you trained?" I mean, you
[05:44:51] people you trained?" I mean, you definitely could. Like, as you might
[05:44:52] definitely could. Like, as you might imagine, uh like after you learn the
[05:44:54] imagine, uh like after you learn the right skills to to make much more
[05:44:56] right skills to to make much more commissions, you you tend to get very
[05:44:57] commissions, you you tend to get very busy. You're always selling or you know,
[05:44:59] busy. You're always selling or you know, you're you're spending the money that
[05:45:00] you're you're spending the money that you the commissions that you're making.
[05:45:01] you the commissions that you're making. Um so, I guess like what were you hoping
[05:45:03] Um so, I guess like what were you hoping to get out of that combo that maybe we
[05:45:05] to get out of that combo that maybe we just didn't cover here? again, like I'm
[05:45:07] just didn't cover here? again, like I'm kind of sliding that like, hey, it's
[05:45:10] kind of sliding that like, hey, it's gonna be hard to talk to them because I
[05:45:11] gonna be hard to talk to them because I do such a good job lead generation,
[05:45:13] do such a good job lead generation, whatever it is. Uh, if you're selling a
[05:45:15] whatever it is. Uh, if you're selling a bizop, like they're busy running their
[05:45:16] bizop, like they're busy running their businesses, making money, whatever it
[05:45:18] businesses, making money, whatever it is. Okay. Um, and then from there,
[05:45:20] is. Okay. Um, and then from there, they're going to tell you a real
[05:45:21] they're going to tell you a real objection or they're going to say like,
[05:45:23] objection or they're going to say like, "Oh, I just want to hear it from
[05:45:24] "Oh, I just want to hear it from somebody else." That's probably the
[05:45:26] somebody else." That's probably the biggest one you'll get. Okay? So, if you
[05:45:28] biggest one you'll get. Okay? So, if you get this, again, just understand that
[05:45:30] get this, again, just understand that it's [ __ ] Okay? And and I can
[05:45:32] it's [ __ ] Okay? And and I can appreciate that. I do have to ask, if
[05:45:34] appreciate that. I do have to ask, if I'm going to send someone over to you,
[05:45:35] I'm going to send someone over to you, do you feel like they're going to have
[05:45:36] do you feel like they're going to have good things to say or bad things to say?
[05:45:39] good things to say or bad things to say? Like, you're just leveling with them at
[05:45:40] Like, you're just leveling with them at this point because they know if you send
[05:45:43] this point because they know if you send somebody to them, they're going to have
[05:45:44] somebody to them, they're going to have good things to say, right? So, you want
[05:45:46] good things to say, right? So, you want them to admit that, right? Anyone I send
[05:45:49] them to admit that, right? Anyone I send over to you is going to say good things.
[05:45:51] over to you is going to say good things. So, you already know how that
[05:45:52] So, you already know how that conversation is going to go. So, no
[05:45:54] conversation is going to go. So, no matter what you're looking for, you're
[05:45:56] matter what you're looking for, you're going to find it. You know, they have
[05:45:58] going to find it. You know, they have one-star reviews of puppies out there.
[05:46:00] one-star reviews of puppies out there. So, are you looking for reasons to do
[05:46:02] So, are you looking for reasons to do this or not to do this? So, what am I
[05:46:05] this or not to do this? So, what am I doing there? So, I'm getting them to
[05:46:07] doing there? So, I'm getting them to admit that, hey, you already know how
[05:46:10] admit that, hey, you already know how that referral conversation is going to
[05:46:11] that referral conversation is going to go because I'm sending somebody to you.
[05:46:14] go because I'm sending somebody to you. Are you looking for reasons to do this
[05:46:16] Are you looking for reasons to do this or not to do this? You'll find whatever
[05:46:17] or not to do this? You'll find whatever it is you're looking for on the
[05:46:18] it is you're looking for on the internet. And I always use the example,
[05:46:20] internet. And I always use the example, hey, they have one star review of
[05:46:22] hey, they have one star review of puppies out there or they have one star
[05:46:24] puppies out there or they have one star reviews of the new Lamborghini. Like
[05:46:25] reviews of the new Lamborghini. Like there's always people that are going to
[05:46:27] there's always people that are going to say whatever it is that you're doing
[05:46:28] say whatever it is that you're doing that it's [ __ ] So are you looking for
[05:46:30] that it's [ __ ] So are you looking for that? If you're looking for that, you'll
[05:46:32] that? If you're looking for that, you'll find it. Or you're looking for reasons
[05:46:33] find it. Or you're looking for reasons to do this. If you're looking for
[05:46:34] to do this. If you're looking for reasons to do this, you know you'll find
[05:46:36] reasons to do this, you know you'll find it. So whatever it is you're looking
[05:46:37] it. So whatever it is you're looking for, you already know you're going to
[05:46:38] for, you already know you're going to find it. It's just reaffirming what
[05:46:40] find it. It's just reaffirming what you've already decided right now. So I'm
[05:46:43] you've already decided right now. So I'm getting them to tell me, are they
[05:46:44] getting them to tell me, are they looking for reasons to do this or not to
[05:46:46] looking for reasons to do this or not to do this? If they say, I'm looking for
[05:46:47] do this? If they say, I'm looking for reasons to do this, why are they looking
[05:46:49] reasons to do this, why are they looking for reasons to do this? And if they're
[05:46:50] for reasons to do this? And if they're looking for reasons to do this, they
[05:46:51] looking for reasons to do this, they know they're going to find it. What's
[05:46:53] know they're going to find it. What's preventing us from just doing it? Right?
[05:46:55] preventing us from just doing it? Right? What's the real objection? That's really
[05:46:56] What's the real objection? That's really all you're looking for right here. Okay.
[05:46:58] all you're looking for right here. Okay. So, why would you be looking for reasons
[05:46:59] So, why would you be looking for reasons to do this? So, what's really holding
[05:47:01] to do this? So, what's really holding you back again? Okay. So, what why would
[05:47:03] you back again? Okay. So, what why would you be looking to for reasons to do
[05:47:05] you be looking to for reasons to do this? So, if you know you're going to
[05:47:06] this? So, if you know you're going to find reasons to do this, like what's
[05:47:07] find reasons to do this, like what's really holding you back from just going
[05:47:08] really holding you back from just going and getting moving forward? So, they're
[05:47:10] and getting moving forward? So, they're either going to tell you like, oh,
[05:47:13] either going to tell you like, oh, like I just want to make sure it's the
[05:47:14] like I just want to make sure it's the right fit, like clarity, or they're
[05:47:16] right fit, like clarity, or they're going to give you a real objection.
[05:47:17] going to give you a real objection. Okay, so let's go over clarity because
[05:47:21] Okay, so let's go over clarity because the clarity reframe really helps,
[05:47:23] the clarity reframe really helps, especially if they're like, "Oh, I just
[05:47:24] especially if they're like, "Oh, I just want to make sure it's the right fit. I
[05:47:26] want to make sure it's the right fit. I just want to make sure it's the right
[05:47:26] just want to make sure it's the right fit. I just want to make sure it's the
[05:47:28] fit. I just want to make sure it's the right fit. I just want to know that
[05:47:29] right fit. I just want to know that it'll work before I do it." Which makes
[05:47:32] it'll work before I do it." Which makes no [ __ ] sense. You never know what
[05:47:34] no [ __ ] sense. You never know what anything is going to work for you or
[05:47:36] anything is going to work for you or not, unless you actually do it. So, I
[05:47:39] not, unless you actually do it. So, I need to get them to admit that. I need
[05:47:41] need to get them to admit that. I need to debunk that there's any way that you
[05:47:42] to debunk that there's any way that you could actually know, be 100% certain
[05:47:45] could actually know, be 100% certain about anything. Okay?
[05:47:47] about anything. Okay? So, anytime that they're like, "Oh, I
[05:47:49] So, anytime that they're like, "Oh, I just want to make sure it's the right
[05:47:50] just want to make sure it's the right fit. I just want to make sure it's the
[05:47:51] fit. I just want to make sure it's the right fit." Understand it still is a
[05:47:52] right fit." Understand it still is a smoke screen. So, I need to flush it
[05:47:54] smoke screen. So, I need to flush it out. So, I'm going to funnel them into
[05:47:56] out. So, I'm going to funnel them into the clarity reframe. Okay. So, what is
[05:47:58] the clarity reframe. Okay. So, what is the clarity reframe? So, it sounds like
[05:48:00] the clarity reframe? So, it sounds like you're looking for clarity, right? They
[05:48:01] you're looking for clarity, right? They always say yes. Every single time. They
[05:48:03] always say yes. Every single time. They always say yes. Right. So, it looks like
[05:48:05] always say yes. Right. So, it looks like you're looking for clarity, right? Oh,
[05:48:06] you're looking for clarity, right? Oh, yeah. Of course. It's like, yeah, we all
[05:48:08] yeah. Of course. It's like, yeah, we all want that. But, can can I share a
[05:48:10] want that. But, can can I share a perspective on what clarity means? Yeah,
[05:48:13] perspective on what clarity means? Yeah, for sure. You never know what the
[05:48:14] for sure. You never know what the weather is going to the weather at the
[05:48:16] weather is going to the weather at the beach is going to be tomorrow till like
[05:48:17] beach is going to be tomorrow till like actually get there. You know what I
[05:48:19] actually get there. You know what I mean? So, what's the only way that
[05:48:21] mean? So, what's the only way that you're going to know if any of this that
[05:48:23] you're going to know if any of this that we're talking about is actually going to
[05:48:24] we're talking about is actually going to work for you or not? What's the only way
[05:48:26] work for you or not? What's the only way that you're going to know? Right? You
[05:48:28] that you're going to know? Right? You need to get them to admit that the only
[05:48:30] need to get them to admit that the only way that they're going to know is if
[05:48:31] way that they're going to know is if they do it, right? So, the only way that
[05:48:34] they do it, right? So, the only way that you're going to know if it works for you
[05:48:35] you're going to know if it works for you or not is if you do it, right? Yeah. So,
[05:48:38] or not is if you do it, right? Yeah. So, what's having you wanting to be so sure
[05:48:40] what's having you wanting to be so sure before you actually give it a try? Well,
[05:48:42] before you actually give it a try? Well, it's a lot of money. Okay, money. Get
[05:48:45] it's a lot of money. Okay, money. Get them. Okay, so it really just comes down
[05:48:47] them. Okay, so it really just comes down to that. You just want to get them to
[05:48:49] to that. You just want to get them to admit the only way that they're going to
[05:48:50] admit the only way that they're going to know if it works for them or not is if
[05:48:53] know if it works for them or not is if they actually do whatever it is that
[05:48:54] they actually do whatever it is that you're talking about. And giving them
[05:48:56] you're talking about. And giving them clarity on that. Like clarity, being
[05:48:59] clarity on that. Like clarity, being 100% certain about something doesn't
[05:49:01] 100% certain about something doesn't exist. So if that's what they're looking
[05:49:02] exist. So if that's what they're looking for, they're never going to be able to
[05:49:04] for, they're never going to be able to get there. All right. So, this is all
[05:49:07] get there. All right. So, this is all funneling to basically either real
[05:49:10] funneling to basically either real objections
[05:49:12] objections or decision-m process. So, I'll go over
[05:49:16] or decision-m process. So, I'll go over real objections first because you'll run
[05:49:18] real objections first because you'll run into these much more often. And in terms
[05:49:21] into these much more often. And in terms of time, okay, time is something to
[05:49:24] of time, okay, time is something to where it really doesn't come up too
[05:49:26] where it really doesn't come up too much. Money comes up much more often.
[05:49:29] much. Money comes up much more often. So, I'll run through time real quick
[05:49:30] So, I'll run through time real quick just so you can see it. Um, but I would
[05:49:33] just so you can see it. Um, but I would say very very rarely they're going to
[05:49:35] say very very rarely they're going to say like, "Oh, I just don't have the
[05:49:36] say like, "Oh, I just don't have the time for this." So, but if they do say
[05:49:38] time for this." So, but if they do say that, cuz that will come up. It's like,
[05:49:39] that, cuz that will come up. It's like, "Oh, like what do you mean?" Or, "Right
[05:49:40] "Oh, like what do you mean?" Or, "Right now isn't the right time." You'll also
[05:49:42] now isn't the right time." You'll also get that as well. But typically, when
[05:49:44] get that as well. But typically, when you peel back the layer, that's why I'm
[05:49:45] you peel back the layer, that's why I'm like always like, "Hey, majority of the
[05:49:48] like always like, "Hey, majority of the time it's money." When you peel back the
[05:49:49] time it's money." When you peel back the layer of like, "Well, why isn't now the
[05:49:51] layer of like, "Well, why isn't now the right time?" Well, I need to get the
[05:49:53] right time?" Well, I need to get the funds together, right? Most of the time
[05:49:55] funds together, right? Most of the time it's money. When they say, "Now isn't
[05:49:56] it's money. When they say, "Now isn't the right time." Now, sometimes you'll
[05:49:57] the right time." Now, sometimes you'll get people like, "Oh, vacation or like
[05:49:59] get people like, "Oh, vacation or like I'm dealing with a lot right now. We
[05:50:01] I'm dealing with a lot right now. We need to address that because that is a
[05:50:03] need to address that because that is a concern. That's a real concern that we
[05:50:04] concern. That's a real concern that we need to overcome. So, we need to clarify
[05:50:06] need to overcome. So, we need to clarify and diffuse. Okay. Like what do you mean
[05:50:08] and diffuse. Okay. Like what do you mean by whatever they said as far as time?
[05:50:10] by whatever they said as far as time? That's not a problem. Like time aside,
[05:50:12] That's not a problem. Like time aside, would you do it? Why would you do it?
[05:50:13] would you do it? Why would you do it? Why actually invest in yourself? So,
[05:50:15] Why actually invest in yourself? So, that way you could actually um get to
[05:50:18] that way you could actually um get to our goal. Okay. So, then we need to
[05:50:21] our goal. Okay. So, then we need to reframe the time. So, just like we were
[05:50:23] reframe the time. So, just like we were saying before, we isolate, we get buy
[05:50:24] saying before, we isolate, we get buy in, then we reframe. Now, sometimes
[05:50:27] in, then we reframe. Now, sometimes you'll get asked like, "Hey, how much
[05:50:29] you'll get asked like, "Hey, how much time does it take?" Well, I mean, it
[05:50:31] time does it take?" Well, I mean, it depends. How much time are you willing
[05:50:32] depends. How much time are you willing to dedicate in order to actually get our
[05:50:34] to dedicate in order to actually get our goal? So, you always want to put it back
[05:50:35] goal? So, you always want to put it back on them, but like it like the time that
[05:50:38] on them, but like it like the time that it takes like that's not up to me. It's
[05:50:39] it takes like that's not up to me. It's the time you're willing to dedicate. So,
[05:50:41] the time you're willing to dedicate. So, how much time are you actually willing
[05:50:43] how much time are you actually willing to dedicate in order to get XYZ outcome?
[05:50:45] to dedicate in order to get XYZ outcome? All right. Then that's how much time
[05:50:46] All right. Then that's how much time it's going to take. Are you up for it?
[05:50:48] it's going to take. Are you up for it? Right? So, it's like again, it's not on
[05:50:51] Right? So, it's like again, it's not on me. It's always no. So, we're to reframe
[05:50:54] me. It's always no. So, we're to reframe the time. There's a couple different
[05:50:55] the time. There's a couple different ways that we can reframe the time. Uh
[05:50:58] ways that we can reframe the time. Uh the probably the easiest is it's not
[05:51:00] the probably the easiest is it's not about the time we have, it's about the
[05:51:01] about the time we have, it's about the time we make. How important is it for
[05:51:04] time we make. How important is it for you to get to your goal? Right? So,
[05:51:06] you to get to your goal? Right? So, you're just shifting the meeting. It's
[05:51:07] you're just shifting the meeting. It's not about the time we have, it's about
[05:51:08] not about the time we have, it's about the time we make. So, is it worth it to
[05:51:11] the time we make. So, is it worth it to you to actually make the time? Well,
[05:51:13] you to actually make the time? Well, what happens if you don't make the time
[05:51:15] what happens if you don't make the time and this gets worse? Or what would be
[05:51:17] and this gets worse? Or what would be the day-to-day ramifications if things
[05:51:19] the day-to-day ramifications if things stay the exact same? Typically, I'm
[05:51:21] stay the exact same? Typically, I'm going to double down on consequence.
[05:51:23] going to double down on consequence. Okay. Are we willing to let that happen?
[05:51:27] Okay. Are we willing to let that happen? So, what do we have to do to make the
[05:51:28] So, what do we have to do to make the time? Real real real easy. Another
[05:51:31] time? Real real real easy. Another reframe you can do on time when they're
[05:51:33] reframe you can do on time when they're like, "Oh, like no, I'm willing to make
[05:51:35] like, "Oh, like no, I'm willing to make the time. I just can't do it right now."
[05:51:37] the time. I just can't do it right now." The frame I'm always going to go into,
[05:51:38] The frame I'm always going to go into, well, hey man, like you getting XYZ
[05:51:40] well, hey man, like you getting XYZ outcome, whatever it is, is this like
[05:51:42] outcome, whatever it is, is this like just for the short term or for the long
[05:51:44] just for the short term or for the long term? Why the long term? And can can I
[05:51:47] term? Why the long term? And can can I can I share a perspective on like if
[05:51:48] can I share a perspective on like if this is a long-term thing for you?
[05:51:50] this is a long-term thing for you? Because if it is a long-term thing, we
[05:51:53] Because if it is a long-term thing, we need to be able to make the time because
[05:51:54] need to be able to make the time because it is pretty safe to say that we're
[05:51:56] it is pretty safe to say that we're going to run into other parts like in
[05:51:57] going to run into other parts like in our life where we just don't have that
[05:51:59] our life where we just don't have that much time, right? Is that pretty safe to
[05:52:01] much time, right? Is that pretty safe to say? Yeah, that's pretty safe to say.
[05:52:02] say? Yeah, that's pretty safe to say. So, if it's a long-term decision, like
[05:52:05] So, if it's a long-term decision, like we have to make the time like
[05:52:06] we have to make the time like regardless. So, that way, no matter what
[05:52:08] regardless. So, that way, no matter what life throws at us, we're always
[05:52:10] life throws at us, we're always striving. We're always getting better.
[05:52:11] striving. We're always getting better. If it's a short-term thing, we're always
[05:52:13] If it's a short-term thing, we're always going to wait for the right time, but as
[05:52:15] going to wait for the right time, but as soon as it's no longer the right time,
[05:52:17] soon as it's no longer the right time, it's going to die. So, do you want this
[05:52:19] it's going to die. So, do you want this to be more of a short-term or a
[05:52:20] to be more of a short-term or a long-term thing? So, if it's a long-term
[05:52:21] long-term thing? So, if it's a long-term thing, well, why? So, if it's a
[05:52:23] thing, well, why? So, if it's a long-term thing, like what if we treat
[05:52:25] long-term thing, like what if we treat it like it's short-term and we're always
[05:52:26] it like it's short-term and we're always waiting for the right time? Like, how
[05:52:27] waiting for the right time? Like, how are we ever going to be able to get like
[05:52:29] are we ever going to be able to get like our outcome then, right? So, short-term
[05:52:31] our outcome then, right? So, short-term versus long-term, that's also a real
[05:52:33] versus long-term, that's also a real easy one you can do when it comes to
[05:52:35] easy one you can do when it comes to time reframes. But, I would say as far
[05:52:37] time reframes. But, I would say as far as objections, these ones are going to
[05:52:39] as objections, these ones are going to be more rare, especially if you're
[05:52:41] be more rare, especially if you're selling to uh, you know, when you're
[05:52:43] selling to uh, you know, when you're talking to businesses, it's going to be
[05:52:44] talking to businesses, it's going to be a little bit more frequent. when you're
[05:52:46] a little bit more frequent. when you're talking to more affluent people, it's
[05:52:47] talking to more affluent people, it's going to be a little bit more frequent.
[05:52:48] going to be a little bit more frequent. But I assume because those affluent uh,
[05:52:51] But I assume because those affluent uh, you know, offers are going to be less
[05:52:54] you know, offers are going to be less because there's less affluent people.
[05:52:56] because there's less affluent people. Most of the objections you guys are
[05:52:58] Most of the objections you guys are getting are going to be money, right?
[05:53:00] getting are going to be money, right? And money fear, hammering them on money.
[05:53:03] And money fear, hammering them on money. Okay, so another real objection, we got
[05:53:05] Okay, so another real objection, we got time, we got money. Let's dive into
[05:53:06] time, we got money. Let's dive into money. Okay, money. Clarify. What do
[05:53:09] money. Okay, money. Clarify. What do they mean when they say like, "Oh, I
[05:53:10] they mean when they say like, "Oh, I need to check the budget. I need to
[05:53:12] need to check the budget. I need to check the finances. I need to do this. I
[05:53:13] check the finances. I need to do this. I need to do that." you know whatever it
[05:53:15] need to do that." you know whatever it is like what do you mean by that okay
[05:53:17] is like what do you mean by that okay it's not a problem money aside would you
[05:53:19] it's not a problem money aside would you do it okay not an issue man money aside
[05:53:22] do it okay not an issue man money aside would you do it why would you do it but
[05:53:25] would you do it why would you do it but why actually invest in yourself to get
[05:53:27] why actually invest in yourself to get XYZ goal get emotional outcome then from
[05:53:31] XYZ goal get emotional outcome then from here again now if they've been
[05:53:33] here again now if they've been completely logistical they're trying to
[05:53:35] completely logistical they're trying to figure out right how to do it what
[05:53:38] figure out right how to do it what you'll do is you'll go through the first
[05:53:40] you'll do is you'll go through the first part of money just like oh like I get
[05:53:42] part of money just like oh like I get paid on Friday like can we do it then oh
[05:53:43] paid on Friday like can we do it then oh Yeah, you're not an issue, man. I guess
[05:53:45] Yeah, you're not an issue, man. I guess like money aside, would you do it? Why
[05:53:47] like money aside, would you do it? Why would you do it? But why actually invest
[05:53:48] would you do it? But why actually invest in yourself? And then you're you can
[05:53:50] in yourself? And then you're you can just skip to commitment. If they're
[05:53:51] just skip to commitment. If they're really trying to solve the problem,
[05:53:53] really trying to solve the problem, like, hey, money is the easy part. The
[05:53:54] like, hey, money is the easy part. The hard part is commitment to change. Like,
[05:53:55] hard part is commitment to change. Like, are you committed to change? And then we
[05:53:56] are you committed to change? And then we go into negotiation. So, if they say
[05:53:58] go into negotiation. So, if they say anything that they are not trying to
[05:54:00] anything that they are not trying to figure out the problem, then there is an
[05:54:02] figure out the problem, then there is an underlying belief that we need to
[05:54:04] underlying belief that we need to address. Okay? So, that's how we go
[05:54:06] address. Okay? So, that's how we go ahead and we reframe the money. So,
[05:54:08] ahead and we reframe the money. So, there's two different ways we can
[05:54:09] there's two different ways we can reframe money. These are going to be the
[05:54:11] reframe money. These are going to be the most often or the the mo ones that I
[05:54:13] most often or the the mo ones that I recommend the most that are going to fit
[05:54:15] recommend the most that are going to fit for the most offers. We have an ROA
[05:54:17] for the most offers. We have an ROA offer, which means you help people make
[05:54:19] offer, which means you help people make more money. Bisop lead generation,
[05:54:21] more money. Bisop lead generation, helping people improve their sales,
[05:54:23] helping people improve their sales, right? I help people make more money,
[05:54:24] right? I help people make more money, right? So, it's an ROI. You make more
[05:54:26] right? So, it's an ROI. You make more money from it. NonROI fitness, I have a
[05:54:30] money from it. NonROI fitness, I have a person that helps people like with their
[05:54:31] person that helps people like with their golf game, right? Like they don't make
[05:54:33] golf game, right? Like they don't make more money. Well, I guess you could make
[05:54:34] more money. Well, I guess you could make more money like playing golf, like your
[05:54:36] more money like playing golf, like your networking and [ __ ] but your golf game
[05:54:37] networking and [ __ ] but your golf game doesn't really depend on that. You know
[05:54:38] doesn't really depend on that. You know what I So, it's a non ROI offer. So, the
[05:54:41] what I So, it's a non ROI offer. So, the two ways we can go about it in terms of
[05:54:42] two ways we can go about it in terms of like reframing the money. Okay. On an RO
[05:54:45] like reframing the money. Okay. On an RO an ROI offer, the easiest one that I'll
[05:54:49] an ROI offer, the easiest one that I'll use is which is a problem, which is a
[05:54:50] use is which is a problem, which is a symptom. Well, if you had this problem
[05:54:53] symptom. Well, if you had this problem fixed, would you have this money
[05:54:55] fixed, would you have this money problem? So, the actual problem is you
[05:54:57] problem? So, the actual problem is you don't have that. So, now the symptom is
[05:54:59] don't have that. So, now the symptom is we don't have the money. Would you
[05:55:00] we don't have the money. Would you agree?
[05:55:02] agree? Okay. So, I got to ask, do you want to
[05:55:04] Okay. So, I got to ask, do you want to change that? So, it just depends on what
[05:55:06] change that? So, it just depends on what they say. Let's say they say it's
[05:55:07] they say. Let's say they say it's expensive. Okay. And I'm selling them
[05:55:09] expensive. Okay. And I'm selling them sales training. Well, what what's the
[05:55:12] sales training. Well, what what's the problem? What's the symptom? Can I make
[05:55:13] problem? What's the symptom? Can I make a suggestion? What's the problem? What's
[05:55:14] a suggestion? What's the problem? What's the symptom right now? Well, what do you
[05:55:16] the symptom right now? Well, what do you mean? Well, I mean, if you actually had
[05:55:18] mean? Well, I mean, if you actually had the skill set to be making $20,000 per
[05:55:20] the skill set to be making $20,000 per month, like would you sit here and tell
[05:55:22] month, like would you sit here and tell me that $8,000 like that's expensive?
[05:55:24] me that $8,000 like that's expensive? Like, no. Right? So, the actual problem
[05:55:26] Like, no. Right? So, the actual problem is like you don't actually have the
[05:55:27] is like you don't actually have the skills to be making 20,000 per month.
[05:55:29] skills to be making 20,000 per month. Now, $8,000 seems expensive. Like, would
[05:55:31] Now, $8,000 seems expensive. Like, would you agree? Get buy in. Then from there,
[05:55:33] you agree? Get buy in. Then from there, it's like, okay, so what's riskier?
[05:55:35] it's like, okay, so what's riskier? finding the money so you can actually
[05:55:36] finding the money so you can actually solve the real problem or just focusing
[05:55:38] solve the real problem or just focusing on the symptom and you don't do anything
[05:55:40] on the symptom and you don't do anything about it or it gets worse. Why though?
[05:55:42] about it or it gets worse. Why though? So you always want when you give them a
[05:55:44] So you always want when you give them a binary just in general, you always want
[05:55:46] binary just in general, you always want to make the thing that you want them to
[05:55:48] to make the thing that you want them to say the second option so they're more
[05:55:50] say the second option so they're more likely to repeat it back to you. So then
[05:55:52] likely to repeat it back to you. So then it's like, hey, which is a problem,
[05:55:53] it's like, hey, which is a problem, which is a symptom, right? If you had
[05:55:55] which is a symptom, right? If you had whatever it is that I'm trying to sell,
[05:55:57] whatever it is that I'm trying to sell, would you have this money problem? Like
[05:55:59] would you have this money problem? Like people like basically they're coming and
[05:56:01] people like basically they're coming and they're coming to you because they don't
[05:56:02] they're coming to you because they don't have the money. Like dude, I already
[05:56:03] have the money. Like dude, I already knew you didn't have the money. You can
[05:56:04] knew you didn't have the money. You can say that, but uh depends on how much
[05:56:06] say that, but uh depends on how much rapport you have. Like, hey man, like I
[05:56:08] rapport you have. Like, hey man, like I already knew you didn't have the money,
[05:56:09] already knew you didn't have the money, right? Like that that's not an issue. Um
[05:56:11] right? Like that that's not an issue. Um I guess money aside, like would you do
[05:56:12] I guess money aside, like would you do it? You can do that if you feel like you
[05:56:14] it? You can do that if you feel like you really have the rapport and you have the
[05:56:16] really have the rapport and you have the leadership. I do it all the time. It's
[05:56:18] leadership. I do it all the time. It's fun. Um but then you go into what's
[05:56:20] fun. Um but then you go into what's riskier? Hey, what what's riskier? Us
[05:56:22] riskier? Hey, what what's riskier? Us finding the money so we can actually
[05:56:23] finding the money so we can actually like learn the skills to start making
[05:56:25] like learn the skills to start making 20,000 a month or is it riskier that we
[05:56:27] 20,000 a month or is it riskier that we continue to not have those skills and
[05:56:29] continue to not have those skills and continue to losing out on 10,000 each
[05:56:30] continue to losing out on 10,000 each and every month? Just do these think
[05:56:32] and every month? Just do these think about objections. like what what's
[05:56:33] about objections. like what what's riskier? Well, why is it riskier for you
[05:56:36] riskier? Well, why is it riskier for you to continue to lose out to these sales?
[05:56:38] to continue to lose out to these sales? Okay. What happens if we focus more on
[05:56:40] Okay. What happens if we focus more on symptoms and we stay where we're at
[05:56:42] symptoms and we stay where we're at right now? Consequence. Like what would
[05:56:44] right now? Consequence. Like what would be the day-to-day ramifications if
[05:56:45] be the day-to-day ramifications if things stay the same for the next year?
[05:56:47] things stay the same for the next year? Are you willing to allow that to happen?
[05:56:49] Are you willing to allow that to happen? Okay. Then we go to the commitment. Now,
[05:56:51] Okay. Then we go to the commitment. Now, for the ROI or the nonROI offer, it's
[05:56:54] for the ROI or the nonROI offer, it's just a real easy one to do is just like,
[05:56:56] just a real easy one to do is just like, hey, like what's riskier? Hey, like
[05:56:57] hey, like what's riskier? Hey, like what's riskier? Investing yourself so
[05:56:59] what's riskier? Investing yourself so you can get whatever you want or you
[05:57:01] you can get whatever you want or you keep doing what you're doing now. uh
[05:57:02] keep doing what you're doing now. uh don't do anything about this and it gets
[05:57:04] don't do anything about this and it gets worse. Why is it riskier? What happens
[05:57:06] worse. Why is it riskier? What happens if it gets worse? What would be the
[05:57:07] if it gets worse? What would be the day-to-day ramifications if things stay
[05:57:09] day-to-day ramifications if things stay the same for the next year? Are you
[05:57:10] the same for the next year? Are you willing to allow that to happen? So, for
[05:57:12] willing to allow that to happen? So, for example, let's say like they're coming
[05:57:13] example, let's say like they're coming to lose weight like so, so what's
[05:57:15] to lose weight like so, so what's riskier at the at the end of the day?
[05:57:16] riskier at the at the end of the day? Like investing yourself so you can
[05:57:17] Like investing yourself so you can actually lose that 50 lbs and like be a
[05:57:19] actually lose that 50 lbs and like be a better dad like for your kids or is it
[05:57:21] better dad like for your kids or is it riskier like god forbid like this gets
[05:57:23] riskier like god forbid like this gets even worse, the pain gets worse and the
[05:57:25] even worse, the pain gets worse and the fatigue gets worse? Like what's actually
[05:57:26] fatigue gets worse? Like what's actually riskier in your mind? Well, why is it
[05:57:27] riskier in your mind? Well, why is it riskier for things to get worse? But
[05:57:29] riskier for things to get worse? But what would be like the day-to-day
[05:57:30] what would be like the day-to-day ramifications if things do get worse
[05:57:32] ramifications if things do get worse though, right? Consequence. So, are you
[05:57:35] though, right? Consequence. So, are you actually committed to change?
[05:57:37] actually committed to change? Okay. Then we go to commitment. Now,
[05:57:39] Okay. Then we go to commitment. Now, something that will happen, especially
[05:57:42] something that will happen, especially when you're dealing with a really
[05:57:44] when you're dealing with a really fearful prospect, you can either use
[05:57:46] fearful prospect, you can either use this as your reframe, the first reframe,
[05:57:49] this as your reframe, the first reframe, but I typically keep this in my back
[05:57:51] but I typically keep this in my back pocket in case like they're fearful,
[05:57:53] pocket in case like they're fearful, like they're not quite coming along with
[05:57:55] like they're not quite coming along with me. Okay? Okay. So, if they're still a
[05:57:56] me. Okay? Okay. So, if they're still a bit fearful, um, then what I want to do
[05:57:59] bit fearful, um, then what I want to do is I want to break their pattern. So,
[05:58:02] is I want to break their pattern. So, what happens a lot of the time is when
[05:58:04] what happens a lot of the time is when especially in objection handling, like
[05:58:05] especially in objection handling, like what you'll get a lot of the times is
[05:58:07] what you'll get a lot of the times is like people are just in patterns.
[05:58:09] like people are just in patterns. They're like, I agree, but I agree, but
[05:58:11] They're like, I agree, but I agree, but I see where you're coming from, but you
[05:58:13] I see where you're coming from, but you need to break that [ __ ] Have a real
[05:58:15] need to break that [ __ ] Have a real conversation. That's one of the biggest
[05:58:16] conversation. That's one of the biggest things that holds people back is they're
[05:58:18] things that holds people back is they're not having real conversations in
[05:58:19] not having real conversations in objection handling. So, this is a real
[05:58:22] objection handling. So, this is a real easy way that you can break people's
[05:58:24] easy way that you can break people's patterns. Okay. So, if they're still a
[05:58:26] patterns. Okay. So, if they're still a bit fearful, you can also use this for
[05:58:28] bit fearful, you can also use this for time as well. Or this can be your first
[05:58:30] time as well. Or this can be your first reframe. Cool. C can I make a
[05:58:31] reframe. Cool. C can I make a suggestion, man? Um, I have to ask, how
[05:58:33] suggestion, man? Um, I have to ask, how are we going to break out of this cycle
[05:58:35] are we going to break out of this cycle of current situation if we don't solve
[05:58:36] of current situation if we don't solve our problem? So, this could be your
[05:58:39] our problem? So, this could be your first frame if this feels more
[05:58:41] first frame if this feels more comfortable to you or it's something you
[05:58:43] comfortable to you or it's something you keep in your back pocket. I like to keep
[05:58:44] keep in your back pocket. I like to keep it in my back pocket. So, for example,
[05:58:46] it in my back pocket. So, for example, if they're saying like, "Oh, like I
[05:58:47] if they're saying like, "Oh, like I don't have the money. They're trying to
[05:58:48] don't have the money. They're trying to get better at sales." Well, hey man,
[05:58:50] get better at sales." Well, hey man, like how are we ever going to break out
[05:58:51] like how are we ever going to break out of the cycle of losing all this money to
[05:58:53] of the cycle of losing all this money to objection handling if we don't actually
[05:58:56] objection handling if we don't actually learn how to overcome it? Like how are
[05:58:58] learn how to overcome it? Like how are we going to do that? You're asking a how
[05:58:59] we going to do that? You're asking a how question. Like how are we going to be
[05:59:01] question. Like how are we going to be able to do that? Okay,
[05:59:05] able to do that? Okay, do you want to stay in this cycle? So
[05:59:06] do you want to stay in this cycle? So you should get like I don't know or not.
[05:59:09] you should get like I don't know or not. Do you want to stay in this cycle?
[05:59:11] Do you want to stay in this cycle? Obviously they should say no. Okay. So
[05:59:14] Obviously they should say no. Okay. So why right now are we choosing to stay in
[05:59:16] why right now are we choosing to stay in the same cycle? So that's a very direct
[05:59:18] the same cycle? So that's a very direct question. Okay. Why right now are we
[05:59:21] question. Okay. Why right now are we choosing to stay in the same cycle,
[05:59:23] choosing to stay in the same cycle, right? Like why right now are we
[05:59:24] right? Like why right now are we choosing just to say things are
[05:59:26] choosing just to say things are expensive? Why right now are we choosing
[05:59:28] expensive? Why right now are we choosing to push off making this decision?
[05:59:31] to push off making this decision? Like why right now are we choosing it?
[05:59:33] Like why right now are we choosing it? It's a very direct that's why it breaks
[05:59:35] It's a very direct that's why it breaks the pattern. It cuts out all the
[05:59:36] the pattern. It cuts out all the [ __ ] Okay. You get the real thing
[05:59:39] [ __ ] Okay. You get the real thing that's holding them back. Quick reframe
[05:59:41] that's holding them back. Quick reframe and then you're back to commitment. Easy
[05:59:44] and then you're back to commitment. Easy easy reframe. that I always do because
[05:59:45] easy reframe. that I always do because like nine times out of ten what a
[05:59:47] like nine times out of ten what a prospect will tell you is like hey it's
[05:59:48] prospect will tell you is like hey it's just scary. It's like hey man like I I
[05:59:50] just scary. It's like hey man like I I get that c can I share perspective on
[05:59:52] get that c can I share perspective on it. It's like we're a deer crossing the
[05:59:54] it. It's like we're a deer crossing the road and like our current situation is
[05:59:56] road and like our current situation is the headlights is a car coming towards
[05:59:58] the headlights is a car coming towards us and like we're stuck in the
[05:59:59] us and like we're stuck in the headlights and right now like we have
[06:00:02] headlights and right now like we have two options on what we can do. We can
[06:00:04] two options on what we can do. We can either get caught in the headlights and
[06:00:06] either get caught in the headlights and let that fear let our current situation
[06:00:08] let that fear let our current situation hit us and when it gets worse or we can
[06:00:10] hit us and when it gets worse or we can use that emotion to get out of the way.
[06:00:12] use that emotion to get out of the way. Which one would you rather do? Why
[06:00:14] Which one would you rather do? Why though? But what if we allow it to hit
[06:00:16] though? But what if we allow it to hit us? Okay.
[06:00:18] us? Okay. So, are you actually committed to make a
[06:00:20] So, are you actually committed to make a change? Then we're going to go to
[06:00:21] change? Then we're going to go to commitment. So, that's another way that
[06:00:23] commitment. So, that's another way that we can go about it. In terms of like the
[06:00:26] we can go about it. In terms of like the reframes,
[06:00:27] reframes, again, plug in once you understand like
[06:00:30] again, plug in once you understand like the thought process around it. You can
[06:00:33] the thought process around it. You can plug in whatever the [ __ ] you want. Just
[06:00:35] plug in whatever the [ __ ] you want. Just understand you're just shifting. You're
[06:00:37] understand you're just shifting. You're changing the meaning of how they're
[06:00:39] changing the meaning of how they're viewing money. That's all you're doing
[06:00:41] viewing money. That's all you're doing here. And a real easy way to do use a
[06:00:44] here. And a real easy way to do use a couple NLP slide a mouse of like hey
[06:00:47] couple NLP slide a mouse of like hey this or this binary why once they take a
[06:00:51] this or this binary why once they take a step in your direction consequence the
[06:00:54] step in your direction consequence the other end okay are you committed to make
[06:00:56] other end okay are you committed to make a change that's really all it is okay
[06:00:58] a change that's really all it is okay these are the easiest ones that I found
[06:01:01] these are the easiest ones that I found pretty pretty solid so you can take them
[06:01:03] pretty pretty solid so you can take them if you want to create your own you can
[06:01:04] if you want to create your own you can definitely create your own as well after
[06:01:06] definitely create your own as well after we get their buy in then we're going to
[06:01:08] we get their buy in then we're going to commitment hey money is the easy part
[06:01:10] commitment hey money is the easy part the hard part is the commitment to
[06:01:11] the hard part is the commitment to change or Are you committed to change?
[06:01:12] change or Are you committed to change? Okay, money is never the thing that
[06:01:14] Okay, money is never the thing that actually holds people back. Money's
[06:01:15] actually holds people back. Money's pretty easy. The hard part is just you
[06:01:17] pretty easy. The hard part is just you committing to change. Do whatever it
[06:01:18] committing to change. Do whatever it takes. Are you committed to change? Yes.
[06:01:20] takes. Are you committed to change? Yes. Why? Okay. Once they're committed to
[06:01:23] Why? Okay. Once they're committed to change, then we're in negotiation. Okay?
[06:01:25] change, then we're in negotiation. Okay? Cuz I care about you. I want to see you
[06:01:26] Cuz I care about you. I want to see you win. Let's not focus on what we can't
[06:01:28] win. Let's not focus on what we can't do. Let's focus on what we can do.
[06:01:30] do. Let's focus on what we can do. Bills, expenses aside, what do we have
[06:01:32] Bills, expenses aside, what do we have available? Tie them down. What do they
[06:01:34] available? Tie them down. What do they have right now? Not what can they get?
[06:01:36] have right now? Not what can they get? Okay. Like, oh, like I can get the
[06:01:37] Okay. Like, oh, like I can get the money. Okay, but what do you have right
[06:01:38] money. Okay, but what do you have right now? This is a big thing you need to tie
[06:01:40] now? This is a big thing you need to tie off. What do they currently have right
[06:01:42] off. What do they currently have right now? What is on their credit card? What
[06:01:43] now? What is on their credit card? What can they pull out right now? Tell you
[06:01:45] can they pull out right now? Tell you the digits and they can move forward.
[06:01:46] the digits and they can move forward. Okay, them getting the money is not
[06:01:48] Okay, them getting the money is not tying them down. Okay, what do they have
[06:01:50] tying them down. Okay, what do they have currently right now? Pull up your bank
[06:01:51] currently right now? Pull up your bank account, bro. Don't say that. But like
[06:01:54] account, bro. Don't say that. But like that's that's a thought process. They're
[06:01:55] that's that's a thought process. They're not fully tied down until you actually
[06:01:57] not fully tied down until you actually know what they currently have right now.
[06:01:59] know what they currently have right now. Okay? And if they don't have the money
[06:02:01] Okay? And if they don't have the money right now, again, they can't come up
[06:02:03] right now, again, they can't come up with the funds. You offer suggestions,
[06:02:06] with the funds. You offer suggestions, payment plans, go through timeline on
[06:02:07] payment plans, go through timeline on getting funds, do funding to do it like
[06:02:10] getting funds, do funding to do it like or you can take down car details,
[06:02:11] or you can take down car details, schedule a payment, whatever it is, you
[06:02:14] schedule a payment, whatever it is, you get commitment something. We need to do
[06:02:16] get commitment something. We need to do something moving forward. Let's do some
[06:02:18] something moving forward. Let's do some [ __ ] Right now, if we do that and for
[06:02:20] [ __ ] Right now, if we do that and for whatever reason, okay, they can do the
[06:02:22] whatever reason, okay, they can do the money, they could do the payment plan,
[06:02:24] money, they could do the payment plan, they could do the pay if they could do
[06:02:25] they could do the pay if they could do the funding, and they're still not
[06:02:26] the funding, and they're still not moving forward, we either go to fear,
[06:02:28] moving forward, we either go to fear, right? Or
[06:02:31] right? Or we go to
[06:02:33] we go to decision-m, right? Decision-m process.
[06:02:36] decision-m, right? Decision-m process. Okay, so let's go back to the smoke
[06:02:37] Okay, so let's go back to the smoke screens. Whatever it is, the smoke
[06:02:38] screens. Whatever it is, the smoke screens, I know in all of them, there's
[06:02:41] screens, I know in all of them, there's a thing of, hey, I always make decisions
[06:02:43] a thing of, hey, I always make decisions this way. I always make decisions this
[06:02:44] this way. I always make decisions this way. I always make decisions this way.
[06:02:45] way. I always make decisions this way. You'll run into that. Okay. So, what do
[06:02:47] You'll run into that. Okay. So, what do you do when you get somebody to saying
[06:02:49] you do when you get somebody to saying like, "Hey, I always make decisions this
[06:02:50] like, "Hey, I always make decisions this way." As you clarify, what do you mean
[06:02:52] way." As you clarify, what do you mean by that? Okay. Then from there, unless
[06:02:56] by that? Okay. Then from there, unless it's a partner, I'm just going to
[06:02:57] it's a partner, I'm just going to diffuse and get more buying. If it's a
[06:02:59] diffuse and get more buying. If it's a partner objection, I'm like, "Hey,
[06:03:00] partner objection, I'm like, "Hey, what's the conversation mostly going to
[06:03:01] what's the conversation mostly going to be about?" Like, "Oh, no, nothing. I
[06:03:03] be about?" Like, "Oh, no, nothing. I always make decisions this way." Okay.
[06:03:04] always make decisions this way." Okay. What do you mean you guys always make
[06:03:05] What do you mean you guys always make decisions? Oh, yeah. We're a team. Blah
[06:03:07] decisions? Oh, yeah. We're a team. Blah blah blah blah blah. Is there anything
[06:03:08] blah blah blah blah. Is there anything that you feel like she might be most
[06:03:09] that you feel like she might be most apprehensive about of what we covered?
[06:03:11] apprehensive about of what we covered? I'm going to try to flush it again to
[06:03:12] I'm going to try to flush it again to another objection. If not, then it's
[06:03:15] another objection. If not, then it's like, "Oh, no. like this is how we do
[06:03:17] like, "Oh, no. like this is how we do it. Then we're going to diffuse, get
[06:03:19] it. Then we're going to diffuse, get more buy in. So if they say, "Hey, this
[06:03:21] more buy in. So if they say, "Hey, this is how I always make decisions."
[06:03:23] is how I always make decisions." Objection aside, talking to your partner
[06:03:24] Objection aside, talking to your partner aside, taking one day aside, talking to
[06:03:26] aside, taking one day aside, talking to your priest, talking to your dog,
[06:03:27] your priest, talking to your dog, walking, you know, like praying,
[06:03:29] walking, you know, like praying, meditating, whatever it is, all that
[06:03:30] meditating, whatever it is, all that aside, with what we covered, like would
[06:03:32] aside, with what we covered, like would you do this? So it's like, hey, would
[06:03:35] you do this? So it's like, hey, would you do this? Why would you do this? So
[06:03:37] you do this? Why would you do this? So if they waffle at all, if there's any
[06:03:40] if they waffle at all, if there's any type of waffling in any part of it, when
[06:03:42] type of waffling in any part of it, when you get the buy in, you need to get
[06:03:44] you get the buy in, you need to get underneath it. So they're like, "Oh,
[06:03:46] underneath it. So they're like, "Oh, yeah, maybe." Right? It's like, "Oh, you
[06:03:48] yeah, maybe." Right? It's like, "Oh, you don't sound too sure. Why would you do
[06:03:50] don't sound too sure. Why would you do it?" So what are your concerns? Again,
[06:03:51] it?" So what are your concerns? Again, like we talked about before, you always
[06:03:53] like we talked about before, you always go positive and then you get the
[06:03:54] go positive and then you get the concerns underneath it. Okay?
[06:03:57] concerns underneath it. Okay? Does the investment work for you? So I
[06:03:59] Does the investment work for you? So I always make decisions this way. Okay?
[06:04:01] always make decisions this way. Okay? They're not giving you anything. I'm
[06:04:02] They're not giving you anything. I'm always going to make sure I check off
[06:04:05] always going to make sure I check off money. It's time. It's money. It's fear.
[06:04:07] money. It's time. It's money. It's fear. Okay? So I want to make sure it's not
[06:04:10] Okay? So I want to make sure it's not logistical money. It's just purely
[06:04:11] logistical money. It's just purely decision-m process around the money. So,
[06:04:14] decision-m process around the money. So, I'm always going to say, "Does the
[06:04:15] I'm always going to say, "Does the investment work for you?" So, the
[06:04:17] investment work for you?" So, the investment actually works in your budget
[06:04:19] investment actually works in your budget restraints, you could go ahead and get
[06:04:20] restraints, you could go ahead and get started like right away. Yes. If they
[06:04:22] started like right away. Yes. If they waffle at all, they're like, "Well, I
[06:04:24] waffle at all, they're like, "Well, I can find the money."
[06:04:27] can find the money." That means you don't have it, bro. Like,
[06:04:29] That means you don't have it, bro. Like, if they waffle at all, like, "Oh, I can
[06:04:31] if they waffle at all, like, "Oh, I can find it." Or they seem a little bit
[06:04:33] find it." Or they seem a little bit unsure. Go down money. Don't spend your
[06:04:36] unsure. Go down money. Don't spend your time hitting them over the head with
[06:04:38] time hitting them over the head with decision-m reframes if there it's really
[06:04:40] decision-m reframes if there it's really just a money objection. And most of the
[06:04:43] just a money objection. And most of the time it is just a money objection. Okay,
[06:04:45] time it is just a money objection. Okay, partner. I always make decisions this
[06:04:46] partner. I always make decisions this way. Um, I just need 24 hours. Most of
[06:04:49] way. Um, I just need 24 hours. Most of the time it's a money objection. So, I
[06:04:51] the time it's a money objection. So, I want to get to the money first, always.
[06:04:54] want to get to the money first, always. Okay. Once the money's tied down, all
[06:04:56] Okay. Once the money's tied down, all these other objections are much easier
[06:04:59] these other objections are much easier to overcome. Okay. So, let's go over
[06:05:03] to overcome. Okay. So, let's go over partner. Now, there's tons of different
[06:05:04] partner. Now, there's tons of different ways to go about partner. I'm going to
[06:05:06] ways to go about partner. I'm going to show you the simplest and most universal
[06:05:08] show you the simplest and most universal way that I found to go over partner.
[06:05:10] way that I found to go over partner. Now, just depending, you can go a lot
[06:05:12] Now, just depending, you can go a lot harder in the paint on this. And
[06:05:14] harder in the paint on this. And sometimes that is required. But again,
[06:05:18] sometimes that is required. But again, let's just go with the simplest, easiest
[06:05:20] let's just go with the simplest, easiest way to actually overcome partner. And if
[06:05:22] way to actually overcome partner. And if this doesn't work, there's different
[06:05:23] this doesn't work, there's different things you can do on top of it. Like
[06:05:24] things you can do on top of it. Like really going down trust, tying them down
[06:05:25] really going down trust, tying them down a bunch of other [ __ ] like that. Like
[06:05:27] a bunch of other [ __ ] like that. Like objection handling like is a rabbit hole
[06:05:29] objection handling like is a rabbit hole that I can make a whole another 7-hour
[06:05:32] that I can make a whole another 7-hour video like on just on this specifically,
[06:05:34] video like on just on this specifically, but right now let's focus Christian.
[06:05:37] but right now let's focus Christian. Okay, cool. So partner, so they're like,
[06:05:39] Okay, cool. So partner, so they're like, "Oh yeah, like always make decisions
[06:05:41] "Oh yeah, like always make decisions this way." Blah blah blah blah blah. Uh
[06:05:43] this way." Blah blah blah blah blah. Uh like I need to talk to my partner. We
[06:05:44] like I need to talk to my partner. We always make decisions this way. And then
[06:05:46] always make decisions this way. And then they're going to say like, "Okay, like
[06:05:47] they're going to say like, "Okay, like would you do this yet? Does the
[06:05:48] would you do this yet? Does the investment actually work for you?" All
[06:05:50] investment actually work for you?" All that good stuff. We tied off money. Now
[06:05:52] that good stuff. We tied off money. Now we go into partner and uh I guess like
[06:05:54] we go into partner and uh I guess like what happens though and for whatever
[06:05:56] what happens though and for whatever reason like they're just not on board
[06:05:58] reason like they're just not on board with spending the funds. Now this is
[06:06:00] with spending the funds. Now this is something you need an answer out of
[06:06:03] something you need an answer out of them. What will happen a lot of times is
[06:06:05] them. What will happen a lot of times is people just [ __ ] refuse to answer
[06:06:08] people just [ __ ] refuse to answer this question. This is a hill you need
[06:06:10] this question. This is a hill you need to die on. You need to get them to at
[06:06:12] to die on. You need to get them to at least take a stance on um so is this an
[06:06:15] least take a stance on um so is this an FYI conversation or is it asking for
[06:06:17] FYI conversation or is it asking for permission? Typically the way I'm going
[06:06:19] permission? Typically the way I'm going to frame it is like hey what happens to
[06:06:21] to frame it is like hey what happens to them if you go to them and for whatever
[06:06:22] them if you go to them and for whatever reason they say no. Is this completely
[06:06:25] reason they say no. Is this completely dead in the water or are we still going
[06:06:26] dead in the water or are we still going to find a way? A lot of times they're
[06:06:28] to find a way? A lot of times they're going to say I don't think she would say
[06:06:29] going to say I don't think she would say no or I'm going to have to convince her.
[06:06:31] no or I'm going to have to convince her. It's like, "Oh, yeah, man. Like, and I
[06:06:32] It's like, "Oh, yeah, man. Like, and I get that. I'm in your corner, but like
[06:06:34] get that. I'm in your corner, but like what happens if you can't convince her?
[06:06:35] what happens if you can't convince her? She just says no." Or like, "Hey, man. I
[06:06:37] She just says no." Or like, "Hey, man. I have to play devil's advocate a bit.
[06:06:39] have to play devil's advocate a bit. Like, what happens if she does say no?"
[06:06:40] Like, what happens if she does say no?" Like, is it dead in the water? Are we
[06:06:41] Like, is it dead in the water? Are we still finding a way? I need them to pick
[06:06:44] still finding a way? I need them to pick a [ __ ] route. I need to get them to
[06:06:46] a [ __ ] route. I need to get them to tie down. A lot of times they don't want
[06:06:48] tie down. A lot of times they don't want to tie down, but you need to get them to
[06:06:49] to tie down, but you need to get them to tie down. If they said they'll still do
[06:06:51] tie down. If they said they'll still do it regardless, right? Then they're like,
[06:06:53] it regardless, right? Then they're like, "Okay, well man, if it works in your
[06:06:55] "Okay, well man, if it works in your budget and you're still going to do this
[06:06:56] budget and you're still going to do this regardless, um, why don't we just get
[06:06:59] regardless, um, why don't we just get this taken care of like right now?"
[06:07:00] this taken care of like right now?" Right? we're just going to go ahead and
[06:07:02] Right? we're just going to go ahead and ask for the sale. That'll work like half
[06:07:04] ask for the sale. That'll work like half the time. The other half of the time,
[06:07:06] the time. The other half of the time, um, they're still gonna be like, "Oh,
[06:07:07] um, they're still gonna be like, "Oh, no, but I need to talk to her first." Or
[06:07:09] no, but I need to talk to her first." Or they're going to say, "Um, it's like, I
[06:07:11] they're going to say, "Um, it's like, I can't do it if she's not on board."
[06:07:13] can't do it if she's not on board." Okay, once we understand those two
[06:07:14] Okay, once we understand those two things, then we need to again address
[06:07:17] things, then we need to again address the partner objection. And how are we
[06:07:19] the partner objection. And how are we going to address it? We're going to go
[06:07:21] going to address it? We're going to go to responsibility. Okay, so you're going
[06:07:23] to responsibility. Okay, so you're going to go over who is responsible for you
[06:07:25] to go over who is responsible for you getting to your goal. You need to get
[06:07:27] getting to your goal. You need to get them to buy in that they are the person
[06:07:28] them to buy in that they are the person that is responsible for getting to their
[06:07:30] that is responsible for getting to their outcome, right? And you might get people
[06:07:32] outcome, right? And you might get people who again they're going to [ __ ] foot
[06:07:33] who again they're going to [ __ ] foot around. It's like, well, she's gonna
[06:07:34] around. It's like, well, she's gonna help me or, well, he's going to help me
[06:07:36] help me or, well, he's going to help me with the business, but ultimately like,
[06:07:37] with the business, but ultimately like, who's responsible though, like if you
[06:07:39] who's responsible though, like if you like if this succeeds or if this
[06:07:40] like if this succeeds or if this doesn't, right? Oh, she helps. Or, oh,
[06:07:42] doesn't, right? Oh, she helps. Or, oh, he helps. But who's actually responsible
[06:07:44] he helps. But who's actually responsible though? Now, if they are like 50/50
[06:07:47] though? Now, if they are like 50/50 business partners, that's a different
[06:07:48] business partners, that's a different conversation. But most people, you're
[06:07:50] conversation. But most people, you're not really running into that. So, I'm
[06:07:51] not really running into that. So, I'm going to cover what is most universal.
[06:07:53] going to cover what is most universal. Okay? And it reminds me of the phrase
[06:07:55] Okay? And it reminds me of the phrase like heavy is a head that wears a crown.
[06:07:57] like heavy is a head that wears a crown. You ever heard of that phrase? It's an
[06:07:58] You ever heard of that phrase? It's an old Shakespeare quote. It's heavy as a
[06:08:00] old Shakespeare quote. It's heavy as a head that wears a crown. Not because
[06:08:01] head that wears a crown. Not because it's heavy with gold or jewels. It's
[06:08:03] it's heavy with gold or jewels. It's because of like being a leader. Like
[06:08:05] because of like being a leader. Like that's heavy. Like I know me as a leader
[06:08:06] that's heavy. Like I know me as a leader in my family, my business, I have to
[06:08:08] in my family, my business, I have to make the tough decisions because I'm
[06:08:10] make the tough decisions because I'm responsible. You know what I mean?
[06:08:12] responsible. You know what I mean? Getting buy in on it. Now the reason why
[06:08:13] Getting buy in on it. Now the reason why I like to use heavy's head towards the
[06:08:15] I like to use heavy's head towards the crown, it's very visual, right? It's a
[06:08:17] crown, it's very visual, right? It's a visual representation of the overarching
[06:08:20] visual representation of the overarching point. And if I make a visual
[06:08:22] point. And if I make a visual representation, if I make an analogy
[06:08:24] representation, if I make an analogy that they believe like, hey, crane like
[06:08:26] that they believe like, hey, crane like crowns are heavy because of
[06:08:30] crowns are heavy because of responsibility, if they believe what the
[06:08:31] responsibility, if they believe what the overarching point, they're more likely
[06:08:33] overarching point, they're more likely to believe with the other points that
[06:08:34] to believe with the other points that I'm going to be making. Okay. So then
[06:08:37] I'm going to be making. Okay. So then from there, once I get buying, and you
[06:08:38] from there, once I get buying, and you need them to get buying. Okay. So then
[06:08:40] need them to get buying. Okay. So then from there, it's like, hey, is it fair
[06:08:42] from there, it's like, hey, is it fair to them, given that you're the one
[06:08:44] to them, given that you're the one responsible, to try to take off that
[06:08:46] responsible, to try to take off that crown and put the responsibility on
[06:08:48] crown and put the responsibility on them? Why not? You need to get them to
[06:08:51] them? Why not? You need to get them to admit it's not fair. This is when people
[06:08:53] admit it's not fair. This is when people will waffle quite a bit too, right?
[06:08:55] will waffle quite a bit too, right? Because they know where you're going. So
[06:08:57] Because they know where you're going. So if they say like, "Oh, that's not what
[06:08:58] if they say like, "Oh, that's not what I'm doing." Well, like hypothetically,
[06:09:00] I'm doing." Well, like hypothetically, man, like if you were to take off that
[06:09:01] man, like if you were to take off that crown and put it on her head, like would
[06:09:02] crown and put it on her head, like would that be fair? No. Why not? I need to get
[06:09:05] that be fair? No. Why not? I need to get the buying. That's not fair. So you need
[06:09:09] the buying. That's not fair. So you need to get buying. Don't allow them to
[06:09:11] to get buying. Don't allow them to waffle. And do not allow them to take
[06:09:14] waffle. And do not allow them to take you anywhere else. That goes for any
[06:09:16] you anywhere else. That goes for any objection handler you're on. If you're
[06:09:18] objection handler you're on. If you're in money, right, this actually brings me
[06:09:20] in money, right, this actually brings me back to another point. I'm a little all
[06:09:21] back to another point. I'm a little all over the place, right? So, if you're in
[06:09:23] over the place, right? So, if you're in money or you're in any other objection
[06:09:24] money or you're in any other objection and they try to take you to another
[06:09:26] and they try to take you to another objection, you need to like keep on the
[06:09:29] objection, you need to like keep on the same point. Like, for example, if you're
[06:09:30] same point. Like, for example, if you're in money and they're like, "Yeah, no, I
[06:09:32] in money and they're like, "Yeah, no, I do. I just need to talk to my partner
[06:09:33] do. I just need to talk to my partner first." It's like, "Yeah, man." And it
[06:09:34] first." It's like, "Yeah, man." And it doesn't really even make much sense to
[06:09:35] doesn't really even make much sense to talk to your partner if we can't even
[06:09:36] talk to your partner if we can't even make the numbers work. So, it's like,
[06:09:38] make the numbers work. So, it's like, "Why would you actually do it, though?"
[06:09:39] "Why would you actually do it, though?" Like, right? So, you're just like, "Hey,
[06:09:41] Like, right? So, you're just like, "Hey, it doesn't even make sense to talk about
[06:09:42] it doesn't even make sense to talk about that unless you know we can do this."
[06:09:45] that unless you know we can do this." And if they say like, "Oh, look, no, I'm
[06:09:47] And if they say like, "Oh, look, no, I'm not doing that. I just need to think
[06:09:48] not doing that. I just need to think about it." It's like, "Hey, man." And
[06:09:49] about it." It's like, "Hey, man." And like I totally make sense. It doesn't
[06:09:50] like I totally make sense. It doesn't even make much sense to like think about
[06:09:51] even make much sense to like think about it. Like if we can't even like figure
[06:09:53] it. Like if we can't even like figure out like if this would work for you,
[06:09:54] out like if this would work for you, right? It's like boom. Like just keep on
[06:09:56] right? It's like boom. Like just keep on point. Keep on point. Never allow them
[06:09:57] point. Keep on point. Never allow them to take you off track. Like you are on
[06:10:00] to take you off track. Like you are on like this road. Okay. Never allow them
[06:10:02] like this road. Okay. Never allow them to distract you. That's the biggest
[06:10:04] to distract you. That's the biggest thing. So once you get that that they
[06:10:06] thing. So once you get that that they need to make a change. You need them to
[06:10:08] need to make a change. You need them to admit that it's not fair. Then after you
[06:10:10] admit that it's not fair. Then after you get that, now we're going to shift the
[06:10:12] get that, now we're going to shift the meaning. Again, a lot of this is just
[06:10:14] meaning. Again, a lot of this is just shifting meanings of not not having the
[06:10:17] shifting meanings of not not having the conversation. We're shifting it to like
[06:10:19] conversation. We're shifting it to like that's not what we're deciding. We're
[06:10:20] that's not what we're deciding. We're deciding on what conversation that we're
[06:10:22] deciding on what conversation that we're going to have. So, I'm going to go into
[06:10:24] going to have. So, I'm going to go into hey, and they're going to feed off your
[06:10:25] hey, and they're going to feed off your conviction. I'm not saying don't have
[06:10:27] conviction. I'm not saying don't have that conversation. We just have to
[06:10:28] that conversation. We just have to decide what conversation to have. So,
[06:10:30] decide what conversation to have. So, which conversation would you rather
[06:10:32] which conversation would you rather have? You go to them with all these
[06:10:33] have? You go to them with all these problems and now you have a big bill to
[06:10:35] problems and now you have a big bill to pay or you go to them showing how you've
[06:10:37] pay or you go to them showing how you've already solved the problem and lead them
[06:10:39] already solved the problem and lead them to that decision. Why? As soon as you
[06:10:42] to that decision. Why? As soon as you get buy in, don't let them waffle. Why
[06:10:43] get buy in, don't let them waffle. Why would you? Okay. Now, you need to get
[06:10:46] would you? Okay. Now, you need to get buy in that they want to go ahead and
[06:10:48] buy in that they want to go ahead and lead them to that decision. Everyone
[06:10:50] lead them to that decision. Everyone wants to lead people to the decisions,
[06:10:52] wants to lead people to the decisions, showing them how they've done it, all
[06:10:53] showing them how they've done it, all that stuff. Okay? So, you're shifting
[06:10:56] that stuff. Okay? So, you're shifting the meaning of not not having a
[06:10:57] the meaning of not not having a conversation. It's what conversation we
[06:10:59] conversation. It's what conversation we want to have. Now, we got to decide what
[06:11:01] want to have. Now, we got to decide what conversation we're going to have because
[06:11:02] conversation we're going to have because you're not going to really convince them
[06:11:04] you're not going to really convince them to not have conversations. You just got
[06:11:05] to not have conversations. You just got to convince them of like we need to have
[06:11:07] to convince them of like we need to have better conversations leading them to
[06:11:09] better conversations leading them to that decision. Then from there, I'm
[06:11:11] that decision. Then from there, I'm going to diffuse with humor. Right? This
[06:11:13] going to diffuse with humor. Right? This one works really, really great because
[06:11:15] one works really, really great because really what you're doing is you're
[06:11:17] really what you're doing is you're making it easier for them to say yes.
[06:11:19] making it easier for them to say yes. Again, in objection handling, we're
[06:11:20] Again, in objection handling, we're shifting beliefs and making it easier
[06:11:22] shifting beliefs and making it easier for them to say yes. So, and if you go
[06:11:24] for them to say yes. So, and if you go to her and she's like, "No, you're
[06:11:26] to her and she's like, "No, you're making way too much money. You're going
[06:11:27] making way too much money. You're going to make way too much money, buy a
[06:11:29] to make way too much money, buy a Ferrari, and leave me for a
[06:11:30] Ferrari, and leave me for a 21-year-old." Like, if she tells you
[06:11:31] 21-year-old." Like, if she tells you that, man, like, we'll give you the
[06:11:33] that, man, like, we'll give you the money back. The money isn't the
[06:11:34] money back. The money isn't the important part. It's a commitment to
[06:11:36] important part. It's a commitment to change. So, are you actually committed
[06:11:37] change. So, are you actually committed to change? Yes. again shifting the
[06:11:40] to change? Yes. again shifting the meaning. Money is not important.
[06:11:41] meaning. Money is not important. Commitment to change is important. I'm
[06:11:43] Commitment to change is important. I'm harping on that point. Okay? Because
[06:11:45] harping on that point. Okay? Because it's also true. So what do we need to do
[06:11:48] it's also true. So what do we need to do to actually get our outcome or who do we
[06:11:50] to actually get our outcome or who do we need to become? So what do we need to
[06:11:51] need to become? So what do we need to do? Does that work for you? Let's move
[06:11:52] do? Does that work for you? Let's move forward. Right? Then we're asking for
[06:11:54] forward. Right? Then we're asking for the sale again. So either that they give
[06:11:57] the sale again. So either that they give you money or we go fear.
[06:12:00] you money or we go fear. Now let's say they tell you, hey, I
[06:12:02] Now let's say they tell you, hey, I always make decisions this way. Right?
[06:12:05] always make decisions this way. Right? Okay. But understand the thought process
[06:12:09] Okay. But understand the thought process behind it. They always make decisions
[06:12:10] behind it. They always make decisions this way, but they are on a sales call
[06:12:13] this way, but they are on a sales call with you. Okay, this is my thought
[06:12:15] with you. Okay, this is my thought process. Like, hey, if you ended up on a
[06:12:16] process. Like, hey, if you ended up on a sales call with me, right, you done
[06:12:18] sales call with me, right, you done [ __ ] up somewhere in your life. Okay?
[06:12:20] [ __ ] up somewhere in your life. Okay? Like, you're here because you need a
[06:12:22] Like, you're here because you need a change. So, you making decisions like
[06:12:24] change. So, you making decisions like you've always made them isn't going to
[06:12:26] you've always made them isn't going to get you change. You came here for
[06:12:27] get you change. You came here for change. And I'm a change agent, bro.
[06:12:29] change. And I'm a change agent, bro. Right? Life brought you to me. I didn't
[06:12:31] Right? Life brought you to me. I didn't come to you. So, you showed up on my
[06:12:33] come to you. So, you showed up on my call. You [ __ ] up. you know, I'm just
[06:12:36] call. You [ __ ] up. you know, I'm just here to help. Okay, so it's like that's
[06:12:38] here to help. Okay, so it's like that's my mentality of hey, I get we always
[06:12:40] my mentality of hey, I get we always make decisions this way, but that's why
[06:12:42] make decisions this way, but that's why you ended up on my call. It's just like
[06:12:44] you ended up on my call. It's just like something needs to change. Okay, so how
[06:12:46] something needs to change. Okay, so how do we actually do this? Again, make sure
[06:12:48] do we actually do this? Again, make sure we tie off money, everything's tied off,
[06:12:50] we tie off money, everything's tied off, all that fun stuff. Okay, and I can
[06:12:53] all that fun stuff. Okay, and I can understand. Can I make a suggestion?
[06:12:55] understand. Can I make a suggestion? kind of a cheesy question, but on a
[06:12:57] kind of a cheesy question, but on a scale of like 1 to 10, one being really
[06:12:59] scale of like 1 to 10, one being really unhappy and you need to make a change
[06:13:00] unhappy and you need to make a change and 10 being this is like your ideal
[06:13:02] and 10 being this is like your ideal lifestyle, uh, where you're at, where
[06:13:04] lifestyle, uh, where you're at, where are you at right now in problem area.
[06:13:07] are you at right now in problem area. Okay. Now, I'm always going to
[06:13:09] Okay. Now, I'm always going to preference this with, hey, a bit of a
[06:13:10] preference this with, hey, a bit of a cheesy question because it is a cheesy
[06:13:12] cheesy question because it is a cheesy question. You asking a 1 to 10 question
[06:13:14] question. You asking a 1 to 10 question is a cheesy, it is a salesy question,
[06:13:16] is a cheesy, it is a salesy question, but you can ask these questions if you
[06:13:18] but you can ask these questions if you tell them, hey, bit of a cheesy
[06:13:20] tell them, hey, bit of a cheesy question. Works like a charm. And what
[06:13:22] question. Works like a charm. And what you want them to do is you want them to
[06:13:25] you want them to do is you want them to get to admit that they are at least a
[06:13:28] get to admit that they are at least a five or below. And if you did a good
[06:13:29] five or below. And if you did a good enough job in discovery, they'll
[06:13:31] enough job in discovery, they'll automatically say that. Now, if they
[06:13:32] automatically say that. Now, if they don't say that they are a five or below,
[06:13:36] don't say that they are a five or below, you need to smack them down. Okay? So,
[06:13:38] you need to smack them down. Okay? So, if they say a six or higher, okay, so if
[06:13:40] if they say a six or higher, okay, so if you're a seven, like what's a 10? It
[06:13:42] you're a seven, like what's a 10? It should be a huge gap. Okay? Oh, man. If
[06:13:46] should be a huge gap. Okay? Oh, man. If that's a seven, like what's a five? Like
[06:13:47] that's a seven, like what's a five? Like you paying people to coach them? So, for
[06:13:49] you paying people to coach them? So, for example, let's say I'm training people,
[06:13:51] example, let's say I'm training people, you know, sales training, right? So,
[06:13:53] you know, sales training, right? So, let's say they're making like 5K per
[06:13:55] let's say they're making like 5K per month and their their 10 is like 30K per
[06:13:58] month and their their 10 is like 30K per month. Okay? So, they're going to be
[06:14:01] month. Okay? So, they're going to be like, "Oh, like I'm at a seven." Okay,
[06:14:03] like, "Oh, like I'm at a seven." Okay, man. Like, if you if per month is seven,
[06:14:05] man. Like, if you if per month is seven, like like what's a 10? They're like,
[06:14:07] like like what's a 10? They're like, "Oh, like making 30K per month, blah
[06:14:09] "Oh, like making 30K per month, blah blah blah." Like I said, it should be a
[06:14:10] blah blah." Like I said, it should be a huge gap, especially if you did your job
[06:14:12] huge gap, especially if you did your job in discovery, right? It's like, okay, so
[06:14:14] in discovery, right? It's like, okay, so if a seven's 5K, 10's 30K, I guess, like
[06:14:19] if a seven's 5K, 10's 30K, I guess, like what's a five? Like, you're paying
[06:14:20] what's a five? Like, you're paying people to sell for them. So, just by
[06:14:23] people to sell for them. So, just by like numbers alone, man. Um, you're like
[06:14:25] like numbers alone, man. Um, you're like a three. Is that right? Like, why are
[06:14:27] a three. Is that right? Like, why are you a three? Okay. Now, if they say a
[06:14:30] you a three? Okay. Now, if they say a five or below, you just ask them like,
[06:14:31] five or below, you just ask them like, "Well, why are you a five? Why are you a
[06:14:33] "Well, why are you a five? Why are you a four? Why are you a three?" Okay. Often
[06:14:35] four? Why are you a three?" Okay. Often times, you'll just they'll they'll tell
[06:14:37] times, you'll just they'll they'll tell you the lower number, but sometimes you
[06:14:38] you the lower number, but sometimes you got to smack people down.
[06:14:41] got to smack people down. Okay. Once you get them to admit that
[06:14:42] Okay. Once you get them to admit that they're not where they want to be, that
[06:14:44] they're not where they want to be, that they're a four out of 10, they're a
[06:14:46] they're a four out of 10, they're a three out of 10, they're a five out of
[06:14:47] three out of 10, they're a five out of 10, you're gonna like now we're putting
[06:14:49] 10, you're gonna like now we're putting another anchor. Okay. And do you feel
[06:14:52] another anchor. Okay. And do you feel like,
[06:14:53] like, and I hate the word mindset, but do you
[06:14:54] and I hate the word mindset, but do you feel like, you know, mindset can just
[06:14:56] feel like, you know, mindset can just shape the decisions that we make,
[06:14:59] shape the decisions that we make, right? That is a universal. Now, I I am
[06:15:02] right? That is a universal. Now, I I am going to soften it a bit, like I hate
[06:15:03] going to soften it a bit, like I hate the word mindset because again, like I'm
[06:15:05] the word mindset because again, like I'm bridging it into like mindset stuff.
[06:15:07] bridging it into like mindset stuff. Like it's a little bit salesy. So, I'm
[06:15:08] Like it's a little bit salesy. So, I'm always like I'm making a little bit
[06:15:10] always like I'm making a little bit softer. And I hate the word mindset, but
[06:15:12] softer. And I hate the word mindset, but do you feel like our our mindset and our
[06:15:14] do you feel like our our mindset and our decisions like just affect like the
[06:15:15] decisions like just affect like the outcomes that we get? Or do you feel
[06:15:16] outcomes that we get? Or do you feel like mindset like I hate what I I hate
[06:15:19] like mindset like I hate what I I hate the word mindset, but do you feel like
[06:15:20] the word mindset, but do you feel like mindset like affects the way we make
[06:15:22] mindset like affects the way we make decisions?
[06:15:23] decisions? They're always going to say yes. Okay.
[06:15:26] They're always going to say yes. Okay. And are you happy to allow that mindset
[06:15:28] And are you happy to allow that mindset that got you to a four out of 10 in your
[06:15:30] that got you to a four out of 10 in your problem area to continue to shape your
[06:15:32] problem area to continue to shape your results and your outcomes moving
[06:15:33] results and your outcomes moving forward? Are you happy with the mindset,
[06:15:37] forward? Are you happy with the mindset, the decision-making process that got you
[06:15:38] the decision-making process that got you to a four out of 10, 3 out of 10, 5 out
[06:15:40] to a four out of 10, 3 out of 10, 5 out of 10, okay, in your sales to continue
[06:15:43] of 10, okay, in your sales to continue to shape your results and your outcomes
[06:15:45] to shape your results and your outcomes moving forward? Why not?
[06:15:48] moving forward? Why not? Now, they're moving in my direction,
[06:15:51] Now, they're moving in my direction, okay? And then again, now that they're
[06:15:53] okay? And then again, now that they're moving in my direction, this is when I'm
[06:15:55] moving in my direction, this is when I'm going to give them a binary consequence,
[06:15:58] going to give them a binary consequence, ask for the sale, right? Again, same
[06:15:59] ask for the sale, right? Again, same thing every [ __ ] time. And and I can
[06:16:02] thing every [ __ ] time. And and I can appreciate that because I know like
[06:16:03] appreciate that because I know like right now uh we're wanting to look at
[06:16:06] right now uh we're wanting to look at looking at insert limited belief or
[06:16:08] looking at insert limited belief or decision-m process like example like 24
[06:16:11] decision-m process like example like 24 hours which I understand because we all
[06:16:14] hours which I understand because we all make decisions based off of perspective.
[06:16:16] make decisions based off of perspective. So hey man I can understand like again
[06:16:18] So hey man I can understand like again wanting to take some time on this and
[06:16:20] wanting to take some time on this and like really not making a decision right
[06:16:22] like really not making a decision right now which like I understand because we
[06:16:24] now which like I understand because we all make decisions based off our
[06:16:26] all make decisions based off our perspective. The problem with that is if
[06:16:28] perspective. The problem with that is if we keep making decisions based off the
[06:16:29] we keep making decisions based off the perspective we have, it's the only it's
[06:16:31] perspective we have, it's the only it's going to be hard to change or it's the
[06:16:33] going to be hard to change or it's the only place we're ever going to be. So if
[06:16:34] only place we're ever going to be. So if we keep making the problem is if we keep
[06:16:36] we keep making the problem is if we keep making decisions based off the
[06:16:38] making decisions based off the perspective we have, it's going to be
[06:16:39] perspective we have, it's going to be hard to change. In order to change like
[06:16:41] hard to change. In order to change like we have to start adopting perspectives
[06:16:43] we have to start adopting perspectives of perspective of like the person who we
[06:16:45] of perspective of like the person who we want to be like if we take a look at
[06:16:47] want to be like if we take a look at like the 10 out of 10 version of ourel
[06:16:50] like the 10 out of 10 version of ourel like the 30k version of themselves, like
[06:16:52] like the 30k version of themselves, like how would they choose? Would they wait
[06:16:54] how would they choose? Would they wait or would they dive in and bet on
[06:16:56] or would they dive in and bet on themselves? Again, binary. Would they
[06:16:57] themselves? Again, binary. Would they wait or would they dive in and bet on
[06:16:59] wait or would they dive in and bet on themselves? Why? I'm making it easy for
[06:17:02] themselves? Why? I'm making it easy for them to take a step in my direction.
[06:17:03] them to take a step in my direction. Well, they would bet on themselves.
[06:17:04] Well, they would bet on themselves. Like, why would they? Okay. So, we're at
[06:17:07] Like, why would they? Okay. So, we're at a bit of a crossroads. So, we can either
[06:17:09] a bit of a crossroads. So, we can either keep making decisions like we always had
[06:17:12] keep making decisions like we always had and get the same results or we can make
[06:17:13] and get the same results or we can make different type of decisions and uh so we
[06:17:15] different type of decisions and uh so we can get the goal. Which one would you
[06:17:16] can get the goal. Which one would you rather do? Binary. What if you don't
[06:17:18] rather do? Binary. What if you don't though? What if you keep making
[06:17:19] though? What if you keep making decisions like you always had? Are you
[06:17:21] decisions like you always had? Are you want to stay in that same loop? So, what
[06:17:22] want to stay in that same loop? So, what do we have to do again? So if I'm just
[06:17:25] do we have to do again? So if I'm just under like if you just want to
[06:17:27] under like if you just want to understand like the thought process, I
[06:17:28] understand like the thought process, I need to get them to admit they are not
[06:17:30] need to get them to admit they are not happy with where they are. Number one,
[06:17:33] happy with where they are. Number one, get them to admit that they don't want
[06:17:35] get them to admit that they don't want to keep making decisions the way they
[06:17:36] to keep making decisions the way they want to make decisions. Getting them to
[06:17:39] want to make decisions. Getting them to buy into the fact that it makes sense
[06:17:41] buy into the fact that it makes sense they want to make decisions this way
[06:17:42] they want to make decisions this way because they are not happy with where
[06:17:43] because they are not happy with where they're at and it's because of the
[06:17:45] they're at and it's because of the decisions that they made it. Get them to
[06:17:47] decisions that they made it. Get them to buy into the fact that the new version
[06:17:48] buy into the fact that the new version of themselves, the identity that they
[06:17:51] of themselves, the identity that they really want to be would make different
[06:17:52] really want to be would make different type of decisions. Okay? and then get
[06:17:53] type of decisions. Okay? and then get buy in on like which one would they
[06:17:55] buy in on like which one would they rather do same or different right same
[06:17:59] rather do same or different right same or get outcome why though what if you
[06:18:01] or get outcome why though what if you don't consequence ask for the sale okay
[06:18:04] don't consequence ask for the sale okay cool so that is I always make decisions
[06:18:06] cool so that is I always make decisions this way next is hey man just just give
[06:18:09] this way next is hey man just just give me 24 hours like dude like I love this
[06:18:12] me 24 hours like dude like I love this just give me 24 hours now you can always
[06:18:14] just give me 24 hours now you can always just go down like hey like I make
[06:18:16] just go down like hey like I make decisions this way uh the same reframe
[06:18:18] decisions this way uh the same reframe for 24 hours um but I tend to like to
[06:18:21] for 24 hours um but I tend to like to handle it a little bit different Okay.
[06:18:23] handle it a little bit different Okay. So, you can like these like you can
[06:18:25] So, you can like these like you can always use, oh, I need 24 hours. This I
[06:18:27] always use, oh, I need 24 hours. This I always make decisions. Or if they just
[06:18:29] always make decisions. Or if they just say, I need 24 hours. You can always use
[06:18:30] say, I need 24 hours. You can always use this reframe. You don't need to like you
[06:18:32] this reframe. You don't need to like you don't need to use this one. But I like
[06:18:34] don't need to use this one. But I like this one, right? So, I'm going to teach
[06:18:36] this one, right? So, I'm going to teach it to you. You're welcome.
[06:18:39] it to you. You're welcome. So, when they say like, "Oh, I need 24
[06:18:40] So, when they say like, "Oh, I need 24 hours." You make sure you get the buy
[06:18:42] hours." You make sure you get the buy in, the investment works, all that fun
[06:18:44] in, the investment works, all that fun stuff. Money's tied off. Hey, and you
[06:18:47] stuff. Money's tied off. Hey, and you definitely could take a day. Uh, at the
[06:18:48] definitely could take a day. Uh, at the end of the day, like my best intention
[06:18:50] end of the day, like my best intention is here to help. Can I explain why that
[06:18:52] is here to help. Can I explain why that might not be the best option without you
[06:18:53] might not be the best option without you getting upset at me? So again, I'm
[06:18:57] getting upset at me? So again, I'm checking the intent. Hey, I'm here to
[06:18:59] checking the intent. Hey, I'm here to help. Can I explain why that might not
[06:19:01] help. Can I explain why that might not be the best option without you getting
[06:19:02] be the best option without you getting upset at me? So, we're looking for a big
[06:19:05] upset at me? So, we're looking for a big change, right? Okay. They're always
[06:19:08] change, right? Okay. They're always going to say yes, especially if you did
[06:19:09] going to say yes, especially if you did the discovery, right? And when we're
[06:19:11] the discovery, right? And when we're looking for a big change, when is the
[06:19:13] looking for a big change, when is the best time to actually make that change?
[06:19:14] best time to actually make that change? Like if we're truly committed to
[06:19:16] Like if we're truly committed to something
[06:19:17] something like you need to get them to admit that
[06:19:19] like you need to get them to admit that the best time to change is now. Most
[06:19:21] the best time to change is now. Most people just come out and say it. Uh
[06:19:23] people just come out and say it. Uh sometimes they'll just like you know uh
[06:19:26] sometimes they'll just like you know uh they'll say like oh like whenever you're
[06:19:28] they'll say like oh like whenever you're ready. Well can well what if that wasn't
[06:19:30] ready. Well can well what if that wasn't what you thought it was? Because like
[06:19:31] what you thought it was? Because like let's say for kids for example are you
[06:19:33] let's say for kids for example are you ever truly ready to like have kids? Like
[06:19:35] ever truly ready to like have kids? Like no. Like you get ready like when you do
[06:19:36] no. Like you get ready like when you do it right. So it's the same thing here.
[06:19:38] it right. So it's the same thing here. So when like if we really truly want to
[06:19:39] So when like if we really truly want to change like when time is the best time
[06:19:41] change like when time is the best time to actually make a change. Okay. It was
[06:19:43] to actually make a change. Okay. It was probably six months ago, right? Like the
[06:19:45] probably six months ago, right? Like the Nespex's time is now. Like would you
[06:19:46] Nespex's time is now. Like would you agree? Get buy in. Like would you agree?
[06:19:50] agree? Get buy in. Like would you agree? Why would you agree? I need them to
[06:19:51] Why would you agree? I need them to start start taking steps in my
[06:19:54] start start taking steps in my direction. Okay. Hey, and and I want to
[06:19:57] direction. Okay. Hey, and and I want to help and make sure we get the best
[06:19:58] help and make sure we get the best results. And when it comes to making a
[06:20:01] results. And when it comes to making a change, if we are the type of person who
[06:20:03] change, if we are the type of person who is like new year, new me, it's December,
[06:20:05] is like new year, new me, it's December, and they decide to lose weight, but they
[06:20:07] and they decide to lose weight, but they wait until January 1st, how long do
[06:20:09] wait until January 1st, how long do those people go to the gym and stick to
[06:20:11] those people go to the gym and stick to their plans? Okay, get them to admit
[06:20:13] their plans? Okay, get them to admit they don't stay long because they aren't
[06:20:14] they don't stay long because they aren't committed. They're either going to tell
[06:20:15] committed. They're either going to tell you like, "Oh, those people don't stay
[06:20:17] you like, "Oh, those people don't stay long." Or they're like, "Oh, I don't
[06:20:18] long." Or they're like, "Oh, I don't know." If you really thought about it,
[06:20:19] know." If you really thought about it, like, "Hey, new year, new me." Like,
[06:20:20] like, "Hey, new year, new me." Like, "How long do you feel like those people
[06:20:22] "How long do you feel like those people actually stay at the gym?" Well, it's
[06:20:23] actually stay at the gym?" Well, it's like 2 weeks if we're lucky. Why do you
[06:20:25] like 2 weeks if we're lucky. Why do you feel like it's not that long? Right? Or
[06:20:28] feel like it's not that long? Right? Or they'll just tell you, "Oh, not that
[06:20:29] they'll just tell you, "Oh, not that long. Why do you feel not that long?"
[06:20:31] long. Why do you feel not that long?" Okay? It's the same thing here. Okay?
[06:20:34] Okay? It's the same thing here. Okay? And if we are that person, today is
[06:20:36] And if we are that person, today is Friday and we tell ourselves we're going
[06:20:38] Friday and we tell ourselves we're going to start our diet on Monday, like, hey,
[06:20:40] to start our diet on Monday, like, hey, I'm going to do this tomorrow, but right
[06:20:42] I'm going to do this tomorrow, but right now I'm not going to do this. Um, and
[06:20:45] now I'm not going to do this. Um, and even if we fully are committed and we're
[06:20:47] even if we fully are committed and we're actually going to start our diet on
[06:20:49] actually going to start our diet on Monday, like most people don't, but
[06:20:50] Monday, like most people don't, but let's say we are, we made the decision
[06:20:53] let's say we are, we made the decision on Friday, Friday, Saturday, and Sunday.
[06:20:56] on Friday, Friday, Saturday, and Sunday. We never stay the same when it comes to
[06:20:57] We never stay the same when it comes to our goals. Okay? So, would we be walking
[06:21:00] our goals. Okay? So, would we be walking towards our goals during the time we're
[06:21:02] towards our goals during the time we're not taking action or would we be walking
[06:21:04] not taking action or would we be walking away from them? Okay, cuz we don't stay
[06:21:07] away from them? Okay, cuz we don't stay still. Again, give them a binary. Are we
[06:21:09] still. Again, give them a binary. Are we walking towards our goals or away from
[06:21:10] walking towards our goals or away from our goals if we're choosing not to do
[06:21:12] our goals if we're choosing not to do anything? Staying still is not an
[06:21:13] anything? Staying still is not an option. And again, I'm limiting the
[06:21:15] option. And again, I'm limiting the options. Okay. Walking away. Exactly.
[06:21:19] options. Okay. Walking away. Exactly. Like they're walking away. And you
[06:21:20] Like they're walking away. And you definitely could take a day, walk away
[06:21:22] definitely could take a day, walk away from your goals for a day. And we all
[06:21:24] from your goals for a day. And we all know how you do one thing is how you do
[06:21:27] know how you do one thing is how you do everything. And if I want you to get the
[06:21:29] everything. And if I want you to get the best results and I actually care about
[06:21:31] best results and I actually care about you and if I want you to get the best
[06:21:33] you and if I want you to get the best results and I actually care about you.
[06:21:35] results and I actually care about you. So if you tell yourself it's okay to
[06:21:36] So if you tell yourself it's okay to walk away from your goals, okay, why
[06:21:39] walk away from your goals, okay, why would I let you off this call believing
[06:21:41] would I let you off this call believing that when we both know it's going to
[06:21:42] that when we both know it's going to hurt your results? So they're walking
[06:21:44] hurt your results? So they're walking away from the goals and you can
[06:21:46] away from the goals and you can definitely take a day walk away from
[06:21:47] definitely take a day walk away from your goals for a day. And we all know
[06:21:50] your goals for a day. And we all know like how we do one thing is how we do
[06:21:52] like how we do one thing is how we do everything. Okay? So, if I want the best
[06:21:55] everything. Okay? So, if I want the best results for you and I actually care
[06:21:57] results for you and I actually care about you, if if you're telling yourself
[06:22:00] about you, if if you're telling yourself it's okay just to walk away from your
[06:22:01] it's okay just to walk away from your goals, why would I let you off this call
[06:22:03] goals, why would I let you off this call believing something that we both know is
[06:22:06] believing something that we both know is going to hurt your results? Like, why
[06:22:07] going to hurt your results? Like, why would I let you off this call if we both
[06:22:10] would I let you off this call if we both know you doing this is going to hurt
[06:22:12] know you doing this is going to hurt you? Okay, real easy one. If you want to
[06:22:15] you? Okay, real easy one. If you want to be more direct, why would I let you in
[06:22:17] be more direct, why would I let you in if I truly care about you and I want you
[06:22:19] if I truly care about you and I want you to get the results? And if I want you to
[06:22:21] to get the results? And if I want you to get the best results and I actually care
[06:22:22] get the best results and I actually care about you, if you tell yourself it's
[06:22:24] about you, if you tell yourself it's okay to walk away from your goals, why
[06:22:26] okay to walk away from your goals, why would I let you in the program? If I
[06:22:28] would I let you in the program? If I truly care about you and want you to get
[06:22:30] truly care about you and want you to get the best results, if you're coming in
[06:22:32] the best results, if you're coming in with that mentality, or why would I let
[06:22:34] with that mentality, or why would I let you off this call believing it's okay to
[06:22:37] you off this call believing it's okay to walk away from your goals if we both
[06:22:38] walk away from your goals if we both agree that's going to hurt us, right? Or
[06:22:40] agree that's going to hurt us, right? Or it's going to hurt your results.
[06:22:43] it's going to hurt your results. So what happens if you keep telling
[06:22:44] So what happens if you keep telling yourself it's okay to walk away from our
[06:22:46] yourself it's okay to walk away from our goals? So what do we have to do, right?
[06:22:49] goals? So what do we have to do, right? consequence. What do we have to do? All
[06:22:51] consequence. What do we have to do? All right, so those are the decisions. Now,
[06:22:54] right, so those are the decisions. Now, there's much more, but these are going
[06:22:55] there's much more, but these are going to be the three most common ones. Now,
[06:22:58] to be the three most common ones. Now, after we handled all the real
[06:23:00] after we handled all the real objections, all the [ __ ] smoke
[06:23:02] objections, all the [ __ ] smoke screens, any type of decision making
[06:23:04] screens, any type of decision making reframes, now we get to the fun part.
[06:23:08] reframes, now we get to the fun part. Fear objections. Okay. Now, when it
[06:23:11] Fear objections. Okay. Now, when it comes to fear objections, things you
[06:23:12] comes to fear objections, things you need to do.
[06:23:15] need to do. Listen to their language. Understand
[06:23:17] Listen to their language. Understand their beliefs. Okay? Customize frames.
[06:23:20] their beliefs. Okay? Customize frames. You need to know what you're handling.
[06:23:22] You need to know what you're handling. The the way you're going to understand
[06:23:23] The the way you're going to understand what you're handling is you actually
[06:23:25] what you're handling is you actually understand where they're coming from.
[06:23:26] understand where they're coming from. How do you understand where they're
[06:23:27] How do you understand where they're coming from? Listen to your [ __ ]
[06:23:29] coming from? Listen to your [ __ ] prospect. Right? So, we'll go over the
[06:23:32] prospect. Right? So, we'll go over the very first and foremost is the ABCs of
[06:23:34] very first and foremost is the ABCs of fear. That's the exact one I was telling
[06:23:35] fear. That's the exact one I was telling you about earlier of like I'll just run
[06:23:38] you about earlier of like I'll just run through it like real quick. I already
[06:23:39] through it like real quick. I already covered it a little bit more in detail,
[06:23:40] covered it a little bit more in detail, but I'll just run through it real quick.
[06:23:42] but I'll just run through it real quick. Uh like yeah, I get it. Like I don't
[06:23:43] Uh like yeah, I get it. Like I don't want to say like taking that leap. I I
[06:23:46] want to say like taking that leap. I I don't want to say like it's scary, but
[06:23:47] don't want to say like it's scary, but it's kind of scary in a way, right? And
[06:23:48] it's kind of scary in a way, right? And and I get what you're feeling right now
[06:23:50] and I get what you're feeling right now because, you know, uh cuz I've been
[06:23:52] because, you know, uh cuz I've been there. And what you're feeling right now
[06:23:54] there. And what you're feeling right now is exactly what you're supposed to feel
[06:23:55] is exactly what you're supposed to feel cuz who do you know who grows inside
[06:23:57] cuz who do you know who grows inside their comfort zone? Nobody, right? So
[06:23:59] their comfort zone? Nobody, right? So the feeling you're feeling right now,
[06:24:00] the feeling you're feeling right now, like it means you're growing. Cuz if
[06:24:02] like it means you're growing. Cuz if you're over there like sitting like cool
[06:24:03] you're over there like sitting like cool as a cucumber, like I have to check your
[06:24:04] as a cucumber, like I have to check your pulse. You know what I mean? So that
[06:24:06] pulse. You know what I mean? So that feeling you have right now, like that's
[06:24:08] feeling you have right now, like that's not going to go away. All we get to do
[06:24:10] not going to go away. All we get to do is decide what we do with that feeling.
[06:24:11] is decide what we do with that feeling. Cuz we have two options. Number one, we
[06:24:13] Cuz we have two options. Number one, we can allow it to constrict us. We don't
[06:24:14] can allow it to constrict us. We don't move towards our goals. And dude, I've
[06:24:16] move towards our goals. And dude, I've seen people stay and do that their
[06:24:17] seen people stay and do that their entire lives. Number two is we shape it.
[06:24:21] entire lives. Number two is we shape it. And we shape that fear into taking
[06:24:23] And we shape that fear into taking massive action. So, we put some skin in
[06:24:24] massive action. So, we put some skin in the game. Now, this has to work. So,
[06:24:26] the game. Now, this has to work. So, which one would you rather do? Allow it
[06:24:27] which one would you rather do? Allow it to constrict you or shape it into taking
[06:24:28] to constrict you or shape it into taking massive action. Why?
[06:24:32] massive action. Why? What if you allow it to constrict you
[06:24:33] What if you allow it to constrict you though? Are you going to allow that to
[06:24:36] though? Are you going to allow that to happen? So, what do we have to do to
[06:24:38] happen? So, what do we have to do to make sure that doesn't happen and we can
[06:24:40] make sure that doesn't happen and we can get to goal again? Now, when I ask for
[06:24:42] get to goal again? Now, when I ask for the sale again, cuz I'm I'm saying like
[06:24:43] the sale again, cuz I'm I'm saying like in fear objections, you ratchet up the
[06:24:45] in fear objections, you ratchet up the intensity. So, the first reframe I do,
[06:24:49] intensity. So, the first reframe I do, it's pretty easy breezy in terms of like
[06:24:52] it's pretty easy breezy in terms of like how I'm asking for the sale again. Okay?
[06:24:54] how I'm asking for the sale again. Okay? So, just breaking it down like I got
[06:24:56] So, just breaking it down like I got them to admit that they're fearful. I
[06:24:58] them to admit that they're fearful. I change the meaning of fear, befriend it,
[06:25:00] change the meaning of fear, befriend it, and then we convert the meaning. Now,
[06:25:02] and then we convert the meaning. Now, let's say they still don't move forward.
[06:25:04] let's say they still don't move forward. Okay? Now, I'm going to be a little bit
[06:25:06] Okay? Now, I'm going to be a little bit more straightforward. Okay? So, you want
[06:25:09] more straightforward. Okay? So, you want to be specific and customized to them.
[06:25:11] to be specific and customized to them. And you're increasing the intensity and
[06:25:13] And you're increasing the intensity and tone and being slightly more
[06:25:14] tone and being slightly more straightforward, more daddy's home
[06:25:16] straightforward, more daddy's home energy, right? Get these [ __ ] across
[06:25:18] energy, right? Get these [ __ ] across the line. Okay.
[06:25:20] the line. Okay. Okay. So, and again, in terms of like
[06:25:23] Okay. So, and again, in terms of like the fear reframes, like there are
[06:25:24] the fear reframes, like there are thousands of different ways that you can
[06:25:26] thousands of different ways that you can reframe them. Um, these are just the
[06:25:28] reframe them. Um, these are just the ones that I like to use. And once you
[06:25:31] ones that I like to use. And once you get comfortable with these, you can
[06:25:32] get comfortable with these, you can start crafting your own. Like how I
[06:25:34] start crafting your own. Like how I created like all these are through like
[06:25:36] created like all these are through like books, right? The ABCs of fear is like
[06:25:38] books, right? The ABCs of fear is like legitimately from a books book called
[06:25:41] legitimately from a books book called the confidence code, right? Like podcast
[06:25:43] the confidence code, right? Like podcast [ __ ] voices boss voice. That's like uh
[06:25:45] [ __ ] voices boss voice. That's like uh Daniel Forcelli, I think is his name.
[06:25:47] Daniel Forcelli, I think is his name. He's a guy who does 75 hard. Like these
[06:25:50] He's a guy who does 75 hard. Like these are things that are like convincing to
[06:25:51] are things that are like convincing to me so I have conviction when I say this
[06:25:53] me so I have conviction when I say this stuff. So at first you want to model,
[06:25:56] stuff. So at first you want to model, right? Model, use these, take these fear
[06:25:58] right? Model, use these, take these fear reframes, and then from there you want
[06:25:59] reframes, and then from there you want to be able to craft your own with the
[06:26:01] to be able to craft your own with the with the actual understanding of it. So
[06:26:03] with the actual understanding of it. So they're more convicted to you. you have
[06:26:05] they're more convicted to you. you have more conviction behind them. That way
[06:26:07] more conviction behind them. That way you can have more real conversations
[06:26:09] you can have more real conversations because why people don't like you can't
[06:26:11] because why people don't like you can't break them. You can't overcome their
[06:26:12] break them. You can't overcome their fear um is because typically you're not
[06:26:14] fear um is because typically you're not having a real conversation, right? Like
[06:26:16] having a real conversation, right? Like you're more talking at them rather than
[06:26:18] you're more talking at them rather than having a conversation. Okay. So next
[06:26:20] having a conversation. Okay. So next fear reframe. We're going to talk about
[06:26:22] fear reframe. We're going to talk about identity. Okay. Hey, I get where you're
[06:26:25] identity. Okay. Hey, I get where you're coming from, man. It's tough. I'm not
[06:26:27] coming from, man. It's tough. I'm not going to take that away from you, but
[06:26:28] going to take that away from you, but right now we're not deciding on what we
[06:26:30] right now we're not deciding on what we whether or whether or not we should do
[06:26:31] whether or whether or not we should do the program. Like we bet we both agree
[06:26:34] the program. Like we bet we both agree that this works. Okay, we're not we're
[06:26:36] that this works. Okay, we're not we're not talking about value. We're deciding
[06:26:38] not talking about value. We're deciding on the type of person who we want to be.
[06:26:40] on the type of person who we want to be. Okay, you can either choose to be the
[06:26:42] Okay, you can either choose to be the father who we have been who can't be
[06:26:44] father who we have been who can't be there for his kids or we can choose to
[06:26:47] there for his kids or we can choose to be the 20,000 per month version of
[06:26:49] be the 20,000 per month version of ourselves and actually have the freedom
[06:26:51] ourselves and actually have the freedom we need and be the dad we want to be.
[06:26:53] we need and be the dad we want to be. Who do you want to choose? Now, you want
[06:26:55] Who do you want to choose? Now, you want to be specific and custom to them. if
[06:26:57] to be specific and custom to them. if you didn't talk to him about being a
[06:26:58] you didn't talk to him about being a father and being there for his kids.
[06:27:00] father and being there for his kids. Obviously, do not say that. So, it's
[06:27:02] Obviously, do not say that. So, it's like you in the in the actual like
[06:27:05] like you in the in the actual like discovery, you should have gotten really
[06:27:07] discovery, you should have gotten really good specific identities of who they are
[06:27:09] good specific identities of who they are now and who they need to be. That's when
[06:27:11] now and who they need to be. That's when you're bringing this back up. Okay, this
[06:27:13] you're bringing this back up. Okay, this could be your first theory frame as
[06:27:15] could be your first theory frame as well, but I usually like to have it in
[06:27:16] well, but I usually like to have it in my back pocket because ABC's a fear
[06:27:18] my back pocket because ABC's a fear typically handles it and I don't have to
[06:27:20] typically handles it and I don't have to do it. Okay, so then after we get the
[06:27:23] do it. Okay, so then after we get the buy in of like, hey, I want to be the
[06:27:25] buy in of like, hey, I want to be the $20,000 version of ourel or I want to be
[06:27:28] $20,000 version of ourel or I want to be like the like the be best version of
[06:27:30] like the like the be best version of ourselves. Like once I get that buy in
[06:27:32] ourselves. Like once I get that buy in that they want to be like bigger, right?
[06:27:34] that they want to be like bigger, right? They want to be like that best version.
[06:27:36] They want to be like that best version. Whatever it is, I'm getting them to
[06:27:37] Whatever it is, I'm getting them to choose the the identity that they want
[06:27:38] choose the the identity that they want to step into. Okay. Now again, I need to
[06:27:42] to step into. Okay. Now again, I need to give a binary consequence ask for the
[06:27:45] give a binary consequence ask for the sale. Okay. But in order for us to
[06:27:48] sale. Okay. But in order for us to actually be the person who we need to
[06:27:50] actually be the person who we need to be, we need to start making decisions
[06:27:51] be, we need to start making decisions like we're already there. For example,
[06:27:52] like we're already there. For example, man, if you have somebody who's like 500
[06:27:54] man, if you have somebody who's like 500 lb and you know, they don't get a
[06:27:56] lb and you know, they don't get a six-pack after and then then after they
[06:27:59] six-pack after and then then after they start going to the gym, they start going
[06:28:00] start going to the gym, they start going to the gym. Now, would you agree? So,
[06:28:02] to the gym. Now, would you agree? So, the reason why I use an analogy,
[06:28:04] the reason why I use an analogy, specifically fitness analogies, is
[06:28:06] specifically fitness analogies, is because if they agree with the analogy,
[06:28:08] because if they agree with the analogy, typically they're going to be more
[06:28:10] typically they're going to be more likely to agree with the overarching
[06:28:11] likely to agree with the overarching point. So, analogies work really well.
[06:28:13] point. So, analogies work really well. Okay. What do we have to start doing to
[06:28:15] Okay. What do we have to start doing to become that 20,000 per month person? But
[06:28:18] become that 20,000 per month person? But what if we don't though? And what if we
[06:28:19] what if we don't though? And what if we continue to be the person we have been?
[06:28:21] continue to be the person we have been? Are you okay staying that same person?
[06:28:22] Are you okay staying that same person? So what do we have to do to break free?
[06:28:24] So what do we have to do to break free? So you're knowing doing everything in
[06:28:26] So you're knowing doing everything in your power to to get outcome not only
[06:28:28] your power to to get outcome not only for you but for your kids. As you see
[06:28:30] for you but for your kids. As you see I'm this is much more
[06:28:33] I'm this is much more to the point. Okay? Like I'm raising the
[06:28:36] to the point. Okay? Like I'm raising the intensity as I'm going through. Okay?
[06:28:38] intensity as I'm going through. Okay? I'm adding more specificity and I'm
[06:28:40] I'm adding more specificity and I'm being a bit more direct. Okay? Bit more
[06:28:42] being a bit more direct. Okay? Bit more daddy's home energy. You don't want to
[06:28:43] daddy's home energy. You don't want to go zero to 100. First re reframe pretty
[06:28:46] go zero to 100. First re reframe pretty easy breezy. Next reframe a little bit
[06:28:48] easy breezy. Next reframe a little bit higher. Next reframe. Let's go even
[06:28:51] higher. Next reframe. Let's go even higher. Right. Okay. So, next reframe.
[06:28:54] higher. Right. Okay. So, next reframe. Still can't move forward. Even more
[06:28:56] Still can't move forward. Even more intensity in the tone, more
[06:28:58] intensity in the tone, more straightforward, more daddy's home
[06:28:59] straightforward, more daddy's home energy. That's why you don't go zero to
[06:29:01] energy. That's why you don't go zero to 100 because there's no way to continue
[06:29:03] 100 because there's no way to continue to move up and you don't want to be
[06:29:05] to move up and you don't want to be screaming at your prospects. So, you
[06:29:07] screaming at your prospects. So, you start more easy breezy and then you
[06:29:09] start more easy breezy and then you increase it as you go forward. Hey, and
[06:29:11] increase it as you go forward. Hey, and becoming that person uh like who we need
[06:29:13] becoming that person uh like who we need to be is tough because like our old self
[06:29:15] to be is tough because like our old self is like holding on for dear life. And
[06:29:17] is like holding on for dear life. And like I know for me uh when I come up to
[06:29:20] like I know for me uh when I come up to a big decision like this I always hear
[06:29:22] a big decision like this I always hear two voices in my head. One is telling me
[06:29:25] two voices in my head. One is telling me to jump in and one is telling me to
[06:29:26] to jump in and one is telling me to wait. You know what I mean? Now the
[06:29:28] wait. You know what I mean? Now the reason why I really like this frame
[06:29:30] reason why I really like this frame especially uh like I had mentioned in
[06:29:32] especially uh like I had mentioned in the mentality the like alter ego effect
[06:29:35] the mentality the like alter ego effect and becoming the character. Once you
[06:29:37] and becoming the character. Once you start to look at yourself like a little
[06:29:38] start to look at yourself like a little bit more objectively you're able to take
[06:29:40] bit more objectively you're able to take emotion out of it a bit. Okay. And
[06:29:42] emotion out of it a bit. Okay. And you're able to make like more sound
[06:29:44] you're able to make like more sound decisions. So, what you're doing right
[06:29:46] decisions. So, what you're doing right here is you're causing them to actually
[06:29:49] here is you're causing them to actually separate from their emotions and
[06:29:51] separate from their emotions and separate from the voices in their head
[06:29:53] separate from the voices in their head and you're causing them to actually
[06:29:56] and you're causing them to actually split a bit and like admit that they
[06:29:58] split a bit and like admit that they have two voices in their head. Once
[06:29:59] have two voices in their head. Once you're able to do that, they're able to
[06:30:01] you're able to do that, they're able to look at them much more objectively.
[06:30:03] look at them much more objectively. That's why I really really like this
[06:30:04] That's why I really really like this reframe. Works like a [ __ ] charm.
[06:30:07] reframe. Works like a [ __ ] charm. Okay. So, once I get that, hey, you know
[06:30:09] Okay. So, once I get that, hey, you know what I mean? Everyone always buys into
[06:30:11] what I mean? Everyone always buys into it cuz it is just a truism. Like we all
[06:30:13] it cuz it is just a truism. Like we all have different voices in our head. Once
[06:30:14] have different voices in our head. Once we admit that, like we have different
[06:30:16] we admit that, like we have different voices in our head, then um we can start
[06:30:18] voices in our head, then um we can start to look at them more objectively. And
[06:30:20] to look at them more objectively. And there's things that you can actually do
[06:30:21] there's things that you can actually do for yourself personally when you do have
[06:30:23] for yourself personally when you do have like negative voices in your head. You
[06:30:25] like negative voices in your head. You can label it, right? Like [ __ ] voice
[06:30:27] can label it, right? Like [ __ ] voice versus boss voice. This is a really good
[06:30:29] versus boss voice. This is a really good powerful technique for yourself to
[06:30:31] powerful technique for yourself to actually label your own voices in your
[06:30:33] actually label your own voices in your head to like, hey, always listen to the
[06:30:35] head to like, hey, always listen to the boss voice. Don't listen to the [ __ ]
[06:30:37] boss voice. Don't listen to the [ __ ] voice. You actually label it, right? It
[06:30:40] voice. You actually label it, right? It g it takes away its power. that's what
[06:30:41] g it takes away its power. that's what I'm doing for them here because this is
[06:30:43] I'm doing for them here because this is something that really helped me. So it's
[06:30:45] something that really helped me. So it's like I'm taking them through a reframe
[06:30:47] like I'm taking them through a reframe to help them do that too.
[06:30:50] to help them do that too. So then from there like hey you know
[06:30:51] So then from there like hey you know what I mean then I'm going to normalize
[06:30:53] what I mean then I'm going to normalize it. Okay. Like yeah it's interesting and
[06:30:56] it. Okay. Like yeah it's interesting and it's totally normal. Like I call them
[06:30:57] it's totally normal. Like I call them the [ __ ] voice and the boss voice. You
[06:30:59] the [ __ ] voice and the boss voice. You can give them a different name. I tend
[06:31:00] can give them a different name. I tend to be very straightforward. I've had uh
[06:31:03] to be very straightforward. I've had uh you know clients that are like oh I
[06:31:05] you know clients that are like oh I don't want to like cuss or whatever it
[06:31:06] don't want to like cuss or whatever it is. Like I give it like uh you know the
[06:31:09] is. Like I give it like uh you know the small voice or the big voice whatever it
[06:31:11] small voice or the big voice whatever it is like whatever whatever tickles your
[06:31:14] is like whatever whatever tickles your fancy. The [ __ ] voice is always telling
[06:31:16] fancy. The [ __ ] voice is always telling you like I can't do this. I need to
[06:31:17] you like I can't do this. I need to wait. The boss voice on the other hand
[06:31:19] wait. The boss voice on the other hand is saying you need to take action. You
[06:31:22] is saying you need to take action. You need to bet on yourself. You need to
[06:31:23] need to bet on yourself. You need to stop waiting and be the person you know
[06:31:25] stop waiting and be the person you know you should be. I'm emphasizing the you.
[06:31:28] you should be. I'm emphasizing the you. I'm using a little bit more like
[06:31:29] I'm using a little bit more like embedded commands at this point. I need
[06:31:31] embedded commands at this point. I need to get them AC like I'm talking. This is
[06:31:33] to get them AC like I'm talking. This is very direct more daddy's home energy.
[06:31:34] very direct more daddy's home energy. This is why typically this is going to
[06:31:36] This is why typically this is going to be one of the last reframes I use cuz
[06:31:38] be one of the last reframes I use cuz it's very very straightforward. Okay.
[06:31:41] it's very very straightforward. Okay. Then from there it's like, hey, and
[06:31:43] Then from there it's like, hey, and those voices will never go away. And the
[06:31:45] those voices will never go away. And the beauty and the curse of it is whichever
[06:31:47] beauty and the curse of it is whichever voice you're going to listen to gets
[06:31:48] voice you're going to listen to gets louder. And for most people, they listen
[06:31:50] louder. And for most people, they listen to their [ __ ] voice so much that they
[06:31:52] to their [ __ ] voice so much that they can't even hear their boss voice. But
[06:31:53] can't even hear their boss voice. But you're here on this call, so I can tell
[06:31:55] you're here on this call, so I can tell you right now, you still have your boss
[06:31:57] you right now, you still have your boss voice. Right? I want to give them a
[06:31:58] voice. Right? I want to give them a little bit of a win. Especially if
[06:32:00] little bit of a win. Especially if they're fearful like I like I want a
[06:32:02] they're fearful like I like I want a little bit of wind under their sales,
[06:32:03] little bit of wind under their sales, right? And I'm like, "Hey, you still
[06:32:05] right? And I'm like, "Hey, you still have this in you. You can still do
[06:32:07] have this in you. You can still do this." I'm giving them a little bit of
[06:32:08] this." I'm giving them a little bit of encouragement. Okay. So, right now, I
[06:32:10] encouragement. Okay. So, right now, I know it's a tough decision, but which
[06:32:12] know it's a tough decision, but which voice do you want to make louder? The
[06:32:13] voice do you want to make louder? The [ __ ] voice or the boss voice? Why?
[06:32:16] [ __ ] voice or the boss voice? Why? Binary. Why? So, then I'm going to do
[06:32:18] Binary. Why? So, then I'm going to do something that's a little bit more
[06:32:19] something that's a little bit more advanced. You're calling out the voice
[06:32:21] advanced. You're calling out the voice you want them to actually talk to and
[06:32:25] you want them to actually talk to and listen to at this point. So, once you've
[06:32:27] listen to at this point. So, once you've done this, like you separated the
[06:32:28] done this, like you separated the voices. Now, they labeled like, "Oh, I
[06:32:30] voices. Now, they labeled like, "Oh, I can't do this as a single voice." And
[06:32:32] can't do this as a single voice." And oh, I can do this as a single voice. I'm
[06:32:34] oh, I can do this as a single voice. I'm like, okay, let me talk to the boss
[06:32:36] like, okay, let me talk to the boss voice right now. What is it saying?
[06:32:39] voice right now. What is it saying? Okay, then he's gonna vocalize what the
[06:32:41] Okay, then he's gonna vocalize what the boss voice is saying. What the version
[06:32:43] boss voice is saying. What the version of himself that wants to do this, what
[06:32:45] of himself that wants to do this, what are they actually saying? Okay, why is
[06:32:47] are they actually saying? Okay, why is he saying that? Getting more buying.
[06:32:50] he saying that? Getting more buying. Okay, but what happens if we listen to
[06:32:52] Okay, but what happens if we listen to the [ __ ] voice and the boss voice keeps
[06:32:53] the [ __ ] voice and the boss voice keeps getting quieter and you stay the current
[06:32:55] getting quieter and you stay the current position for the rest of your life?
[06:32:56] position for the rest of your life? Again, very direct. So, but what happens
[06:32:59] Again, very direct. So, but what happens if we listen to that [ __ ] voice and god
[06:33:01] if we listen to that [ __ ] voice and god forbid that boss voice gets quieted out
[06:33:03] forbid that boss voice gets quieted out and we stay that same father we have
[06:33:05] and we stay that same father we have been for the rest of your life like what
[06:33:08] been for the rest of your life like what happens then very very direct at this
[06:33:10] happens then very very direct at this point I'm ratcheting up the intensity
[06:33:13] point I'm ratcheting up the intensity okay do you want to allow that to happen
[06:33:16] okay do you want to allow that to happen so what do you have to do when we go to
[06:33:17] so what do you have to do when we go to bed tonight you're not you're doing
[06:33:19] bed tonight you're not you're doing everything in your power possible to
[06:33:20] everything in your power possible to actually change your life achieve goal
[06:33:22] actually change your life achieve goal and get emotional outcome so what do you
[06:33:24] and get emotional outcome so what do you have to do so when you go to bed tonight
[06:33:26] have to do so when you go to bed tonight you know you're doing absolutely
[06:33:27] you know you're doing absolutely everything in power in your power
[06:33:28] everything in power in your power possible to make the money you need to
[06:33:30] possible to make the money you need to make to actually live the life you need
[06:33:31] make to actually live the life you need to live not only for yourself but for
[06:33:33] to live not only for yourself but for your kids because they deserve it. What
[06:33:35] your kids because they deserve it. What do we need to do right? Okay. Now,
[06:33:38] do we need to do right? Okay. Now, depending depending on the information
[06:33:40] depending depending on the information you have again you need to customize the
[06:33:42] you have again you need to customize the Tim but it's like right now it's like
[06:33:44] Tim but it's like right now it's like it's daddy's home energy like we're
[06:33:46] it's daddy's home energy like we're getting after it. All right. Okay.
[06:33:50] getting after it. All right. Okay. Now, if they still don't move forward,
[06:33:52] Now, if they still don't move forward, if it's B2B or there's a high likelihood
[06:33:54] if it's B2B or there's a high likelihood of followup a sale, you can either just
[06:33:56] of followup a sale, you can either just follow up or just continue to do fear
[06:33:59] follow up or just continue to do fear loops and ratchet up the intensity. What
[06:34:02] loops and ratchet up the intensity. What I'll tend to do cuz like I know if I get
[06:34:04] I'll tend to do cuz like I know if I get them in the nice versus kind reframe,
[06:34:06] them in the nice versus kind reframe, very very like it's very unlikely that
[06:34:08] very very like it's very unlikely that they'll actually get to this point. Very
[06:34:10] they'll actually get to this point. Very unlikely, but if they do get to this
[06:34:12] unlikely, but if they do get to this point, like dude, nobody gets out of it.
[06:34:13] point, like dude, nobody gets out of it. Okay, so do this. If you're B TOC and
[06:34:16] Okay, so do this. If you're B TOC and there's a low likelihood to follow up,
[06:34:18] there's a low likelihood to follow up, go for it. If there is no likelihood
[06:34:20] go for it. If there is no likelihood that these people are actually going to
[06:34:21] that these people are actually going to buy, it is buy or die. Like you're a
[06:34:24] buy, it is buy or die. Like you're a bisop. You don't get really too much
[06:34:25] bisop. You don't get really too much like follow-up sales when it comes to
[06:34:27] like follow-up sales when it comes to fear. Like money logistical, like yeah,
[06:34:29] fear. Like money logistical, like yeah, always follow up with those people. It's
[06:34:31] always follow up with those people. It's not a mindset thing, but it's like they
[06:34:32] not a mindset thing, but it's like they have the money. They're just not moving
[06:34:33] have the money. They're just not moving forward. I just need a day. I don't know
[06:34:35] forward. I just need a day. I don't know about this man. Like dude, the
[06:34:37] about this man. Like dude, the likelihood that they're going to like
[06:34:38] likelihood that they're going to like hop off this call and be like come back
[06:34:41] hop off this call and be like come back to you and make that decision is
[06:34:42] to you and make that decision is probably fairly low. So it's like we go
[06:34:45] probably fairly low. So it's like we go for it. And again, it's the same uh nice
[06:34:47] for it. And again, it's the same uh nice versus kind, same reframe that I was
[06:34:49] versus kind, same reframe that I was talking about earlier. And then you go
[06:34:50] talking about earlier. And then you go for the juggler. It's whatever
[06:34:52] for the juggler. It's whatever information you have. That's what you go
[06:34:55] information you have. That's what you go for. All right. So, that is the
[06:34:58] for. All right. So, that is the objection handling process. Now, if you
[06:35:01] objection handling process. Now, if you want, I can make a much more in-depth in
[06:35:04] want, I can make a much more in-depth in terms of like the objection handling cuz
[06:35:05] terms of like the objection handling cuz I feel like we only scratched the
[06:35:06] I feel like we only scratched the surface. Like the word tracks are
[06:35:08] surface. Like the word tracks are definitely important, but you need to
[06:35:09] definitely important, but you need to really understand a lot of the
[06:35:10] really understand a lot of the psychology and stuff behind this as
[06:35:12] psychology and stuff behind this as well. But hopefully, I don't want to
[06:35:13] well. But hopefully, I don't want to overload it too much. This will get you
[06:35:15] overload it too much. This will get you to where it's like you're able to
[06:35:17] to where it's like you're able to overcome most objections, right? When it
[06:35:20] overcome most objections, right? When it comes to like closing at like 90%,
[06:35:22] comes to like closing at like 90%, understand there is another level to it,
[06:35:24] understand there is another level to it, but this will get you to like 50 plus%.
[06:35:27] but this will get you to like 50 plus%. And something that I give anybody that I
[06:35:29] And something that I give anybody that I work with, like you get access to a
[06:35:31] work with, like you get access to a vault of my calls and you can see me
[06:35:33] vault of my calls and you can see me handling all these different objections.
[06:35:35] handling all these different objections. So that way again, you can see it in
[06:35:37] So that way again, you can see it in live action, you can see it on live
[06:35:39] live action, you can see it on live calls, and you can see it in real time.
[06:35:41] calls, and you can see it in real time. But something that I have for you guys,
[06:35:43] But something that I have for you guys, right, because I want this to be the
[06:35:45] right, because I want this to be the most valuable training that you've ever
[06:35:47] most valuable training that you've ever [ __ ] seen on YouTube. This will get
[06:35:49] [ __ ] seen on YouTube. This will get you to 20, 30, 40,000 per month, is I'm
[06:35:52] you to 20, 30, 40,000 per month, is I'm going to actually share a couple of my
[06:35:54] going to actually share a couple of my sales calls with you. So that way you
[06:35:57] sales calls with you. So that way you can see exactly how we turn all of this
[06:36:00] can see exactly how we turn all of this theory, all of this talk into real life
[06:36:03] theory, all of this talk into real life conversations. So if you ever got to the
[06:36:05] conversations. So if you ever got to the end of a call and they're like, "Hey, I
[06:36:07] end of a call and they're like, "Hey, I almost had them. I got to think about
[06:36:08] almost had them. I got to think about it. I wasn't able to overcome it."
[06:36:10] it. I wasn't able to overcome it." Right? These calls, study them. Okay?
[06:36:14] Right? These calls, study them. Okay? This has taken me years and years to
[06:36:16] This has taken me years and years to make this natural, give you all this
[06:36:18] make this natural, give you all this information, and have real life
[06:36:20] information, and have real life conversations where I'm able to close
[06:36:22] conversations where I'm able to close 80, 90% of the people that I'm talking
[06:36:24] 80, 90% of the people that I'm talking to. So, study these, focus on how do I
[06:36:27] to. So, study these, focus on how do I use my tone, what are the questions that
[06:36:28] use my tone, what are the questions that I'm asking? Take all the training up
[06:36:30] I'm asking? Take all the training up until this point and see if you can't
[06:36:32] until this point and see if you can't connect it to these actual live calls.
[06:36:34] connect it to these actual live calls. Cuz it's good to talk about theory.
[06:36:37] Cuz it's good to talk about theory. theory is fun, but what does it actually
[06:36:39] theory is fun, but what does it actually do to translate into actual real sales
[06:36:42] do to translate into actual real sales conversations? So, these are the exact
[06:36:44] conversations? So, these are the exact same calls that I give my clients, the
[06:36:47] same calls that I give my clients, the exact same frameworks I give my clients
[06:36:48] exact same frameworks I give my clients to get them to the point where they can
[06:36:50] to get them to the point where they can close 60% of the people they're talking
[06:36:52] close 60% of the people they're talking to and making 30, 40, 50,000 plus each
[06:36:55] to and making 30, 40, 50,000 plus each and every month. Okay? So, study them.
[06:36:57] and every month. Okay? So, study them. Let's dive into these calls. So, for a
[06:37:01] Let's dive into these calls. So, for a bit of context, I'll give you one call
[06:37:03] bit of context, I'll give you one call where I'm going to give no commentary on
[06:37:05] where I'm going to give no commentary on it and then I'll give you one call where
[06:37:07] it and then I'll give you one call where I'm going to break it down as I'm going
[06:37:08] I'm going to break it down as I'm going through it. Okay? I think both are
[06:37:10] through it. Okay? I think both are really important. See a call in live
[06:37:12] really important. See a call in live action and then also see me break down
[06:37:14] action and then also see me break down the thought process behind the call.
[06:37:17] the thought process behind the call. Drop your biggest takeaways in the
[06:37:19] Drop your biggest takeaways in the comments of these calls and let me know
[06:37:21] comments of these calls and let me know if there's any topic you want me to go
[06:37:22] if there's any topic you want me to go more in depth on. But let's dive into
[06:37:24] more in depth on. But let's dive into the calls and leave your biggest
[06:37:25] the calls and leave your biggest takeaways in the comments.
[06:37:31] like a good chunk of change, dude.
[06:37:32] like a good chunk of change, dude. >> No, I get like right now we got we got
[06:37:34] >> No, I get like right now we got we got two options, okay? We can either go for
[06:37:37] two options, okay? We can either go for it or you can give another objection.
[06:37:40] it or you can give another objection. Which one is it going to be?
[06:37:42] Which one is it going to be? >> Like,
[06:37:44] >> Like, dude, like I haven't spent this much
[06:37:47] dude, like I haven't spent this much money before.
[06:37:48] money before. >> I guess we're going with option two. It
[06:37:50] >> I guess we're going with option two. It is. All right. Hey, bro. Can you hear
[06:37:51] is. All right. Hey, bro. Can you hear me? Can you see me?
[06:37:53] me? Can you see me? >> Yeah, you're good.
[06:37:54] >> Yeah, you're good. >> Okay, cool. Dude, so it looks like you
[06:37:56] >> Okay, cool. Dude, so it looks like you booked in here about possibly getting
[06:37:58] booked in here about possibly getting some help with your sales. Sound about
[06:37:59] some help with your sales. Sound about right?
[06:38:00] right? >> Um, yeah. Yeah.
[06:38:01] >> Um, yeah. Yeah. >> Okay, cool, man. Looks like we made it
[06:38:03] >> Okay, cool, man. Looks like we made it to the right spot. Um, just so we're on
[06:38:05] to the right spot. Um, just so we're on the same page, man. What made you want
[06:38:07] the same page, man. What made you want to go ahead and uh like book in the call
[06:38:09] to go ahead and uh like book in the call today? Like how can I help?
[06:38:11] today? Like how can I help? >> Um, I just kind of wanted to like see
[06:38:13] >> Um, I just kind of wanted to like see like a bit more about like how you help
[06:38:16] like a bit more about like how you help reps like um I was just watching like a
[06:38:18] reps like um I was just watching like a bit of your content and like the stuff
[06:38:20] bit of your content and like the stuff you put out. Like I tried on my calls
[06:38:22] you put out. Like I tried on my calls and it it got like okay results.
[06:38:27] and it it got like okay results. >> Yeah. Yeah. Trying trying some of the
[06:38:28] >> Yeah. Yeah. Trying trying some of the basic stuff. It was good that you got
[06:38:30] basic stuff. It was good that you got some okay results. Uh in terms of maybe
[06:38:33] some okay results. Uh in terms of maybe like more actual like advanced training,
[06:38:35] like more actual like advanced training, do you know what type of help you're
[06:38:36] do you know what type of help you're actually looking for? Um like
[06:38:38] actually looking for? Um like specifically?
[06:38:41] specifically? Uh,
[06:38:43] Uh, I'd say just maybe more so like um I've
[06:38:47] I'd say just maybe more so like um I've run into a lot of people who like
[06:38:49] run into a lot of people who like they're just it's a lot of resistance in
[06:38:51] they're just it's a lot of resistance in the discovery.
[06:38:52] the discovery. >> Okay.
[06:38:53] >> Okay. >> And they're like just not really wanting
[06:38:54] >> And they're like just not really wanting to answer like a lot of my questions and
[06:38:57] to answer like a lot of my questions and >> Okay. Like resistance in what way? Like
[06:38:59] >> Okay. Like resistance in what way? Like what what exactly do you mean by
[06:39:01] what what exactly do you mean by resistance? Like a lot of them like
[06:39:03] resistance? Like a lot of them like they're just um like I'll get to like in
[06:39:07] they're just um like I'll get to like in promise of like hey like how is this
[06:39:10] promise of like hey like how is this like impacting you
[06:39:12] like impacting you >> and they're just like they're not really
[06:39:14] >> and they're just like they're not really answering the questions or sometimes
[06:39:15] answering the questions or sometimes they'll even get like it becomes
[06:39:17] they'll even get like it becomes combative and then college really goes
[06:39:19] combative and then college really goes off the rails there.
[06:39:21] off the rails there. >> Yeah.
[06:39:21] >> Yeah. >> And then Yeah.
[06:39:24] >> And then Yeah. >> Okay. And what are they actually saying
[06:39:27] >> Okay. And what are they actually saying to you that like makes it more
[06:39:29] to you that like makes it more combative?
[06:39:31] combative? Well, it's it's like a like, oh, I don't
[06:39:34] Well, it's it's like a like, oh, I don't know how like this is relevant or like I
[06:39:37] know how like this is relevant or like I just or like they put the focus on me of
[06:39:39] just or like they put the focus on me of like I just want to see what you guys
[06:39:41] like I just want to see what you guys do.
[06:39:42] do. >> Okay.
[06:39:42] >> Okay. >> And then
[06:39:42] >> And then >> No, that makes sense, man.
[06:39:43] >> No, that makes sense, man. >> Yeah.
[06:39:44] >> Yeah. >> Yeah, it could definitely be an issue.
[06:39:46] >> Yeah, it could definitely be an issue. And um is there a certain type of like
[06:39:49] And um is there a certain type of like structure you're actually following on
[06:39:51] structure you're actually following on your calls that is like leading to them
[06:39:53] your calls that is like leading to them being a bit combative or what does that
[06:39:55] being a bit combative or what does that currently look like?
[06:39:56] currently look like? Like I have a script the um
[06:39:59] Like I have a script the um >> like the CEO gave me.
[06:40:01] >> like the CEO gave me. >> Okay. And and what exactly do you sell?
[06:40:05] >> Okay. And and what exactly do you sell? >> I sell business coaching for marketing.
[06:40:07] >> I sell business coaching for marketing. >> Okay. Like you know more like helping
[06:40:10] >> Okay. Like you know more like helping them scale like what type of business
[06:40:11] them scale like what type of business coaching?
[06:40:12] coaching? >> Yeah. So we're helping them scale with
[06:40:14] >> Yeah. So we're helping them scale with paid ads.
[06:40:15] paid ads. >> Okay. And uh how long have you been
[06:40:17] >> Okay. And uh how long have you been doing that for?
[06:40:18] doing that for? >> Um I'm pretty new to the offer. It's
[06:40:20] >> Um I'm pretty new to the offer. It's like been a week or something.
[06:40:22] like been a week or something. >> Okay. So we're fresh into it, man. So,
[06:40:24] >> Okay. So we're fresh into it, man. So, what caused you just to go with the the
[06:40:26] what caused you just to go with the the CEO's script?
[06:40:28] CEO's script? >> Uh,
[06:40:30] >> Uh, he just like it's what works and I don't
[06:40:33] he just like it's what works and I don't really want to reinvent the wheel cuz
[06:40:36] really want to reinvent the wheel cuz like I've tried that a couple times on
[06:40:38] like I've tried that a couple times on different offers and it just doesn't
[06:40:40] different offers and it just doesn't wield the best results.
[06:40:41] wield the best results. >> Okay. So, so we're on this new offer
[06:40:44] >> Okay. So, so we're on this new offer then and we're getting combative
[06:40:46] then and we're getting combative answers. So, what do you feel like you
[06:40:48] answers. So, what do you feel like you might be I don't know, maybe like saying
[06:40:51] might be I don't know, maybe like saying on your calls or maybe something you're
[06:40:52] on your calls or maybe something you're not saying or it could even just be how
[06:40:54] not saying or it could even just be how you're coming across in your tone that's
[06:40:57] you're coming across in your tone that's causing these prospects to really get
[06:41:00] causing these prospects to really get combative and,
[06:41:01] combative and, >> you know, really not answer your
[06:41:02] >> you know, really not answer your questions.
[06:41:05] questions. >> I don't I don't really know. Like a lot
[06:41:07] >> I don't I don't really know. Like a lot of them like they're from the UK and
[06:41:09] of them like they're from the UK and like I know the UK is like a more
[06:41:10] like I know the UK is like a more skeptical demographic.
[06:41:12] skeptical demographic. >> Yeah. But again, like I've, you know,
[06:41:14] >> Yeah. But again, like I've, you know, helped tons of people sell to people in
[06:41:16] helped tons of people sell to people in the UK. So I guess what do you feel like
[06:41:18] the UK. So I guess what do you feel like you might be doing or or maybe it's
[06:41:21] you might be doing or or maybe it's something you're not doing? Like who
[06:41:22] something you're not doing? Like who knows that could be just causing them to
[06:41:25] knows that could be just causing them to give you more combative answers to the
[06:41:27] give you more combative answers to the questions you're asking?
[06:41:29] questions you're asking? >> I don't know. Like they also come from
[06:41:30] >> I don't know. Like they also come from like cold outreach. Like they're not
[06:41:32] like cold outreach. Like they're not coming from a paid ad. So like
[06:41:34] coming from a paid ad. So like >> Uhhuh.
[06:41:34] >> Uhhuh. >> like it's just cold email that's getting
[06:41:36] >> like it's just cold email that's getting them booked in.
[06:41:38] them booked in. >> Okay. Okay. Well, like a lot of the
[06:41:39] >> Okay. Okay. Well, like a lot of the times it's like super super like cold.
[06:41:42] times it's like super super like cold. Like they don't even know what's going
[06:41:44] Like they don't even know what's going on.
[06:41:45] on. >> Okay. And before you hopped on, like was
[06:41:49] >> Okay. And before you hopped on, like was this offer being sold?
[06:41:51] this offer being sold? >> Yeah.
[06:41:52] >> Yeah. >> Okay. So, it is sellable.
[06:41:55] >> Okay. So, it is sellable. >> Yeah.
[06:41:56] >> Yeah. >> Okay. So, then then what do you feel
[06:41:58] >> Okay. So, then then what do you feel like you're missing right now just with
[06:42:00] like you're missing right now just with what you're doing that's preventing you
[06:42:02] what you're doing that's preventing you from actually connecting with these
[06:42:03] from actually connecting with these people and just causing them to be
[06:42:05] people and just causing them to be combative?
[06:42:08] I don't I don't know. Maybe it's like
[06:42:10] I don't I don't know. Maybe it's like the way starting the conversation. Like
[06:42:12] the way starting the conversation. Like I I don't know.
[06:42:14] I I don't know. >> Well, how are you starting the
[06:42:15] >> Well, how are you starting the conversation?
[06:42:16] conversation? >> Well, it's like I know um in the like
[06:42:19] >> Well, it's like I know um in the like the CEO script like he starts it a bit
[06:42:21] the CEO script like he starts it a bit differently because these guys like
[06:42:23] differently because these guys like >> they're kind of jaded where like they've
[06:42:25] >> they're kind of jaded where like they've h bunch of calls.
[06:42:27] h bunch of calls. >> Yeah.
[06:42:27] >> Yeah. >> And I don't start it the same as him. So
[06:42:29] >> And I don't start it the same as him. So like maybe that could be causing
[06:42:32] like maybe that could be causing >> like what walk me through like what
[06:42:34] >> like what walk me through like what exactly do you say? I kind of like just
[06:42:37] exactly do you say? I kind of like just try to like um like build some rapport
[06:42:40] try to like um like build some rapport with them. Like
[06:42:41] with them. Like >> Uhhuh.
[06:42:42] >> Uhhuh. >> like a line I'll use just to get a laugh
[06:42:43] >> like a line I'll use just to get a laugh is um
[06:42:44] is um >> Yeah.
[06:42:44] >> Yeah. >> Like uh you you living the dream over
[06:42:46] >> Like uh you you living the dream over there. Still working on it. And like
[06:42:48] there. Still working on it. And like >> I know I know in like the CEO script
[06:42:50] >> I know I know in like the CEO script like he doesn't really have that.
[06:42:52] like he doesn't really have that. >> Yeah.
[06:42:52] >> Yeah. >> And he has a couple different tactical
[06:42:54] >> And he has a couple different tactical questions in there.
[06:42:56] questions in there. >> Okay.
[06:42:56] >> Okay. >> So
[06:42:57] >> So >> So like besides like the building
[06:42:59] >> So like besides like the building rapport stuff, right? Like at the
[06:43:01] rapport stuff, right? Like at the beginning like what do you feel like
[06:43:02] beginning like what do you feel like you're doing like when you're asking
[06:43:03] you're doing like when you're asking these questions? Cuz typically what type
[06:43:05] these questions? Cuz typically what type of questions are you asking that's
[06:43:06] of questions are you asking that's getting the combative feedback? Like
[06:43:08] getting the combative feedback? Like what exact questions are you asking?
[06:43:10] what exact questions are you asking? >> It's usually when I'm just like trying
[06:43:13] >> It's usually when I'm just like trying to find out like why are they there?
[06:43:14] to find out like why are they there? It's like I just wanted to see what you
[06:43:16] It's like I just wanted to see what you guys had and it's like okay we were
[06:43:18] guys had and it's like okay we were sorted on a back foot
[06:43:19] sorted on a back foot >> or like they ask like what's the biggest
[06:43:21] >> or like they ask like what's the biggest challenge in your business
[06:43:22] challenge in your business >> and it's like you know I don't really
[06:43:24] >> and it's like you know I don't really have that many challenges. I just want
[06:43:26] have that many challenges. I just want to see what you guys did. Like you guys
[06:43:27] to see what you guys did. Like you guys reached out to me.
[06:43:28] reached out to me. >> I want to see what you guys do.
[06:43:30] >> I want to see what you guys do. >> C can I make a suggestion?
[06:43:32] >> C can I make a suggestion? >> Yeah. Especially if this is a
[06:43:33] >> Yeah. Especially if this is a demographic that typically does hop on
[06:43:36] demographic that typically does hop on call after call after call asking a
[06:43:38] call after call after call asking a question like, "Hey, what's your biggest
[06:43:40] question like, "Hey, what's your biggest challenge?" How many other sales reps do
[06:43:42] challenge?" How many other sales reps do you feel like say something similar?
[06:43:45] you feel like say something similar? >> Yeah, probably a good amount.
[06:43:47] >> Yeah, probably a good amount. >> Yeah. Would you think?
[06:43:49] >> Yeah. Would you think? >> Yeah, maybe.
[06:43:50] >> Yeah, maybe. >> Yeah. So, what do you feel like that
[06:43:52] >> Yeah. So, what do you feel like that does in the prospects, Mike? Especially
[06:43:54] does in the prospects, Mike? Especially if they are jaded. If we hop on the call
[06:43:56] if they are jaded. If we hop on the call and we just sound like every other sales
[06:43:58] and we just sound like every other sales rep that they talked to.
[06:44:01] rep that they talked to. >> Yeah. They just like classify me as like
[06:44:04] >> Yeah. They just like classify me as like every other sales rep.
[06:44:05] every other sales rep. >> We just get put in that bucket. Do you
[06:44:07] >> We just get put in that bucket. Do you want to be put in that bucket?
[06:44:10] want to be put in that bucket? >> No, not really.
[06:44:11] >> No, not really. >> Why not?
[06:44:13] >> Why not? >> Well, cuz like I'm just going to get
[06:44:14] >> Well, cuz like I'm just going to get treated like everyone else and get all
[06:44:15] treated like everyone else and get all this like all the [ __ ] push back. So,
[06:44:18] this like all the [ __ ] push back. So, >> yeah. And you getting this push back cuz
[06:44:20] >> yeah. And you getting this push back cuz I don't want to assume, dude, cuz I'm
[06:44:22] I don't want to assume, dude, cuz I'm not on your calls. Typically, what is
[06:44:24] not on your calls. Typically, what is this leading to at the end? You drop the
[06:44:26] this leading to at the end? You drop the price. What happens?
[06:44:27] price. What happens? >> It was like sometimes I don't even get
[06:44:29] >> It was like sometimes I don't even get to the end. Like it's just like it gets
[06:44:30] to the end. Like it's just like it gets so combative like I don't even get to
[06:44:32] so combative like I don't even get to drop the price.
[06:44:33] drop the price. >> You can't even pitch
[06:44:34] >> You can't even pitch >> off.
[06:44:35] >> off. >> Like yeah sometimes but like other times
[06:44:38] >> Like yeah sometimes but like other times you do get to pitch it's like a halfass
[06:44:40] you do get to pitch it's like a halfass presentation cuz like I knew that like I
[06:44:42] presentation cuz like I knew that like I the sale already cuz like of how it
[06:44:44] the sale already cuz like of how it based on like how much rapport was
[06:44:45] based on like how much rapport was broken.
[06:44:46] broken. >> Well, how much sales are you losing
[06:44:47] >> Well, how much sales are you losing right now because of that?
[06:44:49] right now because of that? >> Um I at least lost like two in like this
[06:44:53] >> Um I at least lost like two in like this last week that I can remember just off
[06:44:54] last week that I can remember just off the top of my
[06:44:55] the top of my >> Well, it's like at at least two. Like
[06:44:57] >> Well, it's like at at least two. Like how again like how much is it really?
[06:44:59] how again like how much is it really? Like you can be real with me, dude.
[06:45:00] Like you can be real with me, dude. >> Yeah, probably like three or like
[06:45:03] >> Yeah, probably like three or like potentially even four, but I have to
[06:45:04] potentially even four, but I have to look back at the recordings.
[06:45:05] look back at the recordings. >> Okay. Well, it's like if we take a look.
[06:45:07] >> Okay. Well, it's like if we take a look. So, we've been in a week, week and a
[06:45:09] So, we've been in a week, week and a half. Like how many actual sales calls
[06:45:10] half. Like how many actual sales calls did we get?
[06:45:12] did we get? >> Um, in this last week, I had about 12 or
[06:45:16] >> Um, in this last week, I had about 12 or so.
[06:45:17] so. >> Okay. So, we had 12.
[06:45:19] >> Okay. So, we had 12. >> And of those 12, how many did we close?
[06:45:22] >> And of those 12, how many did we close? >> Close one.
[06:45:25] >> Close one. >> Just one? Yeah.
[06:45:28] >> Just one? Yeah. >> Okay. And um how many of those 12 are
[06:45:31] >> Okay. And um how many of those 12 are actually closable? Cuz I'm sure there's
[06:45:33] actually closable? Cuz I'm sure there's just some that just you know there's
[06:45:34] just some that just you know there's nothing we could do.
[06:45:36] nothing we could do. >> Yeah. I'd say like in the past week and
[06:45:38] >> Yeah. I'd say like in the past week and a half like seven were like closable.
[06:45:41] a half like seven were like closable. >> Okay. So like let's say eight. So just
[06:45:44] >> Okay. So like let's say eight. So just this past like week and a half just
[06:45:46] this past like week and a half just since we've been on this offer we lost
[06:45:48] since we've been on this offer we lost seven deals. Does that does that sound
[06:45:50] seven deals. Does that does that sound right?
[06:45:52] right? >> Uh yeah.
[06:45:55] >> Uh yeah. You don't sound too sure.
[06:45:56] You don't sound too sure. >> Well, yeah. I mean, like some of it's
[06:45:57] >> Well, yeah. I mean, like some of it's like a new offer, so like like there's a
[06:45:59] like a new offer, so like like there's a bit of a ramp up period. So,
[06:46:01] bit of a ramp up period. So, >> no. And I I can I can appreciate that.
[06:46:03] >> no. And I I can I can appreciate that. But if we tell ourselves like, "Hey,
[06:46:05] But if we tell ourselves like, "Hey, there's a ramp up period." Like where is
[06:46:07] there's a ramp up period." Like where is going to be the urgency to actually
[06:46:09] going to be the urgency to actually change anything?
[06:46:11] change anything? >> Yeah, it's a good point.
[06:46:13] >> Yeah, it's a good point. >> Yeah. Why is it a good point?
[06:46:16] >> Yeah. Why is it a good point? >> Well, cuz Yeah. Like if I feel like
[06:46:19] >> Well, cuz Yeah. Like if I feel like that's like the excuse of like a wrap-
[06:46:20] that's like the excuse of like a wrap- up period, I guess.
[06:46:22] up period, I guess. >> Yeah. So, you want to give yourself an
[06:46:23] >> Yeah. So, you want to give yourself an excuse?
[06:46:25] excuse? >> No.
[06:46:27] >> No. >> Okay. So, be real with me, dude. Okay.
[06:46:29] >> Okay. So, be real with me, dude. Okay. So, it's like we lost seven deals.
[06:46:31] So, it's like we lost seven deals. >> Like, is would you agree?
[06:46:34] >> Like, is would you agree? >> Yeah.
[06:46:35] >> Yeah. >> Okay. What is a deal actually worth to
[06:46:37] >> Okay. What is a deal actually worth to you? I'm sure it varies, but it's like
[06:46:39] you? I'm sure it varies, but it's like >> ballpark. What does a deal actually
[06:46:41] >> ballpark. What does a deal actually bring in commission wise?
[06:46:42] bring in commission wise? >> Um, typically like 300 bucks.
[06:46:46] >> Um, typically like 300 bucks. >> Okay. So, it's like 300 bucks per deal.
[06:46:48] >> Okay. So, it's like 300 bucks per deal. >> Okay. Yeah. So if we times 7 * 300.
[06:46:54] >> Okay. Yeah. So if we times 7 * 300. So just this past week and a half we
[06:46:57] So just this past week and a half we lost
[06:46:59] lost 2,100.
[06:47:02] Does that sound right?
[06:47:04] Does that sound right? >> Yeah. Okay.
[06:47:07] >> Yeah. Okay. So when you see that you're leaving that
[06:47:09] So when you see that you're leaving that money on the table again, I'm not in
[06:47:11] money on the table again, I'm not in your shoes.
[06:47:13] your shoes. How does that actually feel?
[06:47:17] How does that actually feel? >> Yeah. I mean, like I feel like on some
[06:47:19] >> Yeah. I mean, like I feel like on some of like I'm just kind of bouncing around
[06:47:21] of like I'm just kind of bouncing around from like offer to offer.
[06:47:23] from like offer to offer. >> Yeah.
[06:47:23] >> Yeah. >> What do you mean bouncing around?
[06:47:25] >> What do you mean bouncing around? >> Well, like even before this, like um
[06:47:27] >> Well, like even before this, like um >> yeah,
[06:47:28] >> yeah, >> I was on a couple offers in like January
[06:47:30] >> I was on a couple offers in like January and like February that didn't fully work
[06:47:32] and like February that didn't fully work out.
[06:47:33] out. >> Okay.
[06:47:33] >> Okay. >> Like I'm still trying to build up my
[06:47:35] >> Like I'm still trying to build up my commissions
[06:47:36] commissions >> on like an actual proper roll.
[06:47:38] >> on like an actual proper roll. >> What What's causing you to have to jump
[06:47:39] >> What What's causing you to have to jump from roll to roll?
[06:47:42] from roll to roll? >> Just like some of the offers like didn't
[06:47:44] >> Just like some of the offers like didn't didn't really work out. Like it wasn't
[06:47:46] didn't really work out. Like it wasn't what I thought it was when I got in.
[06:47:48] what I thought it was when I got in. >> Okay. What do you mean wasn't what you
[06:47:49] >> Okay. What do you mean wasn't what you thought it was?
[06:47:51] thought it was? >> Like for for one offer um they just
[06:47:55] >> Like for for one offer um they just weren't getting as many calls on my
[06:47:56] weren't getting as many calls on my calendar as I thought they would be.
[06:47:58] calendar as I thought they would be. >> Yeah.
[06:47:58] >> Yeah. >> Um for another one just like everyone
[06:48:00] >> Um for another one just like everyone was kind of like broke on the offer. So
[06:48:03] was kind of like broke on the offer. So >> yeah.
[06:48:04] >> yeah. >> Okay. And do you feel like if you had
[06:48:07] >> Okay. And do you feel like if you had the skill level where you can close a
[06:48:09] the skill level where you can close a majority of people that you're talking
[06:48:11] majority of people that you're talking to, you would have to jump from offer to
[06:48:13] to, you would have to jump from offer to offer to offer?
[06:48:16] offer to offer? >> I'm like, "No, maybe not."
[06:48:18] >> I'm like, "No, maybe not." >> Why not?
[06:48:20] >> Why not? >> Oh, like if I could close like the
[06:48:22] >> Oh, like if I could close like the people like I was talking to,
[06:48:25] people like I was talking to, >> like I could probably make like a good
[06:48:27] >> like I could probably make like a good amount of money in the first couple
[06:48:29] amount of money in the first couple weeks.
[06:48:30] weeks. >> Okay. So, it's like be real with me,
[06:48:31] >> Okay. So, it's like be real with me, man. the fact that you've had to jump
[06:48:33] man. the fact that you've had to jump from offer to offer to offer leaving
[06:48:36] from offer to offer to offer leaving this money on the table at least over
[06:48:38] this money on the table at least over 2,000.
[06:48:41] 2,000. Like, how does that actually feel?
[06:48:45] >> Yeah. Like, it kind of [ __ ] sucks cuz
[06:48:48] >> Yeah. Like, it kind of [ __ ] sucks cuz uh
[06:48:49] uh >> Yeah. In what way?
[06:48:51] >> Yeah. In what way? >> Yeah. cuz like um like I'm gonna be
[06:48:54] >> Yeah. cuz like um like I'm gonna be moving out soon.
[06:48:56] moving out soon. >> So like I need all of the like just cash
[06:48:59] >> So like I need all of the like just cash I can spare because I don't even know
[06:49:00] I can spare because I don't even know what my living expenses are going to be
[06:49:01] what my living expenses are going to be in like a few months.
[06:49:03] in like a few months. >> So
[06:49:03] >> So >> yeah. So is this something that you're
[06:49:05] >> yeah. So is this something that you're willing to like settle for having to
[06:49:08] willing to like settle for having to keep on jumping from offer to offer to
[06:49:10] keep on jumping from offer to offer to offer because we don't have the skill
[06:49:11] offer because we don't have the skill set?
[06:49:12] set? >> No. Like I don't really want to be like
[06:49:14] >> No. Like I don't really want to be like one of those reps who like offer hops,
[06:49:16] one of those reps who like offer hops, you know?
[06:49:16] you know? >> Yeah. Why don't you want to be one of
[06:49:17] >> Yeah. Why don't you want to be one of those reps? Cuz you could be. Must are
[06:49:20] those reps? Cuz you could be. Must are >> cuz like most of them like they don't
[06:49:22] >> cuz like most of them like they don't have like a stable income.
[06:49:24] have like a stable income. >> Yeah.
[06:49:24] >> Yeah. >> Like
[06:49:26] >> Like >> Yeah. Like they're just Yeah. Like their
[06:49:28] >> Yeah. Like they're just Yeah. Like their income is like all over the place.
[06:49:30] income is like all over the place. >> Yeah. But besides just wanting a stable
[06:49:32] >> Yeah. But besides just wanting a stable income, I guess like what's the what's
[06:49:34] income, I guess like what's the what's the main reason you'd be looking for I
[06:49:36] the main reason you'd be looking for I don't know like outside help to actually
[06:49:37] don't know like outside help to actually help you streamline this process so you
[06:49:39] help you streamline this process so you can actually make more rather than just
[06:49:41] can actually make more rather than just continue to hope and pray you know you
[06:49:43] continue to hope and pray you know you figure all this stuff out on your own.
[06:49:47] figure all this stuff out on your own. Well, cuz like I don't really have like
[06:49:50] Well, cuz like I don't really have like a bunch of guidance when it comes to my
[06:49:52] a bunch of guidance when it comes to my current offer. Like I'm the first rep on
[06:49:54] current offer. Like I'm the first rep on their team and the CEO is always busy.
[06:49:57] their team and the CEO is always busy. Like he's in a different time zone.
[06:49:58] Like he's in a different time zone. >> Yeah.
[06:49:59] >> Yeah. >> So yeah, I don't want to just kind of
[06:50:02] >> So yeah, I don't want to just kind of like trial and error.
[06:50:04] like trial and error. >> Okay. And and for you, maybe I have a
[06:50:06] >> Okay. And and for you, maybe I have a better understanding. What does a stable
[06:50:08] better understanding. What does a stable income actually look like?
[06:50:11] income actually look like? >> Um
[06:50:12] >> Um >> that would make it worth it for you.
[06:50:14] >> that would make it worth it for you. >> Yeah. Like I'm in Canada, so the
[06:50:16] >> Yeah. Like I'm in Canada, so the conversion rate from USD to Canadian is
[06:50:19] conversion rate from USD to Canadian is funny, but
[06:50:20] funny, but >> yeah, it's pretty [ __ ] right?
[06:50:23] >> yeah, it's pretty [ __ ] right? >> Um I'd say like 5k
[06:50:27] >> Um I'd say like 5k USD would be a pretty good stable
[06:50:29] USD would be a pretty good stable income.
[06:50:30] income. >> Okay.
[06:50:31] >> Okay. >> Um just that I could probably live off
[06:50:33] >> Um just that I could probably live off myself.
[06:50:33] myself. >> Well, are we are we just shooting for
[06:50:35] >> Well, are we are we just shooting for something that's just pretty good or
[06:50:37] something that's just pretty good or like what are we actually looking to
[06:50:38] like what are we actually looking to make? Well, I mean, like my like my dad
[06:50:42] make? Well, I mean, like my like my dad makes like 8K a month Canadian and like
[06:50:47] makes like 8K a month Canadian and like he's doing pretty good with that.
[06:50:48] he's doing pretty good with that. >> Yeah. And I can I can definitely
[06:50:50] >> Yeah. And I can I can definitely appreciate like, you know, your dad
[06:50:52] appreciate like, you know, your dad makes that amount. Can I make a
[06:50:54] makes that amount. Can I make a suggestion on that?
[06:50:55] suggestion on that? >> Yeah.
[06:50:56] >> Yeah. >> So, I make what my dad makes in a year
[06:50:58] >> So, I make what my dad makes in a year and a month,
[06:51:01] and a month, right? And I'm not saying that to like
[06:51:02] right? And I'm not saying that to like poo poo my dad. Like, I love my dad, but
[06:51:05] poo poo my dad. Like, I love my dad, but do I want to compare myself to him when
[06:51:08] do I want to compare myself to him when it comes to the income I'm looking to
[06:51:09] it comes to the income I'm looking to make?
[06:51:11] make? >> No, I guess not.
[06:51:13] >> No, I guess not. >> Why not?
[06:51:14] >> Why not? >> Well, cuz like, yeah, like my goals are
[06:51:17] >> Well, cuz like, yeah, like my goals are my goals.
[06:51:18] my goals. >> Yeah. So, so be real with me, dude.
[06:51:20] >> Yeah. So, so be real with me, dude. Like, okay, 5K, it's pretty good, but do
[06:51:22] Like, okay, 5K, it's pretty good, but do we want to shoot for pretty good or do
[06:51:24] we want to shoot for pretty good or do we actually want to hit some real
[06:51:26] we actually want to hit some real numbers?
[06:51:28] numbers? >> No. The real number that like I would
[06:51:29] >> No. The real number that like I would want to hit is probably like 15.
[06:51:33] want to hit is probably like 15. K in the next few months. I feel like
[06:51:35] K in the next few months. I feel like that's a good milestone to
[06:51:36] that's a good milestone to >> and I appreciate you want to hit that,
[06:51:38] >> and I appreciate you want to hit that, but do you need to hit that?
[06:51:40] but do you need to hit that? >> Yeah, like I definitely definitely
[06:51:42] >> Yeah, like I definitely definitely probably need to
[06:51:44] probably need to >> Why Why is it a need for you?
[06:51:47] >> Why Why is it a need for you? Well, cuz like um
[06:51:50] Well, cuz like um like just especially like being in
[06:51:53] like just especially like being in sales, I feel like especially when like
[06:51:55] sales, I feel like especially when like talking about like my job when it comes
[06:51:57] talking about like my job when it comes to family,
[06:51:59] to family, >> it's like it it's kind of like looked
[06:52:01] >> it's like it it's kind of like looked down upon
[06:52:02] down upon >> even though I make more money than like
[06:52:04] >> even though I make more money than like some of my family.
[06:52:06] some of my family. >> So, if I can really hit like those 15k
[06:52:08] >> So, if I can really hit like those 15k and like I feel like that really like
[06:52:10] and like I feel like that really like >> I don't want to say shut them up, but
[06:52:11] >> I don't want to say shut them up, but like a little bit shut them up. You know
[06:52:12] like a little bit shut them up. You know what I mean?
[06:52:13] what I mean? >> No, it's good, man. No, no, it's like I
[06:52:15] >> No, it's good, man. No, no, it's like I could I can definitely appreciate where
[06:52:16] could I can definitely appreciate where you're coming from. I was I was in a
[06:52:18] you're coming from. I was I was in a very similar spot a couple years back,
[06:52:20] very similar spot a couple years back, but before like we started talking
[06:52:22] but before like we started talking today, have you been out there looking
[06:52:23] today, have you been out there looking for ways to actually get the skill set
[06:52:26] for ways to actually get the skill set so you could be making 15,000 per month
[06:52:28] so you could be making 15,000 per month or what have you actually been doing on
[06:52:29] or what have you actually been doing on that front?
[06:52:31] that front? >> Like I've been watching like your
[06:52:32] >> Like I've been watching like your YouTube videos and like that's been
[06:52:34] YouTube videos and like that's been really helpful.
[06:52:35] really helpful. >> Yeah. But besides like the the basic
[06:52:36] >> Yeah. But besides like the the basic YouTube stuff, right? like what have you
[06:52:38] YouTube stuff, right? like what have you done about actually getting like the
[06:52:40] done about actually getting like the advanced skills, the hands-on help you
[06:52:41] advanced skills, the hands-on help you would need to get to that 15,000 per
[06:52:43] would need to get to that 15,000 per month?
[06:52:45] month? >> Um,
[06:52:47] >> Um, honestly like not a lot just because
[06:52:51] honestly like not a lot just because it's
[06:52:52] it's >> it's been like a bit expensive. Like
[06:52:53] >> it's been like a bit expensive. Like everywhere is charging like
[06:52:55] everywhere is charging like >> Yeah.
[06:52:55] >> Yeah. >> Um like 2K like 3K
[06:52:59] >> Um like 2K like 3K >> like a month and it's like
[06:53:01] >> like a month and it's like >> when you say like expensive expensive
[06:53:04] >> when you say like expensive expensive compared to what?
[06:53:06] compared to what? It's like what's compared to my bank
[06:53:08] It's like what's compared to my bank accounts.
[06:53:09] accounts. >> All right. But is it expensive compared
[06:53:10] >> All right. But is it expensive compared to your goals?
[06:53:12] to your goals? >> Uh like 50. No, I guess not.
[06:53:15] >> Uh like 50. No, I guess not. >> Okay. So, can can I make a suggestion
[06:53:17] >> Okay. So, can can I make a suggestion around that then?
[06:53:18] around that then? >> Sure.
[06:53:20] >> Sure. >> Yeah. Cuz like my favorite quote is by
[06:53:22] >> Yeah. Cuz like my favorite quote is by Tony Robbins again, billionaire life
[06:53:25] Tony Robbins again, billionaire life coach, probably one of the most
[06:53:26] coach, probably one of the most persuasive people out there. And the
[06:53:28] persuasive people out there. And the quote is people's biggest superpowers,
[06:53:30] quote is people's biggest superpowers, their ability to be resourceful, right?
[06:53:33] their ability to be resourceful, right? They make things happen. Just most
[06:53:35] They make things happen. Just most people are resourceful on how they can't
[06:53:38] people are resourceful on how they can't be resourceful. Do you get what I'm
[06:53:40] be resourceful. Do you get what I'm saying?
[06:53:42] saying? >> Yeah.
[06:53:43] >> Yeah. >> So, what's prevented you in the past
[06:53:46] >> So, what's prevented you in the past since we've been hopping on offer to
[06:53:47] since we've been hopping on offer to offer to offer from actually getting
[06:53:49] offer to offer from actually getting resourceful so we can get the right
[06:53:50] resourceful so we can get the right skills so we can actually get a stable
[06:53:52] skills so we can actually get a stable income?
[06:53:54] income? >> I feel like it's exactly that because
[06:53:57] >> I feel like it's exactly that because like
[06:53:58] like >> I've been hopping from offer to offer
[06:53:59] >> I've been hopping from offer to offer offer so I don't really stable income to
[06:54:01] offer so I don't really stable income to like get super resourceful. Well, how
[06:54:04] like get super resourceful. Well, how can you get a stable income if you don't
[06:54:07] can you get a stable income if you don't have the skills to make it happen?
[06:54:12] You know what I'm saying?
[06:54:14] You know what I'm saying? [Laughter]
[06:54:15] [Laughter] It's like once I'm healthy, then I'll go
[06:54:18] It's like once I'm healthy, then I'll go to the hospital. So, be real with me,
[06:54:20] to the hospital. So, be real with me, dude. Like, I'm in your corner. I want
[06:54:22] dude. Like, I'm in your corner. I want to see what what's actually prevented
[06:54:23] to see what what's actually prevented you from going out and getting the help
[06:54:25] you from going out and getting the help so you can actually have the skills to
[06:54:26] so you can actually have the skills to make a stable income.
[06:54:30] make a stable income. >> I don't know. I guess I just never
[06:54:31] >> I don't know. I guess I just never really like my sales manager on my last
[06:54:34] really like my sales manager on my last role like he like on my last like stable
[06:54:36] role like he like on my last like stable role,
[06:54:37] role, >> he kind of got me up to like a point
[06:54:39] >> he kind of got me up to like a point where like I was doing like okay
[06:54:42] where like I was doing like okay >> just like with the money I was making.
[06:54:44] >> just like with the money I was making. >> Okay.
[06:54:44] >> Okay. >> Um but yeah, since then like I wanted to
[06:54:48] >> Um but yeah, since then like I wanted to go for gold. So I transitioned into a
[06:54:50] go for gold. So I transitioned into a couple different offers that didn't work
[06:54:51] couple different offers that didn't work out and then um
[06:54:55] out and then um >> So what's prevented you man?
[06:54:57] >> So what's prevented you man? >> I don't know. I just never really
[06:54:58] >> I don't know. I just never really thought about it. Okay. Well, I mean, if
[06:55:01] thought about it. Okay. Well, I mean, if we've had this problem for the past few
[06:55:04] we've had this problem for the past few months, not having a stable income,
[06:55:06] months, not having a stable income, whose responsibility is to go out and
[06:55:08] whose responsibility is to go out and actually get the skills to make sure we
[06:55:10] actually get the skills to make sure we can get that income?
[06:55:13] can get that income? Yeah, it's fine. Okay. So, what's
[06:55:14] Yeah, it's fine. Okay. So, what's prevented you guys? Again, I'm I'm in
[06:55:17] prevented you guys? Again, I'm I'm in your corner. I want to see when like
[06:55:18] your corner. I want to see when like what's actually coming up for you that's
[06:55:19] what's actually coming up for you that's been holding you back?
[06:55:22] been holding you back? >> I don't know. I guess I just like
[06:55:23] >> I don't know. I guess I just like because I'm moving out in like a few
[06:55:26] because I'm moving out in like a few months. So I guess like in those months
[06:55:27] months. So I guess like in those months before like maybe I was just like
[06:55:28] before like maybe I was just like comfortable
[06:55:30] comfortable >> just like what I was making like I was
[06:55:31] >> just like what I was making like I was making like 6K or so my last roles.
[06:55:35] making like 6K or so my last roles. >> So
[06:55:36] >> So >> like that was kind of like with like
[06:55:40] >> like that was kind of like with like >> So where do you feel like that belief
[06:55:42] >> So where do you feel like that belief comes from like being comfortable even
[06:55:44] comes from like being comfortable even though we're not stable or we're not at
[06:55:46] though we're not stable or we're not at our actual goal?
[06:55:50] >> I don't know. Maybe it's just like
[06:55:53] >> I don't know. Maybe it's just like procrastination of like yeah
[06:55:55] procrastination of like yeah >> I knew I ha like I have to do something
[06:55:57] >> I knew I ha like I have to do something but like
[06:55:58] but like >> for me like often times I feel like I
[06:56:00] >> for me like often times I feel like I just have to like wait till I get
[06:56:03] just have to like wait till I get >> like into like a shitty situation to do
[06:56:05] >> like into like a shitty situation to do something about it.
[06:56:07] something about it. >> It could be trouble dude cuz how long
[06:56:08] >> It could be trouble dude cuz how long were you in that more comfortable zone?
[06:56:11] were you in that more comfortable zone? >> I'd say for like at least like
[06:56:14] >> I'd say for like at least like like since I was on the last offer like
[06:56:17] like since I was on the last offer like five to six months or something.
[06:56:19] five to six months or something. >> Okay. in the past 6 months as being more
[06:56:22] >> Okay. in the past 6 months as being more comfortable.
[06:56:24] comfortable. If you had to put a cost to it, like how
[06:56:26] If you had to put a cost to it, like how much do you feel like that actually cost
[06:56:28] much do you feel like that actually cost you the past 6 months?
[06:56:31] you the past 6 months? >> Well, if you did your math with the like
[06:56:33] >> Well, if you did your math with the like 2K a week,
[06:56:34] 2K a week, >> we don't got to do my math, man. We can
[06:56:36] >> we don't got to do my math, man. We can do your math, right? Like, how much do
[06:56:38] do your math, right? Like, how much do you feel like it actually cost you?
[06:56:41] you feel like it actually cost you? >> I'd say at least um I probably wouldn't
[06:56:43] >> I'd say at least um I probably wouldn't be at those 15k months yet, but like at
[06:56:45] be at those 15k months yet, but like at least 10K in total.
[06:56:48] least 10K in total. >> Okay. 10k over the past 6 months or like
[06:56:50] >> Okay. 10k over the past 6 months or like 10k per
[06:56:51] 10k per >> maybe like just Yeah, 10 like I'd say 6k
[06:56:54] >> maybe like just Yeah, 10 like I'd say 6k per month like extra.
[06:56:56] per month like extra. >> Okay. So like 6,000. So we left $36,000
[06:57:02] >> Okay. So like 6,000. So we left $36,000 on the table these past 6 months. Does
[06:57:05] on the table these past 6 months. Does that sound right?
[06:57:06] that sound right? >> Yeah. I guess when you put it like that,
[06:57:09] >> Yeah. I guess when you put it like that, >> you think you could use like 36k right
[06:57:12] >> you think you could use like 36k right about now?
[06:57:13] about now? >> Yeah, it probably look look really nice
[06:57:15] >> Yeah, it probably look look really nice in my checking accounts.
[06:57:16] in my checking accounts. >> Yeah. Yeah. So I do have to ask men like
[06:57:19] >> Yeah. Yeah. So I do have to ask men like that way of thinking of being
[06:57:21] that way of thinking of being comfortable procrastinating for the past
[06:57:23] comfortable procrastinating for the past 6 months that we left 36K on the table
[06:57:26] 6 months that we left 36K on the table like is that worth keeping if we're
[06:57:27] like is that worth keeping if we're actually going to break out of that
[06:57:29] actually going to break out of that comfortability zone and actually get to
[06:57:30] comfortability zone and actually get to the point where we're making the type of
[06:57:32] the point where we're making the type of money we really need to make?
[06:57:35] money we really need to make? >> No. Cuz like I can't really like get out
[06:57:37] >> No. Cuz like I can't really like get out of my comfort zone if like I don't like
[06:57:40] of my comfort zone if like I don't like comfortable.
[06:57:41] comfortable. >> Yeah. And and the re and the reason why
[06:57:43] >> Yeah. And and the re and the reason why I bring all this up because at the end
[06:57:45] I bring all this up because at the end of the day, like I can give you the
[06:57:46] of the day, like I can give you the perfect diet plan in the world, but if
[06:57:47] perfect diet plan in the world, but if you don't actually use it, what type of
[06:57:49] you don't actually use it, what type of results you going to get?
[06:57:51] results you going to get? >> Yeah. Probably not the best,
[06:57:53] >> Yeah. Probably not the best, >> right? So, it really comes down to yes,
[06:57:56] >> right? So, it really comes down to yes, you need the right skills, but for you
[06:57:59] you need the right skills, but for you to be that 15,000 per month guy, like
[06:58:01] to be that 15,000 per month guy, like I'm telling you right now, like you need
[06:58:03] I'm telling you right now, like you need to have a different way of walking. Like
[06:58:05] to have a different way of walking. Like you have a different level of confidence
[06:58:06] you have a different level of confidence about you. You get what I mean?
[06:58:08] about you. You get what I mean? >> Yeah.
[06:58:09] >> Yeah. Just right now we're the guy who doesn't
[06:58:11] Just right now we're the guy who doesn't have a stable income and we're jumping
[06:58:13] have a stable income and we're jumping from job to job. Is that right?
[06:58:17] from job to job. Is that right? >> Yeah.
[06:58:18] >> Yeah. >> So, I have to ask, are you okay being
[06:58:22] >> So, I have to ask, are you okay being and continuing to be that guy?
[06:58:25] and continuing to be that guy? >> No.
[06:58:26] >> No. >> Why not?
[06:58:29] >> Why not? >> Well, because then like I'll just never
[06:58:30] >> Well, because then like I'll just never have a stable income. Then like come in
[06:58:32] have a stable income. Then like come in the next few months when I have to move
[06:58:33] the next few months when I have to move out,
[06:58:35] out, >> it's like okay, well [ __ ] how am I
[06:58:36] >> it's like okay, well [ __ ] how am I going to move out without a stable
[06:58:37] going to move out without a stable income? Yeah, but naturally when we grow
[06:58:41] income? Yeah, but naturally when we grow and we grow into the person who we need
[06:58:42] and we grow into the person who we need to be, we need to let some things die
[06:58:44] to be, we need to let some things die off. So for you to no longer be the
[06:58:47] off. So for you to no longer be the person you are right now and grow into
[06:58:49] person you are right now and grow into the person who you need to be, what do
[06:58:51] the person who you need to be, what do you need to let go of?
[06:58:55] you need to let go of? >> Probably just like having like just
[06:58:59] >> Probably just like having like just jumping from job to chop to job and like
[06:59:00] jumping from job to chop to job and like being comfortable.
[06:59:02] being comfortable. >> Okay.
[06:59:02] >> Okay. >> Like getting comfortable with like being
[06:59:04] >> Like getting comfortable with like being uncomfortable.
[06:59:06] uncomfortable. >> Yeah. Do you feel like you're going to
[06:59:07] >> Yeah. Do you feel like you're going to have to actually take some risk and bet
[06:59:09] have to actually take some risk and bet on yourself?
[06:59:11] on yourself? >> Yeah. Like that's kind of like why is
[06:59:14] >> Yeah. Like that's kind of like why is that?
[06:59:14] that? >> That's well cuz like um if I don't like
[06:59:19] >> That's well cuz like um if I don't like bet on myself like who will?
[06:59:22] bet on myself like who will? >> Yeah.
[06:59:22] >> Yeah. >> Type of thing.
[06:59:23] >> Type of thing. >> But I do have to ask if we continue to
[06:59:25] >> But I do have to ask if we continue to be the guy who's comfortable and we keep
[06:59:28] be the guy who's comfortable and we keep on jump from from job to job to job
[06:59:31] on jump from from job to job to job never having that stable income for the
[06:59:34] never having that stable income for the rest of your life.
[06:59:36] rest of your life. Like, how is that going to feel?
[06:59:39] Like, how is that going to feel? >> I would [ __ ] suck, dude. Like, I
[06:59:41] >> I would [ __ ] suck, dude. Like, I can't be one of those reps.
[06:59:44] can't be one of those reps. >> Why not?
[06:59:46] >> Why not? >> Cuz like I don't want to be like [ __ ]
[06:59:49] >> Cuz like I don't want to be like [ __ ] 40 and then like just looking back and
[06:59:52] 40 and then like just looking back and knowing that like I wasted all that time
[06:59:55] knowing that like I wasted all that time of like,
[06:59:56] of like, >> dude, well, what if you wake up tomorrow
[06:59:58] >> dude, well, what if you wake up tomorrow or next week and realize you wasted more
[07:00:00] or next week and realize you wasted more time?
[07:00:04] >> Yeah.
[07:00:06] >> Yeah. Is that something you're willing to
[07:00:08] Is that something you're willing to allow to happen?
[07:00:10] allow to happen? >> No.
[07:00:12] >> No. >> Okay. So, help me understand, man.
[07:00:14] >> Okay. So, help me understand, man. Right. What is what does 15K actually do
[07:00:17] Right. What is what does 15K actually do for you? Cuz at the end of the day, it's
[07:00:19] for you? Cuz at the end of the day, it's just a number. Okay. It's just numbers
[07:00:22] just a number. Okay. It's just numbers on a screen. It really has to come down
[07:00:25] on a screen. It really has to come down to what those numbers actually do. We
[07:00:28] to what those numbers actually do. We need to attach a Y to that number so
[07:00:30] need to attach a Y to that number so that way we start running as quick as
[07:00:32] that way we start running as quick as possible. So 15K, what difference each
[07:00:36] possible. So 15K, what difference each and every month that hitting your bank
[07:00:38] and every month that hitting your bank account does that actually make for you?
[07:00:42] account does that actually make for you? >> Probably just like that peace of mind.
[07:00:44] >> Probably just like that peace of mind. >> What do you mean peace of mind?
[07:00:47] >> What do you mean peace of mind? >> Like just knowing that like um like I'm
[07:00:50] >> Like just knowing that like um like I'm good. Like I can like cover my things.
[07:00:54] good. Like I can like cover my things. >> Okay. Well, what things?
[07:00:56] >> Okay. Well, what things? >> Like just cover
[07:00:58] >> Like just cover >> moving out.
[07:00:59] >> moving out. >> Yeah. Like that's the big thing. like
[07:01:01] >> Yeah. Like that's the big thing. like just cover my expenses, whatever pops
[07:01:03] just cover my expenses, whatever pops up.
[07:01:05] up. >> Yeah.
[07:01:05] >> Yeah. >> Um Yeah. Just like whatever like pops up
[07:01:08] >> Um Yeah. Just like whatever like pops up like little bumps that like just knowing
[07:01:10] like little bumps that like just knowing that like I I've got it under control.
[07:01:12] that like I I've got it under control. >> Yeah. Is there a certain like area
[07:01:16] >> Yeah. Is there a certain like area you're looking to move to? Like
[07:01:18] you're looking to move to? Like >> paint me the picture, man. Like what
[07:01:20] >> paint me the picture, man. Like what does what does moving out actually look
[07:01:21] does what does moving out actually look like?
[07:01:22] like? >> I'd say
[07:01:24] >> I'd say like just moving into like um like an
[07:01:27] like just moving into like um like an apartment cuz
[07:01:29] apartment cuz >> Okay. Like I want to go down to Toronto.
[07:01:32] >> Okay. Like I want to go down to Toronto. >> Okay.
[07:01:33] >> Okay. >> Um
[07:01:34] >> Um >> what what apartments cost there?
[07:01:38] >> what what apartments cost there? >> Probably a [ __ ] lot. Like 2 3 4K.
[07:01:42] >> Probably a [ __ ] lot. Like 2 3 4K. >> Okay. So let's just say in the middle
[07:01:44] >> Okay. So let's just say in the middle like 3K or so like per month. Um do you
[07:01:47] like 3K or so like per month. Um do you want to be just like a hermit just
[07:01:48] want to be just like a hermit just living living in your apartment never
[07:01:50] living living in your apartment never talking to anybody not having a car?
[07:01:52] talking to anybody not having a car? Like what do you like paint me a picture
[07:01:54] Like what do you like paint me a picture like what else do you actually want?
[07:01:55] like what else do you actually want? >> Yeah. Yeah. I'll probably get a car. I'm
[07:01:57] >> Yeah. Yeah. I'll probably get a car. I'm not really like a car guy though. Um,
[07:01:59] not really like a car guy though. Um, >> yeah. Well, do you want something nice
[07:02:00] >> yeah. Well, do you want something nice or
[07:02:02] or [Laughter]
[07:02:04] [Laughter] >> do you like girls like any
[07:02:07] >> do you like girls like any >> Yeah. Yeah. I'd say to be honest when it
[07:02:10] >> Yeah. Yeah. I'd say to be honest when it comes to the car, I'd say like anything
[07:02:11] comes to the car, I'd say like anything with four wheels. Like I'll do fine with
[07:02:14] with four wheels. Like I'll do fine with a [ __ ] Toyota.
[07:02:15] a [ __ ] Toyota. >> Yeah. Well, it's like are are you are
[07:02:17] >> Yeah. Well, it's like are are you are you trying to attract a girl?
[07:02:19] you trying to attract a girl? >> Yeah. Yeah. Do you think they're just
[07:02:21] >> Yeah. Yeah. Do you think they're just fine with like anything with four wheels
[07:02:23] fine with like anything with four wheels or maybe we might need something a
[07:02:25] or maybe we might need something a little nicer? Yeah, probably something a
[07:02:27] little nicer? Yeah, probably something a little nicer. Um,
[07:02:28] little nicer. Um, >> like what what would you be thinking,
[07:02:29] >> like what what would you be thinking, right? Like it doesn't have to be
[07:02:30] right? Like it doesn't have to be lavish, but like if you had a picture in
[07:02:32] lavish, but like if you had a picture in your mind, like what what is that ideal
[07:02:33] your mind, like what what is that ideal like car, apartment, all that stuff
[07:02:35] like car, apartment, all that stuff actually look like?
[07:02:37] actually look like? >> Like what like the ideal like when it
[07:02:39] >> Like what like the ideal like when it comes to the ideal apartment, like I
[07:02:40] comes to the ideal apartment, like I want something that's like nice. Like
[07:02:41] want something that's like nice. Like you go into some people's like houses
[07:02:43] you go into some people's like houses and like all [ __ ] up and like it's a
[07:02:45] and like all [ __ ] up and like it's a super small condominium that's like
[07:02:47] super small condominium that's like super confined. So I want something
[07:02:48] super confined. So I want something that's like at least spacious and looks
[07:02:50] that's like at least spacious and looks modern.
[07:02:51] modern. >> Okay.
[07:02:52] >> Okay. >> Um, so then it's probably something
[07:02:53] >> Um, so then it's probably something closer to like the 4K per month then.
[07:02:56] closer to like the 4K per month then. Yeah. Yeah, maybe.
[07:02:57] Yeah. Yeah, maybe. >> Yeah.
[07:02:58] >> Yeah. >> Okay. Um and then like like for the car,
[07:03:01] >> Okay. Um and then like like for the car, right? Like let's just say something
[07:03:02] right? Like let's just say something pretty modest uh maybe anywhere from
[07:03:05] pretty modest uh maybe anywhere from like 800 to a,000 a month.
[07:03:08] like 800 to a,000 a month. >> Yeah. Yeah.
[07:03:09] >> Yeah. Yeah. >> Okay.
[07:03:09] >> Okay. >> Probably.
[07:03:10] >> Probably. >> Okay. Then at that like other living
[07:03:12] >> Okay. Then at that like other living expenses, maybe an extra thousand, but
[07:03:14] expenses, maybe an extra thousand, but it's like you can do that with like 6K,
[07:03:16] it's like you can do that with like 6K, right? Like making sure everything's
[07:03:17] right? Like making sure everything's taken care of just with that.
[07:03:19] taken care of just with that. >> So what is the extra for? Like what does
[07:03:23] >> So what is the extra for? Like what does that actually do for you?
[07:03:25] that actually do for you? >> Yeah.
[07:03:26] >> Yeah. >> Yeah. I guess that's for
[07:03:29] >> Yeah. I guess that's for like just anything that like could
[07:03:31] like just anything that like could potentially happen with my family cuz
[07:03:33] potentially happen with my family cuz like my parents
[07:03:34] like my parents >> like they're going through like a bit of
[07:03:35] >> like they're going through like a bit of a rough time now. So
[07:03:37] a rough time now. So >> Oh,
[07:03:38] >> Oh, >> like it like I don't know what that
[07:03:40] >> like it like I don't know what that would look like for them. It's just
[07:03:42] would look like for them. It's just making sure like I can support like my
[07:03:44] making sure like I can support like my mom
[07:03:45] mom >> if she like ends up like going the other
[07:03:47] >> if she like ends up like going the other way. So
[07:03:48] way. So >> going the other way.
[07:03:51] >> going the other way. >> Yeah. just like divorce-wise. So,
[07:03:55] >> Yeah. just like divorce-wise. So, >> yeah.
[07:03:56] >> yeah. >> Okay.
[07:03:56] >> Okay. >> Just making sure like I could have that
[07:03:58] >> Just making sure like I could have that covered if like it does come to that
[07:03:59] covered if like it does come to that point.
[07:04:00] point. >> Yeah.
[07:04:01] >> Yeah. >> I don't know if it will.
[07:04:02] >> I don't know if it will. >> I mean, you you taking that
[07:04:04] >> I mean, you you taking that responsibility on yourself just to make
[07:04:05] responsibility on yourself just to make sure the people you care about are just
[07:04:07] sure the people you care about are just taken care of. Like like what does that
[07:04:11] taken care of. Like like what does that do for you personally?
[07:04:16] It's just like uh
[07:04:19] It's just like uh like cuz I before I got into sales
[07:04:21] like cuz I before I got into sales full-time, I ran I ran like um an
[07:04:23] full-time, I ran I ran like um an agency.
[07:04:24] agency. >> Yeah.
[07:04:24] >> Yeah. >> And we were doing like kind of okay,
[07:04:29] >> And we were doing like kind of okay, >> but it's just being able to
[07:04:32] >> but it's just being able to like know like I've got this like
[07:04:35] like know like I've got this like everything is stable, right?
[07:04:37] everything is stable, right? >> Yeah.
[07:04:38] >> Yeah. >> Yeah. Well, if you if you if you get
[07:04:40] >> Yeah. Well, if you if you if you get that and just know it's stable, know
[07:04:42] that and just know it's stable, know she's taken care of, like if you had to
[07:04:45] she's taken care of, like if you had to like sit there and picture that in your
[07:04:46] like sit there and picture that in your mind, like you're in the new apartment,
[07:04:48] mind, like you're in the new apartment, but you know, like if your mom calls at
[07:04:49] but you know, like if your mom calls at any time, you can just take care of it.
[07:04:52] any time, you can just take care of it. >> Yeah.
[07:04:53] >> Yeah. >> Like, how would that feel, dude?
[07:04:58] >> I feel [ __ ] amazing, dude.
[07:05:02] Like I I do have to ask
[07:05:05] Like I I do have to ask if nothing does change though with the
[07:05:06] if nothing does change though with the skill set you have. If we keep being the
[07:05:09] skill set you have. If we keep being the guy who jumps from offer to offer to
[07:05:10] guy who jumps from offer to offer to offer, like what's the likelihood that
[07:05:13] offer, like what's the likelihood that we're going to be able to actually be
[07:05:14] we're going to be able to actually be that guy who can not only take care for
[07:05:16] that guy who can not only take care for ourselves but take care of the other
[07:05:18] ourselves but take care of the other people around us?
[07:05:21] >> Yeah. Like probably not super likely.
[07:05:26] >> Yeah. Like probably not super likely. >> Yeah. And I can appreciate you being
[07:05:28] >> Yeah. And I can appreciate you being real with me, man. Can can I share you a
[07:05:30] real with me, man. Can can I share you a quick story?
[07:05:31] quick story? >> Yeah.
[07:05:32] >> Yeah. >> Yeah. Because like I can I can relate a
[07:05:35] >> Yeah. Because like I can I can relate a lot of where you're coming from because
[07:05:37] lot of where you're coming from because like when I first got into sales, I was
[07:05:39] like when I first got into sales, I was pretty much in the exact same position.
[07:05:41] pretty much in the exact same position. I would have some good months, some bad
[07:05:42] I would have some good months, some bad months. It was super up and down. It
[07:05:44] months. It was super up and down. It wasn't stable at all. And I just
[07:05:47] wasn't stable at all. And I just remember going through this feeling of
[07:05:49] remember going through this feeling of like somebody has had to figure this
[07:05:53] like somebody has had to figure this [ __ ] out, right? like somebody had to
[07:05:56] [ __ ] out, right? like somebody had to figure it out because I was just in a
[07:05:58] figure it out because I was just in a place where it's like there's just so
[07:05:59] place where it's like there's just so much instability. Like I was just not
[07:06:02] much instability. Like I was just not certain about anything.
[07:06:04] certain about anything. >> And what I did is I I found a training
[07:06:08] >> And what I did is I I found a training program and I I've been through tons of
[07:06:09] program and I I've been through tons of training programs since, but like the
[07:06:11] training programs since, but like the first one I did and this was back way
[07:06:14] first one I did and this was back way before. It wasn't really a big space at
[07:06:16] before. It wasn't really a big space at the time as far as like sales training.
[07:06:17] the time as far as like sales training. There's a lot more things out there now.
[07:06:19] There's a lot more things out there now. Um, but like what it was is it was um
[07:06:24] Um, but like what it was is it was um some group trainings, some course, but
[07:06:26] some group trainings, some course, but it was like $20,000 and I had never
[07:06:28] it was like $20,000 and I had never spent that amount of money on anything
[07:06:30] spent that amount of money on anything before in my life. Um, and I didn't have
[07:06:33] before in my life. Um, and I didn't have the money to be frank,
[07:06:35] the money to be frank, >> but I knew I could find the money. And
[07:06:38] >> but I knew I could find the money. And the interesting thing is about what you
[07:06:40] the interesting thing is about what you said too is like my dad told me not to
[07:06:43] said too is like my dad told me not to do it.
[07:06:44] do it. But as I told you before, like now I
[07:06:47] But as I told you before, like now I make what he makes in a year, in a month
[07:06:50] make what he makes in a year, in a month because I bet it on myself.
[07:06:53] because I bet it on myself. And I was always an ambitious person.
[07:06:55] And I was always an ambitious person. Like I knew what I wanted, but it was
[07:06:58] Like I knew what I wanted, but it was really what drove me is just
[07:07:00] really what drove me is just understanding what I didn't want cuz
[07:07:03] understanding what I didn't want cuz like I'm deathly scared of just being
[07:07:05] like I'm deathly scared of just being average and being like everyone else.
[07:07:07] average and being like everyone else. And I had to have the conversation with
[07:07:09] And I had to have the conversation with myself like basically if you don't do
[07:07:11] myself like basically if you don't do something about this if you don't take
[07:07:13] something about this if you don't take action you will live with regret for the
[07:07:16] action you will live with regret for the rest of your life and you'll have to
[07:07:18] rest of your life and you'll have to have the same ba pain your dad has in
[07:07:21] have the same ba pain your dad has in his voice every single time he told you
[07:07:24] his voice every single time he told you you couldn't have something and you
[07:07:26] you couldn't have something and you don't want to live with that regret.
[07:07:28] don't want to live with that regret. So I have to ask you men
[07:07:31] So I have to ask you men like what happens if nothing changes?
[07:07:33] like what happens if nothing changes? What happens if we continue to be the
[07:07:34] What happens if we continue to be the guy who's comfortable? We're not stable
[07:07:37] guy who's comfortable? We're not stable and we just continue to jump from job to
[07:07:39] and we just continue to jump from job to job to job. We actually can't provide
[07:07:41] job to job. We actually can't provide for oursel alone someone else.
[07:07:45] for oursel alone someone else. >> Like I can't let that happen. Like I
[07:07:48] >> Like I can't let that happen. Like I literally I cannot cuz like I'm moving
[07:07:51] literally I cannot cuz like I'm moving out soon. So like that like cannot be a
[07:07:53] out soon. So like that like cannot be a reality.
[07:07:54] reality. >> What happens if it is? Cuz that's the
[07:07:56] >> What happens if it is? Cuz that's the reality right now.
[07:07:59] reality right now. >> Yeah. It wouldn't.
[07:08:02] >> Yeah. It wouldn't. Yeah. It would be tough. What will be
[07:08:05] Yeah. It would be tough. What will be the day-to-day impact
[07:08:08] the day-to-day impact 3, four, five, 6 months from now? And
[07:08:12] 3, four, five, 6 months from now? And that's what our reality is.
[07:08:16] I would just be
[07:08:19] I would just be like
[07:08:23] kind of like I don't want to be that guy
[07:08:26] kind of like I don't want to be that guy like living paycheck to paycheck. Like
[07:08:29] like living paycheck to paycheck. Like >> what happens if you're not like
[07:08:31] >> what happens if you're not like >> like I talk to people like every day
[07:08:33] >> like I talk to people like every day >> like I live from pay to pay paycheck to
[07:08:35] >> like I live from pay to pay paycheck to paycheck
[07:08:36] paycheck >> and it's like I don't want to be like in
[07:08:38] >> and it's like I don't want to be like in that same position
[07:08:40] that same position >> and I can definitely appreciate like we
[07:08:41] >> and I can definitely appreciate like we don't want to be there and I'm not
[07:08:43] don't want to be there and I'm not questioning your willingness but we have
[07:08:45] questioning your willingness but we have to understand that's on the path that's
[07:08:47] to understand that's on the path that's the path we're on now. So what happens
[07:08:50] the path we're on now. So what happens if we continue to go down that path?
[07:08:55] >> Yeah. It would not like I don't want it
[07:09:01] >> Yeah. It would not like I don't want it to get to a point where like I might
[07:09:02] to get to a point where like I might have to move back in.
[07:09:04] have to move back in. >> Okay. What would happen if that if that
[07:09:06] >> Okay. What would happen if that if that did happen? If we continue to go down
[07:09:08] did happen? If we continue to go down this path and we have to live in that
[07:09:11] this path and we have to live in that reality. And you can be you can be real
[07:09:13] reality. And you can be you can be real with me, dude.
[07:09:15] with me, dude. Like
[07:09:18] Like it would just be
[07:09:21] it would just be bit shameful because like my like we're
[07:09:24] bit shameful because like my like we're all supposed to
[07:09:26] all supposed to like go to university, right? Just like
[07:09:29] like go to university, right? Just like just how our family is like we all go to
[07:09:31] just how our family is like we all go to university
[07:09:33] university >> but it's like if I deviate from that
[07:09:35] >> but it's like if I deviate from that path and like I drop the ball it's like
[07:09:38] path and like I drop the ball it's like I don't want to be seen
[07:09:41] I don't want to be seen >> as that type of person. What would that
[07:09:44] >> as that type of person. What would that reality be like if we feel like, you
[07:09:46] reality be like if we feel like, you know, in their eyes we dropped the ball
[07:09:47] know, in their eyes we dropped the ball and then we have to come back and we
[07:09:50] and then we have to come back and we prove them right?
[07:09:53] prove them right? >> You ever seen a diary of the wimpy kid
[07:09:55] >> You ever seen a diary of the wimpy kid like Rodri? Like that?
[07:09:58] like Rodri? Like that? >> No, I haven't seen it. Help me
[07:10:00] >> No, I haven't seen it. Help me understand.
[07:10:01] understand. >> Yeah. It's like just living at like home
[07:10:03] >> Yeah. It's like just living at like home with like, you know, no plans on
[07:10:05] with like, you know, no plans on anywhere to go in life. Like especially
[07:10:08] anywhere to go in life. Like especially in like a sales job, like a lot of
[07:10:09] in like a sales job, like a lot of people see that as like a dead end.
[07:10:11] people see that as like a dead end. >> Yeah. So,
[07:10:12] >> Yeah. So, >> is that a reality you're willing to
[07:10:15] >> is that a reality you're willing to settle for?
[07:10:17] settle for? >> No.
[07:10:19] >> No. >> Okay. But why? Why now? Like, why not
[07:10:22] >> Okay. But why? Why now? Like, why not kick this down the road? Why not just
[07:10:23] kick this down the road? Why not just again be that guy who's new year, new
[07:10:26] again be that guy who's new year, new me? Like, let's just do it next week,
[07:10:28] me? Like, let's just do it next week, next year, and just hope for the best.
[07:10:31] next year, and just hope for the best. >> Well, cuz I'm moving out soon. So, it's
[07:10:33] >> Well, cuz I'm moving out soon. So, it's probably going to be best to get in
[07:10:35] probably going to be best to get in place soon.
[07:10:36] place soon. >> Why not wait till next week then?
[07:10:39] >> Why not wait till next week then? Well,
[07:10:40] Well, like just with the same math, like I'm
[07:10:42] like just with the same math, like I'm going to lose out on like 2K. So, that
[07:10:46] going to lose out on like 2K. So, that could be like a month's rent if you
[07:10:47] could be like a month's rent if you think about it.
[07:10:48] think about it. >> Yeah. So, time to actually make a
[07:10:51] >> Yeah. So, time to actually make a change, bet on yourself.
[07:10:52] change, bet on yourself. >> Yeah. Yeah.
[07:10:54] >> Yeah. Yeah. >> Cool, man. Cuz I mean, based off like
[07:10:56] >> Cool, man. Cuz I mean, based off like what you told me, especially when you're
[07:10:58] what you told me, especially when you're talking about just right now, we're
[07:10:59] talking about just right now, we're getting combative with our prospects,
[07:11:01] getting combative with our prospects, especially when we're trying to like dig
[07:11:03] especially when we're trying to like dig deeper into their problems. And then uh
[07:11:05] deeper into their problems. And then uh and because of that, we're losing at
[07:11:07] and because of that, we're losing at least like 2,000 a week right now. Like
[07:11:10] least like 2,000 a week right now. Like what what we're doing over here would
[07:11:11] what what we're doing over here would definitely work. So if it help, I can
[07:11:14] definitely work. So if it help, I can walk you through exactly how that
[07:11:15] walk you through exactly how that process works and then how we can get
[07:11:17] process works and then how we can get you to the point where we get you 15,000
[07:11:18] you to the point where we get you 15,000 per month. Like would that help?
[07:11:21] per month. Like would that help? >> Yeah, let's hear it.
[07:11:22] >> Yeah, let's hear it. >> Okay, cool, man. Uh just first and
[07:11:24] >> Okay, cool, man. Uh just first and foremost, what' you think about the
[07:11:25] foremost, what' you think about the call? Like the process we just went
[07:11:27] call? Like the process we just went through?
[07:11:29] through? Like the sales process?
[07:11:30] Like the sales process? >> Yeah.
[07:11:33] >> Yeah. I mean like you definitely like I saw I
[07:11:35] I mean like you definitely like I saw I saw what you were doing like in the
[07:11:36] saw what you were doing like in the moment
[07:11:38] moment >> and um like Yeah, cuz I didn't like get
[07:11:44] >> and um like Yeah, cuz I didn't like get like I didn't feel the need to get
[07:11:45] like I didn't feel the need to get combative with you like my prospects do
[07:11:47] combative with you like my prospects do with me.
[07:11:48] with me. >> Yeah.
[07:11:49] >> Yeah. >> So I guess that's good.
[07:11:50] >> So I guess that's good. >> Do Do you want to learn how to do that?
[07:11:54] >> Yeah.
[07:11:55] >> Yeah. >> Okay. Let me walk you through how it's
[07:11:57] >> Okay. Let me walk you through how it's done. Okay. So really as far as like the
[07:12:01] done. Okay. So really as far as like the training, there's going to be like three
[07:12:02] training, there's going to be like three main pillars. Okay? So it's like number
[07:12:04] main pillars. Okay? So it's like number one is an actual process in place that
[07:12:08] one is an actual process in place that we can connect with prospects like we're
[07:12:10] we can connect with prospects like we're talking about without them getting
[07:12:11] talking about without them getting combative. But the biggest thing that we
[07:12:13] combative. But the biggest thing that we need to be able to do is we need to
[07:12:15] need to be able to do is we need to drive urgency. Okay? It doesn't matter
[07:12:18] drive urgency. Okay? It doesn't matter if we don't get combative if at the end
[07:12:19] if we don't get combative if at the end they're just giving you a ton of
[07:12:20] they're just giving you a ton of objections because we weren't able to
[07:12:22] objections because we weren't able to drive urgency. Like would you agree?
[07:12:24] drive urgency. Like would you agree? >> Yeah. Okay. Okay. So, the main thing
[07:12:25] >> Yeah. Okay. Okay. So, the main thing that we're going to focus on is how do
[07:12:27] that we're going to focus on is how do you actually sell to somebody's
[07:12:28] you actually sell to somebody's identity? Okay. Cuz if you take a look
[07:12:29] identity? Okay. Cuz if you take a look here, are you familiar with NLP?
[07:12:33] here, are you familiar with NLP? >> Um, like I've heard about it from my
[07:12:35] >> Um, like I've heard about it from my last sales manager.
[07:12:36] last sales manager. >> It's neural linguistic programming. So,
[07:12:38] >> It's neural linguistic programming. So, this is where a lot of sales foundations
[07:12:41] this is where a lot of sales foundations come from. It was like made back in the
[07:12:42] come from. It was like made back in the 70s. Okay. So where most sales people
[07:12:46] 70s. Okay. So where most sales people and where most sales trainers or whoever
[07:12:48] and where most sales trainers or whoever is going to focus on are basically uh
[07:12:51] is going to focus on are basically uh human beings behaviors and their skills,
[07:12:54] human beings behaviors and their skills, right? What are you currently doing
[07:12:56] right? What are you currently doing right now and then what skills do you
[07:12:57] right now and then what skills do you need and then uh what does that get you?
[07:13:00] need and then uh what does that get you? Behavior and then what skills do you
[07:13:02] Behavior and then what skills do you need to get there? Okay, that's
[07:13:03] need to get there? Okay, that's basically the whole conversation. But if
[07:13:06] basically the whole conversation. But if you see this pyramid here, this is the
[07:13:08] you see this pyramid here, this is the NLP like a you know emotional pyramid.
[07:13:11] NLP like a you know emotional pyramid. So, the higher up you go, the more
[07:13:13] So, the higher up you go, the more emotional leverage you get. And most
[07:13:15] emotional leverage you get. And most people, again, they're going to stay
[07:13:17] people, again, they're going to stay down here on the pyramid. Okay? Some
[07:13:20] down here on the pyramid. Okay? Some people will get into the actual beliefs,
[07:13:22] people will get into the actual beliefs, but what we focus on is getting to the
[07:13:25] but what we focus on is getting to the real the top of the pyramid is their
[07:13:27] real the top of the pyramid is their identity. Because if we're able to shift
[07:13:30] identity. Because if we're able to shift people's identity, their beliefs,
[07:13:32] people's identity, their beliefs, skills, behaviors, and environment, all
[07:13:34] skills, behaviors, and environment, all that falls into place. Does that make
[07:13:35] that falls into place. Does that make sense?
[07:13:37] sense? >> Yeah. How do you get like the identity?
[07:13:39] >> Yeah. How do you get like the identity? Is it
[07:13:39] Is it >> Okay. Well, I I'll again I'll teach you
[07:13:41] >> Okay. Well, I I'll again I'll teach you how to do that, but just like we did in
[07:13:42] how to do that, but just like we did in our conversation. Okay. Which one do you
[07:13:45] our conversation. Okay. Which one do you feel like is going to be more of an
[07:13:48] feel like is going to be more of an emotional anchor? Like us just talking
[07:13:50] emotional anchor? Like us just talking about how you know you want to get to
[07:13:52] about how you know you want to get to 15,000 per month or you being that
[07:13:55] 15,000 per month or you being that 15,000 per month person who has a stable
[07:13:58] 15,000 per month person who has a stable income that can provide for his mom?
[07:14:02] income that can provide for his mom? >> Yeah, probably.
[07:14:02] >> Yeah, probably. >> Which one has more actual emotional
[07:14:04] >> Which one has more actual emotional power?
[07:14:06] power? >> Yeah, the second one.
[07:14:08] >> Yeah, the second one. >> Exactly. Okay. So, I run you through
[07:14:10] >> Exactly. Okay. So, I run you through exactly how to do that. Okay? And
[07:14:12] exactly how to do that. Okay? And there's a couple different ways that I
[07:14:13] there's a couple different ways that I do it. So, if you take a look here, it's
[07:14:15] do it. So, if you take a look here, it's like number one is the first thing that
[07:14:19] like number one is the first thing that we're going to do is break down one of
[07:14:21] we're going to do is break down one of your sales calls. Okay? So, that way
[07:14:23] your sales calls. Okay? So, that way again, I can hear exactly what you're
[07:14:25] again, I can hear exactly what you're saying on your calls right now and
[07:14:27] saying on your calls right now and exactly what you need to change in order
[07:14:30] exactly what you need to change in order to start closing more people right away.
[07:14:32] to start closing more people right away. And I'll run you through that with a
[07:14:33] And I'll run you through that with a one-on-one session with me where I map
[07:14:36] one-on-one session with me where I map out everything. Does that make sense?
[07:14:38] out everything. Does that make sense? Yeah.
[07:14:39] Yeah. >> Okay. Then from there, as far as like
[07:14:41] >> Okay. Then from there, as far as like making sure we can actually sell to
[07:14:43] making sure we can actually sell to identity, I give you a full breakdown on
[07:14:46] identity, I give you a full breakdown on first and foremost, how do we show up
[07:14:48] first and foremost, how do we show up the way that we need to show up with the
[07:14:49] the way that we need to show up with the right authority and confidence in order
[07:14:51] right authority and confidence in order to do so and the exact built out sales
[07:14:54] to do so and the exact built out sales process to make sure you're closing as
[07:14:56] process to make sure you're closing as many sales as you can from discovery all
[07:14:59] many sales as you can from discovery all the way to presentation, objections, and
[07:15:01] the way to presentation, objections, and closes. So, any questions on how that
[07:15:04] closes. So, any questions on how that works?
[07:15:05] works? >> No.
[07:15:06] >> No. >> Okay. Do you feel like if you had that
[07:15:08] >> Okay. Do you feel like if you had that understanding that, you know, I walked
[07:15:10] understanding that, you know, I walked you through here, like the exact
[07:15:11] you through here, like the exact blueprint step by step, you can actually
[07:15:13] blueprint step by step, you can actually start closing more deals and not lose
[07:15:15] start closing more deals and not lose out 2,000 per week.
[07:15:17] out 2,000 per week. >> Well, yeah. It's like the authority.
[07:15:19] >> Well, yeah. It's like the authority. Like if they probably see me as an
[07:15:20] Like if they probably see me as an authority, it's like the doctor analogy
[07:15:21] authority, it's like the doctor analogy where like they're not questioning a
[07:15:23] where like they're not questioning a doctor.
[07:15:24] doctor. >> Right.
[07:15:24] >> Right. >> Exactly, dude. Right. And it's being
[07:15:26] >> Exactly, dude. Right. And it's being able to also not only have the
[07:15:27] able to also not only have the authority, but make sure we're hitting
[07:15:28] authority, but make sure we're hitting the right emotional points.
[07:15:31] the right emotional points. >> Okay. Now, number two is going to be
[07:15:34] >> Okay. Now, number two is going to be group coaching. Okay. So, it's good to
[07:15:36] group coaching. Okay. So, it's good to go ahead and have the actual coursework,
[07:15:38] go ahead and have the actual coursework, but we need to be able to actually use
[07:15:40] but we need to be able to actually use this, okay? Get feedback on it, get our
[07:15:44] this, okay? Get feedback on it, get our calls listened to, and have multiple
[07:15:46] calls listened to, and have multiple touch points. Okay? So, there's going to
[07:15:48] touch points. Okay? So, there's going to be four group coaching sessions per
[07:15:51] be four group coaching sessions per week. Okay? These are going to run an
[07:15:53] week. Okay? These are going to run an hour to two hours each to where we'll go
[07:15:56] hour to two hours each to where we'll go over the exact structure. You'll role
[07:15:59] over the exact structure. You'll role play. We'll go over objections where we
[07:16:01] play. We'll go over objections where we can role play objections where I can
[07:16:03] can role play objections where I can actually listen to your calls. You'll
[07:16:05] actually listen to your calls. You'll bring your calls to get call reviewed or
[07:16:07] bring your calls to get call reviewed or we and we have a Q&A to where again you
[07:16:09] we and we have a Q&A to where again you can answer get any question you have
[07:16:11] can answer get any question you have answered. So what that means for you is
[07:16:13] answered. So what that means for you is you have multiple touch points each and
[07:16:15] you have multiple touch points each and every week to make sure you're actually
[07:16:17] every week to make sure you're actually getting the feedback you need so you can
[07:16:19] getting the feedback you need so you can start closing more deals right away. Any
[07:16:21] start closing more deals right away. Any questions on that? No. Okay, perfect.
[07:16:25] questions on that? No. Okay, perfect. Next is going to be oneonone sessions.
[07:16:27] Next is going to be oneonone sessions. cuz group sessions are good, but in
[07:16:29] cuz group sessions are good, but in order to get the actual direct feedback
[07:16:31] order to get the actual direct feedback you need, you can't get past one-on-one
[07:16:34] you need, you can't get past one-on-one sessions. So, what we'll be doing is two
[07:16:37] sessions. So, what we'll be doing is two one-on-one sessions per month, okay?
[07:16:39] one-on-one sessions per month, okay? Where you'll hop on with me again, and
[07:16:41] Where you'll hop on with me again, and this is after I will be listening to
[07:16:43] this is after I will be listening to your calls and I will be attacking
[07:16:45] your calls and I will be attacking whatever lowest hanging fruit you have
[07:16:47] whatever lowest hanging fruit you have to start making you more commissions
[07:16:49] to start making you more commissions right away. Okay? So, it's going to be
[07:16:52] right away. Okay? So, it's going to be customized to you. Also, with that,
[07:16:55] customized to you. Also, with that, you're going to have unlimited access to
[07:16:56] you're going to have unlimited access to me on Slack because time kills all
[07:16:58] me on Slack because time kills all deals. Okay? So, if you have questions
[07:17:00] deals. Okay? So, if you have questions in between our one-on-one sessions, you
[07:17:02] in between our one-on-one sessions, you shoot them over on Slack and you're
[07:17:03] shoot them over on Slack and you're going to get feedback right away. But
[07:17:05] going to get feedback right away. But then also through Slack and through our
[07:17:07] then also through Slack and through our one-on-one sessions, I'm going to be
[07:17:08] one-on-one sessions, I'm going to be holding you accountable. So, what that
[07:17:10] holding you accountable. So, what that means for you men is I'm going to be in
[07:17:11] means for you men is I'm going to be in your corner and I'm going to be willing
[07:17:13] your corner and I'm going to be willing you to victory to make sure we hit that
[07:17:15] you to victory to make sure we hit that 15,000 per month and we do not stay
[07:17:16] 15,000 per month and we do not stay comfortable.
[07:17:18] comfortable. Do you see how that can help?
[07:17:20] Do you see how that can help? >> Yeah.
[07:17:21] >> Yeah. >> Okay. But before we talk about that,
[07:17:24] >> Okay. But before we talk about that, like are you even open to being held
[07:17:26] like are you even open to being held accountable? Because I know some people
[07:17:27] accountable? Because I know some people aren't.
[07:17:29] aren't. >> Yeah. Like for me, like Yeah,
[07:17:31] >> Yeah. Like for me, like Yeah, definitely. Because um
[07:17:32] definitely. Because um >> why?
[07:17:34] >> why? >> Yeah. Because I just know like um
[07:17:38] >> Yeah. Because I just know like um especially like
[07:17:40] especially like like you just talked about like being
[07:17:41] like you just talked about like being comfortable. So
[07:17:42] comfortable. So >> yeah. Okay. Cuz like
[07:17:44] >> yeah. Okay. Cuz like >> I'm glad we're on the same page, man,
[07:17:46] >> I'm glad we're on the same page, man, because again, I'm going to tell you
[07:17:47] because again, I'm going to tell you what you need to hear, not tell you what
[07:17:49] what you need to hear, not tell you what you want to hear. So, I want to make
[07:17:50] you want to hear. So, I want to make sure we're on the same page. Any
[07:17:52] sure we're on the same page. Any questions on this, how it's structured,
[07:17:56] questions on this, how it's structured, and then how we're going to get you
[07:17:57] and then how we're going to get you there.
[07:17:59] there. >> Um, no.
[07:18:01] >> Um, no. >> Okay. And do you feel like with what I
[07:18:02] >> Okay. And do you feel like with what I laid out, again, if you have the actual
[07:18:04] laid out, again, if you have the actual like step by step, what do you actually
[07:18:07] like step by step, what do you actually do, the group coaching, the one-on-
[07:18:09] do, the group coaching, the one-on- ones, the accountability with me, that
[07:18:10] ones, the accountability with me, that actually gets you to the point where you
[07:18:11] actually gets you to the point where you could be making 15,000 per month
[07:18:13] could be making 15,000 per month consistently?
[07:18:15] consistently? >> Yeah. Yeah, I think so.
[07:18:16] >> Yeah. Yeah, I think so. >> Yeah. Why do you feel like it would?
[07:18:19] >> Yeah. Why do you feel like it would? Well, cuz um like especially like um
[07:18:23] Well, cuz um like especially like um with the group coaching like the one to
[07:18:25] with the group coaching like the one to two hour sessions like most programs
[07:18:27] two hour sessions like most programs that like I know about it's usually like
[07:18:30] that like I know about it's usually like one call um every day and it's like
[07:18:33] one call um every day and it's like strictly 1 hour.
[07:18:34] strictly 1 hour. >> Yeah. So yeah. Yeah. I'll stay on as
[07:18:37] >> Yeah. So yeah. Yeah. I'll stay on as long as you guys need, right? Like
[07:18:39] long as you guys need, right? Like that's that's my biggest thing just to
[07:18:40] that's that's my biggest thing just to make sure you guys get all the help you
[07:18:42] make sure you guys get all the help you need. Okay. Like as you're going to find
[07:18:44] need. Okay. Like as you're going to find out, like I'm going to go above and
[07:18:45] out, like I'm going to go above and beyond for you cuz I take this stuff
[07:18:47] beyond for you cuz I take this stuff very seriously. I just ask you do the
[07:18:49] very seriously. I just ask you do the same. Okay.
[07:18:50] same. Okay. >> Yeah.
[07:18:50] >> Yeah. >> So, would you be willing to actually
[07:18:51] >> So, would you be willing to actually take it seriously?
[07:18:53] take it seriously? >> Yeah, 100%.
[07:18:54] >> Yeah, 100%. >> Okay, cool. Um, so in terms of like the
[07:18:58] >> Okay, cool. Um, so in terms of like the actual investment to get you to 15,000
[07:19:01] actual investment to get you to 15,000 per month so you can actually have
[07:19:02] per month so you can actually have stable income and start taking care of
[07:19:03] stable income and start taking care of not only you but you know your mom as
[07:19:06] not only you but you know your mom as well, the investment required is going
[07:19:07] well, the investment required is going to be 8,000. Okay. So, the length that
[07:19:10] to be 8,000. Okay. So, the length that it's going to take you to get you there
[07:19:11] it's going to take you to get you there is going to be 4 months. Now, there's a
[07:19:14] is going to be 4 months. Now, there's a couple different ways we can break it
[07:19:15] couple different ways we can break it up. It's just going to depend on what
[07:19:16] up. It's just going to depend on what works best for you.
[07:19:18] works best for you. But the next steps are pretty basic.
[07:19:20] But the next steps are pretty basic. Going ahead and taking care of the
[07:19:21] Going ahead and taking care of the investment, you sending me over a call,
[07:19:24] investment, you sending me over a call, us setting up our first oneonone session
[07:19:26] us setting up our first oneonone session so you can get that road map to start
[07:19:28] so you can get that road map to start closing more deals right away. Any
[07:19:30] closing more deals right away. Any questions on how that works?
[07:19:32] questions on how that works? >> Uh yeah, like what what ways can you
[07:19:35] >> Uh yeah, like what what ways can you like break that up?
[07:19:38] like break that up? >> Yeah, it really depends on what's going
[07:19:40] >> Yeah, it really depends on what's going to work best for you. Is there any
[07:19:41] to work best for you. Is there any particular reason why you ask?
[07:19:44] particular reason why you ask? Well,
[07:19:46] Well, uh, like, yeah,
[07:19:50] uh, like, yeah, >> come on, give it to me.
[07:19:51] >> come on, give it to me. >> To be real, like,
[07:19:53] >> To be real, like, >> tell me the objection. Come on.
[07:19:55] >> tell me the objection. Come on. >> It's a lot of money if I'm being if I'm
[07:19:58] >> It's a lot of money if I'm being if I'm being real.
[07:19:59] being real. >> Okay, cool. We got a money objection.
[07:20:03] >> Okay, cool. We got a money objection. >> Sound right?
[07:20:05] >> Sound right? >> Yeah.
[07:20:06] >> Yeah. >> Okay. Do you get money objections?
[07:20:09] >> Okay. Do you get money objections? >> Yeah.
[07:20:10] >> Yeah. >> Do you want me to show you how to
[07:20:11] >> Do you want me to show you how to overcome that?
[07:20:12] overcome that? >> Sure. Okay, cool. So, I I'll just walk
[07:20:15] >> Sure. Okay, cool. So, I I'll just walk you through it. Okay, we can role play
[07:20:17] you through it. Okay, we can role play real quick. I'll be the sales guy. Okay,
[07:20:19] real quick. I'll be the sales guy. Okay, you be the prospect.
[07:20:21] you be the prospect. >> Yeah.
[07:20:22] >> Yeah. >> So, let's just run through.
[07:20:24] >> So, let's just run through. >> So, money aside, would you do it?
[07:20:27] >> So, money aside, would you do it? >> Yeah.
[07:20:28] >> Yeah. >> Why would you do it though?
[07:20:30] >> Why would you do it though? Well, cuz like I think like um like it
[07:20:34] Well, cuz like I think like um like it it it would definitely like get me to
[07:20:36] it it would definitely like get me to like the point where like I know like if
[07:20:39] like the point where like I know like if I come in and I do the work, I I can get
[07:20:41] I come in and I do the work, I I can get to that point where making 15k a month.
[07:20:43] to that point where making 15k a month. >> Okay. But but why actually invest in
[07:20:45] >> Okay. But but why actually invest in yourself to get to 15,000 per month? Cuz
[07:20:47] yourself to get to 15,000 per month? Cuz that's the real why.
[07:20:49] that's the real why. Well, cuz like like I said, like just um
[07:20:53] Well, cuz like like I said, like just um like I've got to move out in the next
[07:20:56] like I've got to move out in the next couple of months, so I've got to figure
[07:20:58] couple of months, so I've got to figure something out. I
[07:21:00] something out. I >> mean, you don't need to, man. You can
[07:21:01] >> mean, you don't need to, man. You can keep on doing what you're doing, right?
[07:21:03] keep on doing what you're doing, right? >> No.
[07:21:05] >> No. >> Okay. Probably wouldn't work.
[07:21:07] >> Okay. Probably wouldn't work. >> Okay. Can Can I share perspective around
[07:21:08] >> Okay. Can Can I share perspective around that thing?
[07:21:10] that thing? >> Yeah.
[07:21:11] >> Yeah. >> Cuz which one's the problem? Which one's
[07:21:12] >> Cuz which one's the problem? Which one's the symptom?
[07:21:15] the symptom? Like when it comes to
[07:21:17] Like when it comes to like the the like what do you mean
[07:21:19] like the the like what do you mean >> the money like that being a lot of money
[07:21:22] >> the money like that being a lot of money if you're making 15,000 per month would
[07:21:25] if you're making 15,000 per month would that be a lot of money in your mind?
[07:21:30] >> No I guess not.
[07:21:31] >> No I guess not. >> Okay. So the question is do you want to
[07:21:33] >> Okay. So the question is do you want to change that?
[07:21:36] change that? >> Um yeah.
[07:21:39] >> Um yeah. >> Okay. And what's riskier at the end of
[07:21:41] >> Okay. And what's riskier at the end of the day? you actually removing your
[07:21:44] the day? you actually removing your limitations of that's a lot of money. We
[07:21:47] limitations of that's a lot of money. We find the money to invest in ourselves so
[07:21:49] find the money to invest in ourselves so we can actually make more or is it
[07:21:52] we can actually make more or is it riskier to continue doing what you're
[07:21:54] riskier to continue doing what you're doing now, not having the stable income
[07:21:56] doing now, not having the stable income >> and going off and doing it all on your
[07:21:58] >> and going off and doing it all on your own?
[07:21:59] own? >> Like what's riskier?
[07:22:00] >> Like what's riskier? >> Yeah. Like I like I get the like I I get
[07:22:04] >> Yeah. Like I like I get the like I I get it, but like it's just
[07:22:05] it, but like it's just >> And again, like I'm not making a point.
[07:22:07] >> And again, like I'm not making a point. I'm trying to trying to
[07:22:10] I'm trying to trying to >> No. And I get that. We could talk about
[07:22:12] >> No. And I get that. We could talk about that. I'm just trying to understand like
[07:22:13] that. I'm just trying to understand like what's riskier at the end of the day,
[07:22:15] what's riskier at the end of the day, you actually invest in yourself so you
[07:22:17] you actually invest in yourself so you can get that stable income or you
[07:22:18] can get that stable income or you continuing to do what you're doing now?
[07:22:23] >> Yeah. Like the the second one?
[07:22:26] >> Yeah. Like the the second one? >> Why?
[07:22:26] >> Why? >> But it's like
[07:22:28] >> But it's like >> why is it though?
[07:22:31] >> why is it though? >> Well, cuz
[07:22:33] >> Well, cuz like if nothing changes, like nothing
[07:22:35] like if nothing changes, like nothing changes. Like if I move out like
[07:22:37] changes. Like if I move out like >> what actually happens if if nothing does
[07:22:39] >> what actually happens if if nothing does change, man, like and again you move out
[07:22:41] change, man, like and again you move out and you don't have a stable income.
[07:22:46] >> Yeah, I'm just going to be one of those
[07:22:48] >> Yeah, I'm just going to be one of those like guys living paycheck to paycheck.
[07:22:52] like guys living paycheck to paycheck. >> What's the day-to-day ramifications of
[07:22:54] >> What's the day-to-day ramifications of you being one of those guys?
[07:22:56] you being one of those guys? >> Be real.
[07:22:57] >> Be real. >> I don't want to be one of those guys.
[07:22:59] >> I don't want to be one of those guys. >> What would be that like if you had to
[07:23:00] >> What would be that like if you had to put yourself in their shoes cuz that's
[07:23:02] put yourself in their shoes cuz that's where we're heading right now. Like
[07:23:03] where we're heading right now. Like what's the day-to-day ramifications of
[07:23:05] what's the day-to-day ramifications of that?
[07:23:08] >> Like just that constant like worry that
[07:23:10] >> Like just that constant like worry that like I got to keep on selling selling
[07:23:13] like I got to keep on selling selling selling.
[07:23:14] selling. >> Yeah.
[07:23:14] >> Yeah. >> If I got like a [ __ ] week, then it's
[07:23:16] >> If I got like a [ __ ] week, then it's like okay well
[07:23:18] like okay well >> I don't have enough recurring yet to
[07:23:20] >> I don't have enough recurring yet to >> make sure that like it goes smoothly.
[07:23:24] >> make sure that like it goes smoothly. >> Yeah. And I appreciate you being real,
[07:23:26] >> Yeah. And I appreciate you being real, man. So it's like are you committed to
[07:23:28] man. So it's like are you committed to not be that guy? Because money that's
[07:23:30] not be that guy? Because money that's the easy part. We can figure that out.
[07:23:32] the easy part. We can figure that out. the commitment to just change and do
[07:23:34] the commitment to just change and do what's required. Get out of your comfort
[07:23:35] what's required. Get out of your comfort zone. That's the hard part.
[07:23:40] >> Yeah.
[07:23:41] >> Yeah. >> Why?
[07:23:44] >> Why? >> Well, because like if I don't commit,
[07:23:46] >> Well, because like if I don't commit, it's like who will?
[07:23:49] it's like who will? You know what I mean?
[07:23:50] You know what I mean? >> So So again, like I'm I'm in your
[07:23:53] >> So So again, like I'm I'm in your corner. Let's let's figure this out.
[07:23:56] corner. Let's let's figure this out. Let's not focus on what we can't do.
[07:24:01] Let's not focus on what we can't do. Yeah, let's focus on what we can do.
[07:24:04] Yeah, let's focus on what we can do. Bills, expenses aside, just to see what
[07:24:06] Bills, expenses aside, just to see what you're actually working with. Like what
[07:24:08] you're actually working with. Like what can you do?
[07:24:10] can you do? >> Um
[07:24:13] >> Um like a good amount like up front like
[07:24:16] like a good amount like up front like today.
[07:24:16] today. >> Yeah, just like what do you have
[07:24:18] >> Yeah, just like what do you have available?
[07:24:21] >> Like
[07:24:23] >> Like probably like 4K or something or
[07:24:27] probably like 4K or something or >> Okay.
[07:24:29] >> Okay. So it's like okay so if we can do 4K
[07:24:32] So it's like okay so if we can do 4K right like what we can do again if this
[07:24:35] right like what we can do again if this is if this will help you we can do 4K
[07:24:38] is if this will help you we can do 4K now and then 4K in 30 days would that
[07:24:42] now and then 4K in 30 days would that help?
[07:24:44] help? >> Yeah.
[07:24:46] >> Yeah. >> Okay. Like two payments 4K now 4K in 30
[07:24:49] >> Okay. Like two payments 4K now 4K in 30 days. Like that would work in your
[07:24:50] days. Like that would work in your budgetary restraints.
[07:24:52] budgetary restraints. >> Yeah. like that that would definitely
[07:24:54] >> Yeah. like that that would definitely help just so I can like get paid out for
[07:24:56] help just so I can like get paid out for like this last like the last one that
[07:24:58] like this last like the last one that did my last offer.
[07:25:00] did my last offer. >> So, if that works, next up is pretty
[07:25:02] >> So, if that works, next up is pretty basic. Just take the the initial
[07:25:04] basic. Just take the the initial investment of 4,000. That way, we can go
[07:25:07] investment of 4,000. That way, we can go ahead get set up uh with our one-on-one
[07:25:09] ahead get set up uh with our one-on-one call and really kick it off from there.
[07:25:11] call and really kick it off from there. Would that work?
[07:25:13] Would that work? >> Uh
[07:25:18] it's still a good chunk of change, dude.
[07:25:20] it's still a good chunk of change, dude. Now I get like right now we got we got
[07:25:22] Now I get like right now we got we got two options. Okay. We can either go for
[07:25:24] two options. Okay. We can either go for it or you can give another objection.
[07:25:27] it or you can give another objection. Which one is it going to be?
[07:25:30] Which one is it going to be? >> Like
[07:25:32] >> Like dude like I haven't spent this much
[07:25:35] dude like I haven't spent this much money before.
[07:25:35] money before. >> I guess we're going with option two. It
[07:25:38] >> I guess we're going with option two. It is. All right.
[07:25:40] is. All right. >> Okay. No, I get it, man. And um I like
[07:25:44] >> Okay. No, I get it, man. And um I like and I and I don't want to say that it's
[07:25:46] and I and I don't want to say that it's it's scary, but it's kind of kind of
[07:25:48] it's scary, but it's kind of kind of scary in a way. Like if this is the
[07:25:49] scary in a way. Like if this is the first time you invest, like actually
[07:25:50] first time you invest, like actually just invest in yourself and diving in.
[07:25:52] just invest in yourself and diving in. Like wouldn't you agree?
[07:25:54] Like wouldn't you agree? >> Yeah.
[07:25:55] >> Yeah. >> And like I'm here to tell you again like
[07:25:58] >> And like I'm here to tell you again like after being in your shoes before, right?
[07:26:01] after being in your shoes before, right? Like having to invest quite a bit more
[07:26:03] Like having to invest quite a bit more and actually my first time uh like I get
[07:26:06] and actually my first time uh like I get it and like I'm not going to take that
[07:26:08] it and like I'm not going to take that away from you. But the feeling you're
[07:26:10] away from you. But the feeling you're feeling right now of like, oh, like this
[07:26:12] feeling right now of like, oh, like this is a lot of money, it's exactly what
[07:26:15] is a lot of money, it's exactly what you're supposed to feel because we've
[07:26:18] you're supposed to feel because we've been in our comfort zone and now we're
[07:26:20] been in our comfort zone and now we're getting outside of our comfort zone
[07:26:22] getting outside of our comfort zone because who do you know who grows inside
[07:26:24] because who do you know who grows inside their comfort zone?
[07:26:27] their comfort zone? >> Yeah. No one.
[07:26:29] >> Yeah. No one. >> Right. So, the fact that you're feeling
[07:26:30] >> Right. So, the fact that you're feeling this, it's a good thing cuz if you're
[07:26:33] this, it's a good thing cuz if you're cool as a cucumber over there, I said
[07:26:35] cool as a cucumber over there, I said the number and like you didn't flinch.
[07:26:36] the number and like you didn't flinch. Like, dude, I have to shake your [ __ ]
[07:26:37] Like, dude, I have to shake your [ __ ] pulse, right? like you're supposed to
[07:26:39] pulse, right? like you're supposed to feel this like it's our friend. All we
[07:26:41] feel this like it's our friend. All we really get to decide is how we deal with
[07:26:44] really get to decide is how we deal with this feeling cuz it's not going to go
[07:26:45] this feeling cuz it's not going to go away cuz we have two options. Like
[07:26:49] away cuz we have two options. Like number one, we can allow it to constrict
[07:26:51] number one, we can allow it to constrict us. We get this feeling, we constrict
[07:26:55] us. We get this feeling, we constrict and then we become one of those other
[07:26:57] and then we become one of those other people who live paycheck to paycheck.
[07:26:59] people who live paycheck to paycheck. And dude, people live like that their
[07:27:01] And dude, people live like that their entire lives.
[07:27:03] entire lives. The second option is we take that
[07:27:07] The second option is we take that feeling, but then we shape it. We shape
[07:27:10] feeling, but then we shape it. We shape it into taking massive action. So, I'm
[07:27:12] it into taking massive action. So, I'm going to put some skin in the game now.
[07:27:15] going to put some skin in the game now. This has to work. I'll make it work.
[07:27:19] This has to work. I'll make it work. Which one of those options would you
[07:27:21] Which one of those options would you rather do? Allow it to constrict you or
[07:27:23] rather do? Allow it to constrict you or shape it into taking massive action?
[07:27:26] shape it into taking massive action? >> Yeah, like shape it.
[07:27:27] >> Yeah, like shape it. >> What if you don't? Like what if we get
[07:27:30] >> What if you don't? Like what if we get this feeling we're feeling right now and
[07:27:31] this feeling we're feeling right now and we just we hunker down and we allow it
[07:27:33] we just we hunker down and we allow it to constrict us.
[07:27:36] to constrict us. >> Yeah. Like it
[07:27:39] >> Yeah. Like it it'd probably just be like
[07:27:43] it'd probably just be like I don't want to like have to jump from
[07:27:44] I don't want to like have to jump from like offer to offer like on this offer.
[07:27:48] like offer to offer like on this offer. >> Yeah. cuz like they have a good like
[07:27:50] >> Yeah. cuz like they have a good like thing like I actually like like a good
[07:27:52] thing like I actually like like a good product I actually like and it's like I
[07:27:54] product I actually like and it's like I don't
[07:27:56] don't >> So what happens if we allow it to
[07:27:57] >> So what happens if we allow it to constrict us?
[07:28:01] >> Yeah. I just like would it be in a place
[07:28:04] >> Yeah. I just like would it be in a place where I could probably move out
[07:28:05] where I could probably move out comfortably,
[07:28:07] comfortably, >> right? Like are we willing to allow that
[07:28:09] >> right? Like are we willing to allow that to happen?
[07:28:11] to happen? >> No.
[07:28:12] >> No. >> Okay. So who do we need to actually be
[07:28:15] >> Okay. So who do we need to actually be right now
[07:28:17] right now to be that person who can actually make
[07:28:19] to be that person who can actually make the stable income? Person who bets on
[07:28:22] the stable income? Person who bets on themselves or the person who gets
[07:28:25] themselves or the person who gets constricted.
[07:28:28] constricted. The person who bets on themsel probably.
[07:28:34] Yeah,
[07:28:39] I get it. It's okay.
[07:28:42] I get it. It's okay. Yeah. Like what do we got to do?
[07:28:48] >> Like you were saying like don't let it
[07:28:49] >> Like you were saying like don't let it constrict you.
[07:28:53] >> So
[07:28:55] >> So ready to dive in?
[07:28:57] ready to dive in? >> Yeah. Yeah. Let's [ __ ] do it.
[07:29:00] >> Yeah. Yeah. Let's [ __ ] do it. >> Yeah. You sure?
[07:29:03] >> Yeah. You sure? >> Yeah.
[07:29:05] >> Yeah. Yeah. I mean um
[07:29:08] Yeah. I mean um Yeah. Yeah. Let's [ __ ] do it. Okay.
[07:29:11] Yeah. Yeah. Let's [ __ ] do it. Okay. All right. How do you feel, dude?
[07:29:14] All right. How do you feel, dude? >> Yeah. No, like it's like you're saying,
[07:29:16] >> Yeah. No, like it's like you're saying, like it's scary, but like it's
[07:29:19] like it's scary, but like it's >> Yeah, it's probably a necessary step to
[07:29:21] >> Yeah, it's probably a necessary step to like
[07:29:21] like >> Yeah.
[07:29:22] >> Yeah. >> I'll tell you right now, like, dude, if
[07:29:24] >> I'll tell you right now, like, dude, if you bet on yourself, like I'll be there
[07:29:26] you bet on yourself, like I'll be there every step of the way.
[07:29:28] every step of the way. >> Okay.
[07:29:28] >> Okay. >> Yeah.
[07:29:33] >> So, let's go ahead. Let's dive into this
[07:29:34] >> So, let's go ahead. Let's dive into this call. I'll be walking you through what I
[07:29:37] call. I'll be walking you through what I say, but more importantly, why I say it
[07:29:39] say, but more importantly, why I say it and how do I actually create urgency in
[07:29:41] and how do I actually create urgency in this prospect? So, I close over 90% of
[07:29:44] this prospect? So, I close over 90% of the people that I talk to. Okay, so
[07:29:46] the people that I talk to. Okay, so let's dive into it. Howdy, dude. Can you
[07:29:49] let's dive into it. Howdy, dude. Can you hear me?
[07:29:50] hear me? >> Yeah, I can hear you.
[07:29:51] >> Yeah, I can hear you. >> Yo, what's up, man?
[07:29:53] >> Yo, what's up, man? >> What's up? What's up? How are you?
[07:29:55] >> What's up? What's up? How are you? >> I'm not doing too bad. Just staying out
[07:29:57] >> I'm not doing too bad. Just staying out of trouble, dude. Uh we can uh we can
[07:29:59] of trouble, dude. Uh we can uh we can defin So just first and foremost like
[07:30:01] defin So just first and foremost like anytime I hop on a call I'm not going to
[07:30:03] anytime I hop on a call I'm not going to try to be like super formal or anything
[07:30:06] try to be like super formal or anything along those lines. My main focus at the
[07:30:08] along those lines. My main focus at the beginning of the call is just to get
[07:30:09] beginning of the call is just to get them to lower their guard, right? So I
[07:30:11] them to lower their guard, right? So I want to break the pattern of how every
[07:30:14] want to break the pattern of how every other typical salesperson is going to
[07:30:15] other typical salesperson is going to start the call. And I start it pretty
[07:30:17] start the call. And I start it pretty informal because I want to make sure
[07:30:19] informal because I want to make sure that this person lowers their guard and
[07:30:21] that this person lowers their guard and we can actually have a genuine
[07:30:23] we can actually have a genuine conversation. Now, when we're talking
[07:30:24] conversation. Now, when we're talking about like building rapport, I'm not
[07:30:26] about like building rapport, I'm not going to sit there and ask them about
[07:30:28] going to sit there and ask them about the weather because again, typically
[07:30:30] the weather because again, typically they know I don't give a [ __ ] right,
[07:30:32] they know I don't give a [ __ ] right, about like, you know, where they're
[07:30:33] about like, you know, where they're calling out of from or anything along
[07:30:35] calling out of from or anything along those lines. So, I just, hey, hey,
[07:30:36] those lines. So, I just, hey, hey, what's up, man? Um, and then I just dive
[07:30:39] what's up, man? Um, and then I just dive straight into it. Dive on into
[07:30:41] straight into it. Dive on into everything. First and foremost, how can
[07:30:43] everything. First and foremost, how can I help, man? What made you want to go
[07:30:44] I help, man? What made you want to go ahead and book in the call?
[07:30:46] ahead and book in the call? I honestly just kind of saw your
[07:30:48] I honestly just kind of saw your content, wanted to learn a bit more
[07:30:50] content, wanted to learn a bit more about like what you actually do for
[07:30:51] about like what you actually do for salespeople and kind of just kind of go
[07:30:53] salespeople and kind of just kind of go from there.
[07:30:55] from there. >> And when I start the call, again, I
[07:30:57] >> And when I start the call, again, I don't use an agenda. I don't use a
[07:30:58] don't use an agenda. I don't use a frame. I'm going to say, "Man, what made
[07:31:00] frame. I'm going to say, "Man, what made you want to go ahead and book in the
[07:31:01] you want to go ahead and book in the call? How can I help?" Now, if you have
[07:31:03] call? How can I help?" Now, if you have a hard time having direction in your
[07:31:06] a hard time having direction in your sales conversation, typically this isn't
[07:31:08] sales conversation, typically this isn't going to work best for you because you
[07:31:09] going to work best for you because you don't know where to take the
[07:31:10] don't know where to take the conversation. You don't know what to ask
[07:31:12] conversation. You don't know what to ask to get what you need. But if you want to
[07:31:15] to get what you need. But if you want to keep it as conversational as possible, I
[07:31:17] keep it as conversational as possible, I highly recommend just starting much more
[07:31:20] highly recommend just starting much more broad. That way again, they can tell you
[07:31:22] broad. That way again, they can tell you why they booked the call and then you
[07:31:24] why they booked the call and then you can just take it from there. What I'm
[07:31:26] can just take it from there. What I'm looking for right now is what is the
[07:31:28] looking for right now is what is the problem that caused this person to go
[07:31:31] problem that caused this person to go ahead and book in the call. So no matter
[07:31:34] ahead and book in the call. So no matter what you sell, if somebody is coming to
[07:31:36] what you sell, if somebody is coming to you, they are there to solve a problem.
[07:31:39] you, they are there to solve a problem. I don't care what they try to tell you.
[07:31:41] I don't care what they try to tell you. like, "Oh, I just want to see what you
[07:31:42] like, "Oh, I just want to see what you guys have." Nobody just hops on sales
[07:31:45] guys have." Nobody just hops on sales calls just to see what people have. They
[07:31:47] calls just to see what people have. They hop on sales calls to solve a problem.
[07:31:50] hop on sales calls to solve a problem. So, that is what I'm looking for right
[07:31:52] So, that is what I'm looking for right now. What is the problem that this
[07:31:54] now. What is the problem that this person has that they're looking to see
[07:31:57] person has that they're looking to see if I can help them with? Then from
[07:31:59] if I can help them with? Then from there, once I have a problem, I push
[07:32:00] there, once I have a problem, I push them down and understand how that
[07:32:02] them down and understand how that problem is affecting them.
[07:32:03] problem is affecting them. >> Yeah. Cool, man. Like what I do, it's
[07:32:05] >> Yeah. Cool, man. Like what I do, it's like it's not like a one-sizefits-all.
[07:32:06] like it's not like a one-sizefits-all. It's a bit custom. So, it's just going
[07:32:08] It's a bit custom. So, it's just going to depend on like what you would
[07:32:09] to depend on like what you would actually need. So, as far as you getting
[07:32:12] actually need. So, as far as you getting better at sales, do you know what type
[07:32:14] better at sales, do you know what type help you're actually looking for
[07:32:15] help you're actually looking for specifically? So, again, why are you
[07:32:18] specifically? So, again, why are you here? But if you notice, he asked, "Hey,
[07:32:20] here? But if you notice, he asked, "Hey, I just want to see what you do." So, I
[07:32:22] I just want to see what you do." So, I can't just not address that. So, I'm
[07:32:24] can't just not address that. So, I'm like, "Hey, what I do is custom. What do
[07:32:26] like, "Hey, what I do is custom. What do you need?" Right? And I'm just back on
[07:32:28] you need?" Right? And I'm just back on the point.
[07:32:30] the point. >> Um,
[07:32:33] >> Um, probably like objection handling to be
[07:32:34] probably like objection handling to be specific.
[07:32:35] specific. >> Okay. Okay. any any particular objection
[07:32:38] >> Okay. Okay. any any particular objection that comes up the most?
[07:32:40] that comes up the most? >> Um,
[07:32:43] I'd probably say like think about it or
[07:32:45] I'd probably say like think about it or partner like these like Yeah.
[07:32:48] partner like these like Yeah. >> Yeah. Yeah. And kind of an interesting
[07:32:51] >> Yeah. Yeah. And kind of an interesting question that I like to ask all sales
[07:32:52] question that I like to ask all sales people. Do you feel like those are real
[07:32:53] people. Do you feel like those are real objections?
[07:32:56] objections? >> I mean like
[07:32:58] >> I mean like harshly cuz like maybe they need to
[07:33:00] harshly cuz like maybe they need to speak to their partner or like they
[07:33:02] speak to their partner or like they really do need to think about it, you
[07:33:03] really do need to think about it, you know?
[07:33:04] know? >> Yeah. Yeah. Yeah. No. Okay, so there's a
[07:33:06] >> Yeah. Yeah. Yeah. No. Okay, so there's a couple things I did right here. Number
[07:33:08] couple things I did right here. Number one, I'm like, "Okay, what are you
[07:33:10] one, I'm like, "Okay, what are you needing help with? Objections. I want to
[07:33:12] needing help with? Objections. I want to get a little bit more specific. Like,
[07:33:13] get a little bit more specific. Like, what are the objections you're actually
[07:33:14] what are the objections you're actually getting?" Now, something I did, and this
[07:33:17] getting?" Now, something I did, and this is something that's more specific when
[07:33:18] is something that's more specific when you're selling sales people, it's a it's
[07:33:20] you're selling sales people, it's a it's a frame that you can put on them that do
[07:33:23] a frame that you can put on them that do you feel like these objections are
[07:33:24] you feel like these objections are valid? Okay, most sales people will just
[07:33:27] valid? Okay, most sales people will just tell you no. Okay, so that way I can
[07:33:30] tell you no. Okay, so that way I can just get out of the way that these
[07:33:32] just get out of the way that these objections aren't valid. So, it's
[07:33:33] objections aren't valid. So, it's something we're doing that is causing
[07:33:35] something we're doing that is causing these objections. Now, if he and what he
[07:33:39] these objections. Now, if he and what he said is yes, sometimes they are valid.
[07:33:42] said is yes, sometimes they are valid. Now, I'm not going to address this right
[07:33:44] Now, I'm not going to address this right now, but I know immediately this is a
[07:33:46] now, but I know immediately this is a issue I need to address. The reason is
[07:33:49] issue I need to address. The reason is if whatever he's running into, the
[07:33:52] if whatever he's running into, the reason he's not getting sales or whoever
[07:33:54] reason he's not getting sales or whoever you're talking to, if the reason that
[07:33:56] you're talking to, if the reason that they're not getting the result is
[07:33:58] they're not getting the result is outside of their control, there's
[07:34:00] outside of their control, there's nothing that you can do to help them.
[07:34:02] nothing that you can do to help them. typically right here again people will
[07:34:04] typically right here again people will just buy into the frame like no they're
[07:34:05] just buy into the frame like no they're not valid and you can move on right
[07:34:07] not valid and you can move on right especially when you're selling sales
[07:34:08] especially when you're selling sales people but he didn't buy into that so I
[07:34:12] people but he didn't buy into that so I don't I'm not going to address it right
[07:34:13] don't I'm not going to address it right now because I don't have the leverage I
[07:34:16] now because I don't have the leverage I would need I don't have the trust and
[07:34:18] would need I don't have the trust and everything built up yet but I know like
[07:34:20] everything built up yet but I know like I'm going to write it down like I need
[07:34:22] I'm going to write it down like I need to address that he is the problem it's
[07:34:25] to address that he is the problem it's not that he's getting valid objections
[07:34:29] not that he's getting valid objections okay so I can't have him blaming
[07:34:31] okay so I can't have him blaming external things. I need him to blame his
[07:34:34] external things. I need him to blame his internal because I can only help him fix
[07:34:37] internal because I can only help him fix his internal. I cannot help him get
[07:34:40] his internal. I cannot help him get better prospects. Okay? And this goes
[07:34:42] better prospects. Okay? And this goes with anything that you're selling. You
[07:34:44] with anything that you're selling. You can only help them solve their problem.
[07:34:46] can only help them solve their problem. You can't help fix the economy or give
[07:34:48] You can't help fix the economy or give them more money or give them more time.
[07:34:49] them more money or give them more time. So, anytime somebody blames external
[07:34:51] So, anytime somebody blames external things, we always need to make sure
[07:34:53] things, we always need to make sure we're focusing it and asking questions
[07:34:55] we're focusing it and asking questions and getting them to actually admit that
[07:34:58] and getting them to actually admit that it's an internal problem, not an
[07:35:00] it's an internal problem, not an external problem. I get it, man. I would
[07:35:03] external problem. I get it, man. I would say uh like when it does come to the
[07:35:05] say uh like when it does come to the actual process that you're actually
[07:35:06] actual process that you're actually using right now, do you have a specific
[07:35:09] using right now, do you have a specific process in place or how do you currently
[07:35:11] process in place or how do you currently go about your calls? And right now,
[07:35:14] go about your calls? And right now, >> what do you mean process like like
[07:35:15] >> what do you mean process like like >> right now? Now, I'm just getting into
[07:35:17] >> right now? Now, I'm just getting into the situation. Okay. what is their
[07:35:18] the situation. Okay. what is their current situation? So that way I can
[07:35:20] current situation? So that way I can have more context on what their problem
[07:35:23] have more context on what their problem or what might be causing their problem.
[07:35:25] or what might be causing their problem. So I just need context right now.
[07:35:27] So I just need context right now. >> Script or
[07:35:27] >> Script or >> Yeah. Are you using like a script, the
[07:35:29] >> Yeah. Are you using like a script, the sales process? Like how how typically
[07:35:31] sales process? Like how how typically are you conducting these calls?
[07:35:33] are you conducting these calls? >> I mean like I just have like a basic
[07:35:34] >> I mean like I just have like a basic script like the agency gave me.
[07:35:36] script like the agency gave me. >> Um been watching some of your videos and
[07:35:38] >> Um been watching some of your videos and tweaked it a little bit, but like yeah,
[07:35:40] tweaked it a little bit, but like yeah, it's about it.
[07:35:40] it's about it. >> Well, how long you've been doing that
[07:35:42] >> Well, how long you've been doing that for?
[07:35:45] >> About like two months now.
[07:35:47] >> About like two months now. >> Okay. And cool. What what caused you to
[07:35:48] >> Okay. And cool. What what caused you to just go with the the basic agency script
[07:35:50] just go with the the basic agency script that they gave you?
[07:35:51] that they gave you? >> Well, it's really have anything else I
[07:35:53] >> Well, it's really have anything else I could choose, you know?
[07:35:55] could choose, you know? >> I mean, you could definitely uh I like
[07:35:58] >> I mean, you could definitely uh I like asking that question like, "Hey, where'd
[07:35:59] asking that question like, "Hey, where'd you get that from?" And the reason I
[07:36:02] you get that from?" And the reason I like to ask that is they admit to
[07:36:04] like to ask that is they admit to themselves that there's no real reason
[07:36:07] themselves that there's no real reason that they're using what they're doing,
[07:36:09] that they're using what they're doing, right? So, again, I'm just creating more
[07:36:11] right? So, again, I'm just creating more doubt in their mind. One way to think
[07:36:13] doubt in their mind. One way to think about it, man. But if you if you do take
[07:36:15] about it, man. But if you if you do take a look back at the calls that you're
[07:36:16] a look back at the calls that you're having right now, I guess like what what
[07:36:18] having right now, I guess like what what do you feel like you might be maybe
[07:36:20] do you feel like you might be maybe saying or not saying on these calls or
[07:36:22] saying or not saying on these calls or maybe how you're coming across your
[07:36:24] maybe how you're coming across your tone, all these different things that
[07:36:26] tone, all these different things that could be I guess like causing these
[07:36:28] could be I guess like causing these objections at the end to think about at
[07:36:29] objections at the end to think about at the partners.
[07:36:31] the partners. >> True. I don't even know.
[07:36:33] >> True. I don't even know. >> Well, if you thought about it, man, if
[07:36:34] >> Well, if you thought about it, man, if you know, I'm not on your calls. So,
[07:36:36] you know, I'm not on your calls. So, it's like what do you feel like you
[07:36:37] it's like what do you feel like you might be, you know, saying or not
[07:36:38] might be, you know, saying or not saying? So again, he said like, "Okay,
[07:36:41] saying? So again, he said like, "Okay, sometimes these objections are valid."
[07:36:43] sometimes these objections are valid." So I'm just asking him an internal
[07:36:45] So I'm just asking him an internal question. What do you feel like you
[07:36:47] question. What do you feel like you might be saying or not saying that would
[07:36:49] might be saying or not saying that would even cause you to get these objections?
[07:36:52] even cause you to get these objections? And if he answers this question, cuz if
[07:36:55] And if he answers this question, cuz if he says, "Oh, like I don't know." Like
[07:36:57] he says, "Oh, like I don't know." Like I'm like, "Oh, if you really thought
[07:36:58] I'm like, "Oh, if you really thought about it, I'm not on your calls." So I
[07:37:00] about it, I'm not on your calls." So I need to get him to answer because by the
[07:37:02] need to get him to answer because by the fact of him answering the question, he
[07:37:04] fact of him answering the question, he buys into the frame that there is
[07:37:06] buys into the frame that there is something he is doing or not doing. and
[07:37:08] something he is doing or not doing. and he's saying, not saying, tonality, all
[07:37:09] he's saying, not saying, tonality, all this stuff. There's something that he is
[07:37:11] this stuff. There's something that he is doing to cause these objections and that
[07:37:14] doing to cause these objections and that I need him to admit that because that's
[07:37:17] I need him to admit that because that's what I'm going to help him solve. So,
[07:37:19] what I'm going to help him solve. So, I'm turning the problem of these
[07:37:21] I'm turning the problem of these objections internal. That's what I need
[07:37:26] objections internal. That's what I need >> like in the discovery.
[07:37:28] >> like in the discovery. >> Yeah. Like just through the whole sales
[07:37:29] >> Yeah. Like just through the whole sales process.
[07:37:32] process. Um,
[07:37:35] I feel like maybe on like the objection
[07:37:39] I feel like maybe on like the objection handling I maybe just don't go as deep
[07:37:42] handling I maybe just don't go as deep possibly.
[07:37:44] possibly. >> Well, what do you mean you don't go as
[07:37:45] >> Well, what do you mean you don't go as deep?
[07:37:46] deep? >> Cuz like maybe they'll just say partner,
[07:37:48] >> Cuz like maybe they'll just say partner, it's like, oh, okay, like I'll just give
[07:37:49] it's like, oh, okay, like I'll just give you some time to talk to the partner and
[07:37:51] you some time to talk to the partner and then we'll just book another call.
[07:37:53] then we'll just book another call. >> Yeah. Yeah. Well, when it when it comes
[07:37:54] >> Yeah. Yeah. Well, when it when it comes to that, is there any particular reason
[07:37:56] to that, is there any particular reason why you you don't go as deep? So, he's
[07:37:59] why you you don't go as deep? So, he's saying he's not going as deep in the
[07:38:01] saying he's not going as deep in the objections. I need to get him to admit
[07:38:05] objections. I need to get him to admit the reason he is getting the objections
[07:38:07] the reason he is getting the objections or not going as deep in the objections
[07:38:09] or not going as deep in the objections is because his lack of knowledge.
[07:38:11] is because his lack of knowledge. Because again, that is a problem I'm
[07:38:13] Because again, that is a problem I'm here to solve. So, again, I'm just
[07:38:15] here to solve. So, again, I'm just asking questions to get him to actually
[07:38:17] asking questions to get him to actually take responsibility that it's his lack
[07:38:19] take responsibility that it's his lack of knowledge which is causing these
[07:38:21] of knowledge which is causing these problems.
[07:38:25] Well, I mean, it's it's kind of tough. I
[07:38:28] Well, I mean, it's it's kind of tough. I mean, like, I don't really know exactly
[07:38:30] mean, like, I don't really know exactly what to kind of say to go as deep. You
[07:38:33] what to kind of say to go as deep. You get what I mean? Boom. Got it. See, it's
[07:38:36] get what I mean? Boom. Got it. See, it's like I don't know what to say. Okay.
[07:38:38] like I don't know what to say. Okay. Then I'm just going to continue to push
[07:38:40] Then I'm just going to continue to push it forward.
[07:38:41] it forward. >> Yeah. Yeah. Well, it's like first and
[07:38:42] >> Yeah. Yeah. Well, it's like first and foremost, um, like what are you what are
[07:38:44] foremost, um, like what are you what are you currently saying? Like, you know, if
[07:38:46] you currently saying? Like, you know, if somebody tells you like, "Hey, I need to
[07:38:47] somebody tells you like, "Hey, I need to talk to the partner." Are you just like
[07:38:49] talk to the partner." Are you just like letting them off the call or is there
[07:38:50] letting them off the call or is there something you do to try to get
[07:38:51] something you do to try to get underneath that?
[07:38:53] underneath that? Well, I mean, I'll kind of try to find
[07:38:55] Well, I mean, I'll kind of try to find out what they're trying to talk to the
[07:38:57] out what they're trying to talk to the partner about.
[07:38:58] partner about. >> Okay.
[07:38:58] >> Okay. >> But then aside from that, it's like,
[07:39:01] >> But then aside from that, it's like, what else can I do? Like, give them some
[07:39:02] what else can I do? Like, give them some time to talk, right?
[07:39:04] time to talk, right? >> Yeah. So, again, he's like, "Hey, I'm
[07:39:07] >> Yeah. So, again, he's like, "Hey, I'm I'm trying, but like what else can I
[07:39:09] I'm trying, but like what else can I do?" You see, like, and this is and
[07:39:13] do?" You see, like, and this is and where my mind is going right now is he's
[07:39:15] where my mind is going right now is he's still blaming the external a bit. Like,
[07:39:19] still blaming the external a bit. Like, hey, what else can I do? like I don't
[07:39:21] hey, what else can I do? like I don't know what to say, but what else can I
[07:39:22] know what to say, but what else can I do? They need to talk to their partner.
[07:39:24] do? They need to talk to their partner. Like this objection is valid. So this
[07:39:26] Like this objection is valid. So this like I need to be able to debunk that.
[07:39:29] like I need to be able to debunk that. And right now if I continue just to push
[07:39:31] And right now if I continue just to push forward without getting him to actually
[07:39:33] forward without getting him to actually take the responsibility and actually
[07:39:35] take the responsibility and actually turn his problem internal like at the
[07:39:37] turn his problem internal like at the end again whatever it is that I'm
[07:39:40] end again whatever it is that I'm selling him, he's not going to buy
[07:39:42] selling him, he's not going to buy completely into it. Why? Because I
[07:39:45] completely into it. Why? Because I cannot give him prospects that don't
[07:39:47] cannot give him prospects that don't need to talk to his partner. I need to
[07:39:49] need to talk to his partner. I need to get him to admit that is his fault that
[07:39:52] get him to admit that is his fault that he's not overcoming these objections.
[07:39:54] he's not overcoming these objections. You could Can I make a suggestion around
[07:39:57] You could Can I make a suggestion around that?
[07:39:58] that? >> Yeah.
[07:39:59] >> Yeah. >> Yeah. Cuz if if somebody tells you that
[07:40:01] >> Yeah. Cuz if if somebody tells you that they need to talk to their partner and
[07:40:04] they need to talk to their partner and if we believe that that's a real
[07:40:06] if we believe that that's a real objection,
[07:40:07] objection, how on any level are we going to help
[07:40:10] how on any level are we going to help them overcome that and actually get them
[07:40:12] them overcome that and actually get them to buy on the call?
[07:40:16] Never really thought of it like that.
[07:40:18] Never really thought of it like that. probably never to be honest.
[07:40:19] probably never to be honest. >> Yeah. Well, why not?
[07:40:22] >> Yeah. Well, why not? >> So, something I did there again, can I
[07:40:25] >> So, something I did there again, can I make a suggestion? This you're going to
[07:40:27] make a suggestion? This you're going to you want to ask permission to go ahead
[07:40:29] you want to ask permission to go ahead and offer a different perspective, a
[07:40:31] and offer a different perspective, a different reframe. And then from there,
[07:40:33] different reframe. And then from there, like once I get a little bit of buy in
[07:40:35] like once I get a little bit of buy in on whatever it is I'm trying to reframe,
[07:40:38] on whatever it is I'm trying to reframe, okay, I want to push back. Well, why
[07:40:40] okay, I want to push back. Well, why not? Because anybody anytime anybody
[07:40:43] not? Because anybody anytime anybody takes a step in your direction, you want
[07:40:45] takes a step in your direction, you want to push back on them. So therefore, they
[07:40:48] to push back on them. So therefore, they entrench themselves in their belief of
[07:40:51] entrench themselves in their belief of what they just agreed to. Okay? Now,
[07:40:54] what they just agreed to. Okay? Now, it's not me saying it, it is them saying
[07:40:56] it's not me saying it, it is them saying it because everything I say is garbage.
[07:40:59] it because everything I say is garbage. But as a prospect, everything they say
[07:41:00] But as a prospect, everything they say is gospel. So, I need him to say, I need
[07:41:03] is gospel. So, I need him to say, I need him to take on this belief.
[07:41:07] him to take on this belief. I mean, if
[07:41:10] I mean, if if I think that's an objection,
[07:41:13] if I think that's an objection, right? then like a real objection then
[07:41:16] right? then like a real objection then it's just
[07:41:17] it's just >> Yeah.
[07:41:17] >> Yeah. >> like there's nothing I could do to get
[07:41:18] >> like there's nothing I could do to get around it. You know what I mean?
[07:41:19] around it. You know what I mean? >> Yeah. So it's like you're going to going
[07:41:21] >> Yeah. So it's like you're going to going to maybe have a little bit of a tough
[07:41:23] to maybe have a little bit of a tough time cuz at the end of the day man does
[07:41:25] time cuz at the end of the day man does what you sell does it actually solve the
[07:41:29] what you sell does it actually solve the problems of the people you're talking
[07:41:30] problems of the people you're talking to.
[07:41:31] to. >> Yeah. Yeah.
[07:41:32] >> Yeah. Yeah. >> Yeah. So it's like and when they hop on
[07:41:34] >> Yeah. So it's like and when they hop on cuz what do you sell again?
[07:41:35] cuz what do you sell again? >> Yeah. It's um it's like a lead genen
[07:41:38] >> Yeah. It's um it's like a lead genen service for uh for weight loss clinics.
[07:41:40] service for uh for weight loss clinics. Yeah.
[07:41:41] Yeah. >> Yeah. And when they hop on, are they
[07:41:43] >> Yeah. And when they hop on, are they thinking to themselves, "No matter what
[07:41:44] thinking to themselves, "No matter what he says, if it sounds like the perfect
[07:41:46] he says, if it sounds like the perfect thing ever, I'm just going to tell him I
[07:41:48] thing ever, I'm just going to tell him I need to think about it and then hurry
[07:41:50] need to think about it and then hurry off the call." Do you think like they're
[07:41:51] off the call." Do you think like they're saying that at the beginning to
[07:41:52] saying that at the beginning to themselves?
[07:41:54] themselves? >> Probably not.
[07:41:57] >> Probably not. >> So, what what do you feel like you might
[07:41:59] >> So, what what do you feel like you might be saying or or not saying like
[07:42:01] be saying or or not saying like throughout the process that's causing
[07:42:03] throughout the process that's causing them to give you these think about it or
[07:42:04] them to give you these think about it or partner objections? you know, if we know
[07:42:07] partner objections? you know, if we know like they're not even coming into the
[07:42:09] like they're not even coming into the call with that on their mind. So again,
[07:42:13] call with that on their mind. So again, like I got it where he's still blaming
[07:42:15] like I got it where he's still blaming the external, I get some buy in that
[07:42:18] the external, I get some buy in that they're not coming onto the call with
[07:42:20] they're not coming onto the call with this belief that oh, no matter what he
[07:42:22] this belief that oh, no matter what he says, I'm just going to think about it.
[07:42:23] says, I'm just going to think about it. Okay. Now, once I get that buy in that
[07:42:27] Okay. Now, once I get that buy in that this this is true, this belief is true,
[07:42:29] this this is true, this belief is true, I'm going to then I need to again get it
[07:42:32] I'm going to then I need to again get it internal. What is he doing wrong? what
[07:42:35] internal. What is he doing wrong? what is he doing that is causing this
[07:42:38] is he doing that is causing this problem? Okay, so I'm just going to
[07:42:40] problem? Okay, so I'm just going to continue to loop around until I get that
[07:42:42] continue to loop around until I get that because if I don't have that, then the
[07:42:45] because if I don't have that, then the rest of the sales call, like honestly,
[07:42:46] rest of the sales call, like honestly, it doesn't matter because it's not his
[07:42:48] it doesn't matter because it's not his fault. And when he gets to the end, he's
[07:42:50] fault. And when he gets to the end, he's like, "Oh, well, it's not my fault, so I
[07:42:53] like, "Oh, well, it's not my fault, so I can't solve it. So, I'm going to keep on
[07:42:55] can't solve it. So, I'm going to keep on getting it to where it's internal."
[07:42:57] getting it to where it's internal." >> Um,
[07:43:00] >> Um, I feel I feel like it's either maybe
[07:43:02] I feel I feel like it's either maybe like the price that's the issue,
[07:43:04] like the price that's the issue, >> right?
[07:43:06] >> right? of the service and then maybe like
[07:43:08] of the service and then maybe like during the discovery I'm just not going
[07:43:10] during the discovery I'm just not going >> possibly like to build that urgency,
[07:43:12] >> possibly like to build that urgency, right, where like they feel like they
[07:43:14] right, where like they feel like they should be buying, you know what I mean?
[07:43:16] should be buying, you know what I mean? >> Okay. Yeah. And we we can take two of
[07:43:17] >> Okay. Yeah. And we we can take two of those, right? Cuz when we're talking
[07:43:18] those, right? Cuz when we're talking about the price, like do they get a good
[07:43:19] about the price, like do they get a good ROI?
[07:43:21] ROI? >> Yeah. I mean, like you definitely make
[07:43:22] >> Yeah. I mean, like you definitely make your money. It's just
[07:43:24] your money. It's just >> Yeah. So, do you feel like you know it's
[07:43:26] >> Yeah. So, do you feel like you know it's worth the price and other people have
[07:43:27] worth the price and other people have bought it?
[07:43:28] bought it? >> Right. I do.
[07:43:29] >> Right. I do. >> Okay. So what do you feel like you're
[07:43:31] >> Okay. So what do you feel like you're not doing or maybe you are doing that's
[07:43:33] not doing or maybe you are doing that's causing him to focus more on the price
[07:43:35] causing him to focus more on the price rather than the value you give. So
[07:43:37] rather than the value you give. So again, the price of the service, he
[07:43:40] again, the price of the service, he can't change the price. He is a
[07:43:42] can't change the price. He is a salesperson. Okay? If he is a business
[07:43:43] salesperson. Okay? If he is a business owner, it's a different story. But
[07:43:45] owner, it's a different story. But again, that is an external thing. So
[07:43:48] again, that is an external thing. So then I'm going to take the price. Boom.
[07:43:50] then I'm going to take the price. Boom. Okay. Do you get an ROI? Yes. They get
[07:43:53] Okay. Do you get an ROI? Yes. They get an ROI. It solves their problem. It is
[07:43:55] an ROI. It solves their problem. It is worth the price. So again, I'm asking an
[07:43:57] worth the price. So again, I'm asking an internal question. Well, what are you
[07:43:58] internal question. Well, what are you doing that is causing them to focus on
[07:44:01] doing that is causing them to focus on the price rather than the value? Again,
[07:44:04] the price rather than the value? Again, internal. He keeps on trying to blame
[07:44:06] internal. He keeps on trying to blame the external. And if I fall into this
[07:44:09] the external. And if I fall into this trap of just thinking that's good
[07:44:11] trap of just thinking that's good enough, we're gonna get to the end and
[07:44:14] enough, we're gonna get to the end and I'm not going to have the leverage I
[07:44:15] I'm not going to have the leverage I need because again, it's not his fault.
[07:44:26] It's a great question. I mean,
[07:44:29] It's a great question. I mean, >> lots of great questions.
[07:44:30] >> lots of great questions. >> Could be like maybe they just don't have
[07:44:33] >> Could be like maybe they just don't have it in their bank like the money. So, of
[07:44:35] it in their bank like the money. So, of course, they're going to be looking at
[07:44:36] course, they're going to be looking at the money
[07:44:37] the money >> cuz like I go through the process and I
[07:44:38] >> cuz like I go through the process and I feel like they can see it, but it's just
[07:44:41] feel like they can see it, but it's just like
[07:44:42] like >> I don't know, maybe they just don't have
[07:44:43] >> I don't know, maybe they just don't have the money.
[07:44:44] the money. >> Again, he's still he he's being
[07:44:47] >> Again, he's still he he's being resistant and just not buying into the
[07:44:50] resistant and just not buying into the fact that he's the one who's causing
[07:44:52] fact that he's the one who's causing this problem. So, we're going to do more
[07:44:54] this problem. So, we're going to do more more another loop. Let's see where we
[07:44:56] more another loop. Let's see where we go. Yeah. And and there are going to be
[07:44:59] go. Yeah. And and there are going to be sometimes people don't have money. Um, I
[07:45:02] sometimes people don't have money. Um, I guess what if it wasn't what you thought
[07:45:04] guess what if it wasn't what you thought it was, man?
[07:45:06] it was, man? >> What do you mean?
[07:45:07] >> What do you mean? >> Cuz if I were to sell you a $300,000
[07:45:10] >> Cuz if I were to sell you a $300,000 Lamborghini for $10,000, you think you
[07:45:13] Lamborghini for $10,000, you think you would find the money?
[07:45:15] would find the money? >> Probably.
[07:45:16] >> Probably. >> Okay. Why?
[07:45:18] >> Okay. Why? >> Cuz I mean, it's a really good return on
[07:45:21] >> Cuz I mean, it's a really good return on my my 10 grand.
[07:45:22] my my 10 grand. >> Yeah. It's like, dude, the value is
[07:45:24] >> Yeah. It's like, dude, the value is unquestionable. So, right now, like, you
[07:45:27] unquestionable. So, right now, like, you know, you'll find the money. Like,
[07:45:28] know, you'll find the money. Like, people get resourceful if it makes
[07:45:30] people get resourceful if it makes sense. if there's enough urgency there.
[07:45:32] sense. if there's enough urgency there. So, what do you feel like right now is
[07:45:33] So, what do you feel like right now is preventing you from being able to
[07:45:34] preventing you from being able to actually build that urgency and make
[07:45:36] actually build that urgency and make sure they're this focusing on the value
[07:45:38] sure they're this focusing on the value rather than just the price they put
[07:45:39] rather than just the price they put down. Again, another loop. Here's the
[07:45:42] down. Again, another loop. Here's the belief. I'm opening enough to a
[07:45:45] belief. I'm opening enough to a suggestion. Like, what if it wasn't what
[07:45:46] suggestion. Like, what if it wasn't what you thought it was? Like, what do you
[07:45:48] you thought it was? Like, what do you mean? Right now, he's giving permission
[07:45:49] mean? Right now, he's giving permission to show him something different. Then I
[07:45:51] to show him something different. Then I show him something different. Use an
[07:45:53] show him something different. Use an analogy. Okay, for this instance, people
[07:45:56] analogy. Okay, for this instance, people will get resourceful if they see the
[07:45:58] will get resourceful if they see the value. So then I'm then I'm shifting it
[07:46:01] value. So then I'm then I'm shifting it right back to him again. Just another
[07:46:03] right back to him again. Just another loop of this and I can do this all day
[07:46:06] loop of this and I can do this all day if I need to. Okay. Now typically most
[07:46:09] if I need to. Okay. Now typically most people you don't need to go in this many
[07:46:11] people you don't need to go in this many loops but for this person that's what he
[07:46:13] loops but for this person that's what he needs. So that's what I'm going to do
[07:46:14] needs. So that's what I'm going to do for him. Okay. Until he actually admits
[07:46:16] for him. Okay. Until he actually admits to himself that he is the problem.
[07:46:19] to himself that he is the problem. Because that is the only way that this
[07:46:20] Because that is the only way that this person can get better is if they admit
[07:46:23] person can get better is if they admit that is their fault and they take full
[07:46:24] that is their fault and they take full responsibility. That is the only way
[07:46:26] responsibility. That is the only way then I can actually help them.
[07:46:30] then I can actually help them. Yeah, it's probably like building that
[07:46:31] Yeah, it's probably like building that urgency and really showing them the
[07:46:34] urgency and really showing them the value behind like showing them how
[07:46:36] value behind like showing them how they're going to be getting a return.
[07:46:37] they're going to be getting a return. You know what I mean?
[07:46:37] You know what I mean? >> Yeah. So, what what do you feel like
[07:46:39] >> Yeah. So, what what do you feel like right now just with your skill set of
[07:46:41] right now just with your skill set of what you're doing is preventing you from
[07:46:42] what you're doing is preventing you from being able to actually build that
[07:46:43] being able to actually build that urgency in the people you're talking to?
[07:46:49] It could be
[07:46:51] It could be maybe the fact that I probably like
[07:46:53] maybe the fact that I probably like during like near the end of the call
[07:46:55] during like near the end of the call when I try getting like a consequence or
[07:46:58] when I try getting like a consequence or like I don't go as deep during
[07:46:59] like I don't go as deep during discovery.
[07:47:00] discovery. >> Yep.
[07:47:01] >> Yep. >> Like stuff like that where it just isn't
[07:47:03] >> Like stuff like that where it just isn't it's hard to build that urgency.
[07:47:05] it's hard to build that urgency. >> Okay. And is the reason why you're not
[07:47:06] >> Okay. And is the reason why you're not going as deep is you just don't know
[07:47:08] going as deep is you just don't know how. We're we're scared we're going to
[07:47:09] how. We're we're scared we're going to get judged like what what's actually
[07:47:10] get judged like what what's actually going on, man? Um, it's a bit of like
[07:47:14] going on, man? Um, it's a bit of like don't know how, but then also like fear
[07:47:16] don't know how, but then also like fear of asking the wrong question. Uh,
[07:47:19] of asking the wrong question. Uh, >> boom. Finally got the problem. He
[07:47:21] >> boom. Finally got the problem. He doesn't know what questions to ask and
[07:47:22] doesn't know what questions to ask and he's fearful he's going to ask the wrong
[07:47:24] he's fearful he's going to ask the wrong question. These are two problems that
[07:47:26] question. These are two problems that are internal. They're his problems that
[07:47:28] are internal. They're his problems that I can now help him solve. Okay. Then now
[07:47:32] I can now help him solve. Okay. Then now from here, I'm just going to dig down.
[07:47:35] from here, I'm just going to dig down. >> Yeah. Now I can get it, man. I've
[07:47:37] >> Yeah. Now I can get it, man. I've definitely been there before and you not
[07:47:39] definitely been there before and you not knowing how or just we're fearful of
[07:47:41] knowing how or just we're fearful of asking the right question. How do you
[07:47:43] asking the right question. How do you feel like this is actually impacting
[07:47:45] feel like this is actually impacting your ability to get these deals across
[07:47:48] your ability to get these deals across the line?
[07:47:50] the line? >> I mean, definitely a lot. I I think I
[07:47:52] >> I mean, definitely a lot. I I think I would say
[07:47:53] would say >> in in what way?
[07:47:55] >> in in what way? >> Cuz like if I can't get through
[07:47:57] >> Cuz like if I can't get through discovery correctly, right,
[07:47:59] discovery correctly, right, >> then that just kind of tosses the whole
[07:48:01] >> then that just kind of tosses the whole call out the window. And then even in
[07:48:03] call out the window. And then even in objection hand, like if I just let these
[07:48:06] objection hand, like if I just let these objections
[07:48:08] objections become real ones in my mind, then I'm
[07:48:09] become real ones in my mind, then I'm like never going to close anyone.
[07:48:11] like never going to close anyone. >> Yeah. And how many objections are we
[07:48:14] >> Yeah. And how many objections are we running into right now? Let's say on a
[07:48:16] running into right now? Let's say on a weekly basis, like how many calls are we
[07:48:18] weekly basis, like how many calls are we getting and how many are those ending up
[07:48:20] getting and how many are those ending up in an objection?
[07:48:22] in an objection? >> I would say like 95% of them are ending
[07:48:25] >> I would say like 95% of them are ending up in an objection.
[07:48:26] up in an objection. >> Okay. Well, how many calls are we
[07:48:27] >> Okay. Well, how many calls are we getting
[07:48:29] getting >> right now? about
[07:48:31] >> right now? about per week like I'm talking to.
[07:48:33] per week like I'm talking to. >> Yeah.
[07:48:35] >> Yeah. >> Um about like 25.
[07:48:39] >> Um about like 25. >> Okay. So about 25. Is it sometimes
[07:48:43] >> Okay. So about 25. Is it sometimes lower, sometimes higher? Is that like
[07:48:44] lower, sometimes higher? Is that like the average?
[07:48:46] the average? >> Yeah. Like say 23 to be safe. 23.
[07:48:49] >> Yeah. Like say 23 to be safe. 23. >> Now right now what I'm doing is I'm
[07:48:50] >> Now right now what I'm doing is I'm drilling down into the numbers. So he's
[07:48:52] drilling down into the numbers. So he's telling me that he's getting all these
[07:48:54] telling me that he's getting all these objections. He's losing out on sales.
[07:48:56] objections. He's losing out on sales. Now I want to turn his stories into
[07:48:58] Now I want to turn his stories into numbers. Now, something that you want to
[07:49:00] numbers. Now, something that you want to do with sales people in particular is
[07:49:02] do with sales people in particular is they tend to be a little bit wishy-washy
[07:49:04] they tend to be a little bit wishy-washy with their numbers. So, I always push
[07:49:06] with their numbers. So, I always push back a bit. You don't have to do this in
[07:49:08] back a bit. You don't have to do this in every industry, okay? But if you notice,
[07:49:11] every industry, okay? But if you notice, he's a little bit ambiguous about 25.
[07:49:14] he's a little bit ambiguous about 25. Like, I want him to give me concrete
[07:49:16] Like, I want him to give me concrete numbers. The reason why I want to give
[07:49:19] numbers. The reason why I want to give get concrete numbers is it makes it more
[07:49:21] get concrete numbers is it makes it more real. Okay? I need to make these numbers
[07:49:23] real. Okay? I need to make these numbers as real as possible so they hurt as much
[07:49:26] as real as possible so they hurt as much as possible. That's that's really what
[07:49:28] as possible. That's that's really what it comes down to. So, if he's ambiguous
[07:49:29] it comes down to. So, if he's ambiguous and he's not giving me the real number,
[07:49:32] and he's not giving me the real number, then again, when I build up the numbers
[07:49:34] then again, when I build up the numbers gap, it's not going to be as real as it
[07:49:36] gap, it's not going to be as real as it should be if I had concrete numbers.
[07:49:39] should be if I had concrete numbers. Okay, 23 calls. And let's talk about
[07:49:41] Okay, 23 calls. And let's talk about last week. How many sales did you make?
[07:49:46] >> Maybe like three.
[07:49:48] >> Maybe like three. >> Maybe.
[07:49:50] >> Maybe. >> Yeah, like
[07:49:51] >> Yeah, like >> Okay.
[07:49:52] >> Okay. >> Like three. Okay. So, we closed three
[07:49:55] >> Like three. Okay. So, we closed three last week. 23. So, right now we're
[07:49:59] last week. 23. So, right now we're closing at 13%.
[07:50:02] closing at 13%. >> Does that number sound right?
[07:50:05] >> Does that number sound right? >> I don't like it, but yeah.
[07:50:07] >> I don't like it, but yeah. >> So, again, I'm always going to get
[07:50:08] >> So, again, I'm always going to get confirmation on the numbers. Again, he
[07:50:10] confirmation on the numbers. Again, he said maybe push back and I'm like, okay,
[07:50:12] said maybe push back and I'm like, okay, so it's these are the numbers. Does that
[07:50:14] so it's these are the numbers. Does that sound right? I need him to tell me yes.
[07:50:17] sound right? I need him to tell me yes. I can't just push forward with numbers
[07:50:20] I can't just push forward with numbers without his confirmation or a lot of
[07:50:22] without his confirmation or a lot of these number gap things that when
[07:50:24] these number gap things that when they're talking about drilling down as
[07:50:26] they're talking about drilling down as far as like his feelings around losing
[07:50:27] far as like his feelings around losing all these sales, it's not going to hit
[07:50:29] all these sales, it's not going to hit as hard. I need him to admit that these
[07:50:32] as hard. I need him to admit that these are the numbers and it's hard for people
[07:50:35] are the numbers and it's hard for people to hide when they admit that these are
[07:50:39] to hide when they admit that these are the actual numbers. You know what I
[07:50:41] the actual numbers. You know what I mean? So, it's like I need him to admit
[07:50:43] mean? So, it's like I need him to admit that. And how much is a a sale worth to
[07:50:47] that. And how much is a a sale worth to you? Because it it's going to be a bit
[07:50:49] you? Because it it's going to be a bit different, but like how much do you get
[07:50:50] different, but like how much do you get commissions per sale?
[07:50:52] commissions per sale? >> I get about 500 bucks per sale.
[07:50:55] >> I get about 500 bucks per sale. >> Okay. So like 500. And of those 23, like
[07:50:58] >> Okay. So like 500. And of those 23, like how many do you feel like are closable?
[07:51:00] how many do you feel like are closable? Because like some of them, you know, not
[07:51:02] Because like some of them, you know, not going to be able to close, but of those
[07:51:03] going to be able to close, but of those 23, how many do you feel like is
[07:51:04] 23, how many do you feel like is closable,
[07:51:08] man? At least like 10. At least.
[07:51:12] man? At least like 10. At least. >> At least. What would be like if you had
[07:51:14] >> At least. What would be like if you had the skill set to build that urgency,
[07:51:17] the skill set to build that urgency, what would be the most you feel like are
[07:51:18] what would be the most you feel like are actually closable? And this is something
[07:51:21] actually closable? And this is something you can do no matter where you're at. If
[07:51:23] you can do no matter where you're at. If you're really trying to build a gap,
[07:51:24] you're really trying to build a gap, whether it's future pacing, like
[07:51:26] whether it's future pacing, like understand like what's their goal, like
[07:51:27] understand like what's their goal, like where are they looking to actually get
[07:51:29] where are they looking to actually get to or building a numbers gap, if they
[07:51:32] to or building a numbers gap, if they say at least, I always want to raise
[07:51:34] say at least, I always want to raise that. Okay. Well, okay. That's the
[07:51:37] that. Okay. Well, okay. That's the least. Like, what do you feel like you
[07:51:39] least. Like, what do you feel like you can actually do? Okay. So I'm just
[07:51:41] can actually do? Okay. So I'm just raising the numbers gap from like three
[07:51:44] raising the numbers gap from like three to to 10 to three to 15. Okay. I just
[07:51:48] to to 10 to three to 15. Okay. I just want to raise that gap in his mind. So
[07:51:50] want to raise that gap in his mind. So the numbers gap is larger.
[07:51:56] >> Like 13 to 15 like about that out of
[07:51:58] >> Like 13 to 15 like about that out of those 23.
[07:51:59] those 23. >> It's like 15, right? So if we're talking
[07:52:02] >> It's like 15, right? So if we're talking about if we're doing that per week, then
[07:52:05] about if we're doing that per week, then that's making 7,500 per week that we
[07:52:08] that's making 7,500 per week that we could be making. And right now per week
[07:52:10] could be making. And right now per week we're making about 1,500. Does that
[07:52:13] we're making about 1,500. Does that sound right?
[07:52:14] sound right? >> Right.
[07:52:14] >> Right. >> Getting buying. So we're leaving
[07:52:17] >> Getting buying. So we're leaving each week like $6,000
[07:52:21] each week like $6,000 on the table.
[07:52:23] on the table. >> Yeah.
[07:52:24] >> Yeah. >> Not super great at math, dude. But if we
[07:52:25] >> Not super great at math, dude. But if we do that per month, we're leaving about
[07:52:28] do that per month, we're leaving about $24,000 on the table. Does that Does
[07:52:30] $24,000 on the table. Does that Does that look right?
[07:52:33] that look right? >> Yeah.
[07:52:35] >> Yeah. Now, I like to show the numbers and like
[07:52:38] Now, I like to show the numbers and like actually tell them the math that I'm
[07:52:40] actually tell them the math that I'm doing. Or what you can do is like, "Hey,
[07:52:42] doing. Or what you can do is like, "Hey, man. Do you have a calculator handy? Can
[07:52:43] man. Do you have a calculator handy? Can you like can you calculate this out for
[07:52:45] you like can you calculate this out for me?" It's like, what what does that come
[07:52:46] me?" It's like, what what does that come up to? 24,000. Does does those numbers
[07:52:49] up to? 24,000. Does does those numbers look right? Again, I'm always just
[07:52:50] look right? Again, I'm always just getting buying on the numbers. I need to
[07:52:52] getting buying on the numbers. I need to get them to admit this is what they're
[07:52:54] get them to admit this is what they're leaving on the table.
[07:52:56] leaving on the table. Okay. Well, I don't want to assume cuz
[07:52:58] Okay. Well, I don't want to assume cuz like I do my sales, I don't do yours,
[07:53:01] like I do my sales, I don't do yours, but you hopping on these calls being
[07:53:03] but you hopping on these calls being scared of, you know, asking the right
[07:53:05] scared of, you know, asking the right question and just getting hammered with
[07:53:07] question and just getting hammered with objections at the end. Like, how does
[07:53:09] objections at the end. Like, how does that feel, dude?
[07:53:14] It's
[07:53:14] It's >> not good. It's like I feel like I don't
[07:53:15] >> not good. It's like I feel like I don't know what I'm doing.
[07:53:17] know what I'm doing. >> Yeah. But day after day, you're feeling
[07:53:20] >> Yeah. But day after day, you're feeling like you're not knowing what you're
[07:53:21] like you're not knowing what you're doing. Like, what's that actually doing
[07:53:23] doing. Like, what's that actually doing to you?
[07:53:26] Um,
[07:53:29] I feel like it just leads me to like
[07:53:31] I feel like it just leads me to like maybe not even do sales anymore. Like I
[07:53:33] maybe not even do sales anymore. Like I don't know for me like type of thing.
[07:53:35] don't know for me like type of thing. Like sometimes I think of that.
[07:53:38] Like sometimes I think of that. >> And are you okay feeling that way? Cuz
[07:53:42] >> And are you okay feeling that way? Cuz you could be
[07:53:44] you could be >> I don't want to feel that way. I mean, I
[07:53:45] >> I don't want to feel that way. I mean, I like what I do. It's just
[07:53:47] like what I do. It's just >> Yeah.
[07:53:51] >> Just what? just
[07:53:54] >> Just what? just like I just got to get better like to be
[07:53:56] like I just got to get better like to be able to actually close some of these
[07:53:57] able to actually close some of these deals.
[07:53:58] deals. >> Yeah. Not gonna.
[07:53:59] >> Yeah. Not gonna. >> So right there again I'm just digging
[07:54:01] >> So right there again I'm just digging I'm digging down and I need to get the
[07:54:03] I'm digging down and I need to get the emotions
[07:54:05] emotions of him day in day out hopping on those
[07:54:07] of him day in day out hopping on those calls not know what to say and just
[07:54:08] calls not know what to say and just losing out on sales. Okay? Cuz when you
[07:54:11] losing out on sales. Okay? Cuz when you have when when you are getting into
[07:54:13] have when when you are getting into somebody's pain because this is what I'm
[07:54:15] somebody's pain because this is what I'm really getting right now. Like I need
[07:54:16] really getting right now. Like I need this guy's pain. I need the feeling
[07:54:20] this guy's pain. I need the feeling because at the end of the day, I'm not
[07:54:21] because at the end of the day, I'm not selling sales training. I'm selling
[07:54:25] selling sales training. I'm selling getting rid of that feeling he just told
[07:54:28] getting rid of that feeling he just told me of hopping on, not knowing what he's
[07:54:30] me of hopping on, not knowing what he's doing, and losing out on sales. That's
[07:54:32] doing, and losing out on sales. That's what I'm selling him. I'm selling him
[07:54:34] what I'm selling him. I'm selling him getting rid of a feeling. So, I need to
[07:54:37] getting rid of a feeling. So, I need to get to that feeling because when you do
[07:54:40] get to that feeling because when you do understand pain, it's not the problem.
[07:54:44] understand pain, it's not the problem. It's life telling you you have a
[07:54:46] It's life telling you you have a problem. For example, if somebody's like
[07:54:49] problem. For example, if somebody's like 500 lb, it's not the fact that it's
[07:54:52] 500 lb, it's not the fact that it's like, okay, 500 lb, yes, is the problem,
[07:54:54] like, okay, 500 lb, yes, is the problem, but it's the fact that life tells them
[07:54:56] but it's the fact that life tells them that they're 500 lb. Like their knees
[07:54:58] that they're 500 lb. Like their knees hurt. They look in the mirror and they
[07:55:00] hurt. They look in the mirror and they see it and they're disgusted or like
[07:55:02] see it and they're disgusted or like whatever it is. Or for him, it's him
[07:55:04] whatever it is. Or for him, it's him hopping on sales calls, not knowing what
[07:55:06] hopping on sales calls, not knowing what to say, and losing out on sales. That's
[07:55:08] to say, and losing out on sales. That's life telling him he's not good at what
[07:55:11] life telling him he's not good at what he does. So, that's what I need to get
[07:55:13] he does. So, that's what I need to get to. When does life tell this person that
[07:55:16] to. When does life tell this person that they need to get better at sales and how
[07:55:18] they need to get better at sales and how do they feel about that? And then my job
[07:55:21] do they feel about that? And then my job is I'm just selling them to get rid of
[07:55:23] is I'm just selling them to get rid of that feeling. At the end of the day,
[07:55:25] that feeling. At the end of the day, everyone buys on emotion. Then we
[07:55:27] everyone buys on emotion. Then we backtrack with logic. So obviously the
[07:55:29] backtrack with logic. So obviously the numbers, the ROI, all that does need to
[07:55:31] numbers, the ROI, all that does need to make sense. But the biggest thing I'm
[07:55:33] make sense. But the biggest thing I'm selling this guy is being a different
[07:55:35] selling this guy is being a different person and getting rid of that feeling
[07:55:37] person and getting rid of that feeling he just told me right now. Appreciate
[07:55:39] he just told me right now. Appreciate that, man. But besides obviously like
[07:55:41] that, man. But besides obviously like wanting to get better, I guess like what
[07:55:43] wanting to get better, I guess like what would be the main reason you'd be
[07:55:44] would be the main reason you'd be looking for like outside help to help
[07:55:46] looking for like outside help to help you streamline that rather than just
[07:55:48] you streamline that rather than just like hope and pray you figure all this
[07:55:50] like hope and pray you figure all this [ __ ] out on your own? And the reason why
[07:55:52] [ __ ] out on your own? And the reason why I asked that is I need to get rid of the
[07:55:54] I asked that is I need to get rid of the next best alternative. Why don't you
[07:55:55] next best alternative. Why don't you just try to figure this out on your own?
[07:55:57] just try to figure this out on your own? So I need him to tell himself that that
[07:56:00] So I need him to tell himself that that is not a good solution. And I say in a
[07:56:03] is not a good solution. And I say in a way that's framed where the alternative
[07:56:06] way that's framed where the alternative solution is not a good solution. So, if
[07:56:08] solution is not a good solution. So, if you notice, why don't you just hope and
[07:56:10] you notice, why don't you just hope and pray you figure all this out on your
[07:56:12] pray you figure all this out on your own? Like, it's going to be very hard
[07:56:14] own? Like, it's going to be very hard for him to say, "Well, I yeah, I I was
[07:56:16] for him to say, "Well, I yeah, I I was thinking about hoping and praying and
[07:56:18] thinking about hoping and praying and figuring it out." Like, no. It It sounds
[07:56:20] figuring it out." Like, no. It It sounds ridiculous. And it sounds ridiculous on
[07:56:22] ridiculous. And it sounds ridiculous on purpose. I need him to tell himself that
[07:56:25] purpose. I need him to tell himself that he doesn't want to and he can't figure
[07:56:28] he doesn't want to and he can't figure it out on his own. Okay. That's where I
[07:56:31] it out on his own. Okay. That's where I come in. Right.
[07:56:33] come in. Right. >> Yeah. I've been doing it for the past
[07:56:34] >> Yeah. I've been doing it for the past two months. It's not working.
[07:56:36] two months. It's not working. >> Yeah. So then for you as far as it not
[07:56:39] >> Yeah. So then for you as far as it not working, let's say we do get it working,
[07:56:41] working, let's say we do get it working, where are you actually looking to be
[07:56:43] where are you actually looking to be like each and every month consistently
[07:56:45] like each and every month consistently in terms of like the actual commissions
[07:56:46] in terms of like the actual commissions you have coming in?
[07:56:48] you have coming in? >> I want to get the 20 grand per month
[07:56:49] >> I want to get the 20 grand per month consistently.
[07:56:51] consistently. >> Yeah. Can can I make a suggestion?
[07:56:54] >> Yeah. Can can I make a suggestion? >> Yeah.
[07:56:55] >> Yeah. >> Would you be willing to change that want
[07:56:56] >> Would you be willing to change that want to a need?
[07:56:59] to a need? >> What do you mean?
[07:57:00] >> What do you mean? >> Well, do you know the difference between
[07:57:01] >> Well, do you know the difference between a want and a need?
[07:57:04] a want and a need? >> Um, yeah. Yeah. I mean, like a need is
[07:57:06] >> Um, yeah. Yeah. I mean, like a need is like something that you um like have to
[07:57:08] like something that you um like have to have a want just something I'd like to
[07:57:09] have a want just something I'd like to have, right?
[07:57:10] have, right? >> Yeah. It's like, you know, a want is if
[07:57:12] >> Yeah. It's like, you know, a want is if it's convenient.
[07:57:14] it's convenient. Do you feel like you being able to get
[07:57:15] Do you feel like you being able to get to the point where you're making 20,000
[07:57:17] to the point where you're making 20,000 per month, like that's just going to be
[07:57:18] per month, like that's just going to be convenient?
[07:57:19] convenient? >> Yeah. No, it won't be.
[07:57:21] >> Yeah. No, it won't be. >> All right. So, the need is I'll do
[07:57:22] >> All right. So, the need is I'll do whatever it takes. So, would you be
[07:57:25] whatever it takes. So, would you be willing to change that want into a need?
[07:57:30] willing to change that want into a need? Now, why did I do that? Because you have
[07:57:33] Now, why did I do that? Because you have to understand people think by talking.
[07:57:37] to understand people think by talking. Okay? The way that he talks to himself
[07:57:40] Okay? The way that he talks to himself is the way that he's talking to me right
[07:57:42] is the way that he's talking to me right now. So if he always tells himself like
[07:57:45] now. So if he always tells himself like it would be nice or like he wants this
[07:57:47] it would be nice or like he wants this stuff, like what it is, it's wishful
[07:57:50] stuff, like what it is, it's wishful language. There's not urgency behind it.
[07:57:52] language. There's not urgency behind it. Okay? Like I want to be at the beach
[07:57:53] Okay? Like I want to be at the beach right now, but I need to be making
[07:57:56] right now, but I need to be making content for you guys so you guys get
[07:57:57] content for you guys so you guys get better at sales. And then some of you
[07:57:59] better at sales. And then some of you guys will be like, "Dude, this guy knows
[07:58:01] guys will be like, "Dude, this guy knows everything about sales. Let me give him
[07:58:03] everything about sales. Let me give him some money." Right? Like, "That's what I
[07:58:04] some money." Right? Like, "That's what I need to be doing right now." Okay? So,
[07:58:07] need to be doing right now." Okay? So, it's like, we do what we need to do. We
[07:58:10] it's like, we do what we need to do. We don't always do what we want to do. So,
[07:58:12] don't always do what we want to do. So, if I help him change his language,
[07:58:15] if I help him change his language, I help change the way that this person
[07:58:17] I help change the way that this person thinks. Now, if I help change the way
[07:58:19] thinks. Now, if I help change the way that this person thinks, I'm going to
[07:58:22] that this person thinks, I'm going to change the way this person acts. Okay?
[07:58:24] change the way this person acts. Okay? So, the thinking comes before the
[07:58:26] So, the thinking comes before the action. So right now I'm just addressing
[07:58:29] action. So right now I'm just addressing the way that he is thinking. So that way
[07:58:31] the way that he is thinking. So that way when we get to the end I don't have to
[07:58:33] when we get to the end I don't have to address how this person is acting as
[07:58:35] address how this person is acting as much. Okay. So I'm pre-handling that
[07:58:38] much. Okay. So I'm pre-handling that before it even comes up in the first
[07:58:39] before it even comes up in the first place.
[07:58:41] place. >> Yeah.
[07:58:42] >> Yeah. >> Why would you pushing back?
[07:58:45] >> Why would you pushing back? >> Cuz I mean like not being at 20 grand
[07:58:47] >> Cuz I mean like not being at 20 grand per month.
[07:58:48] per month. >> Mhm.
[07:58:48] >> Mhm. >> It just leads me away from like doing
[07:58:51] >> It just leads me away from like doing the things that I want to be doing.
[07:58:53] the things that I want to be doing. >> Yeah, man. Cuz what do you what are you
[07:58:54] >> Yeah, man. Cuz what do you what are you currently at at the moment?
[07:58:56] currently at at the moment? What did you do last month?
[07:58:58] What did you do last month? >> Yeah, last month it was like about six.
[07:59:01] >> Yeah, last month it was like about six. >> Okay. So, six to 20. And before we
[07:59:04] >> Okay. So, six to 20. And before we started talking, besides just going
[07:59:06] started talking, besides just going through the free stuff, like what have
[07:59:08] through the free stuff, like what have you been doing about getting advanced
[07:59:09] you been doing about getting advanced training, getting actual help so you can
[07:59:11] training, getting actual help so you can be making 20,000 per month. Now, this is
[07:59:14] be making 20,000 per month. Now, this is a crucial part of the call. I'm asking
[07:59:17] a crucial part of the call. I'm asking him, hey, before we started talking,
[07:59:19] him, hey, before we started talking, what have you been doing about solving
[07:59:20] what have you been doing about solving your problem? Now, the reason I'm asking
[07:59:22] your problem? Now, the reason I'm asking this questions is I want to dive in to
[07:59:25] this questions is I want to dive in to his decision-m process because if he's
[07:59:28] his decision-m process because if he's had this problem for months now and he
[07:59:30] had this problem for months now and he hasn't done anything, there's something
[07:59:32] hasn't done anything, there's something that is holding him back. Okay? And if I
[07:59:35] that is holding him back. Okay? And if I don't know what that something is,
[07:59:36] don't know what that something is, typically I'm just going to get it in
[07:59:38] typically I'm just going to get it in the objection handling part. So, if I
[07:59:40] the objection handling part. So, if I can understand what it is right now, I
[07:59:42] can understand what it is right now, I can address it, shift the belief, shift
[07:59:44] can address it, shift the belief, shift the way he speaks, right? Shift the way
[07:59:46] the way he speaks, right? Shift the way that he's thinking. That way at the end
[07:59:48] that he's thinking. That way at the end again I'm having to do less of that and
[07:59:50] again I'm having to do less of that and he just takes the actions he needs to
[07:59:52] he just takes the actions he needs to take. Okay. So that is the reason I
[07:59:54] take. Okay. So that is the reason I asked this question. I'm basically right
[07:59:56] asked this question. I'm basically right now I'm looking for red flags.
[08:00:01] >> Nothing major really just like YouTube
[08:00:04] >> Nothing major really just like YouTube stuff.
[08:00:05] stuff. >> Why not?
[08:00:08] >> Why not? >> Just the like the funds really just like
[08:00:10] >> Just the like the funds really just like it's I know it's expensive so like not
[08:00:12] it's I know it's expensive so like not really looking to you know what I mean?
[08:00:14] really looking to you know what I mean? >> Okay cool. So, we got Hey, I haven't
[08:00:16] >> Okay cool. So, we got Hey, I haven't really gotten help because I think it's
[08:00:18] really gotten help because I think it's expensive. So, there's a couple things
[08:00:20] expensive. So, there's a couple things that's like going through my mind.
[08:00:21] that's like going through my mind. Again, this is something to where it's
[08:00:24] Again, this is something to where it's external,
[08:00:26] external, right? To where he's blaming it's the
[08:00:29] right? To where he's blaming it's the money. It's not himself.
[08:00:32] money. It's not himself. So, I need to shift that way of thinking
[08:00:35] So, I need to shift that way of thinking internal because it's not about the
[08:00:37] internal because it's not about the money. It's about why haven't you been
[08:00:39] money. It's about why haven't you been resourceful? That's where I need to get
[08:00:41] resourceful? That's where I need to get him to so I can get to an actual
[08:00:43] him to so I can get to an actual tangible belief that has been holding
[08:00:46] tangible belief that has been holding him back. An internal belief.
[08:00:49] him back. An internal belief. >> Well, when you say expensive, cuz
[08:00:51] >> Well, when you say expensive, cuz everyone's a little bit different. Like
[08:00:52] everyone's a little bit different. Like what do you mean by that exactly?
[08:00:55] what do you mean by that exactly? >> Like u
[08:00:57] >> Like u you know they're all like usually pretty
[08:01:00] you know they're all like usually pretty expensive coming to like you know like 8
[08:01:02] expensive coming to like you know like 8 10 grand for like a a training, right?
[08:01:05] 10 grand for like a a training, right? >> And if that's what I'm going to charge
[08:01:06] >> And if that's what I'm going to charge him, this is a huge red flag which is
[08:01:08] him, this is a huge red flag which is that's what I am. So, I need to shift
[08:01:12] that's what I am. So, I need to shift the way that he's thinking right now.
[08:01:14] the way that he's thinking right now. So, how I typically do that is offer
[08:01:16] So, how I typically do that is offer suggestion. Okay. When it comes to
[08:01:18] suggestion. Okay. When it comes to money, typically I'm going to use a
[08:01:20] money, typically I'm going to use a quote and then again turn it internal.
[08:01:23] quote and then again turn it internal. Shift the belief. Ask an internal
[08:01:25] Shift the belief. Ask an internal question to get beneath what it is he's
[08:01:29] question to get beneath what it is he's saying when it's too expensive.
[08:01:31] saying when it's too expensive. Yeah. Can can I can I make a suggestion
[08:01:34] Yeah. Can can I can I make a suggestion around that, man?
[08:01:35] around that, man? >> Yeah.
[08:01:37] >> Yeah. My favorite quote is by Tony Robbins,
[08:01:40] My favorite quote is by Tony Robbins, right? You heard of him?
[08:01:41] right? You heard of him? >> Yeah.
[08:01:42] >> Yeah. >> Yeah. Life's coach guy worth like a
[08:01:43] >> Yeah. Life's coach guy worth like a billion dollars, right?
[08:01:45] billion dollars, right? >> It goes, "People's biggest superpowers,
[08:01:48] >> It goes, "People's biggest superpowers, their ability to be resourceful.
[08:01:50] their ability to be resourceful. Most people are just resourceful on how
[08:01:53] Most people are just resourceful on how they can't be resourceful."
[08:01:55] they can't be resourceful." >> You get where I'm coming from?
[08:01:57] >> You get where I'm coming from? >> Yeah. So, what's prevented you from
[08:01:59] >> Yeah. So, what's prevented you from actually getting resourceful
[08:02:02] actually getting resourceful if we know and we've been in pain for
[08:02:05] if we know and we've been in pain for the past couple months losing out on
[08:02:07] the past couple months losing out on these sales?
[08:02:10] >> I guess it's just like risking like that
[08:02:13] >> I guess it's just like risking like that money and not getting a return.
[08:02:16] money and not getting a return. >> Yeah. Well, how would you know you want
[08:02:18] >> Yeah. Well, how would you know you want to get a return if you don't try
[08:02:21] to get a return if you don't try again? I got well like I it's just
[08:02:24] again? I got well like I it's just risking that money and not getting the
[08:02:26] risking that money and not getting the return. And then he So what I'm going to
[08:02:29] return. And then he So what I'm going to do is I'm going to challenge this
[08:02:31] do is I'm going to challenge this assertion to where it's like oh well if
[08:02:34] assertion to where it's like oh well if I put the money in I'm scared I'm not
[08:02:35] I put the money in I'm scared I'm not going to get a return. Well the obvious
[08:02:38] going to get a return. Well the obvious question is how are you going to know?
[08:02:41] question is how are you going to know? How would you know? And this is a really
[08:02:43] How would you know? And this is a really easy way to really in a in a roundabout
[08:02:48] easy way to really in a in a roundabout way challenge any belief like how would
[08:02:50] way challenge any belief like how would you know this if you haven't done it?
[08:02:53] you know this if you haven't done it? That's really what it comes down to.
[08:02:59] >> It's a great question. I mean I wouldn't
[08:03:01] >> It's a great question. I mean I wouldn't know. That's I mean
[08:03:03] know. That's I mean >> so so what's prevented you from at least
[08:03:05] >> so so what's prevented you from at least going out and trying internal
[08:03:12] I guess like nothing's been preventing.
[08:03:14] I guess like nothing's been preventing. It's just like fear of Yeah.
[08:03:18] It's just like fear of Yeah. >> Boom. We got it. He's just been fearful
[08:03:20] >> Boom. We got it. He's just been fearful of pulling the trigger on something.
[08:03:22] of pulling the trigger on something. Okay. So now where my mind goes is,
[08:03:25] Okay. So now where my mind goes is, okay, where does this fear come from? I
[08:03:27] okay, where does this fear come from? I I need to go ahead now attach his fear
[08:03:29] I need to go ahead now attach his fear to something negative, which is the
[08:03:33] to something negative, which is the money he's losing and the person he has
[08:03:35] money he's losing and the person he has been, and get him to tell himself that
[08:03:38] been, and get him to tell himself that he needs to let go of this. Okay, watch
[08:03:40] he needs to let go of this. Okay, watch how I do it. Dude, there's no judgment
[08:03:43] how I do it. Dude, there's no judgment on my end, right? I've I've been in your
[08:03:44] on my end, right? I've I've been in your I've been in your shoes before. Like, I
[08:03:46] I've been in your shoes before. Like, I get it. I'm not going to take that away
[08:03:48] get it. I'm not going to take that away from you.
[08:03:49] from you. >> But where do you feel like this fear
[08:03:51] >> But where do you feel like this fear actually comes from? Like, if we've been
[08:03:53] actually comes from? Like, if we've been in pain for the past couple months, we
[08:03:54] in pain for the past couple months, we know we're we're leaving sales on the
[08:03:56] know we're we're leaving sales on the table. Like where do you feel like this
[08:03:57] table. Like where do you feel like this fear is coming from?
[08:04:07] >> I don't know. Maybe like in
[08:04:10] >> I don't know. Maybe like in honestly I don't know.
[08:04:11] honestly I don't know. >> Yeah. Well, if you thought about it,
[08:04:12] >> Yeah. Well, if you thought about it, man,
[08:04:15] man, >> where does fear come from?
[08:04:19] >> where does fear come from? I mean, I feel like it could be coming
[08:04:21] I mean, I feel like it could be coming from like
[08:04:23] from like just not having
[08:04:25] just not having >> like just like maybe like like not
[08:04:27] >> like just like maybe like like not believing myself that I could actually
[08:04:29] believing myself that I could actually like get the training done. You get what
[08:04:31] like get the training done. You get what I mean?
[08:04:32] I mean? >> Yeah. No, I get it, man. And that fear
[08:04:36] >> Yeah. No, I get it, man. And that fear of you not knowing or not believing in
[08:04:38] of you not knowing or not believing in yourself, like what do you feel like
[08:04:40] yourself, like what do you feel like it's actually cost you these past couple
[08:04:42] it's actually cost you these past couple months?
[08:04:45] Definitely cost me what? Like 14 grand
[08:04:48] Definitely cost me what? Like 14 grand each every single month.
[08:04:50] each every single month. >> Yeah. And how months how many months
[08:04:52] >> Yeah. And how months how many months have we been doing this and feeling this
[08:04:53] have we been doing this and feeling this way?
[08:04:55] way? >> In total about 4 months,
[08:04:59] >> In total about 4 months, >> right? So 4 months
[08:05:01] >> right? So 4 months times 14,000.
[08:05:05] So we left $56,000
[08:05:07] So we left $56,000 like on the table.
[08:05:10] like on the table. I mean, I guess you could call it that.
[08:05:12] I mean, I guess you could call it that. Yeah.
[08:05:13] Yeah. You want to double check the numbers?
[08:05:15] You want to double check the numbers? >> No. I mean, I don't want to.
[08:05:17] >> No. I mean, I don't want to. >> Those numbers check out.
[08:05:19] >> Those numbers check out. >> Yeah.
[08:05:20] >> Yeah. >> So, again, he he kind of didn't buy into
[08:05:22] >> So, again, he he kind of didn't buy into the numbers right away. So, again, I can
[08:05:24] the numbers right away. So, again, I can push back. Hey, man. You want to double
[08:05:25] push back. Hey, man. You want to double check? We can do the math again. So,
[08:05:27] check? We can do the math again. So, again, I need to get him to buy into the
[08:05:28] again, I need to get him to buy into the numbers. I'm tying this belief of him
[08:05:30] numbers. I'm tying this belief of him not believing in himself to him losing,
[08:05:32] not believing in himself to him losing, you know, in the past four months,
[08:05:34] you know, in the past four months, $56,000.
[08:05:36] $56,000. So, it just comes down to, do you feel
[08:05:38] So, it just comes down to, do you feel like it's worth you holding on to your
[08:05:40] like it's worth you holding on to your fear and you paying life $56,000 every
[08:05:44] fear and you paying life $56,000 every four months due to this fear?
[08:05:49] >> I don't think it's worth it. No.
[08:05:51] >> I don't think it's worth it. No. >> Why not?
[08:05:53] >> Why not? >> Cuz that's that's what I could be
[08:05:55] >> Cuz that's that's what I could be getting if I just let go of this
[08:05:57] getting if I just let go of this feeling.
[08:05:58] feeling. >> Yeah, man. And the reason why I ask is
[08:06:00] >> Yeah, man. And the reason why I ask is at the end of the day, dude, like yes,
[08:06:01] at the end of the day, dude, like yes, it's learning the skills, but it's also
[08:06:04] it's learning the skills, but it's also about you being a better person. Because
[08:06:06] about you being a better person. Because if you give somebody the perfect diet
[08:06:08] if you give somebody the perfect diet plan in the world,
[08:06:09] plan in the world, >> they don't have the right mentality to
[08:06:11] >> they don't have the right mentality to use it, like what type of results are
[08:06:12] use it, like what type of results are they going to get?
[08:06:14] they going to get? >> Not good ones.
[08:06:15] >> Not good ones. >> Check [ __ ] Right? So for you being that
[08:06:18] >> Check [ __ ] Right? So for you being that sales guy who makes 20,000 per month,
[08:06:20] sales guy who makes 20,000 per month, like you got to walk that.
[08:06:22] like you got to walk that. >> You have to have a different level of
[08:06:24] >> You have to have a different level of confidence about you. You get what I
[08:06:25] confidence about you. You get what I mean?
[08:06:26] mean? >> Yeah. So right now again I use an
[08:06:28] >> Yeah. So right now again I use an analogy to then talk about the person
[08:06:31] analogy to then talk about the person who he is right now and the person who
[08:06:32] who he is right now and the person who he needs to be to get his results. So
[08:06:35] he needs to be to get his results. So now like I have a numbers gap. Okay. So
[08:06:38] now like I have a numbers gap. Okay. So he's like 6 to 20. Now I need a
[08:06:41] he's like 6 to 20. Now I need a behavioral gap, an identity gap of him
[08:06:44] behavioral gap, an identity gap of him being that guy who makes 20K versus the
[08:06:47] being that guy who makes 20K versus the person who he is now. Okay. So I need
[08:06:50] person who he is now. Okay. So I need both gaps. I need the numbers gap.
[08:06:52] both gaps. I need the numbers gap. That's important. But I also need his
[08:06:54] That's important. But I also need his identity gap, his behavioral gap, okay?
[08:06:57] identity gap, his behavioral gap, okay? His fear gap, like actual
[08:06:59] His fear gap, like actual characteristics that's causing him to
[08:07:01] characteristics that's causing him to lose out on this money because that is
[08:07:03] lose out on this money because that is the crux of the cell. Like yes, the
[08:07:06] the crux of the cell. Like yes, the numbers have to make sense 100%. But
[08:07:11] numbers have to make sense 100%. But ultimately, I am selling him on being a
[08:07:13] ultimately, I am selling him on being a better person. I'm selling him on
[08:07:15] better person. I'm selling him on getting rid of the feelings that he has
[08:07:17] getting rid of the feelings that he has of his current self. That is all the
[08:07:19] of his current self. That is all the cell is about at the end of the day.
[08:07:22] cell is about at the end of the day. Just right now we're the guy who makes
[08:07:24] Just right now we're the guy who makes 6,000. Is that right?
[08:07:28] 6,000. Is that right? >> So I have to ask man like are you okay
[08:07:30] >> So I have to ask man like are you okay continuing to be the person you have
[08:07:31] continuing to be the person you have been? Cuz you are. I'm the first one to
[08:07:33] been? Cuz you are. I'm the first one to tell you man just keep doing what you're
[08:07:34] tell you man just keep doing what you're doing.
[08:07:35] doing. >> No.
[08:07:36] >> No. >> Okay. Why not?
[08:07:38] >> Okay. Why not? >> I want to change. I want to I want to
[08:07:39] >> I want to change. I want to I want to become that 20,000 perk.
[08:07:41] become that 20,000 perk. >> Yeah. And in order to change like things
[08:07:44] >> Yeah. And in order to change like things have to die off. We have to let go of
[08:07:45] have to die off. We have to let go of things.
[08:07:46] things. >> Yeah. So, what's the biggest thing you
[08:07:48] >> Yeah. So, what's the biggest thing you feel like you actually have to let go of
[08:07:49] feel like you actually have to let go of in order to grow into that 20,000 per
[08:07:52] in order to grow into that 20,000 per month guy?
[08:07:55] month guy? >> I have to let go of that fear.
[08:07:58] >> I have to let go of that fear. >> Yeah. What if you don't What if you hold
[08:08:01] >> Yeah. What if you don't What if you hold on to this fear and we stay that 6,000
[08:08:04] on to this fear and we stay that 6,000 per month guy for the rest of your life?
[08:08:06] per month guy for the rest of your life? Like, how's that going to feel?
[08:08:11] >> It's depressing.
[08:08:12] >> It's depressing. >> Yeah. Depressing in what way?
[08:08:15] >> Yeah. Depressing in what way? Cuz it's just like
[08:08:18] Cuz it's just like I'm just staying at this place where
[08:08:20] I'm just staying at this place where it's like you're that's just average in
[08:08:23] it's like you're that's just average in my opinion. Like I don't want to be
[08:08:24] my opinion. Like I don't want to be average.
[08:08:25] average. >> Why are you not okay being average men?
[08:08:28] >> Why are you not okay being average men? So what I'm doing right now, I'm just
[08:08:30] So what I'm doing right now, I'm just digging. He's like, "Hey, I don't want
[08:08:31] digging. He's like, "Hey, I don't want to be average." So again, I want him to
[08:08:34] to be average." So again, I want him to tell me why he doesn't want to be
[08:08:36] tell me why he doesn't want to be average. Cuz some people are fine being
[08:08:37] average. Cuz some people are fine being average. So I'm not going to just take
[08:08:39] average. So I'm not going to just take that answer like, "Oh, I don't want to
[08:08:41] that answer like, "Oh, I don't want to be average as it's obvious." Cuz it's
[08:08:44] be average as it's obvious." Cuz it's not. I don't know this person like
[08:08:46] not. I don't know this person like intimately. I don't know what drives
[08:08:47] intimately. I don't know what drives them. So, I'm just asking the question,
[08:08:50] them. So, I'm just asking the question, why are you not okay being average? And
[08:08:52] why are you not okay being average? And I'm just going to get him to continue to
[08:08:54] I'm just going to get him to continue to tell himself that he's not okay being
[08:08:56] tell himself that he's not okay being the person he has been. And just dig
[08:08:58] the person he has been. And just dig down deeper.
[08:09:00] down deeper. >> Cuz I mean,
[08:09:03] >> Cuz I mean, average just gets you like average
[08:09:04] average just gets you like average results, you know, like you drive an
[08:09:06] results, you know, like you drive an average car, average life.
[08:09:09] average car, average life. >> And some people are fine with that. Why
[08:09:10] >> And some people are fine with that. Why aren't you?
[08:09:12] aren't you? Boom.
[08:09:12] Boom. >> Cuz I don't want that. I mean, you know,
[08:09:15] >> Cuz I don't want that. I mean, you know, I think I want the nice car, the nice
[08:09:16] I think I want the nice car, the nice house.
[08:09:19] house. >> No, I get it, man. So, it's like
[08:09:20] >> No, I get it, man. So, it's like ultimately cuz like money is just a
[08:09:22] ultimately cuz like money is just a vehicle. So, I was coming in getting you
[08:09:25] vehicle. So, I was coming in getting you 20,000 per month. So, right now, so I'm
[08:09:28] 20,000 per month. So, right now, so I'm digging down deeper on what he doesn't
[08:09:31] digging down deeper on what he doesn't want. Now, I need to understand what
[08:09:34] want. Now, I need to understand what does he want? Like, what actually drives
[08:09:35] does he want? Like, what actually drives this person? Like when I'm talk when I'm
[08:09:38] this person? Like when I'm talk when I'm going into future pace, I want to
[08:09:39] going into future pace, I want to understand like again what is this guy
[08:09:42] understand like again what is this guy running towards. When we are in a sales
[08:09:45] running towards. When we are in a sales conversation, we need to know like what
[08:09:46] conversation, we need to know like what somebody is running towards and what
[08:09:48] somebody is running towards and what they're running away from. That way
[08:09:49] they're running away from. That way they're going to run as quick as
[08:09:50] they're going to run as quick as possible. So I need both. Right now I
[08:09:53] possible. So I need both. Right now I I've gone into a lot of the pain of what
[08:09:54] I've gone into a lot of the pain of what he's running away from, but not as much
[08:09:57] he's running away from, but not as much of what is he running towards. Okay. So
[08:09:59] of what is he running towards. Okay. So right now understand what is he running
[08:10:01] right now understand what is he running towards? And when I go through future
[08:10:03] towards? And when I go through future pace, I'm really looking for tangibles,
[08:10:07] pace, I'm really looking for tangibles, like things they can touch, they can
[08:10:08] like things they can touch, they can feel, and then how can I paint a picture
[08:10:12] feel, and then how can I paint a picture in their mind of what that future
[08:10:15] in their mind of what that future actually looks like, so it feels real to
[08:10:17] actually looks like, so it feels real to them. Okay? So, they're going to run so
[08:10:19] them. Okay? So, they're going to run so much faster. Again, when the picture in
[08:10:21] much faster. Again, when the picture in their mind of what they're running
[08:10:22] their mind of what they're running towards actually feels real,
[08:10:25] towards actually feels real, at the end of the day, it's just numbers
[08:10:27] at the end of the day, it's just numbers in a bank account. It it's like what it
[08:10:28] in a bank account. It it's like what it does for you. So for you to go from
[08:10:31] does for you. So for you to go from 6,000 to 20,000
[08:10:33] 6,000 to 20,000 >> like what difference does that actually
[08:10:34] >> like what difference does that actually make?
[08:10:36] make? >> And I ask what difference does that
[08:10:37] >> And I ask what difference does that make? Very very purposefully because
[08:10:41] make? Very very purposefully because there are some people that run towards
[08:10:43] there are some people that run towards things more. They're more forward
[08:10:46] things more. They're more forward focused and some people run away from
[08:10:47] focused and some people run away from things. They're more you know getting
[08:10:49] things. They're more you know getting out of pain focus. So what difference is
[08:10:51] out of pain focus. So what difference is neutral? So it gets that like you know
[08:10:54] neutral? So it gets that like you know pick your own adventure question. I want
[08:10:56] pick your own adventure question. I want to keep it neutral. So that way again,
[08:10:59] to keep it neutral. So that way again, whichever thing that really drives this
[08:11:00] whichever thing that really drives this person the most, we're going to talk
[08:11:02] person the most, we're going to talk about that the most. And if it's forward
[08:11:03] about that the most. And if it's forward focus, we're going to talk about forward
[08:11:05] focus, we're going to talk about forward focus. If it's getting out of the pain,
[08:11:07] focus. If it's getting out of the pain, then we'll talk about that more.
[08:11:11] then we'll talk about that more. >> Definitely a boost in confidence.
[08:11:13] >> Definitely a boost in confidence. >> In what way?
[08:11:15] >> In what way? >> Like now I'm like walking around like,
[08:11:16] >> Like now I'm like walking around like, yeah, I am like that's a guy who makes
[08:11:18] yeah, I am like that's a guy who makes 20 grand per month. Like I do that.
[08:11:20] 20 grand per month. Like I do that. >> Yeah. No, it's good, man. What What else
[08:11:22] >> Yeah. No, it's good, man. What What else does it actually allow you to do that
[08:11:23] does it actually allow you to do that maybe you can't do now?
[08:11:26] maybe you can't do now? probably drive the car that I want.
[08:11:28] probably drive the car that I want. >> What car do you want?
[08:11:29] >> What car do you want? >> So, if you notice here, see the shift in
[08:11:32] >> So, if you notice here, see the shift in my body language. I do this on every
[08:11:35] my body language. I do this on every single call. So, the the thing is most
[08:11:39] single call. So, the the thing is most people typically they don't talk about
[08:11:41] people typically they don't talk about their dreams. They don't talk about
[08:11:42] their dreams. They don't talk about their goals. And if they do, people
[08:11:46] their goals. And if they do, people typically don't respond in the best way.
[08:11:48] typically don't respond in the best way. So, I am being the person that they can
[08:11:50] So, I am being the person that they can actually tell this to. And I'm excited
[08:11:53] actually tell this to. And I'm excited to talk about it. So, I always push my
[08:11:55] to talk about it. So, I always push my mic forward, okay? And I lean forward.
[08:11:59] mic forward, okay? And I lean forward. It's something that's really subtle, but
[08:12:01] It's something that's really subtle, but it's the shift. It's the shift in your
[08:12:03] it's the shift. It's the shift in your body language. It's a shift in your tone
[08:12:06] body language. It's a shift in your tone that causes the difference here. Again,
[08:12:09] that causes the difference here. Again, if you're going 200 mph, but you stay
[08:12:11] if you're going 200 mph, but you stay the same speed, you don't notice it.
[08:12:13] the same speed, you don't notice it. It's the acceleration that you notice.
[08:12:15] It's the acceleration that you notice. The same thing with tonality. So, if I'm
[08:12:17] The same thing with tonality. So, if I'm the same throughout the entire call,
[08:12:19] the same throughout the entire call, again, it's not going to make much of a
[08:12:21] again, it's not going to make much of a difference. But if I actually shift, I'm
[08:12:24] difference. But if I actually shift, I'm more interested now. I'm allowing him to
[08:12:27] more interested now. I'm allowing him to dream. Like my my tone just becomes a
[08:12:29] dream. Like my my tone just becomes a little bit lighter, a little bit more
[08:12:30] little bit lighter, a little bit more curious, and I'm just a little bit more
[08:12:32] curious, and I'm just a little bit more forward. And this is going to allow him
[08:12:35] forward. And this is going to allow him to really open up about his dreams, his
[08:12:37] to really open up about his dreams, his goals, his aspirations, because that's
[08:12:39] goals, his aspirations, because that's what I need.
[08:12:44] >> Be specific. I don't know if you've seen
[08:12:46] >> Be specific. I don't know if you've seen like
[08:12:48] like >> like I I want like a like a C63 like
[08:12:51] >> like I I want like a like a C63 like AMG. Like that's what I want.
[08:12:52] AMG. Like that's what I want. >> Okay. Is there a certain color or like
[08:12:55] >> Okay. Is there a certain color or like >> like matte black?
[08:12:56] >> like matte black? >> Matt. Again, I'm getting more specifics.
[08:12:58] >> Matt. Again, I'm getting more specifics. I'm making this real for him.
[08:13:00] I'm making this real for him. >> Black. Why matte black?
[08:13:02] >> Black. Why matte black? >> I thought it was always like like a
[08:13:03] >> I thought it was always like like a Batman color.
[08:13:05] Batman color. >> Yeah. No, it's good, man.
[08:13:06] >> Yeah. No, it's good, man. >> Right. So, it's like, okay, get the car.
[08:13:08] >> Right. So, it's like, okay, get the car. Is there anything else that you're like,
[08:13:10] Is there anything else that you're like, okay, 20,000 a month like really allows
[08:13:12] okay, 20,000 a month like really allows me to do this?
[08:13:15] me to do this? Uh, like get the car,
[08:13:20] Uh, like get the car, maybe get like a watch, too.
[08:13:22] maybe get like a watch, too. >> Okay. So, get get some of the luxuries.
[08:13:24] >> Okay. So, get get some of the luxuries. >> Like get get like some luxuries like
[08:13:26] >> Like get get like some luxuries like like it's really like I feel like behind
[08:13:28] like it's really like I feel like behind it all it's like status, right?
[08:13:30] it all it's like status, right? >> Yeah. Well, when it comes to status,
[08:13:33] >> Yeah. Well, when it comes to status, man, because everyone's a little bit
[08:13:34] man, because everyone's a little bit different.
[08:13:35] different. >> Where do you feel like that drive comes
[08:13:37] >> Where do you feel like that drive comes from or why is that so important to you
[08:13:39] from or why is that so important to you to like, you know, have the nice car,
[08:13:41] to like, you know, have the nice car, have the nice watch?
[08:13:43] have the nice watch? So, I want to get beneath his wants.
[08:13:46] So, I want to get beneath his wants. Okay. And the reason I asked that
[08:13:48] Okay. And the reason I asked that question that particular way, like, hey,
[08:13:49] question that particular way, like, hey, where where does that drive come from?
[08:13:51] where where does that drive come from? Or why do you feel like it's so
[08:13:52] Or why do you feel like it's so important to you? 99% of the time,
[08:13:55] important to you? 99% of the time, they're going to tell me something about
[08:13:56] they're going to tell me something about their childhood, right? Which again is a
[08:13:58] their childhood, right? Which again is a big emotional anchor that I can then use
[08:14:01] big emotional anchor that I can then use throughout the rest of the conversation.
[08:14:04] throughout the rest of the conversation. Okay.
[08:14:05] Okay. >> Well, it's like, you know, status. It's
[08:14:09] >> Well, it's like, you know, status. It's I don't want to say it's what brings you
[08:14:10] I don't want to say it's what brings you value, but it's like what makes you
[08:14:11] value, but it's like what makes you stand out. You know what I mean?
[08:14:13] stand out. You know what I mean? >> Yeah. Why Why is it so important to you
[08:14:15] >> Yeah. Why Why is it so important to you to stand out, dude?
[08:14:18] to stand out, dude? >> Like I want I want people to like to
[08:14:19] >> Like I want I want people to like to like know who I am. Like, oh, like what
[08:14:21] like know who I am. Like, oh, like what does he do? Like stuff like that, you
[08:14:23] does he do? Like stuff like that, you know?
[08:14:24] know? >> Yeah. So then you having the watch, the
[08:14:26] >> Yeah. So then you having the watch, the car, the status, like what does that
[08:14:28] car, the status, like what does that actually do for you personally when
[08:14:29] actually do for you personally when you're actually standing out like that?
[08:14:32] you're actually standing out like that? >> Makes me feel good.
[08:14:33] >> Makes me feel good. >> In what way?
[08:14:37] >> In what way? like getting the the recognition that
[08:14:39] like getting the the recognition that like I want to be getting.
[08:14:41] like I want to be getting. >> Yeah. So, if you if you had to sit and
[08:14:43] >> Yeah. So, if you if you had to sit and you had a picture in your mind, right?
[08:14:45] you had a picture in your mind, right? Like you go into the car dealership,
[08:14:47] Like you go into the car dealership, >> you pick out the AMG, matte black.
[08:14:50] >> you pick out the AMG, matte black. >> Yeah.
[08:14:50] >> Yeah. >> Get the keys, you take it off the lot,
[08:14:52] >> Get the keys, you take it off the lot, windows down, sun on your face, wind
[08:14:54] windows down, sun on your face, wind blowing through your hair. Like, at that
[08:14:56] blowing through your hair. Like, at that moment, dude, like, how does that feel?
[08:15:00] moment, dude, like, how does that feel? So, again, you see, I'm I'm I'm using
[08:15:02] So, again, you see, I'm I'm I'm using very vivid language.
[08:15:05] very vivid language. What that's going to cause him to do is
[08:15:06] What that's going to cause him to do is like actually sit and picture that. It's
[08:15:09] like actually sit and picture that. It's hard for you not to.
[08:15:12] hard for you not to. >> Feels really good.
[08:15:14] >> Feels really good. >> Yeah, I'm sure it does.
[08:15:17] >> Yeah, I'm sure it does. But with what you're currently doing
[08:15:18] But with what you're currently doing now, with just a skill set you do have,
[08:15:21] now, with just a skill set you do have, what's the likelihood you're going to be
[08:15:22] what's the likelihood you're going to be able to get those keys and take that
[08:15:24] able to get those keys and take that drive?
[08:15:27] >> Unless I go into crazy debt, not close
[08:15:30] >> Unless I go into crazy debt, not close at all. So again, like I got this good
[08:15:33] at all. So again, like I got this good future pace of what he really wants,
[08:15:35] future pace of what he really wants, what's driving him, and then now I'm
[08:15:37] what's driving him, and then now I'm flipping it. We're going more into
[08:15:38] flipping it. We're going more into consequence. Well, how are you going to
[08:15:39] consequence. Well, how are you going to get this if you don't get the skills? I
[08:15:41] get this if you don't get the skills? I need him to admit that there's no way.
[08:15:43] need him to admit that there's no way. And then from there, I'm going to go
[08:15:45] And then from there, I'm going to go into a personal story. And the reason
[08:15:47] into a personal story. And the reason why I love using personal stories is it
[08:15:51] why I love using personal stories is it opens me up more emotionally. So it it
[08:15:55] opens me up more emotionally. So it it makes people feel more comfortable
[08:15:57] makes people feel more comfortable giving you more emotional, genuine
[08:15:59] giving you more emotional, genuine answers. Number one. Number two, it's
[08:16:01] answers. Number one. Number two, it's going to shape the answer that he gives
[08:16:04] going to shape the answer that he gives to because like I like again he's a
[08:16:08] to because like I like again he's a younger guy, right? So I need them to
[08:16:12] younger guy, right? So I need them to think about what are the consequences if
[08:16:14] think about what are the consequences if they don't do anything. Especially with
[08:16:16] they don't do anything. Especially with younger people just in general, okay, if
[08:16:19] younger people just in general, okay, if you're younger, please don't get
[08:16:20] you're younger, please don't get offended, but just in general, like they
[08:16:22] offended, but just in general, like they they're not going to have as much
[08:16:23] they're not going to have as much urgency because they always have the
[08:16:26] urgency because they always have the excuse in their mind, well, I'm young. I
[08:16:28] excuse in their mind, well, I'm young. I have time. So, I need to get the emotion
[08:16:32] have time. So, I need to get the emotion out of him that pushing this off is
[08:16:35] out of him that pushing this off is terrible. So, doing that, I open myself
[08:16:37] terrible. So, doing that, I open myself up emotionally and I shape the type of
[08:16:39] up emotionally and I shape the type of answer he gives.
[08:16:40] answer he gives. >> Why not?
[08:16:46] Just cuz I'm not I'm not I don't have
[08:16:47] Just cuz I'm not I'm not I don't have the skill set to actually make that like
[08:16:49] the skill set to actually make that like to make the 20 grand to do that.
[08:16:51] to make the 20 grand to do that. >> Yeah, dude. And I I can definitely
[08:16:52] >> Yeah, dude. And I I can definitely appreciate that, man. Can can I can I
[08:16:54] appreciate that, man. Can can I can I share a quick story?
[08:16:56] share a quick story? >> Yeah. Cuz I I would say I see a lot of
[08:16:59] >> Yeah. Cuz I I would say I see a lot of myself what like five years ago and like
[08:17:01] myself what like five years ago and like where you're at now. Yeah.
[08:17:03] where you're at now. Yeah. >> A lot of the same like you know I wanted
[08:17:05] >> A lot of the same like you know I wanted the nice things. I really wanted things
[08:17:07] the nice things. I really wanted things like I was running towards um and and it
[08:17:10] like I was running towards um and and it pushed me and it'll push you so far.
[08:17:13] pushed me and it'll push you so far. >> Yeah. But for me, it it wasn't until I
[08:17:16] >> Yeah. But for me, it it wasn't until I had to sit and take a look at what I was
[08:17:19] had to sit and take a look at what I was running away from that really kicked it
[08:17:22] running away from that really kicked it into that next gear that made it to
[08:17:25] into that next gear that made it to where like it became a need rather than
[08:17:27] where like it became a need rather than just a want
[08:17:28] just a want >> because for me like I grew up in a small
[08:17:30] >> because for me like I grew up in a small town, right? So it's like I'm definitely
[08:17:32] town, right? So it's like I'm definitely scared of being average. Like it scares
[08:17:34] scared of being average. Like it scares the [ __ ] out of me. And I had to have
[08:17:36] the [ __ ] out of me. And I had to have the conversation with myself that if you
[08:17:39] the conversation with myself that if you don't take action, if you don't do
[08:17:41] don't take action, if you don't do everything in your power possible to
[08:17:44] everything in your power possible to make as much money as you need to, then
[08:17:46] make as much money as you need to, then you're going to have the same pain that
[08:17:48] you're going to have the same pain that your dad had in his voice every time as
[08:17:51] your dad had in his voice every time as a kid he told you you're going to have
[08:17:52] a kid he told you you're going to have something.
[08:17:54] something. >> Or you're going to have the pain that he
[08:17:55] >> Or you're going to have the pain that he still has to this day of all the risk he
[08:17:57] still has to this day of all the risk he should have took, but he didn't. And you
[08:18:00] should have took, but he didn't. And you will have regret.
[08:18:02] will have regret. So, I got to ask him.
[08:18:03] So, I got to ask him. >> Okay. So, let's break that down. Like,
[08:18:05] >> Okay. So, let's break that down. Like, first and foremost,
[08:18:07] first and foremost, again, like that is my true story. Like
[08:18:09] again, like that is my true story. Like that's my true driver. But I'm going to
[08:18:11] that's my true driver. But I'm going to emphasize certain points depending on
[08:18:14] emphasize certain points depending on the person that I'm talking to. For him,
[08:18:16] the person that I'm talking to. For him, like, okay, he doesn't want to be
[08:18:17] like, okay, he doesn't want to be average, right? So, it's like I really
[08:18:19] average, right? So, it's like I really make sure I emphasize that point and I
[08:18:21] make sure I emphasize that point and I also emphasize that, you know, what
[08:18:23] also emphasize that, you know, what really changed it from a want to a need
[08:18:25] really changed it from a want to a need is this.
[08:18:27] is this. Okay. Then from there I talk about the
[08:18:30] Okay. Then from there I talk about the conversation I have with myself. But if
[08:18:33] conversation I have with myself. But if you notice I'm what I'm doing is I'm
[08:18:36] you notice I'm what I'm doing is I'm masking
[08:18:38] masking the convers like what I'm telling him.
[08:18:41] the convers like what I'm telling him. So this is a really easy way to make
[08:18:44] So this is a really easy way to make more direct commands
[08:18:47] more direct commands and direct statements if you hide them
[08:18:50] and direct statements if you hide them in quotes. Like I had the conver I had
[08:18:52] in quotes. Like I had the conver I had to have the conversation with myself. If
[08:18:54] to have the conversation with myself. If you don't take action, if you don't do
[08:18:56] you don't take action, if you don't do this, you'll have regret. Like I am
[08:18:59] this, you'll have regret. Like I am telling him this indirectly.
[08:19:02] telling him this indirectly. So a really easy way to do that and the
[08:19:04] So a really easy way to do that and the way I love to do that is just through
[08:19:06] way I love to do that is just through quotes. Okay? You can either do it
[08:19:08] quotes. Okay? You can either do it through quotes of like you know famous
[08:19:10] through quotes of like you know famous people or people like they would look up
[08:19:12] people or people like they would look up to or again you can tell a personal
[08:19:13] to or again you can tell a personal story and you can talk about either the
[08:19:15] story and you can talk about either the conversation somebody told you or the
[08:19:17] conversation somebody told you or the conversation you had with yourself. It's
[08:19:19] conversation you had with yourself. It's a really easy way to have direct
[08:19:21] a really easy way to have direct commands without it coming across in a
[08:19:24] commands without it coming across in a direct way. And if we don't do anything
[08:19:27] direct way. And if we don't do anything about this, if we keep on being the
[08:19:29] about this, if we keep on being the person we have been holding on to this
[08:19:31] person we have been holding on to this fear a month, 3 months, 12 months down
[08:19:34] fear a month, 3 months, 12 months down the line, like what's going to happen?
[08:19:40] >> Nothing good. I mean, nothing's going to
[08:19:42] >> Nothing good. I mean, nothing's going to change. I won't get better, right?
[08:19:44] change. I won't get better, right? >> Yeah. But again, lots of people stay the
[08:19:47] >> Yeah. But again, lots of people stay the same. for you. What would be the
[08:19:49] same. for you. What would be the day-to-day ramifications a year from
[08:19:51] day-to-day ramifications a year from now? We continue to hold on to this
[08:19:53] now? We continue to hold on to this sphere and be that 6,000 per month guy.
[08:19:55] sphere and be that 6,000 per month guy. So, he gave me an answer like I'll stay
[08:19:57] So, he gave me an answer like I'll stay the same. Now, what I'm looking for when
[08:19:59] the same. Now, what I'm looking for when I ask something like this, like a
[08:20:00] I ask something like this, like a consequence question, I'm looking for a
[08:20:02] consequence question, I'm looking for a type of emotion. I need them to really
[08:20:05] type of emotion. I need them to really like contemplate and there needs to be
[08:20:07] like contemplate and there needs to be like a
[08:20:09] like a like, dude, that would be [ __ ]
[08:20:10] like, dude, that would be [ __ ] terrible. Like, once I get that, like
[08:20:12] terrible. Like, once I get that, like it's not really the answer. Like,
[08:20:14] it's not really the answer. Like, there's no special words. I just need to
[08:20:17] there's no special words. I just need to make sure I'm getting the right emotion
[08:20:18] make sure I'm getting the right emotion out of them. Like I've had people to
[08:20:21] out of them. Like I've had people to where it's like legitimately
[08:20:23] where it's like legitimately they don't say anything, but they like
[08:20:25] they don't say anything, but they like they'll tear up and I'm like okay that's
[08:20:28] they'll tear up and I'm like okay that's a good answer, right? I'm like what
[08:20:30] a good answer, right? I'm like what happens? They'll be like and they'll
[08:20:32] happens? They'll be like and they'll tear up. I'm like it won't be good.
[08:20:34] tear up. I'm like it won't be good. Right? They'll say something like that
[08:20:36] Right? They'll say something like that like and on paper that's not a good
[08:20:38] like and on paper that's not a good response but it's really it's more the
[08:20:40] response but it's really it's more the emotion. Are they actually contemplating
[08:20:41] emotion. Are they actually contemplating failure?
[08:20:43] failure? Is there that or them like really, you
[08:20:47] Is there that or them like really, you know, feeling that internally? That's
[08:20:49] know, feeling that internally? That's what I need right now. So, if it's like,
[08:20:51] what I need right now. So, if it's like, oh, I'll stay the same, right? Like it's
[08:20:53] oh, I'll stay the same, right? Like it's a little bit flip it. Like it's flip it.
[08:20:55] a little bit flip it. Like it's flip it. Like, h what? I'll stay the same. Like
[08:20:56] Like, h what? I'll stay the same. Like lots of people stay the same.
[08:20:59] lots of people stay the same. Why don't you want to or what would be
[08:21:00] Why don't you want to or what would be the day-to-day impact, right? So, I'm
[08:21:02] the day-to-day impact, right? So, I'm getting deeper like, oh, I'll just stay
[08:21:04] getting deeper like, oh, I'll just stay the same kind of flippant answer. It's
[08:21:06] the same kind of flippant answer. It's not good enough. So that's why I'm now
[08:21:08] not good enough. So that's why I'm now digging deeper into this.
[08:21:10] digging deeper into this. >> Probably regret,
[08:21:12] >> Probably regret, >> like not taking action like sooner to
[08:21:15] >> like not taking action like sooner to actually fix that.
[08:21:16] actually fix that. >> What does What does regret look like for
[08:21:18] >> What does What does regret look like for you?
[08:21:20] you? >> I mean, like how it looks. I feel like I
[08:21:22] >> I mean, like how it looks. I feel like I can't see it, but it's like a feeling
[08:21:23] can't see it, but it's like a feeling like that gut feeling like uh like
[08:21:26] like that gut feeling like uh like >> See, he made the noise. Right.
[08:21:30] >> See, he made the noise. Right. Got it.
[08:21:31] Got it. >> And are you willing to allow that regret
[08:21:33] >> And are you willing to allow that regret to come up?
[08:21:34] to come up? >> So again, now I'm putting on him. Are
[08:21:36] >> So again, now I'm putting on him. Are you willing to allow this?
[08:21:39] you willing to allow this? >> No.
[08:21:40] >> No. >> Okay. Why not?
[08:21:43] >> Okay. Why not? >> I don't want to feel that feeling.
[08:21:44] >> I don't want to feel that feeling. >> Yeah. And like at the end of the day, we
[08:21:47] >> Yeah. And like at the end of the day, we don't sell magic pills,
[08:21:49] don't sell magic pills, >> right?
[08:21:49] >> right? >> It's really about drawing a line in the
[08:21:51] >> It's really about drawing a line in the sand and committing like, "Hey, I'm
[08:21:52] sand and committing like, "Hey, I'm going to do whatever it takes." So, I
[08:21:54] going to do whatever it takes." So, I never feel that regret. Is that
[08:21:55] never feel that regret. Is that something you're willing to do?
[08:21:57] something you're willing to do? >> Yeah.
[08:21:58] >> Yeah. >> But why now, though? Like, why not be
[08:22:00] >> But why now, though? Like, why not be that guy who's just like, "New year, new
[08:22:01] that guy who's just like, "New year, new me." Like, we just kick it down the road
[08:22:02] me." Like, we just kick it down the road cuz you could. So again, like right now,
[08:22:05] cuz you could. So again, like right now, I'm just getting him to commit to the
[08:22:06] I'm just getting him to commit to the idea of he needs to change because
[08:22:08] idea of he needs to change because that's all I'm selling at the end of the
[08:22:10] that's all I'm selling at the end of the day. I'm just I'm selling the commitment
[08:22:12] day. I'm just I'm selling the commitment to him changing and being a better
[08:22:14] to him changing and being a better person and getting rid of the feelings.
[08:22:17] person and getting rid of the feelings. That's all I'm doing right now. Just
[08:22:18] That's all I'm doing right now. Just getting more commitment, pushing back a
[08:22:19] getting more commitment, pushing back a little bit more. Like why now? Why not
[08:22:21] little bit more. Like why now? Why not do it later? I'm just I'm building more
[08:22:23] do it later? I'm just I'm building more of that up. So it's like I'm just
[08:22:25] of that up. So it's like I'm just building more urgency in to this
[08:22:27] building more urgency in to this conversation. That's all.
[08:22:32] I mean, I could, but it's at the end of
[08:22:34] I mean, I could, but it's at the end of the day if like I just continue kicking
[08:22:36] the day if like I just continue kicking it down the road.
[08:22:37] it down the road. >> It's like that person who always starts
[08:22:38] >> It's like that person who always starts their diet on Monday. It's like they
[08:22:40] their diet on Monday. It's like they they comes Monday and they never start.
[08:22:42] they comes Monday and they never start. >> Yeah. You don't want to be that guy, do
[08:22:43] >> Yeah. You don't want to be that guy, do you?
[08:22:45] you? >> Never.
[08:22:45] >> Never. >> You don't want to be that guy, right?
[08:22:47] >> You don't want to be that guy, right? >> Cuz I mean, based off what you're
[08:22:49] >> Cuz I mean, based off what you're telling me, especially when you're
[08:22:50] telling me, especially when you're talking about actually learning the
[08:22:52] talking about actually learning the skills to build urgency and not fall
[08:22:55] skills to build urgency and not fall into the trap of falling into
[08:22:56] into the trap of falling into objections,
[08:22:58] objections, >> what we're doing would definitely work
[08:22:59] >> what we're doing would definitely work for what you're looking for. So if I
[08:23:00] for what you're looking for. So if I help, I can take you through exactly
[08:23:01] help, I can take you through exactly like how that process works and how we
[08:23:03] like how that process works and how we can get you to 20,000 per month.
[08:23:05] can get you to 20,000 per month. >> Then from there, I'm like, "Hey man,
[08:23:06] >> Then from there, I'm like, "Hey man, that makes sense." Based on what you're
[08:23:08] that makes sense." Based on what you're saying, like what we're doing to work.
[08:23:09] saying, like what we're doing to work. Like right now, I'm not So at the very
[08:23:12] Like right now, I'm not So at the very beginning of the call, I'm more neutral,
[08:23:14] beginning of the call, I'm more neutral, a little bit more standoffish. Like I'm
[08:23:16] a little bit more standoffish. Like I'm not just asserting things at this point.
[08:23:18] not just asserting things at this point. I have his pain. I know exactly what's
[08:23:20] I have his pain. I know exactly what's going on. He's admitted that he is the
[08:23:22] going on. He's admitted that he is the problem. My neutrality is out the
[08:23:24] problem. My neutrality is out the window. It's like, "Hey, bro. I can
[08:23:26] window. It's like, "Hey, bro. I can definitely help you."
[08:23:28] definitely help you." Okay, now I am giving this person
[08:23:30] Okay, now I am giving this person certainty.
[08:23:32] certainty. So neutrality out the window. I am
[08:23:34] So neutrality out the window. I am certain I can help this person just from
[08:23:36] certain I can help this person just from the information he told me. Like now
[08:23:38] the information he told me. Like now that I know all this information, I
[08:23:40] that I know all this information, I cannot let this person off the call
[08:23:42] cannot let this person off the call without being being emotionally [ __ ]
[08:23:45] without being being emotionally [ __ ] up or buying. Like those are the only
[08:23:46] up or buying. Like those are the only two options after this. Okay. So I know
[08:23:51] two options after this. Okay. So I know I can help this person. So I'm not
[08:23:54] I can help this person. So I'm not neutral about it anymore. Like would
[08:23:56] neutral about it anymore. Like would that help?
[08:23:56] that help? >> Yeah. Yeah.
[08:23:57] >> Yeah. Yeah. >> Okay, cool. Do you have a pen and paper,
[08:23:58] >> Okay, cool. Do you have a pen and paper, Andy?
[08:24:00] Andy? >> I do.
[08:24:01] >> I do. >> Okay, perfect. So, what I want you to do
[08:24:03] >> Okay, perfect. So, what I want you to do is mark it one, two, and speed up
[08:24:07] is mark it one, two, and speed up >> the presentation part.
[08:24:08] >> the presentation part. >> First and foremost, how did the process
[08:24:09] >> First and foremost, how did the process feel, man?
[08:24:10] feel, man? >> What do you mean?
[08:24:10] >> What do you mean? >> Like sales process. We just want to
[08:24:11] >> Like sales process. We just want to discover how I didn't realize the
[08:24:12] discover how I didn't realize the process just good.
[08:24:14] process just good. >> You want to be able to sell like that?
[08:24:16] >> You want to be able to sell like that? >> Yeah, 100%.
[08:24:17] >> Yeah, 100%. >> Now, this is something that really if
[08:24:18] >> Now, this is something that really if you're selling training that like part
[08:24:20] you're selling training that like part of the presentation is just the way you
[08:24:22] of the presentation is just the way you sell people. So, that's a question I
[08:24:24] sell people. So, that's a question I always ask people. Hey, man, how to
[08:24:25] always ask people. Hey, man, how to feel, right? You want to learn how to do
[08:24:27] feel, right? You want to learn how to do that? All right, cool. Give me money.
[08:24:28] that? All right, cool. Give me money. Right? So, um, if you're not selling
[08:24:31] Right? So, um, if you're not selling that, which I assume most of you
[08:24:33] that, which I assume most of you wouldn't be, it's not really relevant.
[08:24:36] wouldn't be, it's not really relevant. But again, it's like typically when
[08:24:38] But again, it's like typically when we're talking about presentations, I'm
[08:24:40] we're talking about presentations, I'm going to like structure it in three
[08:24:41] going to like structure it in three different pillars. Keep it short,
[08:24:43] different pillars. Keep it short, concise, to the point, and like, hey,
[08:24:45] concise, to the point, and like, hey, you know how you said this. This is a
[08:24:47] you know how you said this. This is a problem you're running into. This is why
[08:24:48] problem you're running into. This is why we have this, this is how it's going to
[08:24:50] we have this, this is how it's going to solve this problem, and this is what it
[08:24:52] solve this problem, and this is what it means for you. Okay? So, I'm just
[08:24:53] means for you. Okay? So, I'm just focusing on the problems they have, what
[08:24:55] focusing on the problems they have, what I have to solve that problem, and what
[08:24:57] I have to solve that problem, and what after their problem is solved, like what
[08:24:58] after their problem is solved, like what it actually means for them.
[08:25:00] it actually means for them. >> Okay? Because like step number one is
[08:25:02] >> Okay? Because like step number one is how do we actually get a structure in
[08:25:03] how do we actually get a structure in place? Cuz you know, you said right now
[08:25:04] place? Cuz you know, you said right now just because we don't know exactly what
[08:25:06] just because we don't know exactly what to say, we're having a hard time
[08:25:07] to say, we're having a hard time building urgency, we're fearful, we're
[08:25:08] building urgency, we're fearful, we're going to ask the wrong questions.
[08:25:09] going to ask the wrong questions. >> So, I give you the exact structure to
[08:25:11] >> So, I give you the exact structure to somebody holding you accountable to make
[08:25:12] somebody holding you accountable to make sure we reach 20,000 per month.
[08:25:13] sure we reach 20,000 per month. >> Yeah. I mean, like I I would really
[08:25:14] >> Yeah. I mean, like I I would really appreciate it.
[08:25:15] appreciate it. >> Why you get multiple points that you're
[08:25:18] >> Why you get multiple points that you're going to be able to get back? you can
[08:25:19] going to be able to get back? you can hop on, learn from other people as well.
[08:25:20] hop on, learn from other people as well. But then that way again you get that
[08:25:21] But then that way again you get that process in place, get that
[08:25:22] process in place, get that >> Okay, I'm just skipping forward a little
[08:25:24] >> Okay, I'm just skipping forward a little bit because again, this is very much
[08:25:26] bit because again, this is very much industry specific stuff as far as like
[08:25:28] industry specific stuff as far as like the presentation. So some of it's not
[08:25:29] the presentation. So some of it's not going to be relatable to most of your
[08:25:32] going to be relatable to most of your guys' sales structure
[08:25:35] guys' sales structure back so you can start to get to the
[08:25:36] back so you can start to get to the point where you're making 20,000 per
[08:25:38] point where you're making 20,000 per month. Make sense?
[08:25:39] month. Make sense? >> Uhhuh. Yeah. Yeah.
[08:25:40] >> Uhhuh. Yeah. Yeah. >> But if you notice, I'm always tying it
[08:25:42] >> But if you notice, I'm always tying it back to the outcome, like what they
[08:25:44] back to the outcome, like what they want. That's what all your pillars need
[08:25:46] want. That's what all your pillars need to be tied into. That's what everything
[08:25:48] to be tied into. That's what everything in the presentation, it always needs to
[08:25:49] in the presentation, it always needs to be tied back to what it actually gives
[08:25:51] be tied back to what it actually gives them, like what it wants, what they
[08:25:53] them, like what it wants, what they want. Perfect. Last one ones and
[08:25:56] want. Perfect. Last one ones and accountability.
[08:25:57] accountability. Before we do get to the point, are you
[08:25:59] Before we do get to the point, are you actually open to being held accountable?
[08:26:01] actually open to being held accountable? Now, this is something that if you have
[08:26:03] Now, this is something that if you have any type of accountability, I would
[08:26:04] any type of accountability, I would always ask it in the presentation if not
[08:26:08] always ask it in the presentation if not in discovery. The reason if I can get
[08:26:10] in discovery. The reason if I can get this person to admit that they want to
[08:26:11] this person to admit that they want to be held accountable now I have a lot
[08:26:13] be held accountable now I have a lot more free reign when it comes to the
[08:26:16] more free reign when it comes to the objection handling right they're like
[08:26:18] objection handling right they're like okay well you know put in all my coaches
[08:26:21] okay well you know put in all my coaches I know you're looking for a little bit
[08:26:22] I know you're looking for a little bit of accountability you know the first
[08:26:24] of accountability you know the first first accountability session is like
[08:26:25] first accountability session is like right now okay so let's talk about it so
[08:26:28] right now okay so let's talk about it so you can be a little bit more forward
[08:26:29] you can be a little bit more forward because they admitted that they needed
[08:26:31] because they admitted that they needed accountability not only admitted it to
[08:26:33] accountability not only admitted it to you but they admitted it to themselves
[08:26:34] you but they admitted it to themselves that they need accountability so I
[08:26:36] that they need accountability so I always have some type of accountability
[08:26:38] always have some type of accountability pillar in there. I'm like, "Hey man,
[08:26:39] pillar in there. I'm like, "Hey man, before we do get to that point, like are
[08:26:40] before we do get to that point, like are you even open to that?" Cuz some people
[08:26:42] you even open to that?" Cuz some people are like, "Oh, yeah, I am." Like, why
[08:26:44] are like, "Oh, yeah, I am." Like, why would you? Right? And get them to tell
[08:26:46] would you? Right? And get them to tell themselves why they need the
[08:26:47] themselves why they need the accountability.
[08:26:49] accountability. >> I mean, like, how do you mean?
[08:26:52] >> I mean, like, how do you mean? >> Well, everyone's a little bit different,
[08:26:53] >> Well, everyone's a little bit different, right? Like, are you open to somebody
[08:26:56] right? Like, are you open to somebody holding you accountable to make sure we
[08:26:57] holding you accountable to make sure we reach 20,000 per month?
[08:26:59] reach 20,000 per month? >> Yeah. I mean, like, I I would really
[08:27:01] >> Yeah. I mean, like, I I would really appreciate it.
[08:27:02] appreciate it. >> Why? Because I mean like if I don't have
[08:27:06] >> Why? Because I mean like if I don't have like the skill set now to be able to do
[08:27:07] like the skill set now to be able to do that. I mean like I feel like I need
[08:27:09] that. I mean like I feel like I need someone else to kind of like put that
[08:27:10] someone else to kind of like put that pressure on you.
[08:27:11] pressure on you. >> Yeah. And and really as a coach it's my
[08:27:13] >> Yeah. And and really as a coach it's my job to tell you what you need to hear,
[08:27:14] job to tell you what you need to hear, not always tell you what you want to
[08:27:15] not always tell you what you want to hear. Okay. So that's what I'll be
[08:27:16] hear. Okay. So that's what I'll be doing. We'll have oneonone sessions each
[08:27:18] doing. We'll have oneonone sessions each month where we'll specifically pick out
[08:27:20] month where we'll specifically pick out what your lowest hanging fruit is and
[08:27:21] what your lowest hanging fruit is and really work on that. So it's going to be
[08:27:22] really work on that. So it's going to be customized to you. You also have
[08:27:23] customized to you. You also have unlimited access to me on Slack. So any
[08:27:25] unlimited access to me on Slack. So any questions you have, you can shoot them
[08:27:26] questions you have, you can shoot them over right away. And then from there,
[08:27:28] over right away. And then from there, I'll be checking in on you. We'll be
[08:27:29] I'll be checking in on you. We'll be looking at the data and we'll I'll be
[08:27:30] looking at the data and we'll I'll be pushing you to make sure we get to
[08:27:32] pushing you to make sure we get to 20,000 as quick as possible. Do you see
[08:27:33] 20,000 as quick as possible. Do you see how that can be helpful?
[08:27:34] how that can be helpful? >> Yeah, you see that be really helpful?
[08:27:36] >> Yeah, you see that be really helpful? >> Yeah. So, any questions on how the
[08:27:37] >> Yeah. So, any questions on how the structure works? Okay. Okay. So, I went
[08:27:39] structure works? Okay. Okay. So, I went through the entire structure and how I'm
[08:27:41] through the entire structure and how I'm going to finish that up is I'm going to
[08:27:43] going to finish that up is I'm going to ask, hey, any questions? I need to
[08:27:45] ask, hey, any questions? I need to eliminate any type of ambiguity, any
[08:27:48] eliminate any type of ambiguity, any type of muddiness out of his mind. Like,
[08:27:49] type of muddiness out of his mind. Like, hey, any questions how this works? Then
[08:27:52] hey, any questions how this works? Then from there, I need to tie off value. So
[08:27:54] from there, I need to tie off value. So understand like now that I'm going into
[08:27:56] understand like now that I'm going into presenting price and potentially
[08:27:58] presenting price and potentially handling objections, I know that there
[08:28:00] handling objections, I know that there are only three objections. Time, money,
[08:28:04] are only three objections. Time, money, value. Okay, so I need to eliminate one
[08:28:07] value. Okay, so I need to eliminate one of those. If I eliminate value, now
[08:28:09] of those. If I eliminate value, now there are only two objections. Either
[08:28:11] there are only two objections. Either it's money, logistical or fear, time,
[08:28:14] it's money, logistical or fear, time, logistical or fear. Nothing else.
[08:28:16] logistical or fear. Nothing else. Partner, what do they need to talk to
[08:28:18] Partner, what do they need to talk to the partner about? They need to talk to
[08:28:19] the partner about? They need to talk to the partner about money, right? Either
[08:28:21] the partner about money, right? Either logistically or fearbased. Okay, so
[08:28:23] logistically or fearbased. Okay, so that's really all it comes down to. Oh,
[08:28:25] that's really all it comes down to. Oh, I need to talk to other competitors.
[08:28:26] I need to talk to other competitors. What do they need to talk to other
[08:28:27] What do they need to talk to other competitors about? Either they're
[08:28:29] competitors about? Either they're looking for like a cheaper price or
[08:28:31] looking for like a cheaper price or something that's going to get them
[08:28:32] something that's going to get them quicker or it's a value thing. So, time,
[08:28:35] quicker or it's a value thing. So, time, money, value. So, I want to make sure
[08:28:36] money, value. So, I want to make sure I'm tying off value. Like, hey, this
[08:28:38] I'm tying off value. Like, hey, this will actually get you to your result. I
[08:28:40] will actually get you to your result. I need them to admit that to me. So,
[08:28:42] need them to admit that to me. So, eliminate any questions on your
[08:28:44] eliminate any questions on your presentation. Hey, any questions on
[08:28:46] presentation. Hey, any questions on anything that I went over. If they have
[08:28:48] anything that I went over. If they have questions, address it then. So, that way
[08:28:50] questions, address it then. So, that way it's cleancut. Then from there it's
[08:28:52] it's cleancut. Then from there it's like, okay, before we get into the
[08:28:53] like, okay, before we get into the investment, do you feel like with what I
[08:28:54] investment, do you feel like with what I laid out, like this would actually be
[08:28:55] laid out, like this would actually be the answer for you? Or do you feel like
[08:28:57] the answer for you? Or do you feel like with what I laid out, like this would
[08:28:58] with what I laid out, like this would actually take you from 6,000 per month
[08:29:00] actually take you from 6,000 per month to 20,000 per month? Why do you feel
[08:29:01] to 20,000 per month? Why do you feel like it would? Okay, get that. Then from
[08:29:04] like it would? Okay, get that. Then from there, okay, now I'm going to drop price
[08:29:06] there, okay, now I'm going to drop price and then ask for the sale. Let me show
[08:29:08] and then ask for the sale. Let me show you how it's done. The structure, group
[08:29:10] you how it's done. The structure, group coaching, and then one-on-one and
[08:29:11] coaching, and then one-on-one and accountability.
[08:29:13] accountability. >> Like for the group coaching, like like
[08:29:15] >> Like for the group coaching, like like is it like a bajillion people? Like are
[08:29:18] is it like a bajillion people? Like are you actually
[08:29:20] you actually >> It's small group.
[08:29:21] >> It's small group. >> Yeah. So it's small group. Typically the
[08:29:23] >> Yeah. So it's small group. Typically the calls run an hour, but it's like half
[08:29:25] calls run an hour, but it's like half the time I'll stay on an extra 30
[08:29:27] the time I'll stay on an extra 30 minutes or an hour just to if somebody
[08:29:28] minutes or an hour just to if somebody wants to stay on and ask questions, I'll
[08:29:31] wants to stay on and ask questions, I'll be there until everyone's question is
[08:29:34] be there until everyone's question is answered. So uh but typically I just run
[08:29:36] answered. So uh but typically I just run an hour.
[08:29:37] an hour. >> Okay, cool. Cuz like there was like
[08:29:39] >> Okay, cool. Cuz like there was like times before where like like I heard
[08:29:41] times before where like like I heard like there was like some sales train
[08:29:43] like there was like some sales train where it's like 100 people on like a
[08:29:44] where it's like 100 people on like a training call. It's like how are you
[08:29:46] training call. It's like how are you supposed to even
[08:29:48] supposed to even >> and I'm very intentional because like
[08:29:50] >> and I'm very intentional because like each client I do bring on again with the
[08:29:51] each client I do bring on again with the one-on-one sessions and me like
[08:29:53] one-on-one sessions and me like reviewing their calls and unlimited
[08:29:55] reviewing their calls and unlimited access to me, it does like at least take
[08:29:57] access to me, it does like at least take up an additional like 3 hours or so like
[08:30:00] up an additional like 3 hours or so like per week of my time. So it's like I'm
[08:30:02] per week of my time. So it's like I'm I'm like limited on how many people I
[08:30:03] I'm like limited on how many people I can bring in. So it's never going to
[08:30:05] can bring in. So it's never going to grow
[08:30:06] grow >> Yeah. just just how many clients I can
[08:30:09] >> Yeah. just just how many clients I can bring in, right? Like I'm never going to
[08:30:10] bring in, right? Like I'm never going to grow it to the point where you're not
[08:30:12] grow it to the point where you're not going to be able to get the support you
[08:30:14] going to be able to get the support you need. And it's very intentional that
[08:30:16] need. And it's very intentional that way. So again, right now I'm just
[08:30:18] way. So again, right now I'm just addressing the that this especially in
[08:30:20] addressing the that this especially in this industry when it comes to like
[08:30:22] this industry when it comes to like sales training in particular. Um not
[08:30:24] sales training in particular. Um not going to name any companies, but a lot
[08:30:26] going to name any companies, but a lot of them will just like [ __ ] like put
[08:30:29] of them will just like [ __ ] like put 100 people on a goddamn Zoom call and
[08:30:31] 100 people on a goddamn Zoom call and then not everyone gets their question
[08:30:32] then not everyone gets their question answered. So it's a very common value
[08:30:34] answered. So it's a very common value objection. So I'm just I'm eliminating
[08:30:36] objection. So I'm just I'm eliminating that that that is a value objection.
[08:30:38] that that that is a value objection. Like hey, no, small group. Everyone's
[08:30:40] Like hey, no, small group. Everyone's going to get their question answered.
[08:30:41] going to get their question answered. I'm going to stay on as long as it
[08:30:43] I'm going to stay on as long as it takes. And on top of that, you get
[08:30:45] takes. And on top of that, you get unlimited access to me. You can always
[08:30:46] unlimited access to me. You can always send me up on Slack, send me over any
[08:30:48] send me up on Slack, send me over any questions, and then we have one-on-one
[08:30:49] questions, and then we have one-on-one sessions. Okay? So, I'm just eliminating
[08:30:51] sessions. Okay? So, I'm just eliminating a value objection.
[08:30:53] a value objection. >> Okay?
[08:30:53] >> Okay? >> Right. So, any other questions on that?
[08:30:56] >> Right. So, any other questions on that? >> And anytime like you do answer a
[08:30:58] >> And anytime like you do answer a question, you eliminate a value
[08:30:59] question, you eliminate a value objection, you just want to follow up
[08:31:01] objection, you just want to follow up with the question, you want to push the
[08:31:02] with the question, you want to push the sales call forward. So, that's what I
[08:31:04] sales call forward. So, that's what I did. Any questions on that?
[08:31:06] did. Any questions on that? >> To be honest, no.
[08:31:08] >> To be honest, no. >> Okay. Okay. Well, do you feel like with
[08:31:09] >> Okay. Okay. Well, do you feel like with the structure and everything I did lay
[08:31:10] the structure and everything I did lay out and me giving you that hands-on help
[08:31:12] out and me giving you that hands-on help that you're needing to get the structure
[08:31:14] that you're needing to get the structure in place, build the urgency, do you feel
[08:31:16] in place, build the urgency, do you feel like that would actually get you to the
[08:31:17] like that would actually get you to the point where you could be making 20,000
[08:31:19] point where you could be making 20,000 per month?
[08:31:20] per month? >> Yeah.
[08:31:21] >> Yeah. >> Why do you feel?
[08:31:23] >> Why do you feel? >> I mean, like I have the structure now,
[08:31:25] >> I mean, like I have the structure now, right? Like the foundation to that.
[08:31:26] right? Like the foundation to that. >> So, it's like, yeah, definitely. Why do
[08:31:28] >> So, it's like, yeah, definitely. Why do you feel like I would? Now, he's telling
[08:31:29] you feel like I would? Now, he's telling himself, boom, value off the table. Now,
[08:31:32] himself, boom, value off the table. Now, if I get any objection after I drop
[08:31:34] if I get any objection after I drop price, it's time or money. Okay.
[08:31:35] price, it's time or money. Okay. Typically, especially when we're talking
[08:31:37] Typically, especially when we're talking about people who aren't making that much
[08:31:39] about people who aren't making that much money, they have tons of time, right? So
[08:31:42] money, they have tons of time, right? So then I can go into it 95% chance if I do
[08:31:46] then I can go into it 95% chance if I do get an objection, it's just going to be
[08:31:47] get an objection, it's just going to be money. Okay? So I'm just knowing that
[08:31:50] money. Okay? So I'm just knowing that going into the conversation, right? Like
[08:31:52] going into the conversation, right? Like tapping into people's identity, which is
[08:31:54] tapping into people's identity, which is something I feel like I should
[08:31:55] something I feel like I should definitely be doing more. Um like the
[08:31:58] definitely be doing more. Um like the group trainings, the one-on-one, like
[08:32:01] group trainings, the one-on-one, like the accountability is a big one as well.
[08:32:03] the accountability is a big one as well. Like just all that. No, dude. Sounds
[08:32:06] Like just all that. No, dude. Sounds sounds good, man. Well, it looks like we
[08:32:07] sounds good, man. Well, it looks like we went over everything you're actually
[08:32:08] went over everything you're actually looking for to get you to the point
[08:32:10] looking for to get you to the point where you can build urgency, get you to
[08:32:12] where you can build urgency, get you to 20,000 per month.
[08:32:13] 20,000 per month. >> So, as far as like the actual investment
[08:32:15] >> So, as far as like the actual investment in order to get there, the investment
[08:32:17] in order to get there, the investment required is going to be 8,000.
[08:32:19] required is going to be 8,000. >> So, that is going to be and the length
[08:32:21] >> So, that is going to be and the length of time to get you to the point where
[08:32:22] of time to get you to the point where you're making 20,000 per month is going
[08:32:24] you're making 20,000 per month is going to be 4 months.
[08:32:25] to be 4 months. >> Okay?
[08:32:26] >> Okay? >> So, there are a couple different ways to
[08:32:28] >> So, there are a couple different ways to break it up. It's going to depend on
[08:32:29] break it up. It's going to depend on what works best for you, but the next
[08:32:31] what works best for you, but the next steps are pretty basic. taking care of
[08:32:33] steps are pretty basic. taking care of the investment, getting you set up with
[08:32:34] the investment, getting you set up with an onboarding. So that way we can hop on
[08:32:37] an onboarding. So that way we can hop on our one-on-one session and we can start
[08:32:38] our one-on-one session and we can start working on how to ask the right
[08:32:40] working on how to ask the right questions, how not to be fearful in our
[08:32:42] questions, how not to be fearful in our sales call, and how to actually start
[08:32:43] sales call, and how to actually start overcoming these objections. Any
[08:32:45] overcoming these objections. Any questions on how that works. So again, I
[08:32:48] questions on how that works. So again, I drop prize very intentionally. I'm like,
[08:32:50] drop prize very intentionally. I'm like, hey, so we talked about how we get you
[08:32:53] hey, so we talked about how we get you outcome. The investment to get you
[08:32:55] outcome. The investment to get you outcome is this. Now, if you are on an
[08:32:58] outcome is this. Now, if you are on an account that has a lot of money
[08:33:01] account that has a lot of money objections or fear money objections, I
[08:33:03] objections or fear money objections, I you just drop. There's a couple
[08:33:05] you just drop. There's a couple different ways to break it up. It's
[08:33:06] different ways to break it up. It's going to depend on what works best for
[08:33:07] going to depend on what works best for you. And then from there, it's like you
[08:33:09] you. And then from there, it's like you just talk about what the next steps are
[08:33:12] just talk about what the next steps are as far as the process so you can get
[08:33:14] as far as the process so you can get outcome. Make the outcome specific, not
[08:33:17] outcome. Make the outcome specific, not so you can make more sales. It's no, so
[08:33:19] so you can make more sales. It's no, so you can stop being fearful on your
[08:33:20] you can stop being fearful on your calls. You can overcome these objections
[08:33:21] calls. You can overcome these objections and hit that 20,000 per month. Again,
[08:33:23] and hit that 20,000 per month. Again, it's specific outcomes that are going to
[08:33:25] it's specific outcomes that are going to speak to him. I'm not general at this
[08:33:27] speak to him. I'm not general at this point. We just had 30 minute
[08:33:29] point. We just had 30 minute conversation. I'm now specific to his
[08:33:30] conversation. I'm now specific to his pain points, his problems, and I'm tying
[08:33:33] pain points, his problems, and I'm tying the investment to the outcome. If I'm
[08:33:36] the investment to the outcome. If I'm just saying like, "Hey, the the
[08:33:37] just saying like, "Hey, the the investment required is going to be
[08:33:39] investment required is going to be 8,000." Quiet. What is the only thing
[08:33:41] 8,000." Quiet. What is the only thing now that is going through his mind? Just
[08:33:43] now that is going through his mind? Just the investment. Okay. So, I talk about
[08:33:46] the investment. Okay. So, I talk about the investment and I do it in a way to
[08:33:48] the investment and I do it in a way to where it's not a big deal. And then I
[08:33:50] where it's not a big deal. And then I also tie in to the outcome that he's
[08:33:53] also tie in to the outcome that he's getting. So now when he's thinking about
[08:33:54] getting. So now when he's thinking about the investment, he's also thinking about
[08:33:56] the investment, he's also thinking about him not being fearful, him getting rid
[08:33:58] him not being fearful, him getting rid of the feeling that we had talked about
[08:34:00] of the feeling that we had talked about previously in the call and him getting
[08:34:03] previously in the call and him getting 20,000 per month. Him getting outcome.
[08:34:05] 20,000 per month. Him getting outcome. This is very important.
[08:34:10] >> Like no questions, but it's just like
[08:34:12] >> Like no questions, but it's just like damn 8 grand.
[08:34:14] damn 8 grand. >> Yeah.
[08:34:15] >> Yeah. >> Okay. What did he say? Damn 8 grand.
[08:34:19] >> Okay. What did he say? Damn 8 grand. Okay. What does he mean? That's a lot of
[08:34:20] Okay. What does he mean? That's a lot of money. So, what objection is he giving
[08:34:23] money. So, what objection is he giving me? At least in my head, I'm like,
[08:34:24] me? At least in my head, I'm like, "Okay." And you don't want to just like
[08:34:27] "Okay." And you don't want to just like jump on people right now. You want to
[08:34:30] jump on people right now. You want to give them a little bit of space to
[08:34:32] give them a little bit of space to actually tell you what's going on,
[08:34:33] actually tell you what's going on, clarify, understand what's going on. But
[08:34:37] clarify, understand what's going on. But it smells like a money objection. Okay.
[08:34:46] Like, would that work for you? Now, I'm
[08:34:48] Like, would that work for you? Now, I'm just asking for this. It it would
[08:34:51] just asking for this. It it would >> I'm asking for the sale to just I'm
[08:34:53] >> I'm asking for the sale to just I'm like, "Hey, tell me what you're
[08:34:55] like, "Hey, tell me what you're objecting to,
[08:34:56] objecting to, >> but it's just like
[08:34:59] >> but it's just like like I'm just a little I don't know.
[08:35:02] like I'm just a little I don't know. I don't know.
[08:35:04] I don't know. >> Well, what's what's coming up for you,
[08:35:05] >> Well, what's what's coming up for you, man?" Like again, like we're on the same
[08:35:07] man?" Like again, like we're on the same team here.
[08:35:09] team here. Like
[08:35:10] Like >> And if you see my demeanor, like I'm
[08:35:12] >> And if you see my demeanor, like I'm slowing myself down cuz you have to
[08:35:14] slowing myself down cuz you have to understand something. When somebody is
[08:35:16] understand something. When somebody is fearful, we drop the money, there's
[08:35:18] fearful, we drop the money, there's things coming up, like their brain's
[08:35:19] things coming up, like their brain's going to speed up and they're not going
[08:35:21] going to speed up and they're not going to think straight. So, the problem is
[08:35:23] to think straight. So, the problem is like number one, you can't take
[08:35:24] like number one, you can't take objections serious. Like, you can't take
[08:35:26] objections serious. Like, you can't take them personally. Okay? Number two, you
[08:35:28] them personally. Okay? Number two, you can't believe their objection. You can't
[08:35:30] can't believe their objection. You can't believe their limitation. And number
[08:35:32] believe their limitation. And number three, you can't
[08:35:34] three, you can't expect somebody who is fearful to make
[08:35:37] expect somebody who is fearful to make sense. Okay? They're going to contradict
[08:35:39] sense. Okay? They're going to contradict themselves. Why? Because their brain
[08:35:41] themselves. Why? Because their brain sped up and they're not thinking
[08:35:42] sped up and they're not thinking straight. And that's fine. So your job
[08:35:44] straight. And that's fine. So your job is slow yourself down to help them slow
[08:35:46] is slow yourself down to help them slow down, help them think straight, help
[08:35:48] down, help them think straight, help focus on what the right thing is and
[08:35:51] focus on what the right thing is and then help them overcome the objection.
[08:35:53] then help them overcome the objection. >> I want to say like
[08:35:56] >> I want to say like I don't want to say scared, but I feel
[08:35:57] I don't want to say scared, but I feel like I'm a bit scared like like what if
[08:35:59] like I'm a bit scared like like what if the accountability isn't there? Like
[08:36:02] the accountability isn't there? Like like I'm just like
[08:36:03] like I'm just like >> Yeah.
[08:36:04] >> Yeah. >> You know what I mean? Like
[08:36:05] >> You know what I mean? Like >> and dude, so again, and what a a trap
[08:36:08] >> and dude, so again, and what a a trap you could fall into cuz he had mentioned
[08:36:09] you could fall into cuz he had mentioned something about the program, but I had
[08:36:10] something about the program, but I had already tied the program. Like I've
[08:36:12] already tied the program. Like I've already tied that program to the side.
[08:36:15] already tied that program to the side. So now I just know like what he's
[08:36:16] So now I just know like what he's objecting to. He's scared about spending
[08:36:18] objecting to. He's scared about spending the money. And that was the biggest
[08:36:20] the money. And that was the biggest thing he had talked about before, right?
[08:36:23] thing he had talked about before, right? So I just need to get into the money
[08:36:25] So I just need to get into the money objection.
[08:36:26] objection. >> I can I can get where you're coming
[08:36:27] >> I can I can get where you're coming from. If you just put money aside for a
[08:36:29] from. If you just put money aside for a second,
[08:36:31] second, >> would you do it?
[08:36:32] >> would you do it? >> So again, I'm isolating. Hey, if you put
[08:36:34] >> So again, I'm isolating. Hey, if you put money aside, would you do it? And I need
[08:36:37] money aside, would you do it? And I need his why. So, when you are going into
[08:36:40] his why. So, when you are going into objection handling, you have the
[08:36:41] objection handling, you have the objection and then you have their why.
[08:36:43] objection and then you have their why. Okay? Why they would actually do it. And
[08:36:45] Okay? Why they would actually do it. And I need them to start to focus on their
[08:36:47] I need them to start to focus on their why. So, that way I can actually get
[08:36:49] why. So, that way I can actually get leverage to get them to overcome their
[08:36:51] leverage to get them to overcome their limitations. Cuz that's all an objection
[08:36:53] limitations. Cuz that's all an objection is. It is just their limitations coming
[08:36:56] is. It is just their limitations coming up. And that's fine. That's why they're
[08:36:58] up. And that's fine. That's why they're on the call. If they didn't have these
[08:37:00] on the call. If they didn't have these limitations, dude, they wouldn't need
[08:37:02] limitations, dude, they wouldn't need me. That's fine. I'm here to help. So,
[08:37:05] me. That's fine. I'm here to help. So, that's how it should come across.
[08:37:07] that's how it should come across. >> Yeah.
[08:37:08] >> Yeah. >> Why would you do it, though?
[08:37:11] >> Why would you do it, though? >> I mean, I see like what you laid out
[08:37:14] >> I mean, I see like what you laid out like this this would work.
[08:37:15] like this this would work. >> Again, like take the program out of it.
[08:37:17] >> Again, like take the program out of it. Like, why would you actually invest in
[08:37:19] Like, why would you actually invest in yourself to make sure you can make more
[08:37:21] yourself to make sure you can make more money, you get the status, and
[08:37:22] money, you get the status, and everything you're looking for. So,
[08:37:24] everything you're looking for. So, again, I don't need more buyin on the
[08:37:26] again, I don't need more buyin on the program. I need more buy in on why he
[08:37:29] program. I need more buy in on why he would actually want to improve. Like why
[08:37:31] would actually want to improve. Like why he wants his outcome? The real genuine
[08:37:34] he wants his outcome? The real genuine why is going to give me that leverage I
[08:37:35] why is going to give me that leverage I need?
[08:37:38] need? >> If I don't, who's going to do it?
[08:37:40] >> If I don't, who's going to do it? >> Yeah. But why would you do it though?
[08:37:42] >> Yeah. But why would you do it though? Again, I'm asking again. I need him to
[08:37:44] Again, I'm asking again. I need him to admit it.
[08:37:44] admit it. >> Get better,
[08:37:46] >> Get better, >> right? So, it just comes down to can I
[08:37:49] >> right? So, it just comes down to can I make a suggestion because I I can get
[08:37:50] make a suggestion because I I can get you're a bit fearful.
[08:37:53] you're a bit fearful. >> Yeah.
[08:37:54] >> Yeah. like which which do you feel like is
[08:37:56] like which which do you feel like is riskier at the end of the day? Do you
[08:37:59] riskier at the end of the day? Do you continue to hold on to this fear like we
[08:38:01] continue to hold on to this fear like we have been and we continue the same cycle
[08:38:03] have been and we continue the same cycle that we have been for the past 4 months
[08:38:06] that we have been for the past 4 months >> or we shape this fear, we take action,
[08:38:10] >> or we shape this fear, we take action, we bet on ourselves
[08:38:12] we bet on ourselves >> so that way we can actually change what
[08:38:14] >> so that way we can actually change what we're doing. Like which one do you feel
[08:38:16] we're doing. Like which one do you feel like is actually riskier?
[08:38:21] >> Just waiting and and not taking action.
[08:38:24] >> Just waiting and and not taking action. Why?
[08:38:26] Why? >> So again, I use just a what's riskier
[08:38:28] >> So again, I use just a what's riskier frame. So something pretty basic. Hey,
[08:38:30] frame. So something pretty basic. Hey, what's riskier? Staying the same or
[08:38:32] what's riskier? Staying the same or changing. Okay. Staying the same is
[08:38:34] changing. Okay. Staying the same is riskier. Why? I need him to get more out
[08:38:37] riskier. Why? I need him to get more out of it. Get him to tell me more.
[08:38:40] of it. Get him to tell me more. >> That's the case. I'm just going to
[08:38:41] >> That's the case. I'm just going to continue leaving, you know, 14 grand on
[08:38:43] continue leaving, you know, 14 grand on the table each and every single month.
[08:38:45] the table each and every single month. >> What happens if you if you do if you
[08:38:47] >> What happens if you if you do if you continue to leave the money on the
[08:38:49] continue to leave the money on the table?
[08:38:49] table? >> Digging deeper. Consequences.
[08:38:51] >> Digging deeper. Consequences. >> Nothing good. It's just I'm I'm staying
[08:38:53] >> Nothing good. It's just I'm I'm staying where I am.
[08:38:55] where I am. >> Yeah.
[08:38:57] >> Yeah. >> And how are you going to get out of
[08:38:59] >> And how are you going to get out of staying where you're at if you don't
[08:39:01] staying where you're at if you don't learn the skills to actually start
[08:39:03] learn the skills to actually start making the commissions and start
[08:39:05] making the commissions and start creating urgency in your pro in your uh
[08:39:08] creating urgency in your pro in your uh prospects.
[08:39:10] prospects. So now I'm like, okay, I'm getting
[08:39:11] So now I'm like, okay, I'm getting consequences. I'm digging deeper. And
[08:39:13] consequences. I'm digging deeper. And then I'm asking the question, hey, how
[08:39:15] then I'm asking the question, hey, how are you going to get out of this if you
[08:39:16] are you going to get out of this if you don't change?
[08:39:19] don't change? Now I like I have the leverage. Now I
[08:39:21] Now I like I have the leverage. Now I need to shift the belief of again it's
[08:39:24] need to shift the belief of again it's riskier to say the same and how are we
[08:39:27] riskier to say the same and how are we going to change if we don't change.
[08:39:35] >> I guess I've never learned but like
[08:39:38] >> I guess I've never learned but like >> but do you do you want to stay in that
[08:39:39] >> but do you do you want to stay in that cycle?
[08:39:41] cycle? >> So if you notice he's about to go off
[08:39:42] >> So if you notice he's about to go off into something else like anytime like oh
[08:39:44] into something else like anytime like oh I guess I'll never learn but like
[08:39:46] I guess I'll never learn but like they're about to tell you something else
[08:39:48] they're about to tell you something else that honestly you don't need to hear.
[08:39:50] that honestly you don't need to hear. And especially in objection handling,
[08:39:52] And especially in objection handling, I'm going to be very intentional about
[08:39:54] I'm going to be very intentional about what I allow them to talk about because
[08:39:56] what I allow them to talk about because again, people think by talking. So what
[08:39:58] again, people think by talking. So what they talk about is what they're thinking
[08:40:00] they talk about is what they're thinking about. So if I control what they talk
[08:40:02] about. So if I control what they talk about, then I control what they're
[08:40:04] about, then I control what they're thinking about. So if I get them to
[08:40:05] thinking about. So if I get them to focus on what's important, the
[08:40:08] focus on what's important, the consequences of not changing,
[08:40:11] consequences of not changing, their actual why, then if that's all
[08:40:13] their actual why, then if that's all they're thinking about, like they're
[08:40:14] they're thinking about, like they're going to take action because that's what
[08:40:16] going to take action because that's what they need to do. But if I allow them to
[08:40:18] they need to do. But if I allow them to continue to tell me, but also tell
[08:40:20] continue to tell me, but also tell themselves their limitations, then we're
[08:40:22] themselves their limitations, then we're just going to keep on going in a cycle.
[08:40:24] just going to keep on going in a cycle. So, I'm very intentionally like I'm
[08:40:26] So, I'm very intentionally like I'm cutting them off. I'm not letting him
[08:40:27] cutting them off. I'm not letting him get to the butt.
[08:40:29] get to the butt. >> No.
[08:40:30] >> No. >> So, why right now are you choosing it?
[08:40:35] >> It's really just cuz I'm
[08:40:38] >> It's really just cuz I'm I'm scared. Like, I don't want to just
[08:40:40] I'm scared. Like, I don't want to just lose on eight grand, you know?
[08:40:42] lose on eight grand, you know? >> Yeah. And I can I can appreciate that
[08:40:44] >> Yeah. And I can I can appreciate that there's a bit of fear there cuz like I
[08:40:46] there's a bit of fear there cuz like I I've been in your seat before so there's
[08:40:48] I've been in your seat before so there's no judgment on my end but when it comes
[08:40:50] no judgment on my end but when it comes so something I did right there. Okay. So
[08:40:52] so something I did right there. Okay. So I got what the real thing is like he's
[08:40:54] I got what the real thing is like he's fearful about the money all the stuff
[08:40:56] fearful about the money all the stuff like this is why he's choosing right now
[08:40:58] like this is why he's choosing right now to stay in his own cycle. Okay. So I'm
[08:41:00] to stay in his own cycle. Okay. So I'm like hey there's no judgment on my end.
[08:41:01] like hey there's no judgment on my end. So again like I don't want them to feel
[08:41:03] So again like I don't want them to feel judged for giving me an objection. So
[08:41:06] judged for giving me an objection. So that's why I say something like that and
[08:41:08] that's why I say something like that and I want to reward them for being open
[08:41:11] I want to reward them for being open with me. And then now I'm going to give
[08:41:14] with me. And then now I'm going to give them a different perspective on what
[08:41:16] them a different perspective on what fear is.
[08:41:18] fear is. Down to fear, there's really two types
[08:41:20] Down to fear, there's really two types of fear. It's like we're a deer in the
[08:41:22] of fear. It's like we're a deer in the headlights.
[08:41:23] headlights. >> So it's like right now we're crossing
[08:41:25] >> So it's like right now we're crossing the road and then the headlights are
[08:41:27] the road and then the headlights are coming towards us about us staying the
[08:41:29] coming towards us about us staying the same, us being average
[08:41:31] same, us being average >> and we can either freeze up, let it hit
[08:41:34] >> and we can either freeze up, let it hit us, or we can use that fear to get out
[08:41:36] us, or we can use that fear to get out of the way. Which one would you rather
[08:41:39] of the way. Which one would you rather do? So again, when we're talking about
[08:41:41] do? So again, when we're talking about frames, it's very accustomed to what he
[08:41:43] frames, it's very accustomed to what he had talked about. Like his fear was
[08:41:46] had talked about. Like his fear was being average. If he hadn't told me
[08:41:48] being average. If he hadn't told me that, I wouldn't say that. So I use it
[08:41:51] that, I wouldn't say that. So I use it for what he said. And then from there,
[08:41:53] for what he said. And then from there, I'm giving him a binary option. Do you
[08:41:54] I'm giving him a binary option. Do you want to get hit by the car or do you
[08:41:56] want to get hit by the car or do you want to move out of the way?
[08:42:00] >> I want to get out of the way.
[08:42:02] >> I want to get out of the way. >> Okay. Why?
[08:42:04] >> Okay. Why? >> If I don't, we get hit.
[08:42:06] >> If I don't, we get hit. >> And what happens if you get hit?
[08:42:09] >> And what happens if you get hit? consequence.
[08:42:11] consequence. >> I just continue being who I am like
[08:42:12] >> I just continue being who I am like average. Just
[08:42:13] average. Just >> Yeah.
[08:42:15] >> Yeah. >> And it's like, and now you're being
[08:42:17] >> And it's like, and now you're being real.
[08:42:18] real. >> Yeah.
[08:42:18] >> Yeah. >> And I appreciate that, dude. Like, dude,
[08:42:20] >> And I appreciate that, dude. Like, dude, money, that's the easy part. We can
[08:42:22] money, that's the easy part. We can figure that stuff out. The hard part is
[08:42:24] figure that stuff out. The hard part is just you committing to not being that
[08:42:25] just you committing to not being that guy who's average. So, again, now I'm
[08:42:28] guy who's average. So, again, now I'm shifting
[08:42:30] shifting what's important. He's talking about the
[08:42:32] what's important. He's talking about the importance is the money. I'm like, no,
[08:42:33] importance is the money. I'm like, no, the money is easy. The actual important
[08:42:36] the money is easy. The actual important part is you just committing to not being
[08:42:37] part is you just committing to not being average and getting commitment on that.
[08:42:40] average and getting commitment on that. Once I have the leverage, once I've
[08:42:42] Once I have the leverage, once I've reframed his belief, now I need
[08:42:44] reframed his belief, now I need commitment to change. And if he's
[08:42:46] commitment to change. And if he's committed to change, like guess what?
[08:42:47] committed to change, like guess what? He's going to give money, right? He's
[08:42:48] He's going to give money, right? He's going to buy, right? That's what it
[08:42:50] going to buy, right? That's what it comes down to. So, I'm shifting what's
[08:42:52] comes down to. So, I'm shifting what's important from the money to commitment
[08:42:54] important from the money to commitment cuz really that is what's important.
[08:42:56] cuz really that is what's important. Okay.
[08:42:58] Okay. >> Power part is you committing to being
[08:42:59] >> Power part is you committing to being the best version of yourself.
[08:43:01] the best version of yourself. >> So, are you actually committed?
[08:43:04] >> So, are you actually committed? Yeah.
[08:43:05] Yeah. >> Okay. So, if you're committed, man, we
[08:43:08] >> Okay. So, if you're committed, man, we can figure it out. Let's not focus on
[08:43:10] can figure it out. Let's not focus on what we can't do. Let's focus on what we
[08:43:12] what we can't do. Let's focus on what we can do. Like, Bill's expenses aside,
[08:43:14] can do. Like, Bill's expenses aside, like what are you actually working with?
[08:43:15] like what are you actually working with? And we can see like how do we how can we
[08:43:17] And we can see like how do we how can we make this work for you? And again, I say
[08:43:19] make this work for you? And again, I say that very intentionally. Like, Bill's
[08:43:21] that very intentionally. Like, Bill's expenses aside, like what are you
[08:43:22] expenses aside, like what are you actually working with? I want a number
[08:43:23] actually working with? I want a number out of him. So, that way I can go, okay,
[08:43:26] out of him. So, that way I can go, okay, if you can do this, you're really
[08:43:28] if you can do this, you're really committed and you can do this, this is
[08:43:29] committed and you can do this, this is what I can do for you. Now, it's
[08:43:30] what I can do for you. Now, it's reciprocity. Okay? Hey, rather than just
[08:43:32] reciprocity. Okay? Hey, rather than just saying like, "Hey, we have payment
[08:43:33] saying like, "Hey, we have payment plans. Would this work? Would this work?
[08:43:34] plans. Would this work? Would this work? Would this work?" No, it's like, "Hey,
[08:43:36] Would this work?" No, it's like, "Hey, what do you have? And I'll see what I
[08:43:38] what do you have? And I'll see what I can do." And the reason why as soon as
[08:43:40] can do." And the reason why as soon as he told me the money, I just don't go
[08:43:43] he told me the money, I just don't go right into like, "Oh, the logistics
[08:43:45] right into like, "Oh, the logistics like, hey, what can you do?" is because
[08:43:47] like, hey, what can you do?" is because I need to get him in a resourceful state
[08:43:49] I need to get him in a resourceful state of mind. Okay? If I don't shift the fear
[08:43:53] of mind. Okay? If I don't shift the fear before we talk about the numbers, he's
[08:43:55] before we talk about the numbers, he's not going to give me a good number.
[08:43:57] not going to give me a good number. Okay? I'm going to collect a lot less
[08:43:59] Okay? I'm going to collect a lot less cash up front. number one or number two
[08:44:02] cash up front. number one or number two like I'm not going to get an answer at
[08:44:03] like I'm not going to get an answer at all. They're like, "Oh, I need to check
[08:44:05] all. They're like, "Oh, I need to check the finances. I need to do this and then
[08:44:07] the finances. I need to do this and then like let me get back to you and I can
[08:44:08] like let me get back to you and I can give you a number." Right? We're not
[08:44:10] give you a number." Right? We're not going to get anywhere. So from there,
[08:44:12] going to get anywhere. So from there, like I need to shift that belief. I need
[08:44:13] like I need to shift that belief. I need to get them in a resourceful state of
[08:44:15] to get them in a resourceful state of mind first. Then the reliability, how
[08:44:19] mind first. Then the reliability, how reliable this answer I'm about to get is
[08:44:21] reliable this answer I'm about to get is much higher. If I don't get in and shift
[08:44:24] much higher. If I don't get in and shift the belief first, if I ask that right
[08:44:26] the belief first, if I ask that right away, like, okay, money aside, would you
[08:44:27] away, like, okay, money aside, would you do it? Why? Okay. So, what can you do?
[08:44:30] do it? Why? Okay. So, what can you do? Then the reliability of that answer is
[08:44:32] Then the reliability of that answer is much lower. I'm going to get a much
[08:44:34] much lower. I'm going to get a much lower answer because it's going to be
[08:44:36] lower answer because it's going to be tainted by the belief of fear. Okay? So,
[08:44:40] tainted by the belief of fear. Okay? So, this is a it's going to be a better way
[08:44:41] this is a it's going to be a better way to get better answers, get more cash
[08:44:43] to get better answers, get more cash upfront, and actually get real answers
[08:44:46] upfront, and actually get real answers out of him. Have a real conversation at
[08:44:48] out of him. Have a real conversation at this point. All right. So, you just
[08:44:50] this point. All right. So, you just heard two real high ticket sales calls.
[08:44:53] heard two real high ticket sales calls. Real money on the line. the exact moment
[08:44:55] Real money on the line. the exact moment when the prospect was hesitant to them
[08:44:57] when the prospect was hesitant to them going allin. Okay? And I didn't do it by
[08:45:01] going allin. Okay? And I didn't do it by bulldozing them with like rebuttals or
[08:45:03] bulldozing them with like rebuttals or using some canned like script or
[08:45:06] using some canned like script or anything like that. I used it by
[08:45:07] anything like that. I used it by actually selling to their identity and
[08:45:09] actually selling to their identity and having a real conversation.
[08:45:12] having a real conversation. That's how like I'm able to help people
[08:45:15] That's how like I'm able to help people double, triple, 5x their commissions in
[08:45:18] double, triple, 5x their commissions in as little as 90 days. like selling the
[08:45:20] as little as 90 days. like selling the same offer that they're already on, same
[08:45:22] same offer that they're already on, same type of calls, just selling it in a
[08:45:24] type of calls, just selling it in a different way. So, if you're serious
[08:45:26] different way. So, if you're serious about actually doubling your
[08:45:27] about actually doubling your commissions, tripling your commissions
[08:45:29] commissions, tripling your commissions in the next 4 months, and you want me in
[08:45:32] in the next 4 months, and you want me in your corner, you actually want me to
[08:45:33] your corner, you actually want me to break down your calls. I map all of what
[08:45:35] break down your calls. I map all of what I just did for you specifically, we work
[08:45:37] I just did for you specifically, we work one-on-one. Check out the link in the
[08:45:40] one-on-one. Check out the link in the description. We'll start by a full call
[08:45:42] description. We'll start by a full call breakdown. I will listen to your call.
[08:45:44] breakdown. I will listen to your call. It takes me 1 to 3 hours to do a full
[08:45:46] It takes me 1 to 3 hours to do a full call breakdown of your call and I'll
[08:45:47] call breakdown of your call and I'll tell you exactly what you need to work
[08:45:49] tell you exactly what you need to work on for you specifically on how you can
[08:45:52] on for you specifically on how you can increase your commissions right away.
[08:45:54] increase your commissions right away. Now, as you might imagine, because I
[08:45:56] Now, as you might imagine, because I only work one-on-one with people, I do
[08:45:57] only work one-on-one with people, I do not have some basic [ __ ] group program.
[08:46:00] not have some basic [ __ ] group program. Spots are limited, okay? First come,
[08:46:02] Spots are limited, okay? First come, first serve. And I'm never going to take
[08:46:04] first serve. And I'm never going to take away how much support I give. I'm only
[08:46:07] away how much support I give. I'm only going to raise the prices, guys. So, if
[08:46:09] going to raise the prices, guys. So, if you want to become that closer who's
[08:46:11] you want to become that closer who's actually a top 01% closer, closing 90%
[08:46:14] actually a top 01% closer, closing 90% of the people you're selling, I'll see
[08:46:16] of the people you're selling, I'll see you inside. If not, I'll see the rest of
[08:46:18] you inside. If not, I'll see the rest of you guys on the next