2 Hours of Sales Call Breakdowns That Will 3x Your Close Rate
A two-hour YouTube coaching session in which Christian Polk reviews and critiques real sales calls from his students (Nicholas, Abdullah, Alex and others). Polk demonstrates how to move prospects through situation → problem → solution awareness, how to build leverage, handle money/time objections, use direct reframes and exact word‑tracks, and when to lengthen or shorten calls. Examples include fitness/coaching, AI agency offers, supplements, and real‑estate conversations; the video is practical, tactical, and aimed at improving close rates.
After being on over 7,000 sales calls and collecting over $8 million in straight cash, I can tell you the exact moment when a closer loses a deal. And it's not what you think. Look, I've maintained over a 90% close rate. And the difference between a closer who makes $3,000 per month and ones who make 20, 30, and even $50,000 per month consistently isn't talent. It's understanding what actually works in the real world on sales calls, not just theory. So in today's video, I'm going to be break real live sales calls for the next two hours, showing you exactly what separates the top 1% closers versus everyone else. The exact word tracks. You need to start saying at the end of your sales call to get the yes and how to handle objections like a pro. Now, I just moved to Vietnam, but I'm not going to allow the fact that I had to move halfway across the world and I'm out here trying to survive out in this jungle to stop me from dropping fire content so you guys can close more deals. So by the end of this two hours, you're going to know exactly why your prospects are telling you that they need to think about it and what you should say instead. Now, every single person who is on these coaching calls paid thousands of dollars to be there. So pay attention. There's a lot of gold. Let's dive in. What's up, Bit?
How's it going, man? Not too bad, not too bad. So I have a pretty quick like call review. So this one ended up closing, but I still feel like I could have done better in the problem awareness and a situation awareness face. You see me pre handle and kind of go into the impact and everything. So I've given myself feedback but you know, you're the mentor, so always good to get a second feedback. So yeah, let me just share my screen here, show you. Cool. Amazing. So this is like at the end of situation, I just ask them like a doubt question. I'll build some doubt and then you'll see. I'll go into problem and the solution awareness. Okay, cool. Is that maybe I mean too much underweet. Yeah, yeah. Because when it comes to diet, man, there's three sides to it. There's what you are eating, how much you are eating, and then when you're eating right, it's only about the first one, what you're eating, which is cool. Doing a lot more than many people would. Right. That's great. But in terms of the other two, I guess besides you see you eating like whole foods and eating low carbs. And besides that, what do you currently have in place to make sure that you're eating the right foods at the right time, the right amount? So you are consistently, you know, losing weight and building muscle not only for a short time, but actually maintaining it over a long period of time. Do you have anything in place for that? No. Easily. It's just kind of got. No, because how are you not having anything in place? Like a structure, like a system that works with you instead of you always just relying on willpower might be the thing that's causing us to not see the level of results that we want. Does that make sense? Cool, man. And I guess how long has this been going on for?
Okay, like, not bad, typically. I'm just going to ask a little bit more of an open question, but you're very pointed, which, again, you still got him there, but if you could tell he was, like, kind of coming along with you. Right. But he's like, yeah, like, he was kind of, like, trying to piece it together.
Okay.
So if you do notice that. Right. It, like, it seemed like if we'd have spent a little bit more time there, he would have just totally bought in and we're all good.
Right.
But he just seemed a little bit confused. So I'd just been like, well, do you see that actually being the case for you? Oh, yeah, I do. How do you see that being the case and then, like, get him to then own it. Right. So if I just spent a little bit extra time there, I probably would have had a bit more buying. Because if you notice, if you just.
Go back, yeah, he was.
He's just like. He's a little bit confused.
Structural. Like a system that works with you instead of you always just relying on willpower might be the thing that's causing us to not see the level of results that we want.
That makes sense right now, again, you're probably the first person who ever connected these dots for him, which is good. Right. We're getting him to think a little bit about what his problems are, but I need him to actually then own it.
Right. Okay. Let's get his bind before actually moving on.
Yeah, Right. And then from there, then you can build everything else on top of it. So it's like, I like the thought process around it to create the dao. It's just like, making sure we get him to buy in on, like, that is a specific product. Like, that is what it's causing. And then I would always ask, like, hey, how do you see that showing up for you right now. And then he's going to tell you exactly how what you just told him his problem is, is actually affecting him. And then we just take it from there.
Yeah, that's literally the part I wanted to ask you about which is doing that part and then transitioning into the problem.
So it just seems like we've seen a bit more buy in.
Yeah, that makes sense. Cool, Cool then. And I guess how, how long has this been going on for where you're trying to eat a low diet, sorry, low carbs, you're eating whole foods. But despite you doing all this, you're just not seeing the results you want to. You mentioned one year, right? I've been draining one year you've been eating like this particular diet. Yeah. Okay. And I guess I'm not arguing about it. I feel like it's just because I feel over the last, since May it seemed like I feel a plateau where like, since like the whole between 100, 102 feel like I'm not going over because like I came from 110 again last year. Like last five years I've been between 120 and 90. So but one thing I was in hospital, that was 10. But like I've been averaging around 100, 105. So I feel once I get to 100 and I get 95, I maintain, I drive again lower. Right. In that between 1995 kg ever since I finished uni maybe because I drive now multi days behind the desk. So of course. Yeah. And maybe I don't have much horses. I used to. Yeah, yeah. When did this, when did you start to see like a plateau? As in when we.
Okay, so what did he just blame.
Just like external factors.
Right. You know what I mean? So if, if we really wanted to drill down on it, that's how you can kind of tell he didn't buy into what you had said before. Because then when we're diving into a bit more of the problem of like why he's been going back and forth the past five years, he's like, yeah, maybe it's because I'm not doing sports and you know, I'm sitting at a desk. It's like, okay, well it's like well time out real quick, Ben. Because we, we have, you know, we mostly exclusively work with like professionals that are like at their desk all and they're able to get to their weight goals. So what do you feel like is actually missing with what you're doing that's preventing you from being able to do that despite you having to work at a desk.
That makes sense.
Right. And then I'm just, like, right back into it. That's why I'll typically, like, I want to ask the more open question first to. Then either he's going to tell me and I can either, like, correct him or whatever it is, or he's just going to have doubt, and then you fill that doubt. Um, but right here, he's blaming externals.
Yeah.
So. So that's a bit of the issue.
Yeah, that makes sense. Okay. You realizing that, hey, I'm putting so much into this. Like, so much input. I'm eating whole foods, I'm not eating carbs, but I'm just not seeing the results that I want to eat. How long ago did you realize that? Probably around May. Sure. Probably around me. But I don't know, maybe it feels like because I was focused a lot on the scales. Okay. I guess before May, were you, like, completely happy with all the results that you were seeing? I was happy from October to, let's say, February, because I lost, like 10 kgs. Okay. Then since then, it just kind of. Okay, so from like, three or so, like, roughly, like, was it like, around, like, eight months or so? Okay. And look, man, I get it because I also go to the gym. I also, like, do all these, like, diets and everything. So I understand it. But I guess, like, for you, because I'm in my troops, not yours. Right. So when you're putting so much into this. Right, you eat him.
Now, if we want to expand the problem, the big key area, you can tell him to expand to get him to expand. Cause that's what it looks like we tried to do. But then we're like, it might be a bit of an uphill battle, so we didn't go for it. Like, fair enough. I think it's a good judgment call. But what he did tell you is for the past five years, he's been between like 190 and 2 20.
Right.
So he has been lighter than what he is right now and has gone back up. Right. So I'd be like, hold on. You said you had gotten lower before. How many times have we done this cycle where you've lost a bit, gained a bit? And we've just. We've done that cycle, like, now, this last eight months, it becomes part of the cycle for the past five years.
Right, that makes sense.
And then, like, now we're talking about five years instead of eight months. I have so much more leverage.
Exactly. Yeah. Right. I was trying to find a Way to actually take his words and expand it without me doing it. But now looking back. Yeah, I can piece it together.
Yeah. Because he said he'd like, oh, for the past five years it's been just up and down. Right. So if I just connect that, like how many cycles of that have we done?
Right. My foods, your training again, 20k steps and everything. But it's not resulting in the results that you would like to see. You look in the mirror and despite all the hard work, you don't look like the way you should look. Like, how does that impact like your confidence, man? Yeah, it makes, makes you feel like you're wasting your time that. Why can't you just, why don't you just live like everyone else almost? Yeah. Because we're all different. So no, it's, it doesn't feel good. It feels. In what way? Frustrated, let's say. Okay. And I get that, man. Because like your point into empty work. Yes. Yeah. And I guess you feeling right in that way, right. Every single day despite you doing so much, how's that actually impacting like your day to day life? You feeling frustrated and you're taking a hit on your confidence. Yeah, I feel. Yeah. Sometimes it plays. Yeah, it plays with you sometimes in my way. Because like, like if other people can do this, why can't you Almost. Yeah, yeah, yeah. So you like feeling that way and I know that because I've been there, man. But you feeling that way every single day, like how does that impact like you on a day to day, like emotionally? I think I've lived with it for so long. I think it's just, I mean, I don't think I think about it too much. I don't think it affects me too much on a day to day.
Now have you noticed you keep on like you're trying to like push him into a box of like confidence.
Right.
And I think like that's, that's what's causing him to be like, you know, a little bit hesitant, like opening up. But it's good that you're, you're doubling down and re asking like that part's good. I just, I would leave it more open. Right. Rather than just like, you know, because he didn't say confidence. So if I try to put it on him then he might be a little bit reluctant opening up. It seems like we're trying to get something from him.
Yeah, yeah. And what I was trying to do there was first like do emotional impact on two different levels. First go into how it's affecting his confidence. And then how that's affecting him, but it wasn't what he said.
So yeah, if you, if you want to point, if you want to point it that way, you, you give an example or personal story first and then you ask the question like hey, I know like for me when I was struggling with this, it, like it really impacted like just my confidence on my day to day. So but I'm not in your shoes, so I don't want to assume. And then you ask them the question or if like if that's not you, it's like, hey, a lot of clients we talk to, it impacts this, but I don't assume how does it impact you. So then now it's normalized that it typically impacts this area. And if that's what you're trying to get out them. So it's an easy way to shape it without me just pushing them in that box.
That makes sense. Okay. Do you feel like that might be part of the problem? What? Because what if it wasn't what you thought it was?
1 what do you mean if it.
Wasn'T what it thought it was? We're talking about something, you know, that's really important, something to a lot into. And can you see how you are rationalizing that saying that I don't really think about it too much and it's not that bad. Because if it's not that bad. Yeah. Where's the motivation to change? You know what I mean? Yeah, I hear you. Yeah. If you're from violin, right? Yeah. You watch football, you play football? Yeah. So let's say if you're playing football, man, and you had someone on your team who's just like, I don't really care if we win or we lose. Like I might just go, I might just go and score like my own goal. I really don't care. Would you want that person on your team? Why not campaign against you? There's no motivation while striving in. Right. So be real with me. Like you having this realization where you feel frustrated, like you, how is that actually like impacting you? Like, like let's say like on a day to day. How's it impacting me? Yeah. Because here's the thing, when we feel frustration or anything like that, we can either choose to not think about it or ignore it kind of guy. And the second guy is going to be like, you know what? I don't want to feel like this. I'm going to use this frustration to push me to make a change. Because at the end of the day, who do you feel like actually goes on to achieve the goals that he set for himself. The person who decides to this minimum. Yeah. It makes. I think it makes you feel like a failure almost. It makes you feel like. Yeah, yeah. It makes you feel like a failure. It does. Is that something you're looking to change? Yeah, of course. Some people. Some people are okay with that now. So. Yeah, it's. Yeah. It makes me like a loser. Yeah. Yeah. Come on. Good for him. That's all here to help you do and I guess.
Okay, good. We fought Fort Rigana. Right now, if we wanted to take it that extra level, it's like, well, hey, man, how is you feeling like a failure? How does that actually show up for you?
Right.
We could take it a little bit more if we wanted to. I don't. It's not always needed, but it's good that you fought for it and you got it.
Yeah. Probably not the most effective way to get there. That's what I wanted to feed back on, but I did get him to admit that I was making a video. Yeah.
There's a way that he wanted to clarify what you said, and you answered it, and then you went into another frame. That other frame probably wasn't needed.
Right.
He probably would have just given it to you. But again, like, you still got there at the end of the day, I think.
Yeah.
You can also ask, like, hey, how is this frustration or lack of confidence, how is this impacting, like, others of your life? That's a question you can always ask, too, especially, like, for fitness. I don't know why.
Yeah. Knowing about that.
But yeah, if you. If you want to take it another layer deeper. I would say for this one in particular, I think the reason why he was a bit reluctant, like, opening up at first was because we just tried to pigeonhole him.
That makes sense.
And then he's like, yeah, not quite. And then, like, he was giving us something, but then he's like, oh, I don't really think about it. You know what I mean?
That makes sense. Would it be better to do emotional impact? And first, whatever problem you highlight, how does it make you feel? And then the second step, you can dive into a specific moment.
Yeah. Well, it's like, hey, man, where do you feel at the most?
Yeah. Yeah. Because doing it in two steps, for example, making sure the first one is confidence, you are pushing them into a specific box. Right. But if you leave it open, how does it impact you? Okay. And is there any specific moments in the day when they're showing up for you? Or is that voice just constantly in your head? It's a little bit more open so they can invest into it. Would you agree?
Yeah, absolutely.
And.
And with that as well, another qu. Like a. A question you can always answer or you can always go to when they. If they do say something more broad, like confidence, it's like, well, hey, man, like, confidence, like, that's something that impacts, like, every area of your life. Like, what other areas in your life is this showing up for you?
Right.
So you can broaden it, get a little bit more out of it. Right. So those are some different ways that we can see if we can't get more hooks in.
Sweet. Makes sense. Cool. Don't need to review the rest of it. I've already taken enough time, so I'll leave you today.
Perfect.
Well, appreciate your help, man.
All right, perfect. Anyone else have, like, any questions or big takeaways from that call? Not all at once, guys. Hopefully you're finding this helpful. And if you want to work with me one on one to two to five x your sales, check out the first link in the description.
Okay, cool.
All right, Nicholas, what do you got for me?
Hey, bro, how are you?
What's up, dude?
How's it going, man?
I've just got a snippet of solution awareness for one call. If you can take a look, I'll share my screen. I can.
Cool.
Okay, cool.
And what do you sell just for everyone again?
So it's a AI agency biz op. And just for context, on this call, yeah, I kind of struggled in solution awareness. He. It was just kind of sound like he was making excuses, and I didn't really challenge him properly. But I also. My problem awareness wasn't great, so I didn't have the most leverage. It was quite, like, surface level in terms of she just, like, not fulfilling his potential. And I didn't really flesh that out.
But okay, if you do get something along those lines, like, hey, man, like, most people in life, like, don't fulfill their, you know, their potential. Like, why are you not okay with that? Hmm. That's a real easy one to ask. And it's like, and how long have you felt like you just haven't been fulfilling that? And how does that make you feel? Like coming up short for the past five years. Yeah, right. That's how we can really twist that knife on potential.
I know.
It's a very vague concept.
Yeah.
So it's just about getting the more tangibles out of them of, like, why they're not okay with it. Why are you not okay not fulfilling your potential?
Yeah, that's what I feel like I didn't get out of any tangibles of like why he's not fulfilling his potential. Yeah, but yeah, but I should. What you think on this? Like have you gotten more hands on.
Training for something outside of personal training, online personal training?
Like have you gotten any more advanced.
Skills training or what have you done in terms of that? Well, I have planned to start the Google's AI courses, the free ones.
So you haven't gotten that quite more hands on coaching like over the last.
Couple years meaning or so that's like pause.
So anytime anybody says like basic YouTube free courses, anything like that. Oh, okay. So besides like just like the basics, like what have you done about getting hands on help to actually get the income in place?
Right.
So you just sideswipe it immediately.
Yeah.
Haven't started anything else now. And why not man? I guess what you feel like prevented.
You more of the last couple years.
Well, as I explained earlier, my day is pretty busy. Pretty much like the timing side of things. Yeah. Like I'm spending 20 active hours a day, like work, then going home, like sorting home washing, eating all that type of stuff and going to bed on time is. Yeah. Requires a lot of organization. So that's why now I have scheduled my afternoon so that I will have time to pay attention on this additional personal development. No, for sure.
And I can understand where you're coming from, man, but do you mind if I do make a suggestion on that?
Oh yes, because like you know the easiest way to do this is. Okay, so we schedule time now what's prevented us from scheduling time in the past? Right? Because like what he's, what he's saying is like, oh like I've been working fucking 20 hours a day. Which highly unlikely. But let's even say like we take him at face value. He actually is. But now he's scheduling time. Well, why hasn't he done this before? Yeah, he feels like he's been wasting his potential past five years. Why did it take like up until now to actually schedule the time so you can actually run a business and have more time? Like that's going to be the easiest way to get there.
So we just avoid that whole reframe.
Yeah, because he's. Because here's the thing, here's the issue. Because he's like, oh, like my day's hectic, but I just solved the problem, now I have time. Right. So then you saying like, hey, you know, we have people who are busy that figure it out. Well, like, what he can just to defend himself. Basically. When you're thinking about it, he's like, yeah, but I'm making the time now.
Right.
So it's like, I solved that problem.
Yeah.
Does that make sense?
So, like, what prevented you from solving it in the past?
Pretty much, yeah. Like, okay, well, it's like, dude, fantastic that you carved out some time. But if this has been a problem for the past five years, what's prevent actually, you know, start your own business.
Yeah, yeah, I think that's what I needed. Because right after he says, I'll show you now, he just says, oh, yeah. The reason I haven't done anything because I've been focusing on my personal training business. But, like, that's the problem. So it was weird.
Yeah.
Didn't know how to challenge it. But I just use that reframe what you feel like allows them to do it. So then would you feel like held you back from making the time?
So he does personal training, like in person?
In person. Personal training, yeah.
Right. And that's not fulfilling his potential. And how long has he known that that's fulfilled its potential?
Two, two years you've been feeling that way? Two, three years?
Yeah. So it's like, well, hey, man, like, I can appreciate you were focusing on this stuff, but if you've known for the past two to three years that this isn't gonna fulfill your potential, what's prevented you from doing anything about it in the past?
Okay, gotcha. So that's exactly what I should say. So for this thing here.
Yeah, great.
I show you here.
The reason for this is because I moved here to Winchester three years ago. There was a lot of like, new place, house renovations, sorting out stuff. And here actually I had to start my PT business from the start 2 1/2 years ago. So everything that I have achieved today has happened in the last couple of years. So in the last couple of years, three years, let's be honest, like, I was busy just moving into here and building up my PT business, but now the business is like concrete. And I'm like, all right, time to move on.
Is that what you would say, what you just said?
Yeah, yeah. It's like, yeah, like. And I appreciate, like, you know, life ends up like lifeing for all of us. Right. But if we, if we knew like back three years ago that this wasn't gonna ultimately fulfill you, what's that actually prevented you in the past of like getting in a vehicle where you could make more and it will fulfill you?
Yeah, that's what I need to do because I think I just thought trying to put them in a box in terms of priority and it just wasn't really working out instead of just asking the question.
Yeah.
So it sounds like starting the thing.
That was separated from time and money.
Like starting that more scalable online business.
Wasn'T the biggest priority.
It sounds like over the last couple years the main focus on just personal training.
Well, when I moved in here pretty much I didn't have any income. So first I have secure some type of income and that was the personal training and that was requiring a little bit of initial push. Okay. And effort. So yeah, this stage is now done and it's time for the next one. Right.
Got you like so you got up and running the first year but like after you were making like income from it, you feel like like prioritizing like.
The other business you think you had wasn't the biggest priority to get started.
Over the last year.
You're in a bit because if you pause it.
Right.
What's his actual limitation? If he knew he wanted to start this thing three years ago and he moved across sounds like the country right now he has to start from scratch. What would be the limiting belief that would cause him to double down on pt even though he knows ultimately that that's not what he wants to do?
Like fearful, trying new things essentially to stick to what you used to.
Fear of the unknown. Right. So I'm going to stick to the devil. I know. Even though like ultimately I know it's not a long term fix. I'm at least do this. I know there's safety in it rather than trying something new. Yeah. Right. Like that, that is the actual thing. Right. It's the fear of change. Because what like what did he tell you at the end?
That's the thing. It just got. I didn't really get much out of him. I just. He just said, yeah, the reason I didn't do it because I wasn't organized and that was attached onto.
Yeah.
Well what ended up happening at the end of this call? Yeah.
Oh right.
Yeah.
At the end he literally just like pushed to get off the call, like went into money. He's like, I gotta go, I gotta. He's a personal trade. I gotta eat my food.
Yeah. So it's like, then it's like it's money fear. Like that's basically like that was the limiting belief for him. Right. And then when he gets in he hears the price and he's just, you know, scared shitless. Yeah.
So the question That I should have really been asking is. Yeah, I get you've been focusing on that. But if we know it's not been fulfilling you, why haven't we done anything else? Pretty much what prevented you from doing instead of just doing the like hasn't prioritized it. Just asking that.
Yeah, yeah, yeah. And then we'll get to the real root of it.
Yeah. So I, I got to hear, like, I'm curious about like, what prevented you from more just getting started, like over the last year, you feel like it just wasn't the biggest thing at the moment or like how come you feel.
Like you didn't quite get started? I haven't get organized myself. Okay. Like you did really like that.
And then I just latch onto that.
Like, you can't accept that as an answer.
Okay, that's an issue.
You can't accept organization, you can't accept motivation. Okay. Why? Because if I get to the end, that's a big price tag. Guess what? Now I'm like, well, I can organize myself if I really put my mind to it, or I can motivate myself if I really put my mind to. I don't need to pay lots of money to get those things.
Oh, right.
So here's how we do it. It's like, well, hey man, I can understand we haven't organized ourselves. Can I share perspective on that? Like, if you had a winning lottery ticket and you knew for a fact like you were gonna win a billion dollars, how organized would you be to get yourself to go cash that sucker in? Probably pretty organized, wouldn't you say? But on the other end, if you weren't sure if you didn't even know or you're pretty sure you're not going to win, right. How organized are you going to be? How motivated are you going to be to actually cash in the lottery ticket? So it's like oftentimes what we see, people who don't get organized or really don't have the motivation to do it, they just don't feel like they have gotten a winning lottery ticket. They don't have the knowledge or again, there's something that's holding them back from really going for it. So for you, what's preventing you from going out and like being motivated or getting organized and actually getting the real knowledge to make sure this pays off. All right? So I gotta push em away from it. So anytime anybody tells you like, hey, I wasn't motivated, I wasn't organized, the reason why they're not motivated, the reason they're not Organized is because deep down they don't think it will work, like, legitimately. If this guy thought, like, hey, if I just put a lot of work into this for the next month, like, I'm gonna start like printing 20k a month, like, do you think he'd get organized pretty quickly?
100%.
Yeah, probably. It's just like, he doesn't believe it. Yeah.
And just the fear of change and all of that behind it.
So it's like, so that's why you can't accept like, oh, organization, motivation. Just because, like, those are also. Especially when we're talking about like, coaching, if they are price adverse, like, they can try to justify to themselves that, oh, well, I just need to hunker down and then I'll get motivated. You know what I mean? And then it gives themselves an out.
Okay.
It's similar to, like, when you. When you hear people say, work harder, harder, harder, we know you've actually got to start working smarter, essentially.
Yeah. It's the same thing right there. It's like, oh, I just need to work harder. It's like, well, well, no, bro. Right. I'll add that. It's like, no, it's not the fact that you have to work harder. It's like, you have to work smarter. That's also another thing. Like, that's another way to address the same thing. It's like, it's not about working harder, it's about working smarter. Right. So there's a couple of reframes you can do about it. But with that in particular, it's. You gotta shift them off of it. Cause that is a red flag.
Okay, well, that's the mistake I made. I just attached to the not organized and not making the time and doing cost on that, which didn't really do well.
Yeah. Because like, in his head, this is also a problem he already solved. If he told you, like, now I have actually, I've carved out the time. Right. Like, then that doesn't require you.
Yeah.
So the real question is, why haven't you carved out the time before? Why have you not been motivated? Why have you not been organized? If you truly believe that you have more potential, like, what's preventing you from actually going for it?
Yeah, that's it. 100. That's a lot. Okay, thanks so much, man. And I did have a question about the future pace as well. He just kept saying, like, it wouldn't change my life. My life would be the same. All of that.
I'm thinking, like, why.
Yeah, why the would you do this then?
Yeah. Okay, I'll show you it now.
Like, I'll probably say that, right? I'm like, dude, then why do this? Like, I'll be real. Like, this isn't going to be easy, and I'm not going to sit here and try to sell you a magic pill. But what I can tell you is if you have a big enough why, it'll be worth it. So if you don't have a why and it's not going to change your life in any way, like, I'll be the first one to tell you. Just keep doing what you're doing now, man. You already got that figured out.
Okay, would you say for this answer here, like, because I saw going into the time, but it wasn't that good.
Wait, the life wouldn't be that much different. Maybe I'll have a couple of more hours of free a day. I will definitely have a house cleaner. And yeah, it wouldn't be more different than, like, but I. I will be. I'd have a house cleaner about myself because. What are you talking about?
My daily life wouldn't change. So then you would just hit him with that, like, why do this?
Like, why do it, man?
Okay, makes sense. And that would get, like, a better answer out of him because I was kind of scraping at an answer, so I just had to lean out pretty much.
Yeah. It's like, bro, why the are you here?
Okay, cool.
Perfect, man. That's. Yeah, that's pretty much. That's pretty much everything. I appreciate that. That makes sense.
Yeah.
Because, like, the thing is, you have to understand, like, the, like, this kind of like, avatar, like, this type of person, generally speaking, they have a bit of an ego and he just doesn't want to admit it.
Yeah.
Like, that's the thing. And most people that he talks to in his life probably do not challenge him because he is a business owner. Right. So that's better than most. But he's not where he wants to be. You know what I mean? So it's like, you gotta. You gotta give him that pushback to cause him to actually open up. And then once he opens up, it's easy peasy. But if I don't get that out of him, like, dude, it's tough sledding.
Yeah.
Because at the end. So he's like a bodybuilder or whatever. He just said, like, yeah, I've gotta eat my food.
I was like, dude, eat your phone. Eat your food on Zoom, bro. I don't mind.
Yeah, true. But I just kept pushing back and I did what you said of like, hey, man, like, you can definitely leave the call, but don't think that's going to be the best thing for you. But he just didn't respect it. He was just like, hey, man, I really gotta go.
And just. Yeah, well, that's the thing. Cause if you don't have it, like, if you don't have the motivation, you don't have the driver, the things like that, like, it doesn't quite work. But that's an upstream thing.
Yeah, Upstream. Yep.
Right.
And it's just about. If you don't feel like you have it, bro, like, I would rather you fight for it. And then this guy tells you to off and you don't pitch him. Then you get to the end and he gives you some bullshit about like, oh, let me get my meals.
Like in discovery.
Just.
Just firefra.
Yeah. It's like, well, say, hey, man, like, why are you here? Like, if this isn't gonna actually, like, change your life in any degree, like, why actually do this? Because, like, this isn't easy.
Yeah.
Like, put it on him. Like, get him to justify why this is worth it for him. Because if you don't get that, like, then at the end, again, there's no real motivation and he's like, oh, well, that's more than what I thought. I don't want to do it. Yeah. Yeah, fair enough.
That's it. That actually leads on to another question I have of when calls are running over because you're struggling to get the good problem. You're struggling to get the impact. You're having to loop. Where is, like, the balance between you? Because I've heard people say, like, if a call runs over, like 40 minutes an hour, like, they're just less and less likely to buy.
Right?
But where's the balance between shortening the call and, like, skipping some stuff? So it's not overly long, but like, missing out some stuff from the process. You know what I mean?
Yeah. Always err on the side of, like, not skipping steps.
Okay.
So just go longer if you have to.
Yeah, like, if you have to, man. Like, you can reschedule people. A bird in hand is worth two in the bush, right? Like, you have this person on the call right now.
Okay.
Now sometimes you have to make a value judgment of if I stay an extra 30 minutes, like, can I get this guy across the line? Yeah, Right. If the answer is like, you're like, hey, there's no fucking way. Like, maybe it would be better to just like, fucking cut it and just hop to the Next call. But I would say I would always err on the side of just not moving forward until you get what you need. And then like how you speed up your calls then is you go back and you, you rewatch it or you get feedback like this and whatever it is. And then you, you look at ways like how could have I sped up the call?
Right?
Yeah, but you're not thinking about that like on the call. Because if you're thinking about that on the call, like, then again like you're pressing, you're skipping steps, you're in your head, right? Which is just going to lead to a bad outcome. Because if you just had two hour long calls, but you're closing 80%, right. Is that better than like one hour long calls and closing 30?
Yeah.
Right.
You get what I mean? So it's like then, now we have a problem, we're closing everyone, but it's like now it's two hours long. We need to shorten that shit up so we can take more calls. Right. So that's a different problem to solve. But the, the, it'd be better for you to like again solve the problem of like closing them first and then let's figure out how to shorten it down.
Okay, that makes sense. But yeah, so that all makes sense what you're saying. And I guess I'm just curious. So like I'd rather have a 50 minute long discovery where I hit all the points rather than like skipping a few points like identity in a solution awareness and like have a 35 minute discovery.
Yeah, but, and like typically man, like what happens is if you really make sure you drill down problem, you don't run into any of the other issues.
Okay, so it's all upstream. Like solution is upstream.
Yeah, because like if you have a big enough problem, you can push back. Like you can be a lot more straightforward and that shortens your time frame on like hitting the limiting beliefs. Yeah, right. So the, the problem is if I don't have that, then I'm pushing back. I don't have leverage. Like now this dude can fight me, right? And it's like now it's a back and forth. I'm like, what the are we talking about? But if I get to a real tangible problem, I get him to admit that then he's gonna like, it's, it's harder for him to give you an excuse. Yeah, they still will. But like it, it doesn't hold up to scrutiny. But since we didn't drill down into like the real problems and then he Gives an excuse. And like, now we're trying to push back on it. Like, he's just more and more doubling down because he never actually admitted how bad the problem is.
Yeah, that makes sense.
So it's like, if we don't get pro, like, that's a. That's the biggest thing. If we don't get problem, just don't move on.
Okay.
Yeah. Right. So if you need to spend 20 minutes like, like, bro, like, what's the problem here? Like, let's figure this out. Right? If you need to spend 20 minutes doing that, then the rest of the call will go so much smoother.
Okay.
Yeah, but you need to get him to admit that is a problem and, like, get him to admit how bad it is.
Yeah, I think I need to be more direct. Like, for him, he wasn't giving me that much. I just need to be more direct. Like, bro, like, like you said, why are you.
Yeah. Like, what's your hold up with being a little bit more direct?
I'm not sure. I guess I'm. I'm just not sure when to do it. It's like my situational awareness for it.
Yeah.
Yeah.
And that's. That's going to come with time.
Okay.
Of you just, like, doing it, testing it out, playing with it. And I'm just gonna give this big caveat. It's gonna come off. It's gonna come like, you really getting the skill with you up.
Right? Yeah.
Right. Like, oh, frog shouldn't have done that. And now we're back to. You know what I mean? But we have to be okay with the up.
Yeah. Right?
We gotta be okay. Like, getting called a dick every now and again. Yeah. Because if you get no complaints on your sales calls ever, you're not going hard enough right now. If you get complaints every day now it's a different issue.
Okay.
But if you're getting no complaints, it's like, okay, then we're probably not going hard enough. Damn, dude. I had times, like, I remember this one specifically. Like, I asked, like, a really, really hard, like, question, like a rationale, and this fucking dude just got so upset and exited the call and then like, emailed the company, like, right after. Yeah, it happens.
Right.
But it's like, I. I'm like. I felt like he needed a tough question.
Yeah.
Yeah.
You know what I mean? So you'll get a feel for it the more you do it. It is a. It's a. It's a. It's more of a muscle.
Yeah.
Than it is a skill. Right. Because, like, you intuitively knew, like, you weren't getting what you needed. Yeah. Like, you knew it. So it's like, you have the skill. Like, you have the intuition. Like, we're all human beings. Like, we have it. So then it's just about using that muscle of just actually saying something.
Okay.
And there's tons of different ways to soften it. Right. If we're needing to soften it, it's like, hey, can I be really direct with you without you getting upset at me? Like, right now, like, you're talking to me and you're telling me, like, yeah, things are pretty good, but I don't really see a problem that we're solving with this new business. And if there's not a problem, like, I'll be the first one to tell you there's not any reason to do this. Yeah, right. Just like, hey, like, what's. What's going on? Like, that's. You can just flush it out. So if you want to do that, real easy phrase is, hey, can I be really straightforward with you without you getting upset at me? They're gonna say, yes. And then you can be a little bit more straightforward or just like, hey, man, I don't see the problem here. Like, why are we talking?
Okay. Yeah.
Does that make sense?
That's awesome.
I give you permission. Smack these around, okay?
Oh, actually, that's funny you mentioned that. I did think of a question where to slap someone. Some guy said, six months ain't that long of a time that I've. He had DIY belief. He's like, six months ain't that long myself. But he's been wanting the freedom for five months, five years to be with the family. Would I have instantly just slapped him like, but, bro, you've been wanting, like.
Dude, fucking compared to what, man? Okay, yeah, but when you say, like, six months isn't a lot of time, like, compared to what can I ship. Respect it. If you tell yourself it's not a lot of time, right, it's going to be not a lot of time. Like, on the other end. We're talking about the most successful people, the people that are ultra focused on their goals. Do they believe six months of time is a lot of time to not make any progress? Probably. And what type of results do they get from that? So it's like, what type of person would you rather be? The person who tells themselves, like, hey, six months is like, nothing but a thing, right? And, like, that's what causes to be five years in this space, like, doing what we're doing now or the person who is not okay with six months gone by and they haven't achieved their goals.
Yeah. That's fire sick.
Right? So just. And here's the thing. Okay. You're never gonna always have the perfect thing to say, and that's okay. Yeah. So part of it is trusting yourself on some level up from time to time.
Yeah.
Right. But at least going for it. Because if you're not gonna. If you're not gonna tell that guy that six months is more than enough time for you to achieve success, like, with real focused effort, then who else is gonna tell that guy?
Yeah. No one.
Right.
Okay. So it's like, give your permission. Smack these around. Right. But, like, you do it because, like, you actually want what's best for them. Because if that guy, like, does think, like, six months worth of time isn't that long to just continuously fail at something and not ask for help, then it's like, he's gonna have a long life.
Yeah.
And up until the time he has.
Right.
So it's like you do it. It's like. Like you're a big brother. You're just like, bro, what the fuck are we talking about right now? Like, your big brother cares about you, but he's like, no, that's not the way we think about things. You know what I mean? Like, that's. That's the type of frame that you go into his conversations with.
Yeah.
You genuinely care.
Yeah. Yes. And. And just understand if you do actually genuinely care and you soften it and everything along those lines and, like, it doesn't have the venom. What do I mean by that? Like, if I tell somebody something very straightforward and I tell them what I believe, there's no venom that I want anything from them. Like, this guy is saying this to manipulate me versus this guy truly believes this.
Yeah.
There's a difference there. You can feel when somebody wants something from you, there's venom behind when they say something. Okay.
So, yeah.
Yeah. If you go into it with the right frame and then, like, if you, like, you feel the intuition, like you need to say something again. Like, there's tons of frames. Like, I have them all in there. You can ask me. But the. The first thing we need to get down is like, just the muscle of. Of saying something, addressing it. And even if we address it half heartedly.
Right.
That's better than not addressing it at all.
Yeah.
Just build that muscle and. Yeah. Because I was tempted to say, like, oh, do you feel like that might be part of the problem? You know, if it's not going to change your life. Like, why are you here saying along lines of what you were saying?
100. Right. So next time just go for it. I give everyone the permission to go for it.
Right.
If you need the permission, I give it to you. Go for it. Smack these people around. It's lots of fun.
Thanks so much for. Super helpful as always.
Yeah, perfect, man. Okay, and then Abdullah, we'll get to yours after we go over Alex's call.
All right, cool, man.
All right, Alex, you got a call. Yes, I do. Okay, so it starts at the problem awareness, like somewhere there. And I just want that reviewed because I was trying to get like the timestamp. Well, it starts like at 00 because my note taker joined during problem awareness.
So.
Okay. A.I. all right, cool. So just for everyone context, what exactly do you sell? Stock trading mentorship.
Okay.
So basically these are mostly people who are like straight biz op. Like they're not full time traders. They want to be full time traders. Have more time, have more freedom. Mostly.
Yeah.
Hell yeah. Okay, cool.
Let's listen. This meeting is being recorded, you know, having to be, you know. Yeah. That's all. But I don't, I don't decide to do it, you know, it's not working tomorrow. I enjoy. I know where I'm at, so it's good. Yeah, you know, so like I said, what has you been looking to just transition out of your job and go into trading? I mean, just, you know, just like I said, on my own terms and now I got somebody else for my paycheck, you know what I mean? Oh, I see. Well, why is that important to you then?
No, I don't know what you mean. That's a real easy way to break their pattern and cause them to expand. Because like when people are saying, oh, like, you know what I mean? You know what I mean? Like those type of things, like, typically they're, they're wanting to like shortcut having to expand on things. So like they want agreeance from you. It's like, oh, no, I don't know what you mean. Like, what do you mean? You don't want to rely on other people's paychecks or other people for your paycheck. So just anytime you do get a problem, just like immediately expand on it. Oh, like what do you mean by that? And then I would go into the example.
Yeah, yeah, yeah.
But for, but for this one in particular because like when you're talking about those specific questions, I wouldn't use the example one right here. Just because it's like, oh, well, like a job, right? Like it's kind of an obvious, like, hey, can you give me an example of like, you know, rely on other people for your paychecks? I would say, like, well, how does that show up for you having to rely on other people for your paycheck? Right, so more of like just a slightly different question, but it's not like, it's a terrible question, but in my head, like, it doesn't quite make sense there, but I get where you're going.
I don't know, I like the guy.
You see what I mean? Like, it, it's, it's kind like I get where you're going, but it was just like, that question was just like misplaced. Now if he's saying like, oh, it's hard to make ends meet. Oh, can you give me an example? Makes total sense. Yeah, right. But when he's saying like, hey, I don't want to be reliant on somebody for my paycheck, can you give me an example of that? Like, it doesn't quite, like, it doesn't quite click. Well, how's that showing up for you? Like, you know, I guess being reliant on somebody for a paycheck. Oh, well, like, that makes more sense. Okay, so it was just like, like nice thought process in terms of question. Just a question. Didn't quite plug into what he had said.
I don't know, just I enjoyed the learning the skill set and being in control of my own finances. Yeah, yeah, yeah. I mean, you've been working, I guess for the last a 17 years of being a data analyst. That's a long time. So what's coming up for you that has you just looking to transition out of that and go into trading? Like, why not just double down on what you're doing? Just maybe work more hours or something.
Okay, so now I get where you're going. You're like, okay, I went down this path and I just. It didn't fucking land right.
Fair enough.
It happens to the best of us. Now if we're looking for a question that you can always like, go to for you, like if somebody's been in their job for a long time, the question I'd always ask is like, well, well, help me understand, man, because you've been doing it for 17 years. Why is it important for you to actually, I guess like get into trading transition to do that? I guess like more like now though, right? So asking that more now question, because for the answers to this question, like, hey, why don't you just double down with what you're doing and just work more hours? Like we've run into the risk of, well, like I said, I don't be reliant on someone else. So then now it comes across like you're not listening. Right. Even though like we are listening, we're just trying to get more problems out of them. It can come across like we're not listening. Now if you are going to ask this question, right, like let's say we don't want to change this question. I like this question for our going to ask it. You just need to pre frame it. Well, besides, you just not want to be reliant on someone else. What's the main reason you want to get into stock trading rather than just doubling down and working more hours at your job? Other than whatever he just said, why? Okay, then it's going to be very hard for him to then come back and say, well like I said, because you like, hey, besides what you just said, what's the main reason? Does it make sense? Yes, yes.
Like more pointed, like pre framing it.
And yeah, well it's like with this one, like I don't feel like this question is needed. I'll just ask like, hey, why is it important now though? Like you've been doing this for 17 years, right? Cause I want to see like what, what's the problem? Like typically when somebody hops on a sales call, they've gone through something, there's a crescendo of things that cause them to like see an ad and finally click on it. Because people get bombarded with ads constantly. Okay. So there has to like, typically there's something in their recent past that caused them to go ahead and bookend. I want to know what that is. And typically that's the pain point.
Okay.
So I would ask that why now Question.
Anything else? Well, I'm Sally, so working more hours doesn't give me more money. You know what I mean? Oh, I see. So that's, that's one thing. So yeah, so I'm. And then I don't want to be at the one, I want to learn trading just because I enjoy it. Like even if it didn't become my sole income, like I would still wait because I enjoy the process. So, so for me it's just enjoyment on top of the money. Yeah, but, but at some point I, I don't want to have to work for somebody else forever. You know what I mean? Like I want to retire, you know, being control of my own stuff. Well, why not just work someone, like, for someone else? Because a lot of people are fine doing that for the rest of their lives. What do you mean?
Yeah, it was a bit confusing. So it's like. And I get where you're going to, right? It's like, oh, I mean, some people are fine, like, working for other people. Why are you not okay just being reliant on someone else? That question, like, just slow down.
Okay?
Okay. Like, I think, like, that's probably what's happening is we're so concerned about, okay, am I getting the questions right? And it's like, am I, like, taking too long? Right. It seems like we're in our head a bit. Right? So it's like number one, just like running through the process, like, you know, making sure, like, you're comfortable before you do hop on sales calls. But when you're in a sales call and then it's like, maybe you're drawing a blank. Like, take time and actually think.
Okay.
And if you want to give yourself a little bit of space, like, well, help me, help me understand, John. And then go ahead and ask, like, sit there and actually contemplate what you're about to ask.
Yeah. Because sometimes I think like that, Sometimes I think that.
Show him that you're thinking. Yes.
Yeah.
Because sometimes it's like where I need time to think and I think they're gonna, like, say something and I just.
Won'T have time to think.
That's why I go into something else. Yeah. So. And if again, you want to give yourself time to think, it's like, well, help me, help me understand, John. So when you say, right, give yourself that time and you just fill it with, well, help me, help me understand, and then you can go into it. So it's like you kind of think a little bit out loud. It's like, hey, I'm really just trying to understand. Help me understand. You just kind of say those things out loud. People do that in day to day conversation. Okay. And then it also gives you a little bit of space of not feeling the need to be so quick with your questions. Because what's happening is because we're so quick with our questions, they're like, I understand what you're trying to get at, but you know, he's not a salesperson. You know what I mean? So he doesn't know what you're really getting at. And then the questions are a bit confusing and he's like, well, I don't know. Yeah, okay, so that's what it seems like here. It's Just. We're just confusing them. It's not like the questions are bad. They're just, you know, little sped up, a little bit misworded. So therefore, then they're coming off confusing.
Mm.
Make sense?
Yes. Okay, cool. Like you said, in the future, you'd like to not work for somebody else, so why not just work somebody, like, for somebody else? Why just look for something to transition out of there Again, I just want to do my own thing. I don't want to be, you know, under somebody else's, you know. Oh, well, why is it so important to you to not work for somebody? Also, I can have the, you know, retirement. Seems like you already asked me more control. You know what I mean? Of my own. Oh, control. Like, how do you mean? Like, right now I'm relying on somebody to give me a paycheck, you know what I mean, for the work that I do myself. Through trading. Yeah. Okay. Yeah, I see. And I guess with trading said, you've been doing it for the last year, right? And how's that been going for you? Is it just, like, up and down or anything or.
Yeah, now it looks like we're trying to get our footing, which is, like, fair enough.
Right?
So it's like, yes, for you, like, again, like, going for it and continuing to push through. And even though, like, at the time you're like, okay, a little uncomfortable, so you're pushing through. That is good. Okay. I just say, like, just take your time when you're asking the questions. Don't feel the need to be super sped up. If you need to think, think.
Right? Yes.
And if you do misspeak or if you do ask a question wrong, like, you can just apologize. Like, oh, I apologize. Had a little bit, you know, I just misspoke there. What I was trying to say is this. Like, there's no re. Like, there's no need. Like, let's say, like, everyone misspeaks. It's fine. It happens. If you do misspeak or you do ask a question confusing, just apologize and re.
Ask it.
Because it's not like that question was bad, right? The one that, like, it was kind of jumbled together. It would have gotten you what you wanted if asked, like, more coherently. But again, we jumbled it. It's fine. It happens. If we apologize and then just re. Ask it. We got it. Okay. Yes.
Yeah.
Okay, cool. Is there another part you want me to take a look at with this? Yeah. So that was really helpful.
So the ending when we got to the payments and stuff. So I don't know where the timestamp was. It's like somewhere at the end.
Somewhere around here. Seems like you're just sharing the screen. I'm assuming somewhere right here. What's the price point?
Price point. So it's 3K with the 10% profit split. That's the one he wants to do. Okay. Yeah. So when I click on the link, it brings me up to the 3,000 plus 10.
Okay. So did he end up moving forward?
He. So he had 800 and he couldn't log into his bank account for the rest of 200.
So we scheduled a follow up call because I said, do you want to.
Put the 800 down now and then.
We could get it later today?
He said, no, I'd rather do a thousand.
And we scheduled a follow up call.
On the same day he came. He has the thousand.
But he didn't end up moving forward.
Because he wanted to wait two weeks.
To get paid in full. Okay, is there like a discount for the paid in full? No, there is not. Okay, so, but oh, like what would have you wanting to go ahead and I guess push this off for a couple weeks to do the do the paid in full? Yeah. Because then at that point, like the only thing you're fighting is just time.
Mm. Okay.
Because it now again, if he was like actually just bullshitting with you, he would have just go sh on the second meeting.
Yes.
Right. That's what it literally like it does sound like in his head, like, oh, well, yeah, I just rather pay up front. Well, it's like, well hey, if like doesn't cost anything more to pay up front, like, what would prevent you from just getting started with a thousand now and then like again, we get in, we start learning right away and then we take care of the rest. You know when you get that? Because like at that point like all we're really fighting is like two weeks, like two weeks closer to your goal, two weeks closer to like your success. Like do you want to pay life like two weeks of your. Of your time just due to logistics.
You know what I mean? Yes.
So I would definitely follow up with them.
Right.
Because if he's showing up to a follow up, then it's like there's high interest there.
Oh yeah.
Okay.
Yes.
Part.
Were you wanting me to take a.
Look at the end? Sorry you cut out there.
Yeah. What part do you want me to take a look at at the end?
Oh, at the end. It's like more at the end where I scheduled like a follow up call with him.
I think it Would be just see here.
What about like there's this, the follow up call. I'll just send you here. It was like where he got off.
The call and, and he, he just like said, wait two weeks.
Wait two weeks? Yeah, yeah, I think I just sent you. This meeting is being recorded. So how is it with the payments and stuff? Yeah, so I ended up looking at everything. I'm gonna have to hold off for a bit. I just, I, I'm not, I'm not, I don't have the funds for like, like I'm worried about next month and that too. So let me just. What I can do over the next two weeks. If I can come up with all of it and then go from here. Yeah, okay.
If I can come up with all of it, is not saying like, hey, I'm gonna get paid. Oh, so he's wanting to see if he can go find it. So what if he just said right then and there he's like, hey, I can do the first month, but then I'm going to be worried about month two, month three.
Ah, okay.
Right. So at that point, does this guy have credit? Yeah, this guy has like 750 or something.
He doesn't want to go on the payment plan like we tried because he didn't want the extra fees or whatever.
Yeah, it's like, and I appreciate, like we don't want the extra fees. It just comes down to what most of our students will do is again, like what the, what the financing allows you to do is get access to it right away. And then with the extra added learning and profits you'll be making, you just go ahead and you pay it off early. There's no penalty for paying off early. Okay. You just gotta come in and make sure it pays for itself. Is that something you're willing to do?
Right.
So you just kind of sideswipe it. It's like, hey, bro, you come in here to make more money and then just pay it off early.
Okay.
But just understand when somebody says I need to get it together, that's not them telling you a game plan of like, I get paid in two weeks. He's saying, hey, I'm getting paid in two weeks. That's him saying he's getting paid in two weeks. Yeah, I like, let me see if I can get it together. Like he wants to go away and like either, like try to do something. Okay, now this guy, because is he in the U.S. yeah, he's in the U.S. yeah. Okay, here's what you're going to do. Okay. Because he has a really good credit score. Look up the American Express everyday blue cash card. Okay. It is 15 months interest free. So he is going to fill that out. He gets into access. Typically it's like 10k plus credit limit. 15 months interest free. She has 15 months to pay it off, no interest.
Oh wow.
Okay. People with like really good credit scores, they can. They typically if they have like a 720 or above.
Okay.
Things like far and afterpay do have like lower barriers to entry which is like, that's good. So you can get more people across the line. People really good credit. Like get them to sign up for that. They instant approval. 15 months, it's just free. That's really hard to beat and everyone's happy.
Yeah.
Yeah, that makes sense. Call up that guy, get that fucking sale. Okay. That's the game plan.
Okay. Yes. Yeah. Thank you for that.
Yeah, absolutely, dude. Okay, cool. And then Abdullah, you said you had a question? Yeah, how you doing man? Yeah, what's up dude?
Amazing. Amazing. So I'm trying to fight this mosquitoes in Miami, bro.
It's fucking killing me, dude. I don't ever get mosquito bites out here. But.
Yeah, so I finished, I finished.
The mindset stuff but I'm kind of lost right now. I don't know what to watch like.
Yeah, okay.
So you do done for you, lead generation.
Yeah.
Okay, cool. Let me show you. This goes for everyone by the way. Okay, so if we go in here, here's the classroom. Self mastery. I would say that the next lowest hanging fruit for most people just in general is process and activity.
Okay.
This is show rate. This is you know, pre call process. This is referrals up sales. So this is a big key area here.
Okay.
Okay.
Now when we're talking about the actual on the sales call stuff like yeah, there is a lot there. That's why if you go down here, okay, there's biz op lead generation done for you. Coaching lead generation. That's done with you. Non ri fitness and improvement offer. Like for you. It's lead generation done for you. Right? You pull this up here. Here is a study script.
Okay.
That's all the important stuff to watch in order for like hey, how do we start the call? How do we understand it? The tone, the goals. Now I would say take this one at a time. Don't try to do everything all at once because then you're gonna be in just uncertainty land.
Yeah.
We're not gonna be certain on our calls.
Yeah. Okay.
So I would say the biggest thing is I know we talked about it a little bit. But I would go through the like get the sales and process stuff in place. Yeah, right. That's the next lowest hanging fruit for most people. Okay. And then from there like while you're doing that like start going through the study script for the done for you. And it has, it has all of like if you look in here like for example. Right. It has all the stuff in here. So let's say training to watch to start the call. Right. You just click on it, takes you into school, you watch it.
Okay. Okay.
So it's all in one place easy. So it doesn't get like too over complicated. Right. And it has that for, for every type of offer. Yeah.
At the bottom.
Guys, thank you so much bro. Athy, looks like your ends up first, man.
How can I sup dude?
What's up dude? How's it going man?
Not too bad, not too bad. So I don't really have a cool review. I just had some like questions. Yeah. So first one is, I mean you know the offer that I want B2D lead generation. Sometimes usually when people come onto these calls they don't look at any of the pre cool material resources and they just do not have a clue. Now when they come onto the call, could I be breaking my frame and giving them like a mini chitch to tell them what the offer is about or should I like reschedule the call if they just do not know why they even pay in the first place? All right.
My Internet was a little bit shoddy so I cut out there. What was that?
Okay, so the question there was when people come onto the call and they're just not prepared, some of these business owners should I as a rule of thumb, if they just do not have a clue why they're on the call, is it a good idea to reschedule the call or do like a mini presentation to inform them what the call is about?
Yeah, for, for this offer specifically it's going to be a quick 30 second to a minute pitch and then transition to the discovery so somebody does come on the call. Now something I've done is I made the thank you page much more explicit and then we need to change the pre call email to make it much more explicit as well to cause people to actually click on the shit. Right. Because if they just watch even the first video, you're not gonna. But let's say we do. My Internet is not liking me right now. Let's say we do still run into it. For example.
Okay.
All we're going to do is just like, okay, did you watch, did you watch that video I sent over to you that kind of went over all that? No, it's like, what are we going to do with y'?
All?
Forgive me this time. Really quick, high level overview. Right? Go over really quick high level. And it's like, but really, when it comes down to how it looks for your business, it's going to be custom on what's going to work best for you. So help me understand what would even have you looking for a different way to generate leads in the first place. And then you dive right into it. Okay, so you're still kind of playing like playfully smacking them around that they didn't go through it. Give them a high level overview. So that way you're not getting well, hey, dude, I don't even know what you guys do. And then we move on.
Cool, that makes sense. But it's not like a good idea to like reschedule the call. Instead, just give them like a quick intro and then just continue with details. Call.
Yeah, that. Because like the problem is like rescheduling the call. It's going to add a lot, a lot of friction just in general. So it's like the, the, the purpose of the offer being so like straightforward and explicit is the offer is good enough just to sell, like on its face. Like, that's why it's built that way.
Well, true. Makes sense. The second question that I had was like, you know, usually in a lead trunk space, a lot of these people, they've had bad experiences before and some of them, they'll highlight that pretty early on. So you don't want to jump on that straight away. Right. But at the same time, if you leave it later in the conversation, they're always going to do everything from that frame. So when someone does bring that up, let's say pretty early on in the conversation, that they've been burned before they had a bad experience, and they're comparing us to other alternatives, is it good to jump on that, like straight away, or is it good to leave it later and then address it then?
So generally speaking, if somebody tells you very early on, especially in lead generation, because it's a very saturated market, that, hey, I've been burned before. The best way to go about it that I've seen is like, you just put it right back on them and get them to see where you're coming from. Now how do you do that? Okay, so it's like, generally speaking, you're like, okay, what do you sell and do you feel like there's anyone out there that's had a bad experience with a company that does what you do? Does that mean all companies that sell what you sell are, like, bad, or what do you think?
Right.
There's some good, there's some bad. It's the same thing with lead generation. There's some people that are good at what they do, and some people are bad, but most people just focus on the bad. So, like, kudos for you to keep hopping on these calls because you obviously know there's at least some people out there that figure it out. Would you agree? Move on.
Got it.
Yeah.
Makes sense.
Okay, so. And because the fact that they did show up on some level, like, they're telling you, yeah, I think this might work out. Or at least, like, I'm willing to talk about it. Like, I haven't lost hope.
Okay, got it. Yeah, that makes sense. And the last thing was, like, usually when some of these people come onto the call, I know attention is, like, a big thing in order for you to actually, you know, do the whole sales call. When people come onto the call and they just have a camera, how would you actually get them to turn it on? Or is it even a necessity?
Like, it's not necessary to have their camera on. It's necessary that they're focusing. But if somebody's, like, hopping on without the camera, I'm just gonna say, like, hey, man, I can hear. I just can't see you. What's going on over there?
Right?
Just something really easy and basic. Like, half the time people are like, oh, my bad. Let me just turn my camera on. Or they're gonna tell you something like, oh, well, I'm not having my camera on today. If somebody does say something like that to me, I'm like, oh, do you have, like, your PJ's on over there? What's going on? What are you doing, dude? Okay, stupid joke again. Get them to lower their guard and ha. Like, I am typically not gonna then keep my camera on either. It's like, okay, just so I'm not staring at myself, like, I'll turn my camera off too. Right? Five, if you don't have cameras, nobody has cameras.
Okay?
So that's what I'll do. But nine times out of 10, if you should just say, like, hey, I can. I can hear you. Just can't see you, man. They turn on their camera, they're like, oh, my bad. Then they'll just turn it on.
Yeah, that makes sense. I usually say, oh, I can hear you. But I can't see you. But I don't know if I should like just stay there and battle with them until they turn it on or try a little bit and then just let it go. So.
Well, it's like you just be. You're just playful with it. They're like, oh yeah, like I'm doing this, I'm doing that. Well, if they say they're doing something, I'm like, okay, wary in good place to chat. Like you can actually focus on this or is it going to be better to reschedule? So if they're doing something now, if they give you an excuse like, oh, like, you know, my lighting's not good or different thing like that. It's like, well, what do you. What do you. What's going on over there, man? You still in your PJs? What's happening? Little chuckle, right? And then. So it's just you. It's just, it's a non serious thing. You shouldn't treat a super serious. It's not going to be something that is. Yeah, right. It's not something that's going to be something that is going to make or break the sale. If you do have them on camera, if you do have them on camera, it's better because you can read their body language. You can see that they're actually focused and they're not doing anything else. All right, so it's preferable.
Cool. That makes sense. Thanks for. Thanks for clearing that out, dude.
Yeah, absolutely.
All right, perfect.
And then. Nicholas, how's it going, bro?
Pretty good, bro.
How are you?
Not doing too bad, you know, just living life. What am I going to do?
Love the AI Christian, man. So far I've been DMing a lot.
Yeah.
Yeah.
I had a call review some more solution awareness. I know I've been giving a lot of solution awareness, but I'm really trying to crack it essentially with this call. I'll share my screen, but I pretty much lost frame when it came to the cost question. He didn't want to answer the cost question and I just didn't really. You'll see now, I didn't get a belief, but basically later in consequence, I'm thinking because I lost frame. He just did not want to answer my consequence question and like I reframed it. Like use the Usain Bolt analogy. Wasn't buying into it. Wasn't buying into it. Just like end of the call, just hung up on me, pretty much said, I'm gonna leave the call. And that's. I'm assuming that's because I lost frame earlier on. But I'm curious about what makes people not want to answer consequence. That's also a question I have regarding this call.
Yeah, yeah, just for everyone, like, what exactly do you sell and what was this guy's like, situation?
For sure.
So this guy, I sell a biz op, start an AI agency, and this guy wanted to spend more time with his kid. He travels two to three months of the year away. He used to travel even more and he just wants to spend a lot more time with him. I will say one thing that was I didn't get a time frame exactly of how much he wanted to spend time with his kid, but I did get a time frame if he wanted his own thing for a few years. But.
Okay, but when you say like, spend time with like his kid. Right. Like, what happens if he doesn't actually he's not able to free up his time and, and be there for his, like, for his children.
So what I got was just like, it takes away when he's away, it takes away from him, like seeing his sports events, like him going to school, teacher meetings, just like, things like that.
And well, it's like, well, how do you feel like that actually impacts him?
Yeah, I got an impact out of him. He was like, oh, it kills me. Like, it, it's tough on me.
Every time I can appreciate, like, it's tough on you.
Right.
Like, especially like as that. How do you feel like it affects him?
Oh, right, yeah. He said to that I asked him that. He said he misses me, he's always missing me, but I feel like maybe he could have taken that layer deeper.
Yeah, probably. Right. But it's like that, that's a deep enough problem to like, if you do get pushback, to get. Have leverage.
Yeah. And that's what I feel like. I. Yeah. I'm not sure why I couldn't get enough to back up. Because you'll see now in the solution, awareness, it goes to time. I'm busy, I'm busy. And it was essentially saying, I tried the lottery ticket reframe, but I'll show you now quickly, where is it?
Well, like, when we do time, like the, the first thing we need to, to get at, like, really when you're talking about like the lottery ticket, like, most of the time I'm only going to use that if it's like, hey, I'm just not motivated to do it. Like, not, oh, I don't have time. Like, time is. Well, why haven't you made the time, man?
Okay. Yeah, right.
You know what I mean?
I had to frame first, like I did the comparison frame, it didn't land and then I went into the lottery ticket thing.
Okay, well let's, let's, let's listen. Let's listen.
Okay. Yeah, why not, man? I guess what you call, it's prevented you like over the years being busy because I also, you know, I work. I mean, you know, when I'm home, I obviously work here. I've been babysitting the outside doing fire for the island, goes out to the island, comes through me somehow, somewhere in Florida and I have to pack planes or pack boats again. It's, you know, balance and work with the freedom of time that I had with my child. It was, I was dedicating all my time to, to my son. And now that I do have a little bit more time professionally dedicate towards something else, it's time to take those steps. Sure.
I don't understand where you're coming from. Like an inside of like being busy with work.
Okay, like pause, like real quick, real, real easy path we could do is like how, how long has it been since he's had more time?
Okay, right.
Like first and foremost I want to know that because if he's saying he's had more time for the past year, if we're just thinking about like, okay, how do I get to it? Like with the least resistance as possible, just attack the year. Right. Like, yeah, he probably has something that is still holding him back, like the larger picture. But if you're like able to condense the time frame and take away his excuse and still get to the belief like you're still good, you know what I mean? Like getting him to admit he's been wasting the past year versus the past five years, it's still enough. Yeah. So when I hear something like that, it's like, oh, now I have the time. Okay, how long have you had the time to be able to do something? So what's prevented you in the past year of like making that time and to get hands on help so you could. And then I'm just right into it. So like in a case like that, I would want to clarify and just see if you can't sideswipe this all to altogether. Right. Again, like lowest necessary force. If I can sideswipe it rather than taking it head on, I still get there. Right now let's just say it's like, oh, like yesterday I just got the time. Okay, Now I need to do it more head on. But it's like I Need to know that first.
Okay, that makes sense. I wouldn't have caught that. I'm glad you mentioned that. And then I just did a comparative frame. So it's like, would you feel like.
Allows them to still like make the time necessary to get to that point? It's all perspective and it's all perspective of how much time you think it's important that you're making with your family as opposed to your making of work. So that is completely perspective for each person. Yeah. Right.
Like it's like they prioritize it above. Right. Like they actually put in the time.
They make the time necessary.
Like, would you agree?
Sure. So that it's like, I guess what.
You feel like is more like internally like prevented you from making the time to get something started, man. Like an online business and getting the.
Help just again, how busy I've been at work like over the years and it's first time, it's really like scaled back and I've had the time and again, the changes that my son's going through, it's more important now than ever to start doing it because, you know, if I don't start now, when am I ever going to start?
So yeah, and I get, obviously you haven't busy, man. But as well, it's almost like for example, if you had like a winning lottery ticket, right.
Where you knew that if you were.
Going to cash this in, like you.
Knew you were going to win. Right.
Um, and it's like, no matter.
So it's like the, the point, the point we need to make, man, is like, okay, so why is he here on the call to have more time. Have more time. And what he's saying, like he's been holding him back, like his time. So I'll just be a little bit more straightforward with this. Right. Well, it's like, well, hey man, I can appreciate we had some time like freeing up here recently. Like, my concern is, is it, is it in the realm of possibility that we go into another part of our life where we also are not going to have that time? Right. So how are we ever going to get to a point where we have more time from our own business if we don't make sure no matter what the circumstances is we make the time?
Yeah.
How are we going to do that? Because like, my concern is like, you're telling me, like, hey, you're busy now, you're free, but if you get busy again, like, what's going to happen to this online business or it's going to go out the window. Right. Because we're allowing the external to dictate what we do.
Okay.
So it's like, I don't know if the lottery ticket reframe really makes sense in this specific instance. Now, if you wanted to use an analogy, for example, you can use the analogy of just being a little bit more straightforward, of, hey, man, I can appreciate, like you were busy, but can't. Can I be super straightforward with you without you getting upset at me?
Okay.
Your situation does not change what needs to be done if you actually want more time to be there for your son. For example, if I'm talking to a single mom, she has two jobs, she has three kids, if she wants to lose 50 pounds, she still has to eat. Right. She still has to go to the gym. Her circumstances do not change what needs to be done. So be real with me, despite all your external stuff, despite your situation, what's actually permitted you internally, no matter what was going on externally, from actually doing the things required so you could actually have the time you need. Yeah. So right there, because like the, the reframe that you're going for or the belief you're kind of attacking with this is like, hey, man, if you truly believed you do it, like, you would find the time or different things along those lines. But he just keeps on saying like, hey, I don't have the time now I have the time. I believe I can do it. So it's not, it was, it's not, it's not a belief thing. He's just comfortable if we're understanding what the underlying belief is that's holding him back, he's comfortable, like being a victim to his externals.
Yeah.
Being a victim to the time he has his circumstances that dictates his outcomes. That's the belief I need to attack. So really a more straightforward one is like, hey, your circumstances don't change what needs to be done. Does that make sense?
That makes sense.
Yeah.
For sure. That makes sense that the lottery ticket is more for motivation. If they say I black.
So it's like. So the problem is, um, it's not that you're not like, the problem isn't, you know, you going for it. So kudos, we're going for it. It's just like we didn't connect it to the right thing. Right.
Because this was what I was going to ask you on as well is I like the, how are you ever going to get the time? Because essentially I offered lottery ticket and he keeps saying that his son was the number one priority. So any time outside of Work you put to that. But it's like in my mind it's like, why is it have more time with him, you know?
Yeah, well it's like, and I appreciate like he's the number one priority. But what's going to get you more time over the long haul? You sacrifice in a bit of time so you can make sure you have time for the rest of your guys life. Or are you going to get more time with them? Like spending those few couple hours, right. And like never actually having the full time to do what you need to do. Like ultimately what's actually going to give you more time. So it's like we both agree, like we want to get you to more time with your son. Like where we're having a disconnect right now is like you're saying like, hey, I'm willing to sacrifice my future time for a little bit of present time. Which ultimately, if we're looking at this long term, I don't know if that's going to help you. So what's prevented you from actually making the time so you can have more time with them overall?
That's exactly what I needed, literally. Because that's what he says here. Like exactly here. It's just like he was the number one priority, all of that. Um, and then from there I just put like the. You didn't prioritize it? Pretty much. And he agreed because yeah, I was kind of lost. So I just put that on him.
Yeah.
And then this is where I go.
Like the, the, the issue is like the real issue is in this. And first of all, like how, how often do you run into something like this?
Because less now. Less so.
Right. Like this one is, this one's interesting in terms of like just understanding like how he's connecting the dots. What he's saying is like, hey, I had like, there's nothing I could do about the time I was spending with the work and then I spent all the extra time like with my son. So it was time well spent.
Exactly.
Yeah.
So it's like that's like that's his view of the world. So if I don't shift that and I attach it. Well, it wasn't a priority back then. Well, yeah, it wasn't a priority because I was spending it with my son. Well, what did you lose spending time with your son? Well, dude, nothing. You what? I mean like now I'm not connected to the right thing.
Yeah, for sure.
It's like that, that's the issue there. It's like we did like we didn't get the right nail. Like, we're just hammering. Right. And then he's like, he's at the end. He's like, well, hey, bro, like, why are you telling me spending time with my kid is a bad thing? You get what I mean? Like, that's why I'm here.
Literally. That's what he says. Like, when I asked the cost question.
Yeah. He's lit.
Like, where is it? First he said, I didn't understand the question. So he says, I look forward.
I don't regret anything I've done. I've spent, you know, I've been busy at work. I spent as much time with my son as possible.
Exactly.
You know what I mean?
Yeah.
Right. So it's like, he doesn't see anything that he's done, like, as a bad thing.
Yeah.
Right. So. But if you shift it to, like, what's important to him and shown, like, how his beliefs has actually not been aligned to what's actually most important to him is, like, yes, he might be spending a little bit more time in the. In the short term, but over the long term, he's missing out on a lot of time. Yeah. Because of the choices he's making and the time he's allocating. You what I mean? But I can't address that and get him to come to a cost unless I get that point across or get him to at least acknowledge that.
Yeah.
Because he thinks he's done good. Yeah.
Right. So it's like, right there. Now he's like, now he has to feel like he. He defends, like, him spending time with this kid. Yeah. You get what I mean?
100 that. That makes so much sense because I try to use the, you know, for wanting to. Because I'm pretty sure that's what you said for. If they say they don't want to look at the past, I say, yeah, I know you can't change it, but if you're wanting to run as fast as possible, sometimes you got to take a look at it. And he just says, well, I'm not trying to run out of any situation. I'll show you here. I'm pretty sure I should have challenged that.
I'm not trying to run out of any situation at all. Was like, for you.
How much of parts would you say it is now to, like, actually have that time? Yeah.
So.
And then it just got a bit.
Well, it's like. But if we're on the wrong problem.
Yeah.
Or if we're on the wrong belief causing him to get defensive and he's like, like, you're. You're like, basically in this situation, you're. You're getting him to, like, try to defend, like, him spending time with his kid. Right? Yeah, Right. Like, is that being, like, a bad thing? Without really connecting the dots of why, like, him not allocating the time that. The way that he should. Like, that is the problem. Yeah, Right. So it's like, we didn't really connect the dots there. So then when you ask the consequence question of, like, hey, man, like, what happens if you keep on, like, spending time with your kid when you have free time? You get what I mean? You see how it just doesn't. Just doesn't connect.
Yeah, for sure.
And the.
So and then do you think, like, now that it didn't connect and he. I pretty much. He didn't answer the cost question. I kind of lost frame.
Yeah, he's defensive. Yeah. Yeah.
I noticed even after the future pace, like, during the future pace, he was just giving me pretty answers as well. He was just like, yeah, it'd feel great. Like, he almost was, like, had his guard up. And then the consequence, that was just horrific. Like, I just. Yeah, so you did not.
Because, like, here's the thing, man. Like, if you're going into deep waters and like, you. You don't unders. Like, you don't quite, like, you don't quite know, like, okay, what it is or where it's getting at. Like, I would just say, like, in a position like this, it'd be better if you go, like. Because he's saying, like, hey, I have the time now. It's like, okay, so time's no longer an issue and just fucking move on. Right? You had a better shot at it because, like, the. The issue. The issue is, like, with that one, it's like, we. We just had the wrong belief.
Okay.
But if you do hear somebody saying, like, hey, I had this thing, now it's different. First thing I ask, well, how long has it been different? Yeah. Okay. Because you can sideswipe it. Then it's like. Because that is a little bit more like trepid waters, right? You gotta be very calibrated how you go ahead and you attack that belief. Yeah, for sure.
Okay.
Yeah, that makes sense. And I think I really like what you said around the. The more time overall, because that was literally the belief. He thought he was doing good of spending all his outside time. But yeah, if I attacked, that would have had a better chance. But yeah, in. In general, for consequence, people aren't buying in.
It's.
It's mostly a upstream problem.
Right?
Like, what happened here? Yeah, cool.
So it's not like, for this one, he got defensive after that, right? He's like, what the fuck is going on? And then at the end, shitty answers. And we just continue to get shitty and shitty answers. And then at the end, he's not really there.
Yeah, makes sense. And final cue on this as well. Like, I got a good impact on it, like, in the problem, but I still felt like. It just felt weird to me, like, he's. He spent all this time away from his son, and only now, like, still wanting to. Only now wanting to actually, like, change. And the reason he was giving me was kind of like, oh, my son's getting older. He's going through a difficult period in life for growing into a teenager. It just felt a bit like. Like just a bit of a surface level answer. I feel like maybe I didn't even crack.
True. Real problem. Well, it's like, if you feel like there's a bit of a disconnect there, it's like, well, like, is them being a toddler? Is that not, you know, important times, too? Or, like, what was going on? Yeah. So, like. So be with me. Like, what. What shifted more recently that had. You want to put more focus on this?
Yeah, I feel like, shift to it. Okay. Yeah, thanks. So.
But it's like part. Part of the shift that he's telling you in this is like, hey, I have more time now. Yeah. Right. So it's like, we can. We can suss that out. Okay.
Yeah. Awesome. Super helpful man, as always.
All right.
Perfect.
Perfect, man.
All right, cool. Ryan, you there? You had your hand up. You dropped off? What's going on, dude? Maybe. All right.
Okay, cool.
If you pop up, we'll. We'll come back to you.
All right.
Nathan, how's it going, man? It's going good, bro.
How are you?
Yeah, not doing too bad. Getting. Getting ready for their big move to Vietnam later this month. Crazy for that, bro. Isn't there, like, a lot of lady boys over there? No, that's Thailand. Less lady. I'm about to get freaky with the lady boys, bro. Less lady boys? Yeah, dude. Moving. Moving across the. The world. And you're talking about moving to Florida? Yeah, bro. I mean, moving. No, you're crazy. Moving to. I don't expect the goddamn language. No, straight up. That's crazy. Yeah, we could probably. I don't know how you're gonna do that, but that's on you, bro. My wife will be my translator. It's fine.
Now you're chilling then.
But yeah, I mean like I was really just going to ask about kind of what the like Nicholas was kind of talking about like in kind of like solution awareness, like dealing with that. Because I had someone today, maybe it was because also they didn't really speak very good English. They were from Germany speaking English. But she's originally from Spain, so like kind of hard getting some things out of her. It was just like money fear because like she had the, the finances like 3, 800 in euros. But she was like trying to be like really risk adverse. And we talked about it in discovery, but it just didn't seem like anything was really kind of clicking. And I just kind of want to make sure in discovery how do I actually tie off the bow on stuff where it's regarding maybe the mindset around money or really just tying off any sort of belief. Okay. When it comes to tying off a belief, especially in discovery, pre handling it. Yeah. Typically it's through consequence adding cost. It's no longer like, you know, this isn't benefit. Like you tie off cost, then you go into like, hey, is this belief worth keeping moving forward? No. Why isn't it? And then at least consequence.
Okay.
That's like what happens if you do.
Yeah.
What happens if you hold onto this belief for the rest of your life? Like how? Like what's gonna happen then? Okay, so it's like generally speaking I'm gonna go into identity.
Yeah.
And then really hammer at home. Right. To even like make a more emphasis, like even a bigger bow. Right. But like let's say we don't go into it just cost. Is it worth keeping? No. Why not? What if you hold onto it consequence and, and really when you talk about that, that consequence, that consequence is very important. So sometimes you ask it once, sometimes you have to act sick twice. What you're looking for in consequence is an actual contemplation of it. It should not be a knee jerk reaction answer. So if I ask you a consequence question and you're really quick with it, even if it sounds good on paper, like I'm gonna have to slow you down and re ask it. So that's really what you're looking for there. Like somebody has to contemplate the cost of inaction. So like don't be looking for a specific answer, just be looking for like an emotion and contemplation. If you get those two things, you most likely hit the nail.
Okay. Okay.
Because like, let's say like would you want to role play really quick like me I'm just gonna spit out like some random, like, I don't know, limiting belief.
Yeah.
Like, you asked me, like, okay, why haven't I tried anything in the past? Oh, it's like, I'm like, really risk adverse. Let's just say that. Okay, when we say, like, risk averse, like, what do you mean? Like, you know, if I don't have, like, a lot of money coming in, because, like, right now I don't have, like, a job. Right. And so, like, I don't want to make sure, like, I'm not wasting all my money and maybe not getting a return. Like, I want to just. Yeah, like, and I, I can definitely, I can definitely appreciate, like, hey, we don't want to waste all our money. But when it comes to us, like, being, being like the entrepreneur, like, we, we truly do you feel like it actually requires risk?
Yeah, yeah, it does.
Right. Like, why would you say it does, though? Because, like, I mean, starting a business, it's like, inherently risky. Yeah. So, so then for you, like, you being risk adverse, like, do you feel like that belief or even identifying with that belief that actually helps you if you want to, like, step into being that entrepreneur? Well, probably not. Well, why not? Well, cause, like, if I want to be an entrepreneur and like, being an entrepreneur is risky, then yeah, you know, being risk adverse just isn't the right idea. But I guess, like, when it comes down to hold on, hold on for that man, because, like, what do you feel like has held you back over the past, like, you know, two years we've been looking to start a business of, like, really letting go of that, like, fear of risk. If we, if we know it just doesn't help us, like, what has been holding me back from doing it again? I think what's holding me back is just like, the idea of, like, it doesn't work out because, like, I don't have, like, a stable income just yet.
Yeah.
And it's like, if I risk this little money, then, yeah, it's. It's the fear of the unknown.
Yeah.
But are you ever going to be able to predict the future? Never. Right. So can you see how us just being scared of the unknown, fear of the unknown, when we're never gonna know what happens in the future? Can you see how holding onto that has kind of led us to being where we're at right now? Are you okay with me saying that? Yeah, no, I guess I can see what you mean.
Yeah.
So if you, if you had to attach a cost to it, just more the fear of the unknown fear of like actually taking that risk. Over the past few years that we've been looking to become an entrepreneur, like not taking the risk. What do you feel like that's cost us over the past two years? It's like 24 months. If like I've been trying to make like 10k a month, then, I mean, shoot, that's like 240 grand. 240,000?
Yeah.
Just not taking action now. Okay, so if we really want to step into being that entrepreneur, do you feel like that, that belief of fear of taking risk, fear the unknown, do you feel like that's worth keeping, moving forward if we actually want to change? No.
Why not?
Because if I want to change and you know, get out of my situation, like, I have to do different things.
Yeah.
And. But the hard question we have to ask ourselves because we have been holding on to it. Yeah. Like what happens if you continue to hold on to it for the rest of your life? Then I'll just stay the same as I have been and never actually like make 10k per month. Well, it's like some people are totally fine like with things being the status quo, but like for you, be real. What happens if six months from now, a year from now, like, what are the day to day ramifications of you just staying the same and not letting go of this fear? It'd be like depressing, man. Like, if I just stayed that way. In what way? Because like right now, like I'm dealing with all this garbage, but like if I just. You stayed that way for the next five years, like, I feel like it would just start compounding. Yeah. Well, are you willing to allow it to compound? Because ultimately, like, it is a choice.
You're right.
No, I, I'm not allowed.
I don't want it to like compound. Let me move on.
Maybe I'm like too easy or something because like I get it. But like, no, you're right. That like the right. I should have gone down something like that. Yeah. Well, where are you having the disconnect? I think it's just like, because like, for example, she said something like fear of like. So like. Yeah, risk adverse. And then she started talking about how she like doesn't have a. Basically like tangents and stuff like that. Maybe that's like what attracts me a little. Yeah, yeah. So if like, if they're going on tangents, it's good to like cut them off. But like specifically for what you do, you help people start businesses.
Okay.
Just more likely than not people understand if I'm Gonna start a business. I need to take risk. Right. They understand that. So it's like, I can just feed that back to them. I can show them that they already believe Their internal beliefs are not gonna help them. Just ask them the question. Well, it's like, okay, when you're talking about, like, fear of taking the risk, like, if you wanna become that entrepreneur, if you wanna have that business, you feel like it requires risk.
Right, Right.
But then they're like, like, in my mind, maybe this is a limiting belief, but it's like, they want to have, like, less risk, so it's like they want to save up more money to get there. And I don't believe that's the right kind of method. But, like, I see why they might think that it's kind of like the fat person trying to get a six pack before they go to the gym.
Yeah.
So if they say something like, hey, I need to save up the money, then, like, that's when we need to go into, like, resources versus resourcefulness. Okay. Okay. That actually clears it up a little bit. So if this is like anything regarding money, it's just like diving into, like, the resources. Okay.
Yeah.
Okay. And it's like, so for example, like, especially when you're dealing with people who are, like, coming to you to make more money, I'd always put the frame of like, hey, I can appreciate, like, hey, we want to go ahead and invest in this once we're like, saving up and make more money. But that's like you coming to me saying, hey, once I'm healthy, Right. If I'm sick, once I'm healthy, then I'll go to the hospital. Like, that's why you're here, because you need to make more money. Okay. Right. So, and it's like. And I. What's a good reframe regarding money? Like, I get the sick part and I use it. I usually say, like, the gym one, but is there like, one that's like, if you're a millionaire. I don't know, like, something like that. I don't think you need to, like, expressly say, like. Like, all it needs to do is, like, portray that it makes sense. Right. You like, their problem is they don't have money and they're telling you, once I have money, then I'll invest myself to make money. That doesn't make sense.
Right.
So I'm sick right now. Once I'm healthy, then I'll go to the hospital to get healthy. You see, like, that line of logic doesn't make sense. So expressing it in a way that's a little bit easier to understand. That's the point you're getting across there. Because like, yeah, when you do talk it to it about money, it does like make it a little bit wonky. Right. So that's why you take it into an area that's like, it's much more straightforward, like the gym or the hospital. I see. Okay, okay, okay. That makes a lot more sense. Yeah, you just make it easier to understand. And why you use analogies is because if you do use analogies and they buy into the analogies, like, hey, I'm sick right now, when I'm healthy, then I'll go to the hospital. If they agree with that point makes no sense, they're more likely to agree with the overarching point that you're making. Right. It's an easy shortcut to make. Okay, so then like anything just like regarding money, like resourcefulness, like the cost of whatever belief that they have, is it worth keeping consequence.
Okay.
And then cause like, like recently, like the main part that I'm just like having trouble would be like money logistics. Like at the end where it's like I handle like a lot of beliefs during the call and then at the end it's just like, yeah, like I want to get this done but you know, I don't have the full amount. Like for example, yesterday had one girl, she had to like deposit or yeah, she had to go deposit some money to the bank, whatever. She literally text me, she got her freaking like rear ended while she was there, which is hard to believe. I don't know if that's even, it's crazy, but I'm still like keeping in touch with her. Another person, like she has to use her husband's credit card and like it kept declining and like she didn't want her husband to see it, which was like some low key, like messed up stuff. But like I wasn't complaining. It's like stuff like that. Like is there anything I can do about that or is it just kind of like, like money logistical is the one thing that you legitimately cannot overcome. You can't will somebody and mindset reframe them into having money in their bank account. But like I'm just thinking like you is hold them accountable and like make sure they all have a plan and that they're actually taking action.
Yeah.
Okay.
Outside of that there's like, there's really nothing you can do. All you're really doing at that point, like you've done your job up until that point. Is just removing any obstacles and giving them options and game plans. You're just giving leadership at that point. You're just basically helping them will this to existence. So, for example, like, hey, they don't have the money, they don't have the credit. Well, do you know anybody who has the credit? Do you know anyone who has money? Is there a way we can get the money together? Can we sell something? Can we do something? It's like, you're the person that's just in their corner. It's like, hey, what can you do, right? Let's make a deal, bro. Let's make a deal. Because like, up until this point, like, you did a good job. Like, they're bought in their soul. They just have no money, bro. Right? So there's nothing you can do to will them to have money. But what you can do is make sure you create a game plan so either they can find the money or when they get the money, you're the first person they talk to to get them on board and they can actually change. Because, like, I just don't want myself to like, to give myself like a, like an out. Like, oh, like people just don't, like, you know what I'm saying? Like, yeah, you want to make sure you explore it. And it's like, it genuinely is like money, right? If they're like. But if they're like, hey, I can show you my bank account. And you're like, all right, fair enough. You got $2 in there. You know what I mean? Like, what can you do at that point, Right? Yeah, right there, there's no, there's no magic word track. This is going to change $2 in their bank account to now 3. And they can just fucking run it, right? But you can create a game plan and make sure you stay on top of them. That's why, like, having a system, a process for follow up is key. So that way you have like just a thick pipeline of like a hundred plus people. Like, if you're doing over a long enough period of time that are just finding the money and it's like, will everyone find the money? It's like, no, dude. Like, some people are in situations and as soon as they're off the call with you, like, they just go back to the situation. Nothing ever, like, that is what it is. But you'll get like 20% of those people to find the money, 30% of those people to find the money, and then they'll start coming in. Like, if you have a big enough pipeline, like every single week Right. Like, one, two people finding the money, and it's just about making sure you keep on top of them. Right. That's like, I'm old school. Like the one I set in there in terms of, like, just having the Google sheets. That's why I tracked it. I'm gonna do the same thing. Yeah. Or you can do it. You can also do it in close as well. If you want me, I can show you how to do that.
Okay. Yeah.
But there's different ways you can do it if you really wanted to. If you really want to stay on top of it. You hire a VA to make sure they're doing something, like, every week and reaching out to people, different things along those lines. You pay them, like, a thousand bucks a month. They're probably good for a couple deals. So there's different things we can. We can take a look at it. At that point, it's less about, like, hey, you've done your job, and at this point, they're sold. Okay. And there's. And, like, let's say you run through everything. There's no way now it's just systems to make sure that that person doesn't fall through the cracks and they still become, like, a sale. Not right now, but maybe a month from now.
Right. Okay. Yeah.
I think then that's really it. Like, the money fear thing, like today, like, call it just had. I mean, like. I mean, I could probably done better in discovery, but it's like the language barrier, like, that was so hard to deal with. I'm not gonna lie. But speak slow. Yeah, Yeah. I think that's really it, though.
Yeah. Appreciate it.
You're the best, man. Yeah, absolutely, bro. All right, let me know if you have any questions on that.
All right?
Moses, you there? Moses? No, yeah, yeah, I'm here.
I'm here.
What are you doing over there, dude? You and your PJs.
I'm making. I'm making pancakes, actually.
What the. Yeah, yeah, pancakes, dude.
They're healthy ones. All right. They're not. They're not bad. They're made with all natural ingredients, so they're good. All right. But what's it called? They're protein style, but pretty much. Pretty much. I have a call that I want to go over. I feel like it was going well. I feel like I built the good.
Enough authority to recommend the supplements, but it's like.
I don't know. Like, man, it just. It was objections that I was kind of struggling with here. I sent it on the call reviews here. It should be testicles What?
All right, first of all, don't do that.
What's that?
Nothing, just people in the chat.
You Raw testicles. That's funny. Yeah.
All right, the problem is, like, animals store a lot of toxins in their organs, just so you guys know. So you gotta be careful, not overdo it. But that's besides the point. That's a topic for another day. Okay, cool. So do you have the call?
Yeah, it's in the car. Views on the slack. Give me a sec.
Okay, okay. Okay.
I don't think.
Oh, is it the one that you posted like yesterday?
Yeah, I don't think the AI got around to. Or does the AI automatically get it?
Or is that like so. No, no, no. And anyone have, like, any questions how to use the AI? If, like, I can run you through exactly how you would do it, like right now.
Yeah, we could do that.
Okay, cool. Little tutorial for everyone as well. Okay, so what you need to go ahead and do, so first and foremost, like right now, you have to get the transcript. Okay. So I'm paying a developer to make it to where you guys don't have to do that. But until then, you guys have to. You have to get the transcript. I know, I know, it's terrible. You got to get the transcript of your sales calls. So how. A really easy way you can do this is just. There's a few AIs that you can use. The easiest one to use that I found is assembly AI or AssemblyAI.com. let me actually see exactly what it is.
Okay.
This one here? Yeah. Assembly.AssemblyAI.com. okay, and then let me. Go ahead, let me download this call and we'll also sit here and break it down too. So. But I'll just show you. So then from here, you want to transcript new file.
Okay.
Upload audio. Okay. Click here to browse.
Fuck. Where are you at?
Don't know where my downloads are. Okay, here we go. I mean, this should work. If this doesn't work, then I have to find a workaround for it. But basically you just get the transcript for this file not supported. Me. Well, you get the transcript for it and then you. You place it in the AI, right? So it's like you have like the, the. The one in Slack is not the AI or the AI breakdown. So if you go into the questions and you go into bookmark, there's the actual call review 1 where you upload the transcript here.
Okay.
I don't know why this file's not supported. I'll figure out why. Maybe if I change the file. I have no clue. Oh, wow. That's a music file. It's a music document. Why is it a music document? Apple's weird sometimes, but that's how you go ahead and you do it. Any questions on that?
All right.
And if you use a note taker, it already gives you a breakdown. I do feel like here as well, like in Slack. It does also generate a transcript as well. That actually might be easier. I don't know. Right. So it looks like it's processing transcript. So you'll have a transcript from this one.
Right.
Actually, you posted two on Tuesday. Which one do you want to take a look at?
That's two. The second one. That one? Yeah.
Okay, cool.
Let's go near like the 15 minute mark. Okay. Yeah.
And then for everyone, what exactly do you sell?
I sell supplements and coaching for gut health and weight loss.
All right, perfect. Make sure I'm sharing sound.
It's going to allow the master probiotic Akkermansia to help support removing the toxicity in the body as well as supporting the mineral deficiencies as well. So that. That way not only would you be feeling a lot lighter and more energetic, but also upset. And then we need to focus on restoring and then sustaining everything. So as we know from Dr. Sam, it's not that it's really that difficult. It's just a matter of combining the right foods at the right times and especially in the right amounts. Because combining the right foods allows the gut lining to fully restore, which also allows your metabolism to start moving again much quicker. And also it allows you not to have to worry about this so much in the long term. Make sense? Yeah. Yeah. I wouldn't say so much that this is all on your own with just a balanced diet and a healthy lifestyle. Okay. Okay. So it's not really the plan here isn't really to like come in and change your schedule and make things difficult, basically. It's more though, if you can hear me. I am. You're going in and out and I'm not really hearing you right now.
Yeah. Your audio is a little up and down. Do you hear it? Yeah.
I don't know why that was happening. I thought, like, I mean, I thought my connection was good, so. Yeah.
And it's like the issue is if your audio is a little bit up and down and you're really trying to portray the value, it's like, do you go back and you re. Explain it?
I think I do. I don't remember, though.
Okay.
Hello? Yeah. Can you hear me? Well, yeah. You're kind of fading in and out. But within that 12 months, six month reset.
It doesn't seem like we went back and re explained it.
Ah, right.
And it's like then she's like like half of what you said. Even though like it was probably good. You're probably spitting hot fire. You know what I mean? Then she's like, you know what I mean? Then she's like oh, like. Well like you like it's not really going to connect the right way.
Yeah.
Okay, but look at this transcript here. All you do, it's going to be audio generated so it's not always going to be the best. But you know, just go ahead and put it in here. Put it in the call transcript. Let's say Moses. What was the prospect's name?
I just gave her an old lady name. Margaret.
I'm going to say her name's Joan. Fitness. Joan is also an old lady name.
That's true.
Okay then from here. Okay, so then I uploaded that still shoot it out.
Rebuild and then a four month reset and rebuild. So the six month is.
Yeah, dude, like your audio is like so in and out and like why are you explaining really key information. Bam. Okay, so this is my audio, man.
Shit, I was probably already. I could have closed that one then. Shit.
Yeah dude, like you're like right, like. And this is like the, if the most crucial part of the conversation you need to have.
Yeah.
Like in the audio is just in and out.
Yeah. Kind of a slow and steady pace. You'll have that one on one coach for six months.
Yeah, bro.
And it's a little more common for people who don't plan on being as consistent. They usually like to go with a slow and steady six month pace.
And then you come back now you're.
Stronger because with the consistency and taking the supplements every day, it's bad. A direct approach at four months. So that way we can see the results happen faster and you can be on your way.
So it's like first things first, you need to understand like why this is happening.
Yeah, I think that's been happening a lot my calls recently because I've had people saying that my audio is going in and out.
That's been happening a lot too. Is it your, is it your Internet? I don't think so.
I mean I'm always. I have pretty good Internet. It's never really has a problem. I never really have a problem with that. But I don't know, I don't think it's my mic either because like oh.
It'S gotta be Something, dude, maybe my.
Computer just has too many tabs open or something. I don't know.
Like, maybe. Right, like, like I had to get a new computer because my other computer was just running so slow. So it's like, yeah, it's something that again, because, like, yay. We can talk about, like, hey, like, really drilling down this and this and that. But it's like, dude, she can't even fucking hear you. Like, what's it all for?
Yeah, that's true.
So it's like really over the weekend, we just need to find out, like, what's causing this audio thing. Yeah, right. And if you need to get an ethernet cable, right. And connect it to like your fucking WI fi router.
Yeah, I need to do that. Right.
I tried to do that here for my Miami WI Fi. It did not help, by the way. Guys, I've tried that. It's like nothing I could do. But yeah, like that. That's a big key thing right there.
Can we go over the other one or would that be too much on your time?
What's like what, what do we want to take a look at at this one?
The 11, 11 minute mark on the other call and the probiotics, like, it comes back.
This one?
Yeah, no, we were just on that one, right?
No, no, we're at this one.
Oh, really?
Yeah, this one's 21. This one's like 25 or 34.
Okay. I think. Okay, try that one. Happens because a lot of times we find is that as you saw in Dr. Sam's video, a lot of times, other things that we could try, like fiber probiotics, they tend to just really have more energy, be able to regulate our bowels, and also to be able to not have to rely on probiotics as well. Is that right? I just want something. If there's an issue, I want to fix it at the poor level, so thought I'd give it a try.
Now she's saying that, like, dude, she's bought into the propaganda. So up into this point, good job. Hey, I want to fix that at the root level.
Good. If there's a problem with my gut, I would like to fix it at the core levels instead of just treating the system. So I thought I'd give Emma a try. Yeah, of course. And definitely, like, I appreciate you for trying the ML as well, and I'm very confident that it will help. And part of the reason why we have such a high success rate as well here is because of the reason that we reach out, we're actually able to make sure that you have everything that you need, but you could get the absolute most out of the ML you are taking. So what I like to do is I'd like to just make sure that you have everything that you need. Good thing is you don't need to write any of this down, especially now that I understand your symptoms a little better. The nice thing is, you know, since I'm on the phone with you right here, I'm actually gonna make sure that I could not only send you everything that you need so you have that information of how you get the best support, but also, you know, you can actually qualify for that membership discount. Since, you know, I see that you already purchased something, I could go ahead and buy that for you. Okay. A membership discount. Correct. Everyone who comes in on board with Emma is considered a member. Okay, so you said you're gonna email all of this to me as well? Yeah, I'm actually walking through everything that you'll need with your protocol, so Biotem as well as our metabolic energizer. I appreciate what you're doing, but right now, I don't have the time to do this. If you're going to email me, I will look over the email, but once again, I am not in a financial position to be able to buy anything else than what I've already purchased. So I don't want to waste your time. Yeah, don't ever say you're wasting my time. Really? Cool. You're not wasting. Anyways, I mean, I had fun. Did you have fun? Did you like this conversation? But yeah, I gotta go. Like, I just.
That's good. It's playful now with this, right? It's like, if she is running into time, and then she's also like, oh, like, you know, I don't have the money. Like, there's just so much to go on right then. So it'd probably be best if she's like, well, first of all, I'd want to explore. Okay, when you say you don't have time, like, like, what's going on? Just to see, you know, how I can help. Or maybe we can schedule another time. I would want to understand, like, what's behind. I don't have time if she's like, oh, what? Like, like, I have to pick up my kids right now. It's like, okay, you're going to have a hard time keeping her on the phone and like, yeah, she's leaving her kids just to be, like, wandering. You get what I mean? So, yeah, first and foremost, I need to know, like, what's underneath that to see if it's something I can actually, you know, overcome. Right. Because, like, at this point, it's like, how close are you to making the sale, do you feel?
Ah, I was. I just needed her credit card information and I was gonna get the supplements going, like, Sam too, But she also.
Has, like, the money thing.
Yeah, that's true.
Okay. So it's like, there's probably gonna be at least a good chunk of conversation. So I just need to feel that out. Because it's like, if there's really not much there or because, like, you are outbounding these people too. Like, they didn't book in a time. Yeah. So if they. If they do say they, like, you know, I have a time restraint. Like, I'm more likely to believe them because you're catching them in the middle of the day. So I'm just gonna want to feel that a little bit. And if it's something you feel like you can push through, just push through it, right?
Yeah.
It's like, it's gonna be hard if you don't know what it is. And then from the money, we just need to go to the money. It's like, okay, well, I guess, like, money aside, would you want to do the whole protocol and just go right into it?
I think I didn't even mention what.
The price was, though.
That's why I didn't make sense to do that, you know?
Well, it's like she's saying, I can't afford to do anything else.
Yeah, that usually tends to happen too. And it's like, I just don't believe. I don't believe them when they say.
That because I always think, yeah, and you shouldn't.
Right.
I'm not saying you should, but I'm saying that is still a money objection. It's like, hey, and we can figure out the money. The money is actually the easy part. But if you just put money aside, is this something you'd actually want to do to, like, actually solve the whole problem rather than just like one piece of the puzzle?
Yes.
Why? At least, like, now I have the leverage. I can make an argument. You know what I mean? Like, I'm not saying, hey, believe her, like, handle her concern.
Okay, I got you, man.
Yeah, because if we just like, continue to bulldoze it, it's like it. Now you're not listening to her.
Yeah, that's true.
You know what I mean?
Yeah. Like, I just watched a video that was like a 45 minute video, and I have things I have to do. Today I gotta get. I gotta get to it. Okay. And I gotta make sure that they don't send me six bottles. I need only two. Yeah, you actually want to make sure that they actually do see that as well. Like I said, that's what my job is to do.
Really.
I'm actually just making sure that you have everything they need for this three months. So that way you can get the absolute best of the ML that you've already ordered. That's. That's mainly our focus. Okay. So if it's knowledge that you want to tell me, I'll read your email.
You see, like, because, like, because you're, like, bulldozing through. Yeah. Like, now she's like. She's being like, more and more stir.
Yeah.
Okay, so it's like, we have the time here, the money. It's like, oh, yeah, I do apologize in terms of time. Like, what's going on now? She said, I have things to do today. That's kind of vague. I assume you can push her on time if she says something like, vague like that I had things to do today. It's like, okay, yeah. And it's like, in general, these conversations are like that. They only go a couple minutes longer. Just, again, just to make sure you have everything you need. I know you said, okay, maybe you can't afford anything more. And there's definitely ways, like, again, we can make sure we help with that, I guess if you did just put money aside, though, for a second. Right. Because we can figure that part out. Is this something you want to do? Like, the actual whole protocol rather than just having one piece of the puzzle? Right now I have leverage. At least now I have something to go off of. Does it make sense?
Maybe. Oh, my bad. I was muted. I was muted. Yeah. I was talking and I was like, what the. Yeah, but, yeah, because it makes sense. Like, money aside, like. Or would you actually be open to, you know, solving the root cause and.
Doing the full protocol and.
Yeah, yeah.
At least now you have leverage. Like, at this point, like, we don't have it. Yeah, no, we need some leverage. How do we keep her on the. Yeah, I'm just trying to, like, force her. Yeah, I was just trying to force.
Her on the phone. Like, because I was like, if she.
Hangs up, like, that's it.
So I'm just, like, trying to keep her on.
Say, listen to your. You're gonna buy.
Yeah.
And you think I try to sell you. Right? So it's like, yeah, just. Just bulldozing her. Like, it's caused her to get defensive, especially at the end. All right.
Yeah, it's good. Another. Another thing, too, is, like, that I kind of would struggle with is like.
I don't know how to, like.
Like, let's just say I'm like, in the middle of the call, and they have to leave in the middle of the call. I usually don't want to let them go because I'm like, I don't know how to, like, rebuild the value and bring back the emotions again so that. That way they can make the same action on the call. Because I can't just call them back and start handling objections. You know what I mean?
Well, you just call them up. Like, you call them back up. You recap. All right. And then you go ahead and go for it again. Yeah.
Oh, and then you could just go into handling objections and it wouldn't be weird.
No, dude.
Okay.
They already told you, like, they needed it or whatever it is or they would do it.
Okay. I always thought that was, like, a thing that I had to rebuild the emotions again. And then it's like, oh, you know, now it's like.
It's at that point, once the cat's out of the bag, that it's like, hey, it's. It's, you know, whatever amount, like, yeah, maybe you need to go back into their why to make sure you. You have the leverage to handle the objection. But it's gonna be hard to, like, just dive right back into discovery and do all that. Like, they already know what the price is. They already know you're selling them something. Yeah, yeah, true.
Okay.
I also uploaded what the. What the AI scored you for that call too.
Okay. On the slack, right?
Yep. So it's unbelievable.
Okay, cool, cool. All right, Perfect, man.
So breakdown stuff like that. Now just understand it's trained on everything to do with, like, me, my methodology, everything along those lines. And your methodology is going to be slightly different because, you know, more the straight line.
Yeah.
Maybe some of the stuff isn't going to be applicable, but it's going to be, you know, good advice.
Okay.
For sure. Cool. You can upload as many of those fucking call reviews into that thing as you want.
Okay. For sure. Sounds good.
All right, cool. Perfect, man. All right, Satya. How's it going, bro? Not too bad, man. When's the move to Vietnam? I'm gonna. I'm flying there the 20th. Damn, that's crazy.
Yeah.
How is it gonna work? Time zone, 27 hours. So I'm gonna work from 3:00pm to 3:00am every day. Is that. Is it 12 hour difference. It's like 13 hour. Okay, yeah, so that'll be interesting. So I'm not gonna have any of more of like the late day or late eastern time. Like, like one on one sessions, but I'll open up like earlier sessions. Okay, got it. That makes sense.
Okay, cool.
I wanted to. Didn't even want to go over like that much. I just want to go over the beginning part of this call when it's just like I can really get like the fathom was in later. Yeah. So you kind of miss like the opening opening, but just like getting to like the problem fast. And I want to see like, just like. Of course, like, thoughts on like that whole thing. I've been liking getting a little bit more clarity on like the overarching goal before kind of getting into like, situation and problem. Like I've been staying in the like. Oh, what are you, like, hoping to gain or what? Whatever. Like, just like staying a little bit at the end of connection for like a little longer.
Yeah, yeah.
Why is it not loading? Dive in, dude. Okay, there we go.
Share my screen. Yep.
Just for everyone. What exactly do you sell? The real estate.
Real estate, Right.
Are you staying on that offer? I don't know if you can see the top bars. Oh, you froze. Are you staying on that offer? I don't know if you can see the top bars here, but Nathan, can you connect him with that other offer that you had that was like in the real estate niche that you ended up not taking?
Yeah, it was sober, so I'll shoot you the info.
Dude, you got to put a shirt on, man.
I was gonna say my bad, dude.
Get some cardio in.
That's right.
There's only men in here anyway, so it's. Of course, bro. Dudes. Dudes being dudes. Testicles out here, man.
Of course. Yeah.
See if you can't connect them because I know they're hiring or you can, you know, tell them all the stuff you did to what. So many offers in a short period of time. Right.
So yeah, yeah, I'll connect. I. I'll send. Shot such a. I'll send it to us.
It's a good offer, right? It's a good offer.
Yeah.
I'm literally. I'm moving to Austin mid middle of November, so I'm kind of like, holy shit. Like, this really needs to be sorted out.
Yeah, dude. Yeah. So all right. So you need business entities, obviously, you need a Right. Loan and also, you know, the properties, obviously. Right, right, right. So really, you. You don't. You don't know where to start. Well, I do know where to start, but I know this kind of takes some doing. It takes the right decisions.
Right.
I've had properties before. I've lost them, you know, and then I, you know, I realized, you know, I've had them under my control in the wrong way, you know, so now that I've learned, okay, there's different ways to go about it because of the different reasons, you know. Okay. And now I'm more aware of that. And so. But like I said, it's. It's a matter of I have a bunch of information just kind of hovering over me, and I'm trying to decide how to put it down and, you know, start. You know, start with it, you know. Okay. And what is it that you're hoping to gain from real estate? From real estate? It's a financial stability, really. I mean, because the more properties you have, the more income you have flowing in. Obviously, you know, you got more. More money in your. In your pocket. You know, obviously you got to consider the taxes, too. So it's not, you know, you're not going to pocket everything. Right? So. Right, so. So that financial stability. Right.
More and more.
Yeah. Right. So I talk to a good amount of people, Walter. Everyone has. Excuse me. A different view on financial stability. So when you say financial stability, like, what does that actually look like? It's just having enough money, you know, it's having enough money to. To cover what you need, you know, instead of having to think of, you know, working more overtime to make that extra money, you know? Okay, so when you say having enough money, like, how. How much?
Actually just, like, pause, Typically, what's the framing of this call in terms of, like, what. What do they see? What's kind of the promises? What are the outcomes? Right, so that's actually a great question, because as I was, like, thinking about this call, I didn't even. I didn't even ask, like, hey, like, what did you see that made you go ahead booking the call? Yeah, well, it's like, part of it. If we understand, like, how they're framing the call. Yeah. Like, what people are opted into. We probably have a good inkling to more direct this conversation, because right there he's saying, like, well, an extra, like, you know, 3, 4, 5k a month, like, passively. Okay. It's like, that's not a bad goal.
Right.
But if I can get him to admit he'd want to go into real estate full time, that's a better goal. Yeah. Okay, so that's Something that is like talked about becoming like, like for example, like a full time investor. If that's something that's being talked about, I'm going to ask that probably in my connecting questions of like, okay, like what made you want to go and book in a call? And then you get all this stuff all like looking at. Sarah had property before. It's okay. And, and if you could, because everyone's a little bit different. If you could like become an investor like full time, Is this something you want to do full time? So what's coming up for you right now that even have you looking into becoming an investor full time and then right on the problem and from there getting into problem. Right. There's nowhere for him to go. So part of that is just understanding exactly how this call's framed. Yeah, it was like, what are the outcomes people are looking to typically get? It's like a, the booking, like on the calendar it says like done for you, like real estate kind of thing. But yeah, no, that was, I was, I was wondering what question I forgot. But the calendar is like that. You're just seeing what the meeting is called. Yeah, yeah, right. There's so many things that go into a meeting being booked. Like what do they see? What, what does the VSL look like? I'm gonna message, I'm gonna message him.
Right? Actually I'm gonna pull it up.
I'm not gonna completely message, but.
Okay, cool.
Yeah, yeah, no, that makes sense because like towards the, like towards middle end of the call, he was like, now the verbiage is different from what you guys are saying. Yeah, he, he didn't, it was a, it was an. He was like, I don't, I don't know you, I don't trust you.
Like blah, blah, blah.
Like.
Yeah, and it's like, so, so then right, like, okay, that's more of a problem of we're not speaking the language that he opted into. Yeah, you what? I mean, so it's like, yeah, like any new offer you're on, this goes for anybody. Any new offer you're on, you least need to know what people are opting into. Yeah, you what? I mean, so it's like, what does a VSL look like? Like, what are they talking about? Like, I need to know all these things because like I need to know what causes people to go ahead and book in. Okay, got it. That makes sense. Cause if you're talking to somebody, it's like, hey, like the main outcome he talks about is like, hey, becoming a full time investor. Then I'M gonna talk about that. But if they just talk about, hey, keeping your job, but you get an extra 5k a month to go do fun shit, I'm gonna talk about that. Like, it just depends on what the outcomes, what the promise is, what the transformation. Like, what do they talk about? Cause the person that you sell for is a full time. Like, he's a, he's like a real estate mogul guy, right? Like, that's what he does. You know what I mean? So, like, does he talk about getting to his level or does he just talk about getting your first property? Yeah, there's like, there's depending on how it's structured. It's. It's just wildly different. Okay, yeah, that makes sense. Yeah, I'm, I literally just shot a.
Message about getting clear on that.
That was, that was something I wanted to ask in the morning meeting this morning.
Fucking hate morning meetings.
But I just forgot to.
So.
Okay, that's helpful.
But. Okay, so.
Oh, from here, like, I got like, financial stability and like, having. Could I have just gone into, like, situation instead of like doing more of like.
Oh, when you say having enough money, that you'll see. Okay, so when you say having enough money, like, how much actually is that? Well, I, I, you know, an extra 3,4000,5000amonth wouldn't hurt, you know. Okay, so about like 5000 passively through real estate, right? Yeah, exactly. Just something comfortable. I mean, I don't want to live like a filthy.
That's like, well, well, no extra money I'm sure is going to hurt you, man. Right.
Yeah.
So it's like, so be real with me. Like, what are you actually looking to get out of it? Like, that's not a real answer. Yeah. Okay. You get what I mean? Yeah, yeah. He's like, oh, an extra 5,000 on my bank account wouldn't hurt. Like, who the would that hurt? A drug addict. You know what I mean? But it's like, like, what are we talking about right now? Yeah, so you see, like, at that point, like, we're not having a real conversation. Okay, so then from here it's like, well, yeah, of course, like, people typically come to come to us to make more money, not less. Like, like what's like, the actual goal? Is that like something I would say? Yeah, like, so, so how much would you need to be making in real estate to get you financial freedom? Okay, right. If that's what he's looking to get to. Yeah. Okay. Now generally speaking, like, first of all, we need to understand what the messaging is. Because that's going to help us craft this, the. The connecting better. So then we actually understand what a good answer is and what, like, what, what a. Like a good answer is. Okay. Because if promise is like, hey, getting to be full time and then people are coming in and just like treating like a side hustle, like you want to move those people to full, full time guys, get them to admit they want to do this full time. Yeah. And then for the guys that are already in real estate, it's more about like, what problem they're facing and expanding.
Yeah.
So it's. Yeah. So that's a different comp. Like, that one is probably easier to have direction on, harder to actually widen the gap. Okay. Okay. So with those people, easier to get direction on because they're just like, well, I want help with this. What are you running into that makes you feel like you need help with that this is happening? Okay, cool. Do you have. I know there's a lot of stuff in the school for the biz op. Like, how much stuff is there for, like, improvement type of office? There's an improvement one there too. Okay, cool. I'll have to take a look. If you scroll to the bottom. Well, it's like what you can take a look at probably what's going to be for an offer like this. Probably the closest one that's going to be is. Let me, let me pull it up here. Is going to be the, like the. Done with you marketing.
Okay.
Done with you this one. Just because, like, really what you got to. What you got to understand is with the different people you're talking to. Right. Because like, marketing as well is like just like purely generation. That is an improvement offer. Most. Yeah. Okay. But if you pull this one up.
Okay.
I'll just run you through it just real, real quick. Let me share my screen.
Okay, okay.
Okay. I'm running through it real, real quick. So it's like the start of the conversation is pretty much exactly the same. Right. Like, hey, what made you want to go ahead and book in all that fun stuff? Now yours would probably be slightly different because it's going to be a bit more biz op y than this. But then from there, you have to pick a path and I give you an understanding of what, what path is in. Like this guy, he's a straight bizzo. Okay. I don't have any properties. He's not making any money from you. So you'd go biz op. It's like, okay, help me understand what. We'd even have you looking to get started with, you know, real estate to begin with. For yours, I would ask them if they want to go full time first. If that's what the messaging is. It's all contingent on that. Okay. Now if they have a couple properties but they're not full time yet, you. It's improvement. And biz op, if it's. If they're full time and they want to scale, it's just. It's an improvement.
Okay. Okay.
So all you gotta do is you just gotta change these things to more like just real estate, specific stuff. So what if. So what if someone says, like, well, I don't. I don't want to make a full time. I want to just have more money coming in. Okay, well, what, what even has you. What are you seeing that would make you think that you need more money coming in? Yeah, same thing. So. And you always, you always position it like, hey, if you could go full time, would you? Because most of the time what people are going to. The reason they're going to do that is because they don't feel like they could. And it's like, it's more of a defense mechanism to like, I just want to be reasonable. Right. Okay. Okay, yeah, that makes sense. That's a. So it's just. It's just about having that conversation. That's why it's like, hey, well, if you could do this full time, like, is this something you'd want to do full time? And if they genuinely like, no, dude, I fucking love my job. I make tons of fucking cash. I just want something to have like, passive come in. Like, if you're talking to me like, I'm not replacing my income, if I'm doing real estate, it'd be something that would then get to the point to where if I wanted to step away, I could, but I probably never going to step away from doing. I love this shit. Right? So it's like, I would have a different problem, right? Like mine, like, let's say if, if you would be selling me, like, mine would be like security. Okay, Right. Like preventing the future of like, hey, if something happened to me or I couldn't work, like, making sure, like, you know, my family's taken care of for life. Right? Okay. So with biz op, it's about diving into the problem of like their life versus improvement. It's diving into the problem of like their business or their real estate itself. Yeah, it's. It's the mechanism that's not getting the results being okay, that makes sense. It would be like how they're doing their real estate right now that's not getting the results. And then because of that, all the things that are happening because they don't have the results they want. Okay, okay. Now real estate investors, you're probably because you just got to think about like, okay, they still all have human needs that aren't being met. That's why they're on the call. So you have to think with a real estate investor, let's say somebody who's full time real estate investor, like, what are their needs that wouldn't be being met? Like those people are not in survival. They're probably not even in the point. Like certainty is an issue at all. If they're a full time like real estate investor, like, you know, they're going to be fine. Like there might be a lack of certainty in their growth, but that's more like growth, you know what I mean? Just probably growth a little bit more, just like higher up on the pyramid. So you just got to understand when you're talking to those type of people, like, okay, what is their problem? Yeah, I might like print out the Maslow's hierarchy of needs and just keep it in front of me. Yeah. So you just gotta understand like where people are in like the hierarchy now for most of the people you're talking to. Because I assume most of the people you're talking to are going to be a bit more well off. Some. Some yes, some not. Okay, well if they're not, then it's like typically they're lower. Yeah. Okay. But if they are and they're not full time, like a lot of times you talk about like variety. They just want different. Do you know what I mean? Like, hey, I want to be able to travel, I want to be able to have my time back. And then you also will run into like security because like, hey, they might be making a good amount of income, but like that income could go away. AI whatever it is. Like there's some uncertainty there.
Okay, okay, okay, that makes sense.
I think I really need a. We need to know what is the messaging? Why are they there? Yeah, okay, got it. Yeah, that makes. Cause it did feel a little blind when I was on this call. It was the first one, right?
Yeah.
So it's, it's okay. Literally one of the guys was like, yeah, I'm gonna fuck up like 30 calls. So you can tell yourself that. You can give yourself the excuse.
Yeah.
No, no, you're good man. Yeah, you just need to, before you do hop on any, any offer just in general, it's Always just understand the path somebody takes.
Yeah.
Because you are an extension. Like, don't think of yourself, like, hey, I'm just part of the sales process. You're part of the client acquisition process. So how somebody is attracted really should be connected with how they're sold. I know. One of the paths is that we just released, like, a Shapiro University free, like, WAP community. So that's going to be one of the paths.
I know.
That sounds so Jewish.
Yeah, it is. Okay.
But it's like, okay, what's. What's in a low ticket? Like, and you don't need to have, like, you don't need to go through all the fucking training, man. But like, what's in a low ticket? How do they get ascended? What's the framing of the call? Like, all that stuff is just important for you to know. Yeah. Okay. So then you can make sure you match expectations and you can more like point somebody in the right direction of where their sales call should be gone. Because, you know, like, why they opted in. If they opted in because they want to be a full time, like, investor, it's like, okay, well, if you could go full time, would you? But if they. The opt in is like, hey, make 2,000amonth, like, passively through our done for you program. Like, you. You know what I mean? Like, you're just having a different conversation. Yeah, okay, that makes sense.
All right. Okay, cool.
I think that'll be, like, the biggest leverage point for me right now then. All right, coolio. And then message Nathan about the. The estate living or whatever it is.
Right. Okay, cool.
Okay, cool, cool, cool.
All right, see you guys.
Bye. Hopefully you found this video helpful. And if you want to see me actually close a deal, check out this video here. But if not, leave your biggest takeaway in the comments and I'll see you guys on the next video.
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