3 Hours of Sales Training You Needed to Know Yesterday

Over the past month, I have spent over 20 hours coaching sales reps on how to 2, 3 and even 5x the commissions that they're making. And here are the best calls. In the first call I'll be sharing a Q A that I did in my school group where I answer people's questions on the type of questions they should ask, the tone objections, just how to get better at sales. And the second call is going to be more intimate. It's going to be a one on one session where I go over a specific client's tone and how to overcome the objections he was running into and destroy his own limiting beliefs to increase his sales. And if you stay tuned till the end, in the last call number three, I share a call from my high level mastermind where I'm able to actually review people's calls and give them direct feedback and go a lot deeper, share some sales ninja tricks to make sure they can increase their sales. Let's dive in. Let me go ahead and pull you up, man. How can I help?

Hey man, appreciate you, appreciate you doing this.

Yeah, of course man.

Booking me and everything. Yeah, I guess I want to. So I sell life insurance, final expense. I guess I just want to go over just best way to pre handle a prospect basically. So never, never had coverage before. You know they're, they're, they're six, they're 60 years old looking into coverage for the first time and, and, and I guess it's a two part scenario, first time habit coverage and I'm the first company that they've called so I guess I'm wanting to, you know, pre handle the, the shopping around. You know, you're the first person I called so I just want to get my numbers and, and, and yeah, so I've been.

So are you cap, are you captive or.

Me? No, no, no, I'm a, no, I'm a broker.

Okay. I'm a broker.

But typically the leads that I get there so I can offer them other options, you know, if I need to. Typically leads are calling in from a, for, for a specific carrier though.

Okay.

So they're calling in for something specific at least. Typically, typically that's going to start at the, the very top of the conversation. It's like y job is, is just to you know, understand a little bit more about, you know, your health information. And then you know, I kind of shop around for the best rates for you.

Right.

Because I work, we work with over, you know, however many you can just put that in there. Does that make sense? So like it's from the very beginning that your job here, it's not to sell them, it's to shop around for them to get them the best price.

Got it now but if they, if they are, because. So I'm not, I'm not captive in reality. However, the leads that are calling in, they're calling for, for a specific carrier like your TV commercial, they're live inbounds. So they're calling for senior life. You know, but at the end of the day I can pivot if I need to. So yeah.

So I would like. If it's coming up a lot, then I would just have that at the very beginning. So we just, we call it out like, hey, my job is to shop around for you.

Got it, got it.

Okay. So.

So like pretty much kind of like in the.

Yeah.

Just right at the top after I get the overarching outcome and you know, what's, I guess what's going on your life now that's got you looking into something like this? Yeah, I'm just looking for.

Great. Okay.

Yeah. I mean pretty simple and easy. My job is shop around for you, see which, you know, what are the best plans available.

Yeah, absolutely. Because like if you, if you go down into like I have a mortgage protection like age lead script.

Yeah.

Like in there, if you go, you go back and look and it's like, okay. And this call is pretty basic. It's more for us just to get some basic information. And then from there my job is to shop around all the different options that would be most affordable for you. And then if you have a two call close, you just go ahead and you would schedule like have it to where you schedule a second call. But if it's a one call close and you say calls.

Okay.

Then it's like. And then once we get all the information, I can go over all the different options for you. Do you think that would help?

Okay.

It's like the cost of everything varies on a few things. Number one, your age. Number two, your health. Number three, the program and the amount of program as well. Okay, so perfect. And then, then you go with the rest of the conversation. Then you just dive more into the, the logistical side of stuff you're going to need.

Got it, got it. And then I guess my last thing, I mean I've got a bunch of questions, but I don't want to take everyone's time for next. But I guess this just one major point here for me is basically just pre handling that. So they've never had coverage before. This is their first time looking into it. So I pre. Handle the, you know, just pushing it off for later, you know.

Yeah.

Objection. So I think I came across one where just to kind of bring up, well, I mean, have you. And I guess I'm wanting to get feedback from this if I'm kind of thinking the right way.

Yeah, yeah.

So, I mean, have you. Have you heard of, you know, maybe like family, friends or somebody just passing away.

Yeah.

Unexpectedly? I mean, they'd probably say, yeah, I mean, yeah, you know, we've all. All experienced that before. So, I mean, what do you think happened when they're trying to get coverage but it's too late? Who has to pay for the funeral then?

Yeah.

Their family. Okay. So, I mean, would you want your family to have to pay for it if you don't get the coverage? And it kind of go going down that.

Right.

That.

That road. That makes sense.

Yeah.

And it definitely does make sense. So if somebody hasn't gotten anything before, like, one of the questions you'd always want to ask, well, what. Like, what's coming up for you that makes you, I guess, like, makes you want to look into this now or why so important to look into this now? So it's like we get more of a time frame then. And then we're asking, okay, what. What's prevented you in the past? My mind is, I want to get a belief.

Right. Yeah.

And then address that belief. So it's like before we started talking data, like, have you been out there talking to other companies to get something in place or what have you done on that front? What's actually prevented you?

Yeah, I don't know. And then.

And thinking about. I really thought about it, you know.

Yeah.

Well, I mean, if you, if you really thought about it, because you said like this. This has been going on for a little bit. It's been in the back of your mind. So what. What do you feel like it's actually preventing you from getting anything in place just to make sure your family's protected?

I mean, you know, I mean, just. Just working. I mean, I've never been really unhealthy. You know, I've always, you know, had my vitamins, definitely never been sick. Just, you know, just wasn't really a priority. But I'm getting older now, so.

Yeah.

You know, I just figure it might be time to maybe get something.

Yeah.

Because can I. Can I share perspective?

Yeah, sure.

Can.

Can you see how not making it a priority has just led you to not having any coverage in place right now for your family? Like, are. Are you okay with me saying that?

No, I get that.

Yeah.

So I guess, like, how are you going to overcome that way of thinking? So if, God forbid, we. We do pass earlier than. Than what we might think, like the fan, your family's actually protected.

Well, yeah, that's. That's why I'm talking to you now. Trying to see.

Yeah. And it's like, in. Talking to me is definitely the first step, but, like, what do you feel like you really need to shift to just make sure, like, you know, they're protected?

Well, I've got to. Got to get something in place.

I mean, you don't have to. Right. Because I do have to ask if we keep on making it not a priority, because some people do that their entire lives. Like, ultimately, who's gonna have to foot the bill if you. When you do pass away?

Probably my wife, my kids.

Do you want to allow that to happen?

No, that's okay.

So. So time to make a change in possibly. Yeah, something like that.

Fire. Got it.

Now, depending on how much, like, pushback they give you, you can go a little bit harder in the paint.

Sure.

But if they're. If they're coming along with you, you probably don't need to do much more than that.

Sure.

And just bringing up that, hey, this not being a priority is the reason why we don't have something in place.

Got it, Got it.

Okay. Appreciate that.

Does that help?

Yes, sir. Okay. Perfect. Alrighty.

And then. Yeah, let me. Go ahead.

Let me pull you up here.

Howdy.

Do you.

What's going on?

Little fact. So tonight I'm actually going to take my first strategy call in, like, six months after being in Set or Purgatory, because everyone on my team who is a closer, they're full out.

So.

Yeah, that's some leeway there. Smack back some deals, bro.

Hell, yeah.

Do you talk. Did you talk to your company like, hey, can I start closing on the weekends? Or something like that? Or there's less availability?

No, he says, like, okay, as long as the closers are fully booked out for the next three days, you can start taking your own deals.

Dope.

Shit, let's get after it.

So gotta get my job done first and then expand out there, which, by the way, it's been increasing gradually. 1, 2, 3. From the last three days. I've only been on this offer for.

Three days, but so far, what I.

Wanted to take a look at today was just the tonality in the intro. I think I've started to get closer to the right tonality. But I want to know your thoughts too.

Yeah.

So you want to take a look at a call or you want to role play?

Yeah, just a call here. Just pulling it up here.

Okay, cool. All righty.

I'm just pulling her up.

No worries, man. Okay.

So I did end up setting her.

And just for everyone, what's the context of this call?

This is a real estate marketing agency.

Okay. Yeah.

So they opted in for something that we went and had and we called them, basically.

So this was a. This was a no show from, like.

Okay.

A couple months back.

Okay, cool. Yeah.

Darren's glitching out here, so. Hey, let me know if you can hear it, though.

Yeah, got it there, hopefully. Hey, Irene. Yes. Yeah, it's just Eric from Mescala. How's it going? Good. From where?

Just from Moscola. You might not remember.

It was about.

About a month or two ago, but you put in some information, requesting information about, like, possibly getting some help with more listings. You can go the business. Did you ever end up finding something? I did. Right now, I'm.

Feedback.

I would try to make it a more familiar tone. Okay, so it's like, what's her name?

Irene.

Hey, Irene. Hey, Irene. This is just Christian. Christian Pole. I'm over here at. Okay, so you see how just saying it that way just infers that she knows who I am.

Oh, okay.

So, like, that's. That's the hook I want to set in her mind.

Okay.

Can we role play that?

Yeah, go for it, man. Okay. Yeah.

Christian.

Yeah, who's this?

Yeah, it's Yemin Yimin Dong. Just out here from Escola.

Yeah.

What's this all about?

Yeah, you might not remember. It was about a month or two ago, but you requested some information about possibly getting some help with more listings than you can grow your business. Did you ever end up finding something?

Yeah, I mean, I was looking around, but I didn't really get anything in place.

So how was that tonality? Was it more familiar or.

Yeah, that was better.

Okay, okay, okay.

Familiar tonality.

Gotcha.

Yeah, so, like, we just want, like, it's just to pique that curiosity in their mind.

Like.

Like, oh, if you're enjoying this and you feel like you need more help with your sales, go ahead and check out the description. I have two links. One where you can talk more one on one with me to see if working with me hands on would make more sense. Or you can check out my school group where you can learn how to get to your first 5 to 10k per month as a closer Do I know this person?

Yeah.

Like, do you. Do you have, like, an upward inflection, like, a lot or.

Like.

I guess I'm trying to figure out the inflections.

It's like the upward inflection just at the beginning, and then you just go into a normal conversation. If you talk like that the entire time, they probably think, you know, they're like you're having a stroke or something.

Right.

Because, like, nobody talks like that. But it's just at the beginning, it's just more of a familiar tone. Just think about it when you're, like. You're, like, trying to remind somebody that you had, like, kind of spoken to them.

Yeah. Okay. Remind.

How would you sound?

Yeah, it's Yemen. Yimin Dong from Muscula.

Yeah.

Is that kind of like.

Yeah, I mean, I was slowed down, so, like, that way they can just. Just hear you. Because especially when you're. You're on the phone, they just picked it up. It's like, we want to. We don't want to be super fast when we're talking just because they're going to be like, what? And you just have to repeat yourself.

Yeah, I had some feedback of people telling me that, too.

Like, they're like, huh?

So slow down. Use a familiar tone. And then people tend to be a lot more open. Appreciate it.

Can I hear it one more? One last time before we move on?

Yeah. Okay.

Hey, Yemen.

Hey. Hi.

Hey, Yemen. This is. This is Christian. Christian Polk. I'm over here with XYZ Company.

Okay. So it's more like a. Yeah. Christian Polk. Like, do you remember me? Like, just kind of like.

Yeah, like, basically, like, it's a familiar. Do you remember me? And they're going to be searching in their mind, like, okay, do I know this person?

Right.

Okay, so I've been trying to use playful this whole time, but, like, really, the underlying just like. Yeah, it's given. You remember me like that?

Yeah. Okay.

I appreciate it. Like, you could. You could be playful, like, early, like, later on in the conversation, but at the very beginning, like, they don't know what's going on.

Right.

You know what I mean? So just understand, like, if somebody just calls you out of the blue, like, you opt. Like, just. Just pick. Put yourself in that position. You opted into something three months ago, Right?

Okay.

How much do you remember about something you opted into three months ago, bro?

Barely.

Like, it's just like. It's an inkling in the back of your mind, like, oh, did I do that?

Yeah.

Right. So if you're just like playful or you can be a bit confusing or if you're talking really fast, then you're just gonna lose people. Right.

Okay.

Okay, makes sense.

So the tone, right, so it's in tone of like, like, yeah, remember me?

Yeah. Right.

And then they're going to be like searching in the back of their mind and really all that's there to do is just to keep them on the conversation long enough to ask them have they found what they're looking for? If they're still looking.

Okay, that makes more sense.

Okay. Right.

So it's like we don't want to do too much. That first little like first five, 10 seconds is create curiosity to keep them on the phone. Just make it to where they don't hang up on me. That's all I need.

Okay, and what about the initial like, hey, Christian, like that part.

Yeah.

Like is there, like, is that, like, is there any nuance behind it or.

Just like, hey, it's the same. It's just like that familiar tone.

Okay.

Okay, Makes sense.

Yeah. I appreciate it. Right.

No need to overthink it.

All right. All right, cool.

All right, Joe, let me go ahead. Let me bring you up here.

Howdy.

Howdy, dude.

Hello. Hello.

So the biggest objections I kind of get at the end is, well, people who I talk to one, they don't know it's a coaching call. So it's a supplement. And most of them people haven't done anything to solve it besides maybe a cookie cutter thing. Like it's very little, less than like 1%. Maybe try to nutrition or coach. And most they haven't done anything in like three or four years.

Yeah.

So a lot of objections I get at the end, like when I, when I track, when I have it tracked, it's been like 90, like out of a 100 would be like 95 would be money objections. But I sometimes money fear or you know, logistics. But I think it's. They've never invested in themselves this way. Trying to prevent that in this top of solution awareness. I'm guessing that's where I would probably prevent it. The ease.

Yeah. Yeah.

And so I was wondering if I could practice that section, see how it sounds and stuff like that.

Yeah, 100%, man.

Okay. Okay.

Is it with you then?

Yeah, we could just role play.

Okay. Okay.

So you've been winging on your own for a while and whatever kind of thing.

Okay, let's say I'm 30 pounds overweight, haven't done jack for four years, took a supplement because. Or bought the supplement because it Looked like it could help.

Yeah.

But I've done nothing outside of that.

Okay.

All right, Sounds very typical.

Yeah. Yeah.

And so the first question I said, so, like, so besides just winging on your own for the last like four years, like, what else have you tried to actually like, like lose this weight so you can actually have more energy with your, with your kids?

I mean, I've, I've done just a couple of like cookie cutter meal plans, but I haven't really done much else besides that.

Okay, well, other cookie cutter meal plans, like, what's been the most successful out of those?

I mean, I don't know if I've really had much success. Like I lose like a couple pounds and I just gain it right back.

Okay.

And I guess like, I mean, was it like a Weight Watchers? Was it new? Like what kind of programs were you actually trying?

Yeah, I mean, I tried, tried Weight Watchers. I did that for a couple months, but got bored of just the, the meals. And I've done a couple of those like, type of programs.

Okay. And I guess what do you feel like? Because we help a lot of people who've had success with those programs in the past, like what do you feel like maybe prevented you from actually like losing weight and keeping it off?

It's just that, like, that. I don't know, I don't feel like it was really made for, for me it was just like a set plan and it just didn't really, you know, I, I got bored, so I.

Bored and like.

Yeah, it's just the same type, type of bland food, like over and over again.

Oh, okay. So that wasn't something you felt like it would be successful long term for you then? Just.

Yeah, yeah, yeah.

Right. So besides the cookie cutter programs, like, what else have you tried to actually like, as far as like outside help or like support to actually like lose this weight so you can actually reach your goals?

Oh, I haven't.

Nothing. Nothing at all?

No.

Oh, I guess what's, I guess what's held you back from actually like, you know, raising our hand in the last two years from, you know, reaching out and getting some help?

I mean, I've just been trying to figure it out and just do it on my own.

Okay.

How's that working so far?

I mean, it hasn't been working.

Can I. Besides just trying to figure your own, has anything else prevented you from actually trying to get some support?

I don't know. Like, I just, I know, you know, a lot of hands on help or things like that just cost A good amount of money.

Can I make a suggestion?

Yeah.

Can you see how you've just been trying to figure it out own and seeing how maybe things can cost a lot of money has caused you to be where you're at right now? Like, are you okay with me saying that?

Yeah, I'm okay with it. Okay.

So is that way of thinking, right, things cost too much or you're just going to keep figuring your own? Like, is that worth keeping? Like that worth way of thinking keep worth keeping moving forward?

I mean, I. Probably. Probably not.

Why is that?

Well, it's just. I've been just going in the. In the same. Same loop, like over and over again last couple years.

Got it. And the, the reason I asked that, because it's one. It's about losing weight, right? The 30 pounds you want to lose, but it's also about being that version you want to be the better person.

Right.

We walk that walk. We talk to talk of that version. You. You kind of hold yourself at a different standard. Would you agree?

Yeah.

But right now we're at the 200 pound version of yourself. Is that right?

Yeah.

So I have to ask, like, are you okay staying that version of yourself now, this person? Because if you are, I'm the first person to tell you to say where you're at.

No, no, I'm definitely not.

Okay. Why not though?

Well, it's just like I've been stuck at this and, you know, I. I just, I'm not as active. I can't do all the things that I. I really need to do.

And I can appreciate that you feel like you've been stuck in and he hasn't been active like we talked about with your kids. But I have to ask the tough question. What happens if you stay this version of yourself, this person, for the rest of your life?

Like, how would that feel?

I feel terrible.

Terrible. How so?

Just I'd be. I'm just overweight and, you know, in pain and not being able to do the things I need to do.

Right.

I've just spoken to your wife on Facebook, Ali. I'm a financial consultant.

Like, all right, sorry. So then like moving forward then rather making decisions, you know, based off where you're at now, like doing it on your own, thinking just things that don't want to spend the money on things. Are you willing to make decisions based off where you want to go, like step in those shoes, like, you know, like the shoe that you need to be, like, bet on yourself enough, you know, back yourself enough to actually become a Different person so you can get those better results for yourself.

Yeah. You sure?

Yeah, I'm sure, man.

Because you don't have to be.

Because it's.

It's going to be hard. It's going to be scary. Like, a lot of people will run away from this because it's easier to run away. Why are you willing to actually back yourself?

Well, I know I need to make a change, so.

Time to make a change, possibly.

Yeah. Yeah.

Then I would just go into, like, my. How did that sound or feel?

Or like, definitely, we need to make sure we're comfortable in those.

Yeah.

Because I feel like now there. There may be some places we definitely could have tightened up, like, what we're actually saying, but I felt what lacked was the conviction in your voice.

Okay.

So if you need to, first and foremost, like, role play it, get comfortable with it. Because this is, like, probably, like. How many times have you actually ran through something like that?

This one, I mean, I ran by myself and on calls, like, probably like 10 times. 10, 15 times. I mean, my head. But, like, Yeah, I get stumped.

10X. Get. Get it. Get a roleplay partner. 10x that volume, like, in the next week, like, get really comfortable with just challenging people. Something else that you could do to really help with your tone, especially in this section. Because they can't see you, can they?

No. Stand up. Okay. Right.

Like, me, personally, I can't stand up when I sell because I'm aggressive as. Like, I'm way too aggressive if I stand up and I sell. But if you feel like, okay, like, right now I just need a little bit more, then, like, stand up so you convey that confidence.

Okay.

Because if they. If people sense like you're a little bit shaky.

Yeah.

Then they're not going to buy into your frame. Because just understand right now, when you're shaping someone's belief or you're trying to reshape their belief, there's a little bit of a frame battle going on.

Okay.

Whose frame is stronger?

Right.

The reason I'm able to shift people's beliefs because nobody has a stronger frame than I do.

Okay.

Period.

Okay.

So I would make sure you go through that a couple more times. Tonality's gonna be really, really big on that too.

Okay.

So just. Just making sure we're dialing in the tonality.

Okay.

So when you say tonality, it'd be more. More assertive, essentially.

Well, more assertive in some areas, but then also in other areas, it just comes down to, like, a bit concerned.

Okay.

Because, like, when you bridge into the identity frame.

Right.

Which I really like. It's one of the strongest ways to get your hooks in people, like what you want to do and especially for, for what you sell. It's like, hey man, we can give you the perfect dive plan in the world and give you all the best personal trainers, but if you don't have the actual mentality behind it to get the work done, like what's, what type of results are you going to get? Yeah, you want to run through?

Yeah, yeah, let's run it.

Oh yeah, yeah.

Like what type of result you going to get?

I mean, probably not great.

So. Yeah, because it, because I'll tell you right now, like, yes, understanding the skills and what you need to do, that's a big part of it. But a bigger part is being a better person. Because if you're that person who's 170 pounds and they can play and run around with their kids, like I'm telling you right now, you walk a different way. You have like a different confidence to you. You know what I mean?

Yeah, yeah, I do.

But like right now you're that 200 pound guy, like, is that right? Yeah, that's right. So I do have to ask, are you okay staying that guy? Because if you are, I'm the first one to tell you, just keep doing what you're doing.

No, I'm not.

Okay. Why not?

Because I don't want to be this version of myself anymore. Sick and tired of being it.

Yeah, I can appreciate that. But the tough question we have to ask ourselves because we've been this person for the past two, three years, we stay this person for the rest of our lives. How's that going to feel.

Terrible?

How so?

I would just be probably more miserable, like with my life and I won't have as much moments with my kids.

So it wouldn't be.

So do, do you want to allow that to happen?

No, I don't want to allow that to happen.

Okay, so time to actually start doing something about this.

Yeah, for sure.

Do you see how there's a shift?

Yeah.

When we're talking about real shit, there's a shift in my tone. I'm a little bit softer, but I'm also a little bit worried for them. You get what I'm saying? Like, that's what really pulls out that emotion, that, that pause there. Like, just be real with me. Like, how would that feel?

Okay, that's kind of where the real shift almost because you're like a little bit more assertive and you say, why not? And then that's when, like, the real. Like, that's kind of where that.

Yeah, like, the.

The.

The way you should think about it in your mind is that question is, bro, you got to level with me right now. Like, dude, if nothing changes, man, like what? Like, bro, what's going to happen? Like, you're concerned for them.

Okay.

That makes sense.

And it just. It comes with practice. I ask that question the same time every single time.

Yeah.

Or the same tone. Sometimes I switch up the words a bit to match them.

Right.

And I kind of noticed that you kind of matched, like, the beginning part. And that's what I need to do is match the words to what they told me. Kind of like, you know.

Yeah.

So that's why I, like, really big, have a deep understanding of the structure. But the structure flows. It flows with them. And it's like, I want to make it as specific to them as I can. I want to use their words, and I want to use their pitfalls, their goals, whatever it is. So I'm speaking to this person.

Got it. That makes sense. Okay.

Yeah, no, it makes sense. Two quick question. Like, in the beginning, when I go, like. Like, are you okay with that being that? And then, is that way of thinking worth keeping, moving forward?

Does that.

That seem like. Because I know you have the question in there, like, what do you need to change? But when I've asked people like, that question in the past, they're like, I don't know. So I took it out because I kept getting a lot of people, like, I don't know what I need to do.

Well, it's like, how are you actually going to overcome that way of thinking? So we're not stuck.

Okay.

So typically I'm not going to ask, like, what do you need to change? It's like, can you see how problem. Or have you seen. Have you seen how belief has caused problem?

Yeah.

Are you okay with me saying that?

Yes.

What do we actually need to do to overcome that way of thinking? So we get out of complacency, like, whatever form of complacency they have. It's like, well, like, is that something you actually want to do or.

Right.

So it just. It depends on, like, the conversation. Like, what happens. Like, if you don't, you don't have to. Or you can go the other route of where do you feel like that belief actually comes from?

Yeah, because I've seen your mirror boards. It's just when I have asked, like, how are we going to come over that? Like, that second question, I've got a lot of like, I don't know or.

I'm not sure if you really think about it, man. And be real with me because some of that's going to come from again, if. If we're going into it a little bit shaky.

Yeah.

They're not fully buying into our frame. But if they do say like, oh, I don't know. Well, have you really thought about it? Well, no, I know I need them, like, so you just. You're on top of them.

Okay.

Got it. Makes sense.

It does. Cool.

Especially. Especially with fitness people.

Right.

Fitness people who just bought a supplement thinking it's going to save or solve all their problems.

Right, right.

And that's.

Yeah.

And that's kind of why I added that thing at the end with like, are you willing to actually back yourself? Because that's what I'm trying to get to and be like, okay, you wouldn't actually bet on yourself. The reason I put that in there to like get them to say yes, I'm willing to actually. I'm hoping that fights through that fear, but I don't know if it will or that's what I'm trying to figure out.

So.

Yeah, well, it, it depends on the conversation up into the point. Like the, the. The real big thing is oftentimes what I see is it's going to be hard to shift someone's beliefs if we don't have really good, tangible pain and them admitting that they are the problem.

Okay.

So if I can't get them to admit that they are the problem, then I'm reshaping their beliefs to solve what? They're not the problem. They're like, it's not their fault. You get what I'm saying? So some of that's going to be a little bit upstream, but it affects the downstream stuff.

That makes sense.

Okay. Okay. Well, hopefully that helps.

It does.

All right, Perfect man.

All right. Andrew, you there.

Or no?

All right, we'll come back to Andrew. Blake, you there? Everybody's got the cameras off. What's going on?

I'm good.

Okay, Andrew's here. I'll get you next, Blake.

Sorry about that.

Yeah, no worries.

So I've been have.

As you know, I sell mattresses.

I've been have.

I've been doing a lot of follow up with people, letting them know, you know, the sales ending. And I've had a lot of. I've had like probably 40% of the ones I couldn't close text me. Oh, well, I went to Macy's and they were having a 50% off sale. And, well, what Macy's does is they take the same mattress and they say it's. Say it's like an eye comfort. Like, we sell it for 1200, they'll sell it for 2400, and then they'll say, oh, it's 50% off today. And it's the exact same bed. And it's like. So the customer was like. When I was clarifying after, it's like, oh, well, what do you find there? Oh, I got a better mattress from Serta that was half off. And I'm like, oh, well, what was the model? And they're like, they. Can you send me the receipt? Like, just curious, because usually, like, Serta doesn't really do discounts, and Serta, it was the exact same model. I showed them for 1200. They paid the exact same price, but they thought the. Because the store down the street told them it's $2400 mattress for $1200, they thought they got, like, a better deal. I'm wondering what's a better way of, like, is there a way of pre framing? Like, not all stores act ethical without, like, throwing shade at my competitors.

That's going to be a really. Because it's going to be.

I actually have a customer walking in. Can I skip?

Yeah, we'll get to that question later.

Okay.

On the job. Okay, Blake, let me. Go ahead. Let me pull you up here.

Howdy. Howdy, dude.

Howdy.

Howdy.

Background. Why is it all blurred out? What's going on?

Oh, okay. You want to see the.

The.

The yard? I mean, I'm just in my backyard here.

I'm a boomer.

I don't know how to do it.

But if you got cool backgrounds, show it off when you're taking calls.

Honestly, man, I really don't know how to take it off.

Yeah, no worries, bro. It's all good. How can I help?

So I just accepted a. An offer for, like, high ticket fitness sales, and I'm revamping. I'm making my scripts, like, for the actual product that I'm selling. Now I haven't started taking calls yet. I got to get, like, certified, quote, unquote. But I wanted your opinion on, like, the opening, like, the connecting and situation and, like, transition to, like, problem awareness.

Okay.

You wanted to share your screen.

Well, could we role play it?

Yeah, let's go.

Okay, cool.

So typically. Typically, what is going to be, like, the setup. They. They're booking in, they saw an ad. Like, normally. What's the.

What's the setup?

Yeah, good question. So they booked in, and it was for, like, the marketing that they saw was for, like, a free. They take a free metabolic quiz, and they're booking in with me to go over their results, if that makes sense.

Okay, so they got mailbox quiz booking in for your results.

Yeah.

So gotta go over that. And then how do I upsell them to a program?

Cool.

Let's go through it.

So this is what I have so far.

Okay.

Christian, looks like you booked on my calendar about possibly, like, getting help with your metabolism so you can lose weight. Is that right?

Yeah. Yeah.

Okay. And just so I have, like, more context, when you saw the video of Vince talking about, like, you know, your metabolism and whatnot, like, what was it that I guess, like, drew your attention to. To book this call?

Just, you know, my. I haven't been able to. To lose weight, and it seemed like he. He really knew what he was talking about.

Okay.

Okay.

And I. I do have your results here.

And your.

Your score is quite low. Does that come as a. As a surprise to you?

No. No. I mean, yeah, it makes sense.

Okay. And.

And in terms of, like, help with what you're looking to accomplish with, like, actually losing weight in your fitness journey, I guess, do you know what it is that you might be, like, looking for specifically?

Well, really just a way or a plan or. Or, you know, just find out a way how it can boost my Metaz metabolism so I can start actually losing this weight.

Okay. And what do you. I mean, I should probably start off by asking, like, what are you doing now to actually, like, sort of lose that weight?

So right now just, you know, trying to just portion control the food I'm eating, and then I've just been going on daily walks.

Okay.

How long have you been doing, like, the portion control and, like, daily walks? Like, how long you've been doing that for?

Six months.

Six months.

Okay.

What sort of.

I mean, what's. What's got you doing it, like, that way?

It's just, you know, I didn't really know where to start, but I felt like, you know, going on walks and just trying to eat less was a good starting point.

Okay.

And when you think of, like, your ideal lifestyle, like, what would be your. Your target weight, so to say, I.

Would mean, like, 1 60.

Okay.

And what are you. What are you at? I'll ask the forbidden question, like, what are you at right now?

Uh, just over 1:10.

Okay. Okay.

So carrying around, like, an extra, like, 50 pounds, is that right? I'm not mathematician, but okay. So I gotta ask you man, like having that extra £50 on you, like how is that, like is that impacting your, your day to day?

Um, yeah, definitely. Definitely. It's probably a little too soon for that.

Okay, can I, can I ask at that point, can I ask like, okay, like that extra 50 pounds, like how is that showing up in your, in your daily life? Can I ask that question?

Yeah, like that, that should be fine. Like typically what I'm going to want to understand what's like, oh, like I need like this, like what are they looking for? Well, what's coming up for you right now that even have you looking for that?

Okay.

But at the very top of connection, so I get a little bit more tangible problem or goal at the very top. Okay. Because you have to understand there's expect in fitness there's going to be two pain points. Them not knowing how to lose the weight and them having the weight. So depending on which way you want to go. But I would want you can you want to tackle both of them, but depending on which way you want to.

Go.

Whichever one first, right. Whether it be the weight or whether it be them not knowing the skills.

Right.

If you're going to like them not knowing the skills, like, okay, well what do you feel like is, is missing maybe something you're doing or not doing that's just causing you not to lose any weight? Well, what do you mean? How long has that been going on?

Right?

What, what do you feel like's causing that stagnation though? Like is that having an impact on your, on your day to day really trying to lose all this weight but just plateauing? I mean, I don't want to assume because you know, I'm, I'm, I'm in my body, I'm not in yours. But being overweight and not knowing how to lose it, like how does that actually like feel? Right, so you can get those or if you just want to go what's causing like the, the question I would probably ask is like what's coming up for you right now that would even have you wanting to lose an extra 50 pounds.

Okay.

And where. Okay, and you'd ask that like that that's the top.

Like that's a problem. Like if you want to get like you got the £50 and then like that's probably a really easy way for them to start telling you their pain.

Okay.

Because what can happen is especially if we try to go a little bit too deep too early, people are going to be a bit guarded.

Right.

People who are More open, they'll just straight up and tell you. But if some people are going to be like, they either have like an ego or they just don't want to admit that they have a problem, asking them why they would even want to lose that way. Like, it'll be an easier way to get a problem. And then from there it's. Then it's your job to one, clarify how long has it been going on, what's causing it? What impact does that have on their day to day and how does it make them feel or what personal impact is it having?

So, Christian, can we, can we like kind of like switch roles real quick?

I don't know.

Would be okay if we can switch roles?

Yeah. Okay, cool.

Just like, hey, man. Booked in about possibly getting some help with your metabolism so you can, you can lose weight, right? Yeah, sounds cool, man. Made it to the right spot. Just so we're on the same page, like, what attracted you to just what we're doing over here and made you want to go and book in the call today?

Well, you know, I saw the ad with Vince and he said it was complete, you know, it was free. And I just thought I might as well try and like figure out like what's going on with my metabolism that's caused me to, you know, not actually be able to, to, to lose weight.

Well, man, as far. And besides, you know, just understanding more of the basic information, do you know what type of help you're actually looking for that way you can lose weight?

Not really. I've tried some things in the past, but yeah, I just kind of wanted to see like what you guys would be offering.

Yeah, well, what, what we do is it's fairly custom, so it's just going to come down to what you feel like you actually, you know, might need. So what's even coming up for you right now that even have you, you know, looking for, for possible help to lose weight?

I'd like to lose about like, you know, 10 to 15 pounds.

Okay. Was it, is it like 10 or is it more 15? Be with me. I'm on your team here.

Yeah, yeah, I guess.

Fifteen.

Okay.

And, and currently, right now, what do you. What are you doing to actually try to lose that £15?

Well, I only, you know, I go to the gym three days a week, but I'm not, I know I need to go like, you know, maybe four or five to actually lose the weight. I'm not like counting macros or anything like that, but I try to just like starve myself, you know. In the mornings and only eat, like, one big meal.

Oh, yeah, that could. It could be an issue. How long have you been doing it that way?

Oh, good qu. Pro.

Probably, like. Probably two years now.

Okay, well, what caused you to just, you know, I guess, like, starve yourself? Just eat one meal a day, less.

Calories in, you know, it's gonna show up less, you know, on the scale.

Yeah, potentially, man. Cause what. What do you feel like? I don't know, maybe something you're. You're doing or. Or not doing. And in your approach right now, that's just causing you to not being able to lose this £15?

Good question. I have some cheat meals. You know, I think I eat out a lot. Like, I'm working 14 hours a day. I'm always on my feet. Kind of like fast food before I go home to the wife.

Okay.

I mean, and we help quite a few people, you know? You know, they're busy. They have a cheat meal now and then, and they're still able to really get down to the weight that they're. They're looking to get to. So what do you feel like you might be. I don't know, maybe. Maybe missing that that's causing you to hold on to it.

Maybe some accountability won't.

Won't hurt. Oh, how do you mean?

Just someone to, like, really give me, like, the blueprint of, like, hey, this is.

Okay.

What you need to do and, like, what you eat and when and, like, specific exercises. I've never really been in the gym that much, so.

Do you feel like you just don't have that structure or that accountability right now?

Yeah, I'd say that's fair to say.

Okay, well, how long has that been the case?

My whole life, man. My whole life.

I've never. Oh, wow.

Well, what. What do you feel like? I don't know, maybe, like, what. What impact do you feel like that's actually having on your. On your weight loss journey, Just not having the structure, accountability?

Well, I. I hurt my knee a few years ago.

Okay.

So it's pretty hard to actually get in the gym and stuff like that. But I would say, like, having extra weight, I got high blood pressure, my metabolism is. Is slower, and, you know, I'm not getting any younger, so it's just getting harder and harder to actually, like, lose the weight.

Yeah, no, I get it, man, because I. I don't want to assume on my end. It's like, I'm in my shoes, I'm not in yours. But carrying around this extra weight and just not Knowing how to lose it, like, how does that actually feel?

Oh man, I got out. It feels pretty bad, man. Like I have a six year old daughter and she pokes my belly at the beach like in front of me. Feels kind of weird, you know?

Yeah.

I mean, if you really, really picture like in that moment when she pokes your belly, like what comes up for you?

Almost like, like a mix of like maybe like embarrassment and shamefulness. Honestly.

Yeah.

Because when we were talking about like getting rid of the belly and getting into like the best shape, do you feel like £15 is, is really like that goal that we're trying to achieve or is that just the number you want to say out loud?

I mean, if I could kind of like snap my fingers, it would be a little bit more, but 15 is.

Well, what would be the actual goal then?

More like 25 to 30.

Okay.

It's like 25 to 30, right. Then from there, depending if you want to dive more into having the extra 30 pounds, like besides, you know, jotter poking around, like, what else are you running into? You can dive more into like the being overweight. I feel like for me it's easier to just transition right into like attacking what they're doing now and, and then attacking like what them, like them being overweight, like what it's actually doing to them. And then from there I'm just gonna wanna widen the gap as much as possible. So I didn't want to, in my mind, I didn't wanna challenge to 15 pounds, like too much at the beginning.

Right.

Because I don't have as much like trust or credibility yet. But further on in the call, especially like if they're talking about like, oh, they have like a visible belly, like, bro, you need to lose a lot more than £15.

Right.

So like now I have leverage to where if they did push back, I have leverage to push that up.

Right.

Before, if I just say like, because again, can you see them? That might be a really shitty thing to do. Like, bro, definitely need to lose more. 15, right. Don't do that. But like, not if you have like that leverage that they have a belly or something like that. You can, you can push that up. And now they need to lose twice as much as what they told you at the beginning. Just because again, if you're talking to like a guy who's a little bit more shielded or guarded, they're not going to want to just come out and tell you all of their problems.

Yeah.

Just right off the get go.

I've listened to some of the call recordings from. From reps currently and usually are with, like. I mean, they do a lot of, like, kind of like, they don't really dive deep and, like, build the gap that well. But a lot of the prospects tell them, you know, it's like, five pounds that they want to lose.

Yeah.

If it's something where it's so, so low, like that, like, 15 pounds, you can at least work with. If they tell you, like, five pounds, I would address that right away.

How so?

Well, is that, like, is that the. Is that the actual goal or just a goal you want to say out loud? Be real with me.

Okay.

Could you say something more along the lines of, like, okay, and. And if you knew, like, you couldn't fail, like, how much weight would you actually want to lose?

Like, you can. You can say that.

Yeah.

I mean, you could test it out, but it's a little less punchy.

Okay.

Because on some level, I'm telling them, stop lying to me.

Yeah, true, true.

Right. So that's. That's why I want to go across that way of, like, well, is that your actual goal or. Or what. What do you actually want to get to, like, be real with me, man. Like, I'm here to help. I can only help if you're completely open with me.

Yeah.

And then they'll kind of laugh and things like that, because it's. It's a little bit, you know, playful, too, because I'm not taking it too seriously, especially early on in the conversation. Now when we get to, like, solution, awareness, deeper into the, you know, conversation, we can be a little bit more, like, serious. But at the beginning of the conversation, my main focus is getting them to connect with me and not lie to me. That's all I'm focused on.

Yeah.

Tell me the truth and, like, there's no resistance. Makes sense.

Yeah. Okay. That was.

That was super helpful, man. I appreciate it.

Yeah, absolutely, man. All right, Pierre, let me go ahead. Let me pull you up here.

Yo, what's happening?

Howdy, dude.

Nothing much. Just being nice.

I've been checking out your content for the past, like, three weeks, dude. Love it, man. Just been going through the scripts that you have. Also gave the pre handling scripts for the Setter team that we have.

Yeah, absolutely. Baller.

But the thing that I've been facing lately is that, okay, so with fast thinkers, I can pitch the steps and they can. They resonate with them and then they buy. But with slower thinkers, they tend to give me these objections of, like, I need to digest it, I need to feel it out more. So I'm not really sure, like, how to go about it. Like, as much as I try to.

I don't sell food. Sorry. Sorry. I don't sell food. Nothing digest. Okay, so, like, first, if they're telling you they need to think about it, just. Just understand there's a couple things that are probably coming up.

Okay.

Now, every now and again, you're just going to run into somebody where it doesn't matter how the sales call went. They're just going to tell you that. But on some level, if they're telling you that they need to think about it, they need to digest it. This, this or this, they're on. On some level, they're telling you they have another concern, but they don't trust you enough to actually tell you it. So first and foremost, like, what do you sell?

So business coaching. So either people starting a business or scaling.

So I assume most of the think about it, they're from people who are starting.

Yeah. Okay, cool.

So you really want to hone down.

Oh, yeah.

So you want to. Really want to make sure you hone down in, like, putting it. Putting a frame in at the very beginning of, like. Oh, I like working with people who are like, in the 9 to 5 looking to become a business owner because, like, you know, you go from taking orders to taking action.

Right.

Something like that. You can put that in the very beginning. It just starts to get them to buy into this frame that they're in that transition to be the business owner. And then in the top half of solution, I'm gonna go hard in the paint on why they haven't done jack shit. Okay. So it's like, before we started talking today, like, what have you been doing about X, Y and Z? Because have you been asking that question?

Yeah. So in terms of the discovery, like, I'm doing a lot of frames, I'm putting a lot of frames in. I'm really making them feel the pain of them not doing anything. It's sometimes the people that I can't really build so much of a pain point because they have a pretty decent life. So today I had a.

And you just saying that right there, you bought into their frame.

That's true. Right? Yeah.

So just understand, like, okay, so oftentimes you're going to make leaps and bounds in sales when you just destroy your own limiting beliefs. Decent compared to what? Yeah, you know what I mean? There's always that next level. So it's just about, like, you don't want to accept it. The only thing you're going to fall into is people who are doing decent. Because like what does it even mean? But let's say they're making over a hundred thousand, two hundred, making a million a year. You're more likely to believe them.

Sure.

Even though it's so it's like why aren't they making five? Like they hopped on a call for the reason. For a reason. Like somebody who's truly content with life do not. They don't hop on sales calls, dude. So. But they have an ego because they're at a certain level. So they don't want to admit to you that they have a problem. Make sense. So because like typically when they say like they're doing decent, like they're already in a business or like they have like a high paying job, like typically. What's the archetype?

So today I had two calls. One with this guy is like he's running some kind of business, making probably like 300,000 a year.

Okay.

So about 200,000. And the thing that I understood, he's comparing himself to people that are making that hundred thousand a year. And then I kind of uncovered that and then I put that frame like, dude, if you really want to be one of those baller dudes, you like, you have to stop comparing yourself to these lower guys and compare yourself to these million to 10 million guys. So I really put that in front of him. But the main thing that I got in the end was like he, he just, he doesn't know his, he's not sure if he wants to put the extra effort in to actually become that person.

Okay, do you have that call?

Uh, yeah.

Drop it in the call review.

I'll take a look at it. That'd be great.

Yeah, I feel like that'll be a good learning opportunity for everyone because yeah, like those, like you just, you can't accept that. There, there's a call recording that I had that's in the. My call. Like my call where it's like he's making 20. Yeah, well there's that guy. But there's like, because he like he bought into the frames like hook, line, sinker. There was a guy who was making 20, 30,000 per month looking to get to a million plus per year. And like he gave up more of a fight. So like that's also a good one to take a look at as far as like just not accepting their beliefs. Like I don't care what they're making. And this is just something like you can like everyone can just have solace in if they're not where they need to be, or if the person you're selling for is much further than they are, then who cares if the person you're selling for makes 5 million a year and this person hops on and they make 4 million a year, they still want to get that extra mil, you know what I mean? So it's like they still have room to grow. So you just treat them the exact same way and you just, you don't move forward until you get actual tangible problems. And because the thing is, if you do move forward and you don't get these problems, they don't buy into the frames, then they're not going to buy anyways. So I'd rather, you know, go for it and you fail and you lose a sale earlier on because you went for it rather than not going for it and we still lose the sale later on just because we didn't go for it. You know what I mean? And then you going for it. Definitely role play practice, these type of prospects that you have a hard time with. But when you do go for it on live sales calls, you'll start to find out where the actual line is. But if you're never testing the line, you'll never find it.

Yeah.

Make sense?

Yeah. Super. Okay, cool.

So just go ahead, drop the call. Just, just tag me in the post too and just put it in the call review section.

Okay, I got you. Okay, cool. Absolutely.

I just had the, the question because we have two minutes because I'm not sure if someone wants to jump in. No, for the, for the people that just want to feel it out, like these slower thinkers, like is it just because they don't trust me and they don't want to really tell me what is actually on their minds.

So I mean, it depends on the person. So some people legitimately, they like go throughout their life taking, making very slow decisions, but it's still not a good decision making process. So we don't buy into like that's the way to go about it. So again, there's not like, okay, these are, you know, action takers versus, you know, non action takers. Like, no, everyone's an action taker. It just depends what are their, what are their buying decisions. So I need to understand that for them. And if there's something that's holding them back, like, oh, like I always make decisions this way. Well, dude, making decisions this way got you this result. Do you want to keep on making decisions this way? You don't say that to them. But that's like, that's the thought process that you go through. It's like basically as a salesperson, like you're gathering all this information and then you just show it to them. Like, I get you make decisions that way. This is the result it gets. Do you want to do something different? You know what I mean? So it just, it depends on the type of person, the conversation. But don't buy into their belief that they're a slow thinker. What the fuck does that even mean?

You know what I mean?

So it's like they might have like a typical decision making process that they do where they take a couple days or blah, blah, blah, or whatever it is, but just understand that that does not help them and they are not where they want to be. So if they keep on making decisions like they always have, then they're going to keep getting results. They always have. So if they're looking for different results, doing the same exact thing, then definition of insanity. Yeah, no, that's, that's my issue.

I, I buy into people's stuff because it's kind of like to rework my brain.

But yeah, no, and it's totally fine, man. I would say the, the, the mentality I would always have is like, you're, you're a big brother. You like, you want what's best for this person, you love this person, but you don't accept their, you know, they can do more. And if you come at it from that frame where it's like you just truly want what's best for other people and you come at it from the frame of service that you want what's best for them, but you don't accept their limiting beliefs, then that's how you're able to challenge and it not get combative. Make sense?

Okay, cool. Appreciate you. All righty.

Okay, Running a little bit over, but let's get through everybody. Speedrun it. Dan, you there? Yeah, I'm here.

What's up, man?

How are you?

I doubt. Good, good.

So two questions. So I don't sell like a coaching program or anything, right? Like, I own a video production company.

So it's more of a service.

So in that regard, like, would I still do? Because I know you mentioned like about maybe not doing like identity in that case. Like, is that, is that correct? Like, you would, you wouldn't really go that route.

It's, it's less applicable typically. Now it still can come up of like, well, what type of like what it really just comes down to, like, what is the main outcomes they're looking to get and it just also is going to come down to as well. Especially when you're talking to business owners, they tend to be more action focused anyways because they have a business. Right. They had to take some action to get there. So you tend to need to do less heavy handed stuff to get the same type of result.

Okay, but and the identity stuff, that's different from the pre handling objections.

Right.

Because the pre handling, that's like shifting a mindset or belief.

Yeah. And like pre handling, no matter what you, if you hear red flags, you pre handle those. But typically, oftentimes especially when I'm dealing with more individuals or if I'm dealing with like you know, a small business where it's just like one business owner, like, like one guy, you know what I mean? That's pretty much B2C. You can really bridge in and tie them down into identity. But it just comes down to if you don't see that in that person. Right. They're like legitimately like more just looking for a service. You don't need those heavy handed things. It's only going to come up for when it's needed. When it's needed.

Okay, got it. Cool. Got it.

And then my second question is I like had been doing some role plays. I haven't actually asked this question yet because I'm working on ads to get some conversations. But the question that I have is like when it comes to like the rationale when you say, you know, so I could understand what's the main reason why you potentially looking into video content rather than just doubling down on xyz. What if you talk to someone and they say like oh yeah, I guess you're right. Like maybe I should just double down.

On on Facebook ads.

So then does that mean I didn't get enough of a good problem or I just, I have to go back.

Yeah.

Typically there's two ways you can always ask it, like what's a, what's the main reason you'd really be looking for, I guess like a professional to come in and help you streamline that process rather than just hope and pray. Can just figure it all out on your own.

Yeah.

You see that tonality just makes it sound like the second option is ridiculous.

Yeah. Yeah. Okay.

Right. So it's like we don't want to make the second option sound too good. So it's like and the tone's really important rather than just, I don't know, just doubling down to what you're doing now and just hope it works out.

Yeah. Okay.

No That's.

Yeah, because you're right. When I think when I said it, I made the second option, the throwaway, I made it better.

Yeah. And.

And then I. And I screwed up because I said, like, well, you know, if it's not.

Broke, don't fix it.

Right.

It's like. But yeah, it's like, you know, you're making some good points. All right, let's. Good call everyone.

Yeah. All right. All right. Got it. All right.

That's all the questions I had.

Thank you. Okay.

Yeah, absolutely, man.

Perfect. All right.

And then, Ethan, let me. Go ahead. Let me pull you up here, man.

Howdy. Howdy, dude.

Howdy.

Howdy.

Thanks for that call yesterday really helped.

Me out a lot. Yeah.

So the thing that. I'm gonna make this quick. So usually when prospects, like, tend to tell me, oh, I have an excuse.

I need to attend to my daughter.

Or I need to hop off the.

Call, or I have attend to my.

Brother'S birthday or my mother just had.

An accident while we're on the call. Like, how do you usually face that down?

Right.

Because I saw some people that say.

Well, we're here on the call. Might as well keep going.

Are they still, like, coming up with excuses to get off the call? Like, what? Usually? How do you handle that? When. When is it coming up? Like, at the end of the call, usually, like, in objections.

Yeah.

An objection on some level. Like, like, if they just exit the zoom. How much can we do?

Not that much.

So then we got to take a look at. If this is coming up frequently, then it. It's probably a downstream or upstream issue of what makes them feel like they have to lie to me to get off this call now, because the thing is, if we assume that they're lying and legitimately, their mom just died.

You know what I mean?

Like, sometimes life really does happen, and that's okay. But I. If you do run into that, then I would just, like, slow to, like, like, whoa.

And.

And I can appreciate something's coming up, but kind of, like, off the record, be real with me. What's actually going on? What's. What's preventing you from moving forward.

Yeah.

Something tells me that that's because of the call. Like, usually I do a lot of.

Objection handling at the end because I'm.

Still getting better at the whole understanding their deeper problems and not buying into their limiting beliefs or holding them back. And as a result, like, call just.

Goes on for, like, an hour, half an hour, sometimes even.

Objection.

Handling two hours.

Yeah.

And that if they booked out an hour time slot. And like, we're two hours talking to them. Some of it's a little bit fair enough. Like, bro, I gotta go pick up my kids.

Yeah.

You know what I mean? So then, like, let's just say it. It seems like it's more of an upstream issue. So if we're objection handling for that long, which again, sometimes it's just gonna happen, go back, take a look at your calls and understand what was a real objection. How could I have identified it earlier and how could I have streamlined that process? Because typically, when are you dropping price near the end?

Like, time time 45 minutes, usually.

Let's cut that down by at least 10 minutes.

Okay, I can make that the new goal then. Right.

So it's like, typically I'm going to want to drop price 30 minutes, 35 minutes. So I have 30, 25, 30 minutes to handle objections and get it in the time frame of the hour time slot.

Okay.

So without taking a listen to your calls, it's going to be hard for me to pinpoint exactly why your calls might be going on longer. But, like, if you take it back and you. And you listen to your calls, like, something that I would always do is, like, have your script in front of you and just, like, go through. Like, how closely did I follow the script? If I went off track or like, I'm reframing or I'm doing things, how quickly did I get back on track? Did I do it as effectively as I could? Like, was there a way I could have done that quicker? Did I let this person ramble on too much?

Right.

That tends to be one big thing, that they just let people ramble on too much. Like, we got a lot of talkers.

Okay. Yeah, yeah.

Just like, am I keeping this person on point? Like, that's also gonna be as well. Because then. Because you also have to understand, like, if we're an hour half into the call, like, dude, who has that energy? Like, normal people don't have the energy to just be sitting there back and forth with you for an hour and a half. So, like, they're losing out on steam, they're losing out on emotion, they're losing out on energy. And now they got to go pick up their kids because they only schedule it for an hour. Yeah, that makes sense.

Yeah.

So it's an upstream thing. Yeah, typically.

Cool. All right, appreciate it. All right.

And then, Abdullah, you there?

Yeah, I'm right here.

Yeah, I had a skip flash to.

Ask you this question on here. I'm gonna try to open My camera. Yeah. So I wanted to ask you a question. Right now I'm doing cold calls until I get my ad set up. So I'm cold calling like blue collar workers, like power washers and all that. I basically the way I do it is I pitch and then I ask them like current situation, like, hey, what are you doing right now to get jobs? How long have you been doing that for? What's that? You know, what's that bringing out for you? What's kind of the goal you're looking for? How many jobs? And then how do I kind of transition into a way where I can ask them like, hey, what's kind of like the problem? Because it's a co call. I really don't like have that authority.

Right.

So how can I kind of do it?

Well, typically you want to go to dive into the problem like on the, on the front end. So the only reason they're open to having a conversation about their leads is because they have a problem with their current leads now.

Yeah.

So how would you ask it like, you know, kind of put it? Well, it's like, okay, so you go through, it's like, like are you open to have the conversation about X, Y and Z, blah, blah, blah. And they say yes. And what we do, it's fairly custom. So it's just going to depend on like X, Y and Z. Like for example, like what are you currently doing now to, to generate how long you've been doing that? And are you a hundred percent satisfied with the results you're actually getting from those, from those leads or the way you're generating leads or your marketing process? And like, oh no, I'm not. Well, why aren't you?

Well, what if they say they are? Because sometimes, you know, I'll be dealing with a lot of people that are.

Just like annoying I guess.

And they just say, yeah, like because they got so many calls.

Yeah, well again it's, it's a knee jerk reaction.

Yeah.

Like they're just lying to you and it's because you sound like another salesperson. So what we need to do is we need to break the script in their mind. And again, we're talking about cold calling. We're not going to be able to get everyone over like across the line. It's totally fine.

Okay. I find it super hard.

Yeah, it's like, it's when I, when I'm running ads, I feel like it's easier. Yeah, I still get that sometimes, but like I still have the authority to ask that question. I mean like what kind of. What kind of prompted you to, you know, click on the ad and kind of, you know, look for more help? What are you kind of looking for help for? Whatever the question was, I'm able because.

It came to me.

Well, just. And some people, you're not going to be able to help.

Yeah.

Just understand that. But if they're willing to. If they don't just straight up hang up on you on some level, they're at least a little bit interested in what you have to say. So that infers that there's a. There's a problem.

Well, how do I kind of ask it so he can actually give me the problem? What would you kind of say, like.

Are you 100 satisfied with the. I guess, like, the marketing process you have in place now? And, like, if you say it like that, were you a. Like, you a hundred percent satisfied with the Right. You slow down and you emphasize the hundred. Because nobody's ever 100% satisfied with anything. But if they still do, say yes, and it's like, okay. And I guess, is there anything you would change about it, though, if you could? Maybe, like, the amount of leads or the quality leads you're getting? If you could, though? I'm like, yeah, I mean, if I could get higher quality leads. Oh, why do you feel like that would be important? Getting higher quality leads.

Oh, okay.

Okay, I gotcha.

So you lead onto their answers. You try to dig in more deep.

Yeah, like, I'm just. I'm just. Especially when we're talking about cold calling. It's. I'm basically searching. Is there a problem I could even solve if there's not, Just on to the next person.

Okay. All right.

Yeah. So just don't take that answer. Hey, yeah, I'm 100 satisfied. Dig in more into it. And then if you still can't get nothing, just, like, hang up on them, like, you know, whatever.

Okay, man.

Sounds like things are going perfect for you, dude. If you ever need any help, just let me know. This is my number.

Move on.

Got you. Because you got to take into account, if you do, like, three loops with somebody cold calling, it's like, are you just going to spend, like 30 minutes just looping this guy who doesn't need your help, or are you just going to, in that same time, call.