0:00 Today I'm going to show you how to 0:01 handle every single objection. All of 0:03 them. 0:04 Every single one. So, let's get into it. 0:08 Cool. Objection, man. How to crush 0:10 objections like a pro. We're going to 0:11 have to change that. That looks a little 0:12 bit gay. Let's get into it. First of 0:14 all, what are you [ __ ] up? And I know 0:16 you're [ __ ] this up. What are you 0:17 [ __ ] up? People try and handle every 0:20 objection the prospect gives them. They 0:22 get this, they try and handle that 0:24 objection. They get this, they try and 0:25 handle that objection. There's not the 0:26 right way to do it because if you're 0:27 doing that, you're chasing your 0:28 prospect. They have control over the 0:30 conversation now and you were following 0:32 them, you were behind them, you were 0:33 underneath them. The difference what the 0:35 best people do, which is this is part of 0:37 the objection handling matrix process, 0:39 which is literally a document that was 0:42 created inside of a sales agency about 0:44 six, seven years ago, not in a joke way, 0:46 actually six or seven years ago, that 0:47 has generated up to this point near a 0:49 billion dollar in sales across courses, 0:52 masterminds, mentoring, all of it in the 0:54 high ticket space. Near a billion 0:55 dollars. That was a sales agency that 0:56 was doing about $40 million a year, 0:58 right? Okay, so just to give you 0:59 context, right? The best sales reps, 1:01 what they do is they get all of these 1:03 objections, all of them. And what do 1:05 they do? They funnel them all into one 1:08 core objection that they are phenomenal 1:10 at handling. And so that is the process 1:11 I'm going to show you guys how to do 1:12 today. Cool. So let's get into it. 1:15 Objection handling standard operating 1:17 procedure, the SOP. Here is the core 1:19 chart, the flowchart for how do you go 1:21 between objections? How do you flow 1:23 between them? So at the beginning, we 1:24 identify the objection. Then there are 1:26 only three actual objections we can get. 1:28 We can either get money, we can get 1:31 feeder, or we can get partner. That is 1:33 it. That is literally it. It is that 1:35 simple. Right now, if we get money, we 1:38 have to handle money. We're going to and 1:39 I'm going to go through the exact 1:40 scripts like literally everything that 1:41 you need in order to do this. Right? So, 1:43 we handle money. We get to the very end. 1:45 Then, we funnel it into fear. Right? If 1:47 we get partner, we do the exact same 1:49 thing. We go all the way until the end, 1:50 we handle it, and then we funnel it 1:52 right back into fear. And now the way 1:54 that you can handle fear, a lot of 1:55 people will have different frames, blah 1:56 blah blah. The core thesis of handling 1:58 fear is either certainty or perspective, 2:01 which I will go into what that means and 2:02 the exact frames. I will go into all the 2:04 scripting and I will leave the link for 2:06 this document right below in the 2:07 description, right? So that anybody can 2:08 download it, right? It's this simple. So 2:10 now that we have the theory out of the 2:11 way, let's get into actually how to 2:12 handle what the [ __ ] do you say? What do 2:15 we do? So starting with the partner 2:17 objection, if you are still using the 2:19 heavy is the head that is holding my 2:21 head or my crown, that [ __ ] does not 2:23 work because the prospect has heard it 2:24 10 times. They know about it. They know 2:26 what you're about to say before you say 2:27 it. It's not a bad frame. Everybody 2:28 knows it. So it does not work anymore, 2:30 right? So now it's going to what do you 2:31 actually do, right? And we're going to 2:32 make it a lot more about the theory 2:34 rather than like, oh, this specific word 2:35 blah blah because that's going to change 2:36 every 12 months, whatever it is, right? 2:38 So at the very beginning, we have to get 2:40 back to the value, right? We have to get 2:41 them to establish, yes, I actually agree 2:43 this [ __ ] is valuable. So, we just go 2:45 like let's assume like let's say your 2:46 wife was here for a second right now and 2:48 like she was all for it. Like do you 2:49 feel like this would actually like 2:50 possibly be the answer for you or do you 2:51 feel like this would actually work for 2:52 you? Right? They say yes. Okay. But why? 2:55 What specifically do you think is the 2:56 key to the castle for you? Um blah blah 2:58 blah. Right? So what does this do? 2:59 Again, we're solidifying that they feel 3:00 the value is there. That is the 3:02 important thing. They think the value is 3:04 there. Right? From there after they give 3:06 us that buyin, now we're going to how do 3:08 they feel about blah blah blah? This is 3:09 just solving the objection. Like do they 3:10 actually want you to succeed and achieve 3:12 blah blah blah. Now from here we have to 3:14 identify is this a logistical objection 3:16 as in they have the same bank account he 3:18 cannot purchase things without our 3:19 permission blah blah blah or is it just 3:21 fear disguised as that and so in order 3:23 to determine which of those two it is we 3:25 ask this question well like let's say 3:27 you go to them like what are you going 3:28 to do if they kind of like don't want 3:29 you to actually invest in like your 3:30 skill set so you can get to like XYZ 3:32 goal or invest in a XYZ fitness routine 3:35 so that you can lose the 20 pounds like 3:36 what happens if she says no essentially 3:38 because if they say oh I would do it 3:40 anyways what does that tell us well it's 3:42 not actually logistical now is it right 3:44 now it's just purely fear like I would 3:45 do it anyways if they say no then I 3:47 couldn't do it then that means it's 3:48 logistical right so like they can't like 3:50 [ __ ] buy it unless she says yes and 3:53 so that is the the core distinction 3:54 right if they go like no I cannot do it 3:56 blah blah blah it does not matter we are 3:57 still going to go into the next thing 3:58 but this now tells us is it fear or is 4:00 it logistical right now from there we go 4:03 if I can offer a suggestion like I'm I'm 4:04 a big believer in like obly with great 4:06 power comes great responsibility because 4:07 like whoever has a goal also has the 4:09 burden if it doesn't get achieved for 4:11 example if somebody comes to you and 4:12 they're like Oh, I want to lose 50 lbs. 4:14 It's their responsibility to lose 50 4:16 pounds because their weight, it's on 4:17 their body. So, like out of curiosity, 4:19 like how much involvement does their 4:21 partner, whatever her name is, does Maya 4:24 have with you learning these skills? 4:25 Like, are you guys going to kind of like 4:26 be doing it together? Like taking the 4:28 sales calls together, collecting the 4:29 commissions, all that kind of stuff, or 4:30 like what's kind of like the level of 4:31 involvement? Now, from there, they're 4:33 almost always going to go, "No, no, no, 4:34 like not really. Like, she's not 4:35 involved actually like whatsoever, blah, 4:37 blah, blah." Right? Then you just go 4:38 like, "Hey, can I ask a question?" then 4:40 is it sort of fair to like make somebody 4:42 who doesn't actually bear the weight of 4:43 the responsibility who can't control the 4:45 outcome to be the one who like truly 4:47 makes a decision because if she says no 4:49 like you don't do it then from there 4:50 they're going to go oh well no I I guess 4:52 that's not really fair so what do you 4:53 feel we should do to put you in like the 4:54 best position to actually like make XYZ 4:56 over like the next 12 months and if 4:57 they're still unwilling then just 4:58 schedule a follow-up so what is the 4:59 theory let's recap at the very beginning 5:02 we're going okay do you see the value 5:04 yes that is right here do you see the 5:06 value great they do see the value right 5:08 so what are you going do if she says no. 5:10 Is it logistical or is it fear-based? 5:12 Right? If they say I would do it 5:14 anyways, then we go, so just do it. If 5:16 you're going to do it anyways, 5:16 regardless if you speak to her or don't 5:18 do it, just do it. Right? So that 5:19 handles the fear component, right? Which 5:21 allows us to then they go like, oh man, 5:23 it's still like a big investment. And 5:24 then we go into fear, right? But let's 5:26 say it actually is logistical and they 5:27 say, "Oh, well then I couldn't do it." 5:29 That's when we go into here, right? And 5:31 now with here we're setting the frame of 5:33 well she doesn't have any understanding 5:35 or knowledge in what we are talking 5:37 about our conversation and she's not in 5:39 control of the outcome. So is it fair 5:40 for her to be the one making the 5:41 decision even though she's not in 5:43 control and it's not her goal and it's 5:45 like oh well no obviously it's not fair. 5:46 So who has to make the decision? You. 5:47 Great. So what decision should we make? 5:49 That is the theory behind it. Great. 5:50 Moving on from partner. Now we are going 5:52 into money. Let's get into money. Okay 5:55 great. So the core thesis of money is we 5:58 have to understand is it logistical and 6:00 then get past the logistics and get them 6:03 to agree yes this works within my budget 6:06 this works within what I have in my bank 6:07 account I could financially with my 6:09 credit get a loan clarity pay whatever 6:11 it is right that is the goal and so step 6:13 one we remove any value objection right 6:15 so that's where we go the exact same 6:16 thing money aside do you feel like this 6:17 would work for you why do you feel like 6:18 it would though what's the key to the 6:20 castle however you going to word that 6:21 right now from there we have now removed 6:23 the value so is it just the upfront 6:25 investment or if we could split it up 6:26 into more adjustable payments, would 6:27 that make it a bit easier? They agree. 6:29 Yes. Perfect. So now value is out of the 6:31 way because they have now been like, 6:33 "Yeah, I see the value. Blah, blah, 6:34 blah. Help me so much." Great. 6:35 Beautiful. Now we go into step two, 6:37 helping the prospect come up with 6:38 financial solutions. So we just go like, 6:39 "Okay, man. Like cash on hand, bills and 6:41 expenses aside, like what do you 6:42 actually have available so that you can 6:43 learn the skills just to see if I can 6:45 help, right? And now we're going to 6:46 start putting together a plan for them 6:48 of like how can we make the finances 6:49 make sense?" Right? They're going to 6:51 say, "Oh, well, I don't know. I have XYZ 6:54 cash, whatever it might be. If they do 6:55 not have savings, so if they say like, 6:57 "Oh, I have [ __ ] 100 bucks and they 6:58 a,000 bucks the minimum down payment." 7:00 We just go and have you ever considered 7:02 like leveraging credit or like funding 7:03 to join and just paying it off like with 7:05 extra profits you make in the business 7:06 from the training. Right? So now we're 7:08 getting credit involved, right? If they 7:10 respond, credit is not an option from 7:12 there. What other ways do you think you 7:13 might have being able to get the 7:14 investment required to like learn the 7:16 skills and grow the business? And from 7:17 there, we're now going to go into 7:18 getting them to borrow money from their 7:19 friends or family, whatever it might be. 7:20 And again the goal from the second step 7:22 is create a financial solution. That is 7:25 what you need. So this is the cascade. I 7:27 do not know how to draw on this [ __ ] So 7:30 we'll draw it here. Right. First at the 7:32 top we have cash. Do they have cash? If 7:35 they have $3,000 as an example, the 7:38 minimum down payment is $2,000. And it's 7:39 just like, okay, here's what we could 7:40 do, man. Like we could um potentially do 7:42 like 2,000 up front and then split up 7:44 the rest of it over 2,000 a month for 7:45 the next three months. That way it 7:46 covers a total investment of whatever 7:48 the [ __ ] math on that was. $8,000. 7:50 That way, like you start acquiring the 7:52 skills and it kind of pays for itself 7:53 over time. Would that work with the 7:54 budgetary constraints? I'm not saying 7:55 you're gonna do it, but like would it 7:56 work? Right? Great. That is cash. If you 7:58 do not have cash, we go into credit, 8:02 right? So, we go, okay, have you ever 8:04 considered possibly leveraging credit or 8:06 funding to join blah blah blah, whatever 8:08 it is. Now, I'm going to go on a side 8:09 tangent real quick. If they give you 8:11 push back on credit and they go, oh, I 8:12 don't want to leverage credit. I I don't 8:14 want to take it out alone, blah blah 8:15 blah. Then all you have to do is this. 8:16 Out of curiosity, man, like what's kind 8:18 of like I guess behind that belief, then 8:20 you usually have to go, "Oh, well, I 8:21 don't want to be in debt, blah, blah, 8:22 blah. Got out of debt out of debt a 8:24 while ago, blah, blah, blah." And then 8:25 all you have to do is this frame. Well, 8:26 out of curiosity, man, like if you go 8:28 outside like the the gym you go to or 8:30 the apartment building you live in, as 8:31 an example, the most successful 8:33 entrepreneurs who like bought those 8:34 properties and like owned those, do you 8:36 think one day they walked in with like 8:37 this huge duffel bag of just cash and 8:40 they were like, "I want the building. 8:42 Give it to me." Like, no, obviously not. 8:44 Or do you feel like they leveraged debt 8:46 in order to actually put themselves in a 8:47 position where they could have these 8:49 assets and actually become successful? 8:51 Oh, they leveraged debt. Well, why do 8:52 you feel like they did that though? Like 8:54 why do you feel like the most successful 8:55 entrepreneurs actually like leverage 8:56 debt in order to get to where they want 8:57 to go? Oh, well, because I don't know, 8:58 blah blah blah. It does not matter the 8:59 answer they say. They just go, "Yeah, 9:01 because like they're the most 9:02 committed." And so because they have 9:03 that commitment, they're willing to do 9:04 whatever it takes to put them in a 9:06 position to actually achieve the success 9:08 they want. And so in reality for you, 9:10 man, like what's what's really more 9:11 important? Like is it more important to 9:13 you to like hold on to that belief you 9:14 have that like leveraging debt is bad 9:16 even though all the most successful 9:17 people in the world have done it or do 9:19 you feel like actually learning the 9:21 skills and acquiring them so that you 9:22 can get to that goal of 15 20k a month 9:24 is actually more important like what do 9:25 you feel is really more important for 9:26 you though oh well obviously the second 9:28 one well why though great now you've 9:29 overcome that belief great so credit is 9:32 covered that is how you leverage credit 9:33 and then you take them through clarity 9:34 pay whatever the [ __ ] it might be right 9:36 next resort is what other way so this is 9:40 like miscellaneous 9:42 What other ways would you have? Who 9:43 could you go to? Who do you know? Blah 9:45 blah blah. If they say, "Oh, I don't 9:46 really know, man. I don't really know. I 9:48 don't know what to do. I'm so lost. I'm 9:49 a little [ __ ] bunny." Then all you 9:51 have to do is Well, like I'll give you 9:52 some examples, man. Like a lot of our 9:53 most successful clients, like when they 9:54 first came to us, they obviously didn't 9:55 have the money, which is why they were 9:57 here. And so they they would borrow 9:58 money from like a friend as an example, 10:00 or they would like go to their bank 10:01 directly and try and get a loan from 10:02 them. And obviously now they've acquired 10:04 the skills, they're making the 30 40k 10:06 months, right? So like, who do you know 10:07 that like might might be a good option 10:08 for that, right? Right? And so you're 10:10 just getting like I need a name like 10:11 give me the name and then you put 10:13 together a plan with them of how they 10:14 can go to that person and ask them for 10:16 the money and then you take a deposit. 10:17 Right? So very very simple. The entire 10:19 goal of this is you are creating a plan. 10:21 That is what you need. A plan for their 10:23 cash, credit, whatever that works within 10:25 budgetary constraints. They don't have 10:27 to say I'm going to do it. They do not 10:29 have to say I'm going to do it. We just 10:31 need a plan that would work within their 10:32 budgetary constraints, right? Like would 10:34 that financially work? Like would you 10:35 end up homeless if you made that $2,000 10:37 payment? They go no. Yes, it works 10:39 within budgetary constraints. That is 10:40 all we need from step three, right? Then 10:44 we go into step three. So with 10:46 understanding that blah blah blah 10:47 payment plan works within budgetary 10:49 constraints and you feel it would 10:50 actually get you to the goal of the 15 10:51 20k month whatever it is. How would you 10:53 like to proceed? That simple, right? 10:55 Because now logistics are removed. 10:57 There's no longer logistical money. The 11:01 only money that can be left over after 11:02 that is fear. The fear of spending the 11:04 money because it's a big investment, 11:05 whatever it might be. Right? So notice 11:07 what we did with both partner and money. 11:10 We have now removed the logistics and 11:12 the only objection left possible is the 11:15 fear of the partner or the fear of the 11:17 money. And so now the only objections 11:19 they could have given us are now all 11:21 funneled into fear. Fear. We're now at 11:24 fear. So now how do we handle fear? That 11:25 is the next question. Once we have 11:27 settled all logistical objections, the 11:28 only objection left over is fear. You 11:30 can now start looping with your frames. 11:31 So remember that after each loop frame, 11:33 you should ramp up intensity building up 11:34 to a pinnacle and final push by the 11:36 fourth loop. What does this mean? So how 11:38 do we ramp up intensity? So if you think 11:40 about a graph like this where this is 11:43 the first objection you get, this is 11:45 intensity. This is frames, right? At 11:49 your first frame, so your first one, 11:51 this is the first fear objection you 11:52 get. Blah blah blah. Intensity is 11:54 relatively low. So it's like right here, 11:56 you're just kind of like putting them in 11:57 a logic trap, whatever it might be, 11:58 right? So that's where you might just be 11:59 like, "So with understanding blah blah 12:00 blah, how do you like to proceed?" So 12:02 it's very casual. It's not super hard. 12:03 It's not very tense. Blah blah blah. 12:04 You're not [ __ ] on them, making them 12:06 feel like a [ __ ] failure. Right? 12:07 Level two, we're now on the second 12:09 frame. We ramp up intensity a little bit 12:11 more. So we are now around right here. 12:12 This where we get a little bit tighter. 12:14 So now it might be like, so like what 12:16 decision do you feel like you need to 12:17 make so that tonight like when your head 12:19 hits that pillow, you know, you did like 12:20 everything in your power to actually get 12:22 to that 15K a month goal so you could 12:23 like have that extra time with your 12:24 family, blah blah blah, right? So, it's 12:26 a little bit more personal, a little bit 12:27 more direct. By frame number three, we 12:30 have now ramped up intensity all the way 12:32 here, right? And so, that's where we go 12:34 like, so man, like what do you need to 12:35 do tonight so when you go to bed and 12:38 you're staring at that ceiling on top of 12:39 your head, you know, you did everything 12:41 in your power to be that provider, that 12:44 dad that you want to be for your family 12:45 to make sure that they're taken care of. 12:47 Like, what decision do we actually need 12:48 to make? So, we've now ramped up 12:50 intensity one more level. Right now, by 12:53 number four, frame four, which is the 12:54 last one, you're now all the way up 12:56 here. And that's where we're going like, 12:58 dude, what do you need to do to make 12:59 sure that you stop being that failure 13:01 version of you, the version that's put 13:02 you in this position where you can't 13:03 even provide for your family, and you 13:04 start being the successful version of 13:06 you, the version that I know you can be 13:08 to actually have that extra time and be 13:10 able to travel with your family like the 13:12 father you want to be. So, now we're 13:14 like maximum intensity. Like, that is 13:15 the toughest it gets, right? You're not 13:17 going to be able to get any higher than 13:18 that. Any hour than that, they just 13:19 leave the [ __ ] zoover, right? And so 13:21 like that is the ramp up of intensity 13:23 over time. And so now let's go through 13:24 the actual four frames we're going to 13:25 use. Starting off decision-m process. 13:27 This is the easiest way to logic trap 13:29 somebody into the fact that their way of 13:31 making decisions is bad. This is the 13:33 easiest way to logic trap that into 13:35 them, right? So we start with Yeah, that 13:36 makes sense, man. Because like would you 13:38 agree kind of like our mindset like 13:39 affects our decision-m process? So like 13:41 let's say earlier like they gave us a 13:42 money objection. We handle the logistics 13:43 of the money objection. Then they say, 13:45 "Oh man, it's just it's it's still just 13:47 like a really big investment for where 13:48 I'm at." Yeah, that makes sense, man. 13:49 Because like would you agree like our 13:51 mindset kind of affects like our 13:52 decision-m everybody has to agree to 13:54 that. You can't disagree. That is just 13:56 like a state in fact. You have to agree, 13:59 right? So they say yes, of course. Okay. 14:00 And on a scale of like 1 to 10, one 14:02 being like, "Oh, like we're not doing 14:04 very good with our fitness. Like you 14:05 feel down, you don't have a lot of 14:06 energy, blah blah blah." and a 10 being 14:08 like we're [ __ ] Chris Bumstead like 14:10 you feel amazing life is great we're 14:12 moving you feel super motivated 14:14 everything's going amazing in your life 14:15 like where do we feel like we kind of 14:17 are at the moment notice what I did this 14:19 is like a subconscious thing I made the 14:22 one if this is an actual chart of 1 to 14:25 10 right here and right here this is a 14:27 piece of [ __ ] right I am making the one 14:31 actually be somewhere around here and 14:34 I'm making the 10 be all the way over 14:36 here because I'm making the one not 14:38 sound that bad. Oh, well, like you don't 14:40 have energy. Life's not that great. 14:41 Blah, blah, blah. Rather than being like 14:42 you're in a [ __ ] grave, right? Which 14:44 would be like the actual low point, 14:46 right? And so, because I make the actual 14:48 chart be right here, they have to give 14:50 me a low number. Oh, well, like I I 14:52 don't know. I feel like a three, but a 14:53 three on this chart is actually like a 14:55 five on the grand scheme of things. So, 14:56 I'm essentially skewing what the north 14:58 and south look like to make him give me 15:00 a lower number. That is the entire 15:01 point, right? Because when he gives me a 15:03 lower number, it's probably around a 15:04 three, one out of 10. Now he has to 15:06 justify the problems, right? So now he's 15:08 going, "Oh, well, because my business is 15:09 not growing, blah, blah, blah." Right? 15:11 And do you want the decision-making 15:12 process that got us to like being a 15:14 three in our business to kind of like 15:15 dictate the business like moving 15:16 forward? Oh, no, no, I I definitely 15:18 don't. Right? Because all he hears is 15:19 the number. And so it's like we've now 15:21 gotten to agree your decision-m process 15:23 created your results. Your results are 15:25 not good. Do you want your way of making 15:27 decisions to keep getting you bad 15:28 results? That is essentially what we've 15:30 done, the meta conversation happening 15:31 besides actual. So what decision do you 15:33 feel like you need to make to put 15:34 yourself in the best possible position 15:36 to actually grow the business without 15:37 that old thought process? Very simple. 15:39 They're now logic trapped. They have to 15:40 make a decision, a different decision, 15:42 right? Unless they give us more fear. 15:44 And so that's when we go into reframe 15:45 number two, which is what's riskier? And 15:47 so here we just go like may maybe I can 15:48 explain myself a bit better. Like what 15:50 do you feel is actually for you like 15:52 riskier? Like is it riskier you get the 15:54 funds, the 15 grand so we train you to 15:56 take home that 50k a month and have the 15:58 freedom of deciding what you do with 15:59 your time blah blah or whatever outcome 16:00 they wanted. Or is it riskier you don't 16:02 do anything and you're not able to have 16:04 that level of freedom and you keep 16:05 getting overworked for min minimum wage 16:07 like what do you feel is actually like 16:08 riskier like in reality like in your 16:10 mind they have to say oh well the second 16:13 one is riskier like I don't want to keep 16:14 not having freedom blah blah blah now we 16:16 make them justify and why though like 16:18 what happens if we continue to do 16:19 nothing oh I have to stay where I am 16:20 blah blah keep having to work all these 16:22 hours for minimum wage and not enjoy it 16:23 for the work I do at all right so very 16:25 simple so what has to be done so when 16:27 you're laying in bed tonight staring at 16:29 the ceiling you know you did everything 16:31 possible to hit that $50,000 a month and 16:33 have that freedom even though it's hard. 16:35 Right? So again, that's our second loop. 16:37 We're now being like, what's riskier? Is 16:38 it riskier to do X or is it riskier to 16:40 do Y? Either invest or don't invest. And 16:43 oh, it's riskier not invest because I 16:44 don't learn the skills. Great. So that's 16:45 frame number two. Moving on. Reframe 16:48 number three. This is the 4,000 dots. 16:51 Now the entire point is they have now 16:52 logically agreed I have to make a 16:54 different decision. They have logically 16:56 agreed they are wrong. And so if 16:57 somebody still doesn't want to do it, 16:59 it's because they are comfortable with 17:00 being where they are at. And so we need 17:02 to bring the reality of the world, the 17:04 reality of their life into actual 17:07 perspective. The fact that they are 17:08 going to die and down the line 100 years 17:11 from now, 50 years from now, this $3,000 17:13 or $10,000 or $20,000 will not actually 17:16 mean anything to them anymore, right? 17:18 Because that'll take away the factor of 17:19 risk of like, oh, I spent all the money. 17:21 Well, you're going to [ __ ] die 17:22 anyways. Who cares? Right? So that's 17:23 essentially what we're bringing into 17:25 perspective for them. And so we do that 17:26 with the 4,000 dots. So it goes like 17:28 this. Watch. I I'll explain it this way. 17:30 Like I have a counter in in my office 17:32 with 4,000 dots. Do you do you know what 17:33 those dots represent? The reach a week. 17:35 So like according to scientists like an 17:37 average human life is about 4,000 weeks. 17:39 And so every time a week passes, I go up 17:40 and I circle a dot. And that does two 17:42 things for me, right? Number one, I 17:45 realize how much time I have left. And 17:47 number two, I realize how much time has 17:49 passed of our life because it's only so 17:51 finite. And so that allows me to then 17:54 ask myself two questions. Have I done 17:56 everything possible to get my outcome in 17:59 that last stop? And if not, why not? So 18:02 for you men, like at 40 years old, half 18:04 those dots are gone, right? So yeah, the 18:06 4,000 we have like 2,000 left. Another 18:08 one-third will go to sleep. Another 18:10 couple hundred hours go to eating, 18:11 driving, whatever, right? So that leaves 18:13 us with like give or take 1,250 weeks 18:16 left. 18:18 And then it's done. There's nothing 18:20 nothing after that. 18:25 Between you and I, 18:27 how much time has gone by not being 18:29 where you want to be, but not taking the 18:32 ultimate actions to get to where you 18:33 want to go? If you're honest with me, 18:37 I mean, years at this point, you have to 18:39 understand the prospect by this point is 18:41 already like they know they're wrong. 18:43 Like they're like broken down like in 18:44 their head. They're like they have all 18:45 this fear, all this doubt, and 18:46 everything else. And we have to overcome 18:48 that because if not, their life does not 18:50 change. And I know the reality of that 18:52 because I used to be in a position when 18:53 I was much younger, 16, etc. where I 18:55 also had the same fear and I did not 18:56 want to invest. And thank God I spoke to 18:58 a good salesperson who was able to get 18:59 me over the edge, right? And that is why 19:01 now is able to have a business. And 19:04 again, we're not in the frame right now, 19:05 [laughter] just to be clear. That's why 19:07 now, thank God when I the month before I 19:09 turned 18 or two months before I turned 19:10 18, I had my first million dollar in 19:12 business with my company in cash 19:13 collected. Not revenue, not contract 19:16 value, actually cash that got collected 19:18 by the business at like 40 50% margins. 19:20 And so we are doing this for them. They 19:22 need this. If not, their life will not 19:23 [ __ ] change. And so we have to do 19:24 whatever it takes and help them 19:25 understand the level of urgency they 19:27 actually have, right? And so at this 19:29 point, they're going to go, I mean, like 19:30 years at this point, like not being 19:31 where I want to go, right? So like, why 19:34 change now? Why not just continue doing 19:36 the same thing you've done for the past 19:37 200s, 19:39 not getting to where we want to go? So 19:41 what are we doing? We're making them 19:42 defend why they need to make a change. 19:44 We have now brought into perspective, 19:46 into reality for them the fact that 19:47 they're going to die. there's only so 19:49 much time left and now we're making them 19:51 defense. So why do you need to make a 19:53 change? Well, because I'm going to be 19:54 stuck in this job and definitely getting 19:55 underpaid and not feeling like I'm in 19:56 control of my actual life, blah blah 19:58 blah. Now, I want to be clear, this is 20:00 the shortened version, the same with all 20:02 the other frames. The entire goal is 20:04 that like we want to go deeper into this 20:06 as much as possible. And so like I 20:08 obviously would not write three pages of 20:10 the same frame because like it would not 20:11 be comprehensible whatsoever. But right 20:13 here, you're going to probe, you're 20:14 going to push back, right? So they go 20:15 like, "Oh, because then I'm stuck being 20:17 in this job and definitely getting 20:18 underpaid and not feeling like I'm in 20:19 control of my actual life." Why should 20:21 Why don't just do that, man? That's what 20:23 you haven't done. Why don't you continue 20:25 there? Or if they talk about their 20:27 family, whatever, like I wouldn't be 20:28 able to spend time with my my kids as 20:30 much as I want to. Yeah. Because like, 20:31 man, between you and I, like how do you 20:33 think that would affect them growing up, 20:35 not being able to spend as much time 20:36 around their father? It's like we're 20:38 probing deeper into it to get more 20:39 leverage, more pain, so that then we can 20:41 flip them and make them actually 20:43 overcome that uncertainty and become 20:44 confident in themselves, right? And now 20:46 from there, as soon as they give us that 20:47 answer, then we just go, "So, what do 20:49 you feel you need to do to make sure 20:50 next time one of those dots gets 20:51 circled, you go into that room and 20:53 another week of your life passes closer 20:55 to the rest of that 1250, you've done 20:58 something to stop being underpaid and 21:00 controlled by another person." Again, we 21:02 are hitting the pinnacle of intensity. 21:04 We're going higher and higher and 21:04 higher. Right? Obviously, this is three 21:06 frames. I did not write four and here. 21:08 There's dozens more that I've used 21:10 publicly online, wherever that you can 21:11 obviously find. Now, I hope this was 21:13 very comprehensible, very easy to 21:14 understand for anybody here. I'm on a 21:15 mission to make sales education 21:16 accessible to everybody because it 21:18 changed my life more than I can [ __ ] 21:20 describe. Obviously, now having a house 21:22 in Puerto Rico and this massive company 21:24 and everything else, right, when I 21:25 turned 19, I just bought my dad a brand 21:27 new Porsche 911 Carrera S, beautiful 21:29 car, right? His dream car. And so, like, 21:31 I cannot describe how much has changed 21:32 my life and I wanted to change as many 21:33 other lives as possible. And so I'm in a 21:35 group by now it has like 70,000 members 21:37 or something. There's been dozens of 21:38 people have come out of there hitting 50 21:40 $100,000 months in commissions which is 21:42 like unheard of in this industry because 21:43 we just give everything away as much as 21:44 possible. And so if you want to join 21:46 that group I will leave the link down 21:48 below in the description. Again it has 21:49 all the scripts you could possibly need, 21:51 all the objection training you possibly 21:52 need, offers, influencers, companies you 21:54 could start selling for as soon as 21:55 tomorrow. Again, completed for free 21:57 training, even sales call recordings, 21:58 like absolutely everything you could 22:00 possibly need to jump your sales career 22:02 forward. So, if you want to get that, go 22:04 to the description below. I'll leave the 22:05 link there. If you want to get the copy 22:07 of this entire PDF to see all the 22:08 scripts word for word, change it however 22:10 you want, make it feel natural for you. 22:11 I will also leave a description down 22:12 below. Besides that, God bless. I'll see 22:14 you guys soon.