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I’m 52. Here is How I Close $5k Deals Without Being Sleazy. — Transcript

by Brian O'Neill · 4,585 words · 698 segments · language en · Watch on YouTube

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0:00I'm excited about this video. I had
0:02calls yesterday, three of them, with
0:04people who are looking to build a
0:06high-ticket one-to-one coaching offer.
0:08There were some common themes across all
0:11three calls, some errors, some mistakes,
0:13some stuff that they didn't know, and I
0:15want to share with you what I told all
0:17of them, because it was very, very
0:19similar. Some of these things that were
0:21just overlooked. If you don't have an
0:23offer, that's okay, but a lot of you are
0:27looking to create a high-ticket offer, a
0:30one-to-one coaching offer. And I made a
0:32video about this yesterday on YouTube.
0:34The
0:35the opportunity for one-to-one coaching
0:36right now is really, really tremendous
0:39with
0:40with the AI revolution, whatever you
0:42want to call it, just taking over, and
0:43so much of the content is is is
0:45AI-created or AI-assisted. Like, the
0:48need for human
0:50eyeballs on your stuff is greater now
0:53than it's than it's ever been. So,
0:56if you're looking to be a coach, this is
0:58a tremendous opportunity, the way that I
1:00see it. And I'm not the only one saying
1:02this. I mean, I'm I'm I'm talking to a
1:03lot of people who are seeing the same
1:05things. Cuz So, I just think that the
1:07need for human connection is growing.
1:08Here's the big idea that I want you guys
1:10to
1:11grasp here, which is when you're doing
1:13these calls, and this will happen, and
1:16I've done this, I've made this mistake.
1:18If someone If you're having If you're
1:19helping someone on a call, and you're
1:21having a conversation, and they
1:22inevitably inevitably ask you about your
1:25offer, like, "Hey, tell me what you got.
1:27You know, show me the goods."
1:28Then, the last thing you want to do is
1:30actually show them what you have. That's
1:32the mistake. Don't do that. Don't ever
1:33do that.
1:34Here's why.
1:35Because, number one, you don't know what
1:38they want. They just said, "Show me your
1:40offer." So, it's like, "Okay, well, let
1:41me show you my landing page or my
1:43website that I built that has all my
1:45entire offer on it, or a notion doc, or
1:47a Google doc, or all of my tiers." It's
1:49like, you're just going to confuse them,
1:51and a confused buyer doesn't buy. Write
1:53that down. A confused buyer does not
1:54buy. Don't give too many options. Give
1:56the one that they asked for, and here's
1:58exactly how you're going to do that. So,
2:01just if anybody ask you, "What do you
2:03have?"
2:04Don't tell them anything. You ask them
2:07something. This is a a major buying
2:10signal when people ask you this and you
2:12get excited and you want to show them,
2:14"Yeah, yeah, let me show you. I've been
2:15waiting I've been waiting for to show
2:16this document to somebody. Thank god you
2:18asked." But you want to take it in, slow
2:21it down.
2:22You want to always make sure that you're
2:24writing stuff down. And this is how I do
2:26it. This is how I've been doing it for
2:27doing it for years. So, if somebody were
2:29to ask me that question on a call, "How
2:30do I work with you? Show me Show me your
2:32offer." I would essentially just stop.
2:36And I would say something like, "Okay, I
2:38have a few different options
2:40depending on what you're looking for.
2:42Are you looking for something that's
2:43one-to-one or you where we work where we
2:46work together directly or maybe you're
2:48looking for something group group
2:50format." And I would just stop talking.
2:52I'd let them answer. Whatever they say,
2:55I write it down. I just wait as long as
2:57it takes for them to answer.
2:59Versus
3:01if they And if they push back And this
3:03is very rare. Like this is only for
3:06usually the people who I don't want to
3:07work with, which is like, "Well, what do
3:09what do most people do?" Or And you just
3:11answer them. "Most people Most people
3:13work one-to-one." Or, "Well, what do you
3:15have?"
3:16It's like, "I have both, but I want to
3:18know what you would prefer." Like don't
3:19You got to hold the line. That's
3:21That's a little bit more advanced, but
3:23just let them answer. They will answer.
3:25The second mistake is
3:27that you're building stuff
3:30before they asked for it. So, it's
3:33always good to have an offer. Like put
3:35together your 70% one-to-one offer,
3:37right? You got to have something. Number
3:39of calls, length of time, here's what's
3:41included, here's the transformation. So,
3:43that when people raise their hand, then
3:46you can at least show it to them. But
3:48you don't show it to them unless they
3:49say, "Hey, that's the thing that I
3:51actually want." So, this is
3:54this question of, "Hey, what are you
3:57looking for, right? Are you looking for
3:59Are you looking for one-to-one or
4:00something else?" Let them answer. Is a
4:02way for you to get them to write the
4:03offer for you. And then you present it
4:05to them
4:06and
4:08I'll go over all of that right now, plus
4:10all the objection handling, and you'll
4:12at least have a framework that you can
4:13refer back to. So, they say Let's just
4:15say that they say one-to-one. Okay, I
4:17would write it down. Literally have my
4:18pen down. All right, one-to-one. Okay.
4:20Then I want to know what the frequency
4:21is. Okay, how often would you want to
4:22meet Would you want to meet weekly?
4:24Every other week?
4:26And just wait.
4:27And if they if they're stuck and they're
4:28not really sure,
4:30I say usually
4:32most people find
4:34once a week gets it done.
4:36And you can also lean towards your
4:38offer,
4:39right? You can lean towards what you've
4:40already written written.
4:43But don't force yourself Don't force
4:45them into that box if they don't want to
4:47go there. Like maybe they'll say, "Well,
4:49I only want to meet two times a month."
4:51Okay, or now Now you have the frequency,
4:53how often you're meeting.
4:55How long is a call?
4:57How long do you think you need each
4:58session to be?
5:0030 minutes? An hour? Like give them Give
5:01them an option and then
5:03let them answer.
5:05If they're stuck, you can suggest 30
5:07minutes. That's usually plenty of time
5:09for a weekly call, and that's what I do.
5:11So, I like to shrink the time and then
5:14go longer if, you know, we're we're in
5:16flow. Like a 30-minute call could become
5:1840 minutes if my calendar's open.
5:20If you do an hour, they're going to
5:22expect an hour. And I can tell you from
5:25coaching people for years,
5:27an hour is usually too long and you're
5:30going to end the call or earlier
5:31anyways. So, 30 minutes is plenty if you
5:34pre-frame the call and
5:37people show up prepared, right?
5:40After you get the time length, then it's
5:42okay,
5:43"How long do you need? How long do you
5:46you know, in terms of the program? 30
5:48days? 90 days?
5:50Weight. What are you looking for?
5:52Let them answer. Again, if they're
5:54stuck,
5:55if they ask you, you can just suggest.
5:57Usually it's 90 days. Usually it's
5:59somewhere between 3 and 4 months.
6:01Depending on what you're offering them.
6:03If you can give people a faster result,
6:05then do that. But don't make the time
6:09frame longer because you think that's
6:11more valuable. People make this mistake
6:13all the time. They think that the value
6:17in the offer is how often you meet and
6:21how long you meet. So, well, if I offer
6:23a coaching program that's 16 weeks and
6:26we meet an hour every single week, well,
6:29that's worth more than
6:31uh if I meet with somebody two times for
6:3430 days. Well, if I meet for some if I
6:37meet with someone for two times,
6:3930 days, and they make $10,000 versus 16
6:43weeks, 1 hour per week,
6:46and they make $1,000, which offer are
6:48you taking? Which offer is more valuable
6:50and which one can you charge more for?
6:52So, it has nothing to has very little to
6:54do with the amount of time that you're
6:57putting in versus the result that you're
7:00getting them or what you're helping them
7:03avoid, the transformation that you're
7:05going through. So, it's easy to equate
7:07stuff in dollars,
7:09but it's also easy to how fast they're
7:12going to get the result. That's what
7:14people pay for. Like, I want it now.
7:17I wanted it yesterday. So, if you can if
7:20if your offer is related to time, then
7:22shrink the time down as as as low as
7:24possible and do not be afraid to charge
7:26more money. It is not about the amount
7:28of time that you spend with them. It is
7:30how it is what you get for them. All
7:32right. So, I went a little bit sidebar
7:34there, but that's really important. So,
7:37they tell you the time frame.
7:39Let's just say they say 90 days. Okay.
7:41So, now you have that. Last question,
7:43this is the money question. Okay, so at
7:45the end of the 90 days, what do you want
7:47to be true?
7:49Which is basically their
7:51result, their transformation. Now, I'll
7:52give you an example. So, if I ask that
7:54for someone in the mastermind or mindset
7:57school,
7:59they might say, "Well, I want my first
8:00paid client." Or, "I want to have my
8:03school community up and running and have
8:05my first, you know, 20 members in
8:07there."
8:08I would just write that down. And then I
8:09would give it back to them. Okay? So,
8:11you you you write everything down. Okay,
8:13great. This is really helpful. Just so I
8:15[clears throat] make just just so I have
8:17this right, you want to meet once a
8:20week, 30 minutes for 90 days. And at the
8:23end of that, you want to have your first
8:26paid client. Did I get that right?
8:29Anything I miss?
8:32Two things happen when you do that.
8:35Number one, you listen to them and they
8:37feel heard.
8:40They've just built their own offer.
8:42You're about to sell it back to them.
8:44Okay? They literally wrote the offer for
8:46you.
8:47And
8:48this is where it gets a little bit
8:51you want to rush it, but don't rush it.
8:53You got to hold back on the price. Like,
8:55confirm the structure. Okay, you tell
8:57like like I just said, tell them what
8:58they're getting,
9:00how you'll [snorts] work together, you
9:01know, like we'll meet by Zoom, we'll
9:03meet via Google Meet, you know, I'll
9:05send you a calendar link, whatever it
9:06is. And
9:08then you would want to do what the sales
9:11world refers to as a temperature check,
9:13which which is
9:16"How does that sound so far? You know,
9:17does that feel like something that would
9:19work for you?"
9:20Let them say yes first. Okay? Once they
9:23say yes, you have the whole thing
9:25written out. You have them confirming
9:27that that sounds like Look, they know
9:29that their that money's coming. They
9:30know that this isn't going to be for
9:32free.
9:33So,
9:34a couple of ways you can present the
9:35investment part. You can either just
9:37tell them straight away and you can say,
9:39"Okay, well, I
9:40I'm you're probably wondering what the
9:42investment is now, right?" And if you
9:44don't know,
9:45if you don't have the offer written out,
9:47like if that is not your exact program,
9:50then [clears throat] you can just say,
9:51"Okay,
9:52I
9:54need to scope this out for you and I'll
9:57I'll present it to you on another call.
9:58Book the next call right there, like
10:00like make them commit. Are you free on
10:02this day and time?" And book the call,
10:04send them the calendar link, work on the
10:06offer, send it to And then you would
10:07review the offer with them right on the
10:09call.
10:10That's That's an easy way to do it and
10:12then you would just build the build the
10:13thing based on what they said.
10:15If you already have the offer, right?
10:17Like they just described your program,
10:19then you can just [clears throat] simply
10:20you can simply say, "Okay, you probably
10:22want to know what what the investment
10:24is, right?" Yes, okay.
10:26Here it is. And then you just state it
10:27clearly. Or the other thing that And
10:29I'll go over how to do that in a second.
10:31The other thing that you can do is just
10:32simply ask them. Like if you know that
10:35you have the offer and they've just
10:37described your offer that already
10:38exists, you can you can just ask them.
10:41Okay.
10:42What would you like to do next?
10:45It's It's kind of a tough question to
10:46ask, but it puts them in the driver's
10:50seat, even though you're the one
10:52driving, okay? Because you're leading
10:54them or you're asking them and they feel
10:56like they're leading, but you're the one
10:57who's doing all the leading throughout
10:59this entire process.
11:00One of the things that you have to
11:02remember about
11:04high ticket closing high ticket sales
11:08is
11:09this is rarely about
11:11money.
11:13And it's about people making a decision
11:15and people making a commitment. That is
11:17the thing that they they are the most
11:19scared of,
11:20not the dollars that they're investing.
11:23You want it to feel a little bit
11:25uncomfortable for them. So, that's one
11:27of the reasons why you don't want to
11:28price yourself too low. When you price
11:31too low,
11:33you're doing a disservice to the client
11:35and you're doing a disservice to you. If
11:37you have a 90-day program that gets
11:40somebody a result that could potentially
11:42lead to $5,000 and you're charging 300
11:45bucks for it, like no I wouldn't I
11:46wouldn't buy that.
11:48You're doing yourself a disservice and
11:50them a disservice. You should be
11:51charging them 500 or $1,000. If you can
11:54get them a $5,000 result, charge them
11:5610% of the result if you have proof on
11:59it.
11:59Do not undercharge. People won't buy it.
12:03And you are going to end up hating it.
12:07I'm telling you. So you got to charge
12:09more money and you got you got to you
12:10got to learn to understand that you're
12:13selling the value, not your time. It's
12:15it's with the result. Okay. When they
12:17when you ask that question, what would
12:19you like to do next? What do you think
12:20we should do next?
12:22They usually will say, well, why don't
12:23you tell me what the price is? Okay,
12:25then I would tell them the investment.
12:26So let's say hypothetically, the 90-day
12:28program is $4,500.
12:32And you have a prepay option of 3,500.
12:35Okay? And you the 4,500 is $1,500 per
12:39month
12:40for 90 days.
12:42I would just simply say, okay, the
12:43investment is 4,500. It's 1,500 per
12:46night for it's 1,500 a month for the 90
12:48days. And if you decide that you want to
12:51prepay, you'll save $1,000 and it's
12:533,500.
12:55Zip. Closing my mouth.
12:57And I will wait as long as humanly
12:58possible before I say another before
13:01anybody talks. And you cuz they have to
13:03process. You just hit them with a high
13:05number and they need to they need to
13:07they need to process it. And it could
13:10feel like an eternity and it usually is,
13:12but you got to wait.
13:14Now,
13:15if after maybe like 7 or 10 Mississippi,
13:18nobody said anything,
13:20and I've done this, I would probably
13:23say,
13:26does that sound like something that
13:27would work for you? I would just
13:29temperature check, right? And then I
13:32break the silence, but [clears throat]
13:33most objections would be something like,
13:36"Okay,
13:37usually they'll react immediately, which
13:39would be, "Okay, sounds great. Um I'm
13:42not in a position to do that right now.
13:43I got to talk to my partner. Um
13:46I've got to you know, that's a little
13:48That's a little more than I thought it
13:49was going to be." Or I mean, very rarely
13:52are they going to say, "That's great.
13:53Yeah, where do I sign?" I mean, that
13:54doesn't happen very often. It does
13:56occur, but the majority of the time
13:57you're going to have to handle some type
13:59of an an an objection. So, just expect
14:02it. But, price is really the objection.
14:05It really is. It's It's It's the
14:06commitment piece. Again, they have to
14:09they have to show up. They have to
14:11commit, and they just use money as the
14:13as the
14:14as the as the thing. And you can you can
14:16work around all of those objections.
14:20When they say things like,
14:22"Well, I won't be ready until when?" And
14:24I would just normally ask,
14:27"Well, what's going on?" Uh and like one
14:29of the calls I was on,
14:31the objection was, "Well, I'm I won't be
14:33ready until July."
14:35"Well, what's going on in July?"
14:37And then ask them. And then let them
14:39tell you.
14:41"Okay, well, if that's happening if
14:42you're ready So, you'll be ready to go
14:44in July?" "Yes." Okay, great. Well, book
14:47your spot now,
14:48make the first payment, and we'll start
14:50in July.
14:52Stop talking.
14:54Like let them Let them either talk
14:55themselves out of it or talk themselves
14:57into it. One of the things that you're
14:59doing as their would-would-be coach,
15:02soon-to-be coach,
15:03is you're helping them make a decision.
15:07This is not just about
15:09you getting them to hire you. It's
15:12helping them decide because if you can
15:14do that, then your entire coaching
15:17experience is going to be way better
15:20because
15:21they have trusted that you have helped
15:23them make a decision. So, how do you
15:25think the calls are going to go when
15:26you're asking them to do stuff? Hey, to
15:28get this result, you got to do this,
15:29this, and this. Right? You got to
15:31decide. You got to make a decision. You
15:32got to choose. You can't have, you know,
15:34when I'm talking to my clients, I'm
15:35like, you can't have five ideas. You got
15:37to pick one. You can't be on five
15:39different platforms. You got to pick
15:41one. Well, that trust is
15:44established
15:46well, it's established on YouTube, but
15:47it's further supplanted when I help them
15:49make the decision on the call, right?
15:51And I don't use like the the tricks
15:54where
15:56you know, hey, what's your life going to
15:57look like in 6 months if you don't do
15:58this? It's like, they have they have to
16:00decide after themselves, right? I'm
16:02looking for the people who are like 90%
16:05there, 85% there, and I don't need to
16:08convince people. I just need to lead
16:09them, right? It's like it's like, okay,
16:11well, there there's an answer for
16:13everything. You So, that's why I do the
16:16temperature checks. Like, you want this
16:17works for you? Yes, this sounds great.
16:19This will work for me. And on the money
16:21piece,
16:25there's really no better way to handle
16:27this that I've seen, and it works very,
16:29very well,
16:30which is you paint the picture, which
16:33is, okay, okay, I would say, all right,
16:35Ryan, I'm just making up that name.
16:38You You want to do this, right? You're
16:40ready. You said you You said you'd be
16:41good to go. The investment The Or you
16:44said you'd be good to go, and you've got
16:46this You're just not ready or whatever
16:47Whatever they said, right? They didn't
16:48give the money objection per se. If you
16:51had the $3,500 right now, and you had
16:56total approval from your partner, and
16:59you didn't have to ask anybody's
17:00permission, would you be in? Would you
17:01do it? Usually, they'll answer yes to
17:03that. If they answer yes, then you've
17:06then you know pretty much for sure for
17:09certain that money is the issue.
17:12It's like, you can you can overcome
17:13that. You can do buy now, pay pay
17:15options. You can work out a payment
17:16plan. and then you just have to have a
17:18really honest conversation with them.
17:21Right? Cuz they just said, "Your price
17:24is worth it to me. I just need
17:26flexibility in the price." So, you don't
17:29lower the price.
17:31You either work out a payment plan with
17:32them, or you take stuff away.
17:35You downsell them into something else.
17:37So, instead of meeting once per week,
17:38maybe you meet twice per week.
17:41And then, all of the sudden, when you do
17:43that, they might say, "Well, I I No, no,
17:45no, I want that. I want the four I want
17:47the four calls."
17:48But you if you took away two of the
17:50calls per month, then you worked out
17:52something else. Just don't And it
17:54doesn't have to be perfect. It can be It
17:56can be totally messy.
17:58But just do your best to relax and work
18:00through the process and help them.
18:03Help them make the decision.
18:05And
18:06honestly, if I got that far with
18:07somebody, I would take I would do it for
18:09as long as as long as it would take.
18:11Like, I've literally been on calls with
18:12people where they were, you know,
18:15working through some of the payment
18:17options that that I have and doing it.
18:19And I'm I'm just waiting. I'm just
18:20making sure that they sign up cuz I
18:22don't want them to undecide once they
18:24get off, right? So, work with them.
18:26Like, you've done all that work. You've
18:28gotten so far. Like, don't let them get
18:29off and think about it.
18:31Just don't let them do that. I mean,
18:33sometimes they will, but you have to
18:34understand that when they're ready like
18:37that, they're never going to be more
18:38ready. So, do it right then and there.
18:41Send a payment link, you know, create a
18:43payment create a payment option in your
18:45school classroom, a one-time payment
18:47option so that they can pay the down
18:49payment, right? I can't do 1,500 for the
18:51first month. Like, okay, well, what
18:53could you do? This is how I work a lot
18:54of my payment plans.
18:56If I don't If they If they don't qualify
18:59for one of the buy now, pay later
19:01options. And buy now, pay later is
19:03basically a tool like Klarna, Afterpay.
19:07Um there's a tool called Clarity Pay,
19:09which is um I've just I've just recently
19:11learned about that I don't use, but I've
19:13I've learned about that as well. Where
19:16you'll get the full amount and they pay
19:19monthly installments through them and
19:21it's very, very flexible. So, and you're
19:23going to need that. If you're going to
19:24be charging three, four, five thousand,
19:27ten thousand dollars for a a program,
19:29you're going to have to have flexible
19:31payment options cuz not everyone's going
19:33to have that. You're going to have some
19:36really, really good clients that you're
19:37going to want to work with and you're
19:38just going to have to have flexibility.
19:40But if you wanted to do like a custom
19:41plan,
19:43then instead of 1,500, you just ask
19:45them, "Okay, well, what could you do
19:46right now?"
19:47Wait. Well, I could do 750. Okay, great.
19:51750 right now. When could you do the
19:53next 750?
19:5630 days. Okay.
19:58Could you do 750 30 days from now?
20:0230 days from then? Yes. You see what I'm
20:03saying? You're like, she's just writing
20:04the plan.
20:06Okay. Well, then then you would that you
20:08doesn't mean you're agreeing to it.
20:10You're just then you know, we give it
20:11back to them. Okay, so you can do 750
20:13right now, then 750 the next month, 750
20:16the next month. So, you're essentially
20:17doing if the plan's 4,500, divide that
20:21by 750.
20:23So, you're going to make six payments
20:24instead of
20:26the
20:27three payments of 1,500. And then you
20:29have to agree as to whether or not
20:30you're going to do that.
20:32And I would never
20:34I would always want the down payment to
20:36be something that was significant. Like
20:37I wouldn't want someone to just get in
20:40there for a hundred dollars, right? Like
20:42you got to you got to give them
20:45they have to give you more than that.
20:46Okay, and you can just simply say, "I
20:47you know, I I I'm not in a position to
20:49to do that. You can look at one of the
20:50buy now, pay pay later options because
20:53you are essentially financing them when
20:55you do that." And there's a cost
20:57associated with that. All right? The
20:59lessons here, the the really big lessons
21:02here are don't
21:04don't give them the menu.
21:06Find out what they want and present them
21:08with that. There's no reason to present
21:10somebody with a group coaching program
21:12option just because you have it if they
21:14want one-to-one, and you would never
21:16know that unless you ask them. Your Your
21:19prospects, your clients will write your
21:21offers for you. The more that you do
21:23this, the better you're going to get at
21:25it. Like this is just like with
21:27anything, with creating content, with
21:30anything that you do, you just need more
21:31repetition. And the first one is always
21:34going to be ridiculous. Like it really
21:36is. I have been I was in sales for 20 25
21:40years selling a very expensive stuff and
21:43I was to people who had lots of money.
21:46When I got online, it was a completely
21:47different game and I had to learn I had
21:49to I had to unlearn a lot of the stuff
21:50that I learned in the selling that I was
21:53doing in my job and figure this stuff
21:55out. And I'm still learning, right? And
21:57I learn basically
21:59from what they tell me. From from from
22:01their reactions, from the things that
22:03people are saying. The more
22:05conversations that you can have,
22:08the better your offer's going to look,
22:10right? So, you can
22:12again, 70% build the offer, but let the
22:14clock Let the prospects, let your calls
22:17build out the offer, cuz they will ask
22:19you.
22:20If you're getting on road block calls or
22:23clarity calls with people in in in in
22:24your in your communities and they're
22:27asking you these questions,
22:29then you will absolutely have a fully
22:31built out offer and you'll have all of
22:34the objections that people are asking
22:36you. Like guys, record your calls,
22:38please. Do you Don't record all of them.
22:40You'll have all of the objections and
22:43you'll be able to rehearse and practice
22:45what to say. So, when somebody talks
22:47about having to talk to their partner or
22:49the timing's not good or you know, the
22:51the investment, whatever it is, you know
22:54it's coming and you know what to say.
22:57And you're saying the same stuff over
22:58and over again.
23:00And you can do it in a way and find a
23:02way that feels authentic to you. Like
23:04I'm giving you my frameworks.
23:06You got to find a way that feels good to
23:09you cuz again, uh my whole my whole my
23:11whole thing is sell without selling.
23:13Like none of that that I just went
23:15through was selling. They came to me.
23:18They came to you.
23:19And you're just helping them make a
23:21decision, right? Now, and there's so
23:25much value in that because
23:29they can't decide.
23:31They want to work with you.
23:34A lot of the times they know what your
23:35offer is and they just can't get to the
23:37point of making a decision. All right,
23:39hope that was helpful. Any questions,
23:41leave them in the thread.
23:43Go do more calls.

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