0:00 At age 16, I was making $15,000 a month 0:02 in straight commissions while in school. 0:05 Fast forward a year, I was the number 0:06 one sales rep in a $40 million a year 0:08 company, out-collecting an entire team, 0:11 eight versus one, by myself. Now, at age 0:13 18, I'm making $300,000 a month profit, 0:16 and it's all because of the skill of 0:18 sales. And because sales has changed my 0:20 life so much, and I want it to change 0:22 yours, I'm on a mission to make real 0:24 sales education accessible to everybody, 0:26 which is why I am not holding back. In 0:28 this video, I am brain-dumping 0:30 everything I know about sales so that it 0:33 can change your life, too. So, whether 0:35 you're just starting out in sales, or 0:37 maybe you're already doing decent, 0:38 you're doing five, $15,000 a month 0:39 commission, you are guaranteed to learn 0:43 something from this, cuz I'm going to go 0:44 through everything: scripting, identity, 0:46 psychology, manipulation, darker 0:48 psychology, stuff that nobody talks 0:50 about because they don't even [ __ ] 0:51 know it. So, I promise you, if you 0:52 implement everything from this video, 0:54 your life 0:55 >> [music] 0:56 >> will change. Okay, so first of all, 0:57 we're going to go over what is sales and 0:59 some foundational rules. So, if you want 1:01 to skip this, you're a little bit more 1:02 advanced, skip to the timestamp on the 1:03 screen, and we'll go straight into the 1:04 more technical aspects. So, I'll start 1:06 off with a bit of my story so you 1:07 understand how I actually got into 1:09 sales. There was a point in time when I 1:10 was 16 years old, and I was super 1:12 motivated, like very driven. A lot of 1:13 you guys probably feel that way, where 1:14 you're like, "I want to be successful so 1:18 bad, but it just feels like it's not 1:19 going in my favor." And so, when I sat 1:21 down, I really thought about it, and I 1:22 was like, "Well, how do you make money?" 1:23 You solve problems. So, what are the 1:25 most common problems that I could solve 1:26 while in school that are online? And 1:28 when I thought about it, you have all 1:29 these creators that have millions and 1:31 millions of followers who get thousands 1:33 of messages every single week trying to 1:35 buy their courses or programs or 1:37 whatever it is they're selling off their 1:38 page, but they don't have time to 1:41 respond to every single one of those 1:42 people. So, what do they need? They need 1:43 sales reps to go in there, message those 1:46 people back and forth, get them on a 1:47 call, follow a script, collect the 1:49 payment, and then they give them 10 to 1:50 15% of every single sale. And that's 1:51 essentially the foundations of what 1:53 sales is. Then, within that, you have 1:55 two roles. There's a setter and a 1:56 closer. The setter is the one doing the 1:58 messaging back and forth, or sometimes 2:00 calling the people and setting up the 2:01 appointment. The closer is the one who's 2:03 getting onto that appointment and 2:04 actually collecting the money. And so, 2:06 typically, the setter will get 5% of 2:07 every sale, and then the closer will get 2:09 10 to 15% of every sale. So, how do you 2:10 actually land those roles, though? Now, 2:12 for me, I had to go the long way, right? 2:14 Because unfortunately, there wasn't 2:15 another me that already existed. And so, 2:17 I sent hundreds of emails, all 2:19 personalized with Loom videos and 2:20 everything, to a bunch of different 2:22 people from multiple companies until I 2:23 finally got accepted into a company, and 2:25 then I started working with them. 2:26 Eventually, I actually became the top 2:27 guy, [ __ ] destroyed everybody else, 2:29 cuz I was selling. That's what I do. 2:30 But, again, because sales has changed my 2:32 life, and I want it to help change 2:33 yours, I made a group where in there, 2:35 one of the things we have, besides free 2:37 scripts and free coaching and everything 2:38 else, is we also have recruitment 2:40 opportunities where I will connect you 2:42 with influencers and companies who need 2:44 sales reps. That way, you can start 2:45 selling as soon as tomorrow, regardless 2:47 of your experience. So, in the 2:48 description below, you can join that. 2:49 Again, it's completely free. This is my 2:50 mission. This is my passion. Now, let's 2:52 go over some beginner mistakes. And 2:53 these are things that, if you fall into 2:54 these traps, even if you do everything 2:56 else from the video, you're already 2:58 [ __ ] No questions asked. Number one 3:00 is bad expectations. So, these are the 3:02 people who are they're very young, they 3:03 come into it thinking, "Oh, I have 3:05 school, I'm going to work two, three 3:07 hours a day on the weekends, I'm going 3:08 to become a [ __ ] millionaire." It 3:10 does not work that way. Sales is 3:11 something where you can make a lot, a 3:13 lot of money, but the amount of work you 3:15 put in to learn a skill set is going to 3:17 be completely relative to the amount of 3:18 money you make. Versus a 9-to-5 job, you 3:20 just work the exact same amount of hours 3:21 every single day, and you just get a 3:22 deposited paycheck, except you're poor, 3:24 so that's kind of the trade-off. The 3:25 second thing is learning from the wrong 3:27 people. So, one of the biggest mistakes 3:28 I see is a lot of 16-to-25-year-olds, 3:32 for example, will go online, they'll see 3:34 these sales gurus or sales trainers that 3:36 are 45, 50 years old, and they're like, 3:38 "Oh, that guy must be a master. He's 3:39 been in it forever. I'm going to learn 3:40 from him." But there's an issue with 3:41 that. If you're young, think about one 3:44 friend you have in your life, just one 3:45 of your best friends, whatever it might 3:46 be, right? And then think about your 3:49 parents or somebody you know that's that 3:51 age, 50 years old, 60 years old. My 3:52 parents are 60. How similar do they act? 3:55 How similar do they talk? How similar do 3:57 they communicate? They are from 3:58 different generations. They are 3:59 completely different people. So, it does 4:01 not make sense that an 18- or 4:03 20-year-old tries learning from a 4:04 50-year-old when they sound nothing like 4:05 them. It's going to be extremely 4:07 inauthentic and extremely ineffective. 4:09 Number three is changing approaches 4:11 {slash} scripts, or just going off of 4:13 your intuition, your personality. You're 4:15 not that amazing, trust me. The issue 4:16 with this is, think about this way, 4:17 there's compounding. So, if I use one 4:19 script, one approach, and every month 4:21 I'm improving 10% for a year, 12 months, 4:24 let's say, how much do you improve at 4:26 the end of those 12 months? Now, if 4:27 you're an idiot, you're going to say 4:28 120%, but actually, it's compounding. 4:30 So, it ends up being some somewhere 4:31 around like 300%, a little bit more. And 4:33 that's how people become so good, cuz 4:35 they use one approach, they make one 4:36 little change, make it a little bit 4:38 better, another little change, make it a 4:39 little bit better, until after two, 4:40 three years, now you've compounded to be 4:43 one of the best in the world. Versus 4:44 most people, every month, they're 4:46 finding a new script, they decide to use 4:47 it, and then they're never actually 4:48 getting the compounding effect, cuz 4:49 they're just changing everything that 4:51 they're doing. So, you have to stick to 4:53 one approach and then master it. So, 4:55 with that being said, now I'm going to 4:56 go over the exact approach that allowed 4:57 me to do everything I mentioned earlier, 4:59 which we call the impact formula. And 5:02 again, all the resources I'm about to 5:03 show you are all going to be in that 5:04 group in the description that's 5:05 completely free. Great. So, let's start 5:07 by going over the setting script, and 5:08 it's going to go straight into the 5:09 closing script as well. So, even if 5:11 you're a closer, make sure you watch 5:12 this. Very, very important. So, at this 5:14 point in the sales process, you've had a 5:16 lead come in from kind of social media 5:19 or an ad, something that they saw and 5:21 they decided to opt into. So, they gave 5:23 their name, they gave their phone 5:24 number, and they usually gave their 5:26 email as well. And now, with their phone 5:28 number, you're going to go ahead and 5:30 call them, and this is the script that 5:32 you're going to be following. So, let's 5:33 go through it. And I'll be giving you 5:34 guys examples from a fitness offer the 5:35 entire time so you can see how to 5:36 implement it, and then I'll go into a 5:37 couple different industries as well. 5:39 That way, you know how to actually say 5:40 it for whatever you are selling. So, at 5:42 the beginning, you're going to start 5:42 like this. "Hey, hey, is this this John? 5:44 Yeah, what's up, buddy? It's just Andy 5:45 here from like XYZ fitness company, man. 5:47 It It looks like you downloaded I I 5:49 think it was a training about possible 5:50 help with like losing some weight, 5:52 getting in better shape, all that jazz. 5:53 Is Is that Is that about right?" Then 5:54 they're going to go, "Oh, yeah, I did 5:55 that." "Okay, easy, man. Well, just to 5:57 see if I could help you get like a 5:58 little bit more out of it, what was your 6:00 intent behind, I guess, even downloading 6:02 that training in the first place? Like, 6:04 what were you hoping to get out of it? 6:05 Cuz I might be able to send you like a 6:06 bit of a more specific training." Then 6:07 here is where you're going to get a 6:09 goal. Now, we call that a tangible. A 6:11 tangible, what's the definition? Any 6:13 goal that they have in the future. 6:15 So, for example, for a fitness offer, it 6:17 could be losing weight, it could be 6:18 getting in better shape, it could be 6:20 lower body fat, having more energy, 6:22 being able to play sports with their 6:23 kids, whatever it might be. For a 6:25 marketing offer, it could be, "Oh, well, 6:27 I want to get more leads." It could be, 6:28 "I want to book more appointments." It 6:30 could be, "I want to have a higher 6:31 ROAS." For a sales training offer, it 6:32 could be, "I want to get better at 6:33 handling objections. I want to close 6:35 more sales. I want to make more 6:37 commissions." And as soon as you get 6:38 that answer, you move on to what we call 6:40 the experience question. So, let's 6:42 pretend they just told us, "Oh, well, 6:43 man, like I'm I'm really just I I really 6:46 want to lose some weight." "What have 6:47 you seen that I guess makes you feel 6:48 like maybe you haven't been losing as 6:49 much weight as you'd like?" "Oh, well, I 6:50 mean, man, I'm losing like a pound a 6:52 month, so I'm just I I don't feel like 6:53 I'm making a lot of progress." If it's a 6:54 marketing offer, and they told us as a 6:56 tangible, "Oh, well, I just want to get 6:58 more leads." "What have you seen that I 6:59 guess makes you feel like you're you're 7:01 not getting as many leads?" "Oh, well, I 7:02 mean, our social media isn't doing very 7:03 good. We're maybe getting five leads a 7:05 month, so it's really not enough to 7:06 grow." It's literally that simple. You 7:08 just plug in whatever answer they give 7:10 into the X. So, what is the definition 7:12 of an experience? Cuz you need to know 7:13 what you're looking for. An experience 7:14 is any problem in the past. So, if they 7:17 said, "Oh, well, I'm not losing enough 7:18 weight." Is that a problem? Yes. Is it 7:20 in the past? Yes. If they say, "Oh, 7:21 well, I'm not getting enough leads." Is 7:23 that a problem? Yes. Is it in the past 7:24 or present? Yes, because the present is 7:26 also the past. Literally, one second ago 7:28 when I said the present, that's already 7:29 in the past. Let's give some examples 7:30 for some other lead sources. Let's say 7:32 somebody attended a webinar, and now I'm 7:34 calling them, and I'm starting the 7:35 setting call. Then it'd be like, "Hey, 7:37 hey, is this this John? Yeah, what's up, 7:38 buddy? It's just Andy here from like XYZ 7:40 company, man. It It looks like I I think 7:42 you attended the webinar about possible 7:44 help with like growing your business, 7:45 getting more leads. Is Is that about 7:46 right with with John?" "Ah, okay, 7:48 perfect, perfect. I'm just with the 7:49 customer support team. Well, just to see 7:51 if I could help, cuz I might be able to 7:52 send you like a bit of a more specific 7:53 training for you, what was your main 7:55 intent behind, I guess, even like going 7:57 to the webinar? Like, what were you 7:58 hoping to get out of it, let's say?" And 8:00 then it's the exact same after that. 8:01 They'll say, "Oh, I want more leads." 8:02 "What have you seen that makes you feel 8:03 like you're not getting enough leads?" 8:04 I'll give you guys another example. 8:05 Let's pretend it's a book-a-call funnel. 8:06 So, they opted in because they were 8:07 about to book a call, but they didn't 8:09 end up completing that. They did not 8:10 schedule the call. Then be like, "Hey, 8:11 is this this John? Yeah, what's up, 8:13 buddy? It's just Andy here from XYZ, 8:15 man. Um I was looking here cuz it looks 8:16 like you opted in about like possible 8:18 help with increasing your conversion 8:20 rate on sales calls, making more 8:21 commissions. It looks like you were 8:23 about to book a call, but you didn't end 8:24 up. Is that Is that about right?" Then 8:25 they're going to go, "Oh, yeah, yeah, 8:26 yeah, yeah, of course." "Well, just to 8:28 see if it would even make sense for you, 8:29 man. Like, what was your intent behind 8:31 even like looking to possibly book that 8:32 call? Like, what do you feel in 8:33 specific, I guess, you could get better 8:34 at in terms of like sales?" Then again, 8:36 right there, they give me, "Oh, well, 8:38 objection handling," whatever it might 8:39 be. "Well, what have you seen that makes 8:40 you feel like, I guess, maybe you're not 8:42 as good at objection handling?" "Oh, 8:43 well, I get a lot of calls, and I just 8:44 they give me things about objections, 8:45 and I just can't handle them." Again, 8:46 problem in the past, that's an 8:47 experience. Great, check, we move on. 8:49 So, that's the intent stage. Next, we go 8:51 into logical certainty. Now, I'll 8:53 explain a little bit about the 8:54 psychology. The whole point of logical 8:55 certainty, what I'm trying to do is to 8:57 get what is their current process, and 8:59 associate their process to the problem 9:01 that they have. Because in psychology, 9:04 and again, this is basic neuroscience, 9:06 if somebody understands, "I have a 9:07 problem, and it's being caused by this 9:10 thing that I'm doing," what does that 9:11 make you want to do psychologically? 9:13 Well, you want to stop doing what you're 9:14 doing. And if you stop doing what you're 9:15 doing, what does it make you more open 9:17 to? 9:18 To a different way of doing things. And 9:20 what the [ __ ] do you think you're 9:20 selling? A different way of doing 9:22 things. So, I start by just going, 9:23 "Well, what are you doing now in terms 9:25 of like, I guess, your fitness regime 9:26 that you feel like isn't allowing you to 9:28 lose the weight?" Again, the experience, 9:30 if it was, "Oh, I feel like I'm not 9:31 losing weight," then that's what I'm 9:32 going to plug into right here. If they 9:35 told me something different, let's say, 9:36 again, I'm selling marketing, they're 9:37 like, "Oh, I'm not getting enough 9:37 leads." "What are you doing to get leads 9:39 now that, I guess, has you feeling like 9:41 you're not really getting enough?" Then 9:42 we immediately move into the second 9:43 question. "And how long have you been 9:45 doing like that for?" "Right." "And what 9:47 kind of caused you to like like use that 9:49 approach in the first place?" 9:51 Now, what's the point of this question? 9:53 This is what we call a doubt question. 9:54 We're seeding doubt into what they're 9:56 doing now. So, the tonality is extremely 9:58 important. If they said, "Oh, well, I'm 9:59 going to the gym two times a week and I 10:01 try and eat a couple homemade meals." 10:02 I'm like, "What caused you to like like 10:04 do it that way?" Now, in their mind 10:05 they're like, "What what the [ __ ] Like, 10:07 why did I do it this way?" Oh, well, I 10:08 guess it's all I really knew. It's 10:09 again, that seeds a lot of doubt in 10:10 their mind. Like, is it the wrong thing 10:11 for me to do? Because of my tonality. 10:14 That's so important. And again, we're 10:15 going to go over that a lot more in 10:16 depth later on. So, that's the first 10:17 section of logical certainty, getting 10:19 what they're doing now, the real 10:20 situation. Next, we go into the problem 10:22 section. So, as soon as we get all that 10:24 information, then we go, "Again, do you 10:25 do you do you like it? Like, I I I I I 10:27 guess besides obviously not losing the 10:28 weight necessarily, do you I guess like 10:32 like that fitness regime you have in 10:33 place like like now though?" If they 10:34 say, "Yes, I do like it." "Oh, what do 10:36 you like about it?" "Uh well, it's just 10:37 like kind of easy, you know what I mean? 10:39 Like, I've done it for a long time." 10:40 "Okay, it doesn't sound like it's 10:42 terrible then. I guess it is there is 10:44 there anything you would change about 10:45 either like the the the fitness regime 10:48 you have in place now or like the 10:50 I don't know, I guess like the weight 10:50 you're losing like if you if you could 10:52 though?" And what does that give us? 10:53 Now, we get a problem. "Oh, well, I'd 10:55 want to lose the weight faster. I feel 10:57 like I'm not losing it fast enough." 10:58 "Oh, I don't have a lot of energy." "Oh, 11:00 well, I feel like the amount of food I'm 11:02 eating like it's hard for me to really 11:03 keep up." Great. Now, we have a problem. 11:05 Now, on the inverse, if they told us no, 11:07 so we asked them, "Do you like it?" And 11:08 they said, "No, I don't like it." Well, 11:10 it can't be all terrible like if you've 11:12 been using it, you know what I mean? 11:13 What do you like about it, man? Tell me 11:15 one thing. We're going to force them 11:16 down the yes route. And then from there, 11:17 it goes back to the exact same thing. 11:19 They say, "Oh, well, I guess it's like 11:20 pretty easy." "Okay, it doesn't sound 11:21 like it's going terrible then." And then 11:23 we go down the exact same thing. Now, I 11:24 get this question all the time. Why do 11:26 we force them down the yes? The reason 11:28 why is because if the only thing we're 11:30 ever talking about is problems and pain 11:32 that they have, they're going to think, 11:34 "Oh, well, this guy's biased. He just 11:35 wants me to buy. He's a biased 11:37 salesperson." And they shut down. They 11:38 don't listen to anything else we say. 11:40 But if we're also asking about what they 11:41 do like and what's going good, they're 11:43 like, "Okay, he's unbiased. Like, he 11:44 actually gives a [ __ ] He wants the best 11:45 thing for me." And so, we want to ask 11:47 them about both, right? That's why we 11:48 force them down the yes route. Then, as 11:49 soon as we get them down the yes route, 11:51 "Oh, well, I'm just not losing enough 11:53 weight." "Oh, well, I don't have 11:54 energy." "Oh, well, I can't play 11:55 sports." Immediately, we probe to make 11:58 the problem seem bigger. What do you 12:00 mean by that? How do you mean? Meaning? 12:02 And now, they're going to give us more 12:03 information. Then, we go, "And how long 12:06 has that been going on for? To where 12:07 like you feel like you're not really 12:08 losing any weight like you have that low 12:09 energy." "Oh, well, man, I mean, it's 12:11 been I don't know. Like, I noticed 12:12 probably the last 3 years." "3 years, 12:14 man." "And without assuming anything 12:16 like as as a coach, right? Cuz I want 12:18 the best for you." 12:19 "You feel like you're not really losing 12:20 the weight for the past 3 years even 12:22 though you're putting in this work and 12:23 like you're going to the gym three times 12:24 a week and everything else. Has that had 12:26 like an I guess an impact on like your 12:29 your motivation to actually keep going?" 12:31 "Oh, well, yeah, I mean, it's had an 12:32 impact. Like, I I I feel like it's 12:33 really hard to keep putting in the work 12:34 even though I'm just not getting the 12:36 results from it." Now, we got them. Now, 12:39 we have the deep-rooted pain. So, let's 12:40 give some examples from some other 12:41 industries. And this is very important 12:43 because these questions will change a 12:44 little bit depending on the industry and 12:45 I'll show you the exact changes right 12:47 now. Let's say I was selling marketing, 12:49 right? Legion. So, I'm selling to 12:51 business owners who need to get more 12:52 leads for their companies. "What what 12:54 are you doing now to get the leads and I 12:55 guess this is causing you to feel like 12:57 maybe you're not getting enough?" "Oh, 12:58 well, man, right now it's mainly like 12:59 referral based." "Really? And how long 13:01 have you been like doing it that way 13:02 for?" "Oh, well, it's been I mean, 13:04 honestly since the beginning of the 13:05 business, man. Probably like the last 7 13:07 years." "And what what caused you to 13:09 just like I don't know, like rely on 13:11 referrals in the first place?" 13:13 "Oh, well, I mean, it's all I kind of 13:14 knew how to do. Like, it's kind of what 13:15 everybody recommended." "Okay, fair 13:17 enough, man. And and do you do you like 13:19 it? Like, I I I I guess besides 13:20 obviously not getting the amount of 13:21 leads you want like do you I guess like 13:24 like that approach you have in place 13:25 like like now though?" "Oh, well, I 13:26 mean, it's it's pretty good. It's not 13:28 bad." "Oh, what do you like about it? 13:29 Like, in specific." "Oh, well, I mean, 13:30 it's pretty easy, right? Like, everybody 13:32 loves me cuz they're all referrals and 13:33 so I don't really have to do a lot of 13:34 selling." "Okay, I mean, fair enough. It 13:35 doesn't sound terrible then. I guess it 13:37 is there is there anything you would 13:38 like like change about either like the 13:41 like the way you're getting the leads or 13:43 even like the amount of leads you're 13:44 getting like if you if you could 13:45 though?" "Oh, well, I feel like I'm just 13:47 not really getting that many to be 13:48 honest with you." "And how do you mean 13:50 by that? Like, describe that for me." 13:51 "Oh, I mean, I might get three a month, 13:53 but it's just really not enough to grow 13:54 the business." "How long has that been 13:56 going on for, man? To where like we're 13:57 only actually getting like those three a 13:58 month." "Oh, well, I mean, it's been 14:00 going on for the last 5 years something 14:03 like that. Like, a really long time." 14:05 "And without assuming anything again cuz 14:06 like I I I 14:07 want to help you with that." 14:09 "You're only getting these three leads a 14:10 month to where we're limited. How's it 14:12 actually had an impact I guess on your 14:14 ability to like hire a crew and keep 14:16 expanding?" "Oh, well, I mean, we just 14:17 can't do it, man, because we wouldn't 14:19 have enough leads for to actually have 14:21 the crew make money and be able to grow 14:22 the company." So, notice how it is 14:23 almost the exact same. There's maybe one 14:25 or two tweaks, but everything else stays 14:26 basically the exact same. The only 14:28 question that becomes a little bit 14:29 tricky and so, I'm going to go a little 14:30 bit more in depth with you guys on how 14:32 to do it is the impact question. Right? 14:35 So, a lot of people ask me, "Well, 14:36 Address, what do I plug in the X or Y?" 14:38 Well, if you're selling a biz op for 14:39 example, a biz op is an offer where most 14:41 people come in, they're either a student 14:43 or working a 9-to-5 job and you're 14:44 trying to convince them to get into 14:46 high-ticket sales, get into trading, 14:47 some kind of business opportunity, 14:49 right? That's what biz op stands for. 14:51 The most common variation of the impact 14:53 question is just going to be, "Well, X Y 14:55 Z problem, has that had an impact on 14:56 like your day-to-day life in any way?" 14:59 And right there, they're going to 15:00 usually going to tell you, for example, 15:02 if they said they weren't making enough 15:03 money and you're like, "Well, you're not 15:04 making enough money. Has that had an 15:06 impact I guess on like your day-to-day 15:07 life in any way?" They're like, "Well, 15:09 yeah, of course." "Well, how how so? 15:10 Just so I understand." "Oh, well, I 15:12 mean, I can't go on vacations, man. 15:13 Like, I can't really travel with my 15:14 family as much as I want to." Great. 15:16 Now, you have this deep-rooted problem. 15:18 So, that's the intent and logical 15:19 certainty stage. Now, because you're a 15:21 setter in this situation, you're going 15:23 to move on straight to the transition 15:25 stage. Right? I'm going to go over the 15:25 closing part in a second. The reason 15:27 this is so effective by the way is 15:28 because again, think about it from a 15:30 psychological perspective. A prospect 15:33 has just told you, "This is what I'm 15:35 doing. It is causing all these 15:36 problems." So, now it's going through 15:37 their mind is, "Well, [ __ ] I can't do 15:39 this anymore. I need something new." And 15:41 so, it makes them a lot more open. And 15:42 that's the exact moment we go in for the 15:44 transition is when they're most open to 15:46 something new. So, first I'm going to go 15:47 over the transition for money offers. 15:48 I'm going to show you guys how to do it 15:49 for non-money offers like fitness and 15:51 other stuff like that. We're going to 15:52 start off by just going, "Hey, so let's 15:54 zoom out for a second, man. In an ideal 15:55 world, where do you want to be in 6 15:57 months in terms of like 15:59 income for example?" And they're like, 16:01 "Oh, well, I want to get to 30k a 16:03 month." "Again, how far are you from 16:04 that now?" "Oh, well, I'm at 5k a 16:06 month." Great. So, now we know their 16:08 income. Now, we know if they're 16:09 qualified to buy. The only nuance here, 16:12 if they give a number that is too small 16:14 to where in your mind you're like, 16:15 "They're probably not qualified." So, if 16:16 they say, "Oh, I'm making 2k a month." 16:17 Then, you need to get a willingness to 16:19 spend money. So, then you just go, 16:20 "Okay, well, sweet bro. Let's say there 16:22 was a way to kind of possibly help you 16:24 in kind of acquiring the right skills so 16:25 you could go from like that 5k a month 16:26 to like the 30k a month goal. Like, 16:28 would you actually be willing to invest 16:30 in yourself if that's what it took?" So, 16:31 notice I'm making it very theoretical. 16:33 It's not like, "Do you want to invest?" 16:34 That triggers a lot of resistance. Most 16:36 people they do that. They're like, "Do 16:37 you want to invest? Can you invest?" 16:39 Nope, don't do that. It's too 16:40 aggressive. You just make it, "Would you 16:42 be possibly willing to invest?" It's 16:44 like in the [ __ ] ether up there. 16:46 Right? And they go, "Oh, yeah, I would 16:47 be willing to invest." And then you move 16:49 on. Then, you just go, "Hey, well, based 16:51 on what I've heard, man, of obviously 16:52 you mentioning like you're not really 16:53 making enough money and so, you can't 16:54 really go on those vacations. I feel 16:56 like there might be a possibility of 16:57 being able to help you with getting to 16:58 that 30k a month goal. What I could do 17:00 from here, man, is I could connect you 17:01 with John and he could kind of dive a 17:04 lot deeper into like where you're at now 17:05 versus kind of like where you really 17:06 want to be besides just the 30k a month. 17:08 And then if he feels he could help, he 17:10 could walk you through like potential 17:11 more advanced help or training with X Y 17:13 Z business model. How how does that 17:15 sound? Would that be helpful?" And they 17:16 always go, "Yes, that'd be [ __ ] 17:18 amazing. Book me in." And then from 17:19 there, you just obviously go to the 17:20 calendar. If you're on any offer, you 17:22 know you have the closer's calendar and 17:23 then you schedule them in. And from 17:25 there, they will go to the closer where 17:26 you will then get paid. So again, that 17:28 is a setting script. To recap, let's go 17:29 back through it from the beginning. At 17:31 the very beginning, we're getting a 17:32 tangible and an experience. What is 17:34 their goal in the future? What problem 17:36 is causing that to be a goal? Then after 17:38 that, we're getting their current 17:40 process. What are they doing now? And 17:42 then we're getting pain right next to it 17:44 so that they associate the two. And then 17:46 from there, when they associate their 17:47 process with their pain, it makes them 17:48 more open to something new. And when 17:50 they're more open to something new, 17:51 that's when we go into the transition 17:53 because that's where we're essentially 17:54 offering them the opportunity to get 17:56 something new. And so, that's why your 17:57 booking rate's going to be so high. So, 17:59 with that being said, now let's get into 18:00 the closing section. So, just a 18:02 disclaimer with the closing script. 18:04 There's two situations as a closer. 18:06 Number one, if somebody's running ads 18:07 that go directly to a book a call 18:08 funnel, you don't need to know what that 18:09 is. Then, you'll get calls directly 18:11 booked onto your calendar. Right? If 18:13 that's you, you know what I'm talking 18:14 about. And so, with those people, you're 18:15 going to take them through the entire 18:16 script starting from intent and going 18:18 all the way through emotional and then 18:19 the pitch obviously, right? Which I'll 18:20 go through all of that. 18:22 If you have a setter underneath you, 18:24 you're going to get people who come onto 18:25 the call, they've already been taken 18:27 through this setting script. And so, 18:29 you're going to start the call from 18:30 emotional certainty. I'm going to show 18:32 how to do both. I'll go a little bit 18:33 more in depth on that in a second. Let's 18:35 start off with if you have a book a call 18:36 funnel and you're getting people from 18:37 the very beginning. Here's the only 18:38 difference is going to be an intent at 18:40 the very beginning. So, you're going to 18:41 start off, "Hey, can you can you hear 18:42 me? Can you see me, John?" They're like, 18:43 "Yeah, yeah, yeah, absolutely." "What's 18:44 up, buddy? How's it going?" Just keep it 18:45 very casual. "Oh, well, and it's going 18:47 good, whatever." And you're like, "Cool, 18:48 man. Well, it looks like you booked a 18:49 time about possible help with like 18:51 losing some weight, getting in better 18:52 shape, all that jazz. Is that right? 18:54 About right?" So, here they're going to 18:55 say yes. And this is where it gets a 18:57 little bit more complicated as a closer. 19:00 You're going to ask only one of these 19:02 questions, not both of them, only one. 19:04 And it depends on this. 19:06 If it is an offer where somebody's doing 19:08 something new. So, for example, if it's 19:10 a fitness offer where the person is 19:11 completely obese, has never been to the 19:12 gym anywhere, that's something new. 19:15 That's where you're going to ask the 19:15 intent question. If it's something where 19:17 a business is looking to put systems in 19:19 place that they've never had, that is 19:21 something new. On the other hand, if 19:22 it's an offer where they're looking to 19:24 improve something they already have, 19:26 that's where you use this question. As 19:28 an example, if it's a sales training 19:29 offer, right? Where they've already been 19:31 in sales and they're just looking to 19:32 improve their skill that they already 19:33 have, they're looking to improve 19:35 something they already have. So, go with 19:36 this question. If it's a company that 19:37 already does paid marketing for example 19:39 and you're looking to go in and help 19:40 them do even better paid marketing, then 19:42 that's where we're going to use this 19:44 because again, you're improving 19:45 something that they already have. So, 19:47 I'll give you examples for each. A sales 19:49 training offer, somebody's been in sales 19:50 for 5 years, they're coming to me, they 19:52 want to learn how to get better. Then 19:53 I'll to them, "Okay, what do you feel 19:55 like you need help with in specific 19:56 then? Like in order to actually like 19:58 make more commissions, make more sales, 19:59 help more people, all that jazz. Tell me 20:00 that." And they'll be like, "Oh, well, I 20:02 need to get better at objection 20:03 handling. I need to get better at 20:04 getting people to open up or my 20:05 tonality, my body language, whatever it 20:07 is." Again, that's a tangible cuz it's a 20:08 goal in the future. 20:10 If it's something new, like a biz up, 20:12 right? Somebody's doing that in a five, 20:14 they're looking to start a business that 20:15 they've never ran before, right? Well, 20:16 what's your intent of looking at, I 20:18 guess, possibly even starting an SMA? 20:20 Like what are you, I guess, looking to 20:21 get out of it? Just to see if I can Oh, 20:23 well, I want to make more money, man. I 20:24 want to have more time, more freedom, 20:25 right? Again, that's a goal in the 20:26 future. So, they're both tangibles, it's 20:28 just a different type of tangible 20:30 depending on what offer you're selling 20:32 on. Everything after this point from 20:33 experience to the end of logical 20:35 certainty stays the exact same and from 20:37 here we'll pick it up at emotional 20:39 certainty. Now, again, this is the 20:40 caveat I was talking about earlier. If 20:41 you have a setter underneath you and 20:42 they set up a call on your calendar, 20:44 you're going to start an emotional 20:45 certainty. The way you start the call 20:47 cuz you're not just going to [ __ ] hop 20:48 on second five on the Zoom and just so I 20:50 see you put in there, "Don't do that 20:51 shit." Right? Just start it like this. 20:53 "Hey, hey, John, can you can you hear 20:54 me? Can you see me?" Like, "Yeah, yeah, 20:56 of course I can hear you." "What's up, 20:57 buddy? How's it going?" Again, very, 20:58 very casual. They're like, "Oh, it's 20:59 going good." And then it's like, "Cool, 21:01 man. Well, let's get right into it. Um I 21:02 have some notes here from John and I 21:05 know my colleague obviously you spoke to 21:06 earlier. He mentioned that you were 21:08 looking to get better in terms of your 21:09 diet because I I think you mentioned you 21:11 felt like you weren't losing as much 21:12 weight as you'd like and it was kind of 21:13 like draining you a little bit, having 21:15 an impact on like your energy. Is that 21:17 is that about right?" They'll be like, 21:18 "Yeah." So, again, just a short summary 21:20 of the notes that the setter left you. 21:22 If the setter did not leave you notes, 21:24 number one, he's [ __ ] [ __ ] fire him. 21:26 Number two, if he does not know how to 21:28 get the problems to leave the notes, 21:29 then you got to send him this video so 21:30 he can go through the setting portion, 21:31 right? Because he's clearly a shitty 21:32 setter. So, after they leave the notes, 21:34 do a summary of it and then you just go 21:36 straight into this as soon as you go 21:39 through the summary. Number one, we 21:40 start off with what we call the 21:41 rationale question. The point of the 21:42 rationale question is to pre-handle the 21:45 objection of "Oh, I'm just going to do 21:47 it myself." So, we go, "Okay, and just 21:48 so I see kind of your point of view, 21:50 man, 21:51 besides obviously like not losing the 21:52 weight you'd want to, what's the main 21:54 reasoning of even looking at I guess 21:56 like a more advanced training in terms 21:59 of being able to lose it rather than 22:01 just 22:02 I don't know, like doubling down on what 22:03 you've been doing, like going to the gym 22:04 three times a week, 22:06 eating home-cooked meals like why don't 22:07 you do that like the average person? And 22:09 now they have to justify to me, "Oh, 22:11 well, I can't do that cuz I've been 22:12 doing it for a long time and it's not 22:13 working. So, clearly I got to change 22:14 something." So, now they're selling me 22:16 on why they need to change it up and 22:18 start getting more advanced training, in 22:19 other words, paying for something, which 22:21 is what I'm going to be pitching. If I'm 22:22 selling a marketing offer, lead gen, 22:24 "Okay, and just so I see kind of your 22:25 point of view, man, 22:26 besides obviously like not getting the 22:27 amount of leads you'd like to, what's 22:30 the main reasoning of even looking at I 22:31 guess like a more advanced system for 22:34 getting those leads 22:35 rather than just 22:37 I don't know, like doubling down on the 22:38 referrals, 22:39 just hoping it grows the business like 22:41 the average person, like why don't you 22:42 just do that?" And again, notice my 22:43 tonality, my body language makes the 22:45 second option seem bad rather than just 22:49 I don't know, just continue doing the 22:50 referrals just like the average person. 22:53 It makes it seem like a terrible thing. 22:54 That way they can't just be like, "Oh, 22:55 yeah, that's a good idea. Let's just 22:56 [ __ ] do that, you [ __ ] dickhead." 22:58 Right? You don't want them to say that. 22:59 So, that's why you make the second part 23:00 seem bad because then they're more 23:02 likely to lean towards the first, which 23:03 is obviously getting the more advanced 23:05 training. Next, we go into the 23:07 pre-handling section, right? This is 23:09 where you have to understand in any 23:11 sales call, the most common objection a 23:14 prospect is going to give you is the 23:15 same objection they gave in the past 23:17 that prevented them from getting the 23:18 help they needed. So, if somebody's fat, 23:20 for example, the most common objection 23:22 they're going to give you is whatever 23:23 objection they gave in the past, which 23:24 is the reason they're still fat. So, we 23:26 need to uncover what that is first of 23:27 all and then we need to pre-handle it 23:29 before we get to the pitch cuz it's a 23:30 lot easier to pre-handle that objection 23:33 before I pitch them to pay me 10 grand 23:35 than it is me pitching them pay me 10 23:37 grand and then trying to overcome their 23:38 concerns cuz now there's a lot more 23:40 pressure, there's a lot more on the 23:41 line. So, we just go, "Okay, and in 23:42 regards to that, like before you and I 23:44 were speaking, were you out there 23:45 looking for other ways to, I guess, like 23:47 get more of like that advanced training 23:48 so you could actually like lose that 23:49 weight or like what were you actually 23:51 doing about that?" And this is going to 23:53 give us a decision-making tree. So, I'll 23:54 break this down with you guys on a 23:56 whiteboard right here. When we ask that 23:57 question, "Before you and I were 23:59 speaking, were you out there looking for 24:00 other ways to get more of that advanced 24:01 training or what were you doing about 24:01 that?" They can either say, what are the 24:03 two options? 24:05 No, I was not or yes, I was. 24:09 If they say no, I was not, now I need to 24:12 get the objection. So, how do I do that? 24:13 I go, "What prevented you, man? Why 24:15 not?" And they're like, "Oh, well, it 24:17 was too expensive. Oh, well, I didn't 24:20 have the time. Oh, well, my partner said 24:23 no." Here's where they're going to give 24:25 they're going to give you the objections 24:26 that they would have given you at the 24:27 end. So, now it's a lot easier to 24:28 overcome. 24:29 It's so easy to overcome as asking this 24:31 one question. As soon as they give that 24:33 to you, you just go, "Well, out of 24:35 curiosity, like what shifted for you now 24:36 then? Like obviously if the money was 24:38 what was preventing you in the past, 24:39 like what kind of change now that 24:40 actually has you open like looking for 24:42 more of like that advanced training?" 24:43 And now they have to go, "Oh, well, I 24:44 got a raise at work, man. So, like money 24:45 isn't really an issue anymore." What did 24:47 we just do? We just pre-handled that 24:48 objection. Before it was an issue 24:49 because of this and this and that, now 24:51 it's not an issue. And now they've told 24:52 us that so they can't give us the 24:53 objection again at the end. Again, this 24:54 is if they said no, I was not looking to 24:57 that original question. If they said 24:59 yes, I was looking, now we ask another 25:01 question, we have another binary. We 25:03 ask, "Okay, and did you actually like 25:04 like move forward with anything or like 25:06 what actually ended up happening?" And 25:07 again, right here, what can they say? 25:10 No, I didn't move forward with anything 25:12 or yes, I did move forward. 25:15 If they say no, I did not move forward, 25:18 we have the exact same binary again. So, 25:21 we got to get them to tell us the 25:22 objection. So, what do we ask? "Well, 25:24 why not, man? What prevented you?" "Oh, 25:26 well, the program I looked at, it was 25:27 too expensive, the time, the partner, 25:30 all the other [ __ ] that they told us 25:31 earlier." Right? So, this is again where 25:33 we get the objection. And once again, 25:35 now how do we overcome it? 25:37 "Well, what shifted for you now then, 25:38 man? That I guess has you looking for 25:39 like more of like that advanced 25:40 training, like if the time kind of 25:42 I guess prevented you in the past?" "Oh, 25:44 well, man, like before, my kids, they 25:46 just took up so much time and now they 25:47 went to college so now I have a lot more 25:49 free time on my hands to actually like 25:51 do something else." Great. Now we've 25:52 pre-handled that objection, right? And 25:54 so they cannot give us that objection at 25:56 the end of the call anymore. So, once 25:57 again, that's if we asked them the 25:59 question, they said yes, I was looking 26:01 for a way, no, I did not do anything 26:03 about it, I did not move forward. So, 26:05 now let's go to the last decision split 26:06 in this tree. If they said yes, I did 26:08 move forward with something, what we're 26:10 going to ask is we're going to go, 26:11 "Okay, did you get like a like a good 26:12 result or a bad result?" What is the 26:14 binary here? Either they got bad or they 26:16 got good. 26:18 If somebody got a bad result last time 26:20 they moved forward with the program, 26:22 what is going to be their fear or their, 26:24 in other words, objection this time? 26:26 "Oh, well, I got a bad result last time, 26:27 what's preventing me from getting a bad 26:28 result this time, too?" So, how do we 26:29 overcome that? That's a value objection. 26:32 How do we overcome it? We go, "Well, out 26:33 of curiosity, man, what would you need 26:35 to see in something this time to be able 26:38 to be like, 'Oh, I actually feel like 26:39 they could get me results' even though 26:40 last time obviously you didn't?" What 26:41 are the answers we're looking for here? 26:42 "I need better communication. I need a 26:45 better game plan from the beginning. I 26:47 need to constantly be updated on what's 26:48 going on." So, we need some kind of 26:50 criteria of what would make them feel 26:51 like we're different than those other 26:53 people. Cuz then what are we going to 26:54 do? As soon as we get to the pitch later 26:56 on, we're just going to plug in whatever 26:58 answers they gave us here straight into 27:00 the pitch and that's how we pre-handle 27:02 it. 27:03 If they said we got a good result, what 27:05 is the objection they could give here? 27:07 "Well, I got a good result last time, 27:09 why do I even need you guys?" So, what 27:10 question do I got to ask? "Well, I mean, 27:12 out of curiosity, man, like if you got a 27:13 good result last time, what even has you 27:16 looking for, 27:17 I guess, possibly more advanced training 27:19 this time?" "Oh, well, I feel like we 27:20 hit a bottleneck. I feel like I don't 27:22 know if we're going to hit my goals if I 27:24 just stick with them and I don't move on 27:25 anything new." Great. What did we just 27:27 do? We pre-handled that objection. So, 27:30 this is the entire decision-making tree 27:33 of how to pre-handle objections in 27:35 emotional certainty. All of that 27:36 decision-making tree is literally just 27:38 this little section right here, right? 27:40 So, so far what have we done? We 27:41 pre-handled the "Oh, I'm just going to 27:43 do it myself" objection. We pre-handled 27:45 the most likely objection we're going to 27:46 get on that call. Now we need to go into 27:49 future pacing. This word's going to be a 27:51 future-paced positive and the 27:53 consequence. But before we go there, we 27:55 need to say an analogy to them to make 27:57 them more likely to give us a good 27:58 response. This isn't required on every 28:00 single call, but especially if you're 28:01 starting out or you're around like 5-10k 28:03 a month, you're going to want to use 28:04 this. We call it the Usain Bolt analogy. 28:06 So, it goes like this. "Well, can I 28:07 offer you a perspective, man? Have you 28:09 heard of the Usain Bolt analogy?" They 28:11 usually go like, "No." And it's like, 28:13 "It's going to like if you take Usain 28:14 Bolt, right? Obviously fastest man in 28:15 the world, and you put him on a starting 28:17 line, you tell him to run a 100-meter 28:18 dash. That [ __ ] going to run 28:20 fast. Now, you put a lion behind him 28:22 chasing him down trying to eat him, just 28:24 just gnawing at him the whole time, he's 28:26 running even faster because the most 28:27 successful people in the world, they 28:29 have a strong pull of what they want to 28:31 achieve, but they also have a strong 28:33 enough consequence to failure to push 28:36 them to actually achieve it." Think 28:37 about what I just did with that analogy. 28:39 Now I've gotten them to understand the 28:40 value of having a strong pull and a 28:43 strong consequence to failure. Because 28:45 I'm about to ask them what is their pull 28:46 and what is consequence to failure, now 28:47 they're going to be a lot more open with 28:48 me because I framed it as a good thing. 28:50 So, then we just go, 28:52 "Let's say there was a way of possibly 28:54 helping you in kind of like losing that 28:55 weight a lot faster that way you have 28:56 that energy back, you're able to play 28:57 sports with your kids and everything 28:58 else, 28:59 what would tangibly be like 29:02 like different for you at that point?" 29:04 Now, what are we looking for? We're 29:05 looking for specific, tangible, vivid 29:08 things that would be different about 29:10 their life because we want them to be 29:12 drawn in and to feel this pull, this 29:15 high emotion of "Oh, I'm so happy, 29:17 everything's amazing." And so right 29:18 there, in a fitness offer, for example, 29:20 they might tell us things like, "Oh, 29:21 man, I would just finally feel 29:24 free in my body." And I could go, "Well, 29:27 how do you mean by free?" "Oh, well, I 29:28 would just feel so confident in myself 29:30 again." "Well, what situations do you 29:32 think your confidence would, I guess, 29:33 like improve the most?" "Oh, well, when 29:35 I'm at the beach or the pool, like being 29:36 able to take my shirt off, I'd feel 29:38 amazing again." Great. That is one 29:40 vivid, specific imagination that they're 29:43 creating in their mind of an outcome 29:45 they would get by working with us now. 29:47 We need two to three of these. The key 29:49 is they are never going to give it to 29:50 you as soon as you ask this question. 29:51 You're going to have to probe to build 29:53 this visualization. If I'm selling a biz 29:56 op offer for example, and I'm like, 29:57 "Well, let's say there was a way of 29:58 possibly helping you with kind of like 30:00 quitting that job, getting to that 30k a 30:02 month goal. 30:03 What would be I guess tangibly like like 30:06 different for you at that point?" "Oh, 30:07 well, I mean, I could travel wherever in 30:09 the world I would want. I would have so 30:10 much freedom." "Well, where would you 30:11 want to travel, man?" "Oh, well, I'd 30:13 want to go to Cancun." "Okay, and you're 30:14 just staying like like a hotel, an 30:16 Airbnb? Where at? Where do you want to 30:18 stay?" "Oh, well, I'd be in this 30:19 specific hotel that I absolutely love." 30:21 "Okay, and I'm assuming you wouldn't 30:22 want to go alone. Like, who would you 30:23 want to take with you?" "Oh, well, I'd 30:25 want to take my whole family. We could 30:26 have a big big vacation over there." 30:28 "And how would that like feel, man? 30:31 Like, you being there surrounded with 30:32 your whole family 30:33 in that resort with everybody around you 30:36 eating food, whatever it is, tacos. How 30:38 would that feel? 30:40 Like, put yourself in those shoes for a 30:41 second." Again, what am I doing? I'm 30:43 making them visualize a specific 30:45 scenario. Now, I'll give a B2B example. 30:47 If I'm selling to a business owner, 30:48 again, the marketing leads example. 30:50 Let's say there was a way of possibly 30:52 helping you with actually like getting 30:54 to those 50 leads a month, those higher 30:55 quality leads. What would tangibly be 30:59 like different for the business at that 31:01 point? 31:02 "Oh, well, man, I mean, we could 31:04 hire a crew because now we'd have enough 31:06 leads to actually be able to handle it." 31:07 "Ah, and how do you feel like that would 31:08 impact like the company's growth even?" 31:10 "Oh, well, I mean, if we have another 31:11 crew, we're making way more revenue. So, 31:13 then I mean, if the ads are working and 31:14 stuff, we can dump even more money into 31:16 the ads and get even more leads and hire 31:17 more crews." So again, I'm creating this 31:19 specific visualization. Now, the 31:20 difference is in B2B, after I get that 31:23 specific for the business, now I need to 31:25 make it personal. So, I get them to 31:26 imagine one or two points about the 31:27 business, what would be different, and 31:29 then I go, 31:31 "And obviously like you being the owner, 31:32 what would even be different for you 31:34 like at that point as the owner?" 31:36 "Oh, well, man, I mean, I would have a 31:37 lot more free time because like then I 31:39 could hire managers and stuff to come 31:40 in. So, I'd have a lot more time like 31:41 for myself, for my family." And that's 31:43 where you're able to make it specific 31:44 for them. Again, absolute B2B contracts, 31:47 absolute B2C, all of that, many many 31:48 offers. And so, this works in any of 31:50 them. You just got to tailor the 31:51 questions depending on the industry and 31:52 the offer you're selling. So, I'm going 31:53 to draw a little graph to help you guys 31:54 understand. Once you're at this point, 31:56 think about it emotion over the time of 32:00 a sales call. The Y-axis is emotion, the 32:02 X-axis is time. I hope I didn't [ __ ] 32:04 that up. I didn't graduate high school. 32:06 So, right here on emotion, right? At the 32:09 beginning of a call, intent, logical 32:10 certainty, we're getting them a little 32:11 bit negative, a little bit of problems, 32:14 right? They're talking service level 32:15 issues that they have with the business. 32:16 Then we go into emotional certainty. Now 32:19 we're getting them on this high that we 32:20 just did on the future base. Super super 32:23 high, they're at the peak of emotion, 32:24 I'd feel amazing, everything would be 32:25 [ __ ] fantastic, vacations, cars, 32:28 whatever it is, right? Then immediately 32:30 after that, if I want to create the most 32:32 urgency, the most desire to change in 32:34 their mind, what do I have to do on this 32:35 graph? Well, I got to drop them all the 32:37 way to the most negative I can 32:40 down here. 32:41 So, how do I do that? 32:43 Think about psychology this way. 32:45 If I don't brush my teeth for a day, 32:48 what are the consequences? You're musty 32:50 as [ __ ] You smell like [ __ ] right? 32:52 That's the consequence. If you expand 32:54 that over time though, if I don't brush 32:55 my teeth for a year now, now we have 32:57 issues. Now my shit's falling out. Now I 32:58 have brain tumors, right? So, like 32:59 that's pretty bad. So, when you expand a 33:02 problem over time into the future, it 33:04 makes it much bigger in the prospect's 33:06 mind. And so, what's the way that we can 33:08 increase the amount of pain that they 33:09 feel on this graph? Obviously, this is 33:10 negative emotion, this is positive 33:12 emotion. What's the way that we can 33:14 increase the amount of negative emotion 33:15 they feel? Well, now we got to future 33:17 pace them into the negative, right? Into 33:19 the problems that they're facing and 33:21 what happens if they continue to face 33:22 it. And so, right after we get this peak 33:24 positive emotion, then we go, "And what 33:26 if you don't, man? What happens if you 33:29 stay in the same position where we're 33:30 not really losing the weight even though 33:32 we're putting in the work and we feel 33:33 low energy for the next 2 days, 2 weeks, 33:36 2 months, 33:38 even 2 years, man?" 33:40 "Like, what would happen at that point?" 33:41 And now, once again, we're doing the 33:42 exact opposite. We're getting two to 33:44 three tangible specifics about the 33:46 negative now. "Oh, well, I mean, I 33:47 wouldn't be able to really play sports 33:48 with my kids very much and like I'd be 33:51 very very low energy." And then again, I 33:53 need to probe to make him visualize it. 33:55 "Oh, what sports I guess wouldn't you be 33:57 able to play? It just so I understand so 33:58 I can kind of help you a little bit 33:59 better." "Oh, well, I mean, I wouldn't 34:01 be able to play soccer or football with 34:02 them." "Oh, do you have like a field 34:03 nearby?" "Oh, yeah, one's right by the 34:05 house." Again, what am I doing? I'm 34:06 creating this visualization of what it 34:08 looks like for them. That way there's 34:10 more emotion attached to it. If it's a 34:11 marketing offer, "And what if you don't, 34:13 man? What happens if we stay on the 34:15 exact same trajectory where we're 34:17 getting those five leads a month and 34:18 we're not really able to get another 34:19 crew because we're not able to actually 34:21 support them in terms of the leads for 34:23 the next 2 days, 2 weeks, 2 months, 34:26 even 2 years, man?" "Like, what would 34:28 happen at that point?" "Oh, well, I 34:29 mean, I feel like everybody says like 34:31 you're either growing or you're dying. 34:32 And right now we're not growing. So, I 34:33 mean, if that keeps happening, I feel 34:35 like eventually we would just kind of 34:36 die down and" "Oh, that makes sense." 34:37 "And what do you think that might even 34:39 mean for you like as the owner?" And 34:40 again, I ask that because I care, right? 34:41 Like I I've been in those shoes. "Oh, 34:43 well, I feel like I'd have to keep 34:44 working like I wouldn't really be able 34:45 to retire at the age that I want to." 34:47 Again, I'm just creating a visualization 34:49 of what their pain looks like spread 34:51 over time to make it real, make them 34:53 feel more pain. "And how would you like 34:55 like feel at that point?" Now, for B2B, 34:58 this question, you might want to skip it 34:59 sometimes. For B2B, it won't always make 35:01 sense. For B2C, almost always you're 35:03 going to ask this cuz it just adds a 35:05 layer of emotion on top of the emotion 35:07 they were already feeling and it makes 35:08 them verbalize it, which makes it more 35:10 real for them. Now, this is the perfect 35:11 time to explain what actually creates 35:13 urgency for somebody on a sales call. 35:15 This is what you need to understand. 35:16 This is what people get wrong. Going 35:18 back to the same graph of emotion over 35:19 time. Most people think, "Oh, I'm going 35:22 to have a 2-hour sales call. I'm going 35:23 to probe in everything, go super deep, 35:25 get all the pain, all the goals, 35:26 everything." 35:28 That doesn't work. Here's why. 35:30 If you put your hand on a stove, how 35:33 fast do you want to move it away? 35:34 Immediately cuz it's intense, it's fast, 35:36 right? If you stay in a sauna for an 35:39 hour, 35:40 are you sprinting out of there or do you 35:43 just get up and leave? You get up and 35:44 leave if it's too hot. Because it's the 35:45 amount of pain condensed into the 35:48 shortest amount of time possible. And 35:49 so, your goal when you're future pacing 35:51 them to this positive outcome desire and 35:53 then immediately consequence in them is 35:55 you want this high to be as close to the 35:58 lowest of lows as possible. You don't 36:01 want this gap right here to take you 15 36:03 minutes. That is not your goal. You want 36:04 to make this jump really fast that way 36:06 they feel the difference distinctly of 36:09 this positive emotion compared to this 36:11 negative emotion cuz they're like, "No 36:12 way. I can never let that happen. I need 36:14 this positive emotion, this desire." And 36:16 that makes them way more open and makes 36:18 them feel a lot more urgency. So, right 36:20 here when you get to the pitch, which is 36:22 what's coming next, right? When you get 36:24 right here to the pitch, they have as 36:26 much desire to buy as humanly possible. 36:28 And this is why if you've seen any of my 36:29 sales call recordings, which again is in 36:30 the group description, click it, join, 36:32 it's completely free, right? If you've 36:34 seen those recordings, the reason that 36:37 sometimes my pitches are 2 minutes and 36:38 it seems like they don't even know what 36:39 the [ __ ] they're buying is because they 36:41 just feel so much urgency to fix the 36:42 problem that their mind bypasses all 36:45 logic. It's purely emotion. People buy 36:47 on emotion and justify with logic. 36:49 Remember that. So now, 36:51 let's go over the pitch. 36:53 Moving on to the pitch, it's very very 36:54 easy. Number one, we got to go into a 36:56 transition. So now they feel all this 36:58 emotion over here, right? All this 37:00 urgency, we need to get them to commit 37:02 to a change is step one, right? 37:04 Commitment to change. So, we just go, 37:05 "So, this is going to be an obvious 37:06 question, man, but I mean I mean it's 37:08 really not. 37:09 Are you 37:10 willing to 37:12 settle for that?" 37:13 Whatever consequences I told you a 37:15 second ago. "Oh, well, no, obviously 37:17 not." "And why not? Cuz like there's 37:18 always a new year, new me guy like start 37:20 diet on a Monday. Why actually draw that 37:22 line in the sand like make that change? 37:24 Cuz you have been for the past couple of 37:25 months if we're being real about it." 37:27 "Oh, well, man, I mean, I realize like I 37:28 just had enough cuz if I don't stop now, 37:30 I never will." "And whose responsibility 37:32 do you feel like it is 37:33 to actually say I've had enough and make 37:35 that change?" "Oh, well, it's my 37:37 responsibility." Once you've gone 37:38 through these three commitments, I'm not 37:40 willing to settle, I need to do it now, 37:42 and it's my responsibility, then we 37:44 transition into the actual pillars. So, 37:47 the transition sounds like this. "Well, 37:49 based on what I've heard, man, with 37:50 obviously you mentioning how like you're 37:52 not losing enough weight and because of 37:53 that 37:56 your kids. And obviously, you wanting to 37:58 get to the point where you have that 37:59 energy back, you're able to progress in 38:00 your career, everything else, 38:02 I think what we're doing for sure could 38:03 help you. If it would be appropriate 38:05 from here, we could kind of put a game 38:06 plan together of like how to actually 38:08 get you to that goal of like being able 38:10 to lose the weight and keep it off. 38:11 Would that be appropriate or what do you 38:13 want to do from here?" All we're doing 38:14 is getting permission to pitch. That way 38:16 they're telling us, "Yeah, 100%. Let's 38:17 go through it." Then from there, we go 38:19 straight into the three pillar pitch. 38:20 This is where it gets very very nuanced 38:22 depending on offer. So, I'm going to 38:23 break a couple down with you guys now. 38:24 The structure is 38:26 pillar one is X because you know how you 38:31 mentioned XYZ. 38:33 So, 38:35 what we do 38:38 is XYZ. 38:40 The reason this works, I'll give you an 38:41 example right now. We're adding the 38:43 context of their problem, the issues 38:46 that they're having into why we have the 38:47 pillar. So, it feels extremely 38:48 personalized for them. If I'm selling a 38:51 fitness offer for example, I could be 38:52 like, "Pillar one is the accountability, 38:54 man, because you know you mentioned 38:55 earlier like you kind of lost 38:56 sporadically a couple of pounds, but 38:58 then you always gain it back in the 38:59 holidays and stuff and you're never 39:00 really able to like keep it off for 39:01 good. So, that's actually why we have 39:03 the accountability to make sure that 39:04 even in those tougher periods like the 39:05 holidays or whenever you're alone, 39:07 you're not with family or anything, 39:09 you're actually able to stay accountable 39:10 to losing that weight. That way it never 39:12 comes back. Do you feel like that would 39:13 be helpful for you?" And then you end it 39:15 with the agreement of yes, it would be 39:16 helpful, yes, it makes sense. That way 39:19 you're keeping track and in good 39:20 communication with them throughout the 39:21 entire process. Another example. If I'm 39:23 selling marketing lead gen. So, the 39:25 first pillar we have, man, is the 39:26 targeting because you know you mentioned 39:28 earlier like you have a lot of leads 39:29 right now that they come in and they 39:31 have issues, but they're like, "Oh, I 39:32 want to fix in 24 months." Or they're 39:34 just broke and they can't even afford 39:35 it. So, that's why we have the targeting 39:37 because we're able to give you leads 39:38 that are all qualified and all have 39:40 proven to have enough urgency to need it 39:42 to get fixed over the next 6 months. 39:44 Whether it be because of roof leaks or 39:45 more kind of urgent issues that they 39:47 might have. Does that make sense? So 39:48 again, it's the exact same structure. 39:50 I'm saying the pillar is X because you 39:52 now you mention problem problem problem. 39:55 So what we do is and then explaining how 39:57 that pillar is going to help them solve 39:58 that. It's that simple. So all you have 39:59 to do is write down what are the three 40:01 main pillars of whatever you are selling 40:03 and then build out this exact structure 40:05 for every single one. That way on every 40:06 single call it's identical. It stays the 40:08 exact same. Now after this three pillar 40:10 pitch, then we got to get commitment to 40:12 buying now. Right to the fact that they 40:14 think it's going to help them. So we 40:15 just go, "Well now based on everything 40:17 we've covered, man, like do you actually 40:18 feel like this would get you to that 40:20 goal of like losing the 50 pounds, 40:21 having more energy, being able to play 40:22 sports with your kids again?" They're 40:24 almost always going to say yes and then 40:25 you go, "Okay, and why though? Like I I 40:27 guess what what do you think is really 40:28 like the the the the key to the castle 40:30 for you? What do you think is going to 40:31 help you the most?" And they go, "Oh 40:32 well, man, I think having the 40:33 accountability is really going to help 40:35 me because I've really struggled with 40:36 that." Then most of the time you're 40:37 going to double down and go, "Yeah, 40:39 because you having that accountability, 40:40 man, what do you feel like that would do 40:42 for you like even more personally 40:44 though?" 40:45 "Oh well, I feel like I'd really be able 40:46 to stick to the plan and I wouldn't 40:47 deviate it and so I'd be able to keep 40:48 off that weight for good." And then 40:50 that's when we go to the price drop. 40:52 Right? And it literally sounds like 40:54 this. We just go, "Okay, cool, man. 40:56 Well, based on everything I've heard, 40:57 the total investment, man, to actually 40:59 get you to the point of like being able 41:00 to lose that weight so that you can have 41:01 more energy, be able to play the sports 41:03 with the kids and it's not kind of 41:04 getting worse over time is going to be X 41:06 Y Z. $5,000, $10,000, whatever it is. 41:10 How would you like to proceed?" That 41:12 simple. Now from here, if you've taken 41:13 them through the process properly, most 41:16 of the time they're going to buy. If 41:18 they do not, they're going to give you 41:18 an objection and that's when you go into 41:20 objection handling and reframing. 41:22 There's a very specific process for 41:23 doing that which I'm going to cover a 41:24 little bit later on where you have to be 41:26 able to convert the objections they give 41:28 you into the one you want to handle. Do 41:31 not be like these [ __ ] losers online 41:33 who do not know what they're talking 41:34 about who try and chase the prospect 41:36 handling all their objections. That does 41:37 not work because you're in their world 41:39 and they know the objection they're 41:40 giving you better than you do. You have 41:41 to convert it into the one that you want 41:43 to handle where you're then going to 41:44 have a thousand reframes lined up for 41:46 how to handle that. It's very simple. 41:47 It's scripted. I will show you guys 41:48 exactly how to do it. Now let's move on 41:50 in chapter two. In chapter two is now we 41:52 know what to say, but now what matters 41:54 is how we say it and the things we can 41:56 add on to make it even better. This is 41:57 where we cover tonality, body language, 41:59 verbal queuing, how to build rapport, 42:01 how to handle different personality 42:02 types because this is stuff that takes 42:04 you from just reading a script like an 42:06 average closer to one of the best. So 42:07 let's start with tonality. First you 42:09 have to understand there are four main 42:11 tonalities. And the key to becoming 42:13 great at tonalities understanding that 42:14 body language is the remote control to 42:16 your tone. For example, if I go, "What 42:18 do you mean by that?" versus "What do 42:20 you mean by that?" Because my body 42:21 language is showing curiosity, my mind 42:23 is like, "Oh, we're curious now." And 42:25 then my voice shifts to match it as 42:27 well. And so when it comes to mastering 42:28 tonality, what you actually have to 42:30 learn is body language because then 42:32 it'll become natural for you. So let's 42:33 go through the four. Number one, we have 42:36 the casual tone. Now the key to 42:38 understanding this is this is where 42:39 you're going to be the majority of the 42:40 call. And the reason why is because we 42:43 want the other person on the other end, 42:45 the prospect, to feel like we are 42:46 confident, we are casual, we do not need 42:49 them. We are there to help them like a 42:51 professional. So here's how you do it. 42:53 What you have to understand psychology 42:54 is whenever we have our vital organs 42:56 exposed, it signals to the people around 42:58 us that we're safe, we don't feel 43:00 threatened by anybody around us, 43:02 therefore we are better than them. And 43:04 so the key is you need to have your 43:05 vital organs exposed meaning like your 43:06 chest and your stomach area. And so 43:08 again, shoulders back is the easiest way 43:10 to do that. And the other key is have 43:12 your hands visible at all times because 43:14 again, subconsciously, when your hands 43:16 are hidden like in your pockets, it's 43:17 like, "Oh, does he have a knife? Is he 43:19 going to pull out a gun and [ __ ] 43:20 shoot me?" Again, you're on Zoom so 43:21 obviously that's not going to happen, 43:23 but that's the subconscious thought. 43:24 It's not like a thing that they're 43:25 thinking, "Oh, he's going to shoot me 43:26 now. He's about to shoot me now." It's 43:27 just subconscious. They feel threatened. 43:30 So always have your hands visible, 43:31 always have your vital organs exposed. 43:33 That is the easiest way to appear 43:35 confident and casual. In case you're 43:36 wondering, yes, I'm about to shoot you. 43:38 Number two, we have the curious tone. 43:41 Now the key to this is tilt your head 43:44 and squint your eyes. So I gave the 43:46 example a second ago, "What do you 43:47 mean?" That's nothing. If I go, "What do 43:49 you mean?" 43:50 Now I'm curious. You tilt your head and 43:52 squint your eyes. Number three, we have 43:54 skeptical. The key to this, lean back 43:57 and scrunch your eyebrows. So if they 43:59 tell me, "Oh well, we're only getting 44:00 three leads a month right now." Three 44:02 leads a month? 44:03 Now it's like, "Well, what the [ __ ] 44:04 What's wrong with you?" You know what I 44:05 mean? So I'm making them think, "Oh, 44:07 what you're doing now is terrible." 44:08 Which usually it is cuz they usually 44:10 don't know what the [ __ ] they're talking 44:11 about, right? So skeptical, lean back, 44:13 scrunch your eyebrows. And last but not 44:15 least, we have concern {slash} empathy. 44:18 The way you do this, lean in and raise 44:21 your eyebrows. So if they're like, "Oh 44:23 man, I mean, my kid like I wouldn't be 44:24 able to feed him, right? Like I wouldn't 44:25 be able to feed him at all." "Oh, I'm 44:27 sorry to hear that, man." You lean in, 44:29 raise your eyebrows. If you want a bonus 44:31 as well, don't do it every time or it's 44:33 going to feel really [ __ ] awkward, 44:34 put your hand somewhere near your chest 44:36 or your heart or somewhere near there. 44:38 Right? So like, "Oh, I'm sorry to hear 44:39 that, man." Now you might be wondering, 44:40 "Well, where do I apply this stuff?" 44:42 Let's go to the script briefly and I'm 44:43 going to show you guys exactly where to 44:45 use specific ones. This is the closing 44:47 script obviously, but for the setting or 44:48 closing it'll be the same. Right? At the 44:50 beginning of the call and intent, 44:51 whether it's a setting call or a closing 44:53 call, all of intent is going to be very 44:55 curious and casual. When you go into 44:57 logical certainty, the first part, 44:59 getting the root cause, what are they 45:00 doing now, also very curious and casual. 45:03 When you get into the do you like 45:05 sequence and going into the problem, 45:08 this is where you have to use a little 45:09 bit more of a skeptical tone. The reason 45:11 we use a skeptical tone is because after 45:13 we're like, "Oh, do you like it?" 45:14 They're like, "Yeah, yeah, I like it, 45:15 whatever." "Oh, what do you like about 45:16 it?" Now they're telling us, "Oh man, 45:18 well I like this and this and that. My 45:19 fitness regime it's really easy to 45:21 follow or I'm very used to it." So now 45:23 they've told us all these good things. 45:24 Now when I go into, "Okay, that doesn't 45:25 sound like it's going terrible then. I 45:26 guess is there anything you would you 45:28 would change?" The reason we do it that 45:30 way is because it's like, "Well, you've 45:31 just told me all these things that are 45:32 going good. Like why the [ __ ] are we 45:33 here?" That's the tonality. So it's 45:35 like, "I doesn't sound like it's going 45:36 terrible then. I guess is there anything 45:38 you would change 45:39 about either like X or Y like if you if 45:41 you could though?" Because again, all 45:43 I'm doing is I'm sounding a little bit 45:45 skeptical to make them naturally come to 45:47 our rescue and be like, "No, no, it's 45:49 because I have this problem." 45:50 And now they're a lot more open. Now in 45:51 the probing section, it's going to be a 45:53 mix of that skeptical and curious to get 45:56 them to go deeper. 45:58 Moving on to emotional certainty. Right 46:00 here you're going to be extremely 46:02 curious for most of the pre-handling 46:04 until you get to the what shifted 46:06 question. Remember? "So what shifted now 46:09 that I guess has you looking for like 46:10 more of like that advanced help like if 46:11 the time kind of prevented you in the 46:12 past." Right there, we need to be a 46:14 little bit more challenged, a little bit 46:16 more skeptical to once again make them 46:19 come to our rescue. "Oh well, now like I 46:21 got a I got a 46:22 raise at work so like now I can afford 46:24 it." Right? And now they came to our 46:25 rescue and we're able to pre-handle it. 46:28 When you're going into you say and bolt 46:29 and then you're going into future pacing 46:31 on the positive side. "Oh, you could 46:33 accomplish this and this would be 46:34 amazing and everything else." You're 46:36 going to use curious but you're going to 46:37 add a bit of a variation. The variation 46:39 is inflections. This is how we take 46:41 tonality to the next level. If I want to 46:43 sound very positive, I need to use 46:46 upward inflections. For example, I could 46:47 go, "What and what would that mean, man? 46:50 Like who who would you take on that 46:51 vacation?" 46:52 It's still curious, tilting my head, 46:53 squinting my eyes. "Who would you take 46:54 on that vacation?" But it's an upward 46:56 inflection. Versus if I'm curious but 46:58 negative, which is what we're going to 47:00 do in consequence, it's like, "And 47:02 what would happen then?" It's very 47:04 downwards. Right? My inflection is going 47:06 down. It's negative. Versus if I want to 47:08 sound positive, up. That should be 47:10 pretty clear. Then when we're going into 47:12 the pitch, this is all just going to be 47:14 extremely casual and extremely 47:15 confident. It is as simple as that. Now 47:17 when you master your tonality and body 47:19 language, there's still one issue you're 47:20 going to come across. And the issue is 47:21 this. When you're that good, people just 47:24 want to keep talking and they never want 47:25 to [ __ ] stop. And so you need to 47:26 learn how to control the conversation. 47:28 We do that with verbal queuing and 47:29 verbal pacing. This goes back to a 47:31 principle in psychology called 47:32 mirroring. So what is mirroring? 47:35 If you've ever gone to a bar or some 47:36 little cafe and you see a couple on 47:38 their first date. You'll start to notice 47:39 at the very beginning when they're 47:40 awkward, they have no rapport, they're 47:42 all over the place, she's looking at him 47:43 like he's a pervert or something. And 47:44 then after a little bit of time when 47:45 they get into rapport and they start 47:46 liking each other, you'll notice they 47:48 start copying what they do. For example, 47:51 he'll start leaning in a little bit 47:52 closer, you'll notice she leans leans in 47:54 a little bit more if she likes him. 47:55 He'll start tapping his foot or 47:57 gesturing a lot more, getting a lot more 47:58 intense. She'll start doing the same 48:00 thing cuz now they're in rapport so they 48:02 start mirroring. This is exactly how you 48:05 can control the pace and the way that 48:07 your prospects talk. So how do you 48:09 verbal queue? Step one, you have to 48:10 choose five filler words that you're 48:13 most likely to use. So for example, for 48:14 me it's like, "Yeah, oh, really, uh-huh, 48:17 right." And then you're just going to 48:18 use those five as the prospect is 48:20 speaking at different speeds and 48:23 different inflections to make them feel 48:25 certain ways and speak at a certain 48:27 pace. So for example, if I want a 48:30 prospect that just keeps rambling to 48:32 start speaking faster, then I'll just be 48:34 like, "Yeah, really, uh-huh. Okay, that 48:37 makes sense. Uh-huh. Right." And I'll 48:39 just alternate between them and do it 48:41 faster. Now if I want them to slow down 48:43 and start speaking slower, I'll do it a 48:45 lot slower. I'll be like, "Yeah, 48:47 right, 48:49 uh-huh. 48:50 Okay, 48:51 that makes sense." So it's slower and 48:54 it's more spaced out because that's 48:55 going to make them tell me more cuz it 48:57 feels like, "Oh, I'm not done talking. I 48:59 should keep talking." That's variation 49:00 one is the speed in which you do it. 49:02 Because going back to the mirroring 49:03 example at the bar or the cafe or 49:05 whatever, when you're doing that very 49:07 very quickly for example, if I'm like, 49:08 "Yeah, really, oh, right, uh-huh." then 49:11 the prospect picks up on that and 49:12 they're like, "I need to mirror that. I 49:13 need to match that." So they start 49:15 speaking faster as well. But the next 49:16 level to that is changing manipulating 49:19 their emotions 49:21 using inflections. For example, if I am 49:24 future pacing somebody on something that 49:26 they want and they're like, "I could go 49:27 on this vacation, get this dream house, 49:28 do this, do this, do that." Then I'm 49:30 like, "Really? Uh-huh. Jesus, man, 49:33 that's amazing. I love that. Right." 49:35 Like it's always upward and it's a very 49:37 wispy sound. If I want them to feel 49:39 negative emotion cuz I'm consequencing 49:40 them for example, then it's like, "Oh, 49:42 really? 49:43 I'm sorry to hear that, man." Uh-huh. 49:46 That makes sense. So, it's the same 49:47 verbal cues for the most part. It just 49:50 goes downwards now to make them feel 49:51 that negative emotion at a deeper level. 49:53 Think of how waves work and frequencies. 49:55 If you have two frequencies, and again, 49:57 this is physics, not to get too 49:58 complicated on you guys. If you have two 50:00 waves that are going at different 50:01 lengths and they collide, 50:05 they cancel each other out and they both 50:06 go flat. That's no emotion. But, if you 50:08 have two waves coming at the same 50:09 frequency, when they hit each other, 50:11 they double in size. So, that's your 50:13 goal. They feel this emotion, you mirror 50:15 them on that same emotion by again using 50:17 these inflections to make it either 50:18 positive or negative. Their emotion is 50:20 going to get even higher. So, they're 50:21 going to feel even more positive emotion 50:23 or even more negative emotion. That's 50:25 how verbal queuing works. Now, the 50:27 question I always get from here is like, 50:28 "Well, Andress, okay. Now we've covered 50:30 scripting, now we've covered tone and 50:33 body language, now we've covered verbal 50:36 queuing and verbal pacing. 50:38 Now they won't stop [ __ ] talking. 50:39 They just keep talking and they keep 50:41 talking about the wrong things. How do I 50:42 cut them off and how do I actually get 50:43 the answers I need?" Because that's a 50:44 common thing, right? And that's when you 50:46 have to learn mirror Give me a second. 50:49 I'll write it out. 50:51 Give me a second. Be patient, you 50:52 [ __ ] Mirror 50:55 questions. That's when you have to 50:56 master mirror questions. So, what is a 50:58 mirror question? A mirror question is 51:00 whenever you ask me the question and 51:02 rather than give me the correct answer, 51:03 they either skirt it whether it's 51:04 intentional or they just don't 51:06 understand the question so they give you 51:07 the wrong answer. We'll cover how to 51:08 handle both of those. And so, what you 51:10 need to do is there's two parts to the 51:12 mirror question. Part one is the 51:14 callout. 51:15 The reason this is so important is 51:17 because if somebody doesn't give you an 51:18 answer and you don't call them out on 51:21 it, what are they learning? That you're 51:23 a [ __ ] They can not give you the 51:24 answer and you'll just move on like 51:26 nothing ever happened. So, you need to 51:27 call out the fact you didn't get an 51:28 answer that way they can't do it again. 51:30 That's step one. Then step two is you 51:32 have to ask the same question 51:34 in a different way. That way they feel 51:37 like you're not treating them like a 51:38 toddler. However, you're still asking 51:40 the question you needed to ask to get 51:41 the answer you needed from the script. 51:42 So, what's the formula for creating 51:44 these questions and then I'll do some 51:45 examples with you guys. You guys see the 51:46 most common places where you're going to 51:48 need a mirror and what kind of mirror 51:49 question you can use. The key to 51:51 creating a good mirror question is 51:52 figuring out number one, what were the 51:54 answers I needed for my original 51:57 question that I asked. For example, if 51:59 I'm asking a tangible question on a 52:00 fitness offer, "What was your main 52:02 intent behind even looking like possibly 52:03 lose weight?" Like is it more kind of 52:04 have more energy or like feeling better, 52:06 more confidence? Like what for you? What 52:08 answers can I get from that question? I 52:10 could get, "Oh, I need to lose the 52:11 weight faster." I could get, "Oh, well, 52:13 I want to be more confident." "Oh, well, 52:14 I want to be able to take my shirt off 52:15 at the pool." These are all different 52:17 answers I can get. So, then the second 52:19 step, once I know the answers I'm 52:20 looking for from the question, is I have 52:22 to create other questions that could 52:24 give me that same answer. And it will 52:26 not always sound the same. It can sound 52:28 completely different yet still give me 52:29 the same answer. So, let's do some 52:30 examples together. Going on to the 52:32 script. Right here, let's imagine I'm 52:34 selling a biz op, right? So, I'm helping 52:36 people working on a 9-to-5 job get into 52:38 high-ticket sales for example. And I ask 52:40 them, "What was your main intent on 52:41 looking at like possibly getting into 52:43 high-ticket sales? Like what what are 52:44 you 52:45 I guess really looking to get out of 52:46 it?" And they're like, "Oh, well, man, I 52:47 just really want to make more money." 52:48 Which is probably going to be the most 52:49 common answer. Then my experience 52:50 question is going to be, "Well, what 52:51 have you seen that I guess makes you 52:52 feel like you you you don't have as much 52:54 money as you'd like?" 52:56 Right here, that's my experience. Now, 52:57 what are some answers I can get from 53:00 that question? I could get, "Oh, man, 53:02 well, I can't go on vacations." I could 53:05 get, "Oh, well, I'm living paycheck 53:09 to paycheck." "Oh, well, I can't afford 53:13 to buy a car." "I'm living with my 53:16 parents and cannot move out." These are 53:19 all examples of different things that we 53:21 could get. So, now we have to ask 53:23 ourselves, "What's another question I 53:25 could ask to get these same answers?" 53:27 And so again, what you're going to want 53:28 to do is go through every question where 53:30 you most commonly get interrupted by the 53:31 prospect or you don't get an answer and 53:33 build these mirror questions for that. 53:35 So, right now, let's think of a question 53:36 that could give me this answer. One 53:38 example right now off the top of my head 53:39 cuz I'm such a [ __ ] genius, right? 53:40 No, because I already knew this [ __ ] 53:42 >> [laughter] 53:43 >> I could ask them, "Well, you making more 53:44 money, man. Like what would that 53:47 I guess really allow you to do that that 53:48 maybe you you you can't do now?" 53:51 So, what answers can I get from that? 53:53 Well, I can't go on vacations. I can't 53:55 afford to buy a car. I'm living paycheck 53:57 to paycheck. Can't move out. Living 53:58 paycheck to paycheck. Can't do XYZ, 54:01 whatever else they can't [ __ ] do, 54:02 right? This gives me all the answers I 54:05 need from a completely different 54:06 question. Does the question sound the 54:07 same? No, but does it give me the same 54:08 answers? Yes. So, it is a perfect mirror 54:11 question. So, now in a role play 54:12 scenario, going back to the two steps, 54:15 if I ask somebody, "What have you seen 54:17 that makes you feel like you're not 54:18 making as much money as you'd like?" And 54:20 they're like, "Oh, man, well, I I don't 54:21 know. Like I'm I I just I just want to 54:23 make more money." Does that give me an 54:24 experience? No, cuz it is in the past? 54:27 No. So, I got to do a mirror cuz I 54:28 didn't get the answer. So, what's step 54:30 one? The callout. "No, no, man. Sorry, 54:32 that that wasn't what I meant to ask. 54:33 Maybe I wasn't being very clear." 54:35 Callout. Then step two. "What I meant to 54:38 ask is 54:39 you making more money, what would that I 54:42 guess really allow you to do that that 54:44 maybe you can't do now?" 54:45 "Oh, well, man, I could go on 54:46 vacations." Great. Now I got my answer. 54:49 Let's do one more example together. If I 54:50 go to the closing script again, let's go 54:52 down to I don't know, emotional 54:54 certainty, future pacing. If I ask 54:56 somebody, "Well, let's say there was a 54:58 way of possibly helping you with like 55:00 actually losing those 50 lb so you'd 55:01 like be in better shape, have more 55:02 energy, all that jazz. What would like 55:05 tangibly be 55:06 I guess different for you like like at 55:08 that point?" So, now let's do the 55:09 exercise again together. 55:11 If I see what are different answers they 55:13 could give me to that? Well, they could 55:14 be like number one, I could I don't 55:16 know, play 55:17 sports with my kids. I keep using this 55:20 example. 55:21 I would be more productive at work. 55:25 I could be a better role model for 55:28 people around me, my family, etc. These 55:30 are all examples of answers I could get 55:32 from that question. So, now let's think 55:33 together of another question I could use 55:35 to get those exact same answers. Just 55:36 one that I'm thinking about right now is 55:37 I could ask something as simple as, 55:39 "Well, you actually like losing those 50 55:41 lb? Like how how would that even impact 55:42 I guess like other areas of your life?" 55:44 Is it a different question? Yes. Does it 55:46 still give me these answers? I can play 55:48 sports with my kids, I'd be more 55:49 productive at work, better role model? 55:51 Yes, absolutely. Because that's all 55:53 we're really asking at the end of the 55:54 day. And so now once again in a role 55:55 play scenario, if I say, "Let's say 55:56 there was a way of like actually 55:58 possibly helping you with like losing 55:59 the 50 lb so you could like have more 56:00 energy, get in better shape, all that 56:01 jazz. What would tangibly be I guess 56:04 like like different for you at that 56:06 point?" And they say, "Oh, well, I don't 56:09 know, man. Like I I would lose the 56:10 weight, you know what I mean? Like 56:11 that's it's really the number for me." 56:13 Then I have to step one, call it out. 56:16 "No, no, sorry, man. I I don't think you 56:18 understood what I was saying. What I 56:18 meant to ask is" and then I ask the 56:21 mirror question. "Like you actually 56:23 losing those 50 lb, how would that 56:25 impact like like other aspects of your 56:26 life though?" Just to see if I could 56:28 even help. Now, it's very hard for them 56:30 to [ __ ] me again because again, I 56:32 called them out respectfully for not 56:34 giving me an answer 56:35 and I asked them the same question but 56:36 in a different way. So, now they feel 56:38 compelled to give me that answer. The 56:40 only thing that can change how we 56:41 approach this and this will take us to 56:43 number five 56:45 is the personality type. Let me draw 56:47 this out for you. On every sales call, 56:49 there is a buying pocket in terms of the 56:51 mental state in which the prospect is 56:53 in. On top of this is an alpha 56:56 personality, otherwise known as an A 56:58 type. Underneath it is the beta 57:01 personality. These are the people who 57:03 have no sense of self-confidence. They 57:04 get on there like, "Oh, my life's 57:05 ruined. I don't know what the [ __ ] I'm 57:06 doing. I'm useless." Right? Those are 57:07 beta personalities. Now, they're both 57:10 bad and here's the reason why. An alpha 57:12 is too confident that they feel like 57:13 they don't need your help. A beta on the 57:15 other hand is too unconfident that even 57:17 if they think buying is the right 57:19 decision to make, they don't even trust 57:21 themselves to know what the [ __ ] a right 57:22 decision is. 57:24 So, they can never be like, "Oh, I think 57:25 this is going to work. I'm going to do 57:26 it." Because they don't even trust 57:27 themselves to know. And so, there's a 57:29 pocket in the middle where if they're a 57:31 beta, you have to build them up into 57:33 that pocket and if they are an alpha, 57:34 you have to tear them down into that 57:36 pocket. Because right there is where you 57:37 want them in order for them to buy. 57:39 Let's start off with the beta 57:40 personality type. This is where we get a 57:42 little bit more into identity framing. 57:44 With a beta, you have to build them up 57:45 and the best way to build them up is 57:46 with their identity. Because if they 57:48 believe in their core as a person, "I am 57:51 this kind of confident person or 57:52 successful person or a good father or a 57:54 good business owner or a good employer," 57:56 they're going to start acting like that 57:57 person. As an example, if I am future 57:59 pacing somebody and they are like, "Oh, 58:01 man, I mean, I could take care of my 58:02 kids better, I'd have more money, we 58:03 could go on more family vacations." "Oh, 58:05 man, I really appreciate that. Like it 58:06 shows it shows you're a great father." 58:08 What does that do? "I'm a great father? 58:09 I'm a great father? Holy [ __ ] I'm a 58:10 great father." Great. Now I've built 58:12 them up. If I'm speaking to a business 58:13 owner and I'm future pacing them and 58:15 they're like, "Oh my god, man. Like I 58:16 would be able to pay my employees more. 58:19 Like all my sales reps would be making 58:20 10K a month for example." "I I really 58:21 appreciate that, man. It shows you're a 58:22 great employer." "I'm a good I'm a great 58:24 employer? I'm a good Same [ __ ] right?" 58:26 Builds them up. Now, there other places 58:28 in the call that you can do this. For 58:29 example, at the beginning of a call, if 58:31 you're ask somebody, "What's your main 58:32 intent behind looking I guess like 58:34 possibly even getting into high-ticket 58:35 sales? Like what are you I guess looking 58:36 to get out of it?" And they're like, 58:38 "Oh, man, well, I just really want to be 58:39 able to quit my job cuz I feel like 58:40 everything's been going terribly and I'm 58:42 just so defeated and everything sucks." 58:43 Then you go like, "And kudos to you, 58:45 man, for actually having the courage to 58:47 do something." Cuz a lot of people, you 58:49 know what I mean? They're all 58:50 hard-headed and they're like, "You know 58:51 what? I hate my job. I've been doing it 58:53 for 20 years, but I'm just going to keep 58:54 doing it and hope it gets better." 58:56 Right? And obviously it doesn't. So, 58:57 kudos to you for actually being like the 58:58 kind of courageous person who actually 59:00 does something about it. What did I just 59:01 do? I just built them up to being a 59:03 courageous person, an identity frame on 59:06 them. I showed this up for you guys. 59:07 This is the structure of how to 59:09 reinforce somebody's identity that you 59:10 can do every single time. Kudos to you 59:12 for being XYZ. Most people are 59:16 bad thing, so kudos for being Y. I'll 59:18 give you another example. On a fitness 59:20 offer, if I have a dad tell me, "Yeah, 59:21 man, I want to get in better shape 59:22 because I want to be a better role model 59:23 for my kids." "Well, kudos to you for 59:25 being a great father, man, cuz a lot of 59:26 people, 59:27 you know what I mean? They're just 59:28 really hard-headed and they're like, 59:30 "You know what? 59:32 I have kids, I have family, I don't have 59:33 time to get in shape." Right? And then 59:35 obviously nothing ever happens because 59:36 of it and they're not the best role 59:37 model. So, kudos to you for actually 59:38 like being that great father for them. 59:40 Again, what did I do? I just reinforced 59:41 their identity and I threw stones at the 59:44 bad people, the people I don't want them 59:45 to be like, which in this case are the 59:47 people who use their kids as an excuse 59:48 to not get in shape or not buy the 59:50 program. So, that's beta. Now, how can 59:52 we tear down an alpha? This is actually 59:54 much much easier because you can deflate 59:57 them in like 2 seconds. As an example, 59:59 if I'm on a sales call and somebody 1:00:01 tells me, "Oh yeah, man. I mean, we're 1:00:02 doing a million a month. Like we're 1:00:03 doing great." I'll just go, "A million a 1:00:05 week? Jesus, man. You guys are crushing 1:00:07 it." And now what is he going to do? 1:00:09 Correct me. No, no, a million a month. 1:00:12 And he deflates. 1:00:14 Because he assumes that means they're 1:00:15 usually working with people who are 1:00:17 doing a million dollars a week. 1:00:19 And so now all of a sudden he went from 1:00:20 thinking he's the big dog looking down 1:00:22 on you, talking down on you, to oh [ __ ] 1:00:24 I'm the little kid in the [ __ ] corner 1:00:26 looking up to you because you're usually 1:00:27 working with people way above me. So, 1:00:29 you just completely destroyed his 1:00:31 mentality around who has the most status 1:00:33 in the conversation. That's an easy one 1:00:35 you can do. If it's fitness and they're 1:00:36 like, "Oh, I'm doing great, man. I'm 1:00:37 losing 10 pounds a month." 10 10 pounds 1:00:40 a week? Jesus, man. It's like [ __ ] 1:00:42 crazy. You never heard those numbers. 1:00:43 No, no, a month. 1:00:44 Oh, oh, I'm I'm I'm sorry. And then you 1:00:46 move on to the next question. Again, 1:00:48 you'll watch them deflate. The second 1:00:49 easiest one to do, 1:00:51 any number or statistic they give you, 1:00:53 you can do this. If they say, "Oh man, 1:00:55 we're getting 1:00:56 five leads a month." And they're super 1:00:58 proud of it. Like, "Oh, we're doing five 1:00:59 leads a month, man. Everything's 1:01:00 amazing." Oh, only five? Why Why so low? 1:01:04 Remember, skeptical tonality. What? Why 1:01:06 so low? And again, you'll watch them 1:01:07 deflate because you're changing their 1:01:08 expectations of what's good or bad. And 1:01:11 so that's going to, once again, put them 1:01:13 down into the middle, into the buying 1:01:14 pocket where they respect you much more. 1:01:17 Now, let's get into section three, 1:01:18 objection handling. And I'll give you 1:01:20 guys a sneak peek. No, don't screenshot, 1:01:21 you [ __ ] idiot. I'm going to show you 1:01:22 in a second. What you have to understand 1:01:24 about objection handling is that most 1:01:26 people try and handle the objections the 1:01:27 prospect give them. That's a mistake. 1:01:29 Because if you're constantly trying to 1:01:30 handle the objections, they're just 1:01:32 going to give you a new one. Now you're 1:01:33 in their world. They're the ones 1:01:34 controlling the conversation of what 1:01:36 happens. Because they know the next 1:01:37 objection they're going to give you a 1:01:38 better than you do. Sorry to break it to 1:01:40 you. But instead, what the best 1:01:42 objection handlers and sales people do 1:01:45 is they convert the objections they get 1:01:47 into the ones that they want to handle. 1:01:49 Because if they know that every single 1:01:51 time they're going to convert any 1:01:52 objection they get into one objection, 1:01:54 now they can line up a thousand reframes 1:01:56 for that one objection, 1:01:57 and now the prospect is in their world. 1:02:00 They're in control. So, in this section 1:02:01 I'm going to show you guys a reframe for 1:02:03 every single objection and then how to 1:02:04 convert them into the one that you want 1:02:07 to handle. That way you're always in 1:02:08 control of the conversation and you're 1:02:10 able to close a lot more. So, to start 1:02:12 off, no matter the objection you get, 1:02:14 you're always going to push it to money 1:02:17 logistical. Here's why. A lot of people 1:02:19 think, "Oh, I'm just going to handle the 1:02:19 objection I get." No. Any objection, 1:02:22 whether it's partner, or time, whatever, 1:02:24 has something to do with the money. 1:02:25 Partner, for example, if the thing was 1:02:27 free, would they still have to ask their 1:02:28 wife? Well, no, obviously not. So, 1:02:29 there's some factor of money involved. 1:02:30 And so what we want to do is get money 1:02:32 out of the way to begin with, that way 1:02:34 we know everything they're telling us is 1:02:35 actually real and not just something 1:02:37 that their mind made up. So, here's how 1:02:39 you cover it. Whenever they give the 1:02:39 objection, you just go, "Hey, not a 1:02:41 problem, man. Money aside for a second, 1:02:43 like if I gave you a duffel bag with the 1:02:44 full 10,000 for the program, would you 1:02:46 actually do it?" They go, "Oh yeah, of 1:02:47 course I would do it." Well, why though? 1:02:48 Just so I understand. Oh, because I 1:02:50 mean, with everything you've covered and 1:02:51 the coaching, etc., like I feel like it 1:02:52 would really help me. Yeah, because like 1:02:55 you you having that coaching, I guess, 1:02:56 and like the guidance and everything 1:02:57 else. What do you feel that would do for 1:02:59 you like like more personally with that? 1:03:01 Oh, well, man. I feel like it would 1:03:02 change everything. Like I would start 1:03:03 actually making the money I want to 1:03:04 make. I'd be able to retire myself a lot 1:03:06 earlier. Like I feel like I'll just 1:03:07 enjoy life a lot more. Now I have 1:03:09 removed the value objection out of the 1:03:11 equation. They've agreed it's not value. 1:03:12 So, now I can tackle it head-on. So, is 1:03:14 it just the initial investment of the 1:03:15 $10,000 or if there was a way to 1:03:17 possibly break it up, would that make it 1:03:19 a bit more digestible like financially 1:03:20 for you? Now, almost every time they're 1:03:22 going to say, "Yes, that would make it 1:03:23 way better." No no, not a problem, man. 1:03:24 Cash on hand and business expenses 1:03:26 aside, what do you have saved up? Just 1:03:27 to see if I can help. Oh, well, I have 1:03:30 $3,000 saved up. Now, in basis of 1:03:32 whatever they tell you, you need to 1:03:33 create some kind of payment plan that 1:03:35 would match their budgetary constraints. 1:03:37 The key is before we ask for the sale 1:03:39 again, we need to get them to agree this 1:03:42 works within my budgetary constraints. 1:03:45 So, after I put together a payment plan, 1:03:46 for example, if I were to go, 1:03:48 "Well, we don't usually do this. What I 1:03:51 could do for you though, we could split 1:03:53 it up into four payments, I guess, of 1:03:55 2.5 grand a month, split every 30 days. 1:03:58 That way you're actually able to start 1:03:59 learning the skills and it kind of pays 1:04:00 for itself over time. Would that work 1:04:02 within your budgetary constraints?" And 1:04:04 now after they agree yes, now logistics 1:04:06 are out of the way. So, they cannot fall 1:04:08 back on logistics and now we're able to 1:04:09 tackle fear head-on if they give me 1:04:11 another objection. And so again, once 1:04:13 they've agreed it works within budgetary 1:04:15 constraints, then you just go, "Okay, so 1:04:17 with the understanding that you feel it 1:04:18 actually get you to that goal of like 1:04:20 the 50K a month, having the financial 1:04:21 freedom, being able to travel, etc., and 1:04:23 obviously that it works within budgetary 1:04:25 constraints, how would you like to 1:04:26 proceed?" And so again, now we ticked 1:04:28 off, they give us whatever objection, we 1:04:30 ticked off it's not money, it's not 1:04:31 value, logistically it works, how do you 1:04:34 want to proceed? And so now there's two 1:04:36 options that can happen. Number one, 1:04:38 they say yes and they buy. Or number 1:04:40 two, they give us another objection. 1:04:42 Now, if they give us another objection, 1:04:43 it can either be, and I'll zoom out for 1:04:44 a second, logistical, meaning either 1:04:46 time or partner, or it can be 1:04:48 fear-based, in which case you're going 1:04:49 to go straight into the fear. 1:04:51 Let's go through time and partner first, 1:04:52 the other logistical objections. 1:04:54 If they say, "Oh man, I mean, it it 1:04:55 sounds really good. It's just that like 1:04:57 I I just really don't have the time 1:04:58 right now." 1:05:00 Then we just go, "Well, time aside, man. 1:05:01 Like if you did have the time, would you 1:05:03 actually do it? Like do you actually 1:05:04 feel like it would get you to that goal 1:05:05 of like the 50K a month?" They say, 1:05:06 "Yeah, yeah. If I I feel like it would." 1:05:08 Well, why though? Like what do you feel 1:05:09 would really help you the most? Oh, 1:05:11 well, I mean, I feel like specifically 1:05:13 having like the coaching, the guidance 1:05:14 would really really help me. Yeah, 1:05:16 because you having that, like what do 1:05:17 you feel like that would do for you like 1:05:18 even more personally? 1:05:19 Oh, well, man. I mean, I really feel 1:05:21 like it it would be a game-changer for 1:05:23 me. Like I would be able to change my 1:05:24 whole life around this and this and 1:05:25 that. Whatever answer they give you, 1:05:26 again, all we're doing is getting value 1:05:28 out of the way again. Even though they 1:05:30 already give us those answers in money, 1:05:31 we're going to ask it again. Because the 1:05:33 way that the brain works psychologically 1:05:35 is through orders, as lenses in which it 1:05:37 makes decisions. And so we need to bring 1:05:39 the fact the value is there to the front 1:05:40 of their mind before reframing the time 1:05:43 again. So, after we get value out of the 1:05:44 way, then we go, "Well, [ __ ] make a 1:05:46 suggestion, man. Because really in this 1:05:47 world there's two kinds of people. 1:05:48 There's the guy who goes, 'You know 1:05:50 what? I have a family, I have kids, I 1:05:52 have my job, I can't find a way to make 1:05:54 more money.' But then there's a second 1:05:55 guy who goes, 'No, no. You know what? 1:05:57 Because I have my family and I have my 1:05:58 kids and I have my job and everything 1:06:00 else, that's why I need to learn how to 1:06:02 make more money and learn skills. That 1:06:04 way I can even have more time to spend 1:06:05 with them in the future.' Because that's 1:06:07 really what matters to you at the end of 1:06:08 the day, right? Or you could ask them 1:06:10 the question is, I mean, which of those 1:06:11 two people do you want to be? Right? No 1:06:13 matter what, they're going to agree, 1:06:14 yeah, I want to be the second guy, etc., 1:06:15 right? And then you push back. And why? 1:06:18 Because like you don't have to, man. Oh, 1:06:19 because I mean, my family's more 1:06:20 important than anything. Like I want to 1:06:21 make money, I want to be able there to 1:06:22 support them and everything else. 1:06:23 They're more important than anything in 1:06:24 this world. 1:06:25 Because what do you think would happen 1:06:26 if you didn't, man? 1:06:28 Like if you decided to be that first guy 1:06:30 who's just like, no, they're the reason 1:06:31 why I can't be successful. You know what 1:06:33 I mean? What do you think would happen 1:06:34 then? Oh, well, I mean, man. Like 1:06:35 nothing would really change. I wouldn't 1:06:37 be making the money I want to make. We 1:06:38 wouldn't be able to go on those 1:06:39 vacations and everything else. Again, 1:06:40 are you actually willing to like like 1:06:42 like settle for that? Well, no, 1:06:44 definitely not, man. Okay, so in your 1:06:46 eyes, like what decision do you feel 1:06:47 like you have to make to put yourself in 1:06:49 the best possible position to actually 1:06:51 learn the skills to make more money that 1:06:53 way you're able to provide better for 1:06:54 your family. Because that's all you want 1:06:55 at the end of the day. And right there, 1:06:57 again, this is a tree. There's two 1:06:58 things that can happen. Number one, 1:07:00 close sale. Number two, they go, 1:07:03 "Ah, like that makes sense. It's just 1:07:05 that XYZ fear objection." Right? And as 1:07:07 soon as they give that to you, then once 1:07:08 again, you're going to go into fear and 1:07:09 I'll go over that in a second. And I 1:07:10 want to make a note here because this is 1:07:11 the first reframe I show you guys. I'm 1:07:13 going to show you guys the structure of 1:07:14 how a reframe actually works. Let's go 1:07:16 over to the whiteboard. Number one is 1:07:19 the frame. 1:07:21 That's where I go like there's two types 1:07:22 of people or if you see me like having 1:07:24 to say that words of power, that's the 1:07:25 frame. Step two is the push back. 1:07:30 This is where I make them defend the 1:07:32 frame. So, that's where I go, "And why? 1:07:34 Because like you don't have to be, man. 1:07:36 You don't have to be that kind of 1:07:37 person." Right? Because I'm making them 1:07:38 defend, "Oh, this is true. I want to be 1:07:40 the second guy." Or oh, "This is true. 1:07:42 It's my responsibility." So, I'm pushing 1:07:43 back to make them defend it, right? 1:07:45 Number three is the consequence. 1:07:48 The reason this is so important, in 1:07:50 psychology there's a thing called 1:07:51 leverage. You need leverage to change 1:07:53 anything. People say, "Oh, I was in a 1:07:55 toxic relationship for a year and then I 1:07:58 got out of it. It took me a year to 1:08:00 quit." No, it didn't take them a year to 1:08:01 quit. It took them a year to finally be 1:08:03 like, "I [ __ ] had enough. I'm ending 1:08:04 this now. Never again. I'm never going 1:08:06 back." Because they finally got enough 1:08:08 leverage. Something happened in a moment 1:08:10 where there's so much pain, she said 1:08:11 something, she did something to them and 1:08:13 they're like, "I quit. I'm never going 1:08:14 back." Right? Because they finally got 1:08:16 enough leverage. It's the same thing you 1:08:18 do to change any belief or anything in 1:08:20 sales in the conversation. You want them 1:08:21 to change their mindset? You want them 1:08:22 to change the current frame that they're 1:08:24 in? Well, you need to get enough 1:08:25 leverage to do that. You need to get 1:08:27 them to understand, well, if I keep 1:08:28 having the same mentality that I have 1:08:29 now, it's going to cause me all this 1:08:30 pain. Because then getting them to 1:08:31 change it is going to be easy. But if 1:08:33 you don't do that, it's going to be a 1:08:34 piece of work. It's going to be 1:08:35 difficult. Right? So, we need to get 1:08:37 leverage. And the way we do that is with 1:08:38 the consequence. So, that's where we go, 1:08:41 "Because what do you think happens if 1:08:42 you don't, man? Like if you decide to be 1:08:43 that first guy and you use your kids as 1:08:45 the reason for why you can't be 1:08:46 successful and you don't have enough 1:08:47 time to make more money and learn 1:08:48 skills?" 1:08:50 Oh, well, I mean, I wouldn't be the role 1:08:51 model I want to be. I wouldn't be this. 1:08:52 I wouldn't be that. That's the 1:08:54 consequence. And then step four is the 1:08:57 CTA, the commitment to change. I am 1:08:59 finally going to do something about 1:09:01 this. Now, there are a couple versions 1:09:02 of a CTA. It could be a commitment to 1:09:04 changing a mentality, right? It could be 1:09:06 a commitment to changing an identity. It 1:09:07 could be a commitment to buying. So, an 1:09:09 example of identity, and I'll show you 1:09:10 guys this a little bit later on, would 1:09:11 be like, "So, which of those two kind of 1:09:13 people do you want to be? Do you want to 1:09:14 be this guy or do you want to be that 1:09:15 guy?" I want to be that guy. That's a 1:09:16 CTA. Another example of a CTA could be, 1:09:19 again, getting them to buy. It could be 1:09:20 like, "So, what decision do you feel 1:09:21 like you need to make, man, to put 1:09:22 yourself in the best possible position 1:09:24 so when your head hits that pillow 1:09:26 tonight, you know you did everything in 1:09:28 your power to get to that 50k a month 1:09:30 goal. So again, this is a structure of a 1:09:31 reframe. So that being said, let's go 1:09:33 back to the objection handling board, 1:09:35 right? After this, again, we've just 1:09:37 gotten them either back into fear or 1:09:39 they've now bought it. Now the third 1:09:41 logistical objection you can get is 1:09:42 partner. This one's very very 1:09:44 interesting. I'll show you guys how to 1:09:45 do it. Number one, you should notice the 1:09:47 pattern, get value out of the way and 1:09:49 get them to agree, yeah, the value is 1:09:50 there. So we go, partner assignment, 1:09:52 like if she was on board and she was 1:09:53 like, "Honey, you have to This is 1:09:55 amazing. Like, would you actually do it? 1:09:57 Like do you actually feel like it will 1:09:58 get you to that goal of like the 50k a 1:09:59 month?" Oh, well yeah, of course I do. 1:10:01 Well, why though? Like just so I 1:10:02 understand. Oh, because I mean like with 1:10:04 the guidance and the mentoring and 1:10:06 everything else, I feel like it's going 1:10:07 to be super helpful. Cuz what would I do 1:10:08 for you personally? Again, wait for them 1:10:10 to answer, make them defend it. Then we 1:10:11 just go, okay, so out of curiosity, man, 1:10:13 what happens if you go to her and you're 1:10:15 like, "Honey, you know, we need to do 1:10:18 this. Like this is going to change 1:10:19 everything." And she says no. 1:10:22 Like would you kind of like do it 1:10:22 anyways or would you just kind of like 1:10:24 give up on getting to that 50k a month 1:10:25 goal and like really learning the 1:10:26 skills? Now regardless of what they say, 1:10:29 if they say I wouldn't do it, move on to 1:10:31 the frame, which I'll cover in a second. 1:10:32 They say I would do it anyways, you say, 1:10:35 "Well, why would you?" 1:10:36 Right? And wait for them to be like, 1:10:37 "Oh, because it's important enough to 1:10:38 me, etc." Make them defend it and then 1:10:40 regardless, again, you're going to go 1:10:41 into the frame. So again, this is the 1:10:43 first step of a reframe. We're going to 1:10:45 the frame now. 1:10:47 Have you heard, man, if I can make a 1:10:48 suggestion, the saying like, "Heavy is 1:10:49 the head that wears the crown?" 1:10:51 The idea of it, man, is like the weight 1:10:52 of the crown isn't the crown itself. 1:10:55 The weight of the crown is the decisions 1:10:56 you make when you have that crown on. 1:10:57 Because like back in the day, the king, 1:10:59 he was the one sending an army this way, 1:11:01 starting a war this way. He was 1:11:02 responsible for hundreds of thousands of 1:11:04 lives. Because as the king, it would not 1:11:07 be fair to put the burden of that 1:11:08 responsibility on anybody but himself. 1:11:11 Because for you, for example, man, 1:11:13 who's going to be the one actually going 1:11:14 through the training, like learning the 1:11:15 skill sets, getting into sales, 1:11:17 collecting the commission, collecting 1:11:18 the payments? Is that going to be you or 1:11:19 is it going to be your wife, between you 1:11:20 and I, cuz I want to help you? Oh, it's 1:11:22 going to be me. So whose responsibility 1:11:24 is it to really put you in the best 1:11:25 possible position to learn that skill, 1:11:27 that way you're actually effective on 1:11:29 those calls and those conversations? 1:11:31 Oh, it's it's it's my it's it's my 1:11:32 responsibility. Okay, so then the same 1:11:34 way as the king, do you think it would 1:11:36 actually be fair to like put the weight 1:11:38 of that responsibility on anybody but 1:11:40 yourself, whether it's your dog, your 1:11:41 wife, your tree, whoever? You're like, 1:11:43 "Oh, well no, obviously it wouldn't be 1:11:44 fair." Well, why not though? 1:11:46 Again, what am I doing now? I'm getting 1:11:47 them to defend, I'm pushing back to get 1:11:49 them to defend their new mentality, my 1:11:52 frame, right? Now they go, "Oh, no, well 1:11:54 because like man, I'm the man of the 1:11:55 household, like I need to provide, I 1:11:56 need to be the guy, right? I have the 1:11:58 best context." And then once again, go 1:12:00 into the consequence. Cuz what do you 1:12:01 think happens if you aren't? 1:12:03 Like what do you think happens if 1:12:05 you take that responsibility, that 1:12:06 burden that you have and you put it on 1:12:07 anybody but yourself, whether it's your 1:12:09 dog, your tree, your wife, whoever, that 1:12:11 doesn't have as much context about the 1:12:12 situation? 1:12:14 Oh, well I mean they wouldn't be able to 1:12:15 make as good of a decision, like they're 1:12:16 not the ones taking the calls, so 1:12:17 they're not as educated. And so what do 1:12:19 you think would happen to your career 1:12:20 then? 1:12:21 Oh, well I mean I wouldn't make a lot of 1:12:22 sales, like I would just kind of stay 1:12:24 stuck in my job, etc. Again, we're in 1:12:25 the consequence, then commitment to 1:12:27 change. And are you actually willing to 1:12:29 like like settle for that? 1:12:31 Well no, no, I'm not willing to settle 1:12:32 for that, man. So what decision do you 1:12:34 feel like you need to make to put 1:12:35 yourself in the best possible position 1:12:37 to get to that 50k a month, start making 1:12:39 the commission you want to make, start 1:12:40 making the sales you want to make and be 1:12:42 able to quit that 9-to-5 job? 1:12:44 Oh, well I feel like I have to buy. 1:12:46 Great. Now we've taken them through that 1:12:47 whole process of the reframe, right? And 1:12:49 now the responsibility of partner is 1:12:52 done. The only thing that will come up 1:12:54 sometimes here, and I get this question 1:12:55 asked a lot, is where they're like, 1:12:56 "Well, Andres, I did the reframe, they 1:12:57 agreed to everything, but then they 1:12:58 still told me I just still need to speak 1:13:00 to my partner." Here's the key though. 1:13:02 You now handled the logistics of the 1:13:04 objection. The logistics is them 1:13:05 agreeing, "Oh, well it's my 1:13:06 responsibility." Once they agree it's my 1:13:08 responsibility, anything they tell you 1:13:10 after that of still needing to speak to 1:13:12 their partner is purely fear. 1:13:14 And so you can just go straight into 1:13:15 fear objection handling if they tell it 1:13:16 to you again, right? So from here 1:13:17 there's really only two paths that can 1:13:18 happen. Number one, they're like, "You 1:13:20 know what? Let's do it." Close sale. Or 1:13:22 number two, again, they go, 1:13:24 "I agree, man, it's just that 1:13:27 objection objection objection fear fear 1:13:28 fear fear fear." And then you go into 1:13:29 fear. 1:13:30 So now let's cover how to handle fear. 1:13:31 So now let's get into fear, what you've 1:13:32 all been waiting for, and how to convert 1:13:35 objections into the one you want to 1:13:36 handle. 1:13:37 Let's go over here. So the key, and 1:13:39 again, this is the frame pushback 1:13:41 consequence CTA structure, 1:13:42 the key is as soon as you get a fear 1:13:45 objection, you go into what's called an 1:13:46 agreeance statement. An agreeance 1:13:48 statement is this. It's a statement that 1:13:50 cannot be disagreed with, so it is an 1:13:52 absolute truth that also converts them. 1:13:56 For example, if I'm on a sales call and 1:13:58 somebody tells me, "Oh, man, it's just 1:14:00 it's just way too risky." 1:14:02 And I go, "Well, that makes sense, man, 1:14:03 because like ultimately what you're 1:14:04 seeking is like like certainty, right? 1:14:06 Like you'll actually get the result, 1:14:07 you'll be good, you'll be able to take 1:14:08 care of your people, all that jazz." 1:14:10 And they go, "Yes." 1:14:12 What was their original objection? It's 1:14:13 too risky. What's their new objection? A 1:14:16 lack of certainty. Well, guess what? I 1:14:18 have a thousand [ __ ] certainty 1:14:19 reframes lined up in the back, so I'm 1:14:20 going to beat them every single time 1:14:21 now. 1:14:22 Versus if I tried handling the risk 1:14:24 objection, I am now in their world. 1:14:27 And so it makes it a lot harder for me. 1:14:29 The reason this is so powerful is 1:14:30 because if somebody had absolute 1:14:32 certainty in something, they would buy 1:14:34 it. 1:14:35 Like there's no other option. If you had 1:14:36 absolute certainty in something, you 1:14:38 would buy it. So any objection they give 1:14:40 to some degree is attributed to a lack 1:14:42 of certainty. Another example, this 1:14:43 isn't the one I use, but this is like 1:14:44 Matt Ryder, our CEO, and Yash, my 1:14:46 business partner, they both use this 1:14:47 one, is perspective. Yeah, that makes 1:14:49 sense, man, because like we all make 1:14:50 decisions based on our perspective, 1:14:51 right? Nobody can disagree with this. 1:14:53 You always make decisions based on your 1:14:55 perspective. Now, the reframes I come 1:14:57 after that is getting them to see that 1:14:58 the current way they're making decisions 1:15:00 is what led them to their current 1:15:01 situation. And so in order to change the 1:15:03 results they get, they need to change 1:15:04 the way that they make decisions. Which 1:15:06 again, cannot be disagreed with. And as 1:15:07 soon as they agree to your agreeance 1:15:09 statement, which they will, cuz that's 1:15:10 what it's called a [ __ ] agreeance 1:15:11 statement, then you go into your four 1:15:13 frames. Now, if it's perspective, these 1:15:15 are the four perspective frames. Island, 1:15:17 what's riskier, fat person, $4,000. Now 1:15:19 for me, I use certainty, so those are 1:15:21 the ones I'm going to cover right now. I 1:15:22 don't have time to go through all of 1:15:23 them, cuz that alone would take like an 1:15:24 hour, but I'll walk you guys through one 1:15:26 so you see how it actually works and how 1:15:27 to implement it. Let's say I'm selling a 1:15:29 biz op and the person goes, "Oh, well 1:15:31 man, it's just way too risky." Well, 1:15:33 that makes sense, man, because like 1:15:34 ultimately what you're seeking is like 1:15:35 certainty, right? Like you'll actually 1:15:37 get the result, like you'll be good, 1:15:38 you'll be able to take care of your 1:15:39 people, your family, all that jazz. Is 1:15:41 that right? They're like, "Well yeah, 1:15:42 yeah, of course, right?" I'm like, 1:15:44 "Well, the interesting thing about 1:15:45 certainty, right, is that like everybody 1:15:47 wants it, but nobody can have it. 1:15:49 Cuz there are no guarantees in life 1:15:51 except for death and taxes. It's kind of 1:15:52 like this. If I have a McDonald's 1:15:54 worker, right, who they make two grand a 1:15:57 month every single month, it's deposited 1:15:59 in their bank account, no delays, no 1:16:01 nothing, they just got to go to work, do 1:16:02 the same thing every single day. 1:16:04 Do you think that's somebody who's after 1:16:05 uncertainty and adventure and happiness 1:16:07 or somebody who's just 1:16:09 after certainty and safety and security? 1:16:11 They're like, "Oh, well obviously 1:16:12 somebody who's after safety, right?" And 1:16:13 on the other end, if I have somebody 1:16:15 who's an entrepreneur, they do what the 1:16:17 0.1% of people do, they take massive 1:16:19 risk, they get the payoff because of it. 1:16:21 Do you think that's somebody who's after 1:16:23 certainty and safety and security or 1:16:24 maybe a little adventure? 1:16:26 And actually being like, "I want to take 1:16:27 a shot on myself." 1:16:29 They're always going to be like, "Oh, 1:16:29 well obviously they're the one who's 1:16:30 after adventure and uncertainty." Yeah, 1:16:32 because can you see how, man, like you 1:16:34 making your decisions based off seeking 1:16:36 certainty 1:16:37 could have been what put you in this 1:16:38 position where you've been working this 1:16:39 job for the past 7 years, not actually 1:16:41 enjoying it? 1:16:42 Oh, I mean yeah, I guess I can see that. 1:16:44 So in your eyes, like 1:16:45 what do you think happens 1:16:47 if you keep using that same way of 1:16:49 making decisions of seeking certainty in 1:16:50 things before doing them for the next 2 1:16:52 days, 2 weeks, 2 months, even 2 years, 1:16:55 man? 1:16:56 Oh, well I mean my life would be 1:16:58 terrible, like I wouldn't feel like I 1:16:59 was growing at all, like I wouldn't be 1:17:00 able to actually achieve that freedom 1:17:02 and take my family on the vacations. 1:17:04 Okay, and is that something you're 1:17:05 willing to like like like settle for? 1:17:07 Oh, well no, obviously not. Okay, so 1:17:10 what decision do you feel like you need 1:17:11 to make, man, out of uncertainty 1:17:13 to put you in the best possible 1:17:14 positions when your head hits that 1:17:16 pillow tonight, you know you did 1:17:17 everything in your power to get to that 1:17:20 50k a month goal so you can travel and 1:17:22 have that freedom with your family? Now 1:17:23 here, they can either go, "Oh, well I 1:17:25 need to buy I need to do it." And great, 1:17:26 now you made the sale. Or they go, 1:17:29 "Yeah, man, you're right, it it's it's 1:17:30 just that 1:17:32 more fear, and then I go into my second 1:17:34 reframe, right? Which again, these are 1:17:35 the perspective ones. If you're using 1:17:36 certainty, you're still going to go into 1:17:38 what's riskier, but then the other ones 1:17:39 are different. Again, if you want to see 1:17:40 the certainty ones, go to the group in 1:17:41 the description. It's completely free. 1:17:42 Notice that I literally just follow the 1:17:44 structure, frame, there are two kinds of 1:17:46 people, McDonald's worker, entrepreneur, 1:17:49 pushback, can you see how that way of 1:17:51 thinking put you in this position, 1:17:53 consequence, what happens if you keep 1:17:54 using that way of thinking, CTA, what 1:17:57 decision do you feel like you need to 1:17:57 make to do blah blah blah, and then 1:17:59 they're like, "Oh, well I need to do 1:18:00 it." It is the exact same structure. And 1:18:01 then after that, if you do the four 1:18:03 frames and they still have not bought, 1:18:05 you do an apology and you leave the 1:18:07 call. 1:18:08 And this has confused a lot of people, 1:18:09 but the reason why is because 1:18:11 if you don't reframe them after four 1:18:12 reframes, chances are if you don't close 1:18:14 them, you're going to have to be there 1:18:15 for another hour, and that's just to be 1:18:16 able to get a little payment plan. 1:18:18 Versus if you're a top performing sales 1:18:20 rep, in that extra hour, you could have 1:18:22 gone to the dialer, started making 1:18:23 outbound dials until you found a 1:18:25 prospect who was a lot more probably a 1:18:27 lot more financially qualified and then 1:18:28 potentially gone to piff off of it 1:18:30 without having to scrape, claw, and 1:18:32 [ __ ] tooth to get a thousand dollars. 1:18:34 And so this is a lot more productive of 1:18:36 a thing to do. And so again, after the 1:18:37 four frames, 1:18:39 pipeline the person, apologize, you just 1:18:41 go, "You know what, man, 1:18:43 I'm I'm really sorry. Today I failed you 1:18:45 because I know that it would have been 1:18:46 the best thing for you for you to do 1:18:47 this, but I wasn't able to get you to 1:18:49 overcome that fear, and I know you're 1:18:50 going to suffer because of it. And so I 1:18:52 genuinely I I want to apologize for 1:18:53 that, and in the future I hope I can 1:18:54 help you as well." That way you leave 1:18:56 the door open and you're leaving it on a 1:18:57 good note, because the last thing that 1:18:59 happens is the thing that they're going 1:19:00 to remember the most, and then 1:19:01 potentially in the future you can get 1:19:02 them, but even if not, get back on the 1:19:04 [ __ ] dialer, make more calls, and 1:19:06 hopefully you'll make another sale. 1:19:07 After apology, you just end the call, 1:19:09 and that's the end. So just to summarize 1:19:11 objections before we go into the next 1:19:12 part, going back to the very beginning, 1:19:14 we start with money logistical, then if 1:19:17 they give us another logistical 1:19:18 objection, time or partner, we go go it, 1:19:20 we handle all the logistics, then 1:19:22 they're either going to have bought or 1:19:23 given us a fear objection, we go into an 1:19:25 agreement statement to get on the same 1:19:27 side of the table, get them to agree to 1:19:29 a concept that we can mutually agree on 1:19:30 that I have a lot of reframes lined up 1:19:32 to handle, and then we go into our four 1:19:34 frames. These are going to be different 1:19:36 depending on obviously if you're doing 1:19:37 certainty or perspective or maybe some 1:19:38 other one you came up with. 1:19:40 Then, if you close them, perfect. If you 1:19:41 don't, apologize 1:19:44 and the call. Now, let's get into 1:19:46 section four. Now, section four is all 1:19:47 about identity, and this is so important 1:19:50 because this is the foundation and 1:19:52 deepest level of manipulation. Sigmund 1:19:54 Freud, even the most famous psychologist 1:19:56 of all time, also a pedophile, he had 1:19:58 this quote and it was 1:19:59 "The strongest power in the human 1:20:02 conscious is acting in accordance with 1:20:04 who we believe we are." For example, if 1:20:06 you take somebody who thinks they are 1:20:08 the most honest person in the world, "I 1:20:10 never do anything wrong. Everything I do 1:20:11 is perfect." Is that person going to go 1:20:13 tomorrow and take a 12-gauge shotgun and 1:20:15 shoot somebody in the head? No, cuz it's 1:20:17 not who they believe they are. They 1:20:18 think they're the most honest person in 1:20:19 the world. If I have somebody who thinks 1:20:22 they're the most dishonest person in the 1:20:23 world, "I don't help anybody ever. I 1:20:25 just hurt people. That's all I do. I'm a 1:20:27 terrible person." Is that person going 1:20:29 to go help a grandma walk across the 1:20:30 street tomorrow? No, probably not. Not 1:20:32 very likely cuz it's not who they think 1:20:33 they are. But, the exact same way, if 1:20:35 one of those two people fell into a 1:20:36 [ __ ] coma and somehow woke up and 1:20:37 genuinely inside of them believed, "I am 1:20:41 the other person." So, the honest person 1:20:43 believes, "I'm the most dishonest person 1:20:44 in the world." That person isn't going 1:20:45 to be helping grandmas cross the street 1:20:47 either because it's who they believe 1:20:48 they are at a foundational level in 1:20:50 their mind. And so, the most powerful 1:20:52 thing you can do 1:20:53 is change who somebody believes they are 1:20:56 on a call. One thing that so many sales 1:20:57 trainers get completely wrong and it 1:20:59 pisses me the [ __ ] off is they talk 1:21:01 about pre-handling as being the key. 1:21:04 "Oh, you have to ask this question to 1:21:05 pre-handle this objection." No matter 1:21:07 what, if somebody is spending $30,000 at 1:21:09 the end of a call or $50,000 at the end 1:21:11 of the call, 1:21:12 they're going to have fear. Like, yeah, 1:21:14 you can try and pre-handle money, 1:21:15 whatever it is. They're going to have 1:21:17 some fear though, and so they're still 1:21:17 going to have hesitation. You're going 1:21:18 to have to overcome the objections 1:21:19 anyways. The key though is what's a lot 1:21:21 more powerful than trying to pre-handle 1:21:23 a person's objections is to change who 1:21:25 they are as a person to where they would 1:21:27 never have objections to begin with. And 1:21:28 that's why you have to change their 1:21:30 identity. Now, there are two variations 1:21:32 of using identity. I'm going to walk you 1:21:33 guys through both of them right now. 1:21:35 Number one, 1:21:37 you have 1:21:38 present / past. 1:21:42 And number two, you have 1:21:45 future. And this is where you're using a 1:21:46 lot more leverage. So, let me explain 1:21:47 how to use both of them. Number one, 1:21:49 present and past. This is very similar 1:21:51 to what we were talking about earlier 1:21:52 about getting a person alpha personality 1:21:54 into the middle of beta personality into 1:21:56 the middle, except at a much deeper 1:21:57 level. There are a couple of main 1:21:59 identities you want to put onto somebody 1:22:01 and make them believe that they are. 1:22:02 Number one is 1:22:04 intelligent. 1:22:07 Number two 1:22:09 is bold. 1:22:12 I'm not writing the whole thing. Number 1:22:13 three is courageous. Now, bold and 1:22:16 courageous is very self-explanatory. 1:22:18 Sometimes I'll get people who ask me, 1:22:20 "Well, Andres, why do I want to make 1:22:21 them feel intelligent? Doesn't that make 1:22:22 them think that they're too smart?" It's 1:22:24 actually the opposite. It's the exact 1:22:25 same as with the beta concept where if 1:22:27 somebody believes, "I'm a [ __ ] idiot. 1:22:29 I'm useless. I might as well shoot 1:22:31 myself." That's not a person who's going 1:22:33 to trust themselves to buy it because 1:22:34 they could think that what you're 1:22:35 selling is the best possible thing in 1:22:37 the entire world. They could think it's 1:22:38 the most helpful thing, 1:22:39 but they don't even trust themselves to 1:22:41 know what a good decision it is. So, how 1:22:42 are they going to have enough trust to 1:22:43 buy something, much less spend $10,000? 1:22:45 And so, instead, I want them to feel 1:22:47 like they are intelligent 1:22:50 and intelligent for buying. 1:22:51 That's why I'm building the gap and 1:22:52 doing everything. I want them to feel 1:22:53 like the intelligent thing to do is to 1:22:55 buy and trust that they are smart enough 1:22:56 to make that decision. And then, bold 1:22:57 and courageous is obviously because I 1:22:59 want them to feel courage if I want them 1:23:01 to spend 10, 20, $30,000. So, that's 1:23:03 pretty self-explanatory. Now, there are 1:23:05 two main ways to get people to buy into 1:23:07 these, right? Number one is going to be 1:23:10 very casual. Number two is more 1:23:13 pre-planned. I'll show you guys how to 1:23:14 do that as well. I'll just write P. Now, 1:23:16 the casual ones is this is where you got 1:23:18 to be very smart about it and you got to 1:23:19 be present in the conversation with the 1:23:21 prospect. What I mean by present is a 1:23:23 lot of people, they memorize their 1:23:25 script, they kind of know it, but 1:23:27 they're still having to think in the 1:23:28 call about what their next question is 1:23:29 going to be, and so they're never able 1:23:30 to fully focus. If you internalize a 1:23:32 script, and what I mean by internalize 1:23:34 is if I tell you right now, "What is the 1:23:35 third question in logical certainty? 1:23:37 What caused you to do XYZ?" I know that 1:23:38 immediately. It's [ __ ] burned into my 1:23:40 mind. If you had to think for even half 1:23:42 a second, it's not internalized at all. 1:23:44 And so, you need to get it to a point 1:23:45 where you don't have to think by your 1:23:46 script ever because then you're fully 1:23:47 able to focus on who? On the prospect. 1:23:51 And so, for example, the way that you do 1:23:52 this casually is that if somebody on a 1:23:54 sales call, they're like, "Oh, well, 1:23:56 I've seen other people trying to use 1:23:57 marketing and ads and stuff and it 1:23:59 seemed to work well for them, so I'll 1:24:00 give it a shot, too." Oh, that's really 1:24:02 smart of you. You see what I just did? I 1:24:03 seeded in that's very smart of you. What 1:24:05 is that? Intelligence. So, I'm just 1:24:06 seeding this in. This all goes into 1:24:08 their subconscious mind. This isn't a 1:24:09 conscious thing of them thinking, "Holy 1:24:11 [ __ ] I'm smart." No, it's a 1:24:12 subconscious thing, right? Another 1:24:13 example, they say, "Oh, well, man, I 1:24:15 quit my 9-to-5 job and so I really need 1:24:17 to make a business work. I need to find 1:24:18 a way to make money." Oh, that's really 1:24:19 courageous of you. Again, it's very 1:24:20 subtle, and I go right into my next 1:24:22 question. "Oh, that's really courageous 1:24:23 of you." And and but by the way, when 1:24:24 you when you said XYZ, and I just go 1:24:26 right into my question. Literally the 1:24:27 exact same thing. It is that simple. And 1:24:29 so, all I'm doing is I'm reinforcing 1:24:31 these three main identities. Now, to be 1:24:33 clear, there are a lot of ones that you 1:24:35 can add on top of this. These are just 1:24:37 the three that will apply to any offer, 1:24:39 any situation. Some other ones that you 1:24:41 can add is you could add, for example, 1:24:42 if they are a father, then you need to 1:24:44 use their family as leverage, which is 1:24:45 always a great idea. That sounds [ __ ] 1:24:47 up, but it's not cuz you're helping them 1:24:48 and their family at the same time. It's 1:24:49 the reality of the situation, right? If 1:24:51 I want to use their family as leverage, 1:24:52 then I can go, "Oh, that that I I can 1:24:54 tell you're a great father." 1:24:55 Right? And again, it's very very casual. 1:24:56 It's seeded into the conversation, and 1:24:58 then at the end when I pitch them, if 1:24:59 they think that buying is going to help 1:25:01 them make more money and therefore help 1:25:02 their kids, they're more likely to do it 1:25:04 because you reinforced identity of being 1:25:05 a good father. Another example, you 1:25:07 could do it for an employer, right? For 1:25:10 example, somebody's running a business, 1:25:12 I think I gave this example earlier, 1:25:13 somebody's running a business, they want 1:25:14 to take care of their employees and 1:25:15 they're like, "Oh, well, man, I really 1:25:16 want to be able to pay them more." I can 1:25:18 tell you're a good employer, man. 1:25:19 Phenomenal. Fantastic. Right? Again, I'm 1:25:21 reinforcing that identity. So, if at the 1:25:23 end of the call they think by buying 1:25:25 this it's going to allow them to make 1:25:27 more money for the business, pay their 1:25:28 employees more, 1:25:29 now they're going to do it because you 1:25:30 reinforced identity of being a good 1:25:31 father. Now, let's move on to So, this 1:25:33 is where it gets really interesting cuz 1:25:34 this is where you can start using word 1:25:36 tracks that are extremely good. I just 1:25:38 wrote this for you guys again. This is 1:25:39 the simplest word track. I use this 1:25:41 almost every call. It is phenomenal. 1:25:42 "Kudos to you for being XYZ kind of 1:25:44 person. Most people are the opposite, so 1:25:48 kudos to you for being Y." Somebody 1:25:50 says, "Oh, well, I quit my job, man, 1:25:52 because I really want to make this 1:25:53 business work, etc." Well, kudos to you, 1:25:55 man, for being really courageous cuz a 1:25:57 lot of people, 1:25:58 you'll know what I mean, they're really 1:25:59 hard-headed and they're just like, "I 1:26:01 hate this job. It's the worst thing I've 1:26:02 ever happened, but I'm going to do it 1:26:03 for another 20 years and hope it gets 1:26:04 better." And obviously, it never does. 1:26:06 So, kudos to you for like actually being 1:26:07 courageous. It sh- it shows you can. 1:26:09 That's a very powerful way to reinforce 1:26:11 that identity of being courageous, 1:26:14 right? Now, they're going to want to 1:26:14 stick to that. So, I'd recommend if 1:26:15 you're at this level in sales, start 1:26:17 writing out what are a couple of these 1:26:19 that apply to your offer. If you're a 1:26:20 little bit more advanced, you know that 1:26:21 every single offer has a couple of 1:26:23 avatars you're going to see every single 1:26:24 time. I'll list some randomly. If I'm 1:26:26 selling a crypto offer, teaching people 1:26:28 how to get better at crypto, well, what 1:26:30 are going to be my main avatars? I'm 1:26:31 going to have the guy who's already 1:26:32 trading crypto, wants to get better at 1:26:33 it. I'm going to have an investor who 1:26:35 has other investments, but nothing in 1:26:37 crypto, wants to diversify. I'm going to 1:26:38 have a student who doesn't have any job, 1:26:40 doesn't have any money. I'm going to 1:26:42 have somebody who's working a 9-to-5 1:26:43 job, and I'm going to have somebody 1:26:44 who's unemployed. Those are going to be 1:26:45 my main avatars. And so, if I know that 1:26:46 those are my main ones, then I can build 1:26:49 something like this for each of those 1:26:50 five avatars to use towards the 1:26:51 beginning of the call. Again, I want to 1:26:52 create a repeatable system, and that's 1:26:54 the easiest way to do it. So, that's how 1:26:55 you reinforce identities for past and 1:26:57 present, meaning things that are now or 1:26:59 things that have happened in the past 1:27:00 and labeling them with an identity and 1:27:02 basis of that. Now, number two, we have 1:27:04 future. And this is where, in some 1:27:07 people's eyes, it can get extremely 1:27:08 manipulative, but it's also the most 1:27:10 powerful. And so, this is where you have 1:27:11 to use your good judgment as a human 1:27:13 being and do the right thing for the 1:27:14 person. This will mainly apply 1:27:17 to the future pace in the consequence 1:27:20 sections of emotional certainty, if you 1:27:21 remember. This is where it's going to 1:27:23 mainly apply to. Let's say I ask 1:27:24 somebody, "And what if you don't, man? 1:27:26 What happens if you continue on the same 1:27:28 trajectory, gaining this weight, losing 1:27:31 your energy, not able to play sports 1:27:33 with your kids for the next 2 days, 2 1:27:34 weeks, 2 months, 1:27:36 even 2 years, man? Like, what would 1:27:37 happen at that point?" They say, "Oh, 1:27:39 well, man, I wouldn't be able to like 1:27:41 spend as much time with my son." "And 1:27:43 what would happen then?" "Oh, well, I 1:27:44 feel like our relationship wouldn't be 1:27:45 as strong anymore." 1:27:47 This is where you can add the identity 1:27:48 piece. 1:27:49 A- and I want to be clear on it. I'm not 1:27:51 saying this is you, right? Because like 1:27:52 I want the best for you. 1:27:54 Who do you think that could even make 1:27:56 you as a father? 1:27:57 Like, knowing there's something you 1:27:59 could have done about it, but looking 1:28:00 back 5 years from now and being like, "I 1:28:01 didn't do anything and because of that 1:28:02 our relationship suffered." Now, he's 1:28:04 going to say, "Oh, well, I'd be a worse 1:28:06 father." 1:28:08 That's more important to him. That's 1:28:10 more dangerous and risky to him 1:28:12 than losing five grand. And so, he's 1:28:14 going to buy every single time. You can 1:28:15 also see why it's so manipulative and 1:28:17 dangerous though. Another example, if 1:28:19 I'm selling a biz op and I'm like, "And 1:28:21 what if you don't, man? Like, what 1:28:22 happens if you continue on the same 1:28:24 trajectory where you're working this job 1:28:26 you don't really enjoy and you feel like 1:28:28 you don't have any passion and like 1:28:29 purpose in life for the next 2 days, 2 1:28:31 weeks, 2 months, even 2 years, man?" 1:28:34 Like, what do you think happens then? 1:28:36 And they're like, "Oh, man, I mean, I'd 1:28:37 feel like I'm I'm trapped. Like, I'm I'm 1:28:39 in a cage. I'm in a box. I don't really 1:28:40 have any freedom and like at the end of 1:28:42 my life I feel like I I did nothing." A- 1:28:44 and again, I I don't want to say this is 1:28:45 you. 1:28:46 Again, whenever you say, "I don't want 1:28:47 to say this is you," what does it imply? 1:28:49 Well, this kind of is you, right? I 1:28:51 don't want to say this is you, 1:28:53 right? 1:28:54 Because I want the best for you, but who 1:28:56 do you think that would make you as a 1:28:57 person? 1:28:59 Like, if you knew you had the 1:29:00 opportunity 5 years from now looking 1:29:01 back, "I could have changed that. I 1:29:03 could have made something. I could have 1:29:04 made money, 1:29:06 but I chose not to. 1:29:08 And now I'm living this life of 1:29:10 unfulfillment, trapped in a cage because 1:29:11 of it." 1:29:12 Who do you think that would make you as 1:29:13 a person? 1:29:14 Oh, well, man, it like a really lazy 1:29:16 person, like not really worth anything. 1:29:18 Again, them being a lazy person not 1:29:20 worth anything is a lot more risky and a 1:29:23 lot more dangerous 1:29:25 than wasting five grand. 1:29:27 So, they're going to act because of 1:29:28 that. So, once again, this is covering 1:29:31 the 1:29:32 future negative side. 1:29:35 So, it's covering the negative side, 1:29:38 which is a consequence. You can also do 1:29:40 the same to reinforce a positive side in 1:29:43 the future. Going back to the script, 1:29:45 I'll give you another example. Let's say 1:29:46 there was a way of possibly helping you 1:29:48 like really losing those 50 lb so you 1:29:51 could have more energy and everything 1:29:52 else. What would 1:29:54 it is like tangibly be different for you 1:29:56 like like at that point? Oh, well, I 1:29:58 mean, I could take my family on like way 1:29:59 more vacations. Oh, where would you go 1:30:01 on vacation on? Oh, well, I want to go 1:30:02 to Cancun. Where would you stay at? All 1:30:04 the normal stuff for future pacing, 1:30:06 right? And then you could ask them 1:30:07 something like and who do you feel like 1:30:09 that would make you as a person? Like 1:30:11 being the guy who actually took the 1:30:13 opportunity, gave it a shot, bet on 1:30:14 himself. 1:30:15 And is now able to provide for the 1:30:17 family because of that. 1:30:19 Oh, well, I would be a good role model. 1:30:20 Oh, I'd be a good provider. I'd be a 1:30:21 good father. Again, what am I doing? I'm 1:30:24 attaching an identity 1:30:26 to this outcome. Because then they value 1:30:29 it a lot more and it's like I have to be 1:30:30 that person. They have to live up to it 1:30:32 because I've given it to them now and 1:30:33 it's a positive label. I have to live up 1:30:35 to it. 1:30:36 And if they feel like in the pitch 1:30:37 buying helps them live up to that 1:30:38 identity and label, they're going to do 1:30:40 it every single time. So, again, what I 1:30:42 recommend is 1:30:44 figure out what avatars are you 1:30:46 typically selling on your offer. Once 1:30:48 you're able to write that out, then you 1:30:49 can start putting together some common 1:30:51 ones you would use in the past and 1:30:53 present and even in the future. 1:30:55 Because then you're going to start 1:30:56 noticing patterns of great, I can use 1:30:58 this same one on the majority of my 1:30:59 calls. And that makes you a lot more 1:31:01 effective because now instead of 1:31:02 guessing on the calls, it becomes once 1:31:04 again a system. When you have a system, 1:31:06 you have a framework, you have your 1:31:07 process, that's when you can compound. 1:31:10 And that's when you get 10% better every 1:31:11 single month, which compounds over a 1:31:12 year low over 300% and that's when you 1:31:16 get closer to mastery. A lot of the 1:31:17 things that I've covered have been 1:31:18 things that you can learn in theory, 1:31:20 right? But it's a different thing to see 1:31:22 it in practice, see how to actually 1:31:23 apply it and then also break it down at 1:31:25 the same time. So, what we're going to 1:31:26 do in section five now is we're going to 1:31:28 do a call review of one of Yash, my 1:31:30 business partner's calls, that way you 1:31:32 guys can also see a slightly different 1:31:33 style of using the exact same approach 1:31:36 and I can break it down at the same time 1:31:37 that he's doing it so you guys can see 1:31:38 everything that he's doing. And keep in 1:31:39 mind, this recording isn't just any 1:31:42 random recording. This is a recording 1:31:43 from back when he was making $120,000 1:31:46 in straight commissions when he was 18 1:31:48 years old. So, pay attention and rewind 1:31:50 wherever you need to. Let's get into it. 1:31:52 And by the way, I don't know how many 1:31:52 more times I can say this, this entire 1:31:55 recording and a bunch more are all 1:31:57 inside that group that's in the 1:31:58 description. Again, completely free. So, 1:32:01 go join it. But let's get into it. 1:32:26 Notice right there, that's a mirror 1:32:27 question. The guy isn't giving him an 1:32:28 answer, he's giving ego. And so, now he 1:32:29 has to mirror question to get the 1:32:31 answer. Never move on without getting 1:32:33 the answer because all you're teaching 1:32:35 the prospect subconsciously 1:32:37 is this guy's low status. I don't need 1:32:39 to answer his [ __ ] questions. I'm the 1:32:41 one on top. I'm higher status. So, you 1:32:42 always have to mirror and get the answer 1:32:44 you're looking for. By the way, this is 1:32:45 on 1.5x speed just so we can get through 1:32:47 it quicker and I can do better review. 1:32:49 So, just pay attention to that. Usually 1:32:50 going to be a little bit slower than 1:32:51 this. 1:33:14 Now, we're in logical certainty. 1:33:36 How long have you been in that process 1:33:37 as far as the way you make those calls, 1:33:38 right? The way you just go through that 1:33:39 conversation and how long have you been 1:33:39 in that process? So, just pay attention 1:33:41 to that. Usually going to be a little 1:33:42 bit slower than this. 1:34:06 I mean, it sounds like things you want 1:34:07 to learn right there. The process, you 1:34:08 like it, it's straightforward. 1:34:11 What is it in particular about like 1:34:12 maybe the current structure you have or 1:34:13 like the results right you're getting 1:34:14 within the past month that you want to 1:34:15 change if you could? Well, like I said, 1:34:16 I'm transitioning from face-to-face 1:34:18 sales or in-home sales to I would like 1:34:19 to do more telesales telesales aspect of 1:34:21 it. It's a little bit more of a 1:34:21 different animal because you're trying 1:34:22 to get people's personal information and 1:34:23 their medical history and all of that 1:34:24 stuff. And so, overcoming those 1:34:25 objections and really having the the 1:34:27 questions to ask and building the 1:34:28 rapport with them is a different animal 1:34:29 over the phone than it is in person, 1:34:30 right? 1:34:39 Now, just to be clear, again, stop 1:34:41 thinking in terms of just words, start 1:34:43 thinking in terms of principles. So, for 1:34:45 example, right here, you're like, "Oh, 1:34:46 why should we bring up numbers? That 1:34:47 wasn't on the script." Well, what is an 1:34:48 impact? If the impact, watch this. If 1:34:50 you if you find out the problem is they 1:34:52 feel like their questions aren't good 1:34:53 enough, for example. What does that 1:34:54 cause? What's the impact of that? Well, 1:34:56 they're not making as much money. So, if 1:34:57 you could quantify how much money 1:34:58 they're losing out on because their 1:34:59 question isn't good or their approach 1:35:01 isn't good, is that an impact of them 1:35:03 not having the sales skills? Absolutely. 1:35:05 And so, that is an impact in itself, 1:35:06 just a different way of going about it. 1:35:08 So, understand what Yash is doing right 1:35:09 here from a principal standpoint. 1:35:48 Pause again. This is much more advanced 1:35:49 so I'm not going to get too much into 1:35:50 the nuance. He asked the tonality 1:35:51 question or the guy said, "Oh, well, 1:35:52 tonality it feels like what I needed to 1:35:54 work on." And because you can tell he's 1:35:55 a little bit resistant though because 1:35:57 he's like, "Oh, well, I mean, I'm just 1:35:58 trying to master the company script." 1:35:59 which obviously isn't something that 1:36:00 Yash can sell him, getting better at his 1:36:02 own company script. And so, Yash pivots 1:36:04 a little bit since he notices the 1:36:05 resistance into something that he cannot 1:36:07 be bullshitted out of. So, if he asks, 1:36:09 "Well, what's the most common objection 1:36:10 you get?" The guy now has to say, "Oh, 1:36:11 well, I get this objection very often." 1:36:13 And that in it of itself is a problem. 1:36:17 So, do you think like having the current 1:36:18 script you have now affected that? 1:36:24 Okay, give me an example 1:36:32 Once again, this perception theory. It's 1:36:34 not enough that a guy subconsciously in 1:36:35 his mind knows he has a problem. Yash 1:36:38 wants him to say it out loud because 1:36:39 when you say it, because of perception 1:36:40 theory, it makes it a lot more real and 1:36:42 it brings it to the surface to pay it. 1:36:44 And as soon as that pain comes forward, 1:36:45 now he's no longer on this call just 1:36:46 have a conversation, he's on the call to 1:36:48 solve a problem. So, he becomes a lot 1:36:49 more open, he feels a lot more pain, and 1:36:51 so obviously he's a lot more likely to 1:36:52 buy. 1:36:55 Oh, probably 1,000, I would say. So, 1:36:57 what do you think it makes you sound 1:36:58 like? You have the same script like like 1:36:59 everybody else. 1:37:00 Right, do you think that maybe the 1:37:01 reason why they're giving you those 1:37:01 objections right away when they say 1:37:02 they're not interested? I'm sure that if 1:37:03 we're not the only ones that have a 1:37:04 similar script in the industry, there's 1:37:05 probably other people that have 1:37:06 contacted them and said the same thing. 1:37:07 And as soon as they hear that, that's 1:37:08 sorry, I'm not interested, thanks. So, 1:37:09 how many sales are the 95 people that 1:37:10 didn't buy? How many sales do you think 1:37:11 like could have been made though if you 1:37:12 knew how to reduce that resistance and 1:37:13 not sound like a real estate agent? I 1:37:14 mean, at least at least double like Let 1:37:16 me find my Let me find my call log and 1:37:17 stuff like that so I can kind of get a 1:37:18 better understanding. Yeah, it's 1:37:18 interesting because I've tried I'm 1:37:20 trying to find a balance of setting an 1:37:21 appointment to talk to them at a later 1:37:22 date because they're you know, we're 1:37:22 catching them off guard and stuff like 1:37:23 that. And so, a lot of it's lost in 1:37:25 translation between setting the 1:37:26 appointment and then you know, basically 1:37:27 them avoiding the call after that. And 1:37:28 so, as far as like there's not even 1:37:29 really a verbal subjection, it's really 1:37:31 just a a wall that's put up after the 1:37:32 after the appointment's already made. 1:37:33 Yeah. So, how many how many out of the 1:37:34 95 people how many do you think like 1:37:35 These are people that could have 1:37:36 converted but I just Probably three 1:37:37 times as many, about 15 to 20. 1:37:40 And what do you make per sale right now 1:37:41 on average? Why is he doing this? Think 1:37:42 about it this way. There's two types of 1:37:43 pain. There's a pain of I have this 1:37:45 problem and it's so bad it hurts. And 1:37:47 then there's a pain that is missing 1:37:49 opportunity. For example, if you're 1:37:51 selling way more successful people, 1:37:52 people who have already accomplished a 1:37:53 lot in their life, you're not going to 1:37:54 sell them based on, "Oh, you're living 1:37:56 paycheck to paycheck. You can't afford 1:37:57 your bills. Your life is terrible." 1:37:59 You're going to sell them in basis of 1:38:00 you could be this person. You could be 1:38:02 this guy who has this legacy and 1:38:04 everything else, the children, the best 1:38:06 role model, but you're not yet. And so, 1:38:09 that's why they're going to buy it to 1:38:10 become that kind of person. So, there's 1:38:11 two kinds of pain. There's a pain of not 1:38:13 having and there's a pain of having 1:38:14 something that's [ __ ] And so, since 1:38:15 Yash right now can tell that this guy 1:38:17 isn't just a complete beginner in terms 1:38:19 of he's not making $0 and struggling 1:38:21 with bills, he's just looking to go from 1:38:23 good to great, then Yash is going to 1:38:24 build a lot more of the gap in terms of 1:38:25 what he could have that he doesn't have. 1:38:27 And that's why he's breaking down the 1:38:28 opportunity cost. What percentage could 1:38:30 you have closed if you had the skills? I 1:38:32 could have closed X plus Y percentage. 1:38:34 Great. So, on the other hand, that's 1:38:35 what he lost out on, right? And that's 1:38:36 the pain. 1:38:39 Uh $800 to $1,000. Okay, so you got to 1:38:40 get 15 to 20 grand a month and you could 1:38:41 have been in commissions if most people 1:38:43 were open and if you could reduce Right, 1:38:44 correct. So, if you were to let's say 1:38:45 learn the right skills where you knew 1:38:46 how to reduce that resistance, like what 1:38:47 what kind of commissions you want to get 1:38:48 a month? And I know for a fact that 1:38:50 you're first up. So, how far are you 1:38:50 from that right now? 1:38:51 How far would you say it is so I 1:38:52 understand the amount of sales you'd 1:38:53 Well, what am I like five grand right 1:38:55 now? So, I guess 45k away. 45k, okay. 1:38:57 And so, in HVAC man, cuz I know you said 1:38:58 that's what you did before, like how 1:38:59 does it compare to HVAC? What were you 1:39:00 making if you're in HVAC? I was making 1:39:01 about 20 to 25. Okay, so this is a big 1:39:02 jump for you even from HVAC. Tell me 1:39:03 this, did you get a chance to go through 1:39:04 Rainey's interview that Yash sent you 1:39:05 beforehand or Uh yes, yeah, I did. You 1:39:07 went through Rainey's interview because 1:39:08 he sells final expense life insurance. 1:39:08 So, how was that going through that 1:39:10 interview? What did you take away from 1:39:10 No, it I raw that showed some of the 1:39:12 possibilities of what you guys had to 1:39:13 offer. Yeah. What did you take away from 1:39:14 this process? When you look at yourself, 1:39:15 right? The 20 grand you push yourself 1:39:16 and you compare to his process. How do 1:39:17 you go from 5 to 50 within 6 months? 1:39:18 Like, what did you take away compared to 1:39:19 yours? There was clearly less resistance 1:39:21 than what I'm getting now. He's not 1:39:22 approaching it from a He's not getting 1:39:23 the typical response that every other 1:39:24 insurance salesman is getting. Yeah. And 1:39:26 and I think that has to do with the 1:39:27 level of questions that he's asking and 1:39:28 the tonality and the way that he's 1:39:29 asking it. Okay. And so, just so I see 1:39:30 the rational man, but besides wanting to 1:39:31 get that tonality, right? You have the 1:39:32 tonality alongside the structure, right? 1:39:33 What's the main reason you're looking 1:39:34 for more of that advanced training? So, 1:39:35 I'm like, rather than just like making 1:39:36 more dials. Like, why get more skills 1:39:38 rather than strengthen the people you 1:39:39 speak with? Well, first of all, more 1:39:40 dials cost more money. So, I'll get you 1:39:42 paying for your leads. Yeah, you're 1:39:43 paying for the leads, so there's that 1:39:44 element of it. Um no problem making more 1:39:46 dials, but if you can have a higher 1:39:46 conversion rate, really the numbers make 1:39:48 sense. Okay, so efficiency. Efficiency, 1:39:49 you're right. And before you say that, 1:39:50 you're 1 month into your race of By the 1:39:51 way, this is a lot more nuanced again. 1:39:53 Labels are extremely important because 1:39:55 it makes it a lot easier to ask sharper 1:39:56 questions in the future. For example, if 1:39:58 you were to ask an impact question off 1:40:00 that and you tried going, "Oh, well, you 1:40:03 feel like you can't make more dials 1:40:05 because your conversion rate isn't as 1:40:06 high." How does that have an impact? 1:40:08 That's a very soft question. You're not 1:40:09 going to get a good answer. But if you 1:40:10 ask, "You feel like you don't have that 1:40:12 efficiency 1:40:13 because you just labeled it as 1:40:14 efficiency, does that have an impact?" 1:40:16 And then ask something. Now, it's a much 1:40:19 more sharp question. So, you always want 1:40:20 to add labels to different problems that 1:40:22 you get. Because just remember, the rule 1:40:23 of thumb is labels have meaning. 1:40:26 Okay. All right. So, before you started 1:40:28 speaking to me, have you done anything 1:40:28 else, man, in terms of even H back as 1:40:30 far as increasing conversion so that you 1:40:31 could get to 50 grand a month? Get that 1:40:32 tonality and that structure or what have 1:40:33 you kind of done? We did do some 1:40:34 strategic strategic 1:40:36 strategic sales training 1:40:37 with a 1:40:38 sales trainer. How long ago did you do 1:40:39 it? I mean, it was ongoing, but it was 1:40:41 about 6 months ago. And then, how did 1:40:43 that work out? What type of results did 1:40:43 you get with this approach? It wasn't as 1:40:44 consistent as I'd like it to be. Coming 1:40:46 in and doing all the same dog and pony 1:40:47 show that everybody else is doing and 1:40:48 there was no difference between any 1:40:49 other salesperson. Okay. And so, besides 1:40:50 getting that as a company training, is 1:40:51 that what the company provided? Yeah, it 1:40:52 was a third party third party company 1:40:54 that they hired out. Yeah. And besides 1:40:55 the company training, have you any done 1:40:56 anything else? Okay, pause. So, notice 1:40:57 the psychology behind that. The point of 1:40:58 the pre-ending question isn't, "Oh, did 1:41:00 he look up some YouTube or some PDF?" 1:41:02 No, no. It's, "Did you invest in 1:41:04 something?" So, whenever he talks about, 1:41:05 "Oh, the company invested for us and 1:41:07 they did put us through this training." 1:41:08 I don't care about that. Because what 1:41:10 I'm looking to get in pre-ending is the 1:41:12 objection that I'm going to get on this 1:41:13 call. The company gave him the training, 1:41:15 so there's no objection that could have 1:41:16 happened right there. And so, I need to 1:41:17 find out, "Okay, company aside though, 1:41:19 did you do any training?" 1:41:21 And when they say no, "Well, what 1:41:22 prevented you? Why not?" And then 1:41:23 obviously there I get the objection and 1:41:24 then you pre-end them. Watch. That would 1:41:25 be on your part to get the advanced 1:41:26 skills necessary to get to 50 grand a 1:41:27 month or no? Yeah. Why not, man? What's 1:41:29 preventing you from like actively trying 1:41:30 to get the skills to get where you want 1:41:31 to go? That's where I'm at today. But 1:41:32 before we start speaking, like what's in 1:41:33 the past, right? Like, what in the past 1:41:34 has been keeping you from doing it? I 1:41:35 literally have only been in back in 1:41:37 sales. I I had a company that I ran for 1:41:38 about 10 years. Yeah. I just And I sold 1:41:40 it and just got back into sales about 6 1:41:41 months ago, like I said. The H back 6 1:41:43 months ago is when you started H back as 1:41:44 well. Exactly. Exactly. I mean, I'm just 1:41:45 trying to improve my skills, like I 1:41:46 said. So, that's that's it's really a 1:41:47 basis of what can I do to 1:41:50 help myself in this whole process and 1:41:51 what can I learn to just improve my 1:41:52 skills and get better at this whole 1:41:53 thing and 1:41:53 >> Yeah. 1:41:54 That's 1:41:55 So, what do you need, man? Like, just to 1:41:56 make sure what we're really getting is 1:41:57 super clear. But besides wanting a 1:41:58 process that gets you to 50 you improve 1:41:59 your skills, what are you actually 1:42:00 looking for in like a training program? 1:42:01 Like, what's kind of the the ideal 1:42:03 criteria of what you feel like you need 1:42:04 to get to 50? The ideal criteria would 1:42:05 be I mean, something that has a specific 1:42:07 structure, something that's been 1:42:08 successful, something that I can A, you 1:42:10 know, do it on my off time and off 1:42:12 hours. Um so, it's some virtual training 1:42:13 as well as maybe a little bit of 1:42:14 consultation or one-on-one training and 1:42:15 stuff like that to just kind of refine 1:42:16 the skills and stuff like that that I've 1:42:17 learned through the virtual. Well, and 1:42:18 now when you say support, like 1:42:19 one-on-one training, that gets 1:42:20 structure, right? That makes sense. 1:42:21 Well, what type of support do you need? 1:42:22 How do you learn the most? Well, I mean, 1:42:23 if you're not being critiqued by 1:42:25 somebody that knows exactly what to look 1:42:26 for, then you're 1:42:26 >> Well, this again. When he asked, "What 1:42:28 prevented you in the past?" The guy gave 1:42:29 a valid reason. He's only been back in 1:42:30 sales for 6 months. He sold a company 1:42:32 before, etc. And so, it's hard for to 1:42:33 really pressure him on that and do some 1:42:35 kind of reframe, especially because he's 1:42:36 also a bit more of an advanced person. 1:42:38 So, what he goes into instead is he asks 1:42:39 the ideal criteria. That's the same 1:42:41 question as if you watch the emotional 1:42:42 certainty breakdown, if they say, "Oh, I 1:42:44 did a training in the past, but I didn't 1:42:45 get good results." Then you ask the 1:42:47 ideal criteria as well, which is, "Okay, 1:42:49 so what would you have to see in 1:42:49 something this time in order to be able 1:42:51 to be like, yeah, I actually feel like 1:42:52 it's going to help me even though in the 1:42:53 past it didn't." And so, that's exactly 1:42:55 what he's asking right here because 1:42:56 whatever answers this guy gives him now, 1:42:58 "Oh, well, I need this level of 1:43:00 communication. I need this. I need 1:43:01 that." 1:43:02 What is he going to do? He's just going 1:43:03 to copy and paste that into the [ __ ] 1:43:05 And then obviously that's how he's going 1:43:06 to end up selling it. With not being 1:43:07 coached, you're kind of just being given 1:43:07 a program and being like, here you go. 1:43:09 So, having that level of low, hey, you 1:43:10 know, a a call once a month or something 1:43:11 like that where it's like, here's what 1:43:12 I've been learning, here's what I'd like 1:43:13 to work on. How does this sound, you 1:43:14 know, things like that? So, having 1:43:15 somebody to actually be in contact with 1:43:17 as opposed to just having a a virtual 1:43:18 training system. So, the support and 1:43:19 accountability where you're working from 1:43:20 it. Okay. And that's the structure makes 1:43:21 sense, right? Everybody needs that. 1:43:22 Regardless of what you do. That support 1:43:23 and accountability, like why is that 1:43:24 aspect important to you now but 1:43:26 Because that's what will accelerate the 1:43:27 growth Again, remember, whenever 1:43:28 somebody gives you an answer, always 1:43:29 make them defend it because it makes it 1:43:30 real to them and it makes them use that 1:43:32 decision-making process to decide if 1:43:34 they want to buy or not. Be able to 1:43:35 learn and get some 1:43:36 real-time feedback of the of the work 1:43:37 that I'm putting in and what I'm 1:43:38 learning in the company. Sweet. So, 1:43:39 let's get into the structure alongside 1:43:40 the accountability and support like we 1:43:41 do with other students. You mentioned 50 1:43:42 grand a month, right? And what time 1:43:43 frame do you want to hit that? As soon 1:43:44 as possible. Okay. We're not going to 1:43:45 hit it by tomorrow. I know that for a 1:43:46 fact, right? So, what time frame? Let's 1:43:47 go because ASAP, man, like as soon as 1:43:48 possible doesn't give me much of an 1:43:49 idea, right? Like, when do I mean, 6 6 6 1:43:51 months to 6 to 12 months would be a good 1:43:52 a good outcome, I think, if I could 1:43:53 start hitting 50 grand a month. Okay, so 1:43:54 let's be real to be real to be realistic 1:43:55 about it. Yeah, cuz like When you put a 1:43:56 time frame on something, it goes from 1:43:57 being a dream to being a goal. So, now 1:43:59 he's getting to actually start 1:44:00 visualizing it because if it's like, 1:44:01 "Oh, eventually I'm going to hit this 1:44:02 thing." That's in the future. It doesn't 1:44:04 mean anything. But if it's like, "I need 1:44:05 to do it in 6 months." Now, that's real. 1:44:07 Now, you got to take start taking 1:44:08 actions to get there as soon as you say 1:44:10 Even for Randy, right? He got from 5 to 1:44:11 50. What it wasn't like that. It was a 3 1:44:13 month process. 2 months 6 months 1:44:14 consistently hit that, right? And why 6 1:44:15 months? Like, when I ask you that, you 1:44:16 need that right away. 50 grand is your 1:44:16 target. Why 50 grand? Because I've 1:44:18 already made 300,000 plus a year and I 1:44:20 would rather double that, so I I already 1:44:22 I already have the financial base that 1:44:23 I'm working from, so I want to 1:44:24 accelerate from where I started. I 1:44:25 already have the base. Yeah. So, if you 1:44:26 got to let's say 500, 600 grand, right? 1:44:27 Cuz that's 50 grand a month. That's your 1:44:28 goal. You being able to double your 1:44:29 income from what it was in H back when 1:44:30 you started 6 months ago. Like, what 1:44:31 would you do with that extra income 1:44:32 coming in? Like, what does that do for 1:44:33 you, Chad? Well, I mean, it definitely 1:44:34 changes my family's life. I have two 1:44:35 little kids, you know. Yeah, that's for 1:44:36 you. Um you know, I can get them into 1:44:37 the schools that we want to get them in. 1:44:38 I can live in the area that we want to 1:44:39 live in. I can help make it so my wife 1:44:40 doesn't have to work. There's a A lot of 1:44:42 a lot of elements to it. 600k get up by 1:44:43 the way. Like, to where your wife 1:44:44 doesn't have to work. Well, I live in 1:44:45 San Diego, so it's not like I don't know 1:44:46 about that. I don't know about that. San 1:44:47 Diego, it's expensive. Right. I mean, 1:44:49 you sound like I'll be rich, but you 1:44:50 know, it'll be definitely a a better 1:44:51 life. 1:44:52 >> right? So, when you say get your kids 1:44:53 into the schools, are you talking about 1:44:54 public schools or you mean private Uh 1:44:55 private school. Yeah, they're they're 7 1:44:56 and 5. It's a couple grand a month. It's 1:44:57 a couple grand a A grand a month. What 1:44:58 is that? A 3 grand a month? 4 grand a 1:44:59 month? Like 2 grand a month. And that's 1:45:00 per kid or is that in total? Remember, 1:45:02 as soon as you get a goal of, "This is 1:45:04 what I want." You have to make it real. 1:45:05 The way you make it real is by breaking 1:45:06 down what it actually means. Somebody 1:45:08 says, "I want a car." What car do you 1:45:09 want? What model? How much is it going 1:45:10 to cost you? Are you going to pay it in 1:45:12 cash? Are you going to put a down 1:45:12 payment and then monthly lease? Like, 1:45:14 how how are you going to do it? Cuz that 1:45:16 makes it real for them when there's 1:45:17 details. And going back to the same 1:45:18 psychological principle, perception 1:45:20 theory. As soon as you say something out 1:45:22 loud, it makes it more real. Your brain 1:45:23 cannot tell the difference 1:45:25 psychologically between a truth or a 1:45:27 lie. It is the exact same in terms of 1:45:29 the chemicals it releases in your brain. 1:45:31 Okay, so that's what you need about 1:45:32 let's say 2 times 12, 24. You need 24 1:45:33 grand a year. You're like, yeah, I was 1:45:34 And you mentioned And then put money 1:45:35 aside for college and all that stuff as 1:45:36 well, so Okay, how much money do you 1:45:38 need once you set aside for college? 1:45:39 That's a good question. I mean, I would 1:45:40 like to be putting, you know, 5 5% of my 1:45:42 annual budget at least to yeah, college 1:45:44 fund. So, what is that? So, 30 grand 30 1:45:46 grand. Yeah, 30 grand probably per kid 1:45:47 would be nice. How much do you want to 1:45:48 set aside when they go to college? Like, 1:45:49 ideally for both of them you want 6 1:45:50 figures both? 200 grand? Like, how much 1:45:51 both? Yeah, at least 6 figures. Yeah, 1:45:53 how far are you from that 6 figures 1:45:54 right now? You didn't even hear him now. 1:45:55 Pay attention. If you're noticing in 1:45:56 logical certainty, he had a little bit 1:45:58 of resistance. He was a little bit 1:45:59 pushing back. Now, as soon as he's 1:46:01 talking about sending his kids to 1:46:02 college and this college fund and 1:46:04 private school and everything else, you 1:46:05 can hear it in his voice how he's just 1:46:07 elevated. 1:46:09 Like, his whole energy, everything is 1:46:10 just elevating because you asked him the 1:46:12 very specific questions to make it real 1:46:13 for him. 200 grand. Yeah, 200 grand in 1:46:15 total, right? For both kids. How far are 1:46:16 you from the 200 grand mark right now? 1:46:17 Pretty far. How far are we talking? Are 1:46:18 we talking 6 figures but 180 or 1:46:20 And you're getting right there. When he 1:46:21 asked, "How far are you?" you can 1:46:22 immediately hear his voice take a 1:46:23 downturn. Watch. Let's play that back 1:46:25 like 10 seconds. 5% of my annual budget 1:46:27 at least to yeah, college fund. So, what 1:46:29 is that? So, 30 grand 30 grand. Yeah, 30 1:46:31 grand probably per kid would be nice. 1:46:33 How much do you want to set aside when 1:46:34 they go to college? Like, ideally for 1:46:35 both of them you want 6 figures both? 1:46:36 200 grand? Like, how much both? Yeah, at 1:46:37 least 6 figures. Yeah, how far are you 1:46:38 from that 6 figures right now? I'm 1:46:39 probably 1:46:40 200 grand. Yeah, 200 grand in total, 1:46:41 right? For both kids. How far are you 1:46:42 from the 200 grand mark right now? far. 1:46:43 How far are we talking? He goes, "Pretty 1:46:45 far." Looks away. 1:46:47 You can tell. His body language, what 1:46:48 he's saying, the way he's saying it, you 1:46:49 can tell now he's feeling the negative 1:46:50 emotion. We're about to switch into a 1:46:51 consequence. Are we talking 6 figures 1:46:53 but 180 or 6 figures both? My The 1:46:54 money's going out as fast as it's coming 1:46:55 in, so not There's not much There's not 1:46:57 much college savings at this point. 1:46:57 They're still pretty young. But I But I 1:46:58 need to start producing now. Notice 1:46:59 right there. Again, this is a lot more 1:47:00 advanced psychology, but I want you to 1:47:01 notice it. This is called a self hug. 1:47:03 It's self soothing in psychology. 1:47:04 Whenever your arms or your face, 1:47:06 whenever you're touching it, that's 1:47:07 because you're trying to get comfort 1:47:08 because something is making you 1:47:09 uncomfortable. And it's because right 1:47:10 now he's talking about how far he is 1:47:12 from being able to achieve his goals and 1:47:13 how it's probably not going to happen 1:47:14 with where he's at right now. So, now he 1:47:15 has to soothe himself. You can notice 1:47:17 even though he's bored out him doing 1:47:18 this. 1:47:19 Well, they're 7, right? You got a while. 1:47:20 What is that? If not, in 10 years, it's 1:47:21 10 years. Yeah, but you know, it's about 1:47:22 that. And you said living in like the 1:47:23 area you want. What does that mean? 1:47:24 You're in San Diego. One of the best 1:47:25 places out there. What what type of area 1:47:26 you want to try to get into? Well, just 1:47:27 being able to stay here, realistically. 1:47:28 I mean, cost of living going up so much, 1:47:29 it's freaking expensive, so maybe just a 1:47:31 little bit nicer house. I mean, we live 1:47:32 in a nice house now, but you know, just 1:47:33 a little bit better neighborhood, stuff 1:47:34 like that. How much would that cost in 1:47:35 the neighborhood you want to buy the 1:47:36 house in? I mean, mortgage payment would 1:47:37 be probably anywhere between 8 8 to 1:47:38 10,000 a month. Okay. That's a big 1:47:40 house. That's a small one for It's not a 1:47:41 It's not a big house here, to be honest 1:47:42 with you. 1:47:43 Cuz I'm a I'm a I'm a I'm a I'm a I'm a 1:47:44 You know, where I'm at now is supposed 1:47:46 to it was 5 grand a month now just in 1:47:47 house payment plus bills and all that 1:47:49 stuff, so I mean, 5 to 10 5 to 10 is not 1:47:51 a huge leap, yeah, but it's a definitely 1:47:51 better neighborhood. Yeah. So, at 50 1:47:53 grand, are you confident like 8 to 10 is 1:47:54 good though? Like, you're comfortable 1:47:54 spending that for the ideal house you 1:47:55 want for your family? Yeah, I'd like to 1:47:56 keep it under 20%. Okay, all right. 1:47:57 Yeah, so then you're in the target at 8 1:47:58 to 10. So, 50 grand. So, you're getting 1:47:59 support though, man, right? Where you 1:48:00 are saving up that 200 grand for the 1:48:01 kids' college funds, right? You're able 1:48:02 to put them in the best schools, support 1:48:03 your parents both of them. But getting 1:48:04 support where like your skill level to 1:48:05 double it, which you haven't done in the 1:48:06 past. Like, money and business aside, 1:48:07 once you get to 50 you'll be able to get 1:48:08 in and out of the game, right? So, it's 1:48:09 a constant Like, what would that do for 1:48:10 you personally being able to hit those 1:48:11 targets? Personally, it would confirm 1:48:13 the effort and work that I've been 1:48:14 putting in for quite a long time and it 1:48:16 would just be a It would be 1:48:17 gratification and satisfying. It would 1:48:18 make my wife happy, which is super 1:48:19 important. 1:48:20 >> Why do you say that? Well, I mean, happy 1:48:21 wife, happy life, right? So, I know that 1:48:23 comfortability, not her not having to 1:48:24 worry about finances or not having to 1:48:25 worry about where our school kids are 1:48:26 going to go to school, what 1:48:26 neighborhoods they're going to live in. 1:48:27 I know one of her her goals is to stay 1:48:29 in a neighborhood for the majority of 1:48:30 their childhood, so we're not bouncing 1:48:31 around and stuff like that. So, That 1:48:32 makes sense. being able to, you know, 1:48:34 help her fulfill some of her dreams as 1:48:35 well and and, you know, being able to 1:48:36 provide really is what No, for sure, 1:48:38 man. You said a word that was kind of 1:48:38 interesting, like gratification. Is it a 1:48:40 bit of a different than satisfaction 1:48:40 makes it? How do you mean my 1:48:41 gratification? 1:48:42 I mean, gratification would just 1:48:43 Whenever you want to go deeper on a 1:48:45 specific feeling or a specific thing 1:48:47 that they say, the easiest way is pick 1:48:48 out one adjective, whether it's positive 1:48:50 or negative, depending on the emotion 1:48:52 you're trying to create, and then just 1:48:53 probe on it. So, right there he said, 1:48:54 "Gratification." What do you mean by 1:48:55 gratification? It's you're doing a 1:48:57 consequence and somebody says, "Oh, I 1:48:58 mean, it would it would really be 1:49:00 tiring." "Tiring?" 1:49:02 Meaning what for you? "Oh, well, X and Y 1:49:05 and Z." And then now you're able to 1:49:06 probe a lot deeper it and make them feel 1:49:08 the gratification or the tire. 1:49:10 Be hey I've set my mind to a goal I've 1:49:12 worked hard for that goal and I'm 1:49:13 grateful for achieving that goal and and 1:49:14 doing the work that that I put into to 1:49:16 to getting to that point. Um I wouldn't 1:49:18 I wouldn't be satisfied by any means at 1:49:19 that point, you know, but I would be 1:49:21 grateful for the work that and that for 1:49:22 the outcome that that has been produced 1:49:23 to the the production. And so currently 1:49:24 right now with where you're at in terms 1:49:25 of like the income and more importantly 1:49:26 the skill set you have, how close are 1:49:27 like you being able to do those things? 1:49:30 How close am I to get to that financial 1:49:32 All right, get it. All right, where 1:49:33 you're at in terms of the skill set, all 1:49:34 right, got it. To getting to 50 so that 1:49:36 you could have that 25 grand for private 1:49:37 school or that 200 grand for kids 1:49:38 college, getting to that neighborhood at 1:49:39 age 10 grand with the 20% right where 1:49:40 we're at now. I'd say I'm about 40 40 to 1:49:42 50% of the way. Okay. Well, help me 1:49:43 understand it. You're at five, right? 1:49:44 You want to get to 50. So you usually 1:49:46 feel like you're four out of 10 four out 1:49:46 of five Yeah. Okay. So what happens if 1:49:48 you don't learn the skills, right? What 1:49:49 happens if you got the same structure 1:49:50 you have and you don't learn the skills 1:49:51 necessary to get yourself from the 50% 1:49:52 to hitting 50 grand a month at 100% 1:49:53 right so that you are able to save that 1:49:54 25 grand a month for the education and 1:49:55 that 200 grand for the college funds, 1:49:56 move into that dream house so that you 1:49:57 know your wife achieves that margin in 1:49:58 terms of the kids and the family and 1:49:59 being able to kind of be that provider 1:50:00 you are. And what happens if you don't 1:50:01 learn the skills to get there for the 1:50:01 next two days, two weeks, two months, 1:50:02 two years? Much of the same. Wouldn't be 1:50:04 moving forward that much. I mean I 1:50:04 wouldn't be going backwards. I still 1:50:05 have a a level of skill set that I know 1:50:07 that I can contribute at this level. But 1:50:08 it would just be much of the same. 1:50:09 >> Well, man, I've met a lot of people that 1:50:10 stay much of the same, right? They never 1:50:11 use their full potential and they live a 1:50:12 life something like that, right? What's 1:50:12 the day-to-day ramification of you 1:50:13 seeing exactly where you're at three, 1:50:14 six, 12 months down the line where you 1:50:15 aren't hitting the targets you want? 1:50:17 Notice again, 1:50:18 Yash asks the consequence question, the 1:50:20 guy kind of gives a [ __ ] answer. Oh, 1:50:21 well, it'd stay the same like whatever 1:50:23 it is. And so Yash mirrors. What did he 1:50:24 do? Number one, he called it out. Yeah, 1:50:26 well, I know a lot of people who stay 1:50:27 the same, right? And I mean they live a 1:50:28 life but it's not a fulfilling one. 1:50:30 Mirror question right after. 1:50:31 What would be the day-to-day 1:50:32 ramifications? And now he's going to go 1:50:34 into it. yourself kids and wife the best 1:50:36 as possible. 1:50:36 Considering the cost of living continues 1:50:38 to go up, it's going to actually 1:50:39 probably be putting me backwards if I 1:50:40 continue in the same income level of 1:50:41 income growth. 1:50:43 There you go. producing, right? Well, if 1:50:44 inflation continues at 8 to 10% every 1:50:45 freaking year then realistically I'm 1:50:47 going to be making 8 to 10% less every 1:50:48 year if I continue to make the same 1:50:49 income. What happens then though 1:50:50 financially? You're making You're going 1:50:51 to have to go to a smaller house or have 1:50:52 to downsize instead of being able to 1:50:53 continue to grow. And are you willing to 1:50:54 settle for that reality? And who has to 1:50:56 make the choice if you settle or not? I 1:50:57 do. So are you ready to learn? Now we're 1:50:58 in the transition. Again, you could 1:50:59 literally pull up the script and follow 1:51:00 it word for word from here and you'll 1:51:02 see exactly how it's going question by 1:51:03 question. Now we're in the transition of 1:51:04 will you will you settle for it and then 1:51:05 he's going to go into the pitch. the 1:51:06 skills necessary and the advanced skills 1:51:07 to get to 50 grand a month. So that's 1:51:08 six months down the line you and I have 1:51:09 a different conversation about the house 1:51:10 you just bought and being able to add 1:51:11 those terms. Yeah. Okay, but why now? 1:51:12 You know, every good diet starts on a 1:51:13 Monday. You're going to be the new year 1:51:14 new me guy that writes all the goals 1:51:15 down on December 31st. February you're 1:51:16 further away than you were back in 1:51:17 September. 1:51:17 >> Because I'm jumping into this new 1:51:18 industry and I I just want to hit the 1:51:19 ground running to be honest with you. 1:51:20 Okay. 1:51:21 That's what I really needed to hear man. 1:51:22 Cuz based on what you shared with me, 1:51:23 how do you feel about where you're at 1:51:23 doing what actually works? If you feel 1:51:24 it's appropriate, let's make a game plan 1:51:26 though how we have to bridge the skill 1:51:26 level gap to get you to 50 grand so that 1:51:27 you get these things. Do you want to 1:51:28 write that down? Do you have a pen Do 1:51:29 you have a pen handy? I do. 1:51:31 All right, that's fair enough. No, it 1:51:31 was honest, it was real and it really 1:51:33 dug down into the deep core. And then he 1:51:34 goes into the pitch. Now from here, this 1:51:36 call ended up closing for 10K PIF. 1:51:38 Again, the entire recording is inside 1:51:39 the group. But the main thing I want you 1:51:41 guys to take away from it is the 1:51:42 formula. It is how he's able to follow 1:51:44 that structure question by question even 1:51:46 though the guy gives him resistance and 1:51:47 everything else. The way you know you've 1:51:49 mastered sales is when you can review 20 1:51:52 calls, 10 calls and they all sound 1:51:54 identical. The only thing that changes 1:51:56 is the prospect's answers. Because 1:51:57 that's when you have a formula that is 1:51:59 repeatable and you're able to compound 1:52:00 on month after month after month. I hope 1:52:03 this training was helpful for you guys. 1:52:04 It took a long ass time to record. I'm 1:52:05 sure you guys could see the sun setting 1:52:07 behind me the further into it I went. 1:52:09 But like I mentioned earlier, I'm going 1:52:10 to mission to make real sales education 1:52:12 accessible to everybody because it 1:52:13 changed my life so much and I wanted it 1:52:15 to change other people's. And that's why 1:52:16 as I said earlier, if you go in the 1:52:18 description, there's going to be the 1:52:19 link to the Impact Team server. We've 1:52:21 gone 40,000 members in the last seven 1:52:23 months. Reviewed 4.91 stars out of five 1:52:25 stars from over a thousand reviews. 1:52:28 Because again, in there is my entire 1:52:30 course going a lot more in-depth than 1:52:31 just this. Offers influencers you could 1:52:33 start selling for if you want to start 1:52:34 your career, start making a lot of money 1:52:36 like I did at a very very young age. 1:52:37 Live sales call recordings and even 1:52:39 coaching sessions I run in there every 1:52:40 single week. Again, completely for free. 1:52:43 The only thing I ask is when it changes 1:52:45 your life as it's changed so many other 1:52:47 lives, share it around and keep helping 1:52:49 me grow this [ __ ] mission.