1 Hour of Sales Training to Explode Your Sales in 2025

I've sold over $7 million in sales myself and help hundreds of salespeople improve their sales and commissions. So here's an hour of sales training to explode your sales in 2025. Let's go ahead and dive in.

So just going through the objection handling stuff and now I'm selling a B2C offer where oftentimes there's great uncertainty because it's about dog training. People have a lot of bad experiences with not understanding their dog, so they don't really believe. So it's kind of like looking at your framework, I guess. You know, pre handling will be really important here because of the beliefs. But when I just look at the calls of my colleagues, I see also a lot of uncertainty coming up when the price get named. So I just wanted to have your opinion. Like, basically they always say like, uncertainty, yeah, I'm uncertain if it will work. Will it work for me, that kind of stuff. In your opinion, would that be treated like, like the fair objection route or do you have a different spin on it?

So if we're getting to the end and we're like, oh, I'm not sure it would work for me, like first and foremost, like, what, what are you helping them with just so I can have a better understanding.

Yeah, so it's a really cool coaching program. It's about dogs that tend to snap at other dogs and then training them to stress relief, basically.

Okay, so when you're talking about they're not sure if it would work for them. If we're getting to the end and we're just getting like straight up value, like I don't think this is going to work then like, that's going to be a tough hill to climb up. So typically, like this needs to be something that is going to be handled one understand like truly understanding their problem, like having a real good conversation with them, that's going to build trust that you actually know where they're coming from, understanding what they feel like they actually need. And then like your presentation is just a reflection of what they said they need and the problems that they have. So it literally should be music to their ears. So if you're getting to the end, they're like, oh, I'm not sure this is going to work for me. Then it's like, that's going to be a tough hill up the climb now if we're getting that because like, there's no like one thing to say to get like everyone who says that across the line because everyone's going to have different concerns. So it's like, okay, what's coming up for you that makes you feel that way? So we just need to understand, like, why do they feel that way? And if it's something like, oh, well, I've tried something in the past and I've been burned before, like, that's very different. Versus, well, you talk about big dogs. I have a little dog. You know what I mean? So it just depends on, like, what their actual concern is.

Yeah. Okay. Okay.

So.

But usually I'm really good in that free flow kind of concept and really digging into it and then kind of reversing everything they say into any unique selling point that I have. But I usually don't do the reframe thing. So I was really, like, wondering, because usually when you. Objection. Handle. You always have a part where you reframe something.

Yeah, well, I mean, it depends on, like, what their concern is. But when we're talking about, like, getting to the problem. Okay, oftentimes, like, what do they see as being their problem? Like, what's missing in the current way that they're training their dogs that's leading to them snapping at people, not understanding.

Okay, so it's not understanding the real problem, basically.

Is that what they're telling you?

No, but I know that.

That's so. Okay, so we know that. Dude. But do they know that?

Oh, yeah. Yeah. Okay.

Yeah, that's a good one.

So it's like, we need to get them to know that. So we're talking about, like, getting into their problem. It's not. Oh, the dog snaps. Yeah, fair fucking enough. It's, I'm doing something wrong. That's not correcting this. That's the problem we need to get to. Because if I can't get them to admit that they are the problem, you can't even help them because they don't think anyone can.

Yeah, yeah, that's a good point. Yeah, that's good. So, and it's obviously in your script, there's a big question there of, what do you feel you're doing or doing that?

Like, that's like, the crux of the issue. Like, if you're selling, like, weight loss to somebody and they tell you, like, oh, like, I just have bad genetics. There's nothing you can sell that person. You could sell us.

Okay, so still, Christine, I think it's a really good point. And we'll truly also focus more on it and get clear on. Get them to say whatever they're not doing or doing. But still, when you get to the end, our price is really Low, like it's about 1500. Between 1500 and 2000 Euros. But somehow people just have real low perception of the price. So when you say it for them, it sounds a bit much. So still, then the uncertainty will crop up. So, you know, they will say things like, yeah, yeah, I totally believe in this. I think this is, you know, this is going to be it. Then you name the price and then they go back into uncertainty. Like, I will work.

So again, like, if we understand, like, it's a money thing.

Okay.

So it's like, let's say we get it. Like, oh, totally. Like, well, I'm not sure it would work. Like when we said that, like, after driving out the price, like, what you need right now is you need contradiction, you need leverage. So it's like, well, money aside, like, if you just had a duffel bag full cash, just like set aside for your doctrine and like, would this be something you would do? Like, once you get, you need to get buy in on that. Because if you can't get an emphatic yes on that, like, we have uncertainty, there is value there, then there's like nothing we can do to get that person over the edge. Unless the value is corrected for.

Yeah.

And the value does come from. We need to get them to blame themselves.

Yeah, yeah, I see.

Okay, so then you're taking just the money route. Objection. Money. Objection route. But, but, but my question is then they will say the uncertainty thing. So you will say, like, okay, yeah. Why would you, you know, would this be the answer? Okay, why? And you know, why invest in yourself? Yeah, yeah, you know, totally, I see it. But, but you know, if this worked, they will say something like, like, if it work.

Yeah, well, I mean, if it's worked for hundreds of clients in the past, is there any reason why you feel like it wouldn't work for you?

Okay.

And then go there.

Like, we need to get them to tell you, like, what the actual concern is. So, like, there's no, like, magical pill for when someone says, like, I don't think this is going to work. You need to understand, like, why they feel that way. There's a reason behind that statement. And the only way you're going to actually be able to address it is if you get behind the statement of why they don't feel that way, why they feel like it wouldn't work.

Yeah, yeah.

And then work on that using your knowledge on just the experience of the other clients.

Then you address it. Right. Like, because you'd be surprised. Like, sometimes value objections, like, they're so silly. They just misunderstood, like, one thing, and then you're like, oh, no, it's this. They're like, oh, okay, yeah, that's great. So it's like, that could be something you're running into. But if this is something that is coming up a lot.

Right.

And all your calls, typically it's a discovery thing, so we can get really good at handling the objection, but it's better to just not get it in the first place. So I'd say focus on making sure they actually admit that they're the problem in the discovery. But then when you get it, just. Just get to the real concern. Like, why do they feel like it won't work for them? I mean, if it's worked for hundreds of other people, what's coming up for you that makes you feel like this one at work for you? And then get that out of them. And if it's more along the lines of, oh, it's a lot of money, then we handle the money. But if it's something to where it's like, they're just not sure how this mechanism works or that mechanism works, we need that feedback. Because then also that feedback as well will also help you tailor your presentation to where you can start eliminating these objections in your presentation too.

Yeah, it's totally clear, man. Thanks for this. But just the last question on this, like, why do you handle fear in such a different way? Because we're talking now about really kind of logical things right there. They have something hidden, and you're trying to find out what it is that is causing them to feel uncertainty. Whereas when people have fear, and I've seen this in your calls as well, like when you sell sales, you can just feel the fear of the people. Somehow you treat that a little bit differently in the sense that it's more about the feeling itself and, you know, stepping over the feeling and not really getting into. Why do you feel that feeling?

Is that true?

I'm confused on the question.

So my question is, why would you handle fear in such a different way? To me, it seems like you're saying the ABC affair, like, admit, befriend. And then, you know, the other thing. Yeah, that's more of a. Like a deeper lifeline lesson there. You know, it's like, hey, whenever you feel fear, it's just stepping out of your comfort zone. Yeah, that's really different than what we're talking about right now, which is more about finding out why they feel a certain feeling.

And so, well, it's like, here, here's the thing, like, we can't. We're not going to get somebody over a fear objection. Like, here's the thing. If somebody says, like, I don't know if this is going to work for me, and then we just start fucking hammering with mindset, but they're just unsure on the mechanism. Like, you're getting nowhere. Like, that's the thing, like, very first and foremost, like, like skill number one that, like, everyone just needs to dial in is like, we need to first and foremost just know what we're handling. So that's why, like, you can just take some extra time, just understand where people are coming from. Like, nobody says you have to go fast. And then, like, once you, like, understand, like, what you're handling, like, then you can go for it. So if you listen to one of my calls where, again, like, I've been doing it for so long, and then I identify it very quick, like, I know where I'm going, but it's like, just understand I did identify it. So if you haven't quite identified it yet, you know, when you're learning, you know you're getting better at it, it just might take you a little bit longer to identify the objections, which is totally fine. But as long as you get on the real objection in the end, if it takes you five minutes rather than, like, just assuming the objection and then you're talking like you're spending 30 minutes not actually handling the real thing, like, you're not going to get anywhere.

Yeah.

So let's say we have all the real things. We have done the digging also on the end, and they still feel uncertain. Then you could go on the fear kind of.

Yeah.

Yeah. Like one certain. Like, hey, they're bought in on the value. They have the money. You know, everything is good. And it's like, there's just. It's just them taking the leap.

Yeah.

That's fear. Then you just go right for it. So it's just being able to identify.

Yeah, true, man. Thanks.

All right.

Does that help?

Yeah, a lot.

Okay, cool, man. All right, perfect.

All right, Michael, let me go ahead. Let me pull you up here, dude.

Howdy.

Howdy, man.

Caffeinate. You caffeinated?

Good to go?

Yeah, good to go, man.

I like to smash through questions. All right, I'm in. Solution. We've got a few solution questions for you.

Huh? Yep.

One of the role plays you were doing with Owen, I was listening to you, went a lot deeper than what kind of your mind map is. So you started with your standard word track, but then you Went way off track. And you did, like, two or three other completely different ones, I think to combat fear and other things. I was just kind of like, what are you listening for? That then makes you go off track to those other ones. What's the thought process behind that? Yeah, he's never off track. I know he's on track for him.

Yeah, he's off. Well, it's like, well, here's the thing. Like, so, like, when it does come to those mind maps, I do try to simplify it, like, as. As best as possible just to make it to where it's like, easy to, like, navigate. So, like, that's number one. Like, number two, they aren't like, hey, this is the word for word what you say every single time. It's always going to really shape to the person. And then. So I don't. I can't recollect, like, which one you're talking about, like, specifically. But if I don't get the answers that I know are good answers, I'm not going to move forward. So I might have to ask a question or two to then get the good answer that I'm like, okay, this is acceptable. I checked off the box. Now I can move forward. So if you see, like, sometimes I'll take a little bit extra, like in a section. It's just because, like, I just know, like, hey, this isn't a good answer for whatever reason. If you can bring up a, like, the actual example, I could tell you, like, okay, this is why I went down this route. But it's like, oftentimes, like, that's what it is. Like, whether there's like, uncertainty, whether, like, I hear like a red flag or whatever it is. That's what's coming up.

Yeah.

He started off with, I haven't done anything. And then you went to. I got a line written down. Justin is in the trades and he works with people without time all the time.

And then.

And then you went off to. It sound like you were treating fear after that. Yeah, I just thought, oh, that's like, you did that all in one cycle. It was beautiful. But I was just like, what's your thought process behind jumping between them within the same.

Well, like, let's say somebody didn't do anything and then they blame time.

Right.

Like, that for me is not a good answer because I'm not getting to the root of it. Like, they're blaming external. So I take away the external and then I go into like, why haven't you made the time? That's a real crux. Of it. So like the same thing with like money, right? If they tell me like the money, I'm like, you know, typically you can use a quote or whatever it is. I just like quotes because it's a really good way to like hack like authority, you know, well known figures. I normally use Tony Robbins for the money thing and it's like, okay, why haven't you got resourceful? Okay, so then like that's the crux of it. So it's like it's not the money or them thinking things are expensive. That's not the problem. The problem is they haven't got resourceful. It's not that they're busy. It's the fact they haven't made the time. That's the real crux of the issue that we need to get to. So it's just taking that extra layer deeper.

Okay, yeah, that's good. And that's what I thought you were doing. I just wanted to hear it from you because I don't want to make assumptions.

I did.

I had a weird one the other day on the new product I'm selling in that section of what have you done before today? He said, I didn't know about what you did before today. That's why I haven't done anything. What would you say to that?

Well, like what, what problem do you solve?

So we help people pay off the mortgage in half the time. It's just a financial product that.

Okay, helps them pay it off. And how long have they been wanting to pay it off quicker?

Well, usually they're kind of just going about their life. So they're not, they didn't want to pay it off. But when you ask them, you say, they just say since the beginning. But they weren't really thinking about it since the beginning, to be fair.

But like that's a problem. Do you get what I'm saying? So it's like first of all, like, why would this person want to pay it off early? Like what, like, what's the, like what's the problem that they see with like having the debt for longer?

They just want to get out of debt faster. More money in their pocket is usually what they're saying.

Yeah, okay, so they wanted to get out of debt. So if you've had this problem and you know you've been wanting to get out of debt, like whose responsibility is it to go out, actually search for a solution? So why haven't you gone out and looked?

Yeah, right.

So it's like you, you always just bridge into, well, can, can I can I make a suggestion and then you can bridge into it like that. And it's like, okay, well, if you've had this problem for this amount of years, like, who's. Whose responsibility is to go out and actually search for. For search for a solution? Oh, well, it's mine. So like, what, what's prevented you in the past XYZ amount of years for actually going out and looking? I've just been complacent.

Okay, cool.

Where does that belief come from? Then you can just go right into it and like, what do you feel like, you know, your complacency has cost you over the past 10 years? Whatever it is.

Okay.

And I'm gonna move on because I know there's quite a few questions. When you verbal pace people and you look to cut them off, is there certain sections that you like on red alert? You're like, pace them super hard at certain sections. Cause you're like, I know there's a good chance we're gonna have to cut you off real soon.

Typically the very beginning of the call and when we start getting into like the nitty gritty of objection handling, like the beginning of the call because it more sets the pace of the, like the conversation. So if you let them ramble on a lot, then that's just. They're just going to get more emboldened in that way of acting.

Right.

So they'll just get more confident with talking about nonsense. So I tend to be a little bit more tighter at the beginning just so it gets the call on the rhythm that like, you know, I feel like is best to. To get the outcome. And then when we're talking about objection handling because like, that's where all the doubts creep in. So I don't, I don't let them get to the butt, like to the, to the doubt, you know, really staying on the point that we need.

Yeah, cool.

Yeah, I definitely need to get better at the top. I give them too much room to move, so I appreciate it.

Yeah, yeah, absolutely.

Hopefully that helps, man. Alrighty.

And then Pierre, let me go ahead. Let me pull you up here, dude. Howdy. Howdy man. Nothing much. Cool.

Now I just had an objection handling session. I just had a question about it. So I'm not 100 certain because what the main objection was, but I. Is there such an objection of like they're scared to let go of control.

They business owner.

So this guy's been doing his first business for the past three months and didn't get any help. And I think that's like the main reason why he didn't really. Like he said he didn't reach out for help because at first it was an idea and now it became more of a business. And as much as I tried. Objection. Handling at the end, I mean, I probably could have closed him, but he didn't have the money on him. But I, I don't know if there's a way maybe we can pre handle like control or that's. Or if that's even an objection.

Well, it could be an objection. It just depends on what problems you're solving.

Right.

Because like what, what problems would you be solving?

So he wants help with marketing for his dating coaching business.

Right.

So you get him help with marketing. Is he gonna have to give up control with getting help with marketing? Like ultimately.

So he's using Fiverr, so then we would just transition more into Instagram.

Yeah.

So he's just like switching the mechanism. Like, because like, you know, if you're like helping him with the systems and processes in hiring, like letting go control, like that's a big thing you're going to have to help people overcome. But it doesn't sound like what you do really addresses it. So it can be a concern. And like that is a problem business owners have is letting go of control. Like, you need to learn how to delegate like 100%. Like it's a bottleneck that a lot of business owners are going to have. But I don't know if it's going to apply with what you help with now. If you're talking about, oh, he' going to scale so quickly, he's going to have to hire a bunch of people on then. Okay, like that's something we have to address. But like that's if that comes up, you know what I mean? And, but like for where he's at depending, right? Because like, if he's kind of more low level and he's looking to get like, you know, 10, 20, 30, like he's putting, he would be putting the cart before the horse at that point. So it's like you basically, if they did bring something like that up, it's like, oh, I don't really want to be hiring salespeople, blah, blah. It's like, dude, that's when you get to like 50,000 plus. Like we're not even there yet. Let's talk about right now and then we could deal with that when we get there.

Okay. Yeah.

Then I guess it might not make sense. And I would say it's more of like a money fear thing. To be honest, that was something I couldn't handle.

Yeah.

So what, what, what did you run into that you felt like you had a hard time, like, getting them over the edge with?

So it was the, it was just kept. He kept telling me, he's like, what if it doesn't work? And I literally, like, gave him a money back guarantee in six months. If it doesn't work, then, like, we do.

Here's a. Here's a cheat code that you have, right? Especially when you're dealing with coaches, okay. They sell shit too.

Right?

So if, like, you just flip the objection right back on them.

Okay.

This is just an easy cheat code just for anyone who sells people who sell things.

Right.

It's like, well, what if you had a client who told you the exact same thing? Would you try to help them overcome their concern? Why? Would you try to help them overcome their concern?

Right.

Or if you wanted to? Well, it depends. Like, if he's fairly new, he's not actually having much conversations, you can ask, like, do you run into this concern a lot?

Right.

Like, most oftentimes they will, because. Objection. You give objection, you get besides the point. But, like, something very easy you can do because you sell people that sell things is if you had a client that was telling you exactly what you're telling me right now, how do I know this is going to work for me? All these different things, what would you try to tell them? Would you try to help them overcome their concern? Yes. Why would you try to help them overcome it? Because if you didn't and you were talking to a guy, he really needed your help. He wanted the girl of his dreams, and you let him off the call without actually getting some help, would you have let this person down? Be real with me?

Yes.

Why would you have let them down? Oh, because of this, this and this. So do you want me to let you down?

Okay, so I did one part of that.

I did not do the 90% that.

You just laid down. Yeah. So then once you get to that point, like, do you want to let me down? Then we. You can really start having a real conversation and they can start seeing where you're coming from. It's like, hey, man, I'm not going to let you down. So let's talk about it. Like, be real with me, man. I'm on the same team. What's really holding you back? Lower our voice, we really lean in. And then we would just want to get to the crux of what the issue is.

Right.

Makes sense.

Yeah.

So if you feel like you're. If you feel like you're going in a loop.

Okay.

Like, it's just like you need to break the pattern. So you break the pattern, flip it on him.

You.

You want to address, like his view of you. Like, address how his perception of you, which changes your intent. And then you can just start to go a little bit more direct.

So that's. That, that's.

That would definitely help. Like probably 5%.

Yeah, just like pattern interrupt. Tons of other pattern erupts that you can use. But for you, that's a cheat code.

Yeah.

Because he didn't make up his mind in terms of like. Because as many tie downs as I've done, like, it literally, he kept changing, like, he kept changing his mind. I think probably he's like 24, 25.

Maybe changed his mind about what?

About wanting to invest with us.

Like, what, what was he going back and forth on?

So he would, so I would tell him, he's like, hey, okay, so if we can do a payment plan, would you do it? He's like, yes, we did that. And then he's like, oh, let me think about it again. And then try to figure out some objection, then handle that. And then it would come back with the same thing and then keep looping, looping, looping.

What, what objection is he coming up with?

There were just different ones. Like, first, if it, if it wouldn't, like, if it doesn't work, then it was. He has like 20k in savings. But then he's like, afraid that if things go bad, then he wouldn't have enough, even though the program is 5K. But I think that was the final one.

Yeah.

Like, we just gotta understand what.

When people aren't making sense, it's just because they're fearful, typically.

Okay.

And if they just keep on putting hurdles in your way, it's just because, like, they're trying to like, get off the issue of them just being fearful.

Right.

So it's like what they'll do is they'll either like just put a bunch of like, logistical hurdles or different hurdles in your way, and it's just really about sideswiping them and just like staying on the issue of them being fearful of taking the leap.

Okay, so how many times, I mean, could it be possible that I need to keep looping, around, especially with the fear objection? Because I don't think I.

Like, here's the thing, man. Like, how much time did you have on your calendar?

Like, I usually have a. The call for one hour, but I was with him for an Hour and.

A half at that point. Yeah.

Like, did you have time to go further?

Yep.

Go further.

Just keep going.

Yeah, man, it's like I've been on calls for three hours before. It's fine. It just like, here's the thing, when we're talking about objection. And as long as you feel like the, the conversation is staying productive, it's not just like you versus them and like getting combative, it's like, dude, if it takes three hours, then it takes three hours as you get. Like, here's the thing. Like, like what human being is like just like normal, right? Like, yeah, it's going to be an outlier, but it's like, maybe this, that's what this guy needs. Now we can continue to work on our skill set to shorten the time that it would take to get like a guy like that over the edge. But if he needs a three hour conversation in order to get him to actually invest in his business, are you going to be the leader? Are you going to be the salesperson that gives him the conversation he needs? Like, that's really what it comes down to. So as long as it's staying productive, man, like, don't hop off the call. If you have another call that you have to get to, like, you got to take into account like, again, like, what's the likelihood that that other call is going to show up, right? So it's like, if you feel like it's going to be a no show, they haven't, you know, confirmed or anything like that. Like, I'll probably just stay on. But if, like, if you're, if you're closing like at 50% and it's like, oh, this call didn't close, the next call's most likely gonna be closing. Then it's like maybe have that hard cut off on the hour, but like, dude, if you have the fucking time, like, right, like end of the day call, it's like, yeah, there's been tons of times, like, where I'll just take it to her, however long it takes, like, and I'll tell them that, like, hey man, I'm here as long as you need me. I'm not going anywhere. And you can hit the X up there and you can hop off the zoom, but the fact is that you're still on the zoom right now. You and I both know you want to make this change, so I'm going to be here for you and do whatever it takes to actually get you to make that change. Because I'm not going to give up.

Okay?

Then it's normal to actually have these long conversations.

Yeah, man.

Like, every single call you have shouldn't be three hours. But if you get one, like, once every few months, it's like, are you going to let the sale off the hook just because, like, it didn't fit this tight window? It's like, no, just have the conversation. Like, sometimes you're gonna run into a person who needs to have a longer conversation. That's fine. If it's like this is. Every call goes an hour and a half. Like, then we need to have a conversation. But if it's once in a blue moon, it's like, it just happens.

Yeah, probably like once every two weeks. That usually happens. And my calendar's between three to four a day.

Okay, so. So if it's coming up, like, frequently, then we can talk about. Okay, how do we. Because oftentimes what can happen is we're having a lot of objection handling conversations around not the real thing. And we're allowing ourselves to get sidetracked and talk about shit that doesn't actually matter. That's not going to push yourself forward. So that's more about just staying on topic, like, staying on the issue. But it just comes down to. Because getting better at sales, it does take time. So right now, you know, that's what we're doing. We're getting better at sales, we're getting better at identifying. So just do the things that are required. Do you want to make the sale? Do you want to help this person? If the answer is yes, just do whatever it takes. And then, like. And a lot of it's just, like, you'll. You'll gain the stamina from being able to, like, be in on long calls like that, too. I'm not saying it should be a normal occurrence, but I'm not. I'm saying, like, it shouldn't be something to where it's like you just immediately hop off if it hurts a certain timeframe.

Okay. I think that.

Yeah, that gave me the confidence to just stay on.

Yeah, appreciate that.

Who the cares, right? All right. Hopefully that helps, bro.

Thanks. All right, cool.

Nicole, let me. Go ahead. Let me pull you up here, bro.

What up, boy?

What's up, dude?

How you living, bro?

Yeah, doing good, man. Just shipped across country. Feeling good.

So, Don in the mia, right?

Yeah, this moves Miami.

So let's talk about problem awareness here.

Yeah.

All right, man. So, like, the. I already did the little chat about it, but anyways, so he wants you to. He wants you to ask specific questions up front, right? Start me from the top. What is your goal? He wants you to ask that. Then he wants you to get right into problems. So the very first one he's gonna want us always to ask is, so, Christian, what do you feel like you're struggling the most? Is it with nutrition, is it training, is it accountability, coaching support, or maybe a combination of these? He wants us to ask that every single time. Let me pause right there. Let me ask you, what do you feel about that question? Is it. Is it not a bad question? Is it an okay question?

It's not a bad question.

Right?

Like, some of it is just going to be. You're trying to funnel people into, like, the normal problems like you guys have. It's more of like a bucket question. Like, I personally don't like, because again, like, I'm putting words in people's mouths, but at the end of the day, I feel like I have the skill level to, like, pull out, like, their problems. Okay. For them.

Right.

So if you're having, like, a hard time identifying people's problems and, like, pulling that out, bucket questions are a good way to just get that quicker, basically.

Okay. Yeah.

What would be, like, the question. So what's coming up for you? Have you, you know, possibly looking?

Yeah. Like, what type are.

What type of.

Are you looking for specifically as far as, like, you know, losing weight or fitness? Like, what type help are you looking for specifically? Like, what have you seen so far? If you take a look back with what you're doing so far, like, what's coming up for you that even have you looking for that type of help? Those are typically two questions, like, I'm going to ask to understand what they're looking for and understand the problem that causes them to look for it. For me, that's the easiest way I've found to just get the problem, identify it, and then get their words on how the problem is.

Right.

Like, that's what I want to use their words just because again, if I start speaking like them, I'm a part of their tribe, builds more trust and they're. They're going to be more open because of it.

Okay, so diving a little bit deeper into the problem then, Right.

With.

With Renzo, you had mentioned, you know, you have to admit that they're the problem at the end of the day. Right. So a lot of these guys are going to put it off to time.

Right.

Or they'll put it off to a really common one. You know, man, life just happened.

Right?

Had a family, had kids. You know, work is super Busy. So like trying to like pin it down to like them to get to admit it's them, I guess. Like what are just some good questions that I could ask to like really.

Drive it to that super easy. If we're getting like them blaming the external is using a comparative frame and then asking an internal question. So what I mean by that, it's like, okay, so what do you feel like is missing in your current like fitness regime, blah, blah, blah, that's causing problem? Like that's typically one of the problem questions I'm going to ask. Oh, like, you know, life gets in the way, you know, busy time, kids, all those things. So like, you know how it is. I mean, yeah, potentially. Can, can I share a perspective? Yeah. We work with tons of clients that are, you know, in higher power jobs like doctors, lawyers, they got a family working 16 hours plus sometimes and they're able to really find something that works for them and get that dream body. So what do you feel like you might be missing in your current, you know, way that you're trying to lose weight that's preventing you from whatever it is it said their problem is. So it's like, I mean, yeah, that could be the case. Can I make a suggestion? You only work with like fucking doctors and lawyers. They're able to figure it out what's missing that you can't figure it out. So like, then I'm asking the internal question of what do you feel like might be missing in, in your current way you're trying to lose weight that's preventing you with the time you do have of dropping that 30 pounds.

Okay.

It's like, oh, I just don't know what to do. Like that's a, that's a them problem. Like I'm not having the time. Like you can't solve their time. Like you're not going to go babysit their children.

Follow up questions to that.

So when you're talking about like, okay, then once you get the problem, oh, well, it's like, I just don't know what I'm doing. Like, let's say like that's a problem. Like, oh, I just don't know how to eat right. Or something along those lines. Okay, like what do you mean by that? Like first and foremost, like you want to clarify, you want to start to expand. How long have you felt this way?

Right?

Like you want to put a timeframe on it. What do you feel like might be causing that? I would say like that's a bit optional. Just depending on the answer that you get. Like what type of impact do you feel like that's actually having on like your day to day? Like not knowing what to eat and being overweight and then what's that doing to you personally? Like that's, that tends to be like once you get the problem, it's just about like understanding the problem a little bit better.

Right.

What do they mean by that? How long? What's causing that? What's the impact on their day to day or whatever it is. And then what's their personal impact?

Yeah, the, the impact question is never lands ever. I don't know why, but they're just like nothing or like I don't really feel like it has or some, some fake like that.

Okay, so some of it's just going to come down to like number one, like how are we asking it? Okay, so if I'm, if I'm asking like, well what type of impact do you feel like? You know, you not being able to lose this weight, being overweight, like being 30 pounds overweight. Like what type of impact is actually having on your day to day?

Right.

Like I'd ask something like that and.

They'Re like a little bit more specific it sounds like.

Yeah, so it's like oh well I just, I don't feel as confident. Like my clothes don't fit as well. Like oh, like how do you mean? Like clothes not fitting? Like what's actually going on? Like you just want to expand that. Like you just have a little bit of conversation. So it's. Then I take the problem of what that was and then I asked that personal impact question. So I mean you, you looking in the mirror and just seeing like your clothes not fitting and, and you're not having as much energy. Like I don't wanna assume, cause I'm in my shoes, I'm not in yours. But like how does that feel? Like that's the question that's gonna land or what's that doing to you? What type of impact is that having on you personally? So if you get that more specific, that's what allows you to get a better answer out of it. Now if you do run into somebody, cause like sometimes you'll get like a more specific answer or more specific question, you'll still get the oh, it doesn't affect me too much. Like right then and there. Like you need to address that because like that's again that's non buyer language. But do you feel like that might be part of the problem and it's like you can address it right then and there.

Nice okay. And then I don't know if. I don't know if I should just chalk this question up. The whole, like, just within the process. But it's like, yeah, it'll be like, so do you. I mean, do you like the way that you look and feel? Usually I get good pull on that one. They'll be like. They're like, no, like, what? What don't you like? And then they'll be like, you know, X, Y and Z. I, you know, went to this so and so and I can't, like, fit my clothes anymore or like, just like, confident. I actually get really good, juicy questions out of that one. But I don't know, like, what you think about that one. Cause I know it's like a more. I don't know, like, how you feel about that question.

Yeah, like the question. It's not a bad question. Man. We just gotta understand when we're talking about weight loss, we got two pains. Them being overweight and them not knowing how to lose the weight.

Mm.

So it's like we need both of them. Because you solve them. No, them not knowing how to lose the weight, like, they need to, like, it needs to be something to where it's their fault that they don't know how to lose the weight. Like, once we take response, once we get. We need to get them to take responsibility for that. Once we get that, then we have a lot of leverage. Then we can really start to, like, understand, like, what's preventing them in the past. We can push back on whatever it is they're saying. Because if it's just life, life is the reason that they're overweight. Then it's like, why have you done anything in the past? Well, I already told you, like, I got a wife and kids. Like, what can I do about it? Like, you can't help them with that. So it's like, we need to get them to take responsibility that they are the reason why they're overweight.

Yeah.

And then like, additional thing with what we're doing is like, as you probably already know, a little bit blood work analysis.

Right.

So we're looking at 64 point metric. You know, biomarkers, people really love that because it's more analytical, data driven for more longevity. So a lot of times they'll be like, well, I just don't know what's going on with my body. So what would become, I guess, what would be some probing, clarifying questions once we've gotten them to admit that they just don't know what the hell is going on with their internal makeup.

So like where typically in the conversation are you, are you bringing this up or are we talking about it?

I'll say something that's really upfront, truthfully. At the, at the front it's like, you know, like, I don't want to sue, man, but like what, I guess, like what is about what we do over here that made you feel like, hey, this, you know, might be the answer for you? Like, man, like the blood work, man, like I've been, people been telling me about that for years, man. Like just how like intricate it is and things like that. So I feel like that's why I'm missing. Like, I just don't understand like how that is holding me back. And so it comes up pretty immediately.

Yeah, like at the very. What's, like, what are you running into right now that makes you feel like just having something a little bit more customized for you would be something you'd actually be looking for?

Okay.

Oh, well, I just haven't been able to lose weight or like I don't know these things about my body, whatever it is. So it's like, why would you. Like the very first thing that pops in my mind is like, why would you be looking for something that's like hyper specific like that There has to be a reason.

That'S good there with the problems. I just got two more really straight quick to the point how, how to change perception, how they view you in. Objection handling. You were literally just talking about that like, I don't know, like what does that look like?

So we're going to talk about. When you're. Objection. Handling somebody, their perception of you just changes everything that you say. So if they perceive you as just trying to get them over the line, just trying to sell them, like it doesn't matter what you say, you're going to be seen as a salesperson. So it's like very first and foremost, like the number one thing you need to make sure is on point is your focus. Where's your focus at? Is your focus on like truly helping and understanding this person or is your focus at like, I need this sale, like truly. So if it's on, if it's on the ladder, then you're just going to have like micro expressions and different things are going to come across in a way that they're going to be able to pick up on and they're not going to be able to consciously tell you what it was because again, like this is all going on in the back of their mind. Like we're able to pick up on these little things. So, like, that's. That's first and foremost, like, where is your focus at? Like, making sure your focus is always in a good place. Focus should always come from like, I'm here to help this person. Okay? So also as well, before you go.

On, I would say real quick, like, I really don't need to make these sales. Like, this is something I'm just doing part time. So, like, I. When I hop on these calls, I really don't. I'm not like, thirsty to make a commit. I obviously want to, but maybe I feel like it's not. Maybe it's more subconscious, man, where it still feels like it comes off still, like, I. Like, I do, even though I really don't.

So it's like, part of it as well, man. Like, at the end of the day, like, especially in objection handling, none of it should be personal. Like, in the one that I reviewed, when he started giving you like a money objection, you looked like. Like he got dejected because, you know.

Because he said he made 12,000amonth. Not 1200, 12,000.

So, yeah, I picked up at, like, later, but it's like, it was just.

More like, it was like, dude, how can you not, like, afford this? It's. You're making 144,000 a year, buddy.

Yeah, but it's like, that's not that much money, right? So it's like. But again, like, if his bills are fucking 11,500, like, each. You know what I mean? But it's like, I'm not saying, like, I believe the objection. I'm just saying, like, you can't take that objection personally, okay? Like, that's just what it comes down to. Like, none of this is personal. At the end of the day, he did not hop on this call. He's like, I'm going to have a very open honors conversation with Cole. Not the end. I'm going to stick it to him and tell him I don't have the fucking money. Like, he didn't hop on the call thinking that.

Right, Right.

Just like, why did that come up? Probably because he's a bit fearful and it was maybe more than what he was expected. So it's like, the thing is, when you are talking to somebody, like, you have to look at them, like, as a reason.

Right?

Like, if you give a money objection, you have a ton of reasons why, right? So it's like you give yourself some slack, but when somebody else does, like, we gotta understand, like, they have just as many reasons in Their head. And again, I'm not saying either are right, but I'm saying they have the reasons. So we just gotta, like, actually put ourselves in people's shoes, not take it personally, and then do whatever we can to actually help this person. Like, that's really what it comes down to. So when we're talking about, like, making sure our intent is in the right place or making sure, like, they view us with the right perception, like, number one is just making sure our focus is there, but then also there. There are little things you can do just to. But just always think about, like, okay, am I on the same side of the table right now? It's like a lot of times what happens. Like, okay, I get what you're saying, but like, that's. That's a very dis. Like, that's disagreement, like, right off the bat.

Yeah.

So it's like, if you notice, like, oftentimes when. Objection. I'm like, hey, man. And I know what you're going through. Like, I've been in your shoes before, dude. I get it. It's hard. I'm not going to take that away from you. Like, I'm that person that they can actually talk to and be open with. Like, that's. That's what it has to be. And that's the only way you're going to get these people across the line.

I guess that translucent into the last one. Side swiping, side swiping. Just obviously smoke screens and staying on the issue of fear. Because at the end of day, I really believe that that's all that this really is. So a good transition. What's a good, Like a. Pretty much Just so I can, like, take as much thinking out as possible. Good transition into having that conversation where you're just essentially. Essentially just calling it out.

Yeah. Yeah.

So super easy. One that I always use is like, I mean, I don't want to say it's a. I don't want to say scary, but, you know, it's a bit scary to take the leap.

Right? Okay. Yeah.

So the one.

Yeah.

So the very particular reason why I say it, like, I don't want to say this word, but this word. Because if you say, ah, I get that it's scary. Oh, well, it's like, people are gonna, like, especially if they got egos, they'll push back on that. But if you say, like, yeah, I don't want to say this, but this. They're like, oh, yeah, right. So it's like, it's a very easy way to soften it okay.

Yeah.

And you know, that's an easy way to soften. Like, really, if there's anything that you feel like you might get pushback on with like people with higher egos, like, I'll also do that, like in problem questions too. Like, I don't want to say, like, it's missing, but like, what do you feel like is missing? Always goes under the radar and like it just allows them to admit it.

Yeah.

Because I'll be like, sometimes I would say it seems like you're just might be a little fearful to move forward. Is that right? And then they'll be like, no, I'm not really fearful, but they really are. It's just like we sell to like very. Just ego driven guys. So, like, you know, there's a lot of guys are like scared to just admit it.

Yeah.

So it's like, just understand you're talking about a very sensitive issue. Have you ever been overweight before?

Me, personally?

Yeah. No.

Yeah, I was an overweight kid. It's very sensitive topic. So just understand that, like, so try to put yourself in their shoes a bit like that. That's like the biggest thing. And if like you can't relate when it comes to like maybe like being, you know, out of shape, like what might be something that you're insecure talking about or you. It would be, you would have a hard time like opening up about. And then you can start to see, like, why sometimes we need to be softer in some of these different areas. It's just because, like, we're talking about a sensitive issue now. There are going to be some people who are very open. Fantastic. But then some people aren't. So you just gotta, you know, be that person they can be open with.

Last question. Would you bring up a personal story? Transitioning into it.

Transitioning into like what?

Transit. Transitioning into the fear conversation.

You can typically, I would say with something like that, it's normally not needed. You can add in personal stories. Personal stories are great. I would just say once you're in. Objection. Handling. And they're a bit fearful, they're just not listening as much. So the problem is if we go more on monologues, especially when they're fearful, then it just gives them an excuse to tune out.

Okay, nice. Thanks, brother.

Yeah, absolutely, man. Hopefully that helps. All right, Nathan, let me go ahead. Let me pull you up here, dude.

How's it going, man?

Howdy.

Howdy, bro.

Not much.

For the.

For what I shot over in Facebook. The rationale question for that one girl who just said like, she wanted to get there faster. Typically when I asked the rationale question, I'll clarify and then just go straight into like the impacts on the business and that type of thing. But when do you decide to go through fully through problem awareness? Is it when they're not a brand new agent, so they've had a past situation or like, what's your thought process there?

Okay, so let me try to remember the message on Facebook. So it was like a lady, she was, you know, you sell real estate marketing. So she used to be in a different market. Now she switched markets and then looking for help with her marketing. Exactly. Okay, so it's like when you're talking about her pain, it's the fear of future pain. Like, that's where her pain is. So it's like, what, what would be the main reason you might be looking for like outside help to help you streamline this process rather than doing the process you did in the, in your other market? Like, that's the question you want to get. Oh, well, it was really slow. Like, how do you mean it was slow? Like, how long did it take for you to actually start to build up the clientele that you're looking for?

Right.

And if you try and if you did that and if it took that long to actually get clients in this new market, like, what type of impact do you feel like that actually have on the business? Like, that's the question that we need to get to. Does that make sense?

Yeah, I guess I just don't get why, like you went straight into, like, how long did it built to take to build you up in the past?

Would that.

Is that just like, because you're wanting context on like the problem? Because if they're saying like faster, then they're admitting that the way that they know how to do it isn't fast enough for them.

Okay. Right. Yeah.

So that's just like the.

How long in problem awareness that you usually go through.

Yeah.

Oh, okay, I see.

So it's like, how long did it take in the past? Because like, that's, that's where the pain is. Like, they don't want to do all the hard work that went like, maybe when they first started being an agent, they're like too fucking old now. They're like, whatever, I'll just pay somebody to do it. You know what I mean? Like, that's the point where they're at. So it's like you can get that out of them. Because if it. Oh, like, like, you know, it took six months for me to get my first client. Well, what happens if, like, what type of impact would they have on the business if it took that long this time around? Oh, like, could have paid my bills.

Oh, shit.

Yeah. Do you need that help? Right? Like, and then so it's just understanding. Like, just sit and think. Like, where do you feel like this person's pain is?

Okay.

And then it's optional if you want.

To go into what's causing that there. Do you think it would benefit if you went into there or.

Yeah, I'm sure you can ask it. Well, what caused it to take so long? Oh, because I was having to cold call people, do this, do that. Like.

Okay. All right.

Thank you, Beth.

Thank you.

That clarified.

Hopefully it helps. All right. Perfect, dude.

All right.

All right.

Ryan, you there? Maybe.

Yep, I'm here, man.

What's going on?

What's up, bro?

Hey, had a couple of quick questions for you.

Real quick.

Everybody's waiting, but just curious on the philosophy of Jeremy versus, like, sales sniper and the gap question, you know, why it's after rationale versus, like, after out there looking. I know we're kind of shaping the out there looking question, right, By. By going over that gap.

Is that.

Is that kind of what the mindset is?

Yeah, like, so, like, before we started talking today, have you been out there looking then asking gap questions?

Right.

So the. The reason, like, I like the gap questions and have all that information beforehand so I can be hyper specific, like, on that question. Because, like, the thing is, like, what you'll get depending on what you sell, but they'll tell you things that were. They kind of solved an ancillary problem, but not the problem that you actually want to talk about. So like, let's say, for example, like, you're there to help like a business scale from like 10 to 50K. And he asked, okay, like, like real estate.

Because I know you know that too. And that's what. That's what I do.

So.

So it's like, like real estate investing. So let's say, like, you're talking to a guy who has like three properties and he's looking to get like, you know, he wants to actually start doing like a property a month, right? Well, that's. That's the goal. Like, by the end of the year, he wants to have, like, you know, an extra 12 properties. So it's like before we started talking to, like, what have you been doing about, like, getting an extra property a month? Like, that's what we need to get to, not what have you been doing about getting Properties, because he already has done something in the past. So it's like. Then we're talking about something he's done to get the first three properties. So it's like, it's. It's going to be a lot harder to push back on. Why haven't you done anything? Because they've done something, just not about the exact problem as far as, like, getting properties in the time that they're looking for.

Okay, so that's where we're at then. That's what I was going to ask you about the different avatars there. So if it's a nine to fiver, we're asking about. All right, how many hours are you working and what's your income? But we're not asking them. How far are you off yet? We're gonna save that for. Right, for after. Right before. Rationale. I'm sorry, Right before.

I mean, you can. You can ask them an income goal in, like, right there. Like, I. I typically would. I'd get like an income goal out of them. What would you be really be looking to be making in real estate, let's say in the next, like, six to 12 months? Like, get that out of them. Okay, so before, like, we started talking today, like, what have you been doing about actually learning to get into real estate so you can transition and make 10,000 per month? Or, like, what have you been doing on that front?

Right, so this is a 9 to 5, we're assuming, right?

Yeah. Like, if they're in 9 to 5, like, so before we started talking today, like, were you out there looking on how to actually get into real estate so you could do it full time, make 10,000 per month? Or what have you really been doing on that front? So it's like you get that specific goal out of them. It's like, oh, I haven't been doing anything, or I've been looking on YouTube, blah, blah, blah, whatever it is.

Right.

And the reason why I was curious about that is what Jeremy will say is like. Like, you tell me. He says, like, with what you're doing right now, how close are you to doing that?

He.

But we wait till do it. To do it right before consequence, to lead into consequence.

Right.

So we're not asking that.

All right.

There in that gap one, right?

No. So. And the reason why we ask that typically before consequence, because, like, especially if you're really good at, like, future pacing, which again, is a skill that I think is very useful if you just go right into consequence, they typically want to fight back on it. They don't want to give you a good consequence. They're like, oh, I won't let that happen. Because we just built up this amazing future pace for them. So it's like more of like a two step into consequence leads into it, right?

Yeah. Okay.

And then. So that would be. Then what about somebody that's already like, you know, they're doing a good amount of deals, like, they're already actively investing when we ask them, okay, what kind of deals? What's the average spread? How many are you doing each month? Is that the gap we're looking for right there? And where you.

Yeah, it's like how many doing each month? And like, where do you feel like if, you know, if you had a better. Like it depends on the problem.

Right.

Like, let's just say, like, oh, I just don't know how to find the right properties. And let's say like you had a better way to actually find those properties. Like, how many do you feel like you could be doing each and every month? Oh, wow. So you think you could be doing double. Okay, so before, like we started talking today, like, have you been out there looking for any other ways to, I guess, like, find the property so you could double your real estate portfolio or what have you been doing on that front?

Right on.

Right.

And it's just like, oh, well, I haven't done anything with that specifically. Why not? What's going on?

Right.

Then we can start to actually get to the crux of it.

Right on. Good stuff.

Yeah.

Because I know Jeremy always does it after and I'm like, But every time, like, you hear from Matt, he's like, do it right there.

Yeah.

And I've heard you do that too.

Yeah.

I guess it just shapes the. Yeah, you can, you can kind of question them on their timeframe then.

Yeah.

So like, yeah, you can. Like, why I like it right there, like, for me personally is first and foremost, especially like when I bridge into identity, because I really want to, like go out the identity too. It's really easy to do it with like, you know, numbers to just like make it more tangible.

Right.

Rather than just like, oh, it's, you know, guy who knows a bit about real estate versus guy who knows a lot about real estate. You know what I mean? Like, it's not a super hard, like, but like, oh, guy who makes 10,000amonth in real estate, guy who makes a hundred thousand a month in real estate. Like, that's a lot more like juicy. Like you can have that conversation.

What do you, what do you hit them with when they say, oh, sky's the limit, bro. There's no. There's no limit to what I want to do over there.

Yeah. But let's say in the next three to six. Three to six months, like, where do you actually want to be at, man?

Sky's the limit, man.

Like, and I can definitely appreciate that, but. But, like. Like, what do you feel like would be realistic for you, like, if you. If you actually start getting these things in place, like, the next three to six months, just so we have, like, something to shoot at.

Yeah, gotcha. Bring them back down to. Okay. Just really short term. And then would you build out, like, the. Like, where do you want to be long term? Right there. Or would you say that if they're.

If they're more. If they're more like pie in the sky, typically not just because, like, they're gonna start saying the same things again.

Right.

So I don't want to.

So far off.

Yeah.

And then they're like, oh, well, it's like, I mean, I'm making, you know, 5k now, but I think I can be making 500k in just a couple Right.

Weeks.

You're like, what the are we talking about? Right? So, no, I don't typically bring it back up.

Right on, man. I got one more for you, but I'll hit you on school.

Okay, cool, man.

Thanks, man.

All right.

And then Yemen. Let me go ahead. Let me pull you up here.

Howdy.

Howdy. Can you hear me okay? Much?

Yeah. Sweet. Yeah.

Congrats on your move, by the way. And it's pretty big.

So.

Okay, great news. I managed to crack the code on deflecting the I will only pay zero upfront stuff. So now I can easily filter whoever is really broke, those who are just distrustful, but, you know, talk about the guys who are just never going to trust again versus those who are going to be like, okay, I still have to vote, right? Next bottle that I'm coming up with. I think I posted the other day in the school group that I'm noticing when I'm booking the appointment, like, transitioning.

Yeah.

Sometimes the vibe kind of changes, Right. They're like, super open. You're like, oh, yeah, okay, okay. Well, that's why I need to. Character based on what you said. And they're like, oh, okay, yeah, sure. Like, yeah, would that be appropriate? They're like, okay. I'm like, oh, that's a big energy shift.

Yeah.

So I'm like, okay, now only. Let me see. Because I don't know if they no show just yet.

They're booked.

For a couple days out. But I was wondering if that's maybe an upstream issue or a transition stage issue.

Well, if you notice, like, hey, they've been open and then we said this one thing and then we notice a big energy shift, then it's typically like what you just said right now. We just got to take into account that now once you're starting to talk about more logistical stuff and you're not talking about them, then, yeah, typically people's energies are going to shift.

Right.

Because now they're talking about an appointment they have to show up for. So they just got to take a look of is this happening on every call? Are people actually showing up? And if they're showing up, then I don't see an issue with it.

Okay, right.

It's like, okay, like now they're just talking more logistical. Like, okay, of course maybe their energy is going to shift a little bit. Okay, that's fine.

Okay, that's not like, abnormal then.

No, like, and if they're showing up, then it's like, that's what matters. But if they're not showing up, then like, let's take a look on what you're saying to transition and how you're tying them down.

Right, Right.

So, yeah, so track that. And if they're not showing up again, message me on slack. We can take a look at your calls and then we'll figure it out.

All right?

Right.

Okay.

And the second part, as far as pre handling the. Like, I know for one of the guys who had a fitness offer was like, the program didn't work for them and get them to take responsibility for it. I've been kind of struggling with that kind of objection or not objection. Like that kind of pre handle when they're like, oh, yeah, this company sucked.

They did.

They didn't do this or that or the economy's bad or something like that.

How.

How can we approach that? Because, like, in my mind, right. The agency would do everything for them. So it's not like they could just like, step in and, you know, change the marketing campaigns and they can't change the interest rates themselves. Right.

Yeah.

So there's going to be. Those are two different things.

Right.

Like, oh, like the last agency, as with was terrible versus, like, the economy is bad. Okay, so there's two different things. Like, one, like, they're blaming external. Like I said I was. It's gonna be, you know, comparison frame, then internal. I mean, well, we work with a lot of agents that are able to, you know, start, like, they're still able to close deals and be fairly profitable in this market. So what do you feel like you might be missing in your current marketing strategy that's preventing getting those leads that you can actually close? Oh, well, I'm not quite sure.

Right.

Or it's like, oh, well, this. Okay, that's going to be very different them. But versus them saying like, oh, well, like, I've worked with another agency in the past, like, and they're assholes or whatever they're going to say. Have you been using what we talked about as far as like, just turning it right back on them? Yeah, like the.

The guy who's been the 8. The homeowner who's been burned by an agent before, right? Yeah, yeah, I guess it was as far as like, oh, yeah, Facebook ads don't work. Like that kind of belief.

Or it's like, so when is this coming up?

It's somewhere in the problem awareness. They're like, yeah, I just find that online leads just don't work. Or something along those lines.

Yeah, it's like, yeah, potentially. I mean, we work with. Get a shared perspective. I mean, we're thousands of clients that are getting leads online that they're actually leading the closes. So what do you feel like was missing in your online marketing strategy? Just got you leads that just want to close. Like, again, that's more than blaming the external.

Yeah.

So it's the same thing. Comparison frame, internal question.

Okay, okay, Right.

Makes sense.

Okay, right. Because what I'll think in my mind is like, oh, yeah, there's nobody on. There's nobody looking on Facebook or something like that. But I can give that a shot too. It's like, oh, yeah, we have a decline store, plenty of deals through online. What do you feel like missing? Yeah, I was like, I'll give that approach a shot. It's just like, you know, I know that in the presentation stage, I just don't want that to come up later on when they're like, oh, yeah.

Well, part of it as well, man, is going to be your setting. So don't try to do too much heavy lifting. Make sure they're. They'll go through indoctrination. That should do some of the heavy lifting for you as well.

Right.

Because if you do try to, like, hammer these people, then the likelihood they're going to show is going to drop.

Right?

Yeah. Yeah. Right.

So just don't do too much. This goes for any setter. Don't do too much. Or you can induce no shows.

Right.

Because then they feel sold.

Yeah.

Like, they feel like, oh, I'm just gonna get sold, or they're just going to tell you, like. Yes, just to get you off the call.

Right.

Because, like, oh, this person is. Is not going to let this go.

All right, fine.

I'll book in.

Makes sense.

Okay, perfect. I'll give that a shot then.

Yeah. Okay, cool.

It's like, we got tons of clients. Why are you any, like.

Yeah, it's. It's always like. I mean, potentially. Can I. Can I share a perspective?

Okay, sure.

Yeah.

I mean, we have thousands of clients all across the, like, us. You're talking to us people, right? Yeah, yeah, we have thousands of clients across the US and they're all closing deals with. With leads that they're getting from online. So I don't know. What do you feel like might have been missing in your online strategy that was getting you leads that just want to close? Oh, well, I'm not sure. Like, that's probably what you're going to get a lot. Well, if you really thought about it. Well, I don't know. And then we can bridge into, like, what we talked about on, like. Okay, what makes you different? Like, go down, like, the data route.

Okay, Right.

Makes sense.

That makes more sense.

Yeah. Perfect, dude. All right. All right.

And then Tarak. And then we'll get to. Michael, you there?

I am here. What's up, Christian?

Howdy. Howdy, man. Long time no see.

I know. Been a good minute, man. Good stuff, too. I feel like you answered a lot of the. The stuff I was actually going to ask.

Yeah.

Just for clarity's sake, man. Like, the comparative frame is. We have some people xyz. So you're kind of, like. Kind of like, downplaying what they're already doing. And then the internal question is, like, what do you feel is missing?

Right. Yeah. Okay.

So it's. It's asking a question that has, like, the underlying implications that they're the problem. So if they answer the question, then they admit that they're the problem. So it's like you're taking away their excuse, and then you're getting them to admit that they're a problem.

Got it. And, like, even just seeing that played out, like, you mind if we just, like, practice that real fast?

Men. Yeah, so.

And let's just say just like the. The gentleman before me.

Yeah.

I just make it external. I'm like, well, you know, it's. And, you know, obviously, my. Well, maybe not obviously. My offer is an inner healing biz op.

Yeah.

So you asked me the problem awareness question, and I'm like, yeah. I mean, it's just so needed in the world, man. Like, people need healing, and people just need to, like, really get to, you know, just be restored. So that's kind of why I'm. I'm here.

Yeah, absolutely. So. But, like, for you personally, though, like, what would even have you looking to open up your own business?

Yeah, well, like, again, though, it's like, I just.

There's just like, a big need.

And, I mean, I can kind of see how something like this could, like, help that need out there.

Yeah, but.

And I can appreciate, like, you're. You're looking to help a needle, but most people, like, actually aren't business owners. Right. So it always takes, like, a very interesting person to, like, be and look to get into being a business owner. So, like, for you, like, what's the main reason you'd even be looking to get into that?

Yeah, I mean, I just kind of see how, you know, maybe it's like a vehicle that can. That can help, you know, kind of helping that, like, just in the. In the need. I see, Christian.

Yeah, no, I get it. But for you, because, like, everyone's a bit different. Why do you feel like you'd want to be in a vehicle where you can actually help people?

Well, I. I think it kind of just offers some, like, autonomy. Right. Like, it's kind of like my thing and.

Yeah.

What do you mean by, like, autonomy, though?

Just kind of, like, maybe I get to set the pace. I get to kind of determine the agenda of it and. And yeah, it can kind of just be, like, on my terms, really.

Okay. Because, like, right now, like, are you currently a business owner? Do you work like a. Like a job or something?

Just.

Just job.

I'm it right now.

Okay. So what do you do for work?

Yeah, so I work at Apple, just kind of the IT Center.

One of the cool guys. How long you been doing that?

It's been about four years.

I say you've been doing it a while. What caused you to get into. Get into that?

I mean, gosh, I just needed to make some money and, like, it was kind of an opening I had, but.

Yeah. Yeah.

I mean, short and sweet.

Yeah.

I mean, it's kind of.

Yeah.

So I guess, like, what's. What's coming up for you and your. I guess in your job right now that just makes you feel like it's. It's not quite enough. That really gives you the, you know, the. The autonomy and, you know, really puts you In a position to help.

I mean, I guess I have some autonomy. I mean, like, I work from home. I have like a remote position.

Yeah.

Coming up for you that makes you feel like that's just not quite enough.

Yeah, well, I mean, like, I don't know. I think it's like more of a. Maybe not enough thing, but more of a data. Like, I kind of just like. I kind of. I'm like, kind of wanting to just like start.

Yeah.

My thing, you know?

Yeah, yeah, I get it. Right. So, like, we're looking to go from like, we have some autonomy now, so. But like, just more like going from, like, good to great, right?

Yeah, yeah, exactly.

Yeah.

Cool, man. So what do you feel like is missing right now in your. In your current job that's just like, makes you feel like it's just not giving you like that level of great autonomy that you'd be looking for?

Well, I mean, I guess I do have a boss that's over me and he's like, hey, man, I need you to do, you know, like, freaking run these reports all the time. Like.

Yeah.

And I guess, you know, I guess you can say, like, maybe.

Some people are totally, you know, cool having a boss. So, like, for you, like, having a boss, it's like telling you what to do. Do you see it as a good or like a bad thing?

Bad thing.

Like, why do you see that as a bad thing?

Well, I mean, I just feel like it's a, you know, it's. It's like it's kind of not my time that I can use for what I want to do. Right.

Yeah.

So, yeah, definitely is something that it's like.

Yeah.

And how long have you been feeling that way, man?

I would say it, you know, maybe like just the past year.

Oh, wow. So it's. It's been a. It's been a little bit. Because, I mean, I don't. I don't want to assume on my end, but like, not feeling like you have full control over your time. Like, how's that actually impacting your, like your day to day?

Yeah, I mean, I would say it's. I can say, like, maybe limited. Just like, kind of limited. Yeah.

How so?

Just like limited on, like, my ability to like, really, you know, just like step into.

Yeah.

Kind of my own thing. Like, kind of just like the business.

Really, with that, with that limitation. Like, how is that actually showing up for you?

Validation, man.

I mean, I think it shows up in a couple ways. I can see how it's like. Well, one kind of my Boss's agenda. But, you know, I think my wife is like, hey, when are you gonna get out of this job?

So she's kind of, like, in your ear a little bit about that.

Yeah, definitely. Definitely.

How long has she been in your. Been in your ear, like, saying, like, hey, when you getting out of the job, man?

I mean, probably when I started.

Four years.

Yeah, it's. It's been a good minute. Been a good minute.

Yeah.

Well, what's, like. What's that doing to you, though? Like, being limited and just having your wife in your ear the entire time, like, asking you when you're gonna leave.

Yeah, well, I mean, I think. I think it's, like, really elicited, like, change for me probably, you know, just while I'm in this call, like, kind of just see what you guys are, you know, about, and if you can help.

And we. We. And we could definitely cover, like, what we do. But first and foremost, like, we just need to understand, like, why we'd even want to change in the first place. You get what I mean?

Yeah.

So just be real with me because I, you know, I'm on your team, and I just want to see if we can help. But having your wife in your ear for the past four years and just feeling more, like, limited, how does that actually feel?

Stressful.

Stressful?

Yeah. How so?

Yeah, I mean, it's. I just feel like I'm kind of, like, under pressure by both wives. My boss is a female.

Yeah.

My father's obviously a female, but, yeah, man, just, like, just feel the pressure. Like, I feel like something has to give, and I obviously want to honor, like, my wife's decision to, like, you know, I just. Really. Time for me to, like, start, you know, like, start.

Okay.

My own thing.

Cool. Don't go.

Rationale. Just move.

That was cool, Chris.

I.

It was, like, layered, man. It was like, okay, let's. I'm not going to accept. Not going to accept that you're just trying to get away. And then you. You did a great job. You're like, hey, but what's happening to you personally? So that was super helpful, man. I appreciate that.

Excited.

Look at this recording.

Yeah, absolutely. Yeah.

It just comes down to if you're not getting the right answer, like, you just need to continue to loop until you get it.

Yeah, man. Super helpful. I feel like sometimes I can accept it, and then I'm confused, and then I'm like, gosh, where the heck am I? Like, yeah, but super helpful, man. And one other quick question, too. Our offer is. Is Pretty unique. Like, we don't have any competition that I know of.

Right.

So there's not, like a commodity objection that comes out. But would love your help, man. On top half of solution awareness. You know, whenever we ask, like, hey, you know, have you been looking for ways to start an inner healing business, if any? All the time. It's like, no. Like, I've never heard of this. This is my first time hearing about this. How would you like it? In my mind, I guess it, like, prevents me from even pre handling anything because it's like, oh, well, you've never heard of it. Just move on.

But, yeah, well.

Well, can.

Can I share a perspective?

Yeah.

I mean, if you've been in this job and knowing that you wanted to get out and do something more meaningful for the past three years, I guess, like, whose responsibility is to go out and actually look for, like, ways to do that, man?

I guess it's my own.

So what. What's preventing you past three years of going out and looking?

Well, I mean, I don't know if.

You really thought about it.

Yeah, I mean, I think maybe just, like, I don't know, like, confusion. Like, I. I think when I saw this, I was like, could this be what I'm looking for? Where it's.

Yeah.

Inner healing and a business and.

Yeah, potentially.

But what's preventing you from actually going out and looking for different ways to, like, start a business that would be more meaningful for you?

Yeah.

Gosh, like, I don't know. Maybe. Maybe fear. I mean, maybe like, just not knowing what to do, how to do it.

Right.

Fear, not knowing. So we got a belief, and then we could just go ahead and handle that.

Got it, man. So that's like, hey, where do you feel like that belief comes from? Right, Or.

Yeah, exactly.

I clarify, like, what do you mean by fear? It's like, so where did that come from? What do you feel like that's cost you in the past three years or whatever, how long ever they've had their problem? Is that way of thinking worth keeping?

That's cool. I've never heard you teach on, like, I guess that responsibility, it's like, kind of more upfront. I like that, man. But, Christian, you've. You've answered my questions, man. Thank you tons, brother. Appreciate that.

All right.

Absolutely.

All right. Perfect.

All right. And then. Michael, let me go ahead. Let me pull you up here.

Howdy.

Howdy, dude.

Hey, man, I'm gonna let you off, dude.

You've gone way over. Super.

Appreciate it.

I say that on behalf of everybody. And I just really enjoy watching you beat people up. Like, I'm sorry, Taroki. He got you so good, bro. I was like, people would cave way before that. You were tough, and it's just so good.

Christian, man.

Yeah.

Anyway, no more glazing. I'll let you go. I just wanted to ask, when it comes to tackling limiting beliefs, if you hear things before solution, that question designed to pull it out, do you. Do you stop and just tackle it right then and there?

It depends on what it is. So, like, oftentimes, like, what I'm looking for is like, whatever the things, like, they're saying in their language.

Okay.

So, like, the biggest thing that is kind of a shortcut to all this is just, like, making sure you have the authority. Okay? So that's just going to be how you carry yourself. So I am, like, in all my calls, I'm the utmost authority from the very beginning. Like, so that's a shortcut to all this just by, like, side swipe. But like, things like, I like that, like, first and foremost, like, I'll address if they blame external things, right? Like, that's something I'll address. If they said, like, oh, that's not really much. Oh, it hasn't been affecting me much. I'm going to address it right then and there.

Okay.

If they say, like, oh, well, I definitely would want to, or it'd be nice, I'm going to address those things, like, right then and there, like, oh, well, I mean, I'm making pretty good money. I mean, like, compared to what, right? So it's like, it just depends on what they say. But, like, things I'd be looking out for, like, very early on in the call. Wishful thinking, right? If they're like, oh, like, I'd want to. It'd be nice. It's not really. It doesn't really affect me. That's a red flag. I would say those are probably the two biggest ones that I'll. I'm like, I would want to address very early on. And like, typically, you know, especially with the wishful thinking, like, you know, you can just do a home humor. I mean, it'd be nice for me to be at a beach right now, but, like, what do you need to do? Or what do you need? Or whatever it is, wherever it's coming up.

So good, man.

Much appreciated.

Yeah, absolutely. Well, if you guys have any questions, go ahead and post them in the group, but if not, I'll see you guys next week.

All right, See you guys. Bye.

Can help, you know, kind of helping that, like, just in the. In the need. I see, Christian.

Yeah, no, I get it. But for you, because, like, everyone's a bit different. Why do you feel like you'd want to be in a vehicle where you can actually help people?

Well, I. I think it. It kind of just offers some, like, autonomy. Right. Like, it's kind of like my thing and.

Yeah.

What do you mean by, like, autonomy, though?

Just kind of, like, maybe I get to set the pace. I get to kind of determine the agenda of it.

Yeah.

And yeah, it can kind of just be, like, on my terms, really.

Okay. Because, like, right now, like, are you currently a business owner or do you work like a. Like a job or something?

Just.

Just job.

I'm it right now.

Okay. So what do you do for work?

Yeah, so I work at Apple, Just kind of the IT center.

One of the cool guys. How long you been doing that?

It's been about four years.

So you've been doing it a while? What caused you to get into. Get into that?

I mean, gosh, I just needed to make some money and, like, it was kind of an opening I had, but.

Yeah. Yeah.

I mean, short and sweet. Yeah, I mean, it's kind of.

Yeah.

So I guess, like, what's. What's coming up for you and your. I guess in your job right now that just makes you feel like it's. It's not quite enough. That really gives you the, you know, the autonomy and, you know, really put you in a position to help.

I mean, I guess I have some autonomy. I mean, like, I work from home. I have, like, a remote position.

Yeah, but what's coming up for you that makes you feel like that's just not quite enough?

Yeah, well, I mean, like, I don't know. I think it's like more of a. Maybe not enough thing, but more of a data. Like, I kind of just like. I kind of. I'm, like, kind of wanting to just, like, start my thing, you know?

Yeah, yeah, I get it. Right. So, like, we're looking to go from, like, we have some autonomy now, so. But, like, just more like going from, like, good to great, right?

Yeah, yeah, exactly.

Yeah.

Cool, man. So what do you feel like is missing right now in your. In your current job? That's just, like. Makes you feel like it's just not giving you, like, that level of great autonomy that you'd be looking for?

Well, I mean, I guess I do have a boss that's over me, and he's like, hey, man, I need you to do who you know like, freaking run these reports all the time, like.

Yeah.

And I, I guess it, you know, I guess you can say, like, maybe.

Some people are totally, you know, cool having a boss. So, like, for you, like, having a boss, it's like telling you what to do. Do you see it as a good or like a bad thing?

Bad thing.

Like, why do you see that as a bad thing?

Well, I mean, I just feel like it's a, you know, it's. It's like it's kind of not my time that I can use for what I want to do. Right.

Yeah.

So, yeah, definitely is something that it's like.

Yeah.

And how long have you been feeling that way, man?

I would say, you know, maybe like just the past year.

Oh, wow. So it's, it's been a. It's been a little bit because, I mean, I don't, I don't want to assume on my end, but like, not feeling like you have full control over your time, like, how's that actually impacting your, like, your day to day?

Yeah, I mean, I would say it's. I can say, like, maybe limited, just like, kind of limited. Yeah.

How so?

Just, like, limited on, like, my ability to, like, really, you know, just like, step into.

Yeah.

Kind of my own thing. Like, kind of just like the business.

Really, with that, with that limitation. Like, how is that actually showing up for you, though.

Man?

I mean, I think it shows up in a couple ways. I can see how it's like, well, one kind of my boss's agenda, but, you know, I think my wife is like, hey, when are you gonna get out of this job?

So she's kind of like in your ear a little bit about that?

Yeah, definitely. Definitely.

How. How long has she's been in your. Been in your ear, like, saying like, hey, when you getting out of the job, man?

I mean, probably when I started.

Four years.

Yeah, it's. It's been a good minute. Been a good minute.

Yeah.

Well, what's, like, what's that doing to you, though? Like, being limited and just having your wife in your ear the entire time, like, asking you when you're gonna leave.

Yeah, well, I mean, I think, I think it's like really elicited, like, change for me probably, you know, just while I'm on this call, like, kind of just see what you guys are, you know, about and if you can help.

We, we. And we could definitely cover, like, what we do, but first and foremost, like, we just need to understand, like, why we'd even want to change in the first place. You get what I mean?

Yeah.

So just be real with me because I, you know, I'm on your team, and I just want to see if we can help. But having your wife in your ear for the past four years and just feeling more like, limited. How does that actually feel?

Stressful.

Stressful, yeah.

How so?

Yeah, I mean, it's. I just feel like I'm kind of, like, under pressure by both wives.

My.

My. My boss is a female. My father's obviously a female, but yeah, man, just, like, just feel the pressure. Like, I feel like something has to give, and I obviously want to honor, like, my wife's decision. Like, yeah, you know, I just really. Time for me to, like, start, you know, like, start.

Okay.

My own thing.

Cool. Don't go.

Rationale. Just move.

That was cool, Chris. It was, like, layered, man. It was like, okay, let's. I'm not gonna accept. Not gonna accept that you're just trying to get away. And then you. You did a great job. You're like, hey, but what's happening to you personally? So that was super helpful, man. I appreciate that. Excited. Look at this recording.

Yeah, absolutely. Yeah.

It just comes down to if you're not getting the right answer, like, you just need to continue to loop until you get it.

Yeah, man. Super helpful. I feel like sometimes I can accept it, and then I'm confused, and then I'm like, gosh, where the heck am I? Like, I don't. Yeah, but super helpful, man. And one other quick question, too. Our offer is. Is pretty unique. Like, we don't have any competition that I know of.

Right.

So there's not, like a commodity objection that comes out. But we'd love your help, man. On top half of solution awareness. You know, whenever we ask, like, hey, you know, have you been looking for ways to start an inner healing business, if any? All the time. It's like, no. Like, I've never heard of this. This is my first time hearing about this. How would you, like, in my mind, I guess it, like, prevents me from even pre handling anything because it's like, oh, well, you've never heard of it. Let's just move on.

But yeah, well. Well, can I share a perspective?

Yeah.

I mean, if you've been in this job and known that you wanted to get out and do something more meaningful for the past three years, I guess, like, whose responsibility is to go out and actually look for, like, ways to do that, man?

I guess it's my own.

So what. What's preventing you past three years of going out and looking.

Well, I mean.

I don't know if you really thought about it.

Yeah, I mean, I think maybe just, like, I don't know, like, confusion. Like, I, I, I think when I saw this, I was like, could this be what I'm looking for?

Where it's.

Yeah, inner healing and a business and.

Yeah, potentially. But what's preventing you from actually going out and looking for different ways to, like, start a business that would be more meaningful for you?

Yeah. Gosh, like, I don't know. Maybe. Maybe fear. I mean, maybe like, just not knowing what to do, how to do it.

Right.

Fear, not knowing. So we got a belief, and then we could go ahead and handle that.

Got it, man. So that's like, hey, where do you feel like that belief comes from?

Right, Or. Yeah, exactly.

Clarify, like, what do you mean by fear? It's like, so where did that come from? What do you feel like that's cost you in the past three years or whatever, how long ever they've had their problem? Is that way of thinking worth keeping?

That's cool. I've never heard you teach on, like, I guess that responsibility, it's like, kind of more upfront. I like that, man. But, Christian, you've. You've answered my questions, man. Thank you tons, brother. Appreciate that.

Absolutely.

All right. Perfect. All right.

And then, Michael, let me go ahead. Let me pull you up here.

Howdy.

Howdy, dude.

Hey, man, I'm gonna let you off, dude.

You've gone way over.

Super appreciate it. I say that on behalf of everybody, and I just really enjoy watching you beat people up. Like, I'm sorry, turkey. He got you so good, bro. I was like, people would cave way before that. You were tough, and it's just so good.

Christian, man.

Yeah.

Anyway, no more glazing. I'll let you go. I just wanted to ask, when it comes to tackling limiting beliefs, if you hear things before solution, that question designed to pull it out, do you. Do you stop and just tackle it right then and there?

It depends on what it is. So, like, oftentimes, like, what I'm looking for is like, whatever the things, like, they're saying in their language.

Okay.

So, like, the biggest thing that is kind of a shortcut to all this is just, like, making sure you have the authority. Okay. So that's just gonna be like, how you carry yourself. So I am, like, in all my calls, I'm the utmost authority from the very beginning. Like, so that's a shortcut to all this just by, like, side swipe. But, like, things like, I like that, like, first and foremost, like, I'll address. If they blame external things, right? Like, that's something I'm. I'll address. If they said, like, oh, that's not really much. It hasn't been affecting me much. I'm gonna address it right then and there.

Okay?

If they say, like, oh, well, I definitely would want to, or it'd be nice. I'm gonna address those things, like, right then and there, like, oh, well, I mean, I'm making pretty good money. I mean, like, compared to what, right? So it's like, it just depends on what they say. But, like, things I'd be looking out for, like, very early on in the call. Wishful thinking, right? If they're like, oh, like, I'd want to. It'd be nice. It's not really. It doesn't really affect me. That's a red flag. I would say those are probably the two biggest ones that I'll. I'm like, I would want to address very early on. And, like, typically, you know, especially with the wishful thinking, like, you know, you can just do it. Humor. I mean, it'd be nice for me to be at a beach right now, but, like, what do you need to do? Or what do you need? Or whatever it is, wherever it's coming up.

So good, man.

Much appreciated.

Yeah, absolutely. Well, if you guys have any questions, go ahead and post them in the group, but if not, I'll see you guys next week.

All right, See you guys. Bye.