20k/m closer vs 50k/m closer: What is actually different?

So I had 3 closers inside my mastermind hit over $50,000 per month in commissions last month, one hitting $74,000. Now, most closers, they hit $20,000 per month. They think that's the absolute pinnacle of closing. And then they give up, they get comfortable, and they just stay at that level. I'm here to tell you, if you're comfortable making $20,000 per month as a closer, you need to step your game up. So in today's video, I'll be breaking down the 5 things that separate a $20,000 per month closer to a $50,000 per month closer. I can speak on this. I've hit over $60,000 myself in a single month, and I've helped over 13 people get to over $50,000 per month in straight commissions. So pay attention and let's go ahead and let's dive into it. So when we're talking about hitting $50,000 per month, I just want to show a little bit of proof that, again, I know what I'm talking about. So we have Jax here who was able to go ahead and hit $74,000 per month. We have Abel here who was able to hit over $50,000 per month because he got a sweet, sweet Sweet bonus that it helped him negotiate to get him over the line. And then we have Nathan Mathur here, who's 18 years old, hit his first $50,000 per month. And then here is my commission check hitting just under $62,000. Okay, so all that is to say is I know what I'm talking about and I know what it actually takes to make $50,000 per month in straight commissions. Generally speaking, it's going to come down to a few big things that are really holding people back from being able to hit those higher commission months because they get stuck at just making 10, 20, maybe even $30,000 per month, but they never hit those high, high, high months. So one of the biggest things that's going to separate any, any of these closers versus somebody who's stuck making $20,000 per month is going to be mentality. Okay, so mentality is a big one when it comes to it. Okay, now when I talk about mentality, the very first and foremost, the biggest thing that you need to have in your head that it is possible. Now, I've been seeing a lot of stuff. I very, very, very rarely get on Instagram, but when I do, I remind myself every single time why I never get on there. I'll see people talking about like, dude, $20,000 per month, like that's really all you can expect. And it's like, dude, I've never seen somebody hitting $50,000 to $100,000 per month. Like ridiculous, crazy, crazy shit. And just like, I understand they live in a completely different world than I live in, and I am glad they live in a completely different world than I do. So understand, if you're going to hit numbers that a lot of people think are not possible on the offer that you're on or just in general, you have to be a little bit unrealistic and have a self-belief that you can do things that other people haven't done, especially on these offers. Every single person that I talked about, me, Jax, Abel, Nathan, all that have hit over $50,000 per month broke records on the offer that they were on. So it wasn't like, oh dude, everybody's Fucking cracking back 50K per month here. No, every single closer there broke it and showed everybody that it's even possible. So you have to understand that you have to be a little bit unrealistic and actually push for something and know that it is possible. OK, I'd also say a big, big thing when it comes to mentality is not getting comfortable. OK, not being comfortable with where you're at and the money that you're making. It was a big shock to my system when. when I hit my first $20,000 per month. I think it was back in 2022 on a stock trading offer. And I realized, as a guy living in Miami Beach, that that money barely fucking went anywhere. It wasn't that much money. The problem is, a lot of times, we get into this space. We get into the world of making money online. And we have all these grandiose ambitions. And then we start doing the hard work. We realize how hard it is. We start to make some type of money. And then our ambitions actually adapt to the money that we're making versus the other way around. Like, we kind of lie to ourselves and be like, yeah, dude, $20,000 per month, like, that's enough money for me. The thing is, with people who are pushing for more, number one, they know it's possible. But number two, they're not comfortable just making $10,000, $20,000, $30,000 per month. They know they can do more. And it's actually uncomfortable for them to not hit that amount of money. Like, I know for me personally, what's really always driven me to make more money is number one, I know that I can, right? Possible. Boom. But also number two, I know I'm letting down every other person around me that can't make the type of money I can make. And I'm being selfish by only making a certain amount of money. For example, if I'm making $20,000, $30,000 per month, yeah, I can take care of myself. But can I put my wife in a position that she's never going to have to work and she's never going to actually worry about money at all? Number 2, my wife's Asian, and she likes nice things, right? So it's like, can I buy her all the nice things making $20,000, $30,000 per month, her never ever having to work? And then now we're throwing kids on top of it. Like, it starts to get really, really tight. That's just my immediate family. I'm not even thinking about the people around me, like my mom, my dad, my, you know, lots of siblings, right? I'm one of 6. And then on top of that, I'm only thinking about my current self. I'm not thinking about my future self. So the thing is, like, yeah, $20,000 to $30,000 per month might be able to take care of my current self, but I need to make sure that I always have that in active income. Or if that dries up, I'm shit out of luck. Like, I have to go back to ground zero. Like, there's a reason why, like, a lot of these, you know, pro sports people, they go broke because they only think about their current self. They don't think about their future self. Like, Not only are you taking care of yourself, are you taking care of the people around you, but you're also taking care of your future self. So it's like, dude, when you're 50, if you didn't need to work, you didn't need to work. Like, you just can't be comfortable and you can't lie to yourself that it's OK that you're making the money that you're making right now. You need to come up with actual reasons why you need to make more money and make it to where it lights a fire under your ass. And when we're talking about the reasons, because I would say like this is the third one, okay? And this is something that I see a lot, are what are the actual reasons that you need to make more money, okay? Prime, prime, prime example, there is a guy that I've been training for a while, very, very, very good skill set, and he was stuck making $8,000 to $10,000 per month. I even helped him get on a different offer selling much more higher ticket things. And so the opportunity is way more. So he can make way, way more in that vehicle. And still for the first month he was on this new offer, he made the same. And we had to have a real, real serious conversation of like, dude, what the fuck is going on? And it really came down to most of the time when we're looking to go from zero, start making money online, get to your first $10K, $20K per month, Oftentimes we're running away from something. Once we're at the point we're making $10,000, $20,000, $30,000 per month, that running away feeling goes away. So you need to create a new reason to continue to propel forward, or what's going to happen is you're going to get comfortable. You have nothing chasing you, and that's the only thing that's going to get you moving. So eventually you're going to go back and you're going to degrade, and then now something is going to be chasing you. So for him, It was at the point where it's like, yeah, he's making $8,000 to $10,000, but now on this new opportunity, $8,000 to $10,000 is on the chopping block. So we had to have a real serious conversation of like, dude, why are we in a position right now to where it's like we're on the chopping block? You are better skilled than these other closers who are making $30,000 to $40,000 per month. What's going on? And we had to have a serious talk of like what's actually driving him forward. Running away from something can only get you so far. You need to have something that's driving you forward of why you need to make more money. And I'm happy to say, after this talk, he has now made more money than he's ever made in a month, and it's only halfway through the month, right? He's already over $17,000 in commissions, should hit his first $30K commissions this month, and it's because he had reasons to do so. Okay, one other thing I would just say and I want to touch on is just taking Action. Taking action no matter what your default mode is, always taking action. The people who make more money, generally speaking, are just doing more than you are. Generally speaking, not always the case, but generally speaking. I can speak for Nathan, for example. When Nathan first came and he first started training with me, he was a 17-year-old in high school taking coaching calls in the middle of his fucking high school classes, making $2,500 per month. I've only had to tell him one time. One time we had a conversation. He was looking to get into a setting role, really break into the space. And I have everything laid out. I leave nothing up to the imagination when it comes to my training. And we've already talked about what he needs to do. And we hopped on a one-on-one. I'm like, dude, what are we doing? You're wanting to hop on this setting role. You're wanting to hop on to have interviews. Everything's laid out to you. Why haven't you done it? And that was the only time I had to tell him anything like that towards like, bro, just do the fucking work. And literally the next day he had 5 interviews lined up for setting roles. He had a setting role like literally 2 days later. And then again, continued to grow, continued to push, continued to do the action. That's what's now allowed him to, about 8 months later, going from like a setter now to a $50,000 per month closer. Default to not being comfortable, having reasons to push forward, understand it's possible, and just take massive fucking action to get so. Now that we talked about what's the mentality, the second thing that is really, really key when we're talking about making $50,000 per month, in closing versus $20,000 is going to be the offer. Okay. Now, I know a lot of people out there be like, dude, don't blame the offer. No, just as a closer, just close as much as you can. Like, dude, sometimes the offer is the limiting factor. Okay? So you have to understand the math needs to math. Okay? Does the math make sense? Is it even possible to sell the amount of volume you need to make in order to be closing. Now, depending on your commission structure, let's just say anywhere from $400K to $500K cash collection. Does the offer math actually make sense? Now, when you're doing this offer math, don't go into it of like, oh, well, the average close rate is this or the top closer is doing this. So that's what I can expect. No, you're always going to want to have the idea in your mind that you're going to work, you're going to do the work, you're going to have the skill set. to be the top closer on any offer that you're on. I never went into any offer being like, dude, I'm going to be number 2. Fuck number 2. You're always going to be number 1. You should make number 2 want to quit because they can't even comprehend how better you are than them. But keep that in mind. The offer needs to make sense. So for example, with somebody that, again, I was training, helped them get on a better offer, they're selling an offer that was a $3K ticket size. All right. You got to close a lot of deals to be making some serious money if the offer is $3,000. He was closing over 60%, 60%. And he was again stuck around the 8 to 10. It was the same guy I was telling you about who was stuck at the 8 to 10 for a while and then hopped on the new offer. Now I helped him hop on a new offer. He literally today closed a $120,000 deal, literally today. So I'm I don't know. The story will probably be done by this time, but if you keep track of my stories, you probably know what I'm talking about. But he literally made more in one deal today than he was able to closing 60%, like full, full calendar on this other offer. Like the offer needs to have enough volume, number one, but the ticket size needs to make sense. Okay? So the math just needs some math. I would also say it's like, who are you selling to? So I get asked all the time, like, hey, what's good offers? And it really comes down to there's a ton of good offers, a ton of good ways to make money. But the thing that's most important is who are you actually selling to? Are you selling to people with money or are you selling to poor people? You always want to sell people with money. For example, stock trading offers. Generally speaking, teaching people how to day trade, you attract a lot of brokies. If you're selling like a normal like TGR offer where he's just like fucking flashing the cars, broccoli hair guys, Again, I don't follow this shit, but you know who I'm talking about. That's going to attract poors. On the other end, one of the offers that, again, I sold stock trading on, the face of the offer was a 56-year-old Vietnamese man who was an engineer that used stock trading to get himself financial freedom and not have to work 50 hours a week. Oh, guess who I was talking to on those sales calls? And guess who had money? Middle-aged Asian people who wanted a better financial life. Now, those people tended to be a little bit more skeptical. But I am much, much, much more willing to take on a skeptical person who has money than a gullible person who's fucking dead broke because one of them can pay me, the other one can't. So the offer needs to make sense math-wise. But number 2, it needs to make sense who. Now, last thing I will say when we're talking about the offer, this is like, hey, if you just have those first 2 down, like you're selling something that the math makes sense, which just means the volume and the ticket size is where it needs to be, at least above $10,000. In terms of ticket price, and you're able to get enough volume. The who is people with money. Those 2 alone, that will get you over $50,000 per month. Now, if you're wanting to get there the easiest way possible, you got to be thinking about the mechanism. And is it something that on some level, if somebody hears that, if I handed them a piece of paper that had the offer on it, right, the mechanism sells itself? Right. So like, for example, like Nathan, I'm not going to get too much into his actual offer, but he sells a real estate offer that has a really unique spin that you don't hear a lot of it. And me just hearing that shit with not even knowing that much about real estate, anything along those lines, I'll go, that sounds dope and you can make a lot of money doing so. Okay. So I don't know if there's a purely scientific tests that you can run through it, but the offer on some level needs to make sense. And if I would tell this to somebody, just kind of bare bones numbers, and I just told them to somebody and they're like, yeah, this is a no-brainer, then this is a good offer. Another really key, key example, the offer I'm selling on, helping people get facilities, sports facilities up and going. Recently, we've kind of pivoted towards existing facilities. So how we're able to do it with existing business owners, We're able to get them a lot of the times. Again, we can't guarantee anything, blah, blah, blah, blah, blah. FTC, please don't come knocking at my door. But zero down to get them like $500,000 in terms of funding, zero down that they would have to put in order to get the funding to open up a new facility. They can finance our charge. And as soon as they get the funding, generally speaking, it's within 30 days, they can actually reimburse themselves everything that they paid us. So literally, they put zero down, they finance, Our fee, we are able to get them funding within 30 days. They go ahead and pull that out of the SBA zero down. They pay themselves back, and again zero down. They're able to get into a new facility, start making more money right away. Dude, no freaking brainer. If I'm telling you this, you're like, okay, I'm not a sports facility owner, but if I was, that sounds baller as shit. That's what you want in an offer, right? Again, Hermosi talks about like an offer that makes people sound stupid saying no. On some level, you don't want to have crazy, crazy, crazy promises because then it does sound a little bit too good to be true. But the offer needs to, on some level, just sell itself. OK? Now, next thing when we're talking about the offer, like, offer is one thing, but you need to have an actual system behind it. So understand, as a salesperson, you are not just showing up to your calls and smacking back and being really good on the calls. You need to have a process. That makes people show up as much of a laydown as humanly possible. OK? So for— like, you're in the process— you are in the business of shifting and shaping beliefs as a salesperson. So for example, if I have somebody and they're coming in and I know, generally speaking, they're going to have this limiting belief, if I send them content, pre-call information that addresses that belief and handles it before they even show up, on my call, dude, that is better than me trying to handle it on the call. I am in the process of collecting as much cash as possible. I am not in the process of what sounds the best on fucking Instagram of my reframes. If I can get people to show up with as little objections and as pre-sold as humanly possible, you best believe that I am going to do that. There is no way that I can do the amount of volume that is going to make me $50,000, $60,000, $70,000, $100,000 plus. That's what I'm personally shooting for. Over $100,000 in straight commissions by being able and sitting on calls and having to reframe for hours and hours at a time. I need a process and I need to make sure that I am addressing the limiting beliefs before somebody shows up on my call. Real easy way you can do this, like literally just put all this stuff into AI, put your sales calls into AI and just get them to tell you like, hey, what actually holds people back from going ahead and moving forward on the call? And is there a way that you can actually send that beforehand to actually pre-handle the beliefs. So this will also increase your show rate. So your show rate is going to go up. And then your close rate is going to go up. Like, crazy, crazy thing to even think about. Because you also have to understand, if people have limiting beliefs and they are telling you them on sales calls, there are a subset of people that have booked on your calendar who has those same limiting beliefs. But because they had those limiting beliefs, they just didn't show up to the sales call. So then they just no-show you. So if you're noticing you're getting a lot of no-shows, you're getting a lot of closed rate, you're having to fight, you're having to educate a lot on your sales calls, either you need to change the process, maybe you need to make it into a 2-call process. Just really depends on the marketing apparatus. But by the time that you're actually asking for the cash, they should be as much of a laydown as humanly possible to where really, really the only objections that you're getting through your pre-call process, through your actual sales call process, the only objection you should be getting is logistical, money. And if there's other things that are coming up that are not logistical— money, sometimes partner— then you are falling short of the process of what it takes for people to actually show up on your calendar. I would also say a big, big component of it is going to be outside of your calls. In terms of the upsells, no sales, and referrals. Now, people don't talk about it because, again, it's not sexy. But $20K per month closer versus a $50K per month closer, oftentimes it's this work that really does separate somebody who's making $20 versus $50. Real, real prime example. Jax hit $50,000 per month, secured $50,000 per month in commissions a week before the month ended. Did he go, oh, I guess I'm cool, high fives all around, broke a company record, hit $50,000 per month because I told everybody if they hit $50,000 per month, I would buy them a Rolex? Got the Rolex, like whatever it is. Am I cool just stopping there? No. We literally hopped on a one-on-one and we game planned how We can through upsells, nosales, and referrals— actually, he doesn't have an upsell, but nosales and referrals— collect as much cash as humanly possible the last week. Because if he hit a certain cash collection, he goes up in commission structure. So an extra, I believe it was like $75,000 in cash collected, got him over $20,000 in comms that he was able to make just from that. So if he didn't actually do the upsells, nosales, and referrals, He's sitting there. He's only making $50,000 versus $74,000. It's a huge, huge, huge difference. And part of it comes down to, again, the mentality of not being like, oh, I hit $50,000 per month. High fives all around. No. Double down. What can you do better? And what can you squeeze out of this month? And now this month, he said he's on pace already— he's halfway through the month— already on pace to do $80,000 to $90,000 this month. Not being satisfied, always pushing. You need the systems to go ahead and do that through the sales process and then through the upsells, nosales, and referrals. Now most people are going to think like that's all where it stops. Now let's actually talk about the sales call because the sales call is important. OK? So you have to understand on the sales call, people who are making $20,000 per month versus $50,000 per month, generally speaking, they're able to just sell more types of people. Just in general. Now, it really does depend on what you're selling, but every single offer that you're on, you're going to get different types of people. You have your A types. You have your people who are just more open. You got your skeptical types. If you're going to be making $50,000 per month in commissions, you got to sell all the types. Generally speaking, to get to $20,000 per month, you have to get really good at selling 1 to 2 types of people that you're talking to. As a closer who's making $50,000 per month, you have to widen the amount of people that you can actually sell. And I would say the biggest thing that's really going to help you do this— yes, it's skill set. Yes, it's being able to have somebody who's been there before point out what's going on. But a lot of things— again, just do the bare fucking minimum. Review one of your sales calls every single day. Like, review your game tape. And review it every single day of types of prospects that you are actually not comfortable having the conversations with. Like, this will widen the variety of the types of people that you can actually sell to. OK? So that way, if you get a type of prospect that hops on, like they're A-type, they're pushing immediately, you can actually start to see the pattern beforehand. And you can actually address it. Every single person you're talking to, they have a limit pattern that has caused them to be where they are right now. Every single person you're talking to has a problem or a need that has not been met to the level that they want to. So your job is to help them actually overcome it. And when it comes to being on the sales call too, every single step of the process is also dialed in. So you can get to $20,000 per month just being good at a couple things in the sales process, like really just getting good at getting problem, just really getting good at like future-based consequence, just get really good at like pre-handling objections, identity, all these different type of things. But if you're going to be doing the most amount of volume, just like you need to get good at selling a wide variety of people, you need to get good at every single step in the process. And also not only every single step in the process, Having it to where it is flexible. So if you can only stay on like one track, like one part of the script, there's only like, hey, you can only close people, or you can only pre-handle beliefs, or you can only overcome objections when they actually go along with you, you're going to have a really hard time hitting those higher-end months. So you have to get good at being flexible and having conversational flexibility to go ahead and actually get to the next level. And again, Easiest thing you can do, review one of your sales calls every single day. Role-play that part that you fucked up on and replay it in your mind over and over again. On some level, you need to be a bit obsessive if you're going to hit something that very, very few people actually hit. And if you do that, I promise you, you'll show up better on sales calls and you'll be able to close much, much more people. And even if all of that If you do all of that, you have the right mentality, you have the right offer, you have the right pre-call process and post-call process, cross-sells, upsells, your sales call super dialed in. If you don't have this last part, there's still potential of you not hitting $50,000 per month. And that is being scrappy and resourceful. Now, I'm not going to go into each and every single sales tactic and scrappy or resourceful thing that I tell my closers to do. Going over into that because, again, it can get a little bit in the gray area. But one thing is for sure, if you are not cheating, OK, if you're not cheating, you're not trying. So cheating equals trying. What do I mean by that? Number one, are you actually pushing for a higher commission structure? If you hit certain months, are you pushing for a higher commission structure? Are you pushing for bonuses? For example, Abel, Set at just like the 10%, right? Like, OK, no, dude, you fucking broke a company record. We need to get you to $50K. What can we do? All right, let's see if we can get an actual— let's see if we can actually get a bonus in there that's going to push us over the edge. Push, push, push. All right, you have setters that are able to book directly in your calendar. Well, if you have a conversation with a setter and say, hey, if you send me hot, juicy leads that you know are very, very apt to close, you put them directly in my calendar, I'll give you a little bit of a piece of the pie. Right? Again, also being scrappy, upsells, cross-sells, referrals, all the different processes on the back end are super, super, super key. If you do all of what I talked about before and you don't get scrappy, you don't get resourceful, you're going to be leaving money on the table. And especially if you're in an offer where it's like $50,000 has not been done before, you want to do everything in your power possible to actually make that type of money and not only prove to yourself, but prove to the offer owner that you can actually hit it. So something that I would recommend every single person before you actually go and it's like, okay, you watch this video and you're like, dude, Christian, you're right. I need to quit being a bitch. I need to make so much more money. All right, Christian, you're right. If you're shooting for a record-breaking month, ask the sales manager or the offer owner, hey, if I hit this and it seems out of view, it doesn't seem like you can actually hit it, but you know if you put your head down and all the stuff we're talking about, you actually apply it, You can hit it. See if you can get a higher commission structure. See if you can actually get a bonus. For example, like, hey, if I hit $500,000 in cash collection, okay, can I get a bonus? Or can I get 12%? Can I get 14% retroactive? Right? So you get 14% on the whole thing or 12% on the whole thing. Okay, with all of them, again, they weren't flat like, oh, I just got 10%. Like they all had something 12 to 14%. Again, you got to Push for it. They're not just going to give it to you. It's like, oh, Christian, you collected a lot of cash. I'm already paying you 45. I'm already paying you 50. I should pay you more. Very few offer owners are going to do that. Very few sales managers are going to do that. You have to push for it. You have to be scrappy. You have to be relentless. Okay? And then you also got to swing your rate around. If you're the top closer, right? Let that be known. Like, hey, dude, I want to stay happy in this offer. But in order to stay happy in this offer, I need to make the type of money I need to be making. I want to make that money here. Here's my plan on how to do it. If we can do A, B, and C, that'll allow me to hit it. Okay. And again, set a target that for them, they're like, dude, if he hits that, whatever, I'll pay him whatever he wants. It hasn't been done before, but, you know, I can hit it. And that would be the difference between you making an additional $10,000 to $15,000 in that month, collecting the same amount of cash just because you're able to negotiate and be scrappy and resourceful on the actual front end. Okay, so that's the actual difference there. Those 5 different things, if you are able to dial in those 5 different things, you can actually hit $50,000 per month in commissions. And if you want to work one-on-one with me where we actually meet every week or every other week and we go through how we're going to do this for you personally, check out the link in the description. If not, leave a comment on your biggest takeaway and I'll see you guys in the next video.