Watch Me Close $8,000 in under 50 minutes (LIVE)

https://www.youtube.com/watch?v=169qQ9C6cFs

[00:00] This is a real sales call where I closed someone for $8,000 in under 50 minutes.
[00:05] I'm Christian Pulk and I've sold over $8 million in high ticket services.
[00:09] In this video, I'll be breaking down one of my sales calls, not a layown sale, somebody who gave me actual push back.
[00:17] So, ready to dive in?
[00:20] Yeah, let's do it.
[00:22] So, you can see what the top 1% of sales reps do and also why they're doing it.
[00:28] And no, I'm not just going to be pressing play and letting the video run.
[00:29] I'll be pausing the call at key moments to explain a few things.
[00:34] Number one, what am I thinking in real time?
[00:36] Two, crucial mistakes you might be doing in your sales calls that's creating resistance.
[00:43] And three, exactly what you should be doing on your own sales calls in your own sales process to make more commissions.
[00:49] Okay, so let's go ahead.
[00:51] Let's get into the call.
[00:54] All right, so let's dive into the sales call.
[00:57] Got my glasses on here.
[00:57] Got my headphones going.
[00:57] Got some smelling
[01:01] my headphones going.
[01:01] Got some smelling salts.
[01:03] salts.
[01:03] Wake you up a little bit.
[01:05] Now, let's go ahead and dive into this call.
[01:08] All right.
[01:09] So, for a little bit of context, I sales training, right?
[01:13] So, this is a salesperson looking to get better at sales.
[01:16] So, if you know anything about offers, this is an improvement offer.
[01:19] I help people get better at something they're already doing.
[01:23] is very different from a bisop offer or a new opportunity offer which means you help somebody do something they're not doing.
[01:27] Two different conversations.
[01:31] So this one I need to create a lot of doubt in their mind about what they're currently doing because I'm going to help them improve it.
[01:35] So that's going to be the big distinction between an improvement and a new opportunity.
[01:38] See me?
[01:44] Yeah, you're good.
[01:45] Okay, cool, dude.
[01:47] So it looks like you booked in here about possibly getting some help with your sales.
[01:49] Sound about right?
[01:51] Um yeah.
[01:51] Yeah.
[01:54] Okay, cool, man.
[01:56] Looks like we made it to the right spot.
[01:57] Um, just so we're on the same page, man.
[01:59] What made you want to go ahead and uh like book in the call today?
[02:01] Like, how can I help?
[02:02] Can I help?
[02:04] Um, I just kind of wanted to like see like a bit more about like how you help reps like um I was just watching like a bit of your content and like the stuff you put out.
[02:13] Like I tried on my calls and it it got like okay results.
[02:17] Yeah.
[02:19] So, first things first, what I'm noticing from him is he's a bit closed off.
[02:24] Now, why is he closed off?
[02:25] It's hard to say.
[02:27] It's too early in the conversation, but I know at the very beginning of the conversation, my main focus is to understand one, why they're actually there.
[02:33] What actual problem do they have, but also two, I need to get the focus off of me, put it on them, but do it in a way that they're actually open.
[02:41] If they're not open, it doesn't really matter what you're saying.
[02:44] Really, you're just going to be hitting up against a wall.
[02:46] So my biggest focus from right here is I'm going to be doing things to actually get him to be open with me.
[02:53] So something that I'll always do is it's very simple, right?
[02:56] Is you can smile actually, you know, show that you actually want to be there.
[03:01] You actually want to talk to somebody.
[03:03] actually want to talk to somebody.
[03:04] This can actually get to people to start opening up to you more.
[03:06] Now, you don't want to overdo it.
[03:07] You don't want to be just smiling for no reason and come across like you're a bit autistic or something.
[03:11] Or do autistic people smile?
[03:13] I don't know.
[03:15] You don't want to come across weird.
[03:17] So, don't overdo it.
[03:19] But that's why I'm probably being a little bit more smiley here at the very beginning versus what I would normally do, just because of how closed off he is.
[03:24] Yeah.
[03:24] Yeah.
[03:26] Trying trying some of the basic stuff.
[03:27] Oh, it's good that you got some okay results.
[03:30] Uh, in terms of maybe like more actual like advanced training, do you know what type of help you're actually looking for?
[03:33] Um, like specifically?
[03:36] Uh, I'd say just maybe more so like um I've run into a lot of people who like they're just it's a lot of resistance in the discovery.
[03:50] Okay.
[03:51] And like just not really wanting to answer like a lot of my questions and
[03:55] Okay.
[03:57] Like resistance in what way?
[03:59] Like what what exactly do you mean by resistance?
[04:00] Like a lot of them.
[04:01] So first and foremost, if you noticed,
[04:03] So first and foremost, if you noticed, I'm asking specific questions on why I'm asking specific questions on why he's here.
[04:09] I need specific problems, he's here.
[04:11] I need specific problems, especially because I'm on an improvement offer.
[04:13] I need to know what they want to improve on specifically.
[04:16] I need to drill down to specific problems I can actually help with.
[04:18] For example, if I was teaching someone how to be a better chef, they showed up to me and they're like, "Yeah, I just want to be a better chef."
[04:26] Like, "Okay, better at what? Do you want to get better at the cutting, the sautéing?
[04:29] Like, what specifically are you having a hard time with?
[04:31] What are you running into right now that would even have you looking for, you know, getting better?
[04:34] I need those things.
[04:37] But notice when I do ask the questions, I'm taking my time.
[04:39] Me asking, "Hey, what type of help are you looking for specifically?"
[04:44] I did not have to think about that question.
[04:46] But the way that I asked it on my sales call, I thought about it.
[04:48] What are you looking for like specifically like I'm thinking about the question.
[04:55] And if you notice what that caused him to do is then have to actually give thought behind the answer.
[05:01] So I got a more thoughtful answer because I made it a more thoughtful
[05:05] because I made it a more thoughtful question.
[05:07] And even though I asked that question.
[05:09] And even though I asked that question the same time, right, for thousands of plus sales calls, okay,
[05:10] thousands of plus sales calls, okay, that's when tone plays a key key role at this point.
[05:14] Like they're just um like I'll get to like in promise of like,
[05:17] like in promise of like, hey, like how is this like impacting you
[05:20] and they're just like they're not really answering the questions or sometimes
[05:23] answering the questions or sometimes I'll even get like it becomes combative.
[05:25] I'll even get like it becomes combative.
[05:28] Okay.
[05:29] And then college really goes off the rails there.
[05:30] rails there.
[05:32] Yeah.
[05:34] And then Yeah.
[05:38] Okay. And what are they actually saying to you that like makes it more combative?
[05:40] combative?
[05:42] Well, drilling down into the specifics.
[05:44] Oh, I don't know.
[05:45] It's vague at this point or
[05:47] like I just or like they put the focus on me of like I just want to see what you guys do.
[05:49] on me of like I just want to see what you guys do.
[05:51] you guys do.
[05:53] Okay. And then
[05:53] No, that makes sense, man.
[05:54] Yeah.
[05:55] Yeah. It could definitely be an issue.
[05:57] And um is there a certain type of like structure you're actually following on your calls that is like leading to them being a bit combative or what does that
[05:59] structure you're actually following on your calls that is like leading to them being a bit combative or what does that
[06:06] being a bit combative or what does that currently look like?
[06:07] currently look like?
[06:07] Okay.
[06:10] Like I have a script the um like the CEO gave me.
[06:12] Okay.
[06:15] And and what exactly do you sell?
[06:18] I sell business coaching for marketing.
[06:21] Okay. Like you know more like helping them scale or like what type of business coaching?
[06:25] So now that I understand the overarching problem, what I'm going to do is I'm going to get more information about his current situation.
[06:33] So typically the reason why I'm not just going to dive right into the problem and if you get the problem at the very beginning when he's like, oh well, you know, they get bit a bit combative.
[06:44] If I just hop on that and my entire sales call is just based off of that without actually gathering the the more information like what is he actually selling?
[06:51] What other things is he running into? That might not be the real problem.
[06:56] Now, it might be the real problem. Like, who knows, but I need to get more of their situation.
[07:01] I'm diving into his situation right now. So, that way I actually know where to start to probe in on.
[07:05] I know where I can start to
[07:07] probe in on.
[07:07] I know where I can start to probe in on his different problems or probe in on his different problems or whatever it is that he's facing.
[07:11] So, whatever it is that he's facing.
[07:11] So, that's what I'm doing here.
[07:13] I'm just information gathering.
[07:14] Now that I got an overarching goal or problem, now I'm into the information gathering phase.
[07:18] >> Yeah.
[07:18] So, we're helping them scale with paid ads.
[07:22] >> Okay.
[07:22] And uh how long you been doing that for?
[07:25] >> Um I'm pretty new to the offer.
[07:25] It's like been a week or something.
[07:30] >> Okay.
[07:30] So we're fresh into it, man.
[07:30] So what caused you just to go with the the CEO's script?
[07:36] >> Uh
[07:36] he just like it's what works and I don't really want to reinvent the wheel cuz like I've tried that a couple times on different offers and it just doesn't wield the best results.
[07:49] >> Okay.
[07:49] So, so we're on this new offer then and we're getting combative answers.
[07:52] So, what do you feel like you might be, I don't know, maybe like saying on your calls or maybe something you're not saying or it could even just be how you're coming across in your tone that's causing these prospects to really get combative and you really not answer your
[08:08] combative and you really not answer your questions.
[08:11] So, I asked that question a very specific way.
[08:13] I'm asking what is missing with his skill set.
[08:16] And in other words, okay, I'm asking what's missing with specific areas that I help with,
[08:19] what he's saying, what he's not saying, or his tone that's causing the problem
[08:23] he just told me he had.
[08:26] Now, the reason I asked that in a very specific way is because if they answer the question,
[08:28] they admit that they are the problem.
[08:31] This is specifically important for improvement offers.
[08:34] If you help somebody get better at doing something they're already doing, they need to admit that
[08:36] they are the problem.
[08:39] It cannot be, for example, his offer.
[08:41] It cannot be the fact that he is new.
[08:43] It can't be any of these things.
[08:45] It can't be any of these things are that are external to him.
[08:47] Why?
[08:50] Because if it's external to him, then he cannot solve that problem.
[08:52] I cannot solve that problem because the problem's outside of him.
[08:54] It's not actually him.
[08:57] He's not the problem.
[09:00] It's external.
[09:03] It's very different when
[09:09] external.
[09:11] It's very different when you're selling, for example, a bisop offer.
[09:13] Let's say you're helping somebody quit their job.
[09:15] Them saying that their job sucks.
[09:18] Kudos, right?
[09:19] Like they want something different and you offer them something different.
[09:21] I don't offer him anything different.
[09:23] I offer him getting better at the thing he's already doing.
[09:26] But the only way he can get better is if he admits he's the problem.
[09:29] So that's where I'm going in right now.
[09:31] I don't I don't really know.
[09:34] Like a lot of them like they're from the
[09:35] Not a good answer.
[09:36] I know the UK is like a more skeptical demographic.
[09:38] So, right away, I don't know.
[09:41] UK people are, you know, skeptical.
[09:43] So, what is he blaming?
[09:45] He's blaming the leads.
[09:48] He's blaming the prospects.
[09:49] Well, if the prospects you're selling to can't be sold.
[09:52] Well, by golly, no sales training is going to work.
[09:54] Okay?
[09:56] So, not a good answer.
[09:59] So I need to lead him through my questions and guidance to actually admit not only to me but to himself that the real problem is his lack of skills.
[10:07] Yeah.
[10:08] But again like I've you know helped tons of people sell to people in
[10:10] helped tons of people sell to people in the UK.
[10:13] So I guess what do you feel like the UK.
[10:15] So I guess what do you feel like you might be doing or or maybe it's something you're not doing like who knows that could be just causing them to give you more combative answers to the questions you're asking.
[10:21] And again, I'm taking my time with that question.
[10:25] But first and foremost, I sideswipe the UK thing.
[10:27] I just use a comparative frame like, "Hey, I I helped tons of people in the UK.
[10:31] What are you talking about?"
[10:33] So, what did it like?
[10:35] What are you doing?
[10:36] So, if he if they're saying like, "Oh, well, for example, like weight loss."
[10:39] If they're just saying like, "Oh, well, I don't have time."
[10:42] Well, it's like I help tons of people are doctors and lawyers working 16 hours a day.
[10:46] What do you feel like allows them to make the time?
[10:48] So what do you feel like missing uh like in your you know the way that you're trying to lose weight that you're not allowed to lose the weight in the time that you do have right it's their fault it's not the external world that's the key
[10:58] >> I don't know like they also come from like cold outreach like they're not coming from a paid ad
[11:02] >> another thing of blaming the leads
[11:06] >> like it's just cold email that's getting them booked in
[11:09] >> okay
[11:10] okay like a lot of the times it's like super.
[11:12] like a lot of the times it's like super super like cold like they don't even super like cold like they don't even know.
[11:15] know they're cold they don't know what's going on size.
[11:18] And before you hopped on, like was this offer being sold?
[11:24] Yeah.
[11:27] Okay. So, it is sellable.
[11:27] Yeah.
[11:29] Okay. Get him to admit that it is sellable, right?
[11:31] So, I'm pushing away his excuses and diving into the actual problem and getting him to actually own the fact that these leads are sellable.
[11:40] He's just not selling them. Then then what do you feel like you're missing right now just with what you're doing that's preventing you from actually connecting with these people and just causing to be combative?
[11:51] I don't I don't know. Maybe it's like the way I'm starting the conversation.
[11:56] Like I don't know.
[11:57] Well, how are you starting the conversation?
[12:02] So he left a little like bit like hey maybe it's the way I'm starting the conversation but I don't know.
[12:06] So I'm going to entertain it. I'm going to like dive a little bit deeper or like how is he actually starting the conversation to
[12:11] he actually starting the conversation to see if I can actually pinpoint what the real problem is and get him to admit that it's his fault.
[12:16] Like I know um in the like the CEO script like he starts it a bit differently because these guys like they're kind of jaded where like they've h a bunch of calls.
[12:26] Yeah.
[12:26] And I don't start it the same as him.
[12:29] So like maybe that could be causing like what walk me through like what exactly do you say?
[12:35] I kind of like just try to like um like build some rapport with them.
[12:40] Like Uhhuh.
[12:41] Like a line I'll use just to get a laugh is um yeah like uh you you living the dream over there.
[12:45] So working on it and like I know in I know in like the CEO script like he doesn't really have that.
[12:52] Okay.
[12:52] And he has a couple different tactical questions in there.
[12:55] Okay.
[12:56] So So like besides like the building rapport stuff, right?
[12:58] Like at the beginning like what do you feel like you're doing like when you're asking these questions?
[13:01] cuz typically what type of questions are he asking that's getting the combative feedback like what exact question.
[13:07] So again I went into how he begins the conversation there wasn't
[13:12] he begins the conversation there wasn't anything there.
[13:13] It's still more vagueness.
[13:15] So what I'm going to do right now is start to drill more into the specifics.
[13:17] He said things were getting combative.
[13:19] Well what is leading up to this combiveness?
[13:21] Maybe it's not at the start of the conversation.
[13:23] It very well could be but just because of how vague he's being.
[13:25] I'm going to start to be very very specific and very direct.
[13:27] And the reason why I cannot continue for him to be vague is the way somebody talks to you as a salesperson is the way that they talk to themselves.
[13:29] So if he's very vague in his language, and you can notice this with a lot of people, they're very vague.
[13:32] Or another big one, they're very talkative, they're scattered, they're all over the place, then that's how they are with their thoughts.
[13:36] So if he's vague with his thoughts, it's going to be very hard for him to make a decision because it's vague.
[13:39] it's not clear.
[13:41] And if I'm going to sell him at the end of the sales call, things need to be clear.
[13:44] They can't be vague.
[13:46] Also, if somebody is scattered, if they're talking a lot, I need to start to direct their thinking.
[14:13] need to start to direct their thinking.
[14:15] I need to direct what they speak about because again, their thoughts are scattered.
[14:18] And if they go to the end and their thoughts are scattered, they're not going to be able to make a decision.
[14:20] So, you need to be hyper aware of how they're actually communicating to you because that's how they communicate to themselves as well.
[14:27] So, he's being vague.
[14:30] So, I need to get him to be more specific.
[14:33] I need to drill down into what's actually going on and get him to own it.
[14:35] Okay, that's what I'm going to do here.
[14:37] That's all you're asking.
[14:39] It's usually when I'm just like trying to find out like why they're there.
[14:43] It's like I just wanted to see what you guys had and it's like okay well we were sort of on a back butt.
[14:48] Or like I'll ask like what's the biggest challenge in your business.
[14:51] And it's like you know I don't really have that many challenges.
[14:55] I just want to see what you guys did.
[14:56] Like you guys reached out to me.
[14:57] Okay.
[14:59] So I want to see what you guys did.
[15:01] Can I make a suggestion?
[15:01] Yeah.
[15:03] Especially if this is a demographic that typically does hop on call after call after call asking a question like, "Hey, what's your biggest challenge?"
[15:11] How many other sales reps do you feel like say something similar?
[15:14] something similar?
[15:16] Okay. So, here's what I'm doing right now.
[15:19] I'm planting a seed of doubt and I'm planting a problem in his mind.
[15:22] So, I just got out of him that his the biggest question that he asked people is, "Hey, what's your biggest challenge with XYZ right now, which just the fact of the matter is, especially in the high ticket space, it's a question that's super overused.
[15:37] It was made famous by Cole Gordon, but there's people before Cole Gordon and now people after Cole Gordon that are teaching the exact same thing.
[15:43] This is how you start off a conversation.
[15:46] Now, he sells people who are online business owners.
[15:49] So this is a very very high knowledge base like high sold to demographic.
[15:55] So if I sell to people that are like very much like they know they've hopped on sales calls.
[15:59] Most of these people take sales calls.
[16:01] They've watched sales training that probably teaches something similar.
[16:05] You're not going to have a good time.
[16:07] They're going to want to push back on it.
[16:10] So once I hear that, I'm going to insert that problem into his mind.
[16:13] Well, it's like, hey, how many other sales
[16:14] it's like, hey, how many other sales people do you feel like say something similar?
[16:17] Right?
[16:19] And then once I get him to admit that probably most sales people do say something similar.
[16:21] So if they view you as a salesperson, right?
[16:23] How do you feel like they're going to view you in their mind if you talk like everyone else?
[16:27] Not good.
[16:29] Why do you feel like that is?
[16:31] Now the reason why I'm going to follow it up with the why do you feel like it is or how do you see that being the case?
[16:37] I need to get him to actually own the problem because at this point we've kind of circled around the problem.
[16:41] He's been very vague, but I got a really good piece of information.
[16:44] And then I inserted a problem.
[16:46] Then from there, I need to get him personally to buy into the problem because everything I say is hot garbage.
[16:52] But him as the actual prospect is an absolute gold mine.
[16:54] Everything he says is absolute gospel, right?
[16:57] At least he believes what he says.
[17:00] At least he should, right?
[17:02] Unless he's a crazy person.
[17:04] So I need to get him to defend the belief of what the problem is that I insert here.
[17:07] Yeah, probably a good amount.
[17:15] Yeah, probably a good amount.
[17:17] Yeah, would you think?
[17:18] Yeah, maybe.
[17:19] Yeah. So, what do you feel like that does in the prospects, Mike?
[17:21] Especially if they are jaded.
[17:24] If we hop on the call and we just sound like every other sales rep that they talk to.
[17:28] Yeah. They just like classify me as like every other sales rep.
[17:33] We just get put in that bucket.
[17:34] Do you want to be put in that bucket?
[17:37] No, not really.
[17:38] Why not?
[17:40] Well, because like I'm just going to get treated like everyone else and get all the like all the push back.
[17:45] So, yeah.
[17:48] And you getting this push back cuz I don't want to see like why don't you want to be put in that bucket?
[17:49] I'm getting him to defend the fact that that's what the problem is and he doesn't want this problem anymore, dude.
[17:58] Cuz I'm not on your calls. Typically, what is this leading to at the end?
[18:00] You drop the price.
[18:03] What happens?
[18:05] So now after I got like, hey, what the really overarching problem is is he doesn't know how to start a conversation and he's getting put in a salesperson box.
[18:11] Now I need to know what is this actually causing?
[18:14] What are the specifics in his
[18:17] causing? What are the specifics in his life that is causing him to feel that this is a problem?
[18:23] Because people don't just have problems.
[18:26] Okay, for example, somebody's 500 lb.
[18:30] Yes, the the real problem is they're 500 lb, but where is their pain?
[18:34] Their pain isn't the fact that they're 500 lb.
[18:36] It's everything that being 500 lb leads to.
[18:40] Life on a daily basis is telling that 500 lb person, you fat.
[18:45] Like when they have to go upstairs, their knees hurt, they sweat, they're out of breath.
[18:50] Those are the moments of pain.
[18:52] So when we're looking at this, this guy is hopping on sales calls.
[18:56] Okay, where is the moments of pain?
[19:00] When does life tell him, "Bro, you're not good at sales."
[19:01] It's when he gets objections and when people don't want to talk to him and he doesn't close deals.
[19:07] So, now that I found what the real problem is, I need to then attach it to moments that are painful that make him want to run away from his current situation.
[19:16] That's where I'm going to right now.
[19:16] I'm getting the specifics.
[19:19] Right now, I'm getting the specifics.
[19:20] It was like sometimes I don't even get to the end.
[19:22] Like, it's just like it gets so combative like I don't even get to drop the price.
[19:23] You can't even pitch off.
[19:27] Like, yeah, sometimes but like other times when I do get to pitch, it's like a half-ass presentation because like I knew that like I lost the sale already.
[19:34] Cuz like how it is and like how much rapport is broken.
[19:37] Well, how much sales are you losing right now because of that?
[19:40] Um, I at least lost like two.
[19:44] So now that I got a little bit more of the specifics, I'm going to start to quantify it.
[19:52] Okay, something really simple you can always do is you can quantify the problem.
[19:56] Turn their story into numbers or turn their numbers into stories, like whatever you get.
[20:01] Okay, you want to turn it into the other one.
[20:03] So really easy things that you can quantify money.
[20:05] This is a make money offer.
[20:07] You can quantify time.
[20:10] Okay, how much time?
[20:13] What is them not having that time?
[20:14] What is that preventing them from doing?
[20:16] Money, how much money are you leaving on the table?
[20:17] What is that preventing you from doing?
[20:19] I'm going to quantify it.
[20:21] I want to turn this story.
[20:21] quantify it. I want to turn this story, all these problems, I'm going to turn it
[20:22] all these problems, I'm going to turn it into numbers. I'm going to make it more
[20:24] into numbers. I'm going to make it more real, more tangible. After I got the
[20:26] real, more tangible. After I got the specifics of he's just not able to pitch
[20:29] specifics of he's just not able to pitch people, basically
[20:30] people, basically >> this last week that I can remember just
[20:31] >> this last week that I can remember just off the top of my head.
[20:32] off the top of my head. >> Well, it's like at least two like how
[20:34] >> Well, it's like at least two like how again like how much is it really? Like
[20:36] again like how much is it really? Like you can be real with me, dude.
[20:37] you can be real with me, dude. >> Yeah, probably like three or
[20:40] >> Yeah, probably like three or potentially.
[20:41] potentially. >> And this is something you should always
[20:42] >> And this is something you should always do if people are wishy-washy. do not
[20:45] do if people are wishy-washy. do not accept their wishy-washy number as
[20:48] accept their wishy-washy number as factual. So he goes, "Uh, maybe two."
[20:50] factual. So he goes, "Uh, maybe two." Right? He's not sure. He's like, "Hey
[20:52] Right? He's not sure. He's like, "Hey man, you could be real with me." Right?
[20:54] man, you could be real with me." Right? A little pattern interrupt, a little bit
[20:56] A little pattern interrupt, a little bit of humor then causes him to give you the
[20:59] of humor then causes him to give you the real answer. So I need specifics out of
[21:02] real answer. So I need specifics out of him. I will just say in general, no
[21:05] him. I will just say in general, no offense to all the sales people watching
[21:07] offense to all the sales people watching this, but sales people are just
[21:08] this, but sales people are just notorious for bullshitting their
[21:09] notorious for bullshitting their numbers. So, I'm I need to make sure if
[21:12] numbers. So, I'm I need to make sure if he's giving me numbers, those are the
[21:14] he's giving me numbers, those are the real numbers. And this helps me stretch
[21:16] real numbers. And this helps me stretch the numbers gap as well. Going from
[21:18] the numbers gap as well. Going from losing two deals per week to three deals
[21:21] losing two deals per week to three deals per week equals an extra four deals per
[21:24] per week equals an extra four deals per month. And then, let's just say it's an
[21:26] month. And then, let's just say it's an extra like 500 bucks like per month.
[21:28] extra like 500 bucks like per month. He's missing out on an extra $2,000 just
[21:31] He's missing out on an extra $2,000 just because I caused him to clarify what the
[21:34] because I caused him to clarify what the real number was. Now, it doesn't mean
[21:36] real number was. Now, it doesn't mean that I made a new sale that he lost
[21:39] that I made a new sale that he lost every single week. It's just that he
[21:40] every single week. It's just that he wasn't being honest with me. Now, he's
[21:42] wasn't being honest with me. Now, he's more open because I called him out on
[21:44] more open because I called him out on his [ __ ] Because if you allow
[21:46] his [ __ ] Because if you allow people to lie to you, just in any part
[21:48] people to lie to you, just in any part of the conversation, the more we allow
[21:51] of the conversation, the more we allow it, the more comfortable they are going
[21:53] it, the more comfortable they are going to get in lying to you. So, when you get
[21:55] to get in lying to you. So, when you get to the end of the conversation, well,
[21:58] to the end of the conversation, well, how do you know you're actually getting
[21:59] how do you know you're actually getting the real objection? And that's the
[22:00] the real objection? And that's the reason you're running in circles because
[22:02] reason you're running in circles because we haven't gotten to the truth. So, if
[22:04] we haven't gotten to the truth. So, if you do notice, and you have to trust
[22:06] you do notice, and you have to trust your instincts on this, when somebody's
[22:09] your instincts on this, when somebody's not being truthful, just a quick playful
[22:11] not being truthful, just a quick playful call out right here. You can be real
[22:13] call out right here. You can be real with me, man. Okay? This is what allows
[22:16] with me, man. Okay? This is what allows you to call them out playfully, get to
[22:17] you to call them out playfully, get to the real numbers, and it also nips in
[22:19] the real numbers, and it also nips in the butt any thought that they can just
[22:21] the butt any thought that they can just not be open, not be truthful, they can
[22:23] not be open, not be truthful, they can lie to you.
[22:24] lie to you. >> Four, but I have to look back to
[22:26] >> Four, but I have to look back to recordings.
[22:26] recordings. >> Okay. Well, it's like if we take a look,
[22:28] >> Okay. Well, it's like if we take a look, so we've been in a week, week and a
[22:29] so we've been in a week, week and a half. Like, how many actual sales calls
[22:31] half. Like, how many actual sales calls did we get?
[22:32] did we get? Um, in this last week I had about 12 or
[22:36] Um, in this last week I had about 12 or so.
[22:37] so. >> Okay, so we had 12. And of those 12, how
[22:41] >> Okay, so we had 12. And of those 12, how many did we close again? Getting
[22:43] many did we close again? Getting specifics. When I was trying to push a
[22:46] specifics. When I was trying to push a little bit, still wasn't getting those
[22:47] little bit, still wasn't getting those specifics. So, I'm going into the actual
[22:49] specifics. So, I'm going into the actual specifics now. He's been on this offer
[22:52] specifics now. He's been on this offer for like a week, week and a half. So, I
[22:55] for like a week, week and a half. So, I it it's not as detailed as somebody
[22:57] it it's not as detailed as somebody who's been on an offer longer, right? I
[23:00] who's been on an offer longer, right? I would go back a few months, understand
[23:01] would go back a few months, understand exactly how it's been for the past few
[23:03] exactly how it's been for the past few months. I'll get the actual specifics
[23:05] months. I'll get the actual specifics here, but this one's a unique case
[23:06] here, but this one's a unique case because he's very new to an offer.
[23:09] because he's very new to an offer. >> Close one.
[23:12] >> Close one. >> Just one.
[23:13] >> Just one. >> Yeah.
[23:14] >> Yeah. >> O, okay. And uh
[23:16] >> O, okay. And uh >> and if you notice that, yes, that is
[23:20] >> and if you notice that, yes, that is genuine. I'm like, bro, you just closed
[23:22] genuine. I'm like, bro, you just closed one your first week. But I allowed the
[23:25] one your first week. But I allowed the emotion to come through. And what that
[23:28] emotion to come through. And what that does is that allows him to feel it. If I
[23:31] does is that allows him to feel it. If I just accept it at as just like, oh, you
[23:33] just accept it at as just like, oh, you just closed one and it's like it's no
[23:35] just closed one and it's like it's no big deal.
[23:37] big deal. Then it really doesn't amplify how bad
[23:40] Then it really doesn't amplify how bad that is. Like closing one out of 12,
[23:43] that is. Like closing one out of 12, right? Like just a [ __ ] close, right? So
[23:45] right? Like just a [ __ ] close, right? So they should feel that is bad. And you
[23:48] they should feel that is bad. And you don't want to overdo it. Okay? Like if
[23:50] don't want to overdo it. Okay? Like if you notice, I'm just subtle about I'm
[23:52] you notice, I'm just subtle about I'm like, "Wait, you closed one?" Like I'm
[23:54] like, "Wait, you closed one?" Like I'm shocked. Like oh [ __ ] dude. Yeah, I can
[23:56] shocked. Like oh [ __ ] dude. Yeah, I can see why you need help. And then I'm
[23:57] see why you need help. And then I'm moving on. I'm not going to draw a ton
[23:58] moving on. I'm not going to draw a ton of attention to it. One problem that I
[24:00] of attention to it. One problem that I do see some people have is you can
[24:03] do see some people have is you can definitely overdo it and then it can
[24:05] definitely overdo it and then it can come across like it's a tactic. If I did
[24:08] come across like it's a tactic. If I did this after every single thing that he
[24:10] this after every single thing that he told me, now I'm weird. Okay. But if I
[24:12] told me, now I'm weird. Okay. But if I do it once in the entire sales call, now
[24:15] do it once in the entire sales call, now it's not a tactic. It's a genuine human
[24:17] it's not a tactic. It's a genuine human reaction which amplifies the pain. So
[24:19] reaction which amplifies the pain. So you got to be careful of that. How many
[24:21] you got to be careful of that. How many of those 12 are actually closable? cuz
[24:23] of those 12 are actually closable? cuz I'm sure there's just some that just you
[24:25] I'm sure there's just some that just you know there's nothing we could do.
[24:27] know there's nothing we could do. >> Yeah. I'd say like in the past week and
[24:29] >> Yeah. I'd say like in the past week and a half like seven day a worth like
[24:31] a half like seven day a worth like closable.
[24:32] closable. >> Okay. Okay. So like let's say eight. So
[24:35] >> Okay. Okay. So like let's say eight. So just this past like week and a half just
[24:37] just this past like week and a half just since we've been on this offer we lost
[24:39] since we've been on this offer we lost seven deals. Does that does that sound
[24:41] seven deals. Does that does that sound right?
[24:43] right? >> Uh yeah.
[24:46] >> Uh yeah. >> You don't sound too sure.
[24:47] >> You don't sound too sure. >> Well yeah I mean like some of it's like
[24:49] >> Well yeah I mean like some of it's like a new offers like like there's a bit of
[24:50] a new offers like like there's a bit of a wrap up period. So
[24:52] a wrap up period. So >> no. And I again I can appreciate that.
[24:54] >> no. And I again I can appreciate that. But if we tell ourselves like hey
[24:56] But if we tell ourselves like hey there's a ramp up period like where is
[24:58] there's a ramp up period like where is going to be the urgency to actually
[25:00] going to be the urgency to actually change anything. So a few things there.
[25:03] change anything. So a few things there. Number one I get the numbers and then I
[25:06] Number one I get the numbers and then I I need his buying on the numbers. So
[25:09] I need his buying on the numbers. So we've lost seven out of eight deals.
[25:11] we've lost seven out of eight deals. Does that sound right? He doesn't sound
[25:13] Does that sound right? He doesn't sound sure about that. So I'm not just going
[25:15] sure about that. So I'm not just going to move forward even though he did say
[25:17] to move forward even though he did say yes. I'm going to say well you don't
[25:18] yes. I'm going to say well you don't seem too sure. The reason being is
[25:21] seem too sure. The reason being is there's an underlying belief there. What
[25:22] there's an underlying belief there. What was his underlying belief? Well, I'm
[25:24] was his underlying belief? Well, I'm really new on this offer.
[25:26] really new on this offer. So, what I'm going to do is I'm going to
[25:28] So, what I'm going to do is I'm going to really go head on into that limiting
[25:31] really go head on into that limiting belief of well, if we tell our well, if
[25:35] belief of well, if we tell our well, if we tell ourselves, hey, I'm brand new on
[25:37] we tell ourselves, hey, I'm brand new on this offer, where's the urgency to
[25:38] this offer, where's the urgency to actually change and get better? Right?
[25:40] actually change and get better? Right? You're giving yourself an excuse. That's
[25:42] You're giving yourself an excuse. That's basically what I'm telling him. Okay?
[25:43] basically what I'm telling him. Okay? So, I need to dive into the actual
[25:45] So, I need to dive into the actual belief. But I don't get that actual
[25:47] belief. But I don't get that actual belief unless I get buy in on the
[25:50] belief unless I get buy in on the numbers, which you always need because
[25:51] numbers, which you always need because it needs to be their numbers, not your
[25:53] it needs to be their numbers, not your numbers. And number two, when it doesn't
[25:56] numbers. And number two, when it doesn't actually sound like they're bought in,
[25:58] actually sound like they're bought in, push back. You should not be fearful to
[26:00] push back. You should not be fearful to be like, "Hey man, you don't sound too
[26:01] be like, "Hey man, you don't sound too sure." Cuz either they're going to do
[26:03] sure." Cuz either they're going to do one of two things. Number one, they're
[26:05] one of two things. Number one, they're going to correct their language. Oh, no.
[26:06] going to correct their language. Oh, no. I am sure that is right. Or number two,
[26:08] I am sure that is right. Or number two, they're going to tell you an objection,
[26:10] they're going to tell you an objection, a belief like he did right here. So you
[26:12] a belief like he did right here. So you can actually handle it much better. I
[26:15] can actually handle it much better. I get this right now in the discovery
[26:17] get this right now in the discovery versus I get this 20 minutes later after
[26:19] versus I get this 20 minutes later after I drop the price, there's much more
[26:21] I drop the price, there's much more fear. And then I've built this entire
[26:24] fear. And then I've built this entire momentum with this underlying belief
[26:26] momentum with this underlying belief that's been undercutting the entire
[26:27] that's been undercutting the entire sales call. Okay. So, I need to address
[26:29] sales call. Okay. So, I need to address it right away.
[26:31] it right away. >> Yeah, it's a good point.
[26:33] >> Yeah, it's a good point. >> Yeah. Why is it a good point? Okay. I
[26:34] >> Yeah. Why is it a good point? Okay. I need to get him to defend it because
[26:36] need to get him to defend it because Yeah. Like if I feel like it's like the
[26:40] Yeah. Like if I feel like it's like the excuse in like a rapper period, I guess.
[26:42] excuse in like a rapper period, I guess. >> Yeah. Do you want to give yourself an
[26:43] >> Yeah. Do you want to give yourself an excuse?
[26:46] excuse? >> No.
[26:47] >> No. >> Okay. So, be real with me, dude.
[26:49] >> Okay. So, be real with me, dude. >> Okay. So, it's like we lost seven deals.
[26:51] >> Okay. So, it's like we lost seven deals. >> Like, is would you agree?
[26:54] >> Like, is would you agree? >> Yeah.
[26:54] >> Yeah. >> Okay. Now, I got buy in. What is a deal
[26:56] >> Okay. Now, I got buy in. What is a deal actually worth to you? I'm sure it
[26:58] actually worth to you? I'm sure it varies, but it's like
[26:59] varies, but it's like >> ballpark. What is a deal actually bring
[27:01] >> ballpark. What is a deal actually bring in commission wise?
[27:03] in commission wise? >> Um, typically like 300 bucks.
[27:06] >> Um, typically like 300 bucks. >> Okay. So, it's like 300 bucks per deal.
[27:09] >> Okay. So, it's like 300 bucks per deal. >> Okay. Yeah. So for times 7 * 300.
[27:14] >> Okay. Yeah. So for times 7 * 300. So just this past week and a half we
[27:17] So just this past week and a half we lost
[27:19] lost 2,100.
[27:22] Does that sound right?
[27:24] Does that sound right? >> Yeah.
[27:25] >> Yeah. >> Okay. Get buying on the numbers. Now
[27:28] >> Okay. Get buying on the numbers. Now it's really key to turn those bigger
[27:30] it's really key to turn those bigger numbers into actual dollars. Now, if
[27:33] numbers into actual dollars. Now, if you're selling sales training or you're
[27:34] you're selling sales training or you're selling marketing or any type of
[27:36] selling marketing or any type of business thing, turn the bigger numbers
[27:38] business thing, turn the bigger numbers into actual dollars and cents or if you
[27:42] into actual dollars and cents or if you are helping with revenue, turn that into
[27:45] are helping with revenue, turn that into profit. Okay? It's very very it's much
[27:48] profit. Okay? It's very very it's much more powerful when you're dealing with a
[27:49] more powerful when you're dealing with a more a closer number to them. He's going
[27:53] more a closer number to them. He's going to feel a lot more $2,100 left on the
[27:56] to feel a lot more $2,100 left on the table in a week versus seven sales
[27:58] table in a week versus seven sales calls. One is just more intrinsic. Like
[28:01] calls. One is just more intrinsic. Like one's more tangible. Okay, he can
[28:03] one's more tangible. Okay, he can picture what $2,100 would do in his bank
[28:06] picture what $2,100 would do in his bank account. He can't really You can't
[28:08] account. He can't really You can't really picture, right? Like, oh, what
[28:10] really picture, right? Like, oh, what all these sales calls would do for you,
[28:12] all these sales calls would do for you, right? The only reason you can picture
[28:13] right? The only reason you can picture that is because you know it equals
[28:15] that is because you know it equals money. So, it might as well just get it
[28:16] money. So, it might as well just get it and have the money upper. You see that
[28:18] and have the money upper. You see that you're leaving that money on the table.
[28:21] you're leaving that money on the table. Again, I'm not in your shoes,
[28:23] Again, I'm not in your shoes, but how does that actually feel?
[28:27] Yeah. I mean like I feel like on some
[28:29] Yeah. I mean like I feel like on some level like I'm just kind of bouncing
[28:31] level like I'm just kind of bouncing around from like off to off or
[28:33] around from like off to off or >> Yeah. What do you mean bouncing around?
[28:36] >> Yeah. What do you mean bouncing around? >> Like even before.
[28:36] >> Like even before. >> Okay. So I ask an impact question like,
[28:38] >> Okay. So I ask an impact question like, "Hey, how does that feel?" And again,
[28:40] "Hey, how does that feel?" And again, I'm asking it slow because I want him to
[28:42] I'm asking it slow because I want him to think about it. And now I just got a new
[28:45] think about it. And now I just got a new problem. Okay. Before we were talking
[28:47] problem. Okay. Before we were talking about he can't start a conversation,
[28:49] about he can't start a conversation, getting combative, all these things,
[28:50] getting combative, all these things, losing out on sales. And now he just
[28:52] losing out on sales. And now he just told me, "Well, it really just makes me
[28:53] told me, "Well, it really just makes me feel like I'm bouncing from offer to
[28:55] feel like I'm bouncing from offer to offer. So, I'm going to then dive into
[28:58] offer. So, I'm going to then dive into that. And the reason why I want to dive
[29:00] that. And the reason why I want to dive into that is because if he's been on
[29:02] into that is because if he's been on this offer a week, okay, diving into all
[29:04] this offer a week, okay, diving into all the problems with this offer he's been
[29:06] the problems with this offer he's been on for a week, like yes, you can sell
[29:08] on for a week, like yes, you can sell them on that, but ideally, you want to
[29:11] them on that, but ideally, you want to get into a longer, more like just bigger
[29:14] get into a longer, more like just bigger problem. So, if he's been bouncing from
[29:16] problem. So, if he's been bouncing from offer to offer offer, it's safe to
[29:18] offer to offer offer, it's safe to assume like this is a months or years
[29:21] assume like this is a months or years problem rather than a week-long problem.
[29:24] problem rather than a week-long problem. Okay? Okay. So, that's why I'm also
[29:25] Okay? Okay. So, that's why I'm also going to explore that and understand
[29:26] going to explore that and understand where it goes.
[29:27] where it goes. >> It's like um
[29:27] >> It's like um >> yeah,
[29:28] >> yeah, >> I was on a couple offers in like January
[29:30] >> I was on a couple offers in like January and like February that didn't fully work
[29:32] and like February that didn't fully work out.
[29:33] out. >> Okay.
[29:33] >> Okay. >> Like I'm still trying to build up my
[29:35] >> Like I'm still trying to build up my commissions on like an actual proper
[29:37] commissions on like an actual proper roll.
[29:38] roll. >> What What's causing you to have to jump
[29:39] >> What What's causing you to have to jump from roll to roll?
[29:42] from roll to roll? >> Just like some of the offers like didn't
[29:44] >> Just like some of the offers like didn't didn't really work out. Like it wasn't
[29:46] didn't really work out. Like it wasn't what I thought it was when I got in.
[29:48] what I thought it was when I got in. >> Okay. What do you mean wasn't what you
[29:49] >> Okay. What do you mean wasn't what you thought it was?
[29:51] thought it was? >> Like
[29:51] >> Like >> so what is he doing right now? I've
[29:53] >> so what is he doing right now? I've hopped on offer to offer to offer. These
[29:56] hopped on offer to offer to offer. These offers wasn't what I thought it was. Now
[29:58] offers wasn't what I thought it was. Now he's on another offer saying the exact
[30:01] he's on another offer saying the exact same thing. Okay. And like foreshadowing
[30:05] same thing. Okay. And like foreshadowing of me actually working oneon-one with
[30:07] of me actually working oneon-one with him. This was a big thing we had to
[30:09] him. This was a big thing we had to break and like now he's, you know,
[30:12] break and like now he's, you know, [ __ ] killing it. So, hate to break it
[30:15] [ __ ] killing it. So, hate to break it to you, right? Foreshadow for the
[30:17] to you, right? Foreshadow for the future. You know, the deal closes. Um,
[30:20] future. You know, the deal closes. Um, but this is a belief that needs to be
[30:23] but this is a belief that needs to be addressed that it's always the offer's
[30:25] addressed that it's always the offer's fault because again, if it's always the
[30:27] fault because again, if it's always the offer's fault, it's not his fault. So,
[30:29] offer's fault, it's not his fault. So, this is another way that he's abdicating
[30:31] this is another way that he's abdicating responsibility. So, this needs to be
[30:33] responsibility. So, this needs to be addressed.
[30:35] addressed. >> For for one offer, um, they just weren't
[30:38] >> For for one offer, um, they just weren't getting as many calls on my calendar as
[30:39] getting as many calls on my calendar as I thought they would be.
[30:41] I thought they would be. >> Yeah.
[30:41] >> Yeah. >> Um, for another one, just like everyone
[30:43] >> Um, for another one, just like everyone was kind of like broke on the offer, so
[30:46] was kind of like broke on the offer, so >> Yeah.
[30:47] >> Yeah. >> Okay. And do you feel like if you had
[30:50] >> Okay. And do you feel like if you had the skill level where you can close a
[30:52] the skill level where you can close a majority of people that you're talking
[30:53] majority of people that you're talking to, you would have to jump from offer to
[30:56] to, you would have to jump from offer to offer to offer?
[30:59] offer to offer? I'm like, "No, maybe not."
[31:01] I'm like, "No, maybe not." >> Why not?
[31:03] >> Why not? Oh, like if I could close like the
[31:05] Oh, like if I could close like the people like I was talking to,
[31:08] people like I was talking to, >> like I could probably make like good
[31:10] >> like I could probably make like good amount of money in the first.
[31:12] amount of money in the first. >> So he just admitted if he had the skill
[31:14] >> So he just admitted if he had the skill set, he wouldn't have had to jump from
[31:15] set, he wouldn't have had to jump from offer to offer to offer, right? So, I
[31:17] offer to offer to offer, right? So, I just sideswiped that it's the offer's
[31:19] just sideswiped that it's the offer's fault because I got him to admit that.
[31:21] fault because I got him to admit that. Well, if I had the skill, I wouldn't
[31:23] Well, if I had the skill, I wouldn't need to do that for weeks.
[31:25] need to do that for weeks. >> Okay. So, it's like, be real with me,
[31:27] >> Okay. So, it's like, be real with me, man. The fact that you've had to jump
[31:29] man. The fact that you've had to jump from offer to offer to offer, leaving
[31:32] from offer to offer to offer, leaving this money on the table, at least over
[31:34] this money on the table, at least over 2,000.
[31:37] 2,000. Like, how does that actually feel?
[31:41] >> Yeah. Like, it kind of [ __ ] sucks cuz
[31:43] >> Yeah. Like, it kind of [ __ ] sucks cuz uh in what way?
[31:46] uh in what way? Yeah, cuz like um like I'm going to be
[31:50] Yeah, cuz like um like I'm going to be moving out soon.
[31:52] moving out soon. >> So like I need all the like just cash I
[31:54] >> So like I need all the like just cash I can spare because I don't even know what
[31:55] can spare because I don't even know what my living expenses are going to be in
[31:57] my living expenses are going to be in like a few months.
[31:58] like a few months. >> So
[31:59] >> So >> yeah. So is this something that you're
[32:01] >> yeah. So is this something that you're willing to like settle for having to
[32:03] willing to like settle for having to keep on jumping from offer to offer to
[32:05] keep on jumping from offer to offer to offer because we don't have the skill
[32:06] offer because we don't have the skill set?
[32:08] set? >> No. Like I don't really want to be like
[32:09] >> No. Like I don't really want to be like one of those reps who like offer hops,
[32:11] one of those reps who like offer hops, you know?
[32:12] you know? >> Yeah. Why don't you want to be one of
[32:13] >> Yeah. Why don't you want to be one of those reps? Because you could be. Most
[32:14] those reps? Because you could be. Most are.
[32:16] are. cuz like most of them like they don't
[32:17] cuz like most of them like they don't have like a stable income. Yeah.
[32:19] have like a stable income. Yeah. >> Like
[32:21] >> Like >> so right now what I'm doing is I'm
[32:24] >> so right now what I'm doing is I'm starting to create an identity to
[32:26] starting to create an identity to separate who he is now as one of those
[32:29] separate who he is now as one of those people who hop from offer to offer to
[32:30] people who hop from offer to offer to offer versus a person who he needs to
[32:32] offer versus a person who he needs to be. Okay. I'll dive into more of the
[32:35] be. Okay. I'll dive into more of the identity later, but I'm planting the
[32:37] identity later, but I'm planting the seeds like right away. Typically I'm
[32:38] seeds like right away. Typically I'm going to do this in problem.
[32:40] going to do this in problem. >> Yeah. Like they're just Yeah. Like their
[32:42] >> Yeah. Like they're just Yeah. Like their income's like all over the place.
[32:44] income's like all over the place. >> Yeah. But besides just wanting a stable
[32:46] >> Yeah. But besides just wanting a stable income, I guess like what's the what's
[32:48] income, I guess like what's the what's the main reason you'd be looking for I
[32:50] the main reason you'd be looking for I don't know like outside help to actually
[32:52] don't know like outside help to actually help you streamline this process so you
[32:53] help you streamline this process so you can actually make more rather than just
[32:56] can actually make more rather than just continue to hope and pray you know you
[32:58] continue to hope and pray you know you figure all this stuff out on your own.
[33:02] figure all this stuff out on your own. >> Well cuz like I don't really have like a
[33:05] >> Well cuz like I don't really have like a bunch of guidance when it comes to my
[33:07] bunch of guidance when it comes to my >> So what I'm doing there is I'm getting
[33:09] >> So what I'm doing there is I'm getting rid of the next best solution. So, the
[33:11] rid of the next best solution. So, the next best solution for him and for most
[33:13] next best solution for him and for most people is doing absolutely nothing. Just
[33:16] people is doing absolutely nothing. Just try to figure it out on your own. Just
[33:17] try to figure it out on your own. Just try to do more YouTube. Uh just try to
[33:20] try to do more YouTube. Uh just try to hope and pray all this stuff just
[33:22] hope and pray all this stuff just figures it out. Okay. So, I'm getting
[33:24] figures it out. Okay. So, I'm getting him to admit that him doing that
[33:26] him to admit that him doing that ultimately is not going to get him to
[33:28] ultimately is not going to get him to his goal.
[33:29] his goal. >> But like I'm the first rep on their
[33:30] >> But like I'm the first rep on their team.
[33:32] team. >> CEO is always busy. Like he's in a
[33:33] >> CEO is always busy. Like he's in a different time zone.
[33:34] different time zone. >> Yeah.
[33:35] >> Yeah. >> So, yeah. I don't want to just kind of
[33:38] >> So, yeah. I don't want to just kind of like
[33:39] like >> trial and error.
[33:40] >> trial and error. Okay. And and for you, maybe I have a
[33:42] Okay. And and for you, maybe I have a better understanding. What does a stable
[33:44] better understanding. What does a stable income actually look like? So now I'm
[33:47] income actually look like? So now I'm getting a baseline of like for you.
[33:50] getting a baseline of like for you. >> Yeah. Like I'm in Canada, so the
[33:52] >> Yeah. Like I'm in Canada, so the conversion
[33:53] conversion >> Canadians, bro,
[33:54] >> Canadians, bro, >> from USD to Canadian is funny, but
[33:56] >> from USD to Canadian is funny, but >> it's pretty [ __ ] right?
[33:59] >> it's pretty [ __ ] right? >> Um I'd say like 5k
[34:03] >> Um I'd say like 5k USD would be a pretty good stable
[34:05] USD would be a pretty good stable income.
[34:06] income. >> Okay.
[34:07] >> Okay. >> Um just that I could probably live off
[34:09] >> Um just that I could probably live off myself. Well, are we? So, first and
[34:11] myself. Well, are we? So, first and foremost, not a good income goal if I'm
[34:14] foremost, not a good income goal if I'm going to ask him for 8K, right? Just
[34:17] going to ask him for 8K, right? Just generally speaking. So, I need to push
[34:18] generally speaking. So, I need to push that. So, I hear, oh, 5K USD, I need to
[34:22] that. So, I hear, oh, 5K USD, I need to raise that. Are we just shooting for
[34:25] raise that. Are we just shooting for something that's just pretty good or
[34:26] something that's just pretty good or like what are we actually looking to
[34:28] like what are we actually looking to make?
[34:29] make? >> Well, I mean, like my like my dad makes
[34:32] >> Well, I mean, like my like my dad makes like 8K a month Canadian and like he's
[34:37] like 8K a month Canadian and like he's doing pretty good with that. Yeah. And I
[34:39] doing pretty good with that. Yeah. And I can I can definitely appreciate like you
[34:41] can I can definitely appreciate like you know your dad makes that amount. Can I
[34:43] know your dad makes that amount. Can I make a suggestion on that?
[34:45] make a suggestion on that? >> Yeah.
[34:46] >> Yeah. >> So like I make what my dad makes in a
[34:48] >> So like I make what my dad makes in a year and a month,
[34:50] year and a month, right? I'm not saying that to like poo
[34:52] right? I'm not saying that to like poo poo my dad. Like I love my dad,
[34:55] poo my dad. Like I love my dad, >> but do I want to compare myself to him
[34:57] >> but do I want to compare myself to him when it comes to the income I'm looking
[34:59] when it comes to the income I'm looking to make?
[35:01] to make? >> No, I guess not.
[35:02] >> No, I guess not. >> Why not? Okay. So what am I doing there
[35:05] >> Why not? Okay. So what am I doing there is I'm changing really the meaning of
[35:09] is I'm changing really the meaning of him what he's comparing himself to cuz
[35:12] him what he's comparing himself to cuz he's saying my dad makes this type of
[35:13] he's saying my dad makes this type of money so if I make this type of money it
[35:15] money so if I make this type of money it would probably be pretty good and then I
[35:17] would probably be pretty good and then I just compare well it's like hey like I
[35:19] just compare well it's like hey like I make what my dad makes in a year and a
[35:21] make what my dad makes in a year and a month right which is true and it just
[35:23] month right which is true and it just comes down to if I was comparing myself
[35:25] comes down to if I was comparing myself to my dad and I love my dad with all my
[35:27] to my dad and I love my dad with all my heart the only reason I'm in the
[35:28] heart the only reason I'm in the position I'm in is because the
[35:30] position I'm in is because the sacrifices he made but if I was ever
[35:32] sacrifices he made but if I was ever going to reach this
[35:34] going to reach this I could never compare myself to the
[35:36] I could never compare myself to the amount of money he made. Okay? So, I'm
[35:38] amount of money he made. Okay? So, I'm really getting him to buy into that
[35:40] really getting him to buy into that belief and then map it on for himself.
[35:44] belief and then map it on for himself. If he wants something great, he has to
[35:46] If he wants something great, he has to compare it to people who are so much
[35:47] compare it to people who are so much further ahead that will cause him to
[35:49] further ahead that will cause him to push. That's the belief I need him to
[35:51] push. That's the belief I need him to adopt.
[35:52] adopt. >> Well, cuz like Yeah. Like, my goals are
[35:55] >> Well, cuz like Yeah. Like, my goals are my goals.
[35:56] my goals. >> Yeah. So, so be real with me, dude.
[35:57] >> Yeah. So, so be real with me, dude. like, okay, 5K it's pretty good, but do
[36:00] like, okay, 5K it's pretty good, but do we want to shoot for pretty good or do
[36:02] we want to shoot for pretty good or do we actually want to hit some real
[36:04] we actually want to hit some real numbers?
[36:05] numbers? >> No, the real number that like I would
[36:07] >> No, the real number that like I would want to hit is probably like 15k
[36:11] want to hit is probably like 15k next few months. I feel like that's a
[36:13] next few months. I feel like that's a good milestone to win.
[36:14] good milestone to win. >> And I appreciate you want to hit that,
[36:15] >> And I appreciate you want to hit that, but do you need to hit that? So, this
[36:18] but do you need to hit that? So, this has now came up twice. It's the word I
[36:21] has now came up twice. It's the word I want to. Okay. So, again, just like I
[36:24] want to. Okay. So, again, just like I was talking about before, the way that
[36:26] was talking about before, the way that they talk to you is the way they talk to
[36:27] they talk to you is the way they talk to themselves. I want is more of a wish. I
[36:30] themselves. I want is more of a wish. I want to be at the beach right now, but
[36:32] want to be at the beach right now, but I'm here making this YouTube video at
[36:34] I'm here making this YouTube video at like 10:30 at night in Vietnam, right?
[36:37] like 10:30 at night in Vietnam, right? Cuz I need to make this video to give
[36:40] Cuz I need to make this video to give you guys some sweet, sweet, hot sales
[36:42] you guys some sweet, sweet, hot sales content. Okay? So, it's like want is a
[36:45] content. Okay? So, it's like want is a wish. If it's convenient, then you'll
[36:47] wish. If it's convenient, then you'll get it. A need is you'll do whatever it
[36:49] get it. A need is you'll do whatever it takes. So, this is now the second time
[36:51] takes. So, this is now the second time it's come up. So, typically maybe the
[36:55] it's come up. So, typically maybe the first time I'll let it slide, but if it
[36:57] first time I'll let it slide, but if it comes up two times, which it did now in
[36:59] comes up two times, which it did now in pretty close connection, it needs to be
[37:02] pretty close connection, it needs to be addressed. And the reason why I won't
[37:04] addressed. And the reason why I won't let it go on any further is because the
[37:06] let it go on any further is because the longer he talks like this, the more
[37:09] longer he talks like this, the more comfortable he's going to be talking
[37:10] comfortable he's going to be talking like this. The more he uses want, the
[37:12] like this. The more he uses want, the more comfortable he's going to be using
[37:14] more comfortable he's going to be using just saying the word want. So, it's
[37:15] just saying the word want. So, it's going to be harder and harder to
[37:17] going to be harder and harder to actually shift the way that he speaks.
[37:19] actually shift the way that he speaks. So, the earlier I get to it, right? this
[37:21] So, the earlier I get to it, right? this the second time, the easier it is to
[37:23] the second time, the easier it is to actually get him to shift a want to a
[37:26] actually get him to shift a want to a need. Okay? I want him to use more
[37:28] need. Okay? I want him to use more definite language. So, if he uses more
[37:30] definite language. So, if he uses more definite language, he's thinking more
[37:32] definite language, he's thinking more definitely. He's more likely to actually
[37:34] definitely. He's more likely to actually be able to make a decision at the end.
[37:37] be able to make a decision at the end. >> Yeah. Like I definitely definitely
[37:38] >> Yeah. Like I definitely definitely probably need to
[37:40] probably need to >> definitely definitely.
[37:40] >> definitely definitely. >> Why is it a need for you?
[37:43] >> Why is it a need for you? Well, cuz like um
[37:46] Well, cuz like um like just especially like being in
[37:49] like just especially like being in sales, I feel like
[37:51] sales, I feel like >> especially when like talking about like
[37:53] >> especially when like talking about like my job when it comes to family.
[37:55] my job when it comes to family. >> Mhm.
[37:56] >> Mhm. >> It's like it it's kind of like looked
[37:57] >> It's like it it's kind of like looked down upon
[37:59] down upon >> even though I make more money than like
[38:00] >> even though I make more money than like some of my family.
[38:01] some of my family. >> Mhm. Uh
[38:02] >> Mhm. Uh >> so if I can really hit like those 15k
[38:04] >> so if I can really hit like those 15k like I feel like that really like
[38:06] like I feel like that really like >> I don't want to say shut them up but
[38:07] >> I don't want to say shut them up but like a little bit shut them up. You know
[38:09] like a little bit shut them up. You know what I mean?
[38:09] what I mean? >> No, it's good man. No, no. It's like I
[38:11] >> No, it's good man. No, no. It's like I can I can definitely appreciate where
[38:13] can I can definitely appreciate where you're coming from. I was I was in a
[38:14] you're coming from. I was I was in a very similar spot a couple years back,
[38:17] very similar spot a couple years back, but before like we started talking
[38:18] but before like we started talking today, have you been out there looking
[38:20] today, have you been out there looking for ways to actually get the skill set
[38:22] for ways to actually get the skill set so you could be making 15,000 per month
[38:24] so you could be making 15,000 per month or what have you actually been doing on
[38:26] or what have you actually been doing on that front?
[38:27] that front? >> So, typically I would ask him what is he
[38:29] >> So, typically I would ask him what is he currently making now, but he's been on a
[38:30] currently making now, but he's been on a new offer. He's only closed one deal, so
[38:32] new offer. He's only closed one deal, so he's only made like 300 bucks, right?
[38:34] he's only made like 300 bucks, right? So, I already know the income he's
[38:36] So, I already know the income he's making. Um, so I didn't I didn't feel a
[38:38] making. Um, so I didn't I didn't feel a need to ask that question. I could have
[38:39] need to ask that question. I could have asked him like what he was making on his
[38:41] asked him like what he was making on his previous offer, but I didn't feel like
[38:42] previous offer, but I didn't feel like it was relevant. Now, after I got this,
[38:44] it was relevant. Now, after I got this, I got him to shift it from a want to a
[38:46] I got him to shift it from a want to a need. I need to ask him what has he
[38:48] need. I need to ask him what has he actually been doing about solving his
[38:49] actually been doing about solving his problems. Okay, so this is also a key
[38:52] problems. Okay, so this is also a key area where a lot of limiting beliefs are
[38:54] area where a lot of limiting beliefs are going to come up. And so, if we need to
[38:56] going to come up. And so, if we need to pre-handle, this is where a lot of the
[38:57] pre-handle, this is where a lot of the pre-handling and heavy lifting is going
[38:59] pre-handling and heavy lifting is going to be done.
[39:01] to be done. >> Like, I've been watching like your
[39:02] >> Like, I've been watching like your YouTube videos and like that's been
[39:03] YouTube videos and like that's been really helpful.
[39:04] really helpful. >> Yeah. But besides like the the basic
[39:06] >> Yeah. But besides like the the basic YouTube stuff, right? like what have you
[39:08] YouTube stuff, right? like what have you done about actually getting like the
[39:09] done about actually getting like the advanced skills, the hands-on help you
[39:11] advanced skills, the hands-on help you would need to get to that 15,000. So,
[39:14] would need to get to that 15,000. So, first and foremost, when somebody says,
[39:15] first and foremost, when somebody says, "Oh, I've been doing YouTube or I've
[39:17] "Oh, I've been doing YouTube or I've been doing like I've been reading books
[39:18] been doing like I've been reading books or [ __ ] like that," you can't treat it
[39:21] or [ __ ] like that," you can't treat it like it's a real thing, okay? You just
[39:23] like it's a real thing, okay? You just you want to sideswipe it because if you
[39:25] you want to sideswipe it because if you treat it like it's real, like, "Oh, what
[39:26] treat it like it's real, like, "Oh, what type of results are you getting?" Like,
[39:27] type of results are you getting?" Like, first and foremost, you're just going to
[39:28] first and foremost, you're just going to go down a rabbit hole. It's so much
[39:30] go down a rabbit hole. It's so much easier just to like like oh besides like
[39:32] easier just to like like oh besides like the basic YouTube like what have you
[39:34] the basic YouTube like what have you been doing about actually getting hands
[39:35] been doing about actually getting hands on help so you could get outcome right
[39:38] on help so you could get outcome right just sideswipe it and reass the question
[39:40] just sideswipe it and reass the question month
[39:42] month >> um
[39:44] >> um honestly like not a lot just because
[39:48] honestly like not a lot just because it's
[39:49] it's >> it's been like a bit expensive like
[39:51] >> it's been like a bit expensive like everywhere is charging like
[39:53] everywhere is charging like >> um like 2k like 3k
[39:56] >> um like 2k like 3k >> well I'm going to charge them a lot more
[39:57] >> well I'm going to charge them a lot more in two and 3k um so it comes comes down
[39:59] in two and 3k um so it comes comes down to the real limiting belief isn't that
[40:03] to the real limiting belief isn't that things are expensive. It's how he views
[40:05] things are expensive. It's how he views money. It's not that he doesn't have
[40:06] money. It's not that he doesn't have money. It's how he views the money.
[40:08] money. It's how he views the money. Okay? So, I need to attack the way that
[40:11] Okay? So, I need to attack the way that he views money. That's what I need to
[40:14] he views money. That's what I need to shift. And all a limiting belief is is
[40:18] shift. And all a limiting belief is is just a way of viewing the world. Okay?
[40:21] just a way of viewing the world. Okay? So, typically there's going to be two
[40:22] So, typically there's going to be two ways to shift a belief. At least the two
[40:24] ways to shift a belief. At least the two easiest ways. There's more than this,
[40:26] easiest ways. There's more than this, but you know, based off of NLP, the two
[40:29] but you know, based off of NLP, the two easiest ways are going to be uh shifting
[40:31] easiest ways are going to be uh shifting the meaning of what expensive is or
[40:34] the meaning of what expensive is or changing logical levels, right? Like
[40:36] changing logical levels, right? Like we're talking about expensive, but I'm
[40:38] we're talking about expensive, but I'm going to talk about something else,
[40:39] going to talk about something else, right? Like talk about like, hey, where
[40:41] right? Like talk about like, hey, where do you really need to be? So, like in
[40:43] do you really need to be? So, like in comparison, you get what I mean? So, you
[40:45] comparison, you get what I mean? So, you want to shift it there. But I just
[40:47] want to shift it there. But I just identified what the real belief is. It's
[40:50] identified what the real belief is. It's the fact of how he's been viewing money.
[40:52] the fact of how he's been viewing money. He's been viewing 2 to $3,000 as
[40:54] He's been viewing 2 to $3,000 as expensive. And the fact of the matter is
[40:57] expensive. And the fact of the matter is he sits across from other people all day
[40:59] he sits across from other people all day every day and asks them probably for
[41:01] every day and asks them probably for more than 2 to 3K. And if he thinks $2
[41:04] more than 2 to 3K. And if he thinks $2 to $3,000 is expensive, he's going to
[41:07] to $3,000 is expensive, he's going to have a hard time at an elite level
[41:09] have a hard time at an elite level selling if he views that much money as
[41:12] selling if he views that much money as expensive. Okay. Now, he at this point,
[41:16] expensive. Okay. Now, he at this point, right, like after we've worked together,
[41:18] right, like after we've worked together, um, you know, just a couple days ago, he
[41:20] um, you know, just a couple days ago, he had a 5K or more than 5K in a day that
[41:24] had a 5K or more than 5K in a day that he was able to make, right? Cuz he had
[41:26] he was able to make, right? Cuz he had to shift the way that he was viewing
[41:27] to shift the way that he was viewing money. But in this sales call, I need to
[41:29] money. But in this sales call, I need to shift the way he's viewing money and get
[41:31] shift the way he's viewing money and get him to admit that the way that he's
[41:32] him to admit that the way that he's viewing money actually isn't going to
[41:34] viewing money actually isn't going to help him if he wants to be making 15k
[41:37] help him if he wants to be making 15k per month.
[41:39] per month. like a month. That's
[41:41] like a month. That's >> when you say like expensive. Expensive
[41:43] >> when you say like expensive. Expensive compared to what? Right.
[41:46] compared to what? Right. >> He's like, "What's compared to my bank
[41:47] >> He's like, "What's compared to my bank accounts?"
[41:48] accounts?" >> All right. But is it expensive compared
[41:50] >> All right. But is it expensive compared to your goals?
[41:52] to your goals? >> Uh like,
[41:52] >> Uh like, >> so what am I doing there? I'm changing
[41:54] >> so what am I doing there? I'm changing the meaning of expensive. Expensive
[41:57] the meaning of expensive. Expensive compared to what he said his bank
[41:59] compared to what he said his bank account. That's what he means by
[42:00] account. That's what he means by expensive. But is it expensive compared
[42:02] expensive. But is it expensive compared to 15K a month, 180K a year, 3K? No.
[42:06] to 15K a month, 180K a year, 3K? No. Obviously not. So I'm changing the
[42:07] Obviously not. So I'm changing the meaning of what expensive is and what
[42:09] meaning of what expensive is and what he's comparing it to.
[42:11] he's comparing it to. >> No, I guess not.
[42:13] >> No, I guess not. >> Okay. So can can I make a suggestion
[42:14] >> Okay. So can can I make a suggestion around that then?
[42:16] around that then? >> Sure.
[42:17] >> Sure. >> Yeah. Cuz like my favorite quote is by
[42:20] >> Yeah. Cuz like my favorite quote is by Tony Robbins again. Billionaire life
[42:22] Tony Robbins again. Billionaire life coach probably one of the most
[42:24] coach probably one of the most persuasive people out there and the
[42:26] persuasive people out there and the quote is people's biggest superpower is
[42:28] quote is people's biggest superpower is their ability to be resourceful right
[42:31] their ability to be resourceful right they make things happen. Just most
[42:33] they make things happen. Just most people are resourceful on how they can't
[42:36] people are resourceful on how they can't be resourceful. Do you get what I'm
[42:38] be resourceful. Do you get what I'm saying?
[42:39] saying? >> Yeah.
[42:40] >> Yeah. >> So, what's prevented you in the past
[42:44] >> So, what's prevented you in the past since we've been hopping on offer to
[42:45] since we've been hopping on offer to offer to offer from actually getting
[42:47] offer to offer from actually getting resourceful so we can get the right
[42:48] resourceful so we can get the right skills so we can actually get a stable
[42:50] skills so we can actually get a stable income?
[42:52] income? >> I feel like it's exactly that because
[42:54] >> I feel like it's exactly that because like
[42:55] like >> I've been hopping from offer to offer
[42:57] >> I've been hopping from offer to offer offer so I don't really stable income to
[42:59] offer so I don't really stable income to like get super resourceful.
[43:01] like get super resourceful. >> Okay.
[43:02] >> Okay. So, I sideswiped the expensive. I'm
[43:04] So, I sideswiped the expensive. I'm changing the meaning of it's not the
[43:06] changing the meaning of it's not the money, it's your resourcefulness. And
[43:08] money, it's your resourcefulness. And then he just blamed his situation. He's
[43:10] then he just blamed his situation. He's blaming the external. It's he's saying
[43:12] blaming the external. It's he's saying it's the fact that I've been on offer to
[43:15] it's the fact that I've been on offer to offer to offer is the reason why I don't
[43:17] offer to offer is the reason why I don't have the money. Okay? Versus the other
[43:20] have the money. Okay? Versus the other way around of it's because I don't have
[43:22] way around of it's because I don't have the skill, which means I don't have the
[43:24] the skill, which means I don't have the ability to stay on offer, which means
[43:26] ability to stay on offer, which means that I don't get money. So what he's
[43:28] that I don't get money. So what he's saying is once I am on an offer where
[43:31] saying is once I am on an offer where I'm consistent and make money then I can
[43:33] I'm consistent and make money then I can invest in my skill set. So once I am
[43:35] invest in my skill set. So once I am healthy then I can go to the hospital.
[43:37] healthy then I can go to the hospital. Doesn't make any sense. You need to be
[43:39] Doesn't make any sense. You need to be able to invest in your skill set. You
[43:41] able to invest in your skill set. You need to be able to get the skill set
[43:42] need to be able to get the skill set before the money comes. So we need to
[43:44] before the money comes. So we need to shift how he's viewing it. Okay. He's
[43:47] shift how he's viewing it. Okay. He's talking about money needs to come before
[43:49] talking about money needs to come before you get the skill set to make money.
[43:51] you get the skill set to make money. Makes no sense.
[43:53] Makes no sense. Well, how can you get a stable income if
[43:57] Well, how can you get a stable income if you don't have the skills to make it
[43:58] you don't have the skills to make it happen?
[44:01] >> You know what I'm saying?
[44:04] >> You know what I'm saying? >> Yeah.
[44:04] >> Yeah. >> Right. Like it kind of clicked and he
[44:07] >> Right. Like it kind of clicked and he he's laughing right there cuz he's like,
[44:09] he's laughing right there cuz he's like, "Oh yeah, that doesn't make sense." And
[44:11] "Oh yeah, that doesn't make sense." And you'd be surprised. This is on your
[44:14] you'd be surprised. This is on your sales calls. This is also in life. Most
[44:17] sales calls. This is also in life. Most people even have strong opinions or
[44:21] people even have strong opinions or strong beliefs about things that they
[44:23] strong beliefs about things that they haven't given much thought. So you just
[44:26] haven't given much thought. So you just challenging them or just showing them
[44:28] challenging them or just showing them just really how inconsistent some of
[44:30] just really how inconsistent some of their thought patterns are, just that
[44:33] their thought patterns are, just that alone will just break it. It will
[44:36] alone will just break it. It will shatter the glass. Now with other
[44:38] shatter the glass. Now with other people, you might need to be a little
[44:39] people, you might need to be a little bit more hands-on. You need to like
[44:41] bit more hands-on. You need to like really go for it. But for this, just
[44:43] really go for it. But for this, just showing the contradiction
[44:45] showing the contradiction allowed the the actual belief to
[44:47] allowed the the actual belief to shatter.
[44:48] shatter. >> It's like once I'm healthy, then I'll go
[44:50] >> It's like once I'm healthy, then I'll go to the hospital. So, be real with me,
[44:53] to the hospital. So, be real with me, dude. Like, I'm in your corner. I want
[44:54] dude. Like, I'm in your corner. I want to see you win. What's actually
[44:56] to see you win. What's actually prevented you from going out and getting
[44:57] prevented you from going out and getting the help so you can actually have the
[44:59] the help so you can actually have the skills to make a stable income.
[45:00] skills to make a stable income. >> Okay. Sideswiped all the [ __ ] Ask
[45:02] >> Okay. Sideswiped all the [ __ ] Ask the question again. never really like my
[45:05] the question again. never really like my sales manager on my last role like he
[45:08] sales manager on my last role like he like on my last like stable role
[45:10] like on my last like stable role >> he kind of got me up to like a point
[45:12] >> he kind of got me up to like a point where like I was doing like okay
[45:15] where like I was doing like okay >> just like with the money I was making
[45:17] >> just like with the money I was making >> okay
[45:17] >> okay >> um but yeah since then like I wanted to
[45:21] >> um but yeah since then like I wanted to go for gold so I transitioned a couple
[45:23] go for gold so I transitioned a couple different offers that didn't work out
[45:24] different offers that didn't work out and then
[45:26] and then >> um
[45:28] >> um >> so what's prevented you man
[45:30] >> so what's prevented you man >> I don't know I just never really thought
[45:31] >> I don't know I just never really thought about it Okay. Well, I mean, if we've
[45:34] about it Okay. Well, I mean, if we've had this problem for the past few
[45:36] had this problem for the past few months, not having a stable income,
[45:38] months, not having a stable income, whose responsibility is to go out and
[45:40] whose responsibility is to go out and actually get the skills to make sure we
[45:43] actually get the skills to make sure we can get that income? So, he's saying, "I
[45:46] can get that income? So, he's saying, "I haven't thought about this problem,
[45:47] haven't thought about this problem, right? Or I didn't know it was a thing."
[45:49] right? Or I didn't know it was a thing." Well, whose responsibility is it to
[45:51] Well, whose responsibility is it to actually solve this problem? So, him not
[45:53] actually solve this problem? So, him not even thinking about it is a big red
[45:55] even thinking about it is a big red flag. So, I need to get him to own up.
[45:58] flag. So, I need to get him to own up. The fact that him not even thinking
[45:59] The fact that him not even thinking about it is the problem. If you're
[46:02] about it is the problem. If you're talking to somebody and they say, "Well,
[46:03] talking to somebody and they say, "Well, I didn't even know this was a thing."
[46:05] I didn't even know this was a thing." That is a problem. For example, I know a
[46:08] That is a problem. For example, I know a big like health offer that I help a lot
[46:10] big like health offer that I help a lot of their reps on, okay? And that's one
[46:12] of their reps on, okay? And that's one of the biggest things they say. They
[46:13] of the biggest things they say. They say, "Well, I didn't know that this
[46:14] say, "Well, I didn't know that this holistic medicine was even a thing."
[46:17] holistic medicine was even a thing." They have access to Google, right? It's
[46:20] They have access to Google, right? It's not that they're in an Amish town and
[46:22] not that they're in an Amish town and they they just have no access to
[46:23] they they just have no access to knowledge. You like, everyone has a
[46:26] knowledge. You like, everyone has a supercomput in their hand. If you just
[46:29] supercomput in their hand. If you just go into chat GPT and you just list out
[46:32] go into chat GPT and you just list out all your problems and just say like,
[46:33] all your problems and just say like, "Hey, what's a list of all the solutions
[46:35] "Hey, what's a list of all the solutions possible to these problems, it will pop
[46:38] possible to these problems, it will pop up. There is no absolutely none no
[46:43] up. There is no absolutely none no excuse for not knowing something is a
[46:45] excuse for not knowing something is a thing. Knowledge is all around you. We
[46:47] thing. Knowledge is all around you. We don't live in the [ __ ] dark ages. You
[46:50] don't live in the [ __ ] dark ages. You have access to Google. So you need to
[46:52] have access to Google. So you need to get them to take responsibility of the
[46:54] get them to take responsibility of the fact that they didn't know about it or
[46:56] fact that they didn't know about it or if they didn't think about it given the
[46:58] if they didn't think about it given the fact that they have all the knowledge in
[47:00] fact that they have all the knowledge in their [ __ ] hands. They're on a
[47:02] their [ __ ] hands. They're on a computer. They're on their phone. They
[47:04] computer. They're on their phone. They have all the knowledge at their
[47:05] have all the knowledge at their fingertips. That is their fault and they
[47:08] fingertips. That is their fault and they need to take responsibility for it.
[47:14] >> Okay. So what's prevented you guys? So
[47:16] >> Okay. So what's prevented you guys? So again, I'm I'm in your corner. I want to
[47:17] again, I'm I'm in your corner. I want to see you win. Like what's actually coming
[47:18] see you win. Like what's actually coming up for you that's been holding you back?
[47:22] up for you that's been holding you back? I don't know. I guess I just like
[47:23] I don't know. I guess I just like because I'm moving out in like a few
[47:25] because I'm moving out in like a few months. So, I guess like in those months
[47:27] months. So, I guess like in those months before maybe I was just like comfortable
[47:29] before maybe I was just like comfortable just like
[47:31] just like >> now we got to it. He got to a certain
[47:33] >> now we got to it. He got to a certain point. He was making okay. Now he's kind
[47:35] point. He was making okay. Now he's kind of been hopping off an offer. I assume
[47:38] of been hopping off an offer. I assume he's living at home. He's about to move
[47:40] he's living at home. He's about to move out and right now he's comfortable with
[47:41] out and right now he's comfortable with the money he's making. But if he is
[47:44] the money he's making. But if he is about to spend a lot more than $2 to
[47:46] about to spend a lot more than $2 to $3,000 with me, okay, does it require
[47:50] $3,000 with me, okay, does it require him to think comfortability is not
[47:52] him to think comfortability is not something that is acceptable?
[47:54] something that is acceptable? Absolutely. For him to make an
[47:56] Absolutely. For him to make an uncharacteristic decision, which
[47:58] uncharacteristic decision, which investing a lot more than what he was
[48:00] investing a lot more than what he was probably thinking into sales training,
[48:03] probably thinking into sales training, it's going to take an really a different
[48:07] it's going to take an really a different conversation. And for him to say being
[48:10] conversation. And for him to say being comfortable is not okay. So he can't
[48:13] comfortable is not okay. So he can't make the same type of actions that got
[48:15] make the same type of actions that got him here. And the actions that got him
[48:16] him here. And the actions that got him here was being comfortable.
[48:18] here was being comfortable. >> What I was making like I was making like
[48:19] >> What I was making like I was making like 6K or so my last roles.
[48:23] 6K or so my last roles. >> So
[48:24] >> So >> like that was kind of comfortable like
[48:25] >> like that was kind of comfortable like with like where I was at.
[48:27] with like where I was at. >> So where do you feel like that belief
[48:29] >> So where do you feel like that belief comes from? Like being comfortable even
[48:32] comes from? Like being comfortable even though we're not stable or we're not at
[48:34] though we're not stable or we're not at our actual goal,
[48:37] our actual goal, right? Why are you comfortable?
[48:39] right? Why are you comfortable? >> Maybe it's just like procrastination.
[48:41] >> Maybe it's just like procrastination. Yeah. Why are you comfortable not at
[48:43] Yeah. Why are you comfortable not at your goal? Why are you comfortable not
[48:45] your goal? Why are you comfortable not being stable? Why are you comfortable in
[48:47] being stable? Why are you comfortable in an uncomfortable situation? That's
[48:49] an uncomfortable situation? That's basically what I'm asking here.
[48:51] basically what I'm asking here. >> Yeah.
[48:51] >> Yeah. >> I knew I had like I have to do
[48:53] >> I knew I had like I have to do something, but like
[48:54] something, but like >> for me like often times I feel like I
[48:56] >> for me like often times I feel like I just have to like wait till I get
[48:59] just have to like wait till I get >> like into like a shitty situation to do
[49:01] >> like into like a shitty situation to do something about it.
[49:04] something about it. And this is something that will happen a
[49:06] And this is something that will happen a lot with your prospects is they will be
[49:10] lot with your prospects is they will be in very terrible situations or they've
[49:14] in very terrible situations or they've been wanting to do something for a very
[49:16] been wanting to do something for a very long time and it was a terrible
[49:18] long time and it was a terrible situation that was the catalyst for them
[49:20] situation that was the catalyst for them to have a conversation. For example,
[49:22] to have a conversation. For example, this is something I hear quite a bit
[49:24] this is something I hear quite a bit when you're talking to people on like a
[49:26] when you're talking to people on like a business opportunity. Uh I one guy that
[49:28] business opportunity. Uh I one guy that I help he is he helps like you know
[49:31] I help he is he helps like you know people who are like high income earners
[49:34] people who are like high income earners buy a business and something he'll get
[49:36] buy a business and something he'll get quite a bit is people who got laid off
[49:38] quite a bit is people who got laid off now rather than trying to go get another
[49:41] now rather than trying to go get another job they're looking to buy a business
[49:43] job they're looking to buy a business but the problem is the real big problem
[49:45] but the problem is the real big problem is all the people he's talking about
[49:47] is all the people he's talking about they never got fired and then they're
[49:50] they never got fired and then they're like oh well I got fired I guess I'll
[49:52] like oh well I got fired I guess I'll buy a business. No, they've wanted to
[49:54] buy a business. No, they've wanted to buy a business for 10 years. And it was
[49:56] buy a business for 10 years. And it was the act of them being fired that then
[49:59] the act of them being fired that then catapulted them into now actually taking
[50:02] catapulted them into now actually taking it seriously. So, the real hard question
[50:04] it seriously. So, the real hard question you'd have to ask somebody like that is
[50:07] you'd have to ask somebody like that is why did we allow it to get so bad that
[50:10] why did we allow it to get so bad that we got laid off for us to actually start
[50:12] we got laid off for us to actually start taking this seriously if you wanted me
[50:13] taking this seriously if you wanted me to do this for the past 10 years?
[50:16] to do this for the past 10 years? That's the hard question you need to ask
[50:18] That's the hard question you need to ask because that's what's going to really
[50:19] because that's what's going to really drill into the underlying belief. The
[50:21] drill into the underlying belief. The fact of the matter is he's now in a bad
[50:24] fact of the matter is he's now in a bad situation, but we've he's allowed this
[50:28] situation, but we've he's allowed this to get into a worse and worse situation.
[50:31] to get into a worse and worse situation. And now the fact that he's on a new
[50:32] And now the fact that he's on a new offer and he made $300 over the past,
[50:36] offer and he made $300 over the past, you know, two weeks basically, which
[50:38] you know, two weeks basically, which means if this continues, he makes 600
[50:40] means if this continues, he makes 600 bucks a month, right? Cutting his income
[50:44] bucks a month, right? Cutting his income in 10. It should not have to get this
[50:46] in 10. It should not have to get this bad for him to get the help. He should
[50:49] bad for him to get the help. He should have reached out and got the help when
[50:51] have reached out and got the help when he was making 6K per month, but he
[50:52] he was making 6K per month, but he didn't because he was comfortable. So,
[50:54] didn't because he was comfortable. So, that's a conversation we need to have.
[50:56] that's a conversation we need to have. Be troubled, dude. Cuz how long were you
[50:58] Be troubled, dude. Cuz how long were you in that more comfortable zone?
[51:00] in that more comfortable zone? >> I'd say for like at least like
[51:04] >> I'd say for like at least like like since I was on the last offer, like
[51:06] like since I was on the last offer, like five to six months or something.
[51:08] five to six months or something. >> Okay. In the past six months, I was
[51:11] >> Okay. In the past six months, I was being more comfortable.
[51:13] being more comfortable. If you had to put a cost to it, like how
[51:15] If you had to put a cost to it, like how much do you feel like that actually cost
[51:17] much do you feel like that actually cost you the past six months?
[51:19] you the past six months? So, what am I doing there? I got the
[51:21] So, what am I doing there? I got the belief. I got the length of time. And
[51:23] belief. I got the length of time. And I'm adding a tangible cost to it.
[51:26] I'm adding a tangible cost to it. Well, if
[51:27] Well, if >> you did your math with the like 2K a
[51:29] >> you did your math with the like 2K a week.
[51:29] week. >> Yeah, we don't got to do my math, man.
[51:31] >> Yeah, we don't got to do my math, man. We can do your math, right? Like, how
[51:32] We can do your math, right? Like, how much do you feel like it actually cost?
[51:34] much do you feel like it actually cost? >> And this is something that people will
[51:35] >> And this is something that people will do to you is like, hey, when you put it
[51:38] do to you is like, hey, when you put it that way, when you say it, like they try
[51:39] that way, when you say it, like they try to put the facts of their life on you,
[51:43] to put the facts of their life on you, you're questioning your sales process.
[51:46] you're questioning your sales process. Never allow them to. The reason that
[51:48] Never allow them to. The reason that they do that is because if it's your
[51:51] they do that is because if it's your view of the world, if it's your view of
[51:53] view of the world, if it's your view of their situation, there is a subjective
[51:55] their situation, there is a subjective view of their situation that is not
[51:57] view of their situation that is not that, right? So, they want to squirm out
[51:59] that, right? So, they want to squirm out of it. So, you always need it to come
[52:01] of it. So, you always need it to come from them. So, if they try to put it on
[52:02] from them. So, if they try to put it on you, well, if we go off of what you say,
[52:04] you, well, if we go off of what you say, well, hey man, you don't got to go off
[52:05] well, hey man, you don't got to go off of what I say. What do you say? Get them
[52:08] of what I say. What do you say? Get them to actually own it. Don't allow them to
[52:10] to actually own it. Don't allow them to put it on you.
[52:11] put it on you. >> Yeah.
[52:13] >> Yeah. >> I'd say at least um I probably wouldn't
[52:16] >> I'd say at least um I probably wouldn't be at those 15k months. yet, but like at
[52:18] be at those 15k months. yet, but like at least 10k in total.
[52:20] least 10k in total. >> Okay. 10k over the past 6 months or like
[52:23] >> Okay. 10k over the past 6 months or like 10k per
[52:24] 10k per >> maybe like just Yeah, 10 like I'd say 6k
[52:27] >> maybe like just Yeah, 10 like I'd say 6k per month like extra.
[52:29] per month like extra. >> Okay. So like 6,000. So we left $36,000
[52:35] >> Okay. So like 6,000. So we left $36,000 on the table these past 6 months. Does
[52:37] on the table these past 6 months. Does that sound right?
[52:39] that sound right? >> Yeah. I guess when you put it like that.
[52:42] >> Yeah. I guess when you put it like that. >> You think you could use like 36k right
[52:45] >> You think you could use like 36k right about now? Yeah, it probably look look
[52:47] about now? Yeah, it probably look look really nice in my checking account.
[52:49] really nice in my checking account. >> Yeah. Yeah. So, I do have to ask men
[52:51] >> Yeah. Yeah. So, I do have to ask men like that way of thinking of being
[52:53] like that way of thinking of being comfortable procrastinating for the past
[52:55] comfortable procrastinating for the past 6 months that we left 36K on the table,
[52:58] 6 months that we left 36K on the table, like is that worth keeping if we're
[53:00] like is that worth keeping if we're actually going to break out of that
[53:01] actually going to break out of that comfortability zone and actually get to
[53:03] comfortability zone and actually get to the point where we're making the type of
[53:05] the point where we're making the type of money we really need to make?
[53:08] money we really need to make? >> No. Cuz like I can't really like get out
[53:10] >> No. Cuz like I can't really like get out of my comfort zone if like I don't like
[53:12] of my comfort zone if like I don't like uncomfortable.
[53:13] uncomfortable. >> Yeah. And and the re and the reason why
[53:15] >> Yeah. And and the re and the reason why I bring all this up so I get him to
[53:17] I bring all this up so I get him to admit the way that he has been thinking
[53:19] admit the way that he has been thinking is not going to help him moving forward.
[53:22] is not going to help him moving forward. Now typically because again I'm 20
[53:24] Now typically because again I'm 20 minutes into this so this discovery is
[53:27] minutes into this so this discovery is taking a bit longer but it's just
[53:29] taking a bit longer but it's just because there was a lot of just [ __ ]
[53:32] because there was a lot of just [ __ ] that I had to deal with until I got to
[53:35] that I had to deal with until I got to this point. Most of the time I'm at this
[53:38] this point. Most of the time I'm at this point in the conversation
[53:41] point in the conversation 12 minutes and 15 minutes at the very
[53:44] 12 minutes and 15 minutes at the very latest, but because there's a lot of
[53:47] latest, but because there's a lot of [ __ ] that I had talked about, that's why
[53:49] [ __ ] that I had talked about, that's why it's taking 20 minutes up until this
[53:51] it's taking 20 minutes up until this point. So, I wanted to share a call
[53:53] point. So, I wanted to share a call where not everything went hunky dory,
[53:55] where not everything went hunky dory, right? Where it's like, you know, I
[53:57] right? Where it's like, you know, I close somebody in 30 minutes, which
[53:58] close somebody in 30 minutes, which again, like that's all fun. High fives
[54:00] again, like that's all fun. High fives all around. I love those. But I wanted
[54:02] all around. I love those. But I wanted to show like how do you deal with some
[54:04] to show like how do you deal with some of this actual [ __ ] Now, once I got him
[54:06] of this actual [ __ ] Now, once I got him to admit what where he's currently at,
[54:08] to admit what where he's currently at, how he's currently been thinking, how
[54:10] how he's currently been thinking, how that's no longer like going to help him
[54:11] that's no longer like going to help him if he wants something different. Now,
[54:13] if he wants something different. Now, I'm going to dive into identity. So,
[54:15] I'm going to dive into identity. So, he's already told me the identity he
[54:17] he's already told me the identity he doesn't want to be. And the identity he
[54:18] doesn't want to be. And the identity he doesn't want to be is the person who has
[54:20] doesn't want to be is the person who has an unstable income offering from hopping
[54:23] an unstable income offering from hopping to offer to offer to offer. And the
[54:25] to offer to offer to offer. And the person who he wants to be is the person
[54:27] person who he wants to be is the person who has stable income making 15k plus
[54:29] who has stable income making 15k plus per month. Okay? So, those are the two
[54:31] per month. Okay? So, those are the two identities. So, I want to pin these two
[54:32] identities. So, I want to pin these two against each other and get him to really
[54:35] against each other and get him to really understand the consequences if he stays
[54:37] understand the consequences if he stays the current version of the himself that
[54:39] the current version of the himself that he is right now, his current identity.
[54:41] he is right now, his current identity. Okay? So, that's what I'm going to go
[54:42] Okay? So, that's what I'm going to go into here. And I do this on every day.
[54:45] into here. And I do this on every day. Like, I can give you the perfect diet
[54:46] Like, I can give you the perfect diet plan in the world, but if you don't
[54:47] plan in the world, but if you don't actually use it, what type of results
[54:49] actually use it, what type of results you going to get?
[54:51] you going to get? >> Yeah. Probably not the best,
[54:53] >> Yeah. Probably not the best, >> right?
[54:54] >> right? So, it really comes down to yes, you
[54:56] So, it really comes down to yes, you need the right skills, but for you to be
[54:59] need the right skills, but for you to be that 15,000 per month guy, like I'm
[55:01] that 15,000 per month guy, like I'm telling you right now, like you need to
[55:02] telling you right now, like you need to have a different way of walking. Like,
[55:04] have a different way of walking. Like, you have a different level of confidence
[55:05] you have a different level of confidence about you. You get what I mean?
[55:07] about you. You get what I mean? >> Yeah.
[55:09] >> Yeah. >> Just right now, we're the guy who
[55:10] >> Just right now, we're the guy who doesn't have a stable income and we're
[55:12] doesn't have a stable income and we're jumping from job to job. Is that right?
[55:15] jumping from job to job. Is that right? Okay. So, there I just created the
[55:16] Okay. So, there I just created the contrast. We have a different level of
[55:18] contrast. We have a different level of confidence. We're the 15k per month
[55:20] confidence. We're the 15k per month person, but right now we're not. We're
[55:21] person, but right now we're not. We're the guy hopping to job to job. Is that
[55:23] the guy hopping to job to job. Is that right? There's a very big distinction
[55:25] right? There's a very big distinction between the person he wants to be and
[55:26] between the person he wants to be and the person he is now.
[55:29] the person he is now. >> Yeah. So, I have to ask, are you okay
[55:33] >> Yeah. So, I have to ask, are you okay being and continuing to be that guy?
[55:39] Why not? And if you notice, he's getting
[55:42] Why not? And if you notice, he's getting quiet. And
[55:44] quiet. And often this is a good sign because he's
[55:47] often this is a good sign because he's actually thinking about what I'm saying.
[55:49] actually thinking about what I'm saying. He's actually taking it in. Okay. You
[55:52] He's actually taking it in. Okay. You got to be careful if people are
[55:53] got to be careful if people are answering your questions too quickly.
[55:57] answering your questions too quickly. >> Well, because then like I'll just never
[55:59] >> Well, because then like I'll just never have a stable income and then like come
[56:00] have a stable income and then like come in the next few months when I have to
[56:02] in the next few months when I have to move out.
[56:02] move out. >> Yeah.
[56:03] >> Yeah. >> It's like, okay, well, [ __ ] how am I
[56:05] >> It's like, okay, well, [ __ ] how am I going to move out without a stable
[56:06] going to move out without a stable income?
[56:07] income? >> Yeah. Well, naturally, when we grow and
[56:10] >> Yeah. Well, naturally, when we grow and we grow into the person we need to be,
[56:11] we grow into the person we need to be, we need to let some things die off.
[56:14] we need to let some things die off. So, for you to no longer be the person
[56:16] So, for you to no longer be the person you are right now and grow into the
[56:18] you are right now and grow into the person who you need to be, what do you
[56:20] person who you need to be, what do you need to let go of?
[56:22] need to let go of? This one's a real key question. What do
[56:25] This one's a real key question. What do you need to let go of in order to be the
[56:26] you need to let go of in order to be the person who you need to be? Okay, why
[56:29] person who you need to be? Okay, why that? What happens if you never let go
[56:31] that? What happens if you never let go of it?
[56:34] of it? >> Probably just like
[56:36] >> Probably just like having like just jumping from job to job
[56:38] having like just jumping from job to job to jaw and like being comfortable.
[56:41] to jaw and like being comfortable. >> Okay. like getting comfortable with like
[56:43] >> Okay. like getting comfortable with like being uncomfortable.
[56:44] being uncomfortable. >> Yeah. Do you feel like you're going to
[56:46] >> Yeah. Do you feel like you're going to have to actually take some risk and bet
[56:48] have to actually take some risk and bet on yourself?
[56:50] on yourself? >> Yeah. Yeah. Like that's kind
[56:52] >> Yeah. Yeah. Like that's kind >> Why is that?
[56:53] >> Why is that? >> That's
[56:54] >> That's >> Well, cuz like um if I don't like bet on
[56:58] >> Well, cuz like um if I don't like bet on myself, then who will?
[57:01] myself, then who will? >> Yeah. type thing. But I do have to ask,
[57:03] >> Yeah. type thing. But I do have to ask, if we continue to be the guy who's
[57:05] if we continue to be the guy who's comfortable and we keep on jump from
[57:07] comfortable and we keep on jump from from job to job to job, never having
[57:10] from job to job to job, never having that stable income for the rest of your
[57:13] that stable income for the rest of your life, like how's that going to feel?
[57:17] life, like how's that going to feel? And if you notice, like that question is
[57:20] And if you notice, like that question is asked in a way that really does hit
[57:22] asked in a way that really does hit hard. But if you notice, my demeanor has
[57:25] hard. But if you notice, my demeanor has completely changed.
[57:27] completely changed. So, I generally speaking when I'm on my
[57:29] So, I generally speaking when I'm on my sales calls, you know, I'm like I'm
[57:31] sales calls, you know, I'm like I'm smiling. I'll joke around at least at
[57:34] smiling. I'll joke around at least at the very beginning, but once we start
[57:36] the very beginning, but once we start talking about the serious stuff, I'm
[57:38] talking about the serious stuff, I'm deadly serious. And it's the contrast in
[57:42] deadly serious. And it's the contrast in the two that really draws the weight to
[57:46] the two that really draws the weight to this part of the conversation. That's
[57:48] this part of the conversation. That's why that's key.
[57:50] why that's key. >> Oh, [ __ ] [ __ ] dude. Like, I can't be
[57:52] >> Oh, [ __ ] [ __ ] dude. Like, I can't be one of those reps.
[57:54] one of those reps. >> Why not?
[57:57] >> Why not? cuz like I don't want to be like [ __ ]
[58:00] cuz like I don't want to be like [ __ ] 40 and then like just looking back and
[58:03] 40 and then like just looking back and knowing that like I wasted all that
[58:05] knowing that like I wasted all that time. Now, this is a red flag
[58:10] time. Now, this is a red flag or maybe not a red flag, but this is a
[58:12] or maybe not a red flag, but this is a problem you can run into with younger
[58:14] problem you can run into with younger sales reps is they will future pace out
[58:17] sales reps is they will future pace out their consequences too long. This guy, I
[58:20] their consequences too long. This guy, I know you can't see him, but he's very
[58:22] know you can't see him, but he's very young. He's talking about he's living at
[58:24] young. He's talking about he's living at home. He just graduated and he's talking
[58:26] home. He just graduated and he's talking about 40 years old. Okay. He doesn't
[58:29] about 40 years old. Okay. He doesn't have a concept of what 40 looks like.
[58:32] have a concept of what 40 looks like. I'm 28 and I don't even have a concept
[58:35] I'm 28 and I don't even have a concept of what 40 looks like and I'm getting
[58:38] of what 40 looks like and I'm getting old, bro. I'm satisfied status. So, when
[58:42] old, bro. I'm satisfied status. So, when you hear young people talking about, oh,
[58:43] you hear young people talking about, oh, when I'm 40, that would really suck.
[58:45] when I'm 40, that would really suck. It's like, no, dude. What if you wake up
[58:47] It's like, no, dude. What if you wake up tomorrow and you're still that person?
[58:49] tomorrow and you're still that person? What if you look in the mirror tomorrow
[58:51] What if you look in the mirror tomorrow and you see you look yourself in your
[58:53] and you see you look yourself in your face and you see that you're not doing
[58:55] face and you see that you're not doing things you know you need to do. How is
[58:56] things you know you need to do. How is that going to feel? Bring their
[58:59] that going to feel? Bring their consequence close to them. You cannot
[59:01] consequence close to them. You cannot allow it to be 40 out in the distance
[59:04] allow it to be 40 out in the distance somewhere cuz like it's not real at that
[59:06] somewhere cuz like it's not real at that point. Young people do dumb things all
[59:09] point. Young people do dumb things all the time because they have no sense of
[59:11] the time because they have no sense of their own morality. Me included.
[59:15] their own morality. Me included. Dude, well, what if you wake up tomorrow
[59:17] Dude, well, what if you wake up tomorrow or next week and realize you wasted more
[59:19] or next week and realize you wasted more time?
[59:23] Yeah.
[59:26] Yeah. Is that something you're willing to
[59:27] Is that something you're willing to allow to happen? So, again, what happens
[59:30] allow to happen? So, again, what happens if you wake up tomorrow or even next
[59:31] if you wake up tomorrow or even next week and we allow yourself to waste more
[59:34] week and we allow yourself to waste more time? Now, I probably should have just
[59:37] time? Now, I probably should have just actually got him to answer the question.
[59:38] actually got him to answer the question. I move forward a little bit too quick
[59:40] I move forward a little bit too quick here. Okay, we can all improve. Um, but
[59:43] here. Okay, we can all improve. Um, but that's what I'm doing. I'm bringing the
[59:45] that's what I'm doing. I'm bringing the consequence more back to what's going on
[59:48] consequence more back to what's going on right now. Not 40. We're not talking
[59:50] right now. Not 40. We're not talking about when you're 40, bro. We're talking
[59:52] about when you're 40, bro. We're talking about tomorrow. Talking about next week.
[59:54] about tomorrow. Talking about next week. We're talking about the fact that you
[59:55] We're talking about the fact that you made 300 bucks in a week, dude. Okay.
[59:59] made 300 bucks in a week, dude. Okay. That's what we're talking about.
[01:00:03] That's what we're talking about. Okay. So, help me understand, man.
[01:00:04] Okay. So, help me understand, man. Right. What is what is 15K actually do
[01:00:08] Right. What is what is 15K actually do for you? Cuz at the end of the day, it's
[01:00:10] for you? Cuz at the end of the day, it's just a number.
[01:00:11] just a number. >> Okay. Now, at this point, I'm
[01:00:13] >> Okay. Now, at this point, I'm understanding what it actually does.
[01:00:15] understanding what it actually does. >> It really has to come down to what those
[01:00:17] >> It really has to come down to what those numbers actually do.
[01:00:18] numbers actually do. >> We need to So, at this point, I've got
[01:00:21] >> We need to So, at this point, I've got an eliminated belief. I tied up the
[01:00:23] an eliminated belief. I tied up the identity frame, got a really good
[01:00:25] identity frame, got a really good identity consequence, created the
[01:00:26] identity consequence, created the urgency, but now I need to understand
[01:00:28] urgency, but now I need to understand like future pace, like what it actually
[01:00:30] like future pace, like what it actually does for him. Okay, I need to understand
[01:00:32] does for him. Okay, I need to understand what his goals are, consequence, and
[01:00:34] what his goals are, consequence, and then I'm going to present attach a Y to
[01:00:36] then I'm going to present attach a Y to that number so that way we start running
[01:00:38] that number so that way we start running as quick as possible. So 15K, what
[01:00:42] as quick as possible. So 15K, what difference each and every month that
[01:00:44] difference each and every month that hitting your bank account does that
[01:00:46] hitting your bank account does that actually make for you?
[01:00:49] actually make for you? >> Probably just like that peace of mind.
[01:00:51] >> Probably just like that peace of mind. >> Well, what do you mean peace of mind?
[01:00:54] >> Well, what do you mean peace of mind? >> Like just knowing that like um like I'm
[01:00:57] >> Like just knowing that like um like I'm good like I can like cover my things.
[01:01:01] good like I can like cover my things. >> Okay. Well, what things? So if you
[01:01:04] >> Okay. Well, what things? So if you notice here, there is a shift in how I
[01:01:07] notice here, there is a shift in how I am presenting myself. I push my mic
[01:01:10] am presenting myself. I push my mic forward and I actually lean forward. I'm
[01:01:12] forward and I actually lean forward. I'm more interested in what he has to say.
[01:01:14] more interested in what he has to say. So, we just got done having a very
[01:01:15] So, we just got done having a very pretty hard conversation.
[01:01:18] pretty hard conversation. So, I need to shift how I'm talking to
[01:01:21] So, I need to shift how I'm talking to get him to be more open about his goals
[01:01:22] get him to be more open about his goals because most people just in general just
[01:01:24] because most people just in general just in life, most people cannot be open
[01:01:26] in life, most people cannot be open about their goals. Because if you're
[01:01:27] about their goals. Because if you're outwardly ambitious to most people who
[01:01:30] outwardly ambitious to most people who are average, right? That's just what the
[01:01:32] are average, right? That's just what the average person is. That's why average is
[01:01:34] average person is. That's why average is average. Most people are average, right?
[01:01:36] average. Most people are average, right? Just is what it is. So it's basically
[01:01:38] Just is what it is. So it's basically like crabs in a bucket. They pull you
[01:01:40] like crabs in a bucket. They pull you down. So most ambitious people are not
[01:01:42] down. So most ambitious people are not outwardly ambitious, outwardly
[01:01:44] outwardly ambitious, outwardly optimistic about their goals. They don't
[01:01:46] optimistic about their goals. They don't talk to people about them. So I need to
[01:01:48] talk to people about them. So I need to be a place that he can talk about his
[01:01:50] be a place that he can talk about his goals. And the only way I can do that is
[01:01:52] goals. And the only way I can do that is if I show him through my body language
[01:01:54] if I show him through my body language and through my tone that I actually care
[01:01:55] and through my tone that I actually care what the [ __ ] he's saying. So I lean
[01:01:57] what the [ __ ] he's saying. So I lean forward. And if you notice, like I'm a
[01:01:59] forward. And if you notice, like I'm a little bit lighter in my voice. Okay?
[01:02:02] little bit lighter in my voice. Okay? That will cause him to be open. Now, if
[01:02:04] That will cause him to be open. Now, if I'm like that the entire call, there's
[01:02:06] I'm like that the entire call, there's no shift. It's a shift in tonality that
[01:02:09] no shift. It's a shift in tonality that really creates what's going on. It's the
[01:02:12] really creates what's going on. It's the acceleration. It draws attention to
[01:02:14] acceleration. It draws attention to this. If I'm lean forward and I'm like
[01:02:16] this. If I'm lean forward and I'm like super light in my voice, then that's
[01:02:17] super light in my voice, then that's just how I am. But if I'm only doing it
[01:02:20] just how I am. But if I'm only doing it in specific times, I'm showing him
[01:02:22] in specific times, I'm showing him subconsciously that I'm more interested
[01:02:24] subconsciously that I'm more interested in what he has to say at this point and
[01:02:26] in what he has to say at this point and I'm allowing him to dream.
[01:02:28] I'm allowing him to dream. >> Like just covering out.
[01:02:31] >> Like just covering out. >> Yeah. Like that's the big thing. Like
[01:02:33] >> Yeah. Like that's the big thing. Like just cover my expenses, whatever pops
[01:02:35] just cover my expenses, whatever pops up.
[01:02:37] up. Yeah.
[01:02:37] Yeah. >> Um, yeah. Just like whatever like pops
[01:02:40] >> Um, yeah. Just like whatever like pops up there like little bumps that like
[01:02:41] up there like little bumps that like just knowing that like I I've got it
[01:02:44] just knowing that like I I've got it under control.
[01:02:45] under control. >> Yeah. Is there a certain like area
[01:02:48] >> Yeah. Is there a certain like area you're looking to move to? So, right now
[01:02:50] you're looking to move to? So, right now he's like, "Okay, I want to move out. I
[01:02:52] he's like, "Okay, I want to move out. I want to make sure I have it, but I need
[01:02:53] want to make sure I have it, but I need to take this cuz it's pretty it's
[01:02:56] to take this cuz it's pretty it's pretty, you know, up in the air. It's
[01:02:58] pretty, you know, up in the air. It's vague." Again, like he he's pretty vague
[01:03:00] vague." Again, like he he's pretty vague in his language still. I need to make it
[01:03:03] in his language still. I need to make it more certain. So, I've gotten him to be
[01:03:05] more certain. So, I've gotten him to be more certain on what his problems is,
[01:03:07] more certain on what his problems is, what his limiting beliefs are. Now, I
[01:03:08] what his limiting beliefs are. Now, I need to get him certain on his future,
[01:03:10] need to get him certain on his future, what he wants. This again will make him
[01:03:13] what he wants. This again will make him want to run faster to it when he's more
[01:03:16] want to run faster to it when he's more certain. I cannot have him be vague.
[01:03:18] certain. I cannot have him be vague. >> Like, paint me a picture, man. Like,
[01:03:20] >> Like, paint me a picture, man. Like, what does what does moving out actually
[01:03:22] what does what does moving out actually look like?
[01:03:23] look like? >> I'd say
[01:03:25] >> I'd say like just moving into like um like an
[01:03:28] like just moving into like um like an apartment cuz
[01:03:30] apartment cuz >> Okay.
[01:03:31] >> Okay. >> Like I want to go down to Toronto. Okay.
[01:03:34] >> Like I want to go down to Toronto. Okay. >> Um,
[01:03:35] >> Um, >> what what do apartments cost there?
[01:03:39] >> what what do apartments cost there? >> Probably a [ __ ] lot. Like probably
[01:03:41] >> Probably a [ __ ] lot. Like probably two, three, 4K.
[01:03:43] two, three, 4K. >> Okay. So, let's just say in the middle
[01:03:45] >> Okay. So, let's just say in the middle like 3K or so like per month.
[01:03:47] like 3K or so like per month. >> Um, do you want to be just like a hermit
[01:03:49] >> Um, do you want to be just like a hermit just living living in your apartment,
[01:03:51] just living living in your apartment, never talking to anybody, not having a
[01:03:52] never talking to anybody, not having a car? Like what do you like? Paint me a
[01:03:54] car? Like what do you like? Paint me a picture. Like what else do you actually
[01:03:55] picture. Like what else do you actually want?
[01:03:56] want? >> Yeah. Yeah. Causing him to get more
[01:03:57] >> Yeah. Yeah. Causing him to get more specific. Not
[01:03:58] specific. Not >> really like a car guy though. Um,
[01:04:00] >> really like a car guy though. Um, >> yeah. What do you want? Something nice
[01:04:01] >> yeah. What do you want? Something nice or
[01:04:04] Do you like girls like any?
[01:04:08] Do you like girls like any? >> So again, he's a bit closed off, right?
[01:04:10] >> So again, he's a bit closed off, right? So I'm I'm getting him to be open and
[01:04:12] So I'm I'm getting him to be open and actually giving him permission to dream.
[01:04:14] actually giving him permission to dream. So if you notice, I insert a little bit
[01:04:16] So if you notice, I insert a little bit of humor there.
[01:04:18] of humor there. >> Yeah. Yeah. I'd say to be honest when it
[01:04:20] >> Yeah. Yeah. I'd say to be honest when it comes to the car, I'd say like anything
[01:04:21] comes to the car, I'd say like anything with real wheels. Like I'll do fine with
[01:04:24] with real wheels. Like I'll do fine with [ __ ] Toyota.
[01:04:26] [ __ ] Toyota. >> Yeah. Well, it's like are are you are
[01:04:27] >> Yeah. Well, it's like are are you are you trying to attract a girl?
[01:04:29] you trying to attract a girl? >> Yeah. Yeah. Do you think they're just
[01:04:31] >> Yeah. Yeah. Do you think they're just fine with like anything with four wheels
[01:04:33] fine with like anything with four wheels or maybe we might need something a
[01:04:35] or maybe we might need something a little nicer?
[01:04:36] little nicer? >> Yeah, probably something a little nicer,
[01:04:38] >> Yeah, probably something a little nicer, >> right? And this is something that you
[01:04:41] >> right? And this is something that you can do a lot of the time with like
[01:04:43] can do a lot of the time with like younger men. Okay. It's like um like
[01:04:46] younger men. Okay. It's like um like doing this to younger women probably is
[01:04:47] doing this to younger women probably is not going to make any sense cuz they
[01:04:48] not going to make any sense cuz they don't buy cars to attract uh people of
[01:04:51] don't buy cars to attract uh people of the opposite sex. So you can push their
[01:04:54] the opposite sex. So you can push their standards up because, you know, it
[01:04:56] standards up because, you know, it aligns with the bigger goal of like they
[01:04:58] aligns with the bigger goal of like they probably want to, you know, get a
[01:04:59] probably want to, you know, get a girlfriend, get a wife, get married,
[01:05:01] girlfriend, get a wife, get married, blah blah blah blah blah. It's like the
[01:05:02] blah blah blah blah blah. It's like the fact of the matter is like, yes, I like
[01:05:04] fact of the matter is like, yes, I like cars personally, but like the fact of
[01:05:07] cars personally, but like the fact of the matter is I got my Jaguar because I
[01:05:10] the matter is I got my Jaguar because I like sports cars and I know girls would,
[01:05:12] like sports cars and I know girls would, you know, it would look more impressive.
[01:05:14] you know, it would look more impressive. You get what I mean? You know what I
[01:05:16] You get what I mean? You know what I mean? So it's not just because of mine.
[01:05:18] mean? So it's not just because of mine. It's for like, you know, the the status
[01:05:20] It's for like, you know, the the status of it, too. That's why a lot of men buy
[01:05:22] of it, too. That's why a lot of men buy things. So, being able to push what
[01:05:24] things. So, being able to push what actually he wants. This is really
[01:05:26] actually he wants. This is really something I would only really do this
[01:05:28] something I would only really do this with younger guys, okay? But most other
[01:05:31] with younger guys, okay? But most other people other than younger guys do have a
[01:05:34] people other than younger guys do have a better understanding of what they
[01:05:35] better understanding of what they actually want. Okay? You will run into
[01:05:38] actually want. Okay? You will run into some older people who don't have that
[01:05:40] some older people who don't have that much of an understanding of what their
[01:05:41] much of an understanding of what their goals are, but most older people have at
[01:05:43] goals are, but most older people have at least thought about this more. So, I'm
[01:05:46] least thought about this more. So, I'm really just pushing and trying to pull
[01:05:48] really just pushing and trying to pull more out of him specifically. I'm I'm
[01:05:50] more out of him specifically. I'm I'm causing him to think like what what
[01:05:52] causing him to think like what what would you be thinking, right? Like it
[01:05:53] would you be thinking, right? Like it doesn't have to be lavish, but like if
[01:05:54] doesn't have to be lavish, but like if you had a picture in your mind, like
[01:05:55] you had a picture in your mind, like what what does that ideal like car,
[01:05:57] what what does that ideal like car, apartment, all that stuff actually look
[01:05:59] apartment, all that stuff actually look like?
[01:06:00] like? >> Like what? Like the ideal like when it
[01:06:02] >> Like what? Like the ideal like when it comes to the ideal apartment like I want
[01:06:04] comes to the ideal apartment like I want something that's like nice like you go
[01:06:05] something that's like nice like you go into something people's like houses and
[01:06:07] into something people's like houses and like all [ __ ] up and like sort of
[01:06:08] like all [ __ ] up and like sort of super small condominium with super
[01:06:11] super small condominium with super confined. So I want something that's
[01:06:12] confined. So I want something that's like at least spacious and looks modern.
[01:06:15] like at least spacious and looks modern. >> Okay. So then it's probably something
[01:06:16] >> Okay. So then it's probably something closer to like the 4K per month then.
[01:06:18] closer to like the 4K per month then. Okay. So, I'm pushing what his ideal
[01:06:20] Okay. So, I'm pushing what his ideal lifestyle actually looks like.
[01:06:22] lifestyle actually looks like. >> Yeah. Yeah. Maybe.
[01:06:24] >> Yeah. Yeah. Maybe. >> Yeah.
[01:06:25] >> Yeah. >> Okay.
[01:06:26] >> Okay. >> And then like like for the car, right?
[01:06:28] >> And then like like for the car, right? Like let's just say something pretty
[01:06:29] Like let's just say something pretty modest. Uh maybe anywhere from like 800
[01:06:32] modest. Uh maybe anywhere from like 800 to a,000 a month.
[01:06:34] to a,000 a month. >> Yeah. Yeah.
[01:06:35] >> Yeah. Yeah. >> Okay.
[01:06:36] >> Okay. >> Probably.
[01:06:37] >> Probably. >> Okay. Then at that like other living
[01:06:39] >> Okay. Then at that like other living expenses, maybe an extra thousand, but
[01:06:40] expenses, maybe an extra thousand, but it's like you can do that with like 6K,
[01:06:42] it's like you can do that with like 6K, right? Like making sure everything's
[01:06:44] right? Like making sure everything's taken care of just with that. Yeah.
[01:06:46] taken care of just with that. Yeah. Yeah.
[01:06:46] Yeah. >> So, what is the extra for? Like what
[01:06:50] >> So, what is the extra for? Like what does that actually do for you?
[01:06:52] does that actually do for you? >> Yeah.
[01:06:52] >> Yeah. >> Yeah. I guess that's for
[01:06:56] >> Yeah. I guess that's for like just anything that like could
[01:06:58] like just anything that like could potentially happen with my family cuz
[01:07:00] potentially happen with my family cuz like my parents
[01:07:02] like my parents >> so up until this point like it's all
[01:07:04] >> so up until this point like it's all been about like him and just getting the
[01:07:06] been about like him and just getting the basics down. But most people can live a
[01:07:09] basics down. But most people can live a pretty good life on like 5 to 6K a month
[01:07:11] pretty good life on like 5 to 6K a month if they are a single dude, right? So,
[01:07:14] if they are a single dude, right? So, there needs to be a reason outside of
[01:07:16] there needs to be a reason outside of that. There needs to be a reason other
[01:07:18] that. There needs to be a reason other than just having a nice apartment and a
[01:07:20] than just having a nice apartment and a nice car that he wants to make more than
[01:07:22] nice car that he wants to make more than 6K per month. He wants to make 15K per
[01:07:24] 6K per month. He wants to make 15K per month cuz he said 15K per month. So, I'm
[01:07:27] month cuz he said 15K per month. So, I'm trying to pull out like what are those
[01:07:28] trying to pull out like what are those deeper reasons? And right here is going
[01:07:30] deeper reasons? And right here is going to go into his family
[01:07:30] to go into his family >> going through like a bit of a rough time
[01:07:32] >> going through like a bit of a rough time now. So,
[01:07:33] now. So, >> oh
[01:07:34] >> oh >> like it like I don't know what that
[01:07:36] >> like it like I don't know what that would look like for them. It's just
[01:07:37] would look like for them. It's just making sure like I can support like my
[01:07:39] making sure like I can support like my mom
[01:07:40] mom >> if she like ends up like going the other
[01:07:43] >> if she like ends up like going the other way. So going the other way.
[01:07:46] way. So going the other way. >> So if you notice right there, he said
[01:07:48] >> So if you notice right there, he said something really, really interesting
[01:07:50] something really, really interesting that most people are not going to say in
[01:07:52] that most people are not going to say in the conversation. He goes, "Something's
[01:07:54] the conversation. He goes, "Something's there for her in case she goes the other
[01:07:55] there for her in case she goes the other way." That's a very interesting thing
[01:07:57] way." That's a very interesting thing for him to say. So whenever you hear
[01:07:59] for him to say. So whenever you hear something that's like, "That's
[01:08:01] something that's like, "That's interesting. I don't hear that often."
[01:08:03] interesting. I don't hear that often." You always need to explore it. And this
[01:08:05] You always need to explore it. And this one, it was go the other way. Okay, that
[01:08:08] one, it was go the other way. Okay, that didn't like somebody's going to die.
[01:08:09] didn't like somebody's going to die. Like what's actually going on right
[01:08:11] Like what's actually going on right there? That's where a lot of the juice
[01:08:12] there? That's where a lot of the juice is.
[01:08:14] is. Yeah, just like divorce-wise. So,
[01:08:17] Yeah, just like divorce-wise. So, >> okay. Not dying divorce.
[01:08:19] >> okay. Not dying divorce. >> Just making sure like I could have that
[01:08:20] >> Just making sure like I could have that covered if like it does come to that
[01:08:22] covered if like it does come to that point.
[01:08:23] point. >> Yeah.
[01:08:24] >> Yeah. >> I don't know if it will.
[01:08:25] >> I don't know if it will. >> I mean, you you taking that
[01:08:26] >> I mean, you you taking that responsibility on yourself just to make
[01:08:28] responsibility on yourself just to make sure the people you care about are just
[01:08:30] sure the people you care about are just taken care of.
[01:08:32] taken care of. Like like what does that do for you
[01:08:35] Like like what does that do for you personally?
[01:08:39] It's just like uh
[01:08:42] It's just like uh like cuz I before I got into sales full
[01:08:44] like cuz I before I got into sales full time, I ran I ran like um an agency.
[01:08:47] time, I ran I ran like um an agency. >> Yeah.
[01:08:47] >> Yeah. >> And we were doing like kind of okay, but
[01:08:52] >> And we were doing like kind of okay, but it's just being able to
[01:08:55] it's just being able to like know like I've got this like
[01:08:58] like know like I've got this like everything is stable, right?
[01:09:00] everything is stable, right? >> Yeah. Yeah. Well, if if you if you if
[01:09:03] >> Yeah. Yeah. Well, if if you if you if you get that and just know it's stable,
[01:09:05] you get that and just know it's stable, know she's taken care of. Like if you
[01:09:07] know she's taken care of. Like if you had to like sit there and picture that
[01:09:09] had to like sit there and picture that in your mind, like you're in the new
[01:09:10] in your mind, like you're in the new apartment, but you know, like if your
[01:09:12] apartment, but you know, like if your mom calls at any time, you can just take
[01:09:13] mom calls at any time, you can just take care of it.
[01:09:15] care of it. >> Yeah. Like how would that feel, dude? So
[01:09:18] >> Yeah. Like how would that feel, dude? So right there, I'm more like painting a
[01:09:20] right there, I'm more like painting a picture and I'm taking my time. So I'm
[01:09:22] picture and I'm taking my time. So I'm getting more of the specifics. I'm
[01:09:23] getting more of the specifics. I'm getting the emotion behind it. And once
[01:09:25] getting the emotion behind it. And once you have the specifics and the emotion,
[01:09:26] you have the specifics and the emotion, you're going to paint a picture. So,
[01:09:28] you're going to paint a picture. So, like you being able to do this, like
[01:09:30] like you being able to do this, like you're in the new apartment, like be
[01:09:31] you're in the new apartment, like be vivid with your language. Take your
[01:09:33] vivid with your language. Take your time, okay? And actually get them to
[01:09:36] time, okay? And actually get them to think. You can't really tell by like
[01:09:38] think. You can't really tell by like looking at him right now, but he's like
[01:09:40] looking at him right now, but he's like looking off. He's thinking. He's
[01:09:42] looking off. He's thinking. He's actually picturing this in his head.
[01:09:44] actually picturing this in his head. That's the goal here. I need them to
[01:09:46] That's the goal here. I need them to picture the future. I need them to
[01:09:48] picture the future. I need them to picture the future when they have
[01:09:49] picture the future when they have whatever it is that they want. That's
[01:09:51] whatever it is that they want. That's when I know I've had a good future pace.
[01:09:55] >> I feel [ __ ] amazing, dude.
[01:09:59] Like I I do have to ask
[01:10:02] Like I I do have to ask if nothing does change though with the
[01:10:04] if nothing does change though with the skill set you have. If we keep being the
[01:10:06] skill set you have. If we keep being the guy who jumps from offer to offer to
[01:10:08] guy who jumps from offer to offer to offer,
[01:10:09] offer, what's the likelihood that we're going
[01:10:11] what's the likelihood that we're going to be able to actually be that guy who
[01:10:13] to be able to actually be that guy who can not only take care for ourselves but
[01:10:14] can not only take care for ourselves but take care of the other people around us?
[01:10:19] >> Yeah, but probably not super likely.
[01:10:23] >> Yeah, but probably not super likely. >> Yeah. And I can appreciate you being
[01:10:25] >> Yeah. And I can appreciate you being real with me, man. Can can I share you a
[01:10:27] real with me, man. Can can I share you a quick story?
[01:10:29] quick story? >> Yeah.
[01:10:29] >> Yeah. >> Yeah. Because now I wouldn't suggest you
[01:10:33] >> Yeah. Because now I wouldn't suggest you sharing stories or using storytelling
[01:10:36] sharing stories or using storytelling unless number one like you have a good
[01:10:40] unless number one like you have a good grasp of the entire process. Okay? And
[01:10:42] grasp of the entire process. Okay? And number two, it ties directly into what
[01:10:45] number two, it ties directly into what you're selling. But why I love using
[01:10:48] you're selling. But why I love using storytelling and there is a video I have
[01:10:50] storytelling and there is a video I have that I gave away all the secrets of
[01:10:52] that I gave away all the secrets of storytelling. That's all my YouTube,
[01:10:53] storytelling. That's all my YouTube, right? Shameless plug. The reason why I
[01:10:56] right? Shameless plug. The reason why I love storytelling is because what it
[01:10:59] love storytelling is because what it does is it number one, it opens myself
[01:11:02] does is it number one, it opens myself up emotionally. So, it's going to get
[01:11:04] up emotionally. So, it's going to get them to open up more emotionally. It's
[01:11:06] them to open up more emotionally. It's going to cause them to trust me more.
[01:11:08] going to cause them to trust me more. Also, I can pre-handle a lot of
[01:11:10] Also, I can pre-handle a lot of objections and insert different beliefs
[01:11:13] objections and insert different beliefs because naturally people put themselves
[01:11:15] because naturally people put themselves as a protagonist in any story that they
[01:11:17] as a protagonist in any story that they hear. And then number three, I get a
[01:11:20] hear. And then number three, I get a much better answer out of consequence.
[01:11:23] much better answer out of consequence. So that's why I love storytelling. It's
[01:11:26] So that's why I love storytelling. It's an absolute cheat code. I don't see a
[01:11:27] an absolute cheat code. I don't see a lot of people teach it, but it's one
[01:11:30] lot of people teach it, but it's one thing to where again, if you want to
[01:11:32] thing to where again, if you want to close at a very, very high level, which
[01:11:34] close at a very, very high level, which I'm all about, right? I want to close
[01:11:36] I'm all about, right? I want to close everyone I'm talking to. Storytelling is
[01:11:39] everyone I'm talking to. Storytelling is one of those cheat she codes that really
[01:11:41] one of those cheat she codes that really allows you to basically, you know, just
[01:11:45] allows you to basically, you know, just shortcut a lot of the things, shortcut a
[01:11:47] shortcut a lot of the things, shortcut a lot of the objections. Like I can I can
[01:11:50] lot of the objections. Like I can I can relate a lot where you're coming from.
[01:11:52] relate a lot where you're coming from. Cuz like when I first got into sales, I
[01:11:54] Cuz like when I first got into sales, I was pretty much in the exact same
[01:11:56] was pretty much in the exact same position. I would have some good months,
[01:11:58] position. I would have some good months, some bad months. It was super up and
[01:11:59] some bad months. It was super up and down. It wasn't stable at all. And I
[01:12:02] down. It wasn't stable at all. And I just remember going through this feeling
[01:12:04] just remember going through this feeling of like somebody has had to figure this
[01:12:08] of like somebody has had to figure this [ __ ] out, right? Like somebody had to
[01:12:11] [ __ ] out, right? Like somebody had to figure it out because I was just in a
[01:12:13] figure it out because I was just in a place where it's like there's just so
[01:12:15] place where it's like there's just so much instability. Like I was just not
[01:12:17] much instability. Like I was just not certain about anything.
[01:12:20] certain about anything. And what I did is I I found a training
[01:12:23] And what I did is I I found a training program and I I've been through tons of
[01:12:25] program and I I've been through tons of training programs since, but like the
[01:12:27] training programs since, but like the first one I did, and this was back way
[01:12:29] first one I did, and this was back way before. It wasn't really a big space at
[01:12:31] before. It wasn't really a big space at the time as far as like sales training.
[01:12:33] the time as far as like sales training. There's a lot more things out there now.
[01:12:35] There's a lot more things out there now. Um, but like what it was is it was um
[01:12:39] Um, but like what it was is it was um some group trainings, some course, but
[01:12:41] some group trainings, some course, but it was like $20,000. And I had never
[01:12:44] it was like $20,000. And I had never spent that amount of money on anything
[01:12:46] spent that amount of money on anything before in my life. Um, and I didn't have
[01:12:48] before in my life. Um, and I didn't have the money to be frank,
[01:12:51] the money to be frank, >> but I knew I could find the money. And
[01:12:53] >> but I knew I could find the money. And the interesting thing is about what you
[01:12:55] the interesting thing is about what you said too is like my dad told me not to
[01:12:58] said too is like my dad told me not to do it.
[01:13:00] do it. But as I told you before, like now I
[01:13:02] But as I told you before, like now I make what he makes in a year, and a
[01:13:05] make what he makes in a year, and a month because I bet it on myself.
[01:13:09] month because I bet it on myself. And I was always an ambitious person.
[01:13:11] And I was always an ambitious person. Like I knew what I wanted, but it was
[01:13:14] Like I knew what I wanted, but it was really what drove me is just
[01:13:16] really what drove me is just understanding what I didn't want. Cuz
[01:13:19] understanding what I didn't want. Cuz like I'm deathly scared of just being
[01:13:21] like I'm deathly scared of just being average and being like everyone else.
[01:13:23] average and being like everyone else. And I had to have the conversation with
[01:13:24] And I had to have the conversation with myself like basically if you don't do
[01:13:27] myself like basically if you don't do something about this, if you don't take
[01:13:29] something about this, if you don't take action, you will live with regret for
[01:13:32] action, you will live with regret for the rest of your life. And you'll have
[01:13:34] the rest of your life. And you'll have to have the same ba pain your dad has in
[01:13:37] to have the same ba pain your dad has in his voice every single time he told you
[01:13:39] his voice every single time he told you you couldn't have something.
[01:13:41] you couldn't have something. And you don't want to live with that
[01:13:42] And you don't want to live with that regret.
[01:13:44] regret. So I have to ask you men
[01:13:47] So I have to ask you men like what happens if nothing changes?
[01:13:48] like what happens if nothing changes? What happens if we continue to be the
[01:13:50] What happens if we continue to be the guy who's comfortable? We're not stable
[01:13:53] guy who's comfortable? We're not stable and we just continue to jump from job to
[01:13:55] and we just continue to jump from job to job to job. We actually can't provide
[01:13:57] job to job. We actually can't provide for oursel, let alone someone else. Now,
[01:14:00] for oursel, let alone someone else. Now, if you noticed or if you heard other
[01:14:03] if you noticed or if you heard other calls or me tell that story or go into
[01:14:05] calls or me tell that story or go into it before, I highlighted different
[01:14:07] it before, I highlighted different aspects of it. So that's the beauty
[01:14:09] aspects of it. So that's the beauty about a personal story that you shape it
[01:14:12] about a personal story that you shape it to the person you're talking about. So
[01:14:14] to the person you're talking about. So there are different aspects to
[01:14:16] there are different aspects to everyone's life. Like we have tons of
[01:14:18] everyone's life. Like we have tons of different aspects of it. But what you
[01:14:20] different aspects of it. But what you choose to highlight about that because
[01:14:22] choose to highlight about that because all that is absolutely true. Okay, that
[01:14:25] all that is absolutely true. Okay, that was one of my biggest drivers. My dad
[01:14:27] was one of my biggest drivers. My dad what told me to, you know, be careful
[01:14:30] what told me to, you know, be careful and not get into sales and all this
[01:14:31] and not get into sales and all this [ __ ] Um, so that stuff's all true, but
[01:14:34] [ __ ] Um, so that stuff's all true, but I normally don't tell everyone like the
[01:14:36] I normally don't tell everyone like the like my dad not telling me to do it. But
[01:14:38] like my dad not telling me to do it. But since he was talking about before that
[01:14:40] since he was talking about before that his dad makes good money and he compared
[01:14:42] his dad makes good money and he compared himself like to his family, in my head,
[01:14:45] himself like to his family, in my head, that's a potential objection, especially
[01:14:46] that's a potential objection, especially if he's still living at home. Okay, so I
[01:14:49] if he's still living at home. Okay, so I wanted to get in front of that objection
[01:14:51] wanted to get in front of that objection by telling the story about how, you
[01:14:53] by telling the story about how, you know, my dad told me not to do it, but I
[01:14:55] know, my dad told me not to do it, but I still did it and now look at where I am.
[01:14:56] still did it and now look at where I am. Okay. So, I'm getting in front of these
[01:14:58] Okay. So, I'm getting in front of these objections and everything else I
[01:14:59] objections and everything else I highlighted I related to his current
[01:15:02] highlighted I related to his current situation about me being uncertain. I
[01:15:04] situation about me being uncertain. I highlighted when I was uncertain with my
[01:15:05] highlighted when I was uncertain with my income, which I was, and then really
[01:15:08] income, which I was, and then really focusing on what drove me forward is
[01:15:10] focusing on what drove me forward is understanding what my consequences were.
[01:15:12] understanding what my consequences were. And there are some embedded commands and
[01:15:14] And there are some embedded commands and different things in there. Like, if you
[01:15:15] different things in there. Like, if you want, you can replay and go through it.
[01:15:17] want, you can replay and go through it. Um, I do a bigger breakdown, like I
[01:15:19] Um, I do a bigger breakdown, like I said, in that video where I go over the
[01:15:20] said, in that video where I go over the storytelling, but that's what I'm doing
[01:15:22] storytelling, but that's what I'm doing there. So, embedded commands, prehandle
[01:15:24] there. So, embedded commands, prehandle objections, but ultimately getting a
[01:15:27] objections, but ultimately getting a good, sweet, juicy consequence.
[01:15:31] good, sweet, juicy consequence. >> Like, I can't let that happen. Like, I
[01:15:34] >> Like, I can't let that happen. Like, I literally cannot cuz
[01:15:37] literally cannot cuz >> So, he's saying I can't let that happen,
[01:15:39] >> So, he's saying I can't let that happen, but he's letting it happen right now.
[01:15:40] but he's letting it happen right now. So, I asked him, "Hey, what happens if
[01:15:42] So, I asked him, "Hey, what happens if this keeps going on?" He's like, "Well,
[01:15:43] this keeps going on?" He's like, "Well, I can't let that happen." That's not an
[01:15:45] I can't let that happen." That's not an answer because it's happening right now.
[01:15:47] answer because it's happening right now. So, it's like I need to get a better
[01:15:48] So, it's like I need to get a better answer.
[01:15:49] answer. >> Moving out soon like that like cannot be
[01:15:51] >> Moving out soon like that like cannot be a reality.
[01:15:53] a reality. What happens if it is? Cuz that's the
[01:15:55] What happens if it is? Cuz that's the reality right now. Okay. Double down.
[01:15:57] reality right now. Okay. Double down. Reask it.
[01:15:57] Reask it. >> Yeah. Would it?
[01:16:01] >> Yeah. Would it? >> Yeah. It would be tough.
[01:16:03] >> Yeah. It would be tough. >> What would be the dayto-day impact
[01:16:07] >> What would be the dayto-day impact 3 4 5 6 months from now? And that's what
[01:16:10] 3 4 5 6 months from now? And that's what our reality is. So, I'm staying in the
[01:16:13] our reality is. So, I'm staying in the pocket and I need to get him to
[01:16:15] pocket and I need to get him to contemplate. I actually need to get him
[01:16:17] contemplate. I actually need to get him to think about his consequences. That's
[01:16:20] to think about his consequences. That's how I'm going to move him.
[01:16:24] I would just be
[01:16:27] I would just be like
[01:16:31] kind of I don't want to be that guy like
[01:16:34] kind of I don't want to be that guy like living paycheck to paycheck. Like what
[01:16:37] living paycheck to paycheck. Like what happens if we don't like
[01:16:39] happens if we don't like >> like I talk
[01:16:46] to people like every day
[01:16:47] to people like every day >> like are living paycheck to paycheck and
[01:16:50] >> like are living paycheck to paycheck and it's like I don't want to be like in
[01:16:52] it's like I don't want to be like in that same position
[01:16:54] that same position >> and I can definitely appreciate like we
[01:16:56] >> and I can definitely appreciate like we don't want to be there and I'm not
[01:16:57] don't want to be there and I'm not questioning your willingness but we have
[01:16:59] questioning your willingness but we have to understand.
[01:17:00] to understand. >> So again he said I don't want to be
[01:17:02] >> So again he said I don't want to be there but he's there right now right? He
[01:17:04] there but he's there right now right? He still didn't answer the question.
[01:17:05] still didn't answer the question. >> That's on the path. That's the path
[01:17:07] >> That's on the path. That's the path we're on now. So, what happens if we
[01:17:10] we're on now. So, what happens if we continue to go down that path?
[01:17:15] >> Yeah. It would not like I don't want it
[01:17:20] >> Yeah. It would not like I don't want it to get to the point where like I might
[01:17:22] to get to the point where like I might have to get back in. Okay. What would
[01:17:24] have to get back in. Okay. What would happen if that if that did happen? If we
[01:17:27] happen if that if that did happen? If we continue to go down this path and we
[01:17:30] continue to go down this path and we have to live in that reality. And you
[01:17:32] have to live in that reality. And you can be you can be real with me, dude.
[01:17:34] can be you can be real with me, dude. Gay would be more open.
[01:17:35] Gay would be more open. >> Like
[01:17:37] >> Like it would just be
[01:17:40] it would just be bit shameful because like my like we're
[01:17:44] bit shameful because like my like we're all supposed to
[01:17:46] all supposed to like go to university, right? Just like
[01:17:48] like go to university, right? Just like just how our family is. Like we all go
[01:17:50] just how our family is. Like we all go to university,
[01:17:52] to university, but it's like if I deviate from that
[01:17:54] but it's like if I deviate from that path and like I drop the ball, it's like
[01:17:58] path and like I drop the ball, it's like I don't want to be seen. um as that type
[01:18:01] I don't want to be seen. um as that type of person.
[01:18:03] of person. >> What would that reality be like if we
[01:18:05] >> What would that reality be like if we feel like, you know, in their eyes we
[01:18:06] feel like, you know, in their eyes we dropped the ball and then we have to
[01:18:08] dropped the ball and then we have to come back and we prove them right?
[01:18:12] come back and we prove them right? >> You ever seen a diary of the Olympic kid
[01:18:14] >> You ever seen a diary of the Olympic kid like Rodri? Like no, Dad.
[01:18:17] like Rodri? Like no, Dad. >> No, I haven't seen it. Help me
[01:18:19] >> No, I haven't seen it. Help me understand.
[01:18:20] understand. >> Yeah. It's like just living at like home
[01:18:23] >> Yeah. It's like just living at like home with like, you know, no plans on
[01:18:25] with like, you know, no plans on anywhere to go in life. Like especially
[01:18:27] anywhere to go in life. Like especially in like a sales job, like a lot of
[01:18:28] in like a sales job, like a lot of people see that as like a dead end.
[01:18:31] people see that as like a dead end. >> Yeah. So,
[01:18:32] >> Yeah. So, >> and is that a reality you're willing to
[01:18:35] >> and is that a reality you're willing to settle for?
[01:18:35] settle for? >> So, if you notice, I stayed in the
[01:18:37] >> So, if you notice, I stayed in the pocket until I actually got something
[01:18:39] pocket until I actually got something real tangible with emotion behind it.
[01:18:42] real tangible with emotion behind it. Him having to come back home, things
[01:18:44] Him having to come back home, things feeling like a dead end and the shame
[01:18:46] feeling like a dead end and the shame that comes with it. If I just allowed
[01:18:48] that comes with it. If I just allowed him to skirt out of the question again,
[01:18:51] him to skirt out of the question again, I'm not getting a deep consequence. So,
[01:18:52] I'm not getting a deep consequence. So, that's why that's super important right
[01:18:54] that's why that's super important right there.
[01:18:57] Okay. Why? Why now? Like why not kick
[01:19:00] Okay. Why? Why now? Like why not kick this on the road? Why not just again be
[01:19:03] this on the road? Why not just again be that guy who's new year, new me? Like
[01:19:04] that guy who's new year, new me? Like let's just do it next week, next year,
[01:19:07] let's just do it next week, next year, and just hope for the best.
[01:19:10] and just hope for the best. >> Well, cuz I'm moving out soon.
[01:19:11] >> Well, cuz I'm moving out soon. >> So this at this point, I'm pushing back
[01:19:13] >> So this at this point, I'm pushing back a little bit to cause him to dig down
[01:19:15] a little bit to cause him to dig down deeper and why he needs to change. Then
[01:19:17] deeper and why he needs to change. Then after that, I'm going to transition,
[01:19:19] after that, I'm going to transition, pitch, and then ask for money.
[01:19:22] pitch, and then ask for money. >> So it's probably going to be best to get
[01:19:24] >> So it's probably going to be best to get something in place. Why not wait until
[01:19:26] something in place. Why not wait until next week then?
[01:19:28] next week then? >> Well, okay. He's like, I'm moving out
[01:19:30] >> Well, okay. He's like, I'm moving out soon, right? I'm moving out next month
[01:19:31] soon, right? I'm moving out next month or month, two months from now, so it's
[01:19:33] or month, two months from now, so it's probably not best. Well, why don't you
[01:19:34] probably not best. Well, why don't you just push it off till tomorrow? Next
[01:19:36] just push it off till tomorrow? Next week. Why? Why don't you do that?
[01:19:39] week. Why? Why don't you do that? >> Like,
[01:19:39] >> Like, >> get him to defend why he needs to do it
[01:19:41] >> get him to defend why he needs to do it now.
[01:19:41] now. >> He was on like 2K, so that could be like
[01:19:45] >> He was on like 2K, so that could be like a month's rent if you think about it.
[01:19:47] a month's rent if you think about it. >> Yeah. So, time to actually make a
[01:19:49] >> Yeah. So, time to actually make a change. Bet on yourself.
[01:19:50] change. Bet on yourself. >> Yeah. Yeah.
[01:19:51] >> Yeah. Yeah. >> Okay, cool, man. because I mean based
[01:19:54] >> Okay, cool, man. because I mean based off like what you told me talking about
[01:19:56] off like what you told me talking about just now I'm transitioning and I'm going
[01:19:59] just now I'm transitioning and I'm going into the presentation. Now I'm going to
[01:20:01] into the presentation. Now I'm going to skip forward on the presentation but
[01:20:02] skip forward on the presentation but like I said before typically I'm not
[01:20:05] like I said before typically I'm not going to have a 33 minute discovery.
[01:20:07] going to have a 33 minute discovery. That is a bit long. Typically I'm
[01:20:10] That is a bit long. Typically I'm shooting for 20 25 minutes at the most.
[01:20:14] shooting for 20 25 minutes at the most. Okay. So I'm dropping I want to be
[01:20:16] Okay. So I'm dropping I want to be dropping price around minute 30 minute
[01:20:19] dropping price around minute 30 minute 35. So that way I can handle objections
[01:20:22] 35. So that way I can handle objections and then I have a little bit of time in
[01:20:24] and then I have a little bit of time in between calls as well if I have calls
[01:20:26] between calls as well if I have calls back to back to back. Now I've seen some
[01:20:28] back to back to back. Now I've seen some people like release like calls where
[01:20:31] people like release like calls where it's like the discovery is like 55
[01:20:33] it's like the discovery is like 55 minutes long and they haven't even
[01:20:35] minutes long and they haven't even presented yet. Like that is way too
[01:20:37] presented yet. Like that is way too long. And if you are on backtoback
[01:20:39] long. And if you are on backtoback calls, there's no way you can
[01:20:40] calls, there's no way you can consistently close deals like that.
[01:20:43] consistently close deals like that. Generally speaking, you want to be
[01:20:44] Generally speaking, you want to be dropping price around minute 35. Okay?
[01:20:47] dropping price around minute 35. Okay? Generally speaking, sometimes a little
[01:20:48] Generally speaking, sometimes a little bit earlier, sometimes a little bit
[01:20:50] bit earlier, sometimes a little bit later, this is a bit of an exception to
[01:20:53] later, this is a bit of an exception to the rule just because there's so much
[01:20:54] the rule just because there's so much [ __ ] there. Okay, but since I dealt with
[01:20:58] [ __ ] there. Okay, but since I dealt with all that [ __ ] right there in the
[01:21:00] all that [ __ ] right there in the discovery, I'm not going to deal with as
[01:21:02] discovery, I'm not going to deal with as much in objection handling. So, if I
[01:21:05] much in objection handling. So, if I didn't do that, I it pro caller
[01:21:08] didn't do that, I it pro caller than 52 minutes, okay? Just because it's
[01:21:11] than 52 minutes, okay? Just because it's going to be harder to then overcome the
[01:21:13] going to be harder to then overcome the objections at the end, which means it's
[01:21:14] objections at the end, which means it's just going to take more time. No fun, no
[01:21:16] just going to take more time. No fun, no bueno. So, I'm getting a lot of the
[01:21:18] bueno. So, I'm getting a lot of the heavy lifting out of the way. So, I'm
[01:21:20] heavy lifting out of the way. So, I'm going to skip forward a little bit on
[01:21:23] going to skip forward a little bit on the presentation. If you want to learn
[01:21:25] the presentation. If you want to learn about what I do, how it works, you know,
[01:21:28] about what I do, how it works, you know, check out the link in the description,
[01:21:30] check out the link in the description, dog. Um, maybe hop on a call. I can sell
[01:21:33] dog. Um, maybe hop on a call. I can sell you, too. It's going to be lots of fun.
[01:21:36] you, too. It's going to be lots of fun. Don't worry. Okay. Should be around here
[01:21:39] Don't worry. Okay. Should be around here somewhere.
[01:21:42] somewhere. >> Like, yeah. Come on. give it to me real
[01:21:47] >> Like, yeah. Come on. give it to me real because I take this stuff very
[01:21:48] because I take this stuff very seriously. I just ask you to do the
[01:21:50] seriously. I just ask you to do the same.
[01:21:50] same. >> Okay.
[01:21:51] >> Okay. >> Yeah.
[01:21:51] >> Yeah. >> So, you'd be willing to actually take it
[01:21:53] >> So, you'd be willing to actually take it seriously.
[01:21:54] seriously. >> Yeah. 100%.
[01:21:55] >> Yeah. 100%. >> Okay. Cool. Um, so in terms of like the
[01:21:59] >> Okay. Cool. Um, so in terms of like the actual investment to get you to 15,000
[01:22:02] actual investment to get you to 15,000 per month so you can actually have
[01:22:03] per month so you can actually have stable income and start taking care of
[01:22:04] stable income and start taking care of not only you but you know your mom as
[01:22:07] not only you but you know your mom as well, investment required is going to be
[01:22:08] well, investment required is going to be 8,000. Okay. So, the length that it's
[01:22:11] 8,000. Okay. So, the length that it's going to take you to get you there is
[01:22:12] going to take you to get you there is going to be 4 months. Now, there's a
[01:22:15] going to be 4 months. Now, there's a couple different ways we can break it
[01:22:16] couple different ways we can break it up. It's just going to depend on what
[01:22:17] up. It's just going to depend on what works best for you, but the next steps
[01:22:20] works best for you, but the next steps are pretty basic. Go ahead and taking
[01:22:22] are pretty basic. Go ahead and taking care of the investment, you sending me
[01:22:24] care of the investment, you sending me over a call, us setting up our first
[01:22:26] over a call, us setting up our first oneonone session, so you can get that
[01:22:28] oneonone session, so you can get that road map to start closing more deals
[01:22:29] road map to start closing more deals right away. Any questions on how that
[01:22:31] right away. Any questions on how that works?
[01:22:33] works? >> Uh yeah, like what what ways can you
[01:22:36] >> Uh yeah, like what what ways can you like break that up?
[01:22:39] like break that up? >> Yeah, it really depends on what's going
[01:22:41] >> Yeah, it really depends on what's going to work. So, this is a trap that you can
[01:22:43] to work. So, this is a trap that you can fall into when they're asking like,
[01:22:45] fall into when they're asking like, "Hey, what's all the payment plans?" You
[01:22:46] "Hey, what's all the payment plans?" You don't want to just go ahead and show all
[01:22:48] don't want to just go ahead and show all your cards because especially in
[01:22:50] your cards because especially in negotiation, the person who has the
[01:22:52] negotiation, the person who has the leverage is the person who knows what
[01:22:54] leverage is the person who knows what the other person has. So, when you do
[01:22:56] the other person has. So, when you do get like, hey, how can you break that
[01:22:58] get like, hey, how can you break that up? It's like, yeah, it just depends.
[01:22:59] up? It's like, yeah, it just depends. Uh, it's going to be a bit custom, but
[01:23:01] Uh, it's going to be a bit custom, but help me understand like money aside, is
[01:23:02] help me understand like money aside, is this something you'd want to do? Why
[01:23:04] this something you'd want to do? Why would you want to do it? So, I'm putting
[01:23:06] would you want to do it? So, I'm putting the money to the side. I'm getting buy
[01:23:08] the money to the side. I'm getting buy in. And then I need to get out of them
[01:23:10] in. And then I need to get out of them what they have and then I'll create a
[01:23:12] what they have and then I'll create a custom game plan for them. Okay. So that
[01:23:15] custom game plan for them. Okay. So that way I don't just default to the lowest
[01:23:17] way I don't just default to the lowest payment plan. No bueno for you. Is there
[01:23:19] payment plan. No bueno for you. Is there any particular reason why you ask?
[01:23:22] any particular reason why you ask? >> Well
[01:23:24] >> Well uh like
[01:23:27] uh like come on give it to
[01:23:28] come on give it to >> be real.
[01:23:30] >> be real. Now, I will say when I am selling
[01:23:32] Now, I will say when I am selling salespeople, I'm a lot more playful with
[01:23:35] salespeople, I'm a lot more playful with objection handling than I would versus a
[01:23:37] objection handling than I would versus a normal offer. So, if you notice how I
[01:23:40] normal offer. So, if you notice how I interact here, I wouldn't say it's 100%
[01:23:44] interact here, I wouldn't say it's 100% you should be this way. If you're on a
[01:23:46] you should be this way. If you're on a different offer where you're not selling
[01:23:47] different offer where you're not selling to somebody who also sells things, if
[01:23:50] to somebody who also sells things, if you are selling to people who are like
[01:23:52] you are selling to people who are like coaches, consultants, they are business
[01:23:53] coaches, consultants, they are business owners. You can be this playful. But if
[01:23:56] owners. You can be this playful. But if you're selling to, you know, let's just
[01:23:58] you're selling to, you know, let's just say like a 70-year-old like woman who
[01:24:00] say like a 70-year-old like woman who doesn't do sales and you're selling her
[01:24:02] doesn't do sales and you're selling her like a fitness program, you can pro like
[01:24:04] like a fitness program, you can pro like probably not being as playful in the
[01:24:06] probably not being as playful in the objection handling cuz it doesn't make
[01:24:08] objection handling cuz it doesn't make sense. Tell me the objection. Come on.
[01:24:12] sense. Tell me the objection. Come on. >> It's a lot of money if I'm being if I'm
[01:24:14] >> It's a lot of money if I'm being if I'm being real.
[01:24:16] being real. >> Okay, cool. We got a money objection.
[01:24:19] >> Okay, cool. We got a money objection. >> Sound right?
[01:24:21] >> Sound right? >> Yeah.
[01:24:22] >> Yeah. >> Okay. Do you get money objections?
[01:24:25] >> Okay. Do you get money objections? Yeah. Do you want me? Now the way I
[01:24:28] Yeah. Do you want me? Now the way I handle this is specifically for selling
[01:24:31] handle this is specifically for selling sales training. Now if I wasn't selling
[01:24:33] sales training. Now if I wasn't selling sales training, I would say okay money
[01:24:35] sales training, I would say okay money aside, would you go ahead and do this?
[01:24:36] aside, would you go ahead and do this? Yes. Why? But since I am actually
[01:24:40] Yes. Why? But since I am actually helping him learn how to overcome money
[01:24:42] helping him learn how to overcome money objections. The fact that he is giving
[01:24:44] objections. The fact that he is giving an objection that he himself cannot
[01:24:47] an objection that he himself cannot overcome is a problem. So do you want to
[01:24:50] overcome is a problem. So do you want to learn how to overcome that objection?
[01:24:51] learn how to overcome that objection? Right? You get what I mean? So, I'm
[01:24:53] Right? You get what I mean? So, I'm breaking the fourth wall here and I'm
[01:24:56] breaking the fourth wall here and I'm really tying the fact that the the
[01:24:58] really tying the fact that the the reason he gets objections is because he
[01:25:01] reason he gets objections is because he gives objections. This really only works
[01:25:04] gives objections. This really only works when the person you're selling to also
[01:25:06] when the person you're selling to also sell [ __ ] So, don't do this to little
[01:25:09] sell [ __ ] So, don't do this to little granny you're selling a fitness program,
[01:25:11] granny you're selling a fitness program, right? Do this to like salespeople. You
[01:25:14] right? Do this to like salespeople. You can do this coaches, consultants, some
[01:25:16] can do this coaches, consultants, some business owners. Okay? I show you how to
[01:25:18] business owners. Okay? I show you how to overcome that. Sure. Okay. Cool. So, I
[01:25:22] overcome that. Sure. Okay. Cool. So, I I'll just walk you through it. Okay. We
[01:25:23] I'll just walk you through it. Okay. We can role play real quick. I'll be the
[01:25:25] can role play real quick. I'll be the sales guy. Okay. You be the prospect.
[01:25:28] sales guy. Okay. You be the prospect. >> Yeah.
[01:25:29] >> Yeah. >> So, let's just run through.
[01:25:31] >> So, let's just run through. >> So, money aside, would you do it?
[01:25:34] >> So, money aside, would you do it? >> Yeah.
[01:25:35] >> Yeah. >> Why would you do it though?
[01:25:37] >> Why would you do it though? >> Well, cuz like I think like um like it
[01:25:41] >> Well, cuz like I think like um like it it would definitely like get me to like
[01:25:43] it would definitely like get me to like the point where like I know like if I
[01:25:46] the point where like I know like if I come in and I do the work, I I can get
[01:25:48] come in and I do the work, I I can get to that point where making 15k a month.
[01:25:50] to that point where making 15k a month. >> Okay. But but why actually invest in
[01:25:52] >> Okay. But but why actually invest in yourself to get to 15,000 per month?
[01:25:54] yourself to get to 15,000 per month? Because that's the real why. So that's
[01:25:56] Because that's the real why. So that's the why that I need. The real tangible
[01:26:00] the why that I need. The real tangible emotional why. Not why would you do the
[01:26:03] emotional why. Not why would you do the program because the program sounds
[01:26:04] program because the program sounds great. No, why would you do the program?
[01:26:06] great. No, why would you do the program? Because I need to provide for my family.
[01:26:08] Because I need to provide for my family. That's the why you actually need. So
[01:26:10] That's the why you actually need. So often times they need to double down.
[01:26:12] often times they need to double down. Like like I said, like just um like I've
[01:26:15] Like like I said, like just um like I've got to move out in the next couple of
[01:26:18] got to move out in the next couple of months, so I've got to figure something
[01:26:20] months, so I've got to figure something out.
[01:26:21] out. >> I mean, you don't need to, man. You can
[01:26:22] >> I mean, you don't need to, man. You can keep on doing what you're doing, right?
[01:26:25] keep on doing what you're doing, right? >> No.
[01:26:26] >> No. >> Okay. Probably wouldn't work.
[01:26:28] >> Okay. Probably wouldn't work. >> Okay. Can Can I share perspective around
[01:26:30] >> Okay. Can Can I share perspective around that thing?
[01:26:31] that thing? >> Yeah.
[01:26:32] >> Yeah. >> Cuz which one's the problem? Which one's
[01:26:33] >> Cuz which one's the problem? Which one's the scent though?
[01:26:36] the scent though? Like when it comes to
[01:26:39] Like when it comes to like the the like what do you mean
[01:26:41] like the the like what do you mean >> the money like that being a lot of money
[01:26:44] >> the money like that being a lot of money if you're making 15,000 per month would
[01:26:46] if you're making 15,000 per month would that be a lot of money in your mind?
[01:26:51] >> No I guess not.
[01:26:53] >> No I guess not. >> Okay. So the question is do you want to
[01:26:55] >> Okay. So the question is do you want to change that?
[01:26:58] change that? >> Um yeah.
[01:27:01] >> Um yeah. >> Okay. And what's riskier at the end of
[01:27:03] >> Okay. And what's riskier at the end of the day? You actually removing your
[01:27:06] the day? You actually removing your limitations of that's a lot of money. We
[01:27:08] limitations of that's a lot of money. We find the money to invest in ourselves so
[01:27:11] find the money to invest in ourselves so we can actually make more. Or is it
[01:27:13] we can actually make more. Or is it riskier to continue doing what you're
[01:27:15] riskier to continue doing what you're doing now, not having the stable income
[01:27:18] doing now, not having the stable income >> and going off and doing it all on your
[01:27:19] >> and going off and doing it all on your own?
[01:27:20] own? >> Like what's riskier?
[01:27:22] >> Like what's riskier? >> Yeah. Like I like I get the I I get it,
[01:27:26] >> Yeah. Like I like I get the I I get it, but like it's just
[01:27:27] but like it's just >> And again, like I'm not making a point.
[01:27:29] >> And again, like I'm not making a point. I'm trying to
[01:27:31] I'm trying to Now, and I and I get that. We could talk
[01:27:33] Now, and I and I get that. We could talk about that. I'm just trying to
[01:27:34] about that. I'm just trying to understand like what's risk, right? So,
[01:27:36] understand like what's risk, right? So, right now, what I did is put money to
[01:27:38] right now, what I did is put money to the side, got more buy in, and then I'm
[01:27:41] the side, got more buy in, and then I'm refraraming the money, right? I'm
[01:27:44] refraraming the money, right? I'm shifting what's riskier. Okay? Ver like
[01:27:47] shifting what's riskier. Okay? Ver like what's riskier, investing money versus
[01:27:49] what's riskier, investing money versus not investing the money, getting him to
[01:27:51] not investing the money, getting him to admit that not investing the money is
[01:27:53] admit that not investing the money is much more riskier, not doing something.
[01:27:56] much more riskier, not doing something. Now, sometimes what will happen is when
[01:27:58] Now, sometimes what will happen is when you use one of these frames or you're
[01:28:00] you use one of these frames or you're trying to reframe, you ask a question
[01:28:02] trying to reframe, you ask a question and they'll do exactly what he just did.
[01:28:04] and they'll do exactly what he just did. Oh, I get it. No, I understand where
[01:28:06] Oh, I get it. No, I understand where you're coming from. [ __ ] I
[01:28:08] you're coming from. [ __ ] I asked a question. Okay, you don't say
[01:28:11] asked a question. Okay, you don't say that, but that's what you go ahead and
[01:28:13] that, but that's what you go ahead and you dive into. So, if you notice, I
[01:28:15] you dive into. So, if you notice, I interrupted. Oh, yeah. No, I get that.
[01:28:17] interrupted. Oh, yeah. No, I get that. No, I No, I understand. Right. I'm not
[01:28:19] No, I No, I understand. Right. I'm not going to allow him to speak and take the
[01:28:21] going to allow him to speak and take the conversation elsewhere. Like, no, we can
[01:28:24] conversation elsewhere. Like, no, we can we definitely figure that out, man. But
[01:28:26] we definitely figure that out, man. But I was asking and then I'm right back on
[01:28:29] I was asking and then I'm right back on point. I need to get them to actually
[01:28:30] point. I need to get them to actually answer the question because the frame
[01:28:34] answer the question because the frame does not matter if they don't answer the
[01:28:38] does not matter if they don't answer the [ __ ] questions. So getting them to
[01:28:41] [ __ ] questions. So getting them to answer the questions is absolutely
[01:28:44] answer the questions is absolutely paramount.
[01:28:46] paramount. any type of frame, any type of reframe,
[01:28:48] any type of frame, any type of reframe, any type of objection handling, if you
[01:28:50] any type of objection handling, if you allow them to not answer the question,
[01:28:53] allow them to not answer the question, they're going to get more and more
[01:28:54] they're going to get more and more comfortable just not answering the
[01:28:55] comfortable just not answering the question, and you're going to get
[01:28:56] question, and you're going to get absolutely nowhere. So, if you notice in
[01:28:58] absolutely nowhere. So, if you notice in discovery, I got him to answer the
[01:28:59] discovery, I got him to answer the questions. Now, in objection handling,
[01:29:02] questions. Now, in objection handling, I'm getting him to answer the questions.
[01:29:03] I'm getting him to answer the questions. I did not change who I was from
[01:29:06] I did not change who I was from discovery and objection handling. I'm
[01:29:08] discovery and objection handling. I'm the same person. So, that way, I have
[01:29:10] the same person. So, that way, I have the trust. if I allowed him to walk all
[01:29:12] the trust. if I allowed him to walk all over me in discovery and then in
[01:29:14] over me in discovery and then in objection handling now I'm like [ __ ]
[01:29:16] objection handling now I'm like [ __ ] objection handling Christian. I'm
[01:29:17] objection handling Christian. I'm smacking this dude around. There's going
[01:29:19] smacking this dude around. There's going to be a lack of trust there. But since
[01:29:21] to be a lack of trust there. But since I've been like this the entire call,
[01:29:23] I've been like this the entire call, I've earned that. So it's like I can be
[01:29:25] I've earned that. So it's like I can be a little bit more straightforward right
[01:29:26] a little bit more straightforward right now. End of the day. You actually invest
[01:29:30] now. End of the day. You actually invest in yourself so you can get that stable
[01:29:31] in yourself so you can get that stable income or you continuing to do what
[01:29:33] income or you continuing to do what you're doing now.
[01:29:37] >> Yeah. Like the the second one.
[01:29:39] >> Yeah. Like the the second one. >> Why? But it's like
[01:29:42] >> Why? But it's like >> why is it though?
[01:29:43] >> why is it though? >> Now if you noticed I asked him hey this
[01:29:45] >> Now if you noticed I asked him hey this or this and he said well the second one
[01:29:48] or this and he said well the second one but cut him off. Why? Because anything
[01:29:52] but cut him off. Why? Because anything after that but you know is going to be
[01:29:54] after that but you know is going to be an excuse because it's just anytime you
[01:29:57] an excuse because it's just anytime you say like you say something but you're
[01:30:00] say like you say something but you're about to negate exactly what you just
[01:30:01] about to negate exactly what you just said. I'm in amazing shape but I eat a
[01:30:04] said. I'm in amazing shape but I eat a lot of donuts. Right? You get what I
[01:30:06] lot of donuts. Right? You get what I mean? It's about to negate whatever it
[01:30:07] mean? It's about to negate whatever it is you're about to say. Oh, it's
[01:30:09] is you're about to say. Oh, it's riskier, but it's a lot of money. That's
[01:30:11] riskier, but it's a lot of money. That's probably what he's gonna say or a
[01:30:12] probably what he's gonna say or a variation of that. So, I'm not gonna
[01:30:15] variation of that. So, I'm not gonna allow him to get to the butt. I'm going
[01:30:16] allow him to get to the butt. I'm going to ask why. The reason why I'm gonna ask
[01:30:19] to ask why. The reason why I'm gonna ask why. Again, if I direct what he talks
[01:30:21] why. Again, if I direct what he talks about, people think by talking. I'm
[01:30:23] about, people think by talking. I'm going to direct what he actually thinks
[01:30:25] going to direct what he actually thinks about. So, that why there is very
[01:30:27] about. So, that why there is very crucial. And this is very, very crucial
[01:30:29] crucial. And this is very, very crucial in objection handling. I'm directing
[01:30:31] in objection handling. I'm directing what he's thinking about. I'm not
[01:30:33] what he's thinking about. I'm not allowing him to go to the butt. I need
[01:30:35] allowing him to go to the butt. I need him to focus on the why and the actual
[01:30:38] him to focus on the why and the actual reality of the thing. And if I get him
[01:30:40] reality of the thing. And if I get him to focus more on the why, okay? Then his
[01:30:43] to focus more on the why, okay? Then his why will become much bigger in his mind
[01:30:47] why will become much bigger in his mind than his objection. But what most people
[01:30:49] than his objection. But what most people do is they allow people to talk about
[01:30:51] do is they allow people to talk about the objection and give a bunch of
[01:30:53] the objection and give a bunch of excuses. And what that does, again,
[01:30:54] excuses. And what that does, again, that's what they're focusing on. So
[01:30:55] that's what they're focusing on. So their objection becomes much heavier
[01:30:57] their objection becomes much heavier than their actual why. So you need to do
[01:30:59] than their actual why. So you need to do the opposite. Well, cuz
[01:31:03] the opposite. Well, cuz like if nothing changes, like nothing
[01:31:05] like if nothing changes, like nothing changes. Like if I move out,
[01:31:07] changes. Like if I move out, >> what actually happens if if nothing does
[01:31:09] >> what actually happens if if nothing does change, man. Like and again, you again,
[01:31:11] change, man. Like and again, you again, nothing changes. Nothing changes. It's a
[01:31:13] nothing changes. Nothing changes. It's a truism. It's not a real answer. So, I
[01:31:16] truism. It's not a real answer. So, I need specifics. I need him to actually
[01:31:17] need specifics. I need him to actually think. He cannot be in autopilot mode in
[01:31:21] think. He cannot be in autopilot mode in this conversation. Well, if nothing
[01:31:23] this conversation. Well, if nothing changes, nothing changes. Yeah, no
[01:31:24] changes, nothing changes. Yeah, no [ __ ] [ __ ] Nothing changes. Nothing
[01:31:26] [ __ ] [ __ ] Nothing changes. Nothing changes. Right. No, you don't say that.
[01:31:29] changes. Right. No, you don't say that. But it's like what actually would be the
[01:31:32] But it's like what actually would be the nothing changes for you and why are you
[01:31:34] nothing changes for you and why are you not okay with that? That's what you need
[01:31:37] not okay with that? That's what you need about you don't have a stable income.
[01:31:42] >> Yeah, I'm just going to be one of those
[01:31:44] >> Yeah, I'm just going to be one of those like guys living paycheck to paycheck.
[01:31:48] like guys living paycheck to paycheck. >> Okay. So now he's bringing up the old
[01:31:51] >> Okay. So now he's bringing up the old identity that we implanted in there all
[01:31:53] identity that we implanted in there all the way back in discovery. Feels like
[01:31:55] the way back in discovery. Feels like ages ago now. God D1 yapper over here.
[01:31:58] ages ago now. God D1 yapper over here. So now he's bringing up that identity.
[01:32:00] So now he's bringing up that identity. So I'm going to be driving the wedge
[01:32:02] So I'm going to be driving the wedge now. Okay. Pushing the urgency forward
[01:32:04] now. Okay. Pushing the urgency forward to day-to-day ramifications of you being
[01:32:06] to day-to-day ramifications of you being one of those guys. Okay. Twisting the
[01:32:09] one of those guys. Okay. Twisting the knife, driving deeper on the
[01:32:10] knife, driving deeper on the consequence. Be real.
[01:32:12] consequence. Be real. >> I don't want to be one of those guys.
[01:32:15] >> I don't want to be one of those guys. >> What would be the like if you had to put
[01:32:16] >> What would be the like if you had to put yourself in their shoes? Cuz that's
[01:32:17] yourself in their shoes? Cuz that's where we're heading right now. Like
[01:32:19] where we're heading right now. Like what's the day-to-day ramifications of
[01:32:20] what's the day-to-day ramifications of that?
[01:32:24] I don't want to be one of those guys.
[01:32:25] I don't want to be one of those guys. Well, hey, we're heading there, bro. So
[01:32:27] Well, hey, we're heading there, bro. So what happens if we don't get the answer?
[01:32:30] what happens if we don't get the answer? >> Like just that constant like worry that
[01:32:32] >> Like just that constant like worry that like I got to keep on selling on
[01:32:34] like I got to keep on selling on selling.
[01:32:35] selling. >> Yeah.
[01:32:36] >> Yeah. >> If I got like a [ __ ] week, then it's
[01:32:38] >> If I got like a [ __ ] week, then it's like okay well I don't have enough
[01:32:40] like okay well I don't have enough recurring yet to
[01:32:41] recurring yet to >> now I got an actual
[01:32:43] >> now I got an actual >> better answer out of him.
[01:32:45] >> better answer out of him. >> Yeah.
[01:32:46] >> Yeah. >> I appreciate you being real, man. Okay.
[01:32:48] >> I appreciate you being real, man. Okay. And then once I get a better answer, I
[01:32:49] And then once I get a better answer, I reward him. But if you only take one
[01:32:52] reward him. But if you only take one thing from this call review, and if
[01:32:54] thing from this call review, and if you're this, you know, far along in the
[01:32:56] you're this, you know, far along in the actual, you know, call review, it means
[01:32:59] actual, you know, call review, it means you're taking your sales seriously. So,
[01:33:00] you're taking your sales seriously. So, [ __ ] kudos to you. High fives. But if
[01:33:02] [ __ ] kudos to you. High fives. But if you just take one lesson from this
[01:33:04] you just take one lesson from this entire call review is get them to answer
[01:33:07] entire call review is get them to answer your questions. Stay in the pocket.
[01:33:10] your questions. Stay in the pocket. Reass the same question in a different
[01:33:12] Reass the same question in a different way. Get them to answer because a
[01:33:14] way. Get them to answer because a question in itself is not powerful. It's
[01:33:17] question in itself is not powerful. It's what the question does. The question
[01:33:19] what the question does. The question causes them to think. The question
[01:33:21] causes them to think. The question causes them to tell themselves certain
[01:33:23] causes them to tell themselves certain things. So if they don't actually answer
[01:33:25] things. So if they don't actually answer the questions, it doesn't actually get
[01:33:28] the questions, it doesn't actually get the power. They don't think and they
[01:33:29] the power. They don't think and they don't tell themselves the truth. That's
[01:33:31] don't tell themselves the truth. That's all questions are there for. So if you
[01:33:33] all questions are there for. So if you took one lesson from this, actually get
[01:33:35] took one lesson from this, actually get them to answer your questions. So it's
[01:33:38] them to answer your questions. So it's like, are you committed to not be that
[01:33:40] like, are you committed to not be that guy? Because money, that's the easy
[01:33:42] guy? Because money, that's the easy part. We can figure that out. The
[01:33:43] part. We can figure that out. The commitment to just change and do what's
[01:33:45] commitment to just change and do what's required. Get out of your comfort zone.
[01:33:47] required. Get out of your comfort zone. That's the hard part. Okay. So, again,
[01:33:50] That's the hard part. Okay. So, again, I'm shifting what's hard. He's saying
[01:33:51] I'm shifting what's hard. He's saying money's hard. No, money's easy.
[01:33:53] money's hard. No, money's easy. Commitment's hard.
[01:33:56] Commitment's hard. >> Yeah.
[01:33:58] >> Yeah. >> Why?
[01:34:00] >> Why? Well, cuz like if I don't commit, it's
[01:34:02] Well, cuz like if I don't commit, it's like who will,
[01:34:06] like who will, >> you know?
[01:34:06] >> you know? >> So, so again, like I'm I'm in your
[01:34:09] >> So, so again, like I'm I'm in your corner. Let's Let's figure this out.
[01:34:13] corner. Let's Let's figure this out. Let's not focus on what we can't do.
[01:34:17] Let's not focus on what we can't do. Yeah, let's focus on what we can do.
[01:34:20] Yeah, let's focus on what we can do. Bills, expenses aside, just to see what
[01:34:22] Bills, expenses aside, just to see what you're actually working with. Like what
[01:34:24] you're actually working with. Like what can you do? Okay. And from there, I'm
[01:34:27] can you do? Okay. And from there, I'm getting a number out of him. The reason
[01:34:28] getting a number out of him. The reason I want to get a number out of him,
[01:34:29] I want to get a number out of him, again, I want the leverage. I want to
[01:34:32] again, I want the leverage. I want to create something custom for him. I don't
[01:34:34] create something custom for him. I don't want to just give him endless payment
[01:34:36] want to just give him endless payment plans.
[01:34:38] plans. Um,
[01:34:40] Um, like a good amount like up front like
[01:34:43] like a good amount like up front like today. Yeah. just like what do you have
[01:34:45] today. Yeah. just like what do you have available?
[01:34:48] >> Like
[01:34:50] >> Like probably like 4K or something or
[01:34:54] probably like 4K or something or >> Okay.
[01:34:56] >> Okay. Okay. So, it's like Okay. So, if we can
[01:34:58] Okay. So, it's like Okay. So, if we can do 4K,
[01:34:59] do 4K, >> right? Like what we can do again if this
[01:35:02] >> right? Like what we can do again if this is if this will help you, we can do 4K
[01:35:05] is if this will help you, we can do 4K now and then 4K in 30 days. Would that
[01:35:09] now and then 4K in 30 days. Would that help?
[01:35:11] help? >> Yeah.
[01:35:13] >> Yeah. Okay. like two payments, 4K now, 4K in
[01:35:16] Okay. like two payments, 4K now, 4K in 30 days. Like that would work in your
[01:35:17] 30 days. Like that would work in your budgetary restraints. I'm always going
[01:35:20] budgetary restraints. I'm always going to double down on the money to make sure
[01:35:22] to double down on the money to make sure money's actually tied off.
[01:35:25] money's actually tied off. >> Yeah, like that. That would definitely
[01:35:26] >> Yeah, like that. That would definitely help just so I can like get paid out for
[01:35:28] help just so I can like get paid out for like this last like the last one of my
[01:35:30] like this last like the last one of my last offer.
[01:35:32] last offer. >> So, if that works, next step's pretty
[01:35:34] >> So, if that works, next step's pretty basic. Just take the the initial
[01:35:36] basic. Just take the the initial investment. So, I tied off money. It's
[01:35:38] investment. So, I tied off money. It's like, hey, that works. So, I'm just
[01:35:39] like, hey, that works. So, I'm just going to reass,000.
[01:35:42] going to reass,000. So, he's either going to give me another
[01:35:44] So, he's either going to give me another objection or he's just going to say yes
[01:35:46] objection or he's just going to say yes and give me his credit card. Those are
[01:35:47] and give me his credit card. Those are the only two options here. That way, we
[01:35:49] the only two options here. That way, we can go ahead get set up uh with our
[01:35:51] can go ahead get set up uh with our one-on-one call and really kick it off
[01:35:52] one-on-one call and really kick it off from there. Would that work?
[01:35:56] from there. Would that work? >> Uh
[01:36:00] it's still a good chunk of change, dude.
[01:36:02] it's still a good chunk of change, dude. >> No, I get like right now we got we got
[01:36:04] >> No, I get like right now we got we got two options, okay? We can either go for
[01:36:07] two options, okay? We can either go for it or you can give another objection.
[01:36:09] it or you can give another objection. Which one is it going to be? Okay. And
[01:36:12] Which one is it going to be? Okay. And again, since I'm selling sales training,
[01:36:14] again, since I'm selling sales training, I'm selling sales people. I'm a bit more
[01:36:15] I'm selling sales people. I'm a bit more playful. Part of the reason why I do
[01:36:18] playful. Part of the reason why I do this selling sales training as well is
[01:36:20] this selling sales training as well is because I can have so much fun. I am so
[01:36:23] because I can have so much fun. I am so much better than you at sales. I can
[01:36:26] much better than you at sales. I can make you laugh while twisting you up
[01:36:28] make you laugh while twisting you up into all these pretzels and all these
[01:36:30] into all these pretzels and all these knots and still get you to buy. That's
[01:36:33] knots and still get you to buy. That's how better I am than you at sales. So on
[01:36:36] how better I am than you at sales. So on one level it allows them allows me to
[01:36:39] one level it allows them allows me to break the fourth wall and just twist all
[01:36:40] break the fourth wall and just twist all their brain into knots and then also
[01:36:43] their brain into knots and then also shows them how good I am at what I do.
[01:36:45] shows them how good I am at what I do. Okay. So in a sense that also sells it.
[01:36:48] Okay. So in a sense that also sells it. I wouldn't say this on any other offer
[01:36:49] I wouldn't say this on any other offer but sales training but it's fun when you
[01:36:51] but sales training but it's fun when you can do it.
[01:36:53] can do it. >> Dude, like I haven't spent this much
[01:36:56] >> Dude, like I haven't spent this much money before.
[01:36:56] money before. >> I guess we're going with option two. It
[01:36:58] >> I guess we're going with option two. It is all right.
[01:37:01] is all right. >> Okay. No, I get it, man. And um I like
[01:37:04] >> Okay. No, I get it, man. And um I like and I and I don't want to say that it's
[01:37:06] and I and I don't want to say that it's so now that we tied off money.
[01:37:10] so now that we tied off money. The next thing is just going to be fear
[01:37:13] The next thing is just going to be fear of taking the change or fear of making
[01:37:15] of taking the change or fear of making the change. Tear fear of just taking the
[01:37:17] the change. Tear fear of just taking the leap. So I'm going to go right into the
[01:37:21] leap. So I'm going to go right into the most easy breezy fear reframe I have
[01:37:24] most easy breezy fear reframe I have which is the ABCs of money. So ABC or
[01:37:27] which is the ABCs of money. So ABC or the ABCs of fear, excuse me. So a get
[01:37:30] the ABCs of fear, excuse me. So a get them to admit that they're fearful. B,
[01:37:32] them to admit that they're fearful. B, get them to befriend the fear. And C,
[01:37:34] get them to befriend the fear. And C, get them to convert the meaning of the
[01:37:36] get them to convert the meaning of the fear. So that's what I'm going to do
[01:37:37] fear. So that's what I'm going to do here. It's a real easy breezy frame. You
[01:37:40] here. It's a real easy breezy frame. You can really use it on anybody, any type
[01:37:43] can really use it on anybody, any type of offer that you're on. Super super
[01:37:45] of offer that you're on. Super super easy and simple to actually get people
[01:37:47] easy and simple to actually get people to overcome their own fear objections.
[01:37:50] to overcome their own fear objections. It's scary, but it's kind of kind of
[01:37:51] It's scary, but it's kind of kind of scary in a way. Like if this is the
[01:37:53] scary in a way. Like if this is the first time you invest, like actually
[01:37:54] first time you invest, like actually just invest in yourself and diving in.
[01:37:56] just invest in yourself and diving in. Like wouldn't you agree?
[01:37:58] Like wouldn't you agree? >> And I say that very specifically. I
[01:37:59] >> And I say that very specifically. I don't want to say scary, but it's scary.
[01:38:01] don't want to say scary, but it's scary. The reason I say it like that is because
[01:38:04] The reason I say it like that is because it softens it. Some people don't like
[01:38:06] it softens it. Some people don't like the word or you saying that they're
[01:38:08] the word or you saying that they're scared. It's like I don't want to say
[01:38:09] scared. It's like I don't want to say it's it's scary, but but it's kind of
[01:38:12] it's it's scary, but but it's kind of scary in a way, right? And then like I
[01:38:14] scary in a way, right? And then like I speed it up at the end. They're more
[01:38:15] speed it up at the end. They're more likely to buy into it. Okay. So, that is
[01:38:18] likely to buy into it. Okay. So, that is just a way to increase the level of
[01:38:20] just a way to increase the level of compliance and get them to admit that
[01:38:22] compliance and get them to admit that they're fearful.
[01:38:24] they're fearful. >> Yeah. And like I'm here to tell you
[01:38:27] >> Yeah. And like I'm here to tell you again like I would also say if you use
[01:38:30] again like I would also say if you use other words like nerves or a bit of fear
[01:38:32] other words like nerves or a bit of fear or something along those lines I would
[01:38:34] or something along those lines I would still use the same terminology. I don't
[01:38:36] still use the same terminology. I don't want to say it's a bit of nerves, but
[01:38:38] want to say it's a bit of nerves, but it's a bit of nerves, right? You'll get
[01:38:41] it's a bit of nerves, right? You'll get much more buy in from people because
[01:38:43] much more buy in from people because what will happen is half the time
[01:38:45] what will happen is half the time they're going to like, no, it's not
[01:38:46] they're going to like, no, it's not nerves, it's this, right? They they just
[01:38:48] nerves, it's this, right? They they just disagree with you just because again, it
[01:38:50] disagree with you just because again, it was a little bit too like hardline being
[01:38:53] was a little bit too like hardline being in your shoes before, right? Like having
[01:38:55] in your shoes before, right? Like having to invest quite a bit more actually my
[01:38:58] to invest quite a bit more actually my first time. Uh, like I get it and like
[01:39:01] first time. Uh, like I get it and like I'm not going to take that away from
[01:39:02] I'm not going to take that away from you. But the feeling you're feeling
[01:39:04] you. But the feeling you're feeling right now of like, oh, like this is a
[01:39:07] right now of like, oh, like this is a lot of money. It's exactly what you're
[01:39:09] lot of money. It's exactly what you're supposed to feel because we've been in
[01:39:12] supposed to feel because we've been in our comfort zone and now we're getting
[01:39:15] our comfort zone and now we're getting outside of our comfort zone because who
[01:39:17] outside of our comfort zone because who do you know who grows inside their
[01:39:19] do you know who grows inside their comfort zone? So right now, now I'm
[01:39:21] comfort zone? So right now, now I'm getting to befriend the fear. What
[01:39:23] getting to befriend the fear. What you're feeling right now is what you're
[01:39:25] you're feeling right now is what you're supposed to feel. It's your friend. It
[01:39:26] supposed to feel. It's your friend. It means we're getting out of our comfort
[01:39:28] means we're getting out of our comfort zone.
[01:39:30] zone. Yeah.
[01:39:32] Yeah. All
[01:39:32] All >> right. So, the fact that you're feeling
[01:39:34] >> right. So, the fact that you're feeling this, it's a good thing cuz if you're
[01:39:36] this, it's a good thing cuz if you're cool as a cucumber over there, I said
[01:39:38] cool as a cucumber over there, I said the number and like you didn't flinch.
[01:39:39] the number and like you didn't flinch. Like, dude, I have to shake your [ __ ]
[01:39:40] Like, dude, I have to shake your [ __ ] pulse,
[01:39:41] pulse, >> right? Like you're bit of a humor.
[01:39:44] >> right? Like you're bit of a humor. Diffuse it. Supposed to feel this. Like,
[01:39:45] Diffuse it. Supposed to feel this. Like, it's our friend.
[01:39:47] it's our friend. >> All we really get to decide is how we
[01:39:50] >> All we really get to decide is how we deal with this feeling. Cuz it's now I'm
[01:39:52] deal with this feeling. Cuz it's now I'm going into, hey, we don't get rid of
[01:39:53] going into, hey, we don't get rid of this feeling. We just have to decide
[01:39:55] this feeling. We just have to decide what we do with it. So, we convert it.
[01:39:57] what we do with it. So, we convert it. we convert it into taking massive
[01:39:59] we convert it into taking massive action. So that's what I'm doing here.
[01:40:00] action. So that's what I'm doing here. So A, get them to admit. I don't want to
[01:40:02] So A, get them to admit. I don't want to say it's scary, but it's kind of scary,
[01:40:03] say it's scary, but it's kind of scary, right? Yes. B, befriend it. This is
[01:40:06] right? Yes. B, befriend it. This is exactly what you're supposed to feel
[01:40:07] exactly what you're supposed to feel because who grows inside their comfort
[01:40:08] because who grows inside their comfort zone? C, convert it. Okay. Shift it into
[01:40:11] zone? C, convert it. Okay. Shift it into taking massive action. It's not going to
[01:40:13] taking massive action. It's not going to go away cuz we have two options. Like
[01:40:16] go away cuz we have two options. Like number one, we can allow it to constrict
[01:40:19] number one, we can allow it to constrict us. We get this feeling, we constrict,
[01:40:23] us. We get this feeling, we constrict, and then we become one of those other
[01:40:25] and then we become one of those other people who live paycheck to paycheck.
[01:40:27] people who live paycheck to paycheck. And dude, people live like that their
[01:40:29] And dude, people live like that their entire lives.
[01:40:31] entire lives. The second option is we take that
[01:40:34] The second option is we take that feeling, but then we shape it. We shape
[01:40:37] feeling, but then we shape it. We shape it into taking massive action. So, I'm
[01:40:40] it into taking massive action. So, I'm going to put some skin in the game now.
[01:40:42] going to put some skin in the game now. This has to work. I'll make it work.
[01:40:46] This has to work. I'll make it work. Which one of those options would you
[01:40:48] Which one of those options would you rather do? Allow it to constrict you or
[01:40:50] rather do? Allow it to constrict you or shape into taking massive action?
[01:40:54] shape into taking massive action? >> Yeah. Like shape it.
[01:40:55] >> Yeah. Like shape it. >> What if you don't? Like what if we get
[01:40:57] >> What if you don't? Like what if we get this feeling we're feeling right now and
[01:40:58] this feeling we're feeling right now and we just we hunker down and we allow it
[01:41:00] we just we hunker down and we allow it to constrict us. So once we get the buy
[01:41:03] to constrict us. So once we get the buy in, typically I'm going to ask a why
[01:41:06] in, typically I'm going to ask a why question to have him dig a little bit
[01:41:07] question to have him dig a little bit deeper. Seems like I skip that, right?
[01:41:10] deeper. Seems like I skip that, right? Poo poo old Christian, right? This was
[01:41:12] Poo poo old Christian, right? This was about 8 months ago, 9 months ago,
[01:41:16] about 8 months ago, 9 months ago, chilling in Miami. Oh, what I would give
[01:41:19] chilling in Miami. Oh, what I would give to be back in Miami right now. Okay. But
[01:41:21] to be back in Miami right now. Okay. But after I get the why, I give him a binary
[01:41:24] after I get the why, I give him a binary option. Would you rather want it this or
[01:41:25] option. Would you rather want it this or this? Why?
[01:41:28] this? Why? What if you don't consequence tie off
[01:41:30] What if you don't consequence tie off the loop? I skip the why. I don't know
[01:41:31] the loop? I skip the why. I don't know why I did that. Sometimes, you know, I
[01:41:33] why I did that. Sometimes, you know, I just be in the flow of [ __ ] But if you
[01:41:35] just be in the flow of [ __ ] But if you want to be optimal, you ask them why.
[01:41:36] want to be optimal, you ask them why. And then the consequence is really what
[01:41:38] And then the consequence is really what ties it all in.
[01:41:41] ties it all in. >> Yeah. like it.
[01:41:44] >> Yeah. like it. It'd probably just be like
[01:41:48] It'd probably just be like I don't want to like have to jump from
[01:41:49] I don't want to like have to jump from like offer to offer like on this offer.
[01:41:53] like offer to offer like on this offer. >> Yeah.
[01:41:53] >> Yeah. >> Cuz like they have a good like thing
[01:41:55] >> Cuz like they have a good like thing like I actually like.
[01:41:56] like I actually like. >> Yeah.
[01:41:57] >> Yeah. >> Like a good product I actually like and
[01:41:59] >> Like a good product I actually like and it's like I don't know.
[01:42:01] it's like I don't know. >> So what happens if we allow it to
[01:42:02] >> So what happens if we allow it to constrict us?
[01:42:06] >> Yeah. I just like wouldn't be in a place
[01:42:09] >> Yeah. I just like wouldn't be in a place where I could probably move out
[01:42:10] where I could probably move out comfortably,
[01:42:12] comfortably, right? Like are we willing to allow that
[01:42:14] right? Like are we willing to allow that to happen?
[01:42:16] to happen? No.
[01:42:17] No. >> Okay. So, who do we need to actually be
[01:42:19] >> Okay. So, who do we need to actually be right now
[01:42:22] right now to be that person who can actually make
[01:42:24] to be that person who can actually make the stable income? Person who bets on
[01:42:26] the stable income? Person who bets on themselves or the person who gets
[01:42:30] themselves or the person who gets constricted?
[01:42:33] constricted? The person who bets on themsel probably.
[01:42:36] The person who bets on themsel probably. probably.
[01:42:37] probably. >> Okay. Ambiguous language pushing back on
[01:42:39] >> Okay. Ambiguous language pushing back on it.
[01:42:44] >> I get it, D. And he's right there on the
[01:42:46] >> I get it, D. And he's right there on the edge. So, I'm just giving a little bit
[01:42:48] edge. So, I'm just giving a little bit of encouragement.
[01:42:48] of encouragement. >> It's okay.
[01:42:50] >> It's okay. >> Yeah. Like, what do we got to do?
[01:42:56] Like you're saying, don't let it
[01:42:57] Like you're saying, don't let it constrict you.
[01:43:01] So,
[01:43:03] So, ready to dive in?
[01:43:06] ready to dive in? Yeah, let's [ __ ] do it.
[01:43:09] Yeah, let's [ __ ] do it. >> You sure?
[01:43:13] Yeah. I mean, um,
[01:43:16] Yeah. I mean, um, yeah. Yeah, let's [ __ ] do it. Okay.
[01:43:19] yeah. Yeah, let's [ __ ] do it. Okay. Then he went ahead, hopped on board.
[01:43:21] Then he went ahead, hopped on board. Now, he just had an update where he's
[01:43:24] Now, he just had an update where he's the number one person on his team,
[01:43:26] the number one person on his team, closing 47%. He's on his way to hitting
[01:43:30] closing 47%. He's on his way to hitting over 20K per month. And I told him if he
[01:43:33] over 20K per month. And I told him if he hits 20K per month, I'll fly him out
[01:43:35] hits 20K per month, I'll fly him out here to Vietnam. Uh, you know, we'll
[01:43:37] here to Vietnam. Uh, you know, we'll probably go to Ho Chi Min City. So, all
[01:43:40] probably go to Ho Chi Min City. So, all is well, that ends well. So, if you
[01:43:43] is well, that ends well. So, if you found this helpful, go ahead, leave a
[01:43:45] found this helpful, go ahead, leave a like down below, drop a comment, and if
[01:43:48] like down below, drop a comment, and if you want to get sold, if you want to hop
[01:43:50] you want to get sold, if you want to hop on a sales call, or if you want any
[01:43:52] on a sales call, or if you want any potential help from me to work on with
[01:43:54] potential help from me to work on with you one-on-one like I did with this
[01:43:56] you one-on-one like I did with this gentleman here, go ahead, check out the
[01:43:58] gentleman here, go ahead, check out the link in the description. But if not,
[01:43:59] link in the description. But if not, then I'll see you on the next

Watch Me Close $8,000 in under 50 minutes (LIVE)

https://www.youtube.com/watch?v=169qQ9C6cFs

Summary

TL;DR — This video breaks down a live sales call where the presenter, Christian Pulk, closes a client for $8,000 in under 50 minutes. Pulk emphasizes the importance of understanding the prospect's core problems, creating doubt about their current methods, and guiding them to acknowledge their own limitations rather than external factors.

Key points

• The sales process for an 'improvement offer' requires creating doubt about the prospect's current performance to highlight the need for change.

• Effective questioning involves thoughtful phrasing that prompts the prospect to think deeply, leading to more specific and useful answers.

• Identifying and addressing the prospect's limiting beliefs and internal resistance is crucial, especially when they blame external factors like leads or demographics.

• Quantifying the problem in terms of lost income or missed opportunities makes the issue more tangible and urgent for the prospect.

• Shifting the prospect's mindset from 'wanting' a solution to 'needing' it, and from external blame to internal responsibility, is key to closing.

• The presenter uses storytelling and reframing techniques to overcome objections related to cost, fear, and commitment, ultimately guiding the prospect to a decision.

Takeaway — Successful sales, especially for improvement-based offers, hinges on deeply understanding the prospect's mindset, skillfully uncovering their core issues, and guiding them to recognize the necessity of change by owning their part in the problem.