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FREE High Ticket Sales Training For 2026 | FULL MASTERCLASS — Transcript

by Andres Contreras-Grassi · 29,747 words · 4,193 segments · language en · Watch on YouTube

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0:00At age 16, I was making $15,000 a month
0:02in straight commissions while in school.
0:05Fast forward a year, I was the number
0:06one sales rep in a $40 million a year
0:08company, out-collecting an entire team,
0:11eight versus one, by myself. Now, at age
0:1318, I'm making $300,000 a month profit,
0:16and it's all because of the skill of
0:18sales. And because sales has changed my
0:20life so much, and I want it to change
0:22yours, I'm on a mission to make real
0:24sales education accessible to everybody,
0:26which is why I am not holding back. In
0:28this video, I am brain-dumping
0:30everything I know about sales so that it
0:33can change your life, too. So, whether
0:35you're just starting out in sales, or
0:37maybe you're already doing decent,
0:38you're doing five, $15,000 a month
0:39commission, you are guaranteed to learn
0:43something from this, cuz I'm going to go
0:44through everything: scripting, identity,
0:46psychology, manipulation, darker
0:48psychology, stuff that nobody talks
0:50about because they don't even [ __ ]
0:51know it. So, I promise you, if you
0:52implement everything from this video,
0:54your life
0:55>> [music]
0:56>> will change. Okay, so first of all,
0:57we're going to go over what is sales and
0:59some foundational rules. So, if you want
1:01to skip this, you're a little bit more
1:02advanced, skip to the timestamp on the
1:03screen, and we'll go straight into the
1:04more technical aspects. So, I'll start
1:06off with a bit of my story so you
1:07understand how I actually got into
1:09sales. There was a point in time when I
1:10was 16 years old, and I was super
1:12motivated, like very driven. A lot of
1:13you guys probably feel that way, where
1:14you're like, "I want to be successful so
1:18bad, but it just feels like it's not
1:19going in my favor." And so, when I sat
1:21down, I really thought about it, and I
1:22was like, "Well, how do you make money?"
1:23You solve problems. So, what are the
1:25most common problems that I could solve
1:26while in school that are online? And
1:28when I thought about it, you have all
1:29these creators that have millions and
1:31millions of followers who get thousands
1:33of messages every single week trying to
1:35buy their courses or programs or
1:37whatever it is they're selling off their
1:38page, but they don't have time to
1:41respond to every single one of those
1:42people. So, what do they need? They need
1:43sales reps to go in there, message those
1:46people back and forth, get them on a
1:47call, follow a script, collect the
1:49payment, and then they give them 10 to
1:5015% of every single sale. And that's
1:51essentially the foundations of what
1:53sales is. Then, within that, you have
1:55two roles. There's a setter and a
1:56closer. The setter is the one doing the
1:58messaging back and forth, or sometimes
2:00calling the people and setting up the
2:01appointment. The closer is the one who's
2:03getting onto that appointment and
2:04actually collecting the money. And so,
2:06typically, the setter will get 5% of
2:07every sale, and then the closer will get
2:0910 to 15% of every sale. So, how do you
2:10actually land those roles, though? Now,
2:12for me, I had to go the long way, right?
2:14Because unfortunately, there wasn't
2:15another me that already existed. And so,
2:17I sent hundreds of emails, all
2:19personalized with Loom videos and
2:20everything, to a bunch of different
2:22people from multiple companies until I
2:23finally got accepted into a company, and
2:25then I started working with them.
2:26Eventually, I actually became the top
2:27guy, [ __ ] destroyed everybody else,
2:29cuz I was selling. That's what I do.
2:30But, again, because sales has changed my
2:32life, and I want it to help change
2:33yours, I made a group where in there,
2:35one of the things we have, besides free
2:37scripts and free coaching and everything
2:38else, is we also have recruitment
2:40opportunities where I will connect you
2:42with influencers and companies who need
2:44sales reps. That way, you can start
2:45selling as soon as tomorrow, regardless
2:47of your experience. So, in the
2:48description below, you can join that.
2:49Again, it's completely free. This is my
2:50mission. This is my passion. Now, let's
2:52go over some beginner mistakes. And
2:53these are things that, if you fall into
2:54these traps, even if you do everything
2:56else from the video, you're already
2:58[ __ ] No questions asked. Number one
3:00is bad expectations. So, these are the
3:02people who are they're very young, they
3:03come into it thinking, "Oh, I have
3:05school, I'm going to work two, three
3:07hours a day on the weekends, I'm going
3:08to become a [ __ ] millionaire." It
3:10does not work that way. Sales is
3:11something where you can make a lot, a
3:13lot of money, but the amount of work you
3:15put in to learn a skill set is going to
3:17be completely relative to the amount of
3:18money you make. Versus a 9-to-5 job, you
3:20just work the exact same amount of hours
3:21every single day, and you just get a
3:22deposited paycheck, except you're poor,
3:24so that's kind of the trade-off. The
3:25second thing is learning from the wrong
3:27people. So, one of the biggest mistakes
3:28I see is a lot of 16-to-25-year-olds,
3:32for example, will go online, they'll see
3:34these sales gurus or sales trainers that
3:36are 45, 50 years old, and they're like,
3:38"Oh, that guy must be a master. He's
3:39been in it forever. I'm going to learn
3:40from him." But there's an issue with
3:41that. If you're young, think about one
3:44friend you have in your life, just one
3:45of your best friends, whatever it might
3:46be, right? And then think about your
3:49parents or somebody you know that's that
3:51age, 50 years old, 60 years old. My
3:52parents are 60. How similar do they act?
3:55How similar do they talk? How similar do
3:57they communicate? They are from
3:58different generations. They are
3:59completely different people. So, it does
4:01not make sense that an 18- or
4:0320-year-old tries learning from a
4:0450-year-old when they sound nothing like
4:05them. It's going to be extremely
4:07inauthentic and extremely ineffective.
4:09Number three is changing approaches
4:11{slash} scripts, or just going off of
4:13your intuition, your personality. You're
4:15not that amazing, trust me. The issue
4:16with this is, think about this way,
4:17there's compounding. So, if I use one
4:19script, one approach, and every month
4:21I'm improving 10% for a year, 12 months,
4:24let's say, how much do you improve at
4:26the end of those 12 months? Now, if
4:27you're an idiot, you're going to say
4:28120%, but actually, it's compounding.
4:30So, it ends up being some somewhere
4:31around like 300%, a little bit more. And
4:33that's how people become so good, cuz
4:35they use one approach, they make one
4:36little change, make it a little bit
4:38better, another little change, make it a
4:39little bit better, until after two,
4:40three years, now you've compounded to be
4:43one of the best in the world. Versus
4:44most people, every month, they're
4:46finding a new script, they decide to use
4:47it, and then they're never actually
4:48getting the compounding effect, cuz
4:49they're just changing everything that
4:51they're doing. So, you have to stick to
4:53one approach and then master it. So,
4:55with that being said, now I'm going to
4:56go over the exact approach that allowed
4:57me to do everything I mentioned earlier,
4:59which we call the impact formula. And
5:02again, all the resources I'm about to
5:03show you are all going to be in that
5:04group in the description that's
5:05completely free. Great. So, let's start
5:07by going over the setting script, and
5:08it's going to go straight into the
5:09closing script as well. So, even if
5:11you're a closer, make sure you watch
5:12this. Very, very important. So, at this
5:14point in the sales process, you've had a
5:16lead come in from kind of social media
5:19or an ad, something that they saw and
5:21they decided to opt into. So, they gave
5:23their name, they gave their phone
5:24number, and they usually gave their
5:26email as well. And now, with their phone
5:28number, you're going to go ahead and
5:30call them, and this is the script that
5:32you're going to be following. So, let's
5:33go through it. And I'll be giving you
5:34guys examples from a fitness offer the
5:35entire time so you can see how to
5:36implement it, and then I'll go into a
5:37couple different industries as well.
5:39That way, you know how to actually say
5:40it for whatever you are selling. So, at
5:42the beginning, you're going to start
5:42like this. "Hey, hey, is this this John?
5:44Yeah, what's up, buddy? It's just Andy
5:45here from like XYZ fitness company, man.
5:47It It looks like you downloaded I I
5:49think it was a training about possible
5:50help with like losing some weight,
5:52getting in better shape, all that jazz.
5:53Is Is that Is that about right?" Then
5:54they're going to go, "Oh, yeah, I did
5:55that." "Okay, easy, man. Well, just to
5:57see if I could help you get like a
5:58little bit more out of it, what was your
6:00intent behind, I guess, even downloading
6:02that training in the first place? Like,
6:04what were you hoping to get out of it?
6:05Cuz I might be able to send you like a
6:06bit of a more specific training." Then
6:07here is where you're going to get a
6:09goal. Now, we call that a tangible. A
6:11tangible, what's the definition? Any
6:13goal that they have in the future.
6:15So, for example, for a fitness offer, it
6:17could be losing weight, it could be
6:18getting in better shape, it could be
6:20lower body fat, having more energy,
6:22being able to play sports with their
6:23kids, whatever it might be. For a
6:25marketing offer, it could be, "Oh, well,
6:27I want to get more leads." It could be,
6:28"I want to book more appointments." It
6:30could be, "I want to have a higher
6:31ROAS." For a sales training offer, it
6:32could be, "I want to get better at
6:33handling objections. I want to close
6:35more sales. I want to make more
6:37commissions." And as soon as you get
6:38that answer, you move on to what we call
6:40the experience question. So, let's
6:42pretend they just told us, "Oh, well,
6:43man, like I'm I'm really just I I really
6:46want to lose some weight." "What have
6:47you seen that I guess makes you feel
6:48like maybe you haven't been losing as
6:49much weight as you'd like?" "Oh, well, I
6:50mean, man, I'm losing like a pound a
6:52month, so I'm just I I don't feel like
6:53I'm making a lot of progress." If it's a
6:54marketing offer, and they told us as a
6:56tangible, "Oh, well, I just want to get
6:58more leads." "What have you seen that I
6:59guess makes you feel like you're you're
7:01not getting as many leads?" "Oh, well, I
7:02mean, our social media isn't doing very
7:03good. We're maybe getting five leads a
7:05month, so it's really not enough to
7:06grow." It's literally that simple. You
7:08just plug in whatever answer they give
7:10into the X. So, what is the definition
7:12of an experience? Cuz you need to know
7:13what you're looking for. An experience
7:14is any problem in the past. So, if they
7:17said, "Oh, well, I'm not losing enough
7:18weight." Is that a problem? Yes. Is it
7:20in the past? Yes. If they say, "Oh,
7:21well, I'm not getting enough leads." Is
7:23that a problem? Yes. Is it in the past
7:24or present? Yes, because the present is
7:26also the past. Literally, one second ago
7:28when I said the present, that's already
7:29in the past. Let's give some examples
7:30for some other lead sources. Let's say
7:32somebody attended a webinar, and now I'm
7:34calling them, and I'm starting the
7:35setting call. Then it'd be like, "Hey,
7:37hey, is this this John? Yeah, what's up,
7:38buddy? It's just Andy here from like XYZ
7:40company, man. It It looks like I I think
7:42you attended the webinar about possible
7:44help with like growing your business,
7:45getting more leads. Is Is that about
7:46right with with John?" "Ah, okay,
7:48perfect, perfect. I'm just with the
7:49customer support team. Well, just to see
7:51if I could help, cuz I might be able to
7:52send you like a bit of a more specific
7:53training for you, what was your main
7:55intent behind, I guess, even like going
7:57to the webinar? Like, what were you
7:58hoping to get out of it, let's say?" And
8:00then it's the exact same after that.
8:01They'll say, "Oh, I want more leads."
8:02"What have you seen that makes you feel
8:03like you're not getting enough leads?"
8:04I'll give you guys another example.
8:05Let's pretend it's a book-a-call funnel.
8:06So, they opted in because they were
8:07about to book a call, but they didn't
8:09end up completing that. They did not
8:10schedule the call. Then be like, "Hey,
8:11is this this John? Yeah, what's up,
8:13buddy? It's just Andy here from XYZ,
8:15man. Um I was looking here cuz it looks
8:16like you opted in about like possible
8:18help with increasing your conversion
8:20rate on sales calls, making more
8:21commissions. It looks like you were
8:23about to book a call, but you didn't end
8:24up. Is that Is that about right?" Then
8:25they're going to go, "Oh, yeah, yeah,
8:26yeah, yeah, of course." "Well, just to
8:28see if it would even make sense for you,
8:29man. Like, what was your intent behind
8:31even like looking to possibly book that
8:32call? Like, what do you feel in
8:33specific, I guess, you could get better
8:34at in terms of like sales?" Then again,
8:36right there, they give me, "Oh, well,
8:38objection handling," whatever it might
8:39be. "Well, what have you seen that makes
8:40you feel like, I guess, maybe you're not
8:42as good at objection handling?" "Oh,
8:43well, I get a lot of calls, and I just
8:44they give me things about objections,
8:45and I just can't handle them." Again,
8:46problem in the past, that's an
8:47experience. Great, check, we move on.
8:49So, that's the intent stage. Next, we go
8:51into logical certainty. Now, I'll
8:53explain a little bit about the
8:54psychology. The whole point of logical
8:55certainty, what I'm trying to do is to
8:57get what is their current process, and
8:59associate their process to the problem
9:01that they have. Because in psychology,
9:04and again, this is basic neuroscience,
9:06if somebody understands, "I have a
9:07problem, and it's being caused by this
9:10thing that I'm doing," what does that
9:11make you want to do psychologically?
9:13Well, you want to stop doing what you're
9:14doing. And if you stop doing what you're
9:15doing, what does it make you more open
9:17to?
9:18To a different way of doing things. And
9:20what the [ __ ] do you think you're
9:20selling? A different way of doing
9:22things. So, I start by just going,
9:23"Well, what are you doing now in terms
9:25of like, I guess, your fitness regime
9:26that you feel like isn't allowing you to
9:28lose the weight?" Again, the experience,
9:30if it was, "Oh, I feel like I'm not
9:31losing weight," then that's what I'm
9:32going to plug into right here. If they
9:35told me something different, let's say,
9:36again, I'm selling marketing, they're
9:37like, "Oh, I'm not getting enough
9:37leads." "What are you doing to get leads
9:39now that, I guess, has you feeling like
9:41you're not really getting enough?" Then
9:42we immediately move into the second
9:43question. "And how long have you been
9:45doing like that for?" "Right." "And what
9:47kind of caused you to like like use that
9:49approach in the first place?"
9:51Now, what's the point of this question?
9:53This is what we call a doubt question.
9:54We're seeding doubt into what they're
9:56doing now. So, the tonality is extremely
9:58important. If they said, "Oh, well, I'm
9:59going to the gym two times a week and I
10:01try and eat a couple homemade meals."
10:02I'm like, "What caused you to like like
10:04do it that way?" Now, in their mind
10:05they're like, "What what the [ __ ] Like,
10:07why did I do it this way?" Oh, well, I
10:08guess it's all I really knew. It's
10:09again, that seeds a lot of doubt in
10:10their mind. Like, is it the wrong thing
10:11for me to do? Because of my tonality.
10:14That's so important. And again, we're
10:15going to go over that a lot more in
10:16depth later on. So, that's the first
10:17section of logical certainty, getting
10:19what they're doing now, the real
10:20situation. Next, we go into the problem
10:22section. So, as soon as we get all that
10:24information, then we go, "Again, do you
10:25do you do you like it? Like, I I I I I
10:27guess besides obviously not losing the
10:28weight necessarily, do you I guess like
10:32like that fitness regime you have in
10:33place like like now though?" If they
10:34say, "Yes, I do like it." "Oh, what do
10:36you like about it?" "Uh well, it's just
10:37like kind of easy, you know what I mean?
10:39Like, I've done it for a long time."
10:40"Okay, it doesn't sound like it's
10:42terrible then. I guess it is there is
10:44there anything you would change about
10:45either like the the the fitness regime
10:48you have in place now or like the
10:50I don't know, I guess like the weight
10:50you're losing like if you if you could
10:52though?" And what does that give us?
10:53Now, we get a problem. "Oh, well, I'd
10:55want to lose the weight faster. I feel
10:57like I'm not losing it fast enough."
10:58"Oh, I don't have a lot of energy." "Oh,
11:00well, I feel like the amount of food I'm
11:02eating like it's hard for me to really
11:03keep up." Great. Now, we have a problem.
11:05Now, on the inverse, if they told us no,
11:07so we asked them, "Do you like it?" And
11:08they said, "No, I don't like it." Well,
11:10it can't be all terrible like if you've
11:12been using it, you know what I mean?
11:13What do you like about it, man? Tell me
11:15one thing. We're going to force them
11:16down the yes route. And then from there,
11:17it goes back to the exact same thing.
11:19They say, "Oh, well, I guess it's like
11:20pretty easy." "Okay, it doesn't sound
11:21like it's going terrible then." And then
11:23we go down the exact same thing. Now, I
11:24get this question all the time. Why do
11:26we force them down the yes? The reason
11:28why is because if the only thing we're
11:30ever talking about is problems and pain
11:32that they have, they're going to think,
11:34"Oh, well, this guy's biased. He just
11:35wants me to buy. He's a biased
11:37salesperson." And they shut down. They
11:38don't listen to anything else we say.
11:40But if we're also asking about what they
11:41do like and what's going good, they're
11:43like, "Okay, he's unbiased. Like, he
11:44actually gives a [ __ ] He wants the best
11:45thing for me." And so, we want to ask
11:47them about both, right? That's why we
11:48force them down the yes route. Then, as
11:49soon as we get them down the yes route,
11:51"Oh, well, I'm just not losing enough
11:53weight." "Oh, well, I don't have
11:54energy." "Oh, well, I can't play
11:55sports." Immediately, we probe to make
11:58the problem seem bigger. What do you
12:00mean by that? How do you mean? Meaning?
12:02And now, they're going to give us more
12:03information. Then, we go, "And how long
12:06has that been going on for? To where
12:07like you feel like you're not really
12:08losing any weight like you have that low
12:09energy." "Oh, well, man, I mean, it's
12:11been I don't know. Like, I noticed
12:12probably the last 3 years." "3 years,
12:14man." "And without assuming anything
12:16like as as a coach, right? Cuz I want
12:18the best for you."
12:19"You feel like you're not really losing
12:20the weight for the past 3 years even
12:22though you're putting in this work and
12:23like you're going to the gym three times
12:24a week and everything else. Has that had
12:26like an I guess an impact on like your
12:29your motivation to actually keep going?"
12:31"Oh, well, yeah, I mean, it's had an
12:32impact. Like, I I I feel like it's
12:33really hard to keep putting in the work
12:34even though I'm just not getting the
12:36results from it." Now, we got them. Now,
12:39we have the deep-rooted pain. So, let's
12:40give some examples from some other
12:41industries. And this is very important
12:43because these questions will change a
12:44little bit depending on the industry and
12:45I'll show you the exact changes right
12:47now. Let's say I was selling marketing,
12:49right? Legion. So, I'm selling to
12:51business owners who need to get more
12:52leads for their companies. "What what
12:54are you doing now to get the leads and I
12:55guess this is causing you to feel like
12:57maybe you're not getting enough?" "Oh,
12:58well, man, right now it's mainly like
12:59referral based." "Really? And how long
13:01have you been like doing it that way
13:02for?" "Oh, well, it's been I mean,
13:04honestly since the beginning of the
13:05business, man. Probably like the last 7
13:07years." "And what what caused you to
13:09just like I don't know, like rely on
13:11referrals in the first place?"
13:13"Oh, well, I mean, it's all I kind of
13:14knew how to do. Like, it's kind of what
13:15everybody recommended." "Okay, fair
13:17enough, man. And and do you do you like
13:19it? Like, I I I I guess besides
13:20obviously not getting the amount of
13:21leads you want like do you I guess like
13:24like that approach you have in place
13:25like like now though?" "Oh, well, I
13:26mean, it's it's pretty good. It's not
13:28bad." "Oh, what do you like about it?
13:29Like, in specific." "Oh, well, I mean,
13:30it's pretty easy, right? Like, everybody
13:32loves me cuz they're all referrals and
13:33so I don't really have to do a lot of
13:34selling." "Okay, I mean, fair enough. It
13:35doesn't sound terrible then. I guess it
13:37is there is there anything you would
13:38like like change about either like the
13:41like the way you're getting the leads or
13:43even like the amount of leads you're
13:44getting like if you if you could
13:45though?" "Oh, well, I feel like I'm just
13:47not really getting that many to be
13:48honest with you." "And how do you mean
13:50by that? Like, describe that for me."
13:51"Oh, I mean, I might get three a month,
13:53but it's just really not enough to grow
13:54the business." "How long has that been
13:56going on for, man? To where like we're
13:57only actually getting like those three a
13:58month." "Oh, well, I mean, it's been
14:00going on for the last 5 years something
14:03like that. Like, a really long time."
14:05"And without assuming anything again cuz
14:06like I I I
14:07want to help you with that."
14:09"You're only getting these three leads a
14:10month to where we're limited. How's it
14:12actually had an impact I guess on your
14:14ability to like hire a crew and keep
14:16expanding?" "Oh, well, I mean, we just
14:17can't do it, man, because we wouldn't
14:19have enough leads for to actually have
14:21the crew make money and be able to grow
14:22the company." So, notice how it is
14:23almost the exact same. There's maybe one
14:25or two tweaks, but everything else stays
14:26basically the exact same. The only
14:28question that becomes a little bit
14:29tricky and so, I'm going to go a little
14:30bit more in depth with you guys on how
14:32to do it is the impact question. Right?
14:35So, a lot of people ask me, "Well,
14:36Address, what do I plug in the X or Y?"
14:38Well, if you're selling a biz op for
14:39example, a biz op is an offer where most
14:41people come in, they're either a student
14:43or working a 9-to-5 job and you're
14:44trying to convince them to get into
14:46high-ticket sales, get into trading,
14:47some kind of business opportunity,
14:49right? That's what biz op stands for.
14:51The most common variation of the impact
14:53question is just going to be, "Well, X Y
14:55Z problem, has that had an impact on
14:56like your day-to-day life in any way?"
14:59And right there, they're going to
15:00usually going to tell you, for example,
15:02if they said they weren't making enough
15:03money and you're like, "Well, you're not
15:04making enough money. Has that had an
15:06impact I guess on like your day-to-day
15:07life in any way?" They're like, "Well,
15:09yeah, of course." "Well, how how so?
15:10Just so I understand." "Oh, well, I
15:12mean, I can't go on vacations, man.
15:13Like, I can't really travel with my
15:14family as much as I want to." Great.
15:16Now, you have this deep-rooted problem.
15:18So, that's the intent and logical
15:19certainty stage. Now, because you're a
15:21setter in this situation, you're going
15:23to move on straight to the transition
15:25stage. Right? I'm going to go over the
15:25closing part in a second. The reason
15:27this is so effective by the way is
15:28because again, think about it from a
15:30psychological perspective. A prospect
15:33has just told you, "This is what I'm
15:35doing. It is causing all these
15:36problems." So, now it's going through
15:37their mind is, "Well, [ __ ] I can't do
15:39this anymore. I need something new." And
15:41so, it makes them a lot more open. And
15:42that's the exact moment we go in for the
15:44transition is when they're most open to
15:46something new. So, first I'm going to go
15:47over the transition for money offers.
15:48I'm going to show you guys how to do it
15:49for non-money offers like fitness and
15:51other stuff like that. We're going to
15:52start off by just going, "Hey, so let's
15:54zoom out for a second, man. In an ideal
15:55world, where do you want to be in 6
15:57months in terms of like
15:59income for example?" And they're like,
16:01"Oh, well, I want to get to 30k a
16:03month." "Again, how far are you from
16:04that now?" "Oh, well, I'm at 5k a
16:06month." Great. So, now we know their
16:08income. Now, we know if they're
16:09qualified to buy. The only nuance here,
16:12if they give a number that is too small
16:14to where in your mind you're like,
16:15"They're probably not qualified." So, if
16:16they say, "Oh, I'm making 2k a month."
16:17Then, you need to get a willingness to
16:19spend money. So, then you just go,
16:20"Okay, well, sweet bro. Let's say there
16:22was a way to kind of possibly help you
16:24in kind of acquiring the right skills so
16:25you could go from like that 5k a month
16:26to like the 30k a month goal. Like,
16:28would you actually be willing to invest
16:30in yourself if that's what it took?" So,
16:31notice I'm making it very theoretical.
16:33It's not like, "Do you want to invest?"
16:34That triggers a lot of resistance. Most
16:36people they do that. They're like, "Do
16:37you want to invest? Can you invest?"
16:39Nope, don't do that. It's too
16:40aggressive. You just make it, "Would you
16:42be possibly willing to invest?" It's
16:44like in the [ __ ] ether up there.
16:46Right? And they go, "Oh, yeah, I would
16:47be willing to invest." And then you move
16:49on. Then, you just go, "Hey, well, based
16:51on what I've heard, man, of obviously
16:52you mentioning like you're not really
16:53making enough money and so, you can't
16:54really go on those vacations. I feel
16:56like there might be a possibility of
16:57being able to help you with getting to
16:58that 30k a month goal. What I could do
17:00from here, man, is I could connect you
17:01with John and he could kind of dive a
17:04lot deeper into like where you're at now
17:05versus kind of like where you really
17:06want to be besides just the 30k a month.
17:08And then if he feels he could help, he
17:10could walk you through like potential
17:11more advanced help or training with X Y
17:13Z business model. How how does that
17:15sound? Would that be helpful?" And they
17:16always go, "Yes, that'd be [ __ ]
17:18amazing. Book me in." And then from
17:19there, you just obviously go to the
17:20calendar. If you're on any offer, you
17:22know you have the closer's calendar and
17:23then you schedule them in. And from
17:25there, they will go to the closer where
17:26you will then get paid. So again, that
17:28is a setting script. To recap, let's go
17:29back through it from the beginning. At
17:31the very beginning, we're getting a
17:32tangible and an experience. What is
17:34their goal in the future? What problem
17:36is causing that to be a goal? Then after
17:38that, we're getting their current
17:40process. What are they doing now? And
17:42then we're getting pain right next to it
17:44so that they associate the two. And then
17:46from there, when they associate their
17:47process with their pain, it makes them
17:48more open to something new. And when
17:50they're more open to something new,
17:51that's when we go into the transition
17:53because that's where we're essentially
17:54offering them the opportunity to get
17:56something new. And so, that's why your
17:57booking rate's going to be so high. So,
17:59with that being said, now let's get into
18:00the closing section. So, just a
18:02disclaimer with the closing script.
18:04There's two situations as a closer.
18:06Number one, if somebody's running ads
18:07that go directly to a book a call
18:08funnel, you don't need to know what that
18:09is. Then, you'll get calls directly
18:11booked onto your calendar. Right? If
18:13that's you, you know what I'm talking
18:14about. And so, with those people, you're
18:15going to take them through the entire
18:16script starting from intent and going
18:18all the way through emotional and then
18:19the pitch obviously, right? Which I'll
18:20go through all of that.
18:22If you have a setter underneath you,
18:24you're going to get people who come onto
18:25the call, they've already been taken
18:27through this setting script. And so,
18:29you're going to start the call from
18:30emotional certainty. I'm going to show
18:32how to do both. I'll go a little bit
18:33more in depth on that in a second. Let's
18:35start off with if you have a book a call
18:36funnel and you're getting people from
18:37the very beginning. Here's the only
18:38difference is going to be an intent at
18:40the very beginning. So, you're going to
18:41start off, "Hey, can you can you hear
18:42me? Can you see me, John?" They're like,
18:43"Yeah, yeah, yeah, absolutely." "What's
18:44up, buddy? How's it going?" Just keep it
18:45very casual. "Oh, well, and it's going
18:47good, whatever." And you're like, "Cool,
18:48man. Well, it looks like you booked a
18:49time about possible help with like
18:51losing some weight, getting in better
18:52shape, all that jazz. Is that right?
18:54About right?" So, here they're going to
18:55say yes. And this is where it gets a
18:57little bit more complicated as a closer.
19:00You're going to ask only one of these
19:02questions, not both of them, only one.
19:04And it depends on this.
19:06If it is an offer where somebody's doing
19:08something new. So, for example, if it's
19:10a fitness offer where the person is
19:11completely obese, has never been to the
19:12gym anywhere, that's something new.
19:15That's where you're going to ask the
19:15intent question. If it's something where
19:17a business is looking to put systems in
19:19place that they've never had, that is
19:21something new. On the other hand, if
19:22it's an offer where they're looking to
19:24improve something they already have,
19:26that's where you use this question. As
19:28an example, if it's a sales training
19:29offer, right? Where they've already been
19:31in sales and they're just looking to
19:32improve their skill that they already
19:33have, they're looking to improve
19:35something they already have. So, go with
19:36this question. If it's a company that
19:37already does paid marketing for example
19:39and you're looking to go in and help
19:40them do even better paid marketing, then
19:42that's where we're going to use this
19:44because again, you're improving
19:45something that they already have. So,
19:47I'll give you examples for each. A sales
19:49training offer, somebody's been in sales
19:50for 5 years, they're coming to me, they
19:52want to learn how to get better. Then
19:53I'll to them, "Okay, what do you feel
19:55like you need help with in specific
19:56then? Like in order to actually like
19:58make more commissions, make more sales,
19:59help more people, all that jazz. Tell me
20:00that." And they'll be like, "Oh, well, I
20:02need to get better at objection
20:03handling. I need to get better at
20:04getting people to open up or my
20:05tonality, my body language, whatever it
20:07is." Again, that's a tangible cuz it's a
20:08goal in the future.
20:10If it's something new, like a biz up,
20:12right? Somebody's doing that in a five,
20:14they're looking to start a business that
20:15they've never ran before, right? Well,
20:16what's your intent of looking at, I
20:18guess, possibly even starting an SMA?
20:20Like what are you, I guess, looking to
20:21get out of it? Just to see if I can Oh,
20:23well, I want to make more money, man. I
20:24want to have more time, more freedom,
20:25right? Again, that's a goal in the
20:26future. So, they're both tangibles, it's
20:28just a different type of tangible
20:30depending on what offer you're selling
20:32on. Everything after this point from
20:33experience to the end of logical
20:35certainty stays the exact same and from
20:37here we'll pick it up at emotional
20:39certainty. Now, again, this is the
20:40caveat I was talking about earlier. If
20:41you have a setter underneath you and
20:42they set up a call on your calendar,
20:44you're going to start an emotional
20:45certainty. The way you start the call
20:47cuz you're not just going to [ __ ] hop
20:48on second five on the Zoom and just so I
20:50see you put in there, "Don't do that
20:51shit." Right? Just start it like this.
20:53"Hey, hey, John, can you can you hear
20:54me? Can you see me?" Like, "Yeah, yeah,
20:56of course I can hear you." "What's up,
20:57buddy? How's it going?" Again, very,
20:58very casual. They're like, "Oh, it's
20:59going good." And then it's like, "Cool,
21:01man. Well, let's get right into it. Um I
21:02have some notes here from John and I
21:05know my colleague obviously you spoke to
21:06earlier. He mentioned that you were
21:08looking to get better in terms of your
21:09diet because I I think you mentioned you
21:11felt like you weren't losing as much
21:12weight as you'd like and it was kind of
21:13like draining you a little bit, having
21:15an impact on like your energy. Is that
21:17is that about right?" They'll be like,
21:18"Yeah." So, again, just a short summary
21:20of the notes that the setter left you.
21:22If the setter did not leave you notes,
21:24number one, he's [ __ ] [ __ ] fire him.
21:26Number two, if he does not know how to
21:28get the problems to leave the notes,
21:29then you got to send him this video so
21:30he can go through the setting portion,
21:31right? Because he's clearly a shitty
21:32setter. So, after they leave the notes,
21:34do a summary of it and then you just go
21:36straight into this as soon as you go
21:39through the summary. Number one, we
21:40start off with what we call the
21:41rationale question. The point of the
21:42rationale question is to pre-handle the
21:45objection of "Oh, I'm just going to do
21:47it myself." So, we go, "Okay, and just
21:48so I see kind of your point of view,
21:50man,
21:51besides obviously like not losing the
21:52weight you'd want to, what's the main
21:54reasoning of even looking at I guess
21:56like a more advanced training in terms
21:59of being able to lose it rather than
22:01just
22:02I don't know, like doubling down on what
22:03you've been doing, like going to the gym
22:04three times a week,
22:06eating home-cooked meals like why don't
22:07you do that like the average person? And
22:09now they have to justify to me, "Oh,
22:11well, I can't do that cuz I've been
22:12doing it for a long time and it's not
22:13working. So, clearly I got to change
22:14something." So, now they're selling me
22:16on why they need to change it up and
22:18start getting more advanced training, in
22:19other words, paying for something, which
22:21is what I'm going to be pitching. If I'm
22:22selling a marketing offer, lead gen,
22:24"Okay, and just so I see kind of your
22:25point of view, man,
22:26besides obviously like not getting the
22:27amount of leads you'd like to, what's
22:30the main reasoning of even looking at I
22:31guess like a more advanced system for
22:34getting those leads
22:35rather than just
22:37I don't know, like doubling down on the
22:38referrals,
22:39just hoping it grows the business like
22:41the average person, like why don't you
22:42just do that?" And again, notice my
22:43tonality, my body language makes the
22:45second option seem bad rather than just
22:49I don't know, just continue doing the
22:50referrals just like the average person.
22:53It makes it seem like a terrible thing.
22:54That way they can't just be like, "Oh,
22:55yeah, that's a good idea. Let's just
22:56[ __ ] do that, you [ __ ] dickhead."
22:58Right? You don't want them to say that.
22:59So, that's why you make the second part
23:00seem bad because then they're more
23:02likely to lean towards the first, which
23:03is obviously getting the more advanced
23:05training. Next, we go into the
23:07pre-handling section, right? This is
23:09where you have to understand in any
23:11sales call, the most common objection a
23:14prospect is going to give you is the
23:15same objection they gave in the past
23:17that prevented them from getting the
23:18help they needed. So, if somebody's fat,
23:20for example, the most common objection
23:22they're going to give you is whatever
23:23objection they gave in the past, which
23:24is the reason they're still fat. So, we
23:26need to uncover what that is first of
23:27all and then we need to pre-handle it
23:29before we get to the pitch cuz it's a
23:30lot easier to pre-handle that objection
23:33before I pitch them to pay me 10 grand
23:35than it is me pitching them pay me 10
23:37grand and then trying to overcome their
23:38concerns cuz now there's a lot more
23:40pressure, there's a lot more on the
23:41line. So, we just go, "Okay, and in
23:42regards to that, like before you and I
23:44were speaking, were you out there
23:45looking for other ways to, I guess, like
23:47get more of like that advanced training
23:48so you could actually like lose that
23:49weight or like what were you actually
23:51doing about that?" And this is going to
23:53give us a decision-making tree. So, I'll
23:54break this down with you guys on a
23:56whiteboard right here. When we ask that
23:57question, "Before you and I were
23:59speaking, were you out there looking for
24:00other ways to get more of that advanced
24:01training or what were you doing about
24:01that?" They can either say, what are the
24:03two options?
24:05No, I was not or yes, I was.
24:09If they say no, I was not, now I need to
24:12get the objection. So, how do I do that?
24:13I go, "What prevented you, man? Why
24:15not?" And they're like, "Oh, well, it
24:17was too expensive. Oh, well, I didn't
24:20have the time. Oh, well, my partner said
24:23no." Here's where they're going to give
24:25they're going to give you the objections
24:26that they would have given you at the
24:27end. So, now it's a lot easier to
24:28overcome.
24:29It's so easy to overcome as asking this
24:31one question. As soon as they give that
24:33to you, you just go, "Well, out of
24:35curiosity, like what shifted for you now
24:36then? Like obviously if the money was
24:38what was preventing you in the past,
24:39like what kind of change now that
24:40actually has you open like looking for
24:42more of like that advanced training?"
24:43And now they have to go, "Oh, well, I
24:44got a raise at work, man. So, like money
24:45isn't really an issue anymore." What did
24:47we just do? We just pre-handled that
24:48objection. Before it was an issue
24:49because of this and this and that, now
24:51it's not an issue. And now they've told
24:52us that so they can't give us the
24:53objection again at the end. Again, this
24:54is if they said no, I was not looking to
24:57that original question. If they said
24:59yes, I was looking, now we ask another
25:01question, we have another binary. We
25:03ask, "Okay, and did you actually like
25:04like move forward with anything or like
25:06what actually ended up happening?" And
25:07again, right here, what can they say?
25:10No, I didn't move forward with anything
25:12or yes, I did move forward.
25:15If they say no, I did not move forward,
25:18we have the exact same binary again. So,
25:21we got to get them to tell us the
25:22objection. So, what do we ask? "Well,
25:24why not, man? What prevented you?" "Oh,
25:26well, the program I looked at, it was
25:27too expensive, the time, the partner,
25:30all the other [ __ ] that they told us
25:31earlier." Right? So, this is again where
25:33we get the objection. And once again,
25:35now how do we overcome it?
25:37"Well, what shifted for you now then,
25:38man? That I guess has you looking for
25:39like more of like that advanced
25:40training, like if the time kind of
25:42I guess prevented you in the past?" "Oh,
25:44well, man, like before, my kids, they
25:46just took up so much time and now they
25:47went to college so now I have a lot more
25:49free time on my hands to actually like
25:51do something else." Great. Now we've
25:52pre-handled that objection, right? And
25:54so they cannot give us that objection at
25:56the end of the call anymore. So, once
25:57again, that's if we asked them the
25:59question, they said yes, I was looking
26:01for a way, no, I did not do anything
26:03about it, I did not move forward. So,
26:05now let's go to the last decision split
26:06in this tree. If they said yes, I did
26:08move forward with something, what we're
26:10going to ask is we're going to go,
26:11"Okay, did you get like a like a good
26:12result or a bad result?" What is the
26:14binary here? Either they got bad or they
26:16got good.
26:18If somebody got a bad result last time
26:20they moved forward with the program,
26:22what is going to be their fear or their,
26:24in other words, objection this time?
26:26"Oh, well, I got a bad result last time,
26:27what's preventing me from getting a bad
26:28result this time, too?" So, how do we
26:29overcome that? That's a value objection.
26:32How do we overcome it? We go, "Well, out
26:33of curiosity, man, what would you need
26:35to see in something this time to be able
26:38to be like, 'Oh, I actually feel like
26:39they could get me results' even though
26:40last time obviously you didn't?" What
26:41are the answers we're looking for here?
26:42"I need better communication. I need a
26:45better game plan from the beginning. I
26:47need to constantly be updated on what's
26:48going on." So, we need some kind of
26:50criteria of what would make them feel
26:51like we're different than those other
26:53people. Cuz then what are we going to
26:54do? As soon as we get to the pitch later
26:56on, we're just going to plug in whatever
26:58answers they gave us here straight into
27:00the pitch and that's how we pre-handle
27:02it.
27:03If they said we got a good result, what
27:05is the objection they could give here?
27:07"Well, I got a good result last time,
27:09why do I even need you guys?" So, what
27:10question do I got to ask? "Well, I mean,
27:12out of curiosity, man, like if you got a
27:13good result last time, what even has you
27:16looking for,
27:17I guess, possibly more advanced training
27:19this time?" "Oh, well, I feel like we
27:20hit a bottleneck. I feel like I don't
27:22know if we're going to hit my goals if I
27:24just stick with them and I don't move on
27:25anything new." Great. What did we just
27:27do? We pre-handled that objection. So,
27:30this is the entire decision-making tree
27:33of how to pre-handle objections in
27:35emotional certainty. All of that
27:36decision-making tree is literally just
27:38this little section right here, right?
27:40So, so far what have we done? We
27:41pre-handled the "Oh, I'm just going to
27:43do it myself" objection. We pre-handled
27:45the most likely objection we're going to
27:46get on that call. Now we need to go into
27:49future pacing. This word's going to be a
27:51future-paced positive and the
27:53consequence. But before we go there, we
27:55need to say an analogy to them to make
27:57them more likely to give us a good
27:58response. This isn't required on every
28:00single call, but especially if you're
28:01starting out or you're around like 5-10k
28:03a month, you're going to want to use
28:04this. We call it the Usain Bolt analogy.
28:06So, it goes like this. "Well, can I
28:07offer you a perspective, man? Have you
28:09heard of the Usain Bolt analogy?" They
28:11usually go like, "No." And it's like,
28:13"It's going to like if you take Usain
28:14Bolt, right? Obviously fastest man in
28:15the world, and you put him on a starting
28:17line, you tell him to run a 100-meter
28:18dash. That [ __ ] going to run
28:20fast. Now, you put a lion behind him
28:22chasing him down trying to eat him, just
28:24just gnawing at him the whole time, he's
28:26running even faster because the most
28:27successful people in the world, they
28:29have a strong pull of what they want to
28:31achieve, but they also have a strong
28:33enough consequence to failure to push
28:36them to actually achieve it." Think
28:37about what I just did with that analogy.
28:39Now I've gotten them to understand the
28:40value of having a strong pull and a
28:43strong consequence to failure. Because
28:45I'm about to ask them what is their pull
28:46and what is consequence to failure, now
28:47they're going to be a lot more open with
28:48me because I framed it as a good thing.
28:50So, then we just go,
28:52"Let's say there was a way of possibly
28:54helping you in kind of like losing that
28:55weight a lot faster that way you have
28:56that energy back, you're able to play
28:57sports with your kids and everything
28:58else,
28:59what would tangibly be like
29:02like different for you at that point?"
29:04Now, what are we looking for? We're
29:05looking for specific, tangible, vivid
29:08things that would be different about
29:10their life because we want them to be
29:12drawn in and to feel this pull, this
29:15high emotion of "Oh, I'm so happy,
29:17everything's amazing." And so right
29:18there, in a fitness offer, for example,
29:20they might tell us things like, "Oh,
29:21man, I would just finally feel
29:24free in my body." And I could go, "Well,
29:27how do you mean by free?" "Oh, well, I
29:28would just feel so confident in myself
29:30again." "Well, what situations do you
29:32think your confidence would, I guess,
29:33like improve the most?" "Oh, well, when
29:35I'm at the beach or the pool, like being
29:36able to take my shirt off, I'd feel
29:38amazing again." Great. That is one
29:40vivid, specific imagination that they're
29:43creating in their mind of an outcome
29:45they would get by working with us now.
29:47We need two to three of these. The key
29:49is they are never going to give it to
29:50you as soon as you ask this question.
29:51You're going to have to probe to build
29:53this visualization. If I'm selling a biz
29:56op offer for example, and I'm like,
29:57"Well, let's say there was a way of
29:58possibly helping you with kind of like
30:00quitting that job, getting to that 30k a
30:02month goal.
30:03What would be I guess tangibly like like
30:06different for you at that point?" "Oh,
30:07well, I mean, I could travel wherever in
30:09the world I would want. I would have so
30:10much freedom." "Well, where would you
30:11want to travel, man?" "Oh, well, I'd
30:13want to go to Cancun." "Okay, and you're
30:14just staying like like a hotel, an
30:16Airbnb? Where at? Where do you want to
30:18stay?" "Oh, well, I'd be in this
30:19specific hotel that I absolutely love."
30:21"Okay, and I'm assuming you wouldn't
30:22want to go alone. Like, who would you
30:23want to take with you?" "Oh, well, I'd
30:25want to take my whole family. We could
30:26have a big big vacation over there."
30:28"And how would that like feel, man?
30:31Like, you being there surrounded with
30:32your whole family
30:33in that resort with everybody around you
30:36eating food, whatever it is, tacos. How
30:38would that feel?
30:40Like, put yourself in those shoes for a
30:41second." Again, what am I doing? I'm
30:43making them visualize a specific
30:45scenario. Now, I'll give a B2B example.
30:47If I'm selling to a business owner,
30:48again, the marketing leads example.
30:50Let's say there was a way of possibly
30:52helping you with actually like getting
30:54to those 50 leads a month, those higher
30:55quality leads. What would tangibly be
30:59like different for the business at that
31:01point?
31:02"Oh, well, man, I mean, we could
31:04hire a crew because now we'd have enough
31:06leads to actually be able to handle it."
31:07"Ah, and how do you feel like that would
31:08impact like the company's growth even?"
31:10"Oh, well, I mean, if we have another
31:11crew, we're making way more revenue. So,
31:13then I mean, if the ads are working and
31:14stuff, we can dump even more money into
31:16the ads and get even more leads and hire
31:17more crews." So again, I'm creating this
31:19specific visualization. Now, the
31:20difference is in B2B, after I get that
31:23specific for the business, now I need to
31:25make it personal. So, I get them to
31:26imagine one or two points about the
31:27business, what would be different, and
31:29then I go,
31:31"And obviously like you being the owner,
31:32what would even be different for you
31:34like at that point as the owner?"
31:36"Oh, well, man, I mean, I would have a
31:37lot more free time because like then I
31:39could hire managers and stuff to come
31:40in. So, I'd have a lot more time like
31:41for myself, for my family." And that's
31:43where you're able to make it specific
31:44for them. Again, absolute B2B contracts,
31:47absolute B2C, all of that, many many
31:48offers. And so, this works in any of
31:50them. You just got to tailor the
31:51questions depending on the industry and
31:52the offer you're selling. So, I'm going
31:53to draw a little graph to help you guys
31:54understand. Once you're at this point,
31:56think about it emotion over the time of
32:00a sales call. The Y-axis is emotion, the
32:02X-axis is time. I hope I didn't [ __ ]
32:04that up. I didn't graduate high school.
32:06So, right here on emotion, right? At the
32:09beginning of a call, intent, logical
32:10certainty, we're getting them a little
32:11bit negative, a little bit of problems,
32:14right? They're talking service level
32:15issues that they have with the business.
32:16Then we go into emotional certainty. Now
32:19we're getting them on this high that we
32:20just did on the future base. Super super
32:23high, they're at the peak of emotion,
32:24I'd feel amazing, everything would be
32:25[ __ ] fantastic, vacations, cars,
32:28whatever it is, right? Then immediately
32:30after that, if I want to create the most
32:32urgency, the most desire to change in
32:34their mind, what do I have to do on this
32:35graph? Well, I got to drop them all the
32:37way to the most negative I can
32:40down here.
32:41So, how do I do that?
32:43Think about psychology this way.
32:45If I don't brush my teeth for a day,
32:48what are the consequences? You're musty
32:50as [ __ ] You smell like [ __ ] right?
32:52That's the consequence. If you expand
32:54that over time though, if I don't brush
32:55my teeth for a year now, now we have
32:57issues. Now my shit's falling out. Now I
32:58have brain tumors, right? So, like
32:59that's pretty bad. So, when you expand a
33:02problem over time into the future, it
33:04makes it much bigger in the prospect's
33:06mind. And so, what's the way that we can
33:08increase the amount of pain that they
33:09feel on this graph? Obviously, this is
33:10negative emotion, this is positive
33:12emotion. What's the way that we can
33:14increase the amount of negative emotion
33:15they feel? Well, now we got to future
33:17pace them into the negative, right? Into
33:19the problems that they're facing and
33:21what happens if they continue to face
33:22it. And so, right after we get this peak
33:24positive emotion, then we go, "And what
33:26if you don't, man? What happens if you
33:29stay in the same position where we're
33:30not really losing the weight even though
33:32we're putting in the work and we feel
33:33low energy for the next 2 days, 2 weeks,
33:362 months,
33:38even 2 years, man?"
33:40"Like, what would happen at that point?"
33:41And now, once again, we're doing the
33:42exact opposite. We're getting two to
33:44three tangible specifics about the
33:46negative now. "Oh, well, I mean, I
33:47wouldn't be able to really play sports
33:48with my kids very much and like I'd be
33:51very very low energy." And then again, I
33:53need to probe to make him visualize it.
33:55"Oh, what sports I guess wouldn't you be
33:57able to play? It just so I understand so
33:58I can kind of help you a little bit
33:59better." "Oh, well, I mean, I wouldn't
34:01be able to play soccer or football with
34:02them." "Oh, do you have like a field
34:03nearby?" "Oh, yeah, one's right by the
34:05house." Again, what am I doing? I'm
34:06creating this visualization of what it
34:08looks like for them. That way there's
34:10more emotion attached to it. If it's a
34:11marketing offer, "And what if you don't,
34:13man? What happens if we stay on the
34:15exact same trajectory where we're
34:17getting those five leads a month and
34:18we're not really able to get another
34:19crew because we're not able to actually
34:21support them in terms of the leads for
34:23the next 2 days, 2 weeks, 2 months,
34:26even 2 years, man?" "Like, what would
34:28happen at that point?" "Oh, well, I
34:29mean, I feel like everybody says like
34:31you're either growing or you're dying.
34:32And right now we're not growing. So, I
34:33mean, if that keeps happening, I feel
34:35like eventually we would just kind of
34:36die down and" "Oh, that makes sense."
34:37"And what do you think that might even
34:39mean for you like as the owner?" And
34:40again, I ask that because I care, right?
34:41Like I I've been in those shoes. "Oh,
34:43well, I feel like I'd have to keep
34:44working like I wouldn't really be able
34:45to retire at the age that I want to."
34:47Again, I'm just creating a visualization
34:49of what their pain looks like spread
34:51over time to make it real, make them
34:53feel more pain. "And how would you like
34:55like feel at that point?" Now, for B2B,
34:58this question, you might want to skip it
34:59sometimes. For B2B, it won't always make
35:01sense. For B2C, almost always you're
35:03going to ask this cuz it just adds a
35:05layer of emotion on top of the emotion
35:07they were already feeling and it makes
35:08them verbalize it, which makes it more
35:10real for them. Now, this is the perfect
35:11time to explain what actually creates
35:13urgency for somebody on a sales call.
35:15This is what you need to understand.
35:16This is what people get wrong. Going
35:18back to the same graph of emotion over
35:19time. Most people think, "Oh, I'm going
35:22to have a 2-hour sales call. I'm going
35:23to probe in everything, go super deep,
35:25get all the pain, all the goals,
35:26everything."
35:28That doesn't work. Here's why.
35:30If you put your hand on a stove, how
35:33fast do you want to move it away?
35:34Immediately cuz it's intense, it's fast,
35:36right? If you stay in a sauna for an
35:39hour,
35:40are you sprinting out of there or do you
35:43just get up and leave? You get up and
35:44leave if it's too hot. Because it's the
35:45amount of pain condensed into the
35:48shortest amount of time possible. And
35:49so, your goal when you're future pacing
35:51them to this positive outcome desire and
35:53then immediately consequence in them is
35:55you want this high to be as close to the
35:58lowest of lows as possible. You don't
36:01want this gap right here to take you 15
36:03minutes. That is not your goal. You want
36:04to make this jump really fast that way
36:06they feel the difference distinctly of
36:09this positive emotion compared to this
36:11negative emotion cuz they're like, "No
36:12way. I can never let that happen. I need
36:14this positive emotion, this desire." And
36:16that makes them way more open and makes
36:18them feel a lot more urgency. So, right
36:20here when you get to the pitch, which is
36:22what's coming next, right? When you get
36:24right here to the pitch, they have as
36:26much desire to buy as humanly possible.
36:28And this is why if you've seen any of my
36:29sales call recordings, which again is in
36:30the group description, click it, join,
36:32it's completely free, right? If you've
36:34seen those recordings, the reason that
36:37sometimes my pitches are 2 minutes and
36:38it seems like they don't even know what
36:39the [ __ ] they're buying is because they
36:41just feel so much urgency to fix the
36:42problem that their mind bypasses all
36:45logic. It's purely emotion. People buy
36:47on emotion and justify with logic.
36:49Remember that. So now,
36:51let's go over the pitch.
36:53Moving on to the pitch, it's very very
36:54easy. Number one, we got to go into a
36:56transition. So now they feel all this
36:58emotion over here, right? All this
37:00urgency, we need to get them to commit
37:02to a change is step one, right?
37:04Commitment to change. So, we just go,
37:05"So, this is going to be an obvious
37:06question, man, but I mean I mean it's
37:08really not.
37:09Are you
37:10willing to
37:12settle for that?"
37:13Whatever consequences I told you a
37:15second ago. "Oh, well, no, obviously
37:17not." "And why not? Cuz like there's
37:18always a new year, new me guy like start
37:20diet on a Monday. Why actually draw that
37:22line in the sand like make that change?
37:24Cuz you have been for the past couple of
37:25months if we're being real about it."
37:27"Oh, well, man, I mean, I realize like I
37:28just had enough cuz if I don't stop now,
37:30I never will." "And whose responsibility
37:32do you feel like it is
37:33to actually say I've had enough and make
37:35that change?" "Oh, well, it's my
37:37responsibility." Once you've gone
37:38through these three commitments, I'm not
37:40willing to settle, I need to do it now,
37:42and it's my responsibility, then we
37:44transition into the actual pillars. So,
37:47the transition sounds like this. "Well,
37:49based on what I've heard, man, with
37:50obviously you mentioning how like you're
37:52not losing enough weight and because of
37:53that
37:56your kids. And obviously, you wanting to
37:58get to the point where you have that
37:59energy back, you're able to progress in
38:00your career, everything else,
38:02I think what we're doing for sure could
38:03help you. If it would be appropriate
38:05from here, we could kind of put a game
38:06plan together of like how to actually
38:08get you to that goal of like being able
38:10to lose the weight and keep it off.
38:11Would that be appropriate or what do you
38:13want to do from here?" All we're doing
38:14is getting permission to pitch. That way
38:16they're telling us, "Yeah, 100%. Let's
38:17go through it." Then from there, we go
38:19straight into the three pillar pitch.
38:20This is where it gets very very nuanced
38:22depending on offer. So, I'm going to
38:23break a couple down with you guys now.
38:24The structure is
38:26pillar one is X because you know how you
38:31mentioned XYZ.
38:33So,
38:35what we do
38:38is XYZ.
38:40The reason this works, I'll give you an
38:41example right now. We're adding the
38:43context of their problem, the issues
38:46that they're having into why we have the
38:47pillar. So, it feels extremely
38:48personalized for them. If I'm selling a
38:51fitness offer for example, I could be
38:52like, "Pillar one is the accountability,
38:54man, because you know you mentioned
38:55earlier like you kind of lost
38:56sporadically a couple of pounds, but
38:58then you always gain it back in the
38:59holidays and stuff and you're never
39:00really able to like keep it off for
39:01good. So, that's actually why we have
39:03the accountability to make sure that
39:04even in those tougher periods like the
39:05holidays or whenever you're alone,
39:07you're not with family or anything,
39:09you're actually able to stay accountable
39:10to losing that weight. That way it never
39:12comes back. Do you feel like that would
39:13be helpful for you?" And then you end it
39:15with the agreement of yes, it would be
39:16helpful, yes, it makes sense. That way
39:19you're keeping track and in good
39:20communication with them throughout the
39:21entire process. Another example. If I'm
39:23selling marketing lead gen. So, the
39:25first pillar we have, man, is the
39:26targeting because you know you mentioned
39:28earlier like you have a lot of leads
39:29right now that they come in and they
39:31have issues, but they're like, "Oh, I
39:32want to fix in 24 months." Or they're
39:34just broke and they can't even afford
39:35it. So, that's why we have the targeting
39:37because we're able to give you leads
39:38that are all qualified and all have
39:40proven to have enough urgency to need it
39:42to get fixed over the next 6 months.
39:44Whether it be because of roof leaks or
39:45more kind of urgent issues that they
39:47might have. Does that make sense? So
39:48again, it's the exact same structure.
39:50I'm saying the pillar is X because you
39:52now you mention problem problem problem.
39:55So what we do is and then explaining how
39:57that pillar is going to help them solve
39:58that. It's that simple. So all you have
39:59to do is write down what are the three
40:01main pillars of whatever you are selling
40:03and then build out this exact structure
40:05for every single one. That way on every
40:06single call it's identical. It stays the
40:08exact same. Now after this three pillar
40:10pitch, then we got to get commitment to
40:12buying now. Right to the fact that they
40:14think it's going to help them. So we
40:15just go, "Well now based on everything
40:17we've covered, man, like do you actually
40:18feel like this would get you to that
40:20goal of like losing the 50 pounds,
40:21having more energy, being able to play
40:22sports with your kids again?" They're
40:24almost always going to say yes and then
40:25you go, "Okay, and why though? Like I I
40:27guess what what do you think is really
40:28like the the the the key to the castle
40:30for you? What do you think is going to
40:31help you the most?" And they go, "Oh
40:32well, man, I think having the
40:33accountability is really going to help
40:35me because I've really struggled with
40:36that." Then most of the time you're
40:37going to double down and go, "Yeah,
40:39because you having that accountability,
40:40man, what do you feel like that would do
40:42for you like even more personally
40:44though?"
40:45"Oh well, I feel like I'd really be able
40:46to stick to the plan and I wouldn't
40:47deviate it and so I'd be able to keep
40:48off that weight for good." And then
40:50that's when we go to the price drop.
40:52Right? And it literally sounds like
40:54this. We just go, "Okay, cool, man.
40:56Well, based on everything I've heard,
40:57the total investment, man, to actually
40:59get you to the point of like being able
41:00to lose that weight so that you can have
41:01more energy, be able to play the sports
41:03with the kids and it's not kind of
41:04getting worse over time is going to be X
41:06Y Z. $5,000, $10,000, whatever it is.
41:10How would you like to proceed?" That
41:12simple. Now from here, if you've taken
41:13them through the process properly, most
41:16of the time they're going to buy. If
41:18they do not, they're going to give you
41:18an objection and that's when you go into
41:20objection handling and reframing.
41:22There's a very specific process for
41:23doing that which I'm going to cover a
41:24little bit later on where you have to be
41:26able to convert the objections they give
41:28you into the one you want to handle. Do
41:31not be like these [ __ ] losers online
41:33who do not know what they're talking
41:34about who try and chase the prospect
41:36handling all their objections. That does
41:37not work because you're in their world
41:39and they know the objection they're
41:40giving you better than you do. You have
41:41to convert it into the one that you want
41:43to handle where you're then going to
41:44have a thousand reframes lined up for
41:46how to handle that. It's very simple.
41:47It's scripted. I will show you guys
41:48exactly how to do it. Now let's move on
41:50in chapter two. In chapter two is now we
41:52know what to say, but now what matters
41:54is how we say it and the things we can
41:56add on to make it even better. This is
41:57where we cover tonality, body language,
41:59verbal queuing, how to build rapport,
42:01how to handle different personality
42:02types because this is stuff that takes
42:04you from just reading a script like an
42:06average closer to one of the best. So
42:07let's start with tonality. First you
42:09have to understand there are four main
42:11tonalities. And the key to becoming
42:13great at tonalities understanding that
42:14body language is the remote control to
42:16your tone. For example, if I go, "What
42:18do you mean by that?" versus "What do
42:20you mean by that?" Because my body
42:21language is showing curiosity, my mind
42:23is like, "Oh, we're curious now." And
42:25then my voice shifts to match it as
42:27well. And so when it comes to mastering
42:28tonality, what you actually have to
42:30learn is body language because then
42:32it'll become natural for you. So let's
42:33go through the four. Number one, we have
42:36the casual tone. Now the key to
42:38understanding this is this is where
42:39you're going to be the majority of the
42:40call. And the reason why is because we
42:43want the other person on the other end,
42:45the prospect, to feel like we are
42:46confident, we are casual, we do not need
42:49them. We are there to help them like a
42:51professional. So here's how you do it.
42:53What you have to understand psychology
42:54is whenever we have our vital organs
42:56exposed, it signals to the people around
42:58us that we're safe, we don't feel
43:00threatened by anybody around us,
43:02therefore we are better than them. And
43:04so the key is you need to have your
43:05vital organs exposed meaning like your
43:06chest and your stomach area. And so
43:08again, shoulders back is the easiest way
43:10to do that. And the other key is have
43:12your hands visible at all times because
43:14again, subconsciously, when your hands
43:16are hidden like in your pockets, it's
43:17like, "Oh, does he have a knife? Is he
43:19going to pull out a gun and [ __ ]
43:20shoot me?" Again, you're on Zoom so
43:21obviously that's not going to happen,
43:23but that's the subconscious thought.
43:24It's not like a thing that they're
43:25thinking, "Oh, he's going to shoot me
43:26now. He's about to shoot me now." It's
43:27just subconscious. They feel threatened.
43:30So always have your hands visible,
43:31always have your vital organs exposed.
43:33That is the easiest way to appear
43:35confident and casual. In case you're
43:36wondering, yes, I'm about to shoot you.
43:38Number two, we have the curious tone.
43:41Now the key to this is tilt your head
43:44and squint your eyes. So I gave the
43:46example a second ago, "What do you
43:47mean?" That's nothing. If I go, "What do
43:49you mean?"
43:50Now I'm curious. You tilt your head and
43:52squint your eyes. Number three, we have
43:54skeptical. The key to this, lean back
43:57and scrunch your eyebrows. So if they
43:59tell me, "Oh well, we're only getting
44:00three leads a month right now." Three
44:02leads a month?
44:03Now it's like, "Well, what the [ __ ]
44:04What's wrong with you?" You know what I
44:05mean? So I'm making them think, "Oh,
44:07what you're doing now is terrible."
44:08Which usually it is cuz they usually
44:10don't know what the [ __ ] they're talking
44:11about, right? So skeptical, lean back,
44:13scrunch your eyebrows. And last but not
44:15least, we have concern {slash} empathy.
44:18The way you do this, lean in and raise
44:21your eyebrows. So if they're like, "Oh
44:23man, I mean, my kid like I wouldn't be
44:24able to feed him, right? Like I wouldn't
44:25be able to feed him at all." "Oh, I'm
44:27sorry to hear that, man." You lean in,
44:29raise your eyebrows. If you want a bonus
44:31as well, don't do it every time or it's
44:33going to feel really [ __ ] awkward,
44:34put your hand somewhere near your chest
44:36or your heart or somewhere near there.
44:38Right? So like, "Oh, I'm sorry to hear
44:39that, man." Now you might be wondering,
44:40"Well, where do I apply this stuff?"
44:42Let's go to the script briefly and I'm
44:43going to show you guys exactly where to
44:45use specific ones. This is the closing
44:47script obviously, but for the setting or
44:48closing it'll be the same. Right? At the
44:50beginning of the call and intent,
44:51whether it's a setting call or a closing
44:53call, all of intent is going to be very
44:55curious and casual. When you go into
44:57logical certainty, the first part,
44:59getting the root cause, what are they
45:00doing now, also very curious and casual.
45:03When you get into the do you like
45:05sequence and going into the problem,
45:08this is where you have to use a little
45:09bit more of a skeptical tone. The reason
45:11we use a skeptical tone is because after
45:13we're like, "Oh, do you like it?"
45:14They're like, "Yeah, yeah, I like it,
45:15whatever." "Oh, what do you like about
45:16it?" Now they're telling us, "Oh man,
45:18well I like this and this and that. My
45:19fitness regime it's really easy to
45:21follow or I'm very used to it." So now
45:23they've told us all these good things.
45:24Now when I go into, "Okay, that doesn't
45:25sound like it's going terrible then. I
45:26guess is there anything you would you
45:28would change?" The reason we do it that
45:30way is because it's like, "Well, you've
45:31just told me all these things that are
45:32going good. Like why the [ __ ] are we
45:33here?" That's the tonality. So it's
45:35like, "I doesn't sound like it's going
45:36terrible then. I guess is there anything
45:38you would change
45:39about either like X or Y like if you if
45:41you could though?" Because again, all
45:43I'm doing is I'm sounding a little bit
45:45skeptical to make them naturally come to
45:47our rescue and be like, "No, no, it's
45:49because I have this problem."
45:50And now they're a lot more open. Now in
45:51the probing section, it's going to be a
45:53mix of that skeptical and curious to get
45:56them to go deeper.
45:58Moving on to emotional certainty. Right
46:00here you're going to be extremely
46:02curious for most of the pre-handling
46:04until you get to the what shifted
46:06question. Remember? "So what shifted now
46:09that I guess has you looking for like
46:10more of like that advanced help like if
46:11the time kind of prevented you in the
46:12past." Right there, we need to be a
46:14little bit more challenged, a little bit
46:16more skeptical to once again make them
46:19come to our rescue. "Oh well, now like I
46:21got a I got a
46:22raise at work so like now I can afford
46:24it." Right? And now they came to our
46:25rescue and we're able to pre-handle it.
46:28When you're going into you say and bolt
46:29and then you're going into future pacing
46:31on the positive side. "Oh, you could
46:33accomplish this and this would be
46:34amazing and everything else." You're
46:36going to use curious but you're going to
46:37add a bit of a variation. The variation
46:39is inflections. This is how we take
46:41tonality to the next level. If I want to
46:43sound very positive, I need to use
46:46upward inflections. For example, I could
46:47go, "What and what would that mean, man?
46:50Like who who would you take on that
46:51vacation?"
46:52It's still curious, tilting my head,
46:53squinting my eyes. "Who would you take
46:54on that vacation?" But it's an upward
46:56inflection. Versus if I'm curious but
46:58negative, which is what we're going to
47:00do in consequence, it's like, "And
47:02what would happen then?" It's very
47:04downwards. Right? My inflection is going
47:06down. It's negative. Versus if I want to
47:08sound positive, up. That should be
47:10pretty clear. Then when we're going into
47:12the pitch, this is all just going to be
47:14extremely casual and extremely
47:15confident. It is as simple as that. Now
47:17when you master your tonality and body
47:19language, there's still one issue you're
47:20going to come across. And the issue is
47:21this. When you're that good, people just
47:24want to keep talking and they never want
47:25to [ __ ] stop. And so you need to
47:26learn how to control the conversation.
47:28We do that with verbal queuing and
47:29verbal pacing. This goes back to a
47:31principle in psychology called
47:32mirroring. So what is mirroring?
47:35If you've ever gone to a bar or some
47:36little cafe and you see a couple on
47:38their first date. You'll start to notice
47:39at the very beginning when they're
47:40awkward, they have no rapport, they're
47:42all over the place, she's looking at him
47:43like he's a pervert or something. And
47:44then after a little bit of time when
47:45they get into rapport and they start
47:46liking each other, you'll notice they
47:48start copying what they do. For example,
47:51he'll start leaning in a little bit
47:52closer, you'll notice she leans leans in
47:54a little bit more if she likes him.
47:55He'll start tapping his foot or
47:57gesturing a lot more, getting a lot more
47:58intense. She'll start doing the same
48:00thing cuz now they're in rapport so they
48:02start mirroring. This is exactly how you
48:05can control the pace and the way that
48:07your prospects talk. So how do you
48:09verbal queue? Step one, you have to
48:10choose five filler words that you're
48:13most likely to use. So for example, for
48:14me it's like, "Yeah, oh, really, uh-huh,
48:17right." And then you're just going to
48:18use those five as the prospect is
48:20speaking at different speeds and
48:23different inflections to make them feel
48:25certain ways and speak at a certain
48:27pace. So for example, if I want a
48:30prospect that just keeps rambling to
48:32start speaking faster, then I'll just be
48:34like, "Yeah, really, uh-huh. Okay, that
48:37makes sense. Uh-huh. Right." And I'll
48:39just alternate between them and do it
48:41faster. Now if I want them to slow down
48:43and start speaking slower, I'll do it a
48:45lot slower. I'll be like, "Yeah,
48:47right,
48:49uh-huh.
48:50Okay,
48:51that makes sense." So it's slower and
48:54it's more spaced out because that's
48:55going to make them tell me more cuz it
48:57feels like, "Oh, I'm not done talking. I
48:59should keep talking." That's variation
49:00one is the speed in which you do it.
49:02Because going back to the mirroring
49:03example at the bar or the cafe or
49:05whatever, when you're doing that very
49:07very quickly for example, if I'm like,
49:08"Yeah, really, oh, right, uh-huh." then
49:11the prospect picks up on that and
49:12they're like, "I need to mirror that. I
49:13need to match that." So they start
49:15speaking faster as well. But the next
49:16level to that is changing manipulating
49:19their emotions
49:21using inflections. For example, if I am
49:24future pacing somebody on something that
49:26they want and they're like, "I could go
49:27on this vacation, get this dream house,
49:28do this, do this, do that." Then I'm
49:30like, "Really? Uh-huh. Jesus, man,
49:33that's amazing. I love that. Right."
49:35Like it's always upward and it's a very
49:37wispy sound. If I want them to feel
49:39negative emotion cuz I'm consequencing
49:40them for example, then it's like, "Oh,
49:42really?
49:43I'm sorry to hear that, man." Uh-huh.
49:46That makes sense. So, it's the same
49:47verbal cues for the most part. It just
49:50goes downwards now to make them feel
49:51that negative emotion at a deeper level.
49:53Think of how waves work and frequencies.
49:55If you have two frequencies, and again,
49:57this is physics, not to get too
49:58complicated on you guys. If you have two
50:00waves that are going at different
50:01lengths and they collide,
50:05they cancel each other out and they both
50:06go flat. That's no emotion. But, if you
50:08have two waves coming at the same
50:09frequency, when they hit each other,
50:11they double in size. So, that's your
50:13goal. They feel this emotion, you mirror
50:15them on that same emotion by again using
50:17these inflections to make it either
50:18positive or negative. Their emotion is
50:20going to get even higher. So, they're
50:21going to feel even more positive emotion
50:23or even more negative emotion. That's
50:25how verbal queuing works. Now, the
50:27question I always get from here is like,
50:28"Well, Andress, okay. Now we've covered
50:30scripting, now we've covered tone and
50:33body language, now we've covered verbal
50:36queuing and verbal pacing.
50:38Now they won't stop [ __ ] talking.
50:39They just keep talking and they keep
50:41talking about the wrong things. How do I
50:42cut them off and how do I actually get
50:43the answers I need?" Because that's a
50:44common thing, right? And that's when you
50:46have to learn mirror Give me a second.
50:49I'll write it out.
50:51Give me a second. Be patient, you
50:52[ __ ] Mirror
50:55questions. That's when you have to
50:56master mirror questions. So, what is a
50:58mirror question? A mirror question is
51:00whenever you ask me the question and
51:02rather than give me the correct answer,
51:03they either skirt it whether it's
51:04intentional or they just don't
51:06understand the question so they give you
51:07the wrong answer. We'll cover how to
51:08handle both of those. And so, what you
51:10need to do is there's two parts to the
51:12mirror question. Part one is the
51:14callout.
51:15The reason this is so important is
51:17because if somebody doesn't give you an
51:18answer and you don't call them out on
51:21it, what are they learning? That you're
51:23a [ __ ] They can not give you the
51:24answer and you'll just move on like
51:26nothing ever happened. So, you need to
51:27call out the fact you didn't get an
51:28answer that way they can't do it again.
51:30That's step one. Then step two is you
51:32have to ask the same question
51:34in a different way. That way they feel
51:37like you're not treating them like a
51:38toddler. However, you're still asking
51:40the question you needed to ask to get
51:41the answer you needed from the script.
51:42So, what's the formula for creating
51:44these questions and then I'll do some
51:45examples with you guys. You guys see the
51:46most common places where you're going to
51:48need a mirror and what kind of mirror
51:49question you can use. The key to
51:51creating a good mirror question is
51:52figuring out number one, what were the
51:54answers I needed for my original
51:57question that I asked. For example, if
51:59I'm asking a tangible question on a
52:00fitness offer, "What was your main
52:02intent behind even looking like possibly
52:03lose weight?" Like is it more kind of
52:04have more energy or like feeling better,
52:06more confidence? Like what for you? What
52:08answers can I get from that question? I
52:10could get, "Oh, I need to lose the
52:11weight faster." I could get, "Oh, well,
52:13I want to be more confident." "Oh, well,
52:14I want to be able to take my shirt off
52:15at the pool." These are all different
52:17answers I can get. So, then the second
52:19step, once I know the answers I'm
52:20looking for from the question, is I have
52:22to create other questions that could
52:24give me that same answer. And it will
52:26not always sound the same. It can sound
52:28completely different yet still give me
52:29the same answer. So, let's do some
52:30examples together. Going on to the
52:32script. Right here, let's imagine I'm
52:34selling a biz op, right? So, I'm helping
52:36people working on a 9-to-5 job get into
52:38high-ticket sales for example. And I ask
52:40them, "What was your main intent on
52:41looking at like possibly getting into
52:43high-ticket sales? Like what what are
52:44you
52:45I guess really looking to get out of
52:46it?" And they're like, "Oh, well, man, I
52:47just really want to make more money."
52:48Which is probably going to be the most
52:49common answer. Then my experience
52:50question is going to be, "Well, what
52:51have you seen that I guess makes you
52:52feel like you you you don't have as much
52:54money as you'd like?"
52:56Right here, that's my experience. Now,
52:57what are some answers I can get from
53:00that question? I could get, "Oh, man,
53:02well, I can't go on vacations." I could
53:05get, "Oh, well, I'm living paycheck
53:09to paycheck." "Oh, well, I can't afford
53:13to buy a car." "I'm living with my
53:16parents and cannot move out." These are
53:19all examples of different things that we
53:21could get. So, now we have to ask
53:23ourselves, "What's another question I
53:25could ask to get these same answers?"
53:27And so again, what you're going to want
53:28to do is go through every question where
53:30you most commonly get interrupted by the
53:31prospect or you don't get an answer and
53:33build these mirror questions for that.
53:35So, right now, let's think of a question
53:36that could give me this answer. One
53:38example right now off the top of my head
53:39cuz I'm such a [ __ ] genius, right?
53:40No, because I already knew this [ __ ]
53:42>> [laughter]
53:43>> I could ask them, "Well, you making more
53:44money, man. Like what would that
53:47I guess really allow you to do that that
53:48maybe you you you can't do now?"
53:51So, what answers can I get from that?
53:53Well, I can't go on vacations. I can't
53:55afford to buy a car. I'm living paycheck
53:57to paycheck. Can't move out. Living
53:58paycheck to paycheck. Can't do XYZ,
54:01whatever else they can't [ __ ] do,
54:02right? This gives me all the answers I
54:05need from a completely different
54:06question. Does the question sound the
54:07same? No, but does it give me the same
54:08answers? Yes. So, it is a perfect mirror
54:11question. So, now in a role play
54:12scenario, going back to the two steps,
54:15if I ask somebody, "What have you seen
54:17that makes you feel like you're not
54:18making as much money as you'd like?" And
54:20they're like, "Oh, man, well, I I don't
54:21know. Like I'm I I just I just want to
54:23make more money." Does that give me an
54:24experience? No, cuz it is in the past?
54:27No. So, I got to do a mirror cuz I
54:28didn't get the answer. So, what's step
54:30one? The callout. "No, no, man. Sorry,
54:32that that wasn't what I meant to ask.
54:33Maybe I wasn't being very clear."
54:35Callout. Then step two. "What I meant to
54:38ask is
54:39you making more money, what would that I
54:42guess really allow you to do that that
54:44maybe you can't do now?"
54:45"Oh, well, man, I could go on
54:46vacations." Great. Now I got my answer.
54:49Let's do one more example together. If I
54:50go to the closing script again, let's go
54:52down to I don't know, emotional
54:54certainty, future pacing. If I ask
54:56somebody, "Well, let's say there was a
54:58way of possibly helping you with like
55:00actually losing those 50 lb so you'd
55:01like be in better shape, have more
55:02energy, all that jazz. What would like
55:05tangibly be
55:06I guess different for you like like at
55:08that point?" So, now let's do the
55:09exercise again together.
55:11If I see what are different answers they
55:13could give me to that? Well, they could
55:14be like number one, I could I don't
55:16know, play
55:17sports with my kids. I keep using this
55:20example.
55:21I would be more productive at work.
55:25I could be a better role model for
55:28people around me, my family, etc. These
55:30are all examples of answers I could get
55:32from that question. So, now let's think
55:33together of another question I could use
55:35to get those exact same answers. Just
55:36one that I'm thinking about right now is
55:37I could ask something as simple as,
55:39"Well, you actually like losing those 50
55:41lb? Like how how would that even impact
55:42I guess like other areas of your life?"
55:44Is it a different question? Yes. Does it
55:46still give me these answers? I can play
55:48sports with my kids, I'd be more
55:49productive at work, better role model?
55:51Yes, absolutely. Because that's all
55:53we're really asking at the end of the
55:54day. And so now once again in a role
55:55play scenario, if I say, "Let's say
55:56there was a way of like actually
55:58possibly helping you with like losing
55:59the 50 lb so you could like have more
56:00energy, get in better shape, all that
56:01jazz. What would tangibly be I guess
56:04like like different for you at that
56:06point?" And they say, "Oh, well, I don't
56:09know, man. Like I I would lose the
56:10weight, you know what I mean? Like
56:11that's it's really the number for me."
56:13Then I have to step one, call it out.
56:16"No, no, sorry, man. I I don't think you
56:18understood what I was saying. What I
56:18meant to ask is" and then I ask the
56:21mirror question. "Like you actually
56:23losing those 50 lb, how would that
56:25impact like like other aspects of your
56:26life though?" Just to see if I could
56:28even help. Now, it's very hard for them
56:30to [ __ ] me again because again, I
56:32called them out respectfully for not
56:34giving me an answer
56:35and I asked them the same question but
56:36in a different way. So, now they feel
56:38compelled to give me that answer. The
56:40only thing that can change how we
56:41approach this and this will take us to
56:43number five
56:45is the personality type. Let me draw
56:47this out for you. On every sales call,
56:49there is a buying pocket in terms of the
56:51mental state in which the prospect is
56:53in. On top of this is an alpha
56:56personality, otherwise known as an A
56:58type. Underneath it is the beta
57:01personality. These are the people who
57:03have no sense of self-confidence. They
57:04get on there like, "Oh, my life's
57:05ruined. I don't know what the [ __ ] I'm
57:06doing. I'm useless." Right? Those are
57:07beta personalities. Now, they're both
57:10bad and here's the reason why. An alpha
57:12is too confident that they feel like
57:13they don't need your help. A beta on the
57:15other hand is too unconfident that even
57:17if they think buying is the right
57:19decision to make, they don't even trust
57:21themselves to know what the [ __ ] a right
57:22decision is.
57:24So, they can never be like, "Oh, I think
57:25this is going to work. I'm going to do
57:26it." Because they don't even trust
57:27themselves to know. And so, there's a
57:29pocket in the middle where if they're a
57:31beta, you have to build them up into
57:33that pocket and if they are an alpha,
57:34you have to tear them down into that
57:36pocket. Because right there is where you
57:37want them in order for them to buy.
57:39Let's start off with the beta
57:40personality type. This is where we get a
57:42little bit more into identity framing.
57:44With a beta, you have to build them up
57:45and the best way to build them up is
57:46with their identity. Because if they
57:48believe in their core as a person, "I am
57:51this kind of confident person or
57:52successful person or a good father or a
57:54good business owner or a good employer,"
57:56they're going to start acting like that
57:57person. As an example, if I am future
57:59pacing somebody and they are like, "Oh,
58:01man, I mean, I could take care of my
58:02kids better, I'd have more money, we
58:03could go on more family vacations." "Oh,
58:05man, I really appreciate that. Like it
58:06shows it shows you're a great father."
58:08What does that do? "I'm a great father?
58:09I'm a great father? Holy [ __ ] I'm a
58:10great father." Great. Now I've built
58:12them up. If I'm speaking to a business
58:13owner and I'm future pacing them and
58:15they're like, "Oh my god, man. Like I
58:16would be able to pay my employees more.
58:19Like all my sales reps would be making
58:2010K a month for example." "I I really
58:21appreciate that, man. It shows you're a
58:22great employer." "I'm a good I'm a great
58:24employer? I'm a good Same [ __ ] right?"
58:26Builds them up. Now, there other places
58:28in the call that you can do this. For
58:29example, at the beginning of a call, if
58:31you're ask somebody, "What's your main
58:32intent behind looking I guess like
58:34possibly even getting into high-ticket
58:35sales? Like what are you I guess looking
58:36to get out of it?" And they're like,
58:38"Oh, man, well, I just really want to be
58:39able to quit my job cuz I feel like
58:40everything's been going terribly and I'm
58:42just so defeated and everything sucks."
58:43Then you go like, "And kudos to you,
58:45man, for actually having the courage to
58:47do something." Cuz a lot of people, you
58:49know what I mean? They're all
58:50hard-headed and they're like, "You know
58:51what? I hate my job. I've been doing it
58:53for 20 years, but I'm just going to keep
58:54doing it and hope it gets better."
58:56Right? And obviously it doesn't. So,
58:57kudos to you for actually being like the
58:58kind of courageous person who actually
59:00does something about it. What did I just
59:01do? I just built them up to being a
59:03courageous person, an identity frame on
59:06them. I showed this up for you guys.
59:07This is the structure of how to
59:09reinforce somebody's identity that you
59:10can do every single time. Kudos to you
59:12for being XYZ. Most people are
59:16bad thing, so kudos for being Y. I'll
59:18give you another example. On a fitness
59:20offer, if I have a dad tell me, "Yeah,
59:21man, I want to get in better shape
59:22because I want to be a better role model
59:23for my kids." "Well, kudos to you for
59:25being a great father, man, cuz a lot of
59:26people,
59:27you know what I mean? They're just
59:28really hard-headed and they're like,
59:30"You know what?
59:32I have kids, I have family, I don't have
59:33time to get in shape." Right? And then
59:35obviously nothing ever happens because
59:36of it and they're not the best role
59:37model. So, kudos to you for actually
59:38like being that great father for them.
59:40Again, what did I do? I just reinforced
59:41their identity and I threw stones at the
59:44bad people, the people I don't want them
59:45to be like, which in this case are the
59:47people who use their kids as an excuse
59:48to not get in shape or not buy the
59:50program. So, that's beta. Now, how can
59:52we tear down an alpha? This is actually
59:54much much easier because you can deflate
59:57them in like 2 seconds. As an example,
59:59if I'm on a sales call and somebody
1:00:01tells me, "Oh yeah, man. I mean, we're
1:00:02doing a million a month. Like we're
1:00:03doing great." I'll just go, "A million a
1:00:05week? Jesus, man. You guys are crushing
1:00:07it." And now what is he going to do?
1:00:09Correct me. No, no, a million a month.
1:00:12And he deflates.
1:00:14Because he assumes that means they're
1:00:15usually working with people who are
1:00:17doing a million dollars a week.
1:00:19And so now all of a sudden he went from
1:00:20thinking he's the big dog looking down
1:00:22on you, talking down on you, to oh [ __ ]
1:00:24I'm the little kid in the [ __ ] corner
1:00:26looking up to you because you're usually
1:00:27working with people way above me. So,
1:00:29you just completely destroyed his
1:00:31mentality around who has the most status
1:00:33in the conversation. That's an easy one
1:00:35you can do. If it's fitness and they're
1:00:36like, "Oh, I'm doing great, man. I'm
1:00:37losing 10 pounds a month." 10 10 pounds
1:00:40a week? Jesus, man. It's like [ __ ]
1:00:42crazy. You never heard those numbers.
1:00:43No, no, a month.
1:00:44Oh, oh, I'm I'm I'm sorry. And then you
1:00:46move on to the next question. Again,
1:00:48you'll watch them deflate. The second
1:00:49easiest one to do,
1:00:51any number or statistic they give you,
1:00:53you can do this. If they say, "Oh man,
1:00:55we're getting
1:00:56five leads a month." And they're super
1:00:58proud of it. Like, "Oh, we're doing five
1:00:59leads a month, man. Everything's
1:01:00amazing." Oh, only five? Why Why so low?
1:01:04Remember, skeptical tonality. What? Why
1:01:06so low? And again, you'll watch them
1:01:07deflate because you're changing their
1:01:08expectations of what's good or bad. And
1:01:11so that's going to, once again, put them
1:01:13down into the middle, into the buying
1:01:14pocket where they respect you much more.
1:01:17Now, let's get into section three,
1:01:18objection handling. And I'll give you
1:01:20guys a sneak peek. No, don't screenshot,
1:01:21you [ __ ] idiot. I'm going to show you
1:01:22in a second. What you have to understand
1:01:24about objection handling is that most
1:01:26people try and handle the objections the
1:01:27prospect give them. That's a mistake.
1:01:29Because if you're constantly trying to
1:01:30handle the objections, they're just
1:01:32going to give you a new one. Now you're
1:01:33in their world. They're the ones
1:01:34controlling the conversation of what
1:01:36happens. Because they know the next
1:01:37objection they're going to give you a
1:01:38better than you do. Sorry to break it to
1:01:40you. But instead, what the best
1:01:42objection handlers and sales people do
1:01:45is they convert the objections they get
1:01:47into the ones that they want to handle.
1:01:49Because if they know that every single
1:01:51time they're going to convert any
1:01:52objection they get into one objection,
1:01:54now they can line up a thousand reframes
1:01:56for that one objection,
1:01:57and now the prospect is in their world.
1:02:00They're in control. So, in this section
1:02:01I'm going to show you guys a reframe for
1:02:03every single objection and then how to
1:02:04convert them into the one that you want
1:02:07to handle. That way you're always in
1:02:08control of the conversation and you're
1:02:10able to close a lot more. So, to start
1:02:12off, no matter the objection you get,
1:02:14you're always going to push it to money
1:02:17logistical. Here's why. A lot of people
1:02:19think, "Oh, I'm just going to handle the
1:02:19objection I get." No. Any objection,
1:02:22whether it's partner, or time, whatever,
1:02:24has something to do with the money.
1:02:25Partner, for example, if the thing was
1:02:27free, would they still have to ask their
1:02:28wife? Well, no, obviously not. So,
1:02:29there's some factor of money involved.
1:02:30And so what we want to do is get money
1:02:32out of the way to begin with, that way
1:02:34we know everything they're telling us is
1:02:35actually real and not just something
1:02:37that their mind made up. So, here's how
1:02:39you cover it. Whenever they give the
1:02:39objection, you just go, "Hey, not a
1:02:41problem, man. Money aside for a second,
1:02:43like if I gave you a duffel bag with the
1:02:44full 10,000 for the program, would you
1:02:46actually do it?" They go, "Oh yeah, of
1:02:47course I would do it." Well, why though?
1:02:48Just so I understand. Oh, because I
1:02:50mean, with everything you've covered and
1:02:51the coaching, etc., like I feel like it
1:02:52would really help me. Yeah, because like
1:02:55you you having that coaching, I guess,
1:02:56and like the guidance and everything
1:02:57else. What do you feel that would do for
1:02:59you like like more personally with that?
1:03:01Oh, well, man. I feel like it would
1:03:02change everything. Like I would start
1:03:03actually making the money I want to
1:03:04make. I'd be able to retire myself a lot
1:03:06earlier. Like I feel like I'll just
1:03:07enjoy life a lot more. Now I have
1:03:09removed the value objection out of the
1:03:11equation. They've agreed it's not value.
1:03:12So, now I can tackle it head-on. So, is
1:03:14it just the initial investment of the
1:03:15$10,000 or if there was a way to
1:03:17possibly break it up, would that make it
1:03:19a bit more digestible like financially
1:03:20for you? Now, almost every time they're
1:03:22going to say, "Yes, that would make it
1:03:23way better." No no, not a problem, man.
1:03:24Cash on hand and business expenses
1:03:26aside, what do you have saved up? Just
1:03:27to see if I can help. Oh, well, I have
1:03:30$3,000 saved up. Now, in basis of
1:03:32whatever they tell you, you need to
1:03:33create some kind of payment plan that
1:03:35would match their budgetary constraints.
1:03:37The key is before we ask for the sale
1:03:39again, we need to get them to agree this
1:03:42works within my budgetary constraints.
1:03:45So, after I put together a payment plan,
1:03:46for example, if I were to go,
1:03:48"Well, we don't usually do this. What I
1:03:51could do for you though, we could split
1:03:53it up into four payments, I guess, of
1:03:552.5 grand a month, split every 30 days.
1:03:58That way you're actually able to start
1:03:59learning the skills and it kind of pays
1:04:00for itself over time. Would that work
1:04:02within your budgetary constraints?" And
1:04:04now after they agree yes, now logistics
1:04:06are out of the way. So, they cannot fall
1:04:08back on logistics and now we're able to
1:04:09tackle fear head-on if they give me
1:04:11another objection. And so again, once
1:04:13they've agreed it works within budgetary
1:04:15constraints, then you just go, "Okay, so
1:04:17with the understanding that you feel it
1:04:18actually get you to that goal of like
1:04:20the 50K a month, having the financial
1:04:21freedom, being able to travel, etc., and
1:04:23obviously that it works within budgetary
1:04:25constraints, how would you like to
1:04:26proceed?" And so again, now we ticked
1:04:28off, they give us whatever objection, we
1:04:30ticked off it's not money, it's not
1:04:31value, logistically it works, how do you
1:04:34want to proceed? And so now there's two
1:04:36options that can happen. Number one,
1:04:38they say yes and they buy. Or number
1:04:40two, they give us another objection.
1:04:42Now, if they give us another objection,
1:04:43it can either be, and I'll zoom out for
1:04:44a second, logistical, meaning either
1:04:46time or partner, or it can be
1:04:48fear-based, in which case you're going
1:04:49to go straight into the fear.
1:04:51Let's go through time and partner first,
1:04:52the other logistical objections.
1:04:54If they say, "Oh man, I mean, it it
1:04:55sounds really good. It's just that like
1:04:57I I just really don't have the time
1:04:58right now."
1:05:00Then we just go, "Well, time aside, man.
1:05:01Like if you did have the time, would you
1:05:03actually do it? Like do you actually
1:05:04feel like it would get you to that goal
1:05:05of like the 50K a month?" They say,
1:05:06"Yeah, yeah. If I I feel like it would."
1:05:08Well, why though? Like what do you feel
1:05:09would really help you the most? Oh,
1:05:11well, I mean, I feel like specifically
1:05:13having like the coaching, the guidance
1:05:14would really really help me. Yeah,
1:05:16because you having that, like what do
1:05:17you feel like that would do for you like
1:05:18even more personally?
1:05:19Oh, well, man. I mean, I really feel
1:05:21like it it would be a game-changer for
1:05:23me. Like I would be able to change my
1:05:24whole life around this and this and
1:05:25that. Whatever answer they give you,
1:05:26again, all we're doing is getting value
1:05:28out of the way again. Even though they
1:05:30already give us those answers in money,
1:05:31we're going to ask it again. Because the
1:05:33way that the brain works psychologically
1:05:35is through orders, as lenses in which it
1:05:37makes decisions. And so we need to bring
1:05:39the fact the value is there to the front
1:05:40of their mind before reframing the time
1:05:43again. So, after we get value out of the
1:05:44way, then we go, "Well, [ __ ] make a
1:05:46suggestion, man. Because really in this
1:05:47world there's two kinds of people.
1:05:48There's the guy who goes, 'You know
1:05:50what? I have a family, I have kids, I
1:05:52have my job, I can't find a way to make
1:05:54more money.' But then there's a second
1:05:55guy who goes, 'No, no. You know what?
1:05:57Because I have my family and I have my
1:05:58kids and I have my job and everything
1:06:00else, that's why I need to learn how to
1:06:02make more money and learn skills. That
1:06:04way I can even have more time to spend
1:06:05with them in the future.' Because that's
1:06:07really what matters to you at the end of
1:06:08the day, right? Or you could ask them
1:06:10the question is, I mean, which of those
1:06:11two people do you want to be? Right? No
1:06:13matter what, they're going to agree,
1:06:14yeah, I want to be the second guy, etc.,
1:06:15right? And then you push back. And why?
1:06:18Because like you don't have to, man. Oh,
1:06:19because I mean, my family's more
1:06:20important than anything. Like I want to
1:06:21make money, I want to be able there to
1:06:22support them and everything else.
1:06:23They're more important than anything in
1:06:24this world.
1:06:25Because what do you think would happen
1:06:26if you didn't, man?
1:06:28Like if you decided to be that first guy
1:06:30who's just like, no, they're the reason
1:06:31why I can't be successful. You know what
1:06:33I mean? What do you think would happen
1:06:34then? Oh, well, I mean, man. Like
1:06:35nothing would really change. I wouldn't
1:06:37be making the money I want to make. We
1:06:38wouldn't be able to go on those
1:06:39vacations and everything else. Again,
1:06:40are you actually willing to like like
1:06:42like settle for that? Well, no,
1:06:44definitely not, man. Okay, so in your
1:06:46eyes, like what decision do you feel
1:06:47like you have to make to put yourself in
1:06:49the best possible position to actually
1:06:51learn the skills to make more money that
1:06:53way you're able to provide better for
1:06:54your family. Because that's all you want
1:06:55at the end of the day. And right there,
1:06:57again, this is a tree. There's two
1:06:58things that can happen. Number one,
1:07:00close sale. Number two, they go,
1:07:03"Ah, like that makes sense. It's just
1:07:05that XYZ fear objection." Right? And as
1:07:07soon as they give that to you, then once
1:07:08again, you're going to go into fear and
1:07:09I'll go over that in a second. And I
1:07:10want to make a note here because this is
1:07:11the first reframe I show you guys. I'm
1:07:13going to show you guys the structure of
1:07:14how a reframe actually works. Let's go
1:07:16over to the whiteboard. Number one is
1:07:19the frame.
1:07:21That's where I go like there's two types
1:07:22of people or if you see me like having
1:07:24to say that words of power, that's the
1:07:25frame. Step two is the push back.
1:07:30This is where I make them defend the
1:07:32frame. So, that's where I go, "And why?
1:07:34Because like you don't have to be, man.
1:07:36You don't have to be that kind of
1:07:37person." Right? Because I'm making them
1:07:38defend, "Oh, this is true. I want to be
1:07:40the second guy." Or oh, "This is true.
1:07:42It's my responsibility." So, I'm pushing
1:07:43back to make them defend it, right?
1:07:45Number three is the consequence.
1:07:48The reason this is so important, in
1:07:50psychology there's a thing called
1:07:51leverage. You need leverage to change
1:07:53anything. People say, "Oh, I was in a
1:07:55toxic relationship for a year and then I
1:07:58got out of it. It took me a year to
1:08:00quit." No, it didn't take them a year to
1:08:01quit. It took them a year to finally be
1:08:03like, "I [ __ ] had enough. I'm ending
1:08:04this now. Never again. I'm never going
1:08:06back." Because they finally got enough
1:08:08leverage. Something happened in a moment
1:08:10where there's so much pain, she said
1:08:11something, she did something to them and
1:08:13they're like, "I quit. I'm never going
1:08:14back." Right? Because they finally got
1:08:16enough leverage. It's the same thing you
1:08:18do to change any belief or anything in
1:08:20sales in the conversation. You want them
1:08:21to change their mindset? You want them
1:08:22to change the current frame that they're
1:08:24in? Well, you need to get enough
1:08:25leverage to do that. You need to get
1:08:27them to understand, well, if I keep
1:08:28having the same mentality that I have
1:08:29now, it's going to cause me all this
1:08:30pain. Because then getting them to
1:08:31change it is going to be easy. But if
1:08:33you don't do that, it's going to be a
1:08:34piece of work. It's going to be
1:08:35difficult. Right? So, we need to get
1:08:37leverage. And the way we do that is with
1:08:38the consequence. So, that's where we go,
1:08:41"Because what do you think happens if
1:08:42you don't, man? Like if you decide to be
1:08:43that first guy and you use your kids as
1:08:45the reason for why you can't be
1:08:46successful and you don't have enough
1:08:47time to make more money and learn
1:08:48skills?"
1:08:50Oh, well, I mean, I wouldn't be the role
1:08:51model I want to be. I wouldn't be this.
1:08:52I wouldn't be that. That's the
1:08:54consequence. And then step four is the
1:08:57CTA, the commitment to change. I am
1:08:59finally going to do something about
1:09:01this. Now, there are a couple versions
1:09:02of a CTA. It could be a commitment to
1:09:04changing a mentality, right? It could be
1:09:06a commitment to changing an identity. It
1:09:07could be a commitment to buying. So, an
1:09:09example of identity, and I'll show you
1:09:10guys this a little bit later on, would
1:09:11be like, "So, which of those two kind of
1:09:13people do you want to be? Do you want to
1:09:14be this guy or do you want to be that
1:09:15guy?" I want to be that guy. That's a
1:09:16CTA. Another example of a CTA could be,
1:09:19again, getting them to buy. It could be
1:09:20like, "So, what decision do you feel
1:09:21like you need to make, man, to put
1:09:22yourself in the best possible position
1:09:24so when your head hits that pillow
1:09:26tonight, you know you did everything in
1:09:28your power to get to that 50k a month
1:09:30goal. So again, this is a structure of a
1:09:31reframe. So that being said, let's go
1:09:33back to the objection handling board,
1:09:35right? After this, again, we've just
1:09:37gotten them either back into fear or
1:09:39they've now bought it. Now the third
1:09:41logistical objection you can get is
1:09:42partner. This one's very very
1:09:44interesting. I'll show you guys how to
1:09:45do it. Number one, you should notice the
1:09:47pattern, get value out of the way and
1:09:49get them to agree, yeah, the value is
1:09:50there. So we go, partner assignment,
1:09:52like if she was on board and she was
1:09:53like, "Honey, you have to This is
1:09:55amazing. Like, would you actually do it?
1:09:57Like do you actually feel like it will
1:09:58get you to that goal of like the 50k a
1:09:59month?" Oh, well yeah, of course I do.
1:10:01Well, why though? Like just so I
1:10:02understand. Oh, because I mean like with
1:10:04the guidance and the mentoring and
1:10:06everything else, I feel like it's going
1:10:07to be super helpful. Cuz what would I do
1:10:08for you personally? Again, wait for them
1:10:10to answer, make them defend it. Then we
1:10:11just go, okay, so out of curiosity, man,
1:10:13what happens if you go to her and you're
1:10:15like, "Honey, you know, we need to do
1:10:18this. Like this is going to change
1:10:19everything." And she says no.
1:10:22Like would you kind of like do it
1:10:22anyways or would you just kind of like
1:10:24give up on getting to that 50k a month
1:10:25goal and like really learning the
1:10:26skills? Now regardless of what they say,
1:10:29if they say I wouldn't do it, move on to
1:10:31the frame, which I'll cover in a second.
1:10:32They say I would do it anyways, you say,
1:10:35"Well, why would you?"
1:10:36Right? And wait for them to be like,
1:10:37"Oh, because it's important enough to
1:10:38me, etc." Make them defend it and then
1:10:40regardless, again, you're going to go
1:10:41into the frame. So again, this is the
1:10:43first step of a reframe. We're going to
1:10:45the frame now.
1:10:47Have you heard, man, if I can make a
1:10:48suggestion, the saying like, "Heavy is
1:10:49the head that wears the crown?"
1:10:51The idea of it, man, is like the weight
1:10:52of the crown isn't the crown itself.
1:10:55The weight of the crown is the decisions
1:10:56you make when you have that crown on.
1:10:57Because like back in the day, the king,
1:10:59he was the one sending an army this way,
1:11:01starting a war this way. He was
1:11:02responsible for hundreds of thousands of
1:11:04lives. Because as the king, it would not
1:11:07be fair to put the burden of that
1:11:08responsibility on anybody but himself.
1:11:11Because for you, for example, man,
1:11:13who's going to be the one actually going
1:11:14through the training, like learning the
1:11:15skill sets, getting into sales,
1:11:17collecting the commission, collecting
1:11:18the payments? Is that going to be you or
1:11:19is it going to be your wife, between you
1:11:20and I, cuz I want to help you? Oh, it's
1:11:22going to be me. So whose responsibility
1:11:24is it to really put you in the best
1:11:25possible position to learn that skill,
1:11:27that way you're actually effective on
1:11:29those calls and those conversations?
1:11:31Oh, it's it's it's my it's it's my
1:11:32responsibility. Okay, so then the same
1:11:34way as the king, do you think it would
1:11:36actually be fair to like put the weight
1:11:38of that responsibility on anybody but
1:11:40yourself, whether it's your dog, your
1:11:41wife, your tree, whoever? You're like,
1:11:43"Oh, well no, obviously it wouldn't be
1:11:44fair." Well, why not though?
1:11:46Again, what am I doing now? I'm getting
1:11:47them to defend, I'm pushing back to get
1:11:49them to defend their new mentality, my
1:11:52frame, right? Now they go, "Oh, no, well
1:11:54because like man, I'm the man of the
1:11:55household, like I need to provide, I
1:11:56need to be the guy, right? I have the
1:11:58best context." And then once again, go
1:12:00into the consequence. Cuz what do you
1:12:01think happens if you aren't?
1:12:03Like what do you think happens if
1:12:05you take that responsibility, that
1:12:06burden that you have and you put it on
1:12:07anybody but yourself, whether it's your
1:12:09dog, your tree, your wife, whoever, that
1:12:11doesn't have as much context about the
1:12:12situation?
1:12:14Oh, well I mean they wouldn't be able to
1:12:15make as good of a decision, like they're
1:12:16not the ones taking the calls, so
1:12:17they're not as educated. And so what do
1:12:19you think would happen to your career
1:12:20then?
1:12:21Oh, well I mean I wouldn't make a lot of
1:12:22sales, like I would just kind of stay
1:12:24stuck in my job, etc. Again, we're in
1:12:25the consequence, then commitment to
1:12:27change. And are you actually willing to
1:12:29like like settle for that?
1:12:31Well no, no, I'm not willing to settle
1:12:32for that, man. So what decision do you
1:12:34feel like you need to make to put
1:12:35yourself in the best possible position
1:12:37to get to that 50k a month, start making
1:12:39the commission you want to make, start
1:12:40making the sales you want to make and be
1:12:42able to quit that 9-to-5 job?
1:12:44Oh, well I feel like I have to buy.
1:12:46Great. Now we've taken them through that
1:12:47whole process of the reframe, right? And
1:12:49now the responsibility of partner is
1:12:52done. The only thing that will come up
1:12:54sometimes here, and I get this question
1:12:55asked a lot, is where they're like,
1:12:56"Well, Andres, I did the reframe, they
1:12:57agreed to everything, but then they
1:12:58still told me I just still need to speak
1:13:00to my partner." Here's the key though.
1:13:02You now handled the logistics of the
1:13:04objection. The logistics is them
1:13:05agreeing, "Oh, well it's my
1:13:06responsibility." Once they agree it's my
1:13:08responsibility, anything they tell you
1:13:10after that of still needing to speak to
1:13:12their partner is purely fear.
1:13:14And so you can just go straight into
1:13:15fear objection handling if they tell it
1:13:16to you again, right? So from here
1:13:17there's really only two paths that can
1:13:18happen. Number one, they're like, "You
1:13:20know what? Let's do it." Close sale. Or
1:13:22number two, again, they go,
1:13:24"I agree, man, it's just that
1:13:27objection objection objection fear fear
1:13:28fear fear fear." And then you go into
1:13:29fear.
1:13:30So now let's cover how to handle fear.
1:13:31So now let's get into fear, what you've
1:13:32all been waiting for, and how to convert
1:13:35objections into the one you want to
1:13:36handle.
1:13:37Let's go over here. So the key, and
1:13:39again, this is the frame pushback
1:13:41consequence CTA structure,
1:13:42the key is as soon as you get a fear
1:13:45objection, you go into what's called an
1:13:46agreeance statement. An agreeance
1:13:48statement is this. It's a statement that
1:13:50cannot be disagreed with, so it is an
1:13:52absolute truth that also converts them.
1:13:56For example, if I'm on a sales call and
1:13:58somebody tells me, "Oh, man, it's just
1:14:00it's just way too risky."
1:14:02And I go, "Well, that makes sense, man,
1:14:03because like ultimately what you're
1:14:04seeking is like like certainty, right?
1:14:06Like you'll actually get the result,
1:14:07you'll be good, you'll be able to take
1:14:08care of your people, all that jazz."
1:14:10And they go, "Yes."
1:14:12What was their original objection? It's
1:14:13too risky. What's their new objection? A
1:14:16lack of certainty. Well, guess what? I
1:14:18have a thousand [ __ ] certainty
1:14:19reframes lined up in the back, so I'm
1:14:20going to beat them every single time
1:14:21now.
1:14:22Versus if I tried handling the risk
1:14:24objection, I am now in their world.
1:14:27And so it makes it a lot harder for me.
1:14:29The reason this is so powerful is
1:14:30because if somebody had absolute
1:14:32certainty in something, they would buy
1:14:34it.
1:14:35Like there's no other option. If you had
1:14:36absolute certainty in something, you
1:14:38would buy it. So any objection they give
1:14:40to some degree is attributed to a lack
1:14:42of certainty. Another example, this
1:14:43isn't the one I use, but this is like
1:14:44Matt Ryder, our CEO, and Yash, my
1:14:46business partner, they both use this
1:14:47one, is perspective. Yeah, that makes
1:14:49sense, man, because like we all make
1:14:50decisions based on our perspective,
1:14:51right? Nobody can disagree with this.
1:14:53You always make decisions based on your
1:14:55perspective. Now, the reframes I come
1:14:57after that is getting them to see that
1:14:58the current way they're making decisions
1:15:00is what led them to their current
1:15:01situation. And so in order to change the
1:15:03results they get, they need to change
1:15:04the way that they make decisions. Which
1:15:06again, cannot be disagreed with. And as
1:15:07soon as they agree to your agreeance
1:15:09statement, which they will, cuz that's
1:15:10what it's called a [ __ ] agreeance
1:15:11statement, then you go into your four
1:15:13frames. Now, if it's perspective, these
1:15:15are the four perspective frames. Island,
1:15:17what's riskier, fat person, $4,000. Now
1:15:19for me, I use certainty, so those are
1:15:21the ones I'm going to cover right now. I
1:15:22don't have time to go through all of
1:15:23them, cuz that alone would take like an
1:15:24hour, but I'll walk you guys through one
1:15:26so you see how it actually works and how
1:15:27to implement it. Let's say I'm selling a
1:15:29biz op and the person goes, "Oh, well
1:15:31man, it's just way too risky." Well,
1:15:33that makes sense, man, because like
1:15:34ultimately what you're seeking is like
1:15:35certainty, right? Like you'll actually
1:15:37get the result, like you'll be good,
1:15:38you'll be able to take care of your
1:15:39people, your family, all that jazz. Is
1:15:41that right? They're like, "Well yeah,
1:15:42yeah, of course, right?" I'm like,
1:15:44"Well, the interesting thing about
1:15:45certainty, right, is that like everybody
1:15:47wants it, but nobody can have it.
1:15:49Cuz there are no guarantees in life
1:15:51except for death and taxes. It's kind of
1:15:52like this. If I have a McDonald's
1:15:54worker, right, who they make two grand a
1:15:57month every single month, it's deposited
1:15:59in their bank account, no delays, no
1:16:01nothing, they just got to go to work, do
1:16:02the same thing every single day.
1:16:04Do you think that's somebody who's after
1:16:05uncertainty and adventure and happiness
1:16:07or somebody who's just
1:16:09after certainty and safety and security?
1:16:11They're like, "Oh, well obviously
1:16:12somebody who's after safety, right?" And
1:16:13on the other end, if I have somebody
1:16:15who's an entrepreneur, they do what the
1:16:170.1% of people do, they take massive
1:16:19risk, they get the payoff because of it.
1:16:21Do you think that's somebody who's after
1:16:23certainty and safety and security or
1:16:24maybe a little adventure?
1:16:26And actually being like, "I want to take
1:16:27a shot on myself."
1:16:29They're always going to be like, "Oh,
1:16:29well obviously they're the one who's
1:16:30after adventure and uncertainty." Yeah,
1:16:32because can you see how, man, like you
1:16:34making your decisions based off seeking
1:16:36certainty
1:16:37could have been what put you in this
1:16:38position where you've been working this
1:16:39job for the past 7 years, not actually
1:16:41enjoying it?
1:16:42Oh, I mean yeah, I guess I can see that.
1:16:44So in your eyes, like
1:16:45what do you think happens
1:16:47if you keep using that same way of
1:16:49making decisions of seeking certainty in
1:16:50things before doing them for the next 2
1:16:52days, 2 weeks, 2 months, even 2 years,
1:16:55man?
1:16:56Oh, well I mean my life would be
1:16:58terrible, like I wouldn't feel like I
1:16:59was growing at all, like I wouldn't be
1:17:00able to actually achieve that freedom
1:17:02and take my family on the vacations.
1:17:04Okay, and is that something you're
1:17:05willing to like like like settle for?
1:17:07Oh, well no, obviously not. Okay, so
1:17:10what decision do you feel like you need
1:17:11to make, man, out of uncertainty
1:17:13to put you in the best possible
1:17:14positions when your head hits that
1:17:16pillow tonight, you know you did
1:17:17everything in your power to get to that
1:17:2050k a month goal so you can travel and
1:17:22have that freedom with your family? Now
1:17:23here, they can either go, "Oh, well I
1:17:25need to buy I need to do it." And great,
1:17:26now you made the sale. Or they go,
1:17:29"Yeah, man, you're right, it it's it's
1:17:30just that
1:17:32more fear, and then I go into my second
1:17:34reframe, right? Which again, these are
1:17:35the perspective ones. If you're using
1:17:36certainty, you're still going to go into
1:17:38what's riskier, but then the other ones
1:17:39are different. Again, if you want to see
1:17:40the certainty ones, go to the group in
1:17:41the description. It's completely free.
1:17:42Notice that I literally just follow the
1:17:44structure, frame, there are two kinds of
1:17:46people, McDonald's worker, entrepreneur,
1:17:49pushback, can you see how that way of
1:17:51thinking put you in this position,
1:17:53consequence, what happens if you keep
1:17:54using that way of thinking, CTA, what
1:17:57decision do you feel like you need to
1:17:57make to do blah blah blah, and then
1:17:59they're like, "Oh, well I need to do
1:18:00it." It is the exact same structure. And
1:18:01then after that, if you do the four
1:18:03frames and they still have not bought,
1:18:05you do an apology and you leave the
1:18:07call.
1:18:08And this has confused a lot of people,
1:18:09but the reason why is because
1:18:11if you don't reframe them after four
1:18:12reframes, chances are if you don't close
1:18:14them, you're going to have to be there
1:18:15for another hour, and that's just to be
1:18:16able to get a little payment plan.
1:18:18Versus if you're a top performing sales
1:18:20rep, in that extra hour, you could have
1:18:22gone to the dialer, started making
1:18:23outbound dials until you found a
1:18:25prospect who was a lot more probably a
1:18:27lot more financially qualified and then
1:18:28potentially gone to piff off of it
1:18:30without having to scrape, claw, and
1:18:32[ __ ] tooth to get a thousand dollars.
1:18:34And so this is a lot more productive of
1:18:36a thing to do. And so again, after the
1:18:37four frames,
1:18:39pipeline the person, apologize, you just
1:18:41go, "You know what, man,
1:18:43I'm I'm really sorry. Today I failed you
1:18:45because I know that it would have been
1:18:46the best thing for you for you to do
1:18:47this, but I wasn't able to get you to
1:18:49overcome that fear, and I know you're
1:18:50going to suffer because of it. And so I
1:18:52genuinely I I want to apologize for
1:18:53that, and in the future I hope I can
1:18:54help you as well." That way you leave
1:18:56the door open and you're leaving it on a
1:18:57good note, because the last thing that
1:18:59happens is the thing that they're going
1:19:00to remember the most, and then
1:19:01potentially in the future you can get
1:19:02them, but even if not, get back on the
1:19:04[ __ ] dialer, make more calls, and
1:19:06hopefully you'll make another sale.
1:19:07After apology, you just end the call,
1:19:09and that's the end. So just to summarize
1:19:11objections before we go into the next
1:19:12part, going back to the very beginning,
1:19:14we start with money logistical, then if
1:19:17they give us another logistical
1:19:18objection, time or partner, we go go it,
1:19:20we handle all the logistics, then
1:19:22they're either going to have bought or
1:19:23given us a fear objection, we go into an
1:19:25agreement statement to get on the same
1:19:27side of the table, get them to agree to
1:19:29a concept that we can mutually agree on
1:19:30that I have a lot of reframes lined up
1:19:32to handle, and then we go into our four
1:19:34frames. These are going to be different
1:19:36depending on obviously if you're doing
1:19:37certainty or perspective or maybe some
1:19:38other one you came up with.
1:19:40Then, if you close them, perfect. If you
1:19:41don't, apologize
1:19:44and the call. Now, let's get into
1:19:46section four. Now, section four is all
1:19:47about identity, and this is so important
1:19:50because this is the foundation and
1:19:52deepest level of manipulation. Sigmund
1:19:54Freud, even the most famous psychologist
1:19:56of all time, also a pedophile, he had
1:19:58this quote and it was
1:19:59"The strongest power in the human
1:20:02conscious is acting in accordance with
1:20:04who we believe we are." For example, if
1:20:06you take somebody who thinks they are
1:20:08the most honest person in the world, "I
1:20:10never do anything wrong. Everything I do
1:20:11is perfect." Is that person going to go
1:20:13tomorrow and take a 12-gauge shotgun and
1:20:15shoot somebody in the head? No, cuz it's
1:20:17not who they believe they are. They
1:20:18think they're the most honest person in
1:20:19the world. If I have somebody who thinks
1:20:22they're the most dishonest person in the
1:20:23world, "I don't help anybody ever. I
1:20:25just hurt people. That's all I do. I'm a
1:20:27terrible person." Is that person going
1:20:29to go help a grandma walk across the
1:20:30street tomorrow? No, probably not. Not
1:20:32very likely cuz it's not who they think
1:20:33they are. But, the exact same way, if
1:20:35one of those two people fell into a
1:20:36[ __ ] coma and somehow woke up and
1:20:37genuinely inside of them believed, "I am
1:20:41the other person." So, the honest person
1:20:43believes, "I'm the most dishonest person
1:20:44in the world." That person isn't going
1:20:45to be helping grandmas cross the street
1:20:47either because it's who they believe
1:20:48they are at a foundational level in
1:20:50their mind. And so, the most powerful
1:20:52thing you can do
1:20:53is change who somebody believes they are
1:20:56on a call. One thing that so many sales
1:20:57trainers get completely wrong and it
1:20:59pisses me the [ __ ] off is they talk
1:21:01about pre-handling as being the key.
1:21:04"Oh, you have to ask this question to
1:21:05pre-handle this objection." No matter
1:21:07what, if somebody is spending $30,000 at
1:21:09the end of a call or $50,000 at the end
1:21:11of the call,
1:21:12they're going to have fear. Like, yeah,
1:21:14you can try and pre-handle money,
1:21:15whatever it is. They're going to have
1:21:17some fear though, and so they're still
1:21:17going to have hesitation. You're going
1:21:18to have to overcome the objections
1:21:19anyways. The key though is what's a lot
1:21:21more powerful than trying to pre-handle
1:21:23a person's objections is to change who
1:21:25they are as a person to where they would
1:21:27never have objections to begin with. And
1:21:28that's why you have to change their
1:21:30identity. Now, there are two variations
1:21:32of using identity. I'm going to walk you
1:21:33guys through both of them right now.
1:21:35Number one,
1:21:37you have
1:21:38present / past.
1:21:42And number two, you have
1:21:45future. And this is where you're using a
1:21:46lot more leverage. So, let me explain
1:21:47how to use both of them. Number one,
1:21:49present and past. This is very similar
1:21:51to what we were talking about earlier
1:21:52about getting a person alpha personality
1:21:54into the middle of beta personality into
1:21:56the middle, except at a much deeper
1:21:57level. There are a couple of main
1:21:59identities you want to put onto somebody
1:22:01and make them believe that they are.
1:22:02Number one is
1:22:04intelligent.
1:22:07Number two
1:22:09is bold.
1:22:12I'm not writing the whole thing. Number
1:22:13three is courageous. Now, bold and
1:22:16courageous is very self-explanatory.
1:22:18Sometimes I'll get people who ask me,
1:22:20"Well, Andres, why do I want to make
1:22:21them feel intelligent? Doesn't that make
1:22:22them think that they're too smart?" It's
1:22:24actually the opposite. It's the exact
1:22:25same as with the beta concept where if
1:22:27somebody believes, "I'm a [ __ ] idiot.
1:22:29I'm useless. I might as well shoot
1:22:31myself." That's not a person who's going
1:22:33to trust themselves to buy it because
1:22:34they could think that what you're
1:22:35selling is the best possible thing in
1:22:37the entire world. They could think it's
1:22:38the most helpful thing,
1:22:39but they don't even trust themselves to
1:22:41know what a good decision it is. So, how
1:22:42are they going to have enough trust to
1:22:43buy something, much less spend $10,000?
1:22:45And so, instead, I want them to feel
1:22:47like they are intelligent
1:22:50and intelligent for buying.
1:22:51That's why I'm building the gap and
1:22:52doing everything. I want them to feel
1:22:53like the intelligent thing to do is to
1:22:55buy and trust that they are smart enough
1:22:56to make that decision. And then, bold
1:22:57and courageous is obviously because I
1:22:59want them to feel courage if I want them
1:23:01to spend 10, 20, $30,000. So, that's
1:23:03pretty self-explanatory. Now, there are
1:23:05two main ways to get people to buy into
1:23:07these, right? Number one is going to be
1:23:10very casual. Number two is more
1:23:13pre-planned. I'll show you guys how to
1:23:14do that as well. I'll just write P. Now,
1:23:16the casual ones is this is where you got
1:23:18to be very smart about it and you got to
1:23:19be present in the conversation with the
1:23:21prospect. What I mean by present is a
1:23:23lot of people, they memorize their
1:23:25script, they kind of know it, but
1:23:27they're still having to think in the
1:23:28call about what their next question is
1:23:29going to be, and so they're never able
1:23:30to fully focus. If you internalize a
1:23:32script, and what I mean by internalize
1:23:34is if I tell you right now, "What is the
1:23:35third question in logical certainty?
1:23:37What caused you to do XYZ?" I know that
1:23:38immediately. It's [ __ ] burned into my
1:23:40mind. If you had to think for even half
1:23:42a second, it's not internalized at all.
1:23:44And so, you need to get it to a point
1:23:45where you don't have to think by your
1:23:46script ever because then you're fully
1:23:47able to focus on who? On the prospect.
1:23:51And so, for example, the way that you do
1:23:52this casually is that if somebody on a
1:23:54sales call, they're like, "Oh, well,
1:23:56I've seen other people trying to use
1:23:57marketing and ads and stuff and it
1:23:59seemed to work well for them, so I'll
1:24:00give it a shot, too." Oh, that's really
1:24:02smart of you. You see what I just did? I
1:24:03seeded in that's very smart of you. What
1:24:05is that? Intelligence. So, I'm just
1:24:06seeding this in. This all goes into
1:24:08their subconscious mind. This isn't a
1:24:09conscious thing of them thinking, "Holy
1:24:11[ __ ] I'm smart." No, it's a
1:24:12subconscious thing, right? Another
1:24:13example, they say, "Oh, well, man, I
1:24:15quit my 9-to-5 job and so I really need
1:24:17to make a business work. I need to find
1:24:18a way to make money." Oh, that's really
1:24:19courageous of you. Again, it's very
1:24:20subtle, and I go right into my next
1:24:22question. "Oh, that's really courageous
1:24:23of you." And and but by the way, when
1:24:24you when you said XYZ, and I just go
1:24:26right into my question. Literally the
1:24:27exact same thing. It is that simple. And
1:24:29so, all I'm doing is I'm reinforcing
1:24:31these three main identities. Now, to be
1:24:33clear, there are a lot of ones that you
1:24:35can add on top of this. These are just
1:24:37the three that will apply to any offer,
1:24:39any situation. Some other ones that you
1:24:41can add is you could add, for example,
1:24:42if they are a father, then you need to
1:24:44use their family as leverage, which is
1:24:45always a great idea. That sounds [ __ ]
1:24:47up, but it's not cuz you're helping them
1:24:48and their family at the same time. It's
1:24:49the reality of the situation, right? If
1:24:51I want to use their family as leverage,
1:24:52then I can go, "Oh, that that I I can
1:24:54tell you're a great father."
1:24:55Right? And again, it's very very casual.
1:24:56It's seeded into the conversation, and
1:24:58then at the end when I pitch them, if
1:24:59they think that buying is going to help
1:25:01them make more money and therefore help
1:25:02their kids, they're more likely to do it
1:25:04because you reinforced identity of being
1:25:05a good father. Another example, you
1:25:07could do it for an employer, right? For
1:25:10example, somebody's running a business,
1:25:12I think I gave this example earlier,
1:25:13somebody's running a business, they want
1:25:14to take care of their employees and
1:25:15they're like, "Oh, well, man, I really
1:25:16want to be able to pay them more." I can
1:25:18tell you're a good employer, man.
1:25:19Phenomenal. Fantastic. Right? Again, I'm
1:25:21reinforcing that identity. So, if at the
1:25:23end of the call they think by buying
1:25:25this it's going to allow them to make
1:25:27more money for the business, pay their
1:25:28employees more,
1:25:29now they're going to do it because you
1:25:30reinforced identity of being a good
1:25:31father. Now, let's move on to So, this
1:25:33is where it gets really interesting cuz
1:25:34this is where you can start using word
1:25:36tracks that are extremely good. I just
1:25:38wrote this for you guys again. This is
1:25:39the simplest word track. I use this
1:25:41almost every call. It is phenomenal.
1:25:42"Kudos to you for being XYZ kind of
1:25:44person. Most people are the opposite, so
1:25:48kudos to you for being Y." Somebody
1:25:50says, "Oh, well, I quit my job, man,
1:25:52because I really want to make this
1:25:53business work, etc." Well, kudos to you,
1:25:55man, for being really courageous cuz a
1:25:57lot of people,
1:25:58you'll know what I mean, they're really
1:25:59hard-headed and they're just like, "I
1:26:01hate this job. It's the worst thing I've
1:26:02ever happened, but I'm going to do it
1:26:03for another 20 years and hope it gets
1:26:04better." And obviously, it never does.
1:26:06So, kudos to you for like actually being
1:26:07courageous. It sh- it shows you can.
1:26:09That's a very powerful way to reinforce
1:26:11that identity of being courageous,
1:26:14right? Now, they're going to want to
1:26:14stick to that. So, I'd recommend if
1:26:15you're at this level in sales, start
1:26:17writing out what are a couple of these
1:26:19that apply to your offer. If you're a
1:26:20little bit more advanced, you know that
1:26:21every single offer has a couple of
1:26:23avatars you're going to see every single
1:26:24time. I'll list some randomly. If I'm
1:26:26selling a crypto offer, teaching people
1:26:28how to get better at crypto, well, what
1:26:30are going to be my main avatars? I'm
1:26:31going to have the guy who's already
1:26:32trading crypto, wants to get better at
1:26:33it. I'm going to have an investor who
1:26:35has other investments, but nothing in
1:26:37crypto, wants to diversify. I'm going to
1:26:38have a student who doesn't have any job,
1:26:40doesn't have any money. I'm going to
1:26:42have somebody who's working a 9-to-5
1:26:43job, and I'm going to have somebody
1:26:44who's unemployed. Those are going to be
1:26:45my main avatars. And so, if I know that
1:26:46those are my main ones, then I can build
1:26:49something like this for each of those
1:26:50five avatars to use towards the
1:26:51beginning of the call. Again, I want to
1:26:52create a repeatable system, and that's
1:26:54the easiest way to do it. So, that's how
1:26:55you reinforce identities for past and
1:26:57present, meaning things that are now or
1:26:59things that have happened in the past
1:27:00and labeling them with an identity and
1:27:02basis of that. Now, number two, we have
1:27:04future. And this is where, in some
1:27:07people's eyes, it can get extremely
1:27:08manipulative, but it's also the most
1:27:10powerful. And so, this is where you have
1:27:11to use your good judgment as a human
1:27:13being and do the right thing for the
1:27:14person. This will mainly apply
1:27:17to the future pace in the consequence
1:27:20sections of emotional certainty, if you
1:27:21remember. This is where it's going to
1:27:23mainly apply to. Let's say I ask
1:27:24somebody, "And what if you don't, man?
1:27:26What happens if you continue on the same
1:27:28trajectory, gaining this weight, losing
1:27:31your energy, not able to play sports
1:27:33with your kids for the next 2 days, 2
1:27:34weeks, 2 months,
1:27:36even 2 years, man? Like, what would
1:27:37happen at that point?" They say, "Oh,
1:27:39well, man, I wouldn't be able to like
1:27:41spend as much time with my son." "And
1:27:43what would happen then?" "Oh, well, I
1:27:44feel like our relationship wouldn't be
1:27:45as strong anymore."
1:27:47This is where you can add the identity
1:27:48piece.
1:27:49A- and I want to be clear on it. I'm not
1:27:51saying this is you, right? Because like
1:27:52I want the best for you.
1:27:54Who do you think that could even make
1:27:56you as a father?
1:27:57Like, knowing there's something you
1:27:59could have done about it, but looking
1:28:00back 5 years from now and being like, "I
1:28:01didn't do anything and because of that
1:28:02our relationship suffered." Now, he's
1:28:04going to say, "Oh, well, I'd be a worse
1:28:06father."
1:28:08That's more important to him. That's
1:28:10more dangerous and risky to him
1:28:12than losing five grand. And so, he's
1:28:14going to buy every single time. You can
1:28:15also see why it's so manipulative and
1:28:17dangerous though. Another example, if
1:28:19I'm selling a biz op and I'm like, "And
1:28:21what if you don't, man? Like, what
1:28:22happens if you continue on the same
1:28:24trajectory where you're working this job
1:28:26you don't really enjoy and you feel like
1:28:28you don't have any passion and like
1:28:29purpose in life for the next 2 days, 2
1:28:31weeks, 2 months, even 2 years, man?"
1:28:34Like, what do you think happens then?
1:28:36And they're like, "Oh, man, I mean, I'd
1:28:37feel like I'm I'm trapped. Like, I'm I'm
1:28:39in a cage. I'm in a box. I don't really
1:28:40have any freedom and like at the end of
1:28:42my life I feel like I I did nothing." A-
1:28:44and again, I I don't want to say this is
1:28:45you.
1:28:46Again, whenever you say, "I don't want
1:28:47to say this is you," what does it imply?
1:28:49Well, this kind of is you, right? I
1:28:51don't want to say this is you,
1:28:53right?
1:28:54Because I want the best for you, but who
1:28:56do you think that would make you as a
1:28:57person?
1:28:59Like, if you knew you had the
1:29:00opportunity 5 years from now looking
1:29:01back, "I could have changed that. I
1:29:03could have made something. I could have
1:29:04made money,
1:29:06but I chose not to.
1:29:08And now I'm living this life of
1:29:10unfulfillment, trapped in a cage because
1:29:11of it."
1:29:12Who do you think that would make you as
1:29:13a person?
1:29:14Oh, well, man, it like a really lazy
1:29:16person, like not really worth anything.
1:29:18Again, them being a lazy person not
1:29:20worth anything is a lot more risky and a
1:29:23lot more dangerous
1:29:25than wasting five grand.
1:29:27So, they're going to act because of
1:29:28that. So, once again, this is covering
1:29:31the
1:29:32future negative side.
1:29:35So, it's covering the negative side,
1:29:38which is a consequence. You can also do
1:29:40the same to reinforce a positive side in
1:29:43the future. Going back to the script,
1:29:45I'll give you another example. Let's say
1:29:46there was a way of possibly helping you
1:29:48like really losing those 50 lb so you
1:29:51could have more energy and everything
1:29:52else. What would
1:29:54it is like tangibly be different for you
1:29:56like like at that point? Oh, well, I
1:29:58mean, I could take my family on like way
1:29:59more vacations. Oh, where would you go
1:30:01on vacation on? Oh, well, I want to go
1:30:02to Cancun. Where would you stay at? All
1:30:04the normal stuff for future pacing,
1:30:06right? And then you could ask them
1:30:07something like and who do you feel like
1:30:09that would make you as a person? Like
1:30:11being the guy who actually took the
1:30:13opportunity, gave it a shot, bet on
1:30:14himself.
1:30:15And is now able to provide for the
1:30:17family because of that.
1:30:19Oh, well, I would be a good role model.
1:30:20Oh, I'd be a good provider. I'd be a
1:30:21good father. Again, what am I doing? I'm
1:30:24attaching an identity
1:30:26to this outcome. Because then they value
1:30:29it a lot more and it's like I have to be
1:30:30that person. They have to live up to it
1:30:32because I've given it to them now and
1:30:33it's a positive label. I have to live up
1:30:35to it.
1:30:36And if they feel like in the pitch
1:30:37buying helps them live up to that
1:30:38identity and label, they're going to do
1:30:40it every single time. So, again, what I
1:30:42recommend is
1:30:44figure out what avatars are you
1:30:46typically selling on your offer. Once
1:30:48you're able to write that out, then you
1:30:49can start putting together some common
1:30:51ones you would use in the past and
1:30:53present and even in the future.
1:30:55Because then you're going to start
1:30:56noticing patterns of great, I can use
1:30:58this same one on the majority of my
1:30:59calls. And that makes you a lot more
1:31:01effective because now instead of
1:31:02guessing on the calls, it becomes once
1:31:04again a system. When you have a system,
1:31:06you have a framework, you have your
1:31:07process, that's when you can compound.
1:31:10And that's when you get 10% better every
1:31:11single month, which compounds over a
1:31:12year low over 300% and that's when you
1:31:16get closer to mastery. A lot of the
1:31:17things that I've covered have been
1:31:18things that you can learn in theory,
1:31:20right? But it's a different thing to see
1:31:22it in practice, see how to actually
1:31:23apply it and then also break it down at
1:31:25the same time. So, what we're going to
1:31:26do in section five now is we're going to
1:31:28do a call review of one of Yash, my
1:31:30business partner's calls, that way you
1:31:32guys can also see a slightly different
1:31:33style of using the exact same approach
1:31:36and I can break it down at the same time
1:31:37that he's doing it so you guys can see
1:31:38everything that he's doing. And keep in
1:31:39mind, this recording isn't just any
1:31:42random recording. This is a recording
1:31:43from back when he was making $120,000
1:31:46in straight commissions when he was 18
1:31:48years old. So, pay attention and rewind
1:31:50wherever you need to. Let's get into it.
1:31:52And by the way, I don't know how many
1:31:52more times I can say this, this entire
1:31:55recording and a bunch more are all
1:31:57inside that group that's in the
1:31:58description. Again, completely free. So,
1:32:01go join it. But let's get into it.
1:32:26Notice right there, that's a mirror
1:32:27question. The guy isn't giving him an
1:32:28answer, he's giving ego. And so, now he
1:32:29has to mirror question to get the
1:32:31answer. Never move on without getting
1:32:33the answer because all you're teaching
1:32:35the prospect subconsciously
1:32:37is this guy's low status. I don't need
1:32:39to answer his [ __ ] questions. I'm the
1:32:41one on top. I'm higher status. So, you
1:32:42always have to mirror and get the answer
1:32:44you're looking for. By the way, this is
1:32:45on 1.5x speed just so we can get through
1:32:47it quicker and I can do better review.
1:32:49So, just pay attention to that. Usually
1:32:50going to be a little bit slower than
1:32:51this.
1:33:14Now, we're in logical certainty.
1:33:36How long have you been in that process
1:33:37as far as the way you make those calls,
1:33:38right? The way you just go through that
1:33:39conversation and how long have you been
1:33:39in that process? So, just pay attention
1:33:41to that. Usually going to be a little
1:33:42bit slower than this.
1:34:06I mean, it sounds like things you want
1:34:07to learn right there. The process, you
1:34:08like it, it's straightforward.
1:34:11What is it in particular about like
1:34:12maybe the current structure you have or
1:34:13like the results right you're getting
1:34:14within the past month that you want to
1:34:15change if you could? Well, like I said,
1:34:16I'm transitioning from face-to-face
1:34:18sales or in-home sales to I would like
1:34:19to do more telesales telesales aspect of
1:34:21it. It's a little bit more of a
1:34:21different animal because you're trying
1:34:22to get people's personal information and
1:34:23their medical history and all of that
1:34:24stuff. And so, overcoming those
1:34:25objections and really having the the
1:34:27questions to ask and building the
1:34:28rapport with them is a different animal
1:34:29over the phone than it is in person,
1:34:30right?
1:34:39Now, just to be clear, again, stop
1:34:41thinking in terms of just words, start
1:34:43thinking in terms of principles. So, for
1:34:45example, right here, you're like, "Oh,
1:34:46why should we bring up numbers? That
1:34:47wasn't on the script." Well, what is an
1:34:48impact? If the impact, watch this. If
1:34:50you if you find out the problem is they
1:34:52feel like their questions aren't good
1:34:53enough, for example. What does that
1:34:54cause? What's the impact of that? Well,
1:34:56they're not making as much money. So, if
1:34:57you could quantify how much money
1:34:58they're losing out on because their
1:34:59question isn't good or their approach
1:35:01isn't good, is that an impact of them
1:35:03not having the sales skills? Absolutely.
1:35:05And so, that is an impact in itself,
1:35:06just a different way of going about it.
1:35:08So, understand what Yash is doing right
1:35:09here from a principal standpoint.
1:35:48Pause again. This is much more advanced
1:35:49so I'm not going to get too much into
1:35:50the nuance. He asked the tonality
1:35:51question or the guy said, "Oh, well,
1:35:52tonality it feels like what I needed to
1:35:54work on." And because you can tell he's
1:35:55a little bit resistant though because
1:35:57he's like, "Oh, well, I mean, I'm just
1:35:58trying to master the company script."
1:35:59which obviously isn't something that
1:36:00Yash can sell him, getting better at his
1:36:02own company script. And so, Yash pivots
1:36:04a little bit since he notices the
1:36:05resistance into something that he cannot
1:36:07be bullshitted out of. So, if he asks,
1:36:09"Well, what's the most common objection
1:36:10you get?" The guy now has to say, "Oh,
1:36:11well, I get this objection very often."
1:36:13And that in it of itself is a problem.
1:36:17So, do you think like having the current
1:36:18script you have now affected that?
1:36:24Okay, give me an example
1:36:32Once again, this perception theory. It's
1:36:34not enough that a guy subconsciously in
1:36:35his mind knows he has a problem. Yash
1:36:38wants him to say it out loud because
1:36:39when you say it, because of perception
1:36:40theory, it makes it a lot more real and
1:36:42it brings it to the surface to pay it.
1:36:44And as soon as that pain comes forward,
1:36:45now he's no longer on this call just
1:36:46have a conversation, he's on the call to
1:36:48solve a problem. So, he becomes a lot
1:36:49more open, he feels a lot more pain, and
1:36:51so obviously he's a lot more likely to
1:36:52buy.
1:36:55Oh, probably 1,000, I would say. So,
1:36:57what do you think it makes you sound
1:36:58like? You have the same script like like
1:36:59everybody else.
1:37:00Right, do you think that maybe the
1:37:01reason why they're giving you those
1:37:01objections right away when they say
1:37:02they're not interested? I'm sure that if
1:37:03we're not the only ones that have a
1:37:04similar script in the industry, there's
1:37:05probably other people that have
1:37:06contacted them and said the same thing.
1:37:07And as soon as they hear that, that's
1:37:08sorry, I'm not interested, thanks. So,
1:37:09how many sales are the 95 people that
1:37:10didn't buy? How many sales do you think
1:37:11like could have been made though if you
1:37:12knew how to reduce that resistance and
1:37:13not sound like a real estate agent? I
1:37:14mean, at least at least double like Let
1:37:16me find my Let me find my call log and
1:37:17stuff like that so I can kind of get a
1:37:18better understanding. Yeah, it's
1:37:18interesting because I've tried I'm
1:37:20trying to find a balance of setting an
1:37:21appointment to talk to them at a later
1:37:22date because they're you know, we're
1:37:22catching them off guard and stuff like
1:37:23that. And so, a lot of it's lost in
1:37:25translation between setting the
1:37:26appointment and then you know, basically
1:37:27them avoiding the call after that. And
1:37:28so, as far as like there's not even
1:37:29really a verbal subjection, it's really
1:37:31just a a wall that's put up after the
1:37:32after the appointment's already made.
1:37:33Yeah. So, how many how many out of the
1:37:3495 people how many do you think like
1:37:35These are people that could have
1:37:36converted but I just Probably three
1:37:37times as many, about 15 to 20.
1:37:40And what do you make per sale right now
1:37:41on average? Why is he doing this? Think
1:37:42about it this way. There's two types of
1:37:43pain. There's a pain of I have this
1:37:45problem and it's so bad it hurts. And
1:37:47then there's a pain that is missing
1:37:49opportunity. For example, if you're
1:37:51selling way more successful people,
1:37:52people who have already accomplished a
1:37:53lot in their life, you're not going to
1:37:54sell them based on, "Oh, you're living
1:37:56paycheck to paycheck. You can't afford
1:37:57your bills. Your life is terrible."
1:37:59You're going to sell them in basis of
1:38:00you could be this person. You could be
1:38:02this guy who has this legacy and
1:38:04everything else, the children, the best
1:38:06role model, but you're not yet. And so,
1:38:09that's why they're going to buy it to
1:38:10become that kind of person. So, there's
1:38:11two kinds of pain. There's a pain of not
1:38:13having and there's a pain of having
1:38:14something that's [ __ ] And so, since
1:38:15Yash right now can tell that this guy
1:38:17isn't just a complete beginner in terms
1:38:19of he's not making $0 and struggling
1:38:21with bills, he's just looking to go from
1:38:23good to great, then Yash is going to
1:38:24build a lot more of the gap in terms of
1:38:25what he could have that he doesn't have.
1:38:27And that's why he's breaking down the
1:38:28opportunity cost. What percentage could
1:38:30you have closed if you had the skills? I
1:38:32could have closed X plus Y percentage.
1:38:34Great. So, on the other hand, that's
1:38:35what he lost out on, right? And that's
1:38:36the pain.
1:38:39Uh $800 to $1,000. Okay, so you got to
1:38:40get 15 to 20 grand a month and you could
1:38:41have been in commissions if most people
1:38:43were open and if you could reduce Right,
1:38:44correct. So, if you were to let's say
1:38:45learn the right skills where you knew
1:38:46how to reduce that resistance, like what
1:38:47what kind of commissions you want to get
1:38:48a month? And I know for a fact that
1:38:50you're first up. So, how far are you
1:38:50from that right now?
1:38:51How far would you say it is so I
1:38:52understand the amount of sales you'd
1:38:53Well, what am I like five grand right
1:38:55now? So, I guess 45k away. 45k, okay.
1:38:57And so, in HVAC man, cuz I know you said
1:38:58that's what you did before, like how
1:38:59does it compare to HVAC? What were you
1:39:00making if you're in HVAC? I was making
1:39:01about 20 to 25. Okay, so this is a big
1:39:02jump for you even from HVAC. Tell me
1:39:03this, did you get a chance to go through
1:39:04Rainey's interview that Yash sent you
1:39:05beforehand or Uh yes, yeah, I did. You
1:39:07went through Rainey's interview because
1:39:08he sells final expense life insurance.
1:39:08So, how was that going through that
1:39:10interview? What did you take away from
1:39:10No, it I raw that showed some of the
1:39:12possibilities of what you guys had to
1:39:13offer. Yeah. What did you take away from
1:39:14this process? When you look at yourself,
1:39:15right? The 20 grand you push yourself
1:39:16and you compare to his process. How do
1:39:17you go from 5 to 50 within 6 months?
1:39:18Like, what did you take away compared to
1:39:19yours? There was clearly less resistance
1:39:21than what I'm getting now. He's not
1:39:22approaching it from a He's not getting
1:39:23the typical response that every other
1:39:24insurance salesman is getting. Yeah. And
1:39:26and I think that has to do with the
1:39:27level of questions that he's asking and
1:39:28the tonality and the way that he's
1:39:29asking it. Okay. And so, just so I see
1:39:30the rational man, but besides wanting to
1:39:31get that tonality, right? You have the
1:39:32tonality alongside the structure, right?
1:39:33What's the main reason you're looking
1:39:34for more of that advanced training? So,
1:39:35I'm like, rather than just like making
1:39:36more dials. Like, why get more skills
1:39:38rather than strengthen the people you
1:39:39speak with? Well, first of all, more
1:39:40dials cost more money. So, I'll get you
1:39:42paying for your leads. Yeah, you're
1:39:43paying for the leads, so there's that
1:39:44element of it. Um no problem making more
1:39:46dials, but if you can have a higher
1:39:46conversion rate, really the numbers make
1:39:48sense. Okay, so efficiency. Efficiency,
1:39:49you're right. And before you say that,
1:39:50you're 1 month into your race of By the
1:39:51way, this is a lot more nuanced again.
1:39:53Labels are extremely important because
1:39:55it makes it a lot easier to ask sharper
1:39:56questions in the future. For example, if
1:39:58you were to ask an impact question off
1:40:00that and you tried going, "Oh, well, you
1:40:03feel like you can't make more dials
1:40:05because your conversion rate isn't as
1:40:06high." How does that have an impact?
1:40:08That's a very soft question. You're not
1:40:09going to get a good answer. But if you
1:40:10ask, "You feel like you don't have that
1:40:12efficiency
1:40:13because you just labeled it as
1:40:14efficiency, does that have an impact?"
1:40:16And then ask something. Now, it's a much
1:40:19more sharp question. So, you always want
1:40:20to add labels to different problems that
1:40:22you get. Because just remember, the rule
1:40:23of thumb is labels have meaning.
1:40:26Okay. All right. So, before you started
1:40:28speaking to me, have you done anything
1:40:28else, man, in terms of even H back as
1:40:30far as increasing conversion so that you
1:40:31could get to 50 grand a month? Get that
1:40:32tonality and that structure or what have
1:40:33you kind of done? We did do some
1:40:34strategic strategic
1:40:36strategic sales training
1:40:37with a
1:40:38sales trainer. How long ago did you do
1:40:39it? I mean, it was ongoing, but it was
1:40:41about 6 months ago. And then, how did
1:40:43that work out? What type of results did
1:40:43you get with this approach? It wasn't as
1:40:44consistent as I'd like it to be. Coming
1:40:46in and doing all the same dog and pony
1:40:47show that everybody else is doing and
1:40:48there was no difference between any
1:40:49other salesperson. Okay. And so, besides
1:40:50getting that as a company training, is
1:40:51that what the company provided? Yeah, it
1:40:52was a third party third party company
1:40:54that they hired out. Yeah. And besides
1:40:55the company training, have you any done
1:40:56anything else? Okay, pause. So, notice
1:40:57the psychology behind that. The point of
1:40:58the pre-ending question isn't, "Oh, did
1:41:00he look up some YouTube or some PDF?"
1:41:02No, no. It's, "Did you invest in
1:41:04something?" So, whenever he talks about,
1:41:05"Oh, the company invested for us and
1:41:07they did put us through this training."
1:41:08I don't care about that. Because what
1:41:10I'm looking to get in pre-ending is the
1:41:12objection that I'm going to get on this
1:41:13call. The company gave him the training,
1:41:15so there's no objection that could have
1:41:16happened right there. And so, I need to
1:41:17find out, "Okay, company aside though,
1:41:19did you do any training?"
1:41:21And when they say no, "Well, what
1:41:22prevented you? Why not?" And then
1:41:23obviously there I get the objection and
1:41:24then you pre-end them. Watch. That would
1:41:25be on your part to get the advanced
1:41:26skills necessary to get to 50 grand a
1:41:27month or no? Yeah. Why not, man? What's
1:41:29preventing you from like actively trying
1:41:30to get the skills to get where you want
1:41:31to go? That's where I'm at today. But
1:41:32before we start speaking, like what's in
1:41:33the past, right? Like, what in the past
1:41:34has been keeping you from doing it? I
1:41:35literally have only been in back in
1:41:37sales. I I had a company that I ran for
1:41:38about 10 years. Yeah. I just And I sold
1:41:40it and just got back into sales about 6
1:41:41months ago, like I said. The H back 6
1:41:43months ago is when you started H back as
1:41:44well. Exactly. Exactly. I mean, I'm just
1:41:45trying to improve my skills, like I
1:41:46said. So, that's that's it's really a
1:41:47basis of what can I do to
1:41:50help myself in this whole process and
1:41:51what can I learn to just improve my
1:41:52skills and get better at this whole
1:41:53thing and
1:41:53>> Yeah.
1:41:54That's
1:41:55So, what do you need, man? Like, just to
1:41:56make sure what we're really getting is
1:41:57super clear. But besides wanting a
1:41:58process that gets you to 50 you improve
1:41:59your skills, what are you actually
1:42:00looking for in like a training program?
1:42:01Like, what's kind of the the ideal
1:42:03criteria of what you feel like you need
1:42:04to get to 50? The ideal criteria would
1:42:05be I mean, something that has a specific
1:42:07structure, something that's been
1:42:08successful, something that I can A, you
1:42:10know, do it on my off time and off
1:42:12hours. Um so, it's some virtual training
1:42:13as well as maybe a little bit of
1:42:14consultation or one-on-one training and
1:42:15stuff like that to just kind of refine
1:42:16the skills and stuff like that that I've
1:42:17learned through the virtual. Well, and
1:42:18now when you say support, like
1:42:19one-on-one training, that gets
1:42:20structure, right? That makes sense.
1:42:21Well, what type of support do you need?
1:42:22How do you learn the most? Well, I mean,
1:42:23if you're not being critiqued by
1:42:25somebody that knows exactly what to look
1:42:26for, then you're
1:42:26>> Well, this again. When he asked, "What
1:42:28prevented you in the past?" The guy gave
1:42:29a valid reason. He's only been back in
1:42:30sales for 6 months. He sold a company
1:42:32before, etc. And so, it's hard for to
1:42:33really pressure him on that and do some
1:42:35kind of reframe, especially because he's
1:42:36also a bit more of an advanced person.
1:42:38So, what he goes into instead is he asks
1:42:39the ideal criteria. That's the same
1:42:41question as if you watch the emotional
1:42:42certainty breakdown, if they say, "Oh, I
1:42:44did a training in the past, but I didn't
1:42:45get good results." Then you ask the
1:42:47ideal criteria as well, which is, "Okay,
1:42:49so what would you have to see in
1:42:49something this time in order to be able
1:42:51to be like, yeah, I actually feel like
1:42:52it's going to help me even though in the
1:42:53past it didn't." And so, that's exactly
1:42:55what he's asking right here because
1:42:56whatever answers this guy gives him now,
1:42:58"Oh, well, I need this level of
1:43:00communication. I need this. I need
1:43:01that."
1:43:02What is he going to do? He's just going
1:43:03to copy and paste that into the [ __ ]
1:43:05And then obviously that's how he's going
1:43:06to end up selling it. With not being
1:43:07coached, you're kind of just being given
1:43:07a program and being like, here you go.
1:43:09So, having that level of low, hey, you
1:43:10know, a a call once a month or something
1:43:11like that where it's like, here's what
1:43:12I've been learning, here's what I'd like
1:43:13to work on. How does this sound, you
1:43:14know, things like that? So, having
1:43:15somebody to actually be in contact with
1:43:17as opposed to just having a a virtual
1:43:18training system. So, the support and
1:43:19accountability where you're working from
1:43:20it. Okay. And that's the structure makes
1:43:21sense, right? Everybody needs that.
1:43:22Regardless of what you do. That support
1:43:23and accountability, like why is that
1:43:24aspect important to you now but
1:43:26Because that's what will accelerate the
1:43:27growth Again, remember, whenever
1:43:28somebody gives you an answer, always
1:43:29make them defend it because it makes it
1:43:30real to them and it makes them use that
1:43:32decision-making process to decide if
1:43:34they want to buy or not. Be able to
1:43:35learn and get some
1:43:36real-time feedback of the of the work
1:43:37that I'm putting in and what I'm
1:43:38learning in the company. Sweet. So,
1:43:39let's get into the structure alongside
1:43:40the accountability and support like we
1:43:41do with other students. You mentioned 50
1:43:42grand a month, right? And what time
1:43:43frame do you want to hit that? As soon
1:43:44as possible. Okay. We're not going to
1:43:45hit it by tomorrow. I know that for a
1:43:46fact, right? So, what time frame? Let's
1:43:47go because ASAP, man, like as soon as
1:43:48possible doesn't give me much of an
1:43:49idea, right? Like, when do I mean, 6 6 6
1:43:51months to 6 to 12 months would be a good
1:43:52a good outcome, I think, if I could
1:43:53start hitting 50 grand a month. Okay, so
1:43:54let's be real to be real to be realistic
1:43:55about it. Yeah, cuz like When you put a
1:43:56time frame on something, it goes from
1:43:57being a dream to being a goal. So, now
1:43:59he's getting to actually start
1:44:00visualizing it because if it's like,
1:44:01"Oh, eventually I'm going to hit this
1:44:02thing." That's in the future. It doesn't
1:44:04mean anything. But if it's like, "I need
1:44:05to do it in 6 months." Now, that's real.
1:44:07Now, you got to take start taking
1:44:08actions to get there as soon as you say
1:44:10Even for Randy, right? He got from 5 to
1:44:1150. What it wasn't like that. It was a 3
1:44:13month process. 2 months 6 months
1:44:14consistently hit that, right? And why 6
1:44:15months? Like, when I ask you that, you
1:44:16need that right away. 50 grand is your
1:44:16target. Why 50 grand? Because I've
1:44:18already made 300,000 plus a year and I
1:44:20would rather double that, so I I already
1:44:22I already have the financial base that
1:44:23I'm working from, so I want to
1:44:24accelerate from where I started. I
1:44:25already have the base. Yeah. So, if you
1:44:26got to let's say 500, 600 grand, right?
1:44:27Cuz that's 50 grand a month. That's your
1:44:28goal. You being able to double your
1:44:29income from what it was in H back when
1:44:30you started 6 months ago. Like, what
1:44:31would you do with that extra income
1:44:32coming in? Like, what does that do for
1:44:33you, Chad? Well, I mean, it definitely
1:44:34changes my family's life. I have two
1:44:35little kids, you know. Yeah, that's for
1:44:36you. Um you know, I can get them into
1:44:37the schools that we want to get them in.
1:44:38I can live in the area that we want to
1:44:39live in. I can help make it so my wife
1:44:40doesn't have to work. There's a A lot of
1:44:42a lot of elements to it. 600k get up by
1:44:43the way. Like, to where your wife
1:44:44doesn't have to work. Well, I live in
1:44:45San Diego, so it's not like I don't know
1:44:46about that. I don't know about that. San
1:44:47Diego, it's expensive. Right. I mean,
1:44:49you sound like I'll be rich, but you
1:44:50know, it'll be definitely a a better
1:44:51life.
1:44:52>> right? So, when you say get your kids
1:44:53into the schools, are you talking about
1:44:54public schools or you mean private Uh
1:44:55private school. Yeah, they're they're 7
1:44:56and 5. It's a couple grand a month. It's
1:44:57a couple grand a A grand a month. What
1:44:58is that? A 3 grand a month? 4 grand a
1:44:59month? Like 2 grand a month. And that's
1:45:00per kid or is that in total? Remember,
1:45:02as soon as you get a goal of, "This is
1:45:04what I want." You have to make it real.
1:45:05The way you make it real is by breaking
1:45:06down what it actually means. Somebody
1:45:08says, "I want a car." What car do you
1:45:09want? What model? How much is it going
1:45:10to cost you? Are you going to pay it in
1:45:12cash? Are you going to put a down
1:45:12payment and then monthly lease? Like,
1:45:14how how are you going to do it? Cuz that
1:45:16makes it real for them when there's
1:45:17details. And going back to the same
1:45:18psychological principle, perception
1:45:20theory. As soon as you say something out
1:45:22loud, it makes it more real. Your brain
1:45:23cannot tell the difference
1:45:25psychologically between a truth or a
1:45:27lie. It is the exact same in terms of
1:45:29the chemicals it releases in your brain.
1:45:31Okay, so that's what you need about
1:45:32let's say 2 times 12, 24. You need 24
1:45:33grand a year. You're like, yeah, I was
1:45:34And you mentioned And then put money
1:45:35aside for college and all that stuff as
1:45:36well, so Okay, how much money do you
1:45:38need once you set aside for college?
1:45:39That's a good question. I mean, I would
1:45:40like to be putting, you know, 5 5% of my
1:45:42annual budget at least to yeah, college
1:45:44fund. So, what is that? So, 30 grand 30
1:45:46grand. Yeah, 30 grand probably per kid
1:45:47would be nice. How much do you want to
1:45:48set aside when they go to college? Like,
1:45:49ideally for both of them you want 6
1:45:50figures both? 200 grand? Like, how much
1:45:51both? Yeah, at least 6 figures. Yeah,
1:45:53how far are you from that 6 figures
1:45:54right now? You didn't even hear him now.
1:45:55Pay attention. If you're noticing in
1:45:56logical certainty, he had a little bit
1:45:58of resistance. He was a little bit
1:45:59pushing back. Now, as soon as he's
1:46:01talking about sending his kids to
1:46:02college and this college fund and
1:46:04private school and everything else, you
1:46:05can hear it in his voice how he's just
1:46:07elevated.
1:46:09Like, his whole energy, everything is
1:46:10just elevating because you asked him the
1:46:12very specific questions to make it real
1:46:13for him. 200 grand. Yeah, 200 grand in
1:46:15total, right? For both kids. How far are
1:46:16you from the 200 grand mark right now?
1:46:17Pretty far. How far are we talking? Are
1:46:18we talking 6 figures but 180 or
1:46:20And you're getting right there. When he
1:46:21asked, "How far are you?" you can
1:46:22immediately hear his voice take a
1:46:23downturn. Watch. Let's play that back
1:46:25like 10 seconds. 5% of my annual budget
1:46:27at least to yeah, college fund. So, what
1:46:29is that? So, 30 grand 30 grand. Yeah, 30
1:46:31grand probably per kid would be nice.
1:46:33How much do you want to set aside when
1:46:34they go to college? Like, ideally for
1:46:35both of them you want 6 figures both?
1:46:36200 grand? Like, how much both? Yeah, at
1:46:37least 6 figures. Yeah, how far are you
1:46:38from that 6 figures right now? I'm
1:46:39probably
1:46:40200 grand. Yeah, 200 grand in total,
1:46:41right? For both kids. How far are you
1:46:42from the 200 grand mark right now? far.
1:46:43How far are we talking? He goes, "Pretty
1:46:45far." Looks away.
1:46:47You can tell. His body language, what
1:46:48he's saying, the way he's saying it, you
1:46:49can tell now he's feeling the negative
1:46:50emotion. We're about to switch into a
1:46:51consequence. Are we talking 6 figures
1:46:53but 180 or 6 figures both? My The
1:46:54money's going out as fast as it's coming
1:46:55in, so not There's not much There's not
1:46:57much college savings at this point.
1:46:57They're still pretty young. But I But I
1:46:58need to start producing now. Notice
1:46:59right there. Again, this is a lot more
1:47:00advanced psychology, but I want you to
1:47:01notice it. This is called a self hug.
1:47:03It's self soothing in psychology.
1:47:04Whenever your arms or your face,
1:47:06whenever you're touching it, that's
1:47:07because you're trying to get comfort
1:47:08because something is making you
1:47:09uncomfortable. And it's because right
1:47:10now he's talking about how far he is
1:47:12from being able to achieve his goals and
1:47:13how it's probably not going to happen
1:47:14with where he's at right now. So, now he
1:47:15has to soothe himself. You can notice
1:47:17even though he's bored out him doing
1:47:18this.
1:47:19Well, they're 7, right? You got a while.
1:47:20What is that? If not, in 10 years, it's
1:47:2110 years. Yeah, but you know, it's about
1:47:22that. And you said living in like the
1:47:23area you want. What does that mean?
1:47:24You're in San Diego. One of the best
1:47:25places out there. What what type of area
1:47:26you want to try to get into? Well, just
1:47:27being able to stay here, realistically.
1:47:28I mean, cost of living going up so much,
1:47:29it's freaking expensive, so maybe just a
1:47:31little bit nicer house. I mean, we live
1:47:32in a nice house now, but you know, just
1:47:33a little bit better neighborhood, stuff
1:47:34like that. How much would that cost in
1:47:35the neighborhood you want to buy the
1:47:36house in? I mean, mortgage payment would
1:47:37be probably anywhere between 8 8 to
1:47:3810,000 a month. Okay. That's a big
1:47:40house. That's a small one for It's not a
1:47:41It's not a big house here, to be honest
1:47:42with you.
1:47:43Cuz I'm a I'm a I'm a I'm a I'm a I'm a
1:47:44You know, where I'm at now is supposed
1:47:46to it was 5 grand a month now just in
1:47:47house payment plus bills and all that
1:47:49stuff, so I mean, 5 to 10 5 to 10 is not
1:47:51a huge leap, yeah, but it's a definitely
1:47:51better neighborhood. Yeah. So, at 50
1:47:53grand, are you confident like 8 to 10 is
1:47:54good though? Like, you're comfortable
1:47:54spending that for the ideal house you
1:47:55want for your family? Yeah, I'd like to
1:47:56keep it under 20%. Okay, all right.
1:47:57Yeah, so then you're in the target at 8
1:47:58to 10. So, 50 grand. So, you're getting
1:47:59support though, man, right? Where you
1:48:00are saving up that 200 grand for the
1:48:01kids' college funds, right? You're able
1:48:02to put them in the best schools, support
1:48:03your parents both of them. But getting
1:48:04support where like your skill level to
1:48:05double it, which you haven't done in the
1:48:06past. Like, money and business aside,
1:48:07once you get to 50 you'll be able to get
1:48:08in and out of the game, right? So, it's
1:48:09a constant Like, what would that do for
1:48:10you personally being able to hit those
1:48:11targets? Personally, it would confirm
1:48:13the effort and work that I've been
1:48:14putting in for quite a long time and it
1:48:16would just be a It would be
1:48:17gratification and satisfying. It would
1:48:18make my wife happy, which is super
1:48:19important.
1:48:20>> Why do you say that? Well, I mean, happy
1:48:21wife, happy life, right? So, I know that
1:48:23comfortability, not her not having to
1:48:24worry about finances or not having to
1:48:25worry about where our school kids are
1:48:26going to go to school, what
1:48:26neighborhoods they're going to live in.
1:48:27I know one of her her goals is to stay
1:48:29in a neighborhood for the majority of
1:48:30their childhood, so we're not bouncing
1:48:31around and stuff like that. So, That
1:48:32makes sense. being able to, you know,
1:48:34help her fulfill some of her dreams as
1:48:35well and and, you know, being able to
1:48:36provide really is what No, for sure,
1:48:38man. You said a word that was kind of
1:48:38interesting, like gratification. Is it a
1:48:40bit of a different than satisfaction
1:48:40makes it? How do you mean my
1:48:41gratification?
1:48:42I mean, gratification would just
1:48:43Whenever you want to go deeper on a
1:48:45specific feeling or a specific thing
1:48:47that they say, the easiest way is pick
1:48:48out one adjective, whether it's positive
1:48:50or negative, depending on the emotion
1:48:52you're trying to create, and then just
1:48:53probe on it. So, right there he said,
1:48:54"Gratification." What do you mean by
1:48:55gratification? It's you're doing a
1:48:57consequence and somebody says, "Oh, I
1:48:58mean, it would it would really be
1:49:00tiring." "Tiring?"
1:49:02Meaning what for you? "Oh, well, X and Y
1:49:05and Z." And then now you're able to
1:49:06probe a lot deeper it and make them feel
1:49:08the gratification or the tire.
1:49:10Be hey I've set my mind to a goal I've
1:49:12worked hard for that goal and I'm
1:49:13grateful for achieving that goal and and
1:49:14doing the work that that I put into to
1:49:16to getting to that point. Um I wouldn't
1:49:18I wouldn't be satisfied by any means at
1:49:19that point, you know, but I would be
1:49:21grateful for the work that and that for
1:49:22the outcome that that has been produced
1:49:23to the the production. And so currently
1:49:24right now with where you're at in terms
1:49:25of like the income and more importantly
1:49:26the skill set you have, how close are
1:49:27like you being able to do those things?
1:49:30How close am I to get to that financial
1:49:32All right, get it. All right, where
1:49:33you're at in terms of the skill set, all
1:49:34right, got it. To getting to 50 so that
1:49:36you could have that 25 grand for private
1:49:37school or that 200 grand for kids
1:49:38college, getting to that neighborhood at
1:49:39age 10 grand with the 20% right where
1:49:40we're at now. I'd say I'm about 40 40 to
1:49:4250% of the way. Okay. Well, help me
1:49:43understand it. You're at five, right?
1:49:44You want to get to 50. So you usually
1:49:46feel like you're four out of 10 four out
1:49:46of five Yeah. Okay. So what happens if
1:49:48you don't learn the skills, right? What
1:49:49happens if you got the same structure
1:49:50you have and you don't learn the skills
1:49:51necessary to get yourself from the 50%
1:49:52to hitting 50 grand a month at 100%
1:49:53right so that you are able to save that
1:49:5425 grand a month for the education and
1:49:55that 200 grand for the college funds,
1:49:56move into that dream house so that you
1:49:57know your wife achieves that margin in
1:49:58terms of the kids and the family and
1:49:59being able to kind of be that provider
1:50:00you are. And what happens if you don't
1:50:01learn the skills to get there for the
1:50:01next two days, two weeks, two months,
1:50:02two years? Much of the same. Wouldn't be
1:50:04moving forward that much. I mean I
1:50:04wouldn't be going backwards. I still
1:50:05have a a level of skill set that I know
1:50:07that I can contribute at this level. But
1:50:08it would just be much of the same.
1:50:09>> Well, man, I've met a lot of people that
1:50:10stay much of the same, right? They never
1:50:11use their full potential and they live a
1:50:12life something like that, right? What's
1:50:12the day-to-day ramification of you
1:50:13seeing exactly where you're at three,
1:50:14six, 12 months down the line where you
1:50:15aren't hitting the targets you want?
1:50:17Notice again,
1:50:18Yash asks the consequence question, the
1:50:20guy kind of gives a [ __ ] answer. Oh,
1:50:21well, it'd stay the same like whatever
1:50:23it is. And so Yash mirrors. What did he
1:50:24do? Number one, he called it out. Yeah,
1:50:26well, I know a lot of people who stay
1:50:27the same, right? And I mean they live a
1:50:28life but it's not a fulfilling one.
1:50:30Mirror question right after.
1:50:31What would be the day-to-day
1:50:32ramifications? And now he's going to go
1:50:34into it. yourself kids and wife the best
1:50:36as possible.
1:50:36Considering the cost of living continues
1:50:38to go up, it's going to actually
1:50:39probably be putting me backwards if I
1:50:40continue in the same income level of
1:50:41income growth.
1:50:43There you go. producing, right? Well, if
1:50:44inflation continues at 8 to 10% every
1:50:45freaking year then realistically I'm
1:50:47going to be making 8 to 10% less every
1:50:48year if I continue to make the same
1:50:49income. What happens then though
1:50:50financially? You're making You're going
1:50:51to have to go to a smaller house or have
1:50:52to downsize instead of being able to
1:50:53continue to grow. And are you willing to
1:50:54settle for that reality? And who has to
1:50:56make the choice if you settle or not? I
1:50:57do. So are you ready to learn? Now we're
1:50:58in the transition. Again, you could
1:50:59literally pull up the script and follow
1:51:00it word for word from here and you'll
1:51:02see exactly how it's going question by
1:51:03question. Now we're in the transition of
1:51:04will you will you settle for it and then
1:51:05he's going to go into the pitch. the
1:51:06skills necessary and the advanced skills
1:51:07to get to 50 grand a month. So that's
1:51:08six months down the line you and I have
1:51:09a different conversation about the house
1:51:10you just bought and being able to add
1:51:11those terms. Yeah. Okay, but why now?
1:51:12You know, every good diet starts on a
1:51:13Monday. You're going to be the new year
1:51:14new me guy that writes all the goals
1:51:15down on December 31st. February you're
1:51:16further away than you were back in
1:51:17September.
1:51:17>> Because I'm jumping into this new
1:51:18industry and I I just want to hit the
1:51:19ground running to be honest with you.
1:51:20Okay.
1:51:21That's what I really needed to hear man.
1:51:22Cuz based on what you shared with me,
1:51:23how do you feel about where you're at
1:51:23doing what actually works? If you feel
1:51:24it's appropriate, let's make a game plan
1:51:26though how we have to bridge the skill
1:51:26level gap to get you to 50 grand so that
1:51:27you get these things. Do you want to
1:51:28write that down? Do you have a pen Do
1:51:29you have a pen handy? I do.
1:51:31All right, that's fair enough. No, it
1:51:31was honest, it was real and it really
1:51:33dug down into the deep core. And then he
1:51:34goes into the pitch. Now from here, this
1:51:36call ended up closing for 10K PIF.
1:51:38Again, the entire recording is inside
1:51:39the group. But the main thing I want you
1:51:41guys to take away from it is the
1:51:42formula. It is how he's able to follow
1:51:44that structure question by question even
1:51:46though the guy gives him resistance and
1:51:47everything else. The way you know you've
1:51:49mastered sales is when you can review 20
1:51:52calls, 10 calls and they all sound
1:51:54identical. The only thing that changes
1:51:56is the prospect's answers. Because
1:51:57that's when you have a formula that is
1:51:59repeatable and you're able to compound
1:52:00on month after month after month. I hope
1:52:03this training was helpful for you guys.
1:52:04It took a long ass time to record. I'm
1:52:05sure you guys could see the sun setting
1:52:07behind me the further into it I went.
1:52:09But like I mentioned earlier, I'm going
1:52:10to mission to make real sales education
1:52:12accessible to everybody because it
1:52:13changed my life so much and I wanted it
1:52:15to change other people's. And that's why
1:52:16as I said earlier, if you go in the
1:52:18description, there's going to be the
1:52:19link to the Impact Team server. We've
1:52:21gone 40,000 members in the last seven
1:52:23months. Reviewed 4.91 stars out of five
1:52:25stars from over a thousand reviews.
1:52:28Because again, in there is my entire
1:52:30course going a lot more in-depth than
1:52:31just this. Offers influencers you could
1:52:33start selling for if you want to start
1:52:34your career, start making a lot of money
1:52:36like I did at a very very young age.
1:52:37Live sales call recordings and even
1:52:39coaching sessions I run in there every
1:52:40single week. Again, completely for free.
1:52:43The only thing I ask is when it changes
1:52:45your life as it's changed so many other
1:52:47lives, share it around and keep helping
1:52:49me grow this [ __ ] mission.

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