$8 Million Closer Answers Sales Questions

Lead versus one of the other, as he tested with the actual CEO's face, who's saying, like, you sound like every other realtor and, like, it's a good ad. Like, leads from those ads are a lot higher quality and they know that they're opting into sales training. But I can tell, like, it's so much more expensive. Like, those leads are a dime a dozen, but they're so easy to set. Well, yeah, because, like, with that, man, like, here's the thing. Like, what, What. What metric actually matters? Like, generally speaking, like, is it. Well, is it. Yeah, it's cash in the bank, right? Is it like, cost per lead or is it like, hey, this actually closed? Yeah, right. So it's like the metric that you need to take a look at or if they're open to your feedback that we can advise them on doing, is less about, like. Like lead acquisition or, like, cost per lead, more about cost per acquisition. Like, is if the cost per lead is like, three times as much, but they actually close, it doesn't matter. Like, cost per lead is a vanity metric. It doesn't matter. It's cost per acquisition that matters. Yeah, right. This is the same type of conversation that, you know, with the. When I was doing the done for you sales for a company, we don't have to name this same type of conversation we had to have, right? And it's like, so if they're open to your feedback, you can go ahead and you can give them that feedback and hopefully that will fix the issue and just say, and this is something you can do, right? Like, because, like, as a salesperson, there's only so much you can do. But what you can do is you can collect data and make, like, solid arguments, okay? So if you can go back and you can take a look at, like, lead, like, where it actually came from, and say, like, hey, these leads close, even though they might be higher cost per lead. And these leads, even though they're cheap as fuck, like, I haven't been able to convert them. I am trying, but it hasn't done anything, right? So if you can go there with, like, a solid argument, that can help. Okay? But the only way you can do that is if you actually keep track of your data. Yeah, that's the thing I hate about smaller companies, too, is that they don't track their fucking data. I don't think there's a way that I can track if they come from, like, which ad they come from. Because, listen, say, in like, a Slack channel or anything and on their, like, Scorecard on Google sheets. They don't have anything that tracks which ads that they came from.

They distract from ads or not.

Well, just ask if you can. If they can just put a tag in place of like, hey, where did this lead come from? Yeah, like, hey, that would help me. Because, like, there needs to be. And you can give a good reason. There does need to be a different sales process for somebody who came in. Different lead sources to where the market. Yeah, for different lead sources, especially if they're super undercooked right now. That's what you can do in terms of, like, feedback, Give a little bit of pushback and then see if you can't change some things. Now what do you do? Like, just in the current predicament that you're in. So what couple key things is number one, like a thing that you have that we didn't have. We're on that last offer is like, I'm sure you have assets. Yeah. Right. Okay. So you just have to. Basically your entire mission now is to contact people as quickly as possible. Okay. And get them to actually start consuming information. So they're coming in super unaware.

Yeah, that's fine.

That's how they're coming in now through the sales process. We need to start to make them more and more aware. Okay. Yeah. So that's the biggest thing we need to take a look at. I think they get shot over all the assets as well as usually book.

Like, as soon as they book, it's.

Like booking page vsl and then they also get automated technicians from GHL for joining our school. But here's the thing, man. Okay, so they're getting sent this stuff, but they're really not that interested. There needs to be like, with that, there needs to be more human contact to pull out reasons, qualify them and make them interested. Oh, so you're saying I just do the book. We don't even sense, like. And again, you can have that stuff, like, send out to them automatically, but you should be calling them as soon as they come in, really understanding, like, hey, if there's even a sale to be made or not, confirming that they've actually got the information sent over to them, confirming that they can go through it and setting what the next steps are. Yeah, you what? I mean, because, like, if they're coming in, like, super low interest, like, they just saw this, like, picture, and then it's like they get sent a bunch of shit. Like, how much do you get sent to your email that you don't take a look at? Yeah. Even like, automated Text, Right. I get tons of them. I don't take a look at them. But if you're able to actually get in contact with them and have a conversation, gauge a bit of interest and then set the next steps, like that's gonna help overall. But it's like, okay then, then maybe let's say you're making like, you know, 7 to 8, which again is like not, not a terrible spot to be in. But I know it's like, okay, that's not where we want to be. So we gotta take a look at like, okay, are they open to feedback? Can they actually change things? Number one? Number two, with the current lead quality systems and everything in place, can we build systems like in place to, you know, get us an extra six, seven, you know, five, whatever it is, like, get us more cash collection so we can get up to 15k per month. If not, like, again, do your job. And they'd be selling during the selling hours, but then also be looking for better opportunities. I know I'm posting them in the group like all the time to see if there are better positions to start making the money you want to be making. Mm, right. The biggest thing right now that you have to fight is just like comfortability, you know what I mean? Of like not being comfortable making 7 to 8,000 per month. Yeah. Cause it's like you're young, you have like no expenses. Like you could live off of that and like probably, you know, other 17 year olds, like, how many people are making that type of money like at your age and you're surrounding. Nah, fuck that, bro. Right? Like nobody. Right? So, but it's like you need to understand, like, okay, if that's not enough, like we need to really be pushing like the urgency on our end to solve these problems because they are solvable problems.

Yeah.

Okay, okay, cool. And if you, if you need any help or anything like that, in terms of like finding an offer, different things like that, like, I know I'm shooting stuff over to you, just, just let me know, bro. Okay. Appreciate them. Okay. Can I get those 20k months? 30k months? You'll get there, you get there, right? It's just like right now like your skill level is there where you can hit 20k per month. Right now it's just strategy and making sure like the opportunity level matches up with it. Yeah. Okay. No, man, appreciate it. All right. Sound good? Yeah, Appreciate it, man. All right, cool. All right. Brian, you there? What's up, dude?

What's up, man?

Nothing much.

I didn't even know this was on today. I'm in between calls, so I'll hit a.

Yeah. Yeah. Well, it's because I, like, I. I ran. I like, I was running late on, like, Monday and I'm like, okay, well, I wanted to make a makeup session on Saturday, so it's kind of like impromptu, so there's really not that, you know, many people here, so it's very, you know.

Yeah.

A little bit more intimate.

I'll hit a hard role play.

Yay. Let's go through it. SATA, you think you'd be a good role play partner?

Yeah, sure. Let's do it.

Cool. You don't sound tick events, man.

You don't sound too sure.

What's behind that going on.

That's funny.

Okay, cool. So is there a type of prospect you'd want them to be?

It's a good question. I mean, the. This yesterday and today, like, I've been struggling with the people that are like, just got into sales like a month.

Ago.

Or so, especially in solution awareness part one.

So.

Yeah, maybe. Maybe kind of like recent to sales.

Okay, so it's like recent to sales. I mean, satya, you could, like, go back like, three months and.

Yeah, yeah.

Prospect. So it's like sales training.

Okay, got it.

Yeah. So, yeah. And you would have probably got set by one of our guys already. You, like, you. You saw like a book, bought it for 27 bucks. Um, someone called you. You did like a 20, 25 minute, like, role play. You're. You're typically pretty warm. Like, there's not too much resistance. You can have it. Um, but yeah, just pretend like you just got in the cells like a month ago and don't give me your pain.

Yeah, just lean on the excuse that you're young and you're new. That's always fun, right?

I was also. Also thinking, like, why not just say, like, listen, I. I'm in sales. Like, I. I know how this works. Like, can you just tell me what you guys have?

Yeah, that's fine. I don't really get that. That much.

Okay.

Got it. Yeah, yeah, but it's. You're young. You're young, you're new. Right? So it's like, it's not that bad.

Yeah.

Yeah. Okay. Got it. Okay, cool. We're gonna start from the top.

Easy peasy. Hey, can you. Can you hear me okay?

Yeah, Yeah, I can.

Awesome, man. Well, let's. Let's dive into it. So you spoke with Harold. I have a few notes right here. It looks like you're in the. The solar industry is that right?

Yeah, yeah, that's right.

All right. And yeah, you're. You're pretty fresh. One month in. Did you have any prior sales experience or is this the first one?

No, I would say, yeah, this is the first one.

All right, man. Well, you're smart. A lot of people just kind of play the numbers game, get slammed their. Their faces in the door, and then six months later, one year later, they end up coming in for help. So kudos to you. And I don't want to assume you guys obviously role played, went over some stuff. What made you want to book in this call and look for some, you know, possible more help?

Yeah, I mean, yeah, I'm just new. I know it'd be smart to get some help.

Yeah, yeah. And when it comes to like, improving your sales skills, and I know you're kind of, like, fresh and whatnot. What did you guys go over in the role play that you and Harold uncovered that you could, like, work on?

Probably just learning how to, I guess, connect with the person.

Okay, what do you mean by that?

I don't know. I feel like. Yeah, the question I asked, it was just like, pretty, like, normal kind of questions.

Okay, what. What has you saying that? Like, what are you kind of running into at, like, the door? What are the prospects doing?

I mean. Yeah. Like, even if I do get their attention, it's not like I. They seem in the conversation.

Okay. They're not slamming the doors on you, are they?

Yeah, I mean, a fair amount. Of course, that's just kind of part of the game, but. Yeah.

Trouble. Yeah. Yeah. All right, well, walk me through. Like, do you have a process in place now or are you winging it? No judgment.

A little bit of both.

Okay.

You're like, you're dabbling and winging it. You're, like, kind of there. One foot in, one foot out.

Yeah. Yeah. Okay.

Where did you get the way you're doing things from now?

Yeah, they just gave me, like, a script to use.

Okay.

All right.

Do you like it?

I mean, it's fine. Like, everyone uses it, so.

You don't sound too sure over there. What's. What would you change?

I mean, I mean, the top guys, like, they basically use it.

Okay.

But I mean, it's just more about, like, I'm new, I need to, like, just.

Right.

Put more reps into. That's part of it.

Yeah. More reps. Right. What would you change maybe about, I don't know, like, the. The results you're getting now or maybe like, the way you're doing it? Like, you know, reps aside, if you could, just to speed up results.

I.

Guess, like, just getting them engaged and, you know, actually getting someone to want to talk to me.

Okay, yeah, you mentioned earlier, like, break that down. What do you mean by engaged? Like, what are they saying? Like, word for word at the door? As far as, like, friction goes? Resistance.

I think it's about. It's less about what they say and more about the way they're just, like, responding to me.

Kind of like you are right now with me.

Yeah, I guess. I guess, like, a little bit.

Yeah. Okay. All right.

You ever heard of the law of the mirror in sales? No, no, Just fast forwarding it.

Just.

We are our objections, right? We are our prospects. Right?

Oh, okay.

Yeah, yeah. We'll go over that later on when you give me some objections. It's all good for now. I'm just teasing you. Just give me your time. Okay. All right. So this has been going on for, like, a month. Like, what do you feel like you're. I don't know, saying or not asking or. It could be your tone that's causing. Yeah, that's, like, causing them to act that way, even though, you know, you have a solution that you could solve for them.

I mean, probably the way, like, I start the conversation, maybe.

Okay, okay.

What is that?

What does that sound like? Just walk me through that. We don't need a role play.

But, yeah, I mean, just, like, knock on their door and, like, kind of like, hey, my name's Satya. I'm here with. Yeah, XYZ Company. And, yeah, I'm helping out some neighbors.

Okay. Yeah. That's what you say.

Yeah.

Okay. I could. I could see why. Can I share a perspective on that?

Yeah, yeah, sure.

You're not gonna get angry at me?

Try not to.

Yeah, try not to. Okay. All right. Yeah. So if we sound like that. Hi, my name is. I'm with XYZ Company and no judgment, you just started. But who else sounds like that, too?

I mean, like, other people on my team, like, say the same thing.

Yeah, right, right. It's not that it's bad, but people are picking up on patterns. Our prospects are getting smarter. It's crazy, right? People are evolving. Imagine that. So if we sound like everyone else, what do you feel like goes on in the prospect's mind?

Another sales guy.

Another sales guy, Right. Yep. So can you see how something like, another sales guy could be of, like, part of the problem here?

Yeah, yeah, I see what you're saying.

Okay. What are you doing, man? You folding Your laundry. You're cooking. What's going on?

Yeah, no, I'm. I'm cooking. It was like, role play aside, like, yeah, yeah, yeah, you're good.

Yeah. We get back.

I. I would call that you're good. You're fine, obviously.

Yeah. Yeah.

Okay. H. How do you see that being the case?

I mean, like, if you kind of act like everyone else, you probably get. Get the same results as everyone else.

Could be trouble.

Right.

What are we gonna do with you over there? All right. Yeah, I'll pause right there.

Yeah.

I might go into one more thing, like, but I probably go to rationale, and I'd probably miss some stuff too, so give it to me.

Yeah, I would say, like, overall, like, you're doing. Doing pretty good now in terms of, like, there's a few areas. I feel like we can poke a bit more holes just, like, naturally, when somebody's like, oh, like, you know, the top guys on my team, like, they're saying that script now. I would always just go, oh, and how. How long have they been doing it for? You want to wait that long? Yeah. Could be issues if we're trying to, you know, just wait that long to. To get there, man. So there's a couple of areas where you can poke a little bit more holes in it.

Okay.

In terms of, you know, with what he's currently doing.

Yeah. Okay.

Okay. And then other things that, like, I would always push back on is when they say, like, oh, yeah, like, I do get dorms, doors slammed my face. Like, it's part of the game. Right. Do you want that to be part of the game? All right, so be real with me, man. Like, what do you feel like you might be saying or. Or not saying or. Or just how are you coming across it, causing people to slam doors in your face, like, what's going on there, dude?

Yeah.

Right. So it's like, there's little things that. That they'll say, like, in their, like, at the very beginning, that if you push back on, they'll tend to fall a little bit into line, like, just quicker and will get shorter to the point, like, you did eventually, like, get there, and it just probably took a little bit longer. Cause we didn't push him back like, when we needed to.

Right. Called it out earlier on because that was, like, right on my connection stage.

Yeah, yeah. He's like, oh, yeah, it's part of the game. Hey, man, do you want that to be part of the game? Oh, no, I don't want it to. It's like, okay, be Real with me, man. Right. And then typically, especially, like, with younger guys, like, what. What I'll do is, like, maybe be a little bit over the top to. And they'll fall quicker into place.

Ah, okay.

Like, hey, man, I'm so much better than you at this. Right. And then it's like. Then there's putty in your hands at that point.

Yeah, okay, I see that.

That's more like just like that avatar, like, the younger guys, like, I'm. I'm leading, like, super, super heavy in that call.

Yeah.

Especially it's like, because, like, they want to be you. Right. You know what I mean? Yeah. If they don't, like, because, like, they tend to not, like, have as big of an ego as, like, the older guys to where it's like, you can push back, like, much earlier on.

Definitely. Okay, that's good. Yeah. Turn up the authority status there.

Yeah, yeah.

Smack them around. Okay.

That day, I could take it.

Yeah. Okay, that makes sense. Yeah, I missed that big out on those two big things. That was good. Good prospect. Typically, like, exactly how it goes.

I actually did do door to door when I was, like, 18. 17. So, yeah, there you go.

It seemed like that was perfect.

Yeah.

But you also mentioned, like, a solution. Like, hey, like, what's prevented you? Where do we typically get, like, caught up there, do you think?

Oh, oh, when I was going into problem awareness and I asked.

No, I'm saying, like, because at the beginning, you said, like, hey, with those types of prospects, you typically, like, have a harder time with. Hey, like, what have you done in the past?

Oh, okay. And solution. Where is part one? Oh, yeah. I. I think it's more so now that I'm really, like, diving into it. It's me, like, being in my head and, like, not going all the way. Cause I'm telling myself they've only been in it for, like, 30 days.

Yeah. Yeah. Okay.

But still asking anyway.

Yeah, like, still asking anyways, like, that's the biggest thing. Because it's like, is there anything actually preventing them from before they get in, like, really doing training, like, going in, learning advanced stuff. So when they do actually start knocking doors, like, they're above the rest.

Okay. Yeah.

So it's like, it's the standards of which we hold ourselves to, like, that's really what it comes down to. Like, why is that person. Okay. Taking the longer route.

Yeah, that's good. I need to hear that.

Okay. So it's like, I give you permission. Smack these young guys around. Right.

Always ask solution. Or is part one. I Keep saying I won't. Okay.

Yeah, yeah, I was always, always ask it. Smack them around, man. Yeah. Cool. All right. Thank you.

That's helpful.

Yeah, absolutely. All right, Perfect. All right, Satya, what do you got for me?

Oh, it's my turn. Hell yeah.

Hell, yeah, dude.

So obviously, like, we'll talk all about partner objection later. Yep. But so I do wanna. I definitely do want to role play because I haven't really, like, been practicing, like, B2B kind of prospects. But before that. Yeah, there's been a couple times where I've gone the objection, like, yeah, just not right now. Like, literally right before this, I talked to someone who came in, like, didn't really know too much, like, watch the webinar and whatnot. But literally, like, Monday, she invested in a program with someone else. And, like, it wasn't for, like, LinkedIn and whatnot. And, like, I just. I thought, like, maybe she should just. It's probably a better idea to use that program that she just invested in. Is that, like, right to think or.

Okay, so it's something you need to explore. But why, if she just invested in something else, is she watching webinars and hopping on sales calls?

So she. She hopped on the webinar before she made that investment, and in a setter, like, dialed her and set the appointment. She didn't book off the webinar. And basically she was just like, yeah, I might as well just like, what?

But, but here's the thing, man. Like, if she truly believed about this program and, like, what she just did, why is she talking to you rather than going through the content talking to the coach in that program she just bought?

Because I know the setters will be like, yeah, we can just give you, like, a free audit for your resume and whatnot. So you can.

But. But again, if she just bought something that, like, solves all of her problems, why would want that? You get. Do you get the point I'm trying to make?

Yeah, yeah. It's like you're. When you're happily married.

Yeah, it's like, if you're happily married, you tend not to go out on dates. So there's something that is in her mind that there's something else and we just need to understand, like, hey, why are you here? And you don't move forward in the conversation until you get that. And you. You're not. You can't fall into, oh, well, you guys booked me or. I just want to see what this is. Like, it's bullshit. It's not real. Yeah, you what? I Mean, she's taken an hour out of her day to come talk to you. Okay, right. So it's just having that as just like locked in your head. There's no way out of that verifiable fact.

Okay.

Does that make sense?

Yeah, that does make sense. Yeah. I mean I have a follow up book with her like 20 the 21st. I was like, use that program for a little bit. I guess I fell into her frame a little bit.

Yeah, but okay, so then like follow the thread a little bit. She said like, not right now, but we have a follow up for three weeks. Okay. Why would she want to do what you guys are doing after the program she's doing?

Because it's more specific for like LinkedIn.

Okay. And why does she need something more specific for LinkedIn? She is.

Her. She's been told by one of her friends for like a long time that she should be doing something on LinkedIn.

Okay. But like, what's the outcome she's looking.

For to not be in the nine to five?

Okay, so what program did she join before or what program she just joined? It's.

She said it was like some like middleman of I can't even fucking. It was like just the weirdest thing I've heard. It's like, just not. It was just not.

Did it sound like it would get her her ultimate goal of like getting out her nine to five to sound like it would do that?

Like not as well as hours.

Right. Was she confident that it would get her out of her nine to five?

Yeah. Yeah.

So like she was confident that was going to get like everything that she wanted.

She was confident that it would give, give her results. Yeah. She just has to. I was trying to commit.

Yeah, but like results compared to where ultimately like she wants to be. You see how there's wiggle room there?

Yeah. Yeah.

You know what I mean? So it's like, okay, the, the really like the point that I'm making and the point where I'm getting at is if she feels like and this is typically going to be the case if you run into this like, hey, I want to do your program after because I know it's better and it's going to get me better results. I just need to do this first. But you can, like, if you just peel that back a little bit. That makes absolutely no sense. If you want the best results. Why would you do something that's going to get you poor results first if you know you're still need to do this later? You know what I mean? Now all she's doing is she's putting three weeks in between her and her getting to her ultimate goal. Right. How much does she value her time? So don't fall into this sunken cost policy fallacy that she, like, she already purchased something.

I did bring that up too. I did share that perspective of the sunk cost fallacy.

Well, you just need to, like, the, the thing is, like, maybe there's a sale to be made there, maybe there isn't, but you need to go down the line of questioning. I was just asking you. And that you didn't quite know is the line of questioning. You need to ask her to get very clear. Like, hey, why are you on the call even though you just joined a program? Like, what, like, what are you hoping to get out of, like, this call that maybe, like, that program doesn't provide? Do you feel like that program ultimately would get to your goal? If it would, why would you want to do us after? Right. Like, you need to get super, super clear on those things. And if there is a gap, like, hey, I don't feel like it would get me all the way there. That's the gap which you make the sale and you push the urgency on. On. Why would you be doing something that you know is not going to get you the ultimate results, to just do the thing that's going to get you the ultimate results three weeks later? Like, it makes no sense.

Okay, yeah, I did, like, do that bit, like, line of questioning, but I didn't get, like, super clear on it.

Well, you can't, you can't take vagueness. Like, those are the things you need to get super clear on. So if you need to ask the same question, like, five times to get an answer, like, you ask it five times.

Okay, okay, I got it.

If you need to, like, pull back a little bit, like something you could do, it's like, well, if you're already in a program, you feel like it's going to get you, like, all the results. Like, I'm not sure, like, why you'd want to do this after. I'm just trying to understand, like, what's the need? Because if she's saying, like, hey, I want to do this after, is what she's saying, then on some level she's saying there is a need there. Why is there a need there? You know what I mean? That need is the gap. That need is where you push urgency.

Okay, makes sense. Yeah, that does make sense. Because, like, to a certain extent, she, she was, she was unclear with, like, both things. Like, she she, it was like, it was really interesting. But that's good to keep in mind.

Yeah. Well, it's like, okay, so you're going to get some prospects that come on the call and they're scattered as.

Yeah, yeah, she was really scattered.

Right. And that's okay. You just have to know with those types of people, you need to keep them on point.

Okay.

You need to help them crystallize, like, their thoughts. Most people think by speaking.

Yeah.

Just generally speaking. Okay. So if you're helping her and if you help her come to the conclusion, like, hey, this program isn't the right fit for me, like, fantastic. Right. But it's like there's something that, like, she probably hasn't 100% verbalized it. There's something that's still there that caused her to hop on a call seeking something else. Why?

Hmm.

You know what I'm saying?

Yeah, I do get what you're saying. That makes sense. Okay.

So it's like you, you can't, you're like, you got to be a dog with a phone. Like, you can't move forward without that information because, like, then like, you're setting a follow up for like three weeks later. Like, why, like, why are you sending a follow up? You know what I mean? It's like, oh, but I'll be done with the other program. But why would you want to do this program afterwards? You know what I'm saying?

Yeah.

And it has to be deeper than, well, my friend said I should do LinkedIn.

Okay, okay, I got it.

But like, what are you looking to get out of it? And do you feel like your current program that you're in, like, it would get you like, that result? Then why would you want to do LinkedIn?

I see.

So a bit of pushback, like, why are you here?

Okay, all right, I got it. Maybe I'll give her a call later today and just, I think I'll say, like, I feel like I didn't do a moral justice of getting super clear with you. Something like that.

I mean, you could say that that's a little bit much.

Yeah.

Yeah.

Well, yeah, a little much. Maybe not like, yeah, you can just.

You can just go back and like, hey, like, I was thinking about a conversation and I just had a few questions just so I can, that I wasn't clear on. And I just want to make sure I can best help you, like, in your journey. Like, that's really all I'm looking to do here. Yeah. And then you can just go into the conversation so it doesn't have to be some, like, moral.

Yeah, yeah, yeah. Okay.

That's a little, that's a little much, bro.

Yeah, that makes sense. Yeah, that was, that's like how I feel, but I thought it would be weird to actually say that.

Well, it's like, okay, so it has to be in her best interest.

Yeah, yeah.

Always, always, always. Just because you feel like, morally, you know, whatever, that doesn't mean, like, it means anything to her.

Okay.

Right. So it's always like, hey, so I can best help. So we can get more clear on, like, what the game plan is. All that fun stuff. Makes sense.

Yeah. Okay, got it.

Other questions on that.

Vacation, that was another thing, like, this guy was like saying, like, huh? I, I, that's the first time I've gotten that objection. I have no idea how to handle that. Like, yeah, I plan for doing it in quarter four. Like, I already planned that. Like, I just wanted to, like, get more clear on what this actually was. Like, blah, blah, blah, I'm going on vacation.

So we're talking about, like, time. It's just like, well, hey, man, like, I, I can appreciate that. Like, we're looking to do it like in Q4, like in your mind, like, because what, what ultimately did he want?

Like, the actual, like, goal in his life. Yeah, just like, like having more freedom and not being like, in his job.

So he wants to get out of his job. How long was he going on vacation? What the F. When is Q4? I don't even know.

Bro. The business owner and doesn't even know.

Yeah, I have no fucking clip. But, like, if, like, is he going on vacation for like a month?

Yeah, yeah.

September, I think. Okay, cool. So, yeah, he's going on vacation for a month, so there's a few things that you could do. Okay. Like, if we're thinking about this tactfully. Okay. So his goal, he wants freedom and he wants out of like the 9 to 5. So it's like, hey, man, I can appreciate, like, you're going on vacation. We can definitely chat about, like, how we can work around that. But for you, in your mind is like, you getting freedom and building your own business. Is that like, like a short term thing or do you want this for like, the long term? Yeah, right. It's like, oh, like, I want it for the long term. Like, why though? Well, can I, can I make a suggestion about, like, if we really want this for the long term, like, what that means? It's like, we have to make it work regardless of the time we have. Like, why? Because like, is it safe to assume that you're gonna run into other parts and other parts of your life where you're gonna be going on vacation or doing other things that you're not gonna have the most time? Is that pretty safe to assume? Yeah, it's pretty safe to assume. Right. So if we're thinking about this more short term, we're going to have to be waiting for, like, the perfect time, which really comes up. But if we're thinking about this long term, like, we make it work no matter what. Okay, so would you be open to actually thinking about this business being more long term and making the time for it? Okay, but what if you don't? What if you think short term? What if we're waiting for the perfect time to launch the business and God forbid, the perfect time never comes?

Okay, so that's that part.

That's the reframe that we go for.

I missed that last part. That would have. Yeah.

Now, strategically, let's say, like, we're going down this line of questioning and we're hitting a fucking brick wall. Okay. There's some other things that we can do to still get the deal across the line that circumvents the. The vacation. Number one, you could talk to you, like, the offer owner and say, like, hey, can I get somebody, like, a free month? Because, like, they're going on vacation, but we can get them started now, right? That's number one. Okay. Number two, schedule payment. Okay? That's always an option. Number three is just take payment and say, like, hey, we're just gonna get you started then. Okay? So I would say number one is probably the best, is like, hey, let's get you started.

Sorry. You know what?

It's probably. Yeah, number one's probably the best. It's like, hey, we'll get you started right now. You'll start to do some of it, but, like, we'll give you a free month and, like, you won't really kick off. Right. That's probably best. Number two, typically it's like, hey, well, let's schedule payment. This what this allows you to do is you take a step forward, or you can schedule payment or go for, like, a deposit or something. You can take a step forward. I can send you over XYZ Resource. So that way, again, you can get started, but again, you'll dive all the way in when you get off a vacation. Like, would that work for you? Okay. And number three, I would say is just try to go for the payment and to say, okay, we'll start Then.

Damn, that's good. I didn't think of that. Damn. Okay, I got it.

Well, it's like. Okay, so now that you know this and he's like, hopefully he's super bought into like what you guys are doing.

Yeah, he's already. He's going to an in person event in September for the guy. So.

Yeah, so talk to the offer owner, see if like, hey, can we give this guy free months so we can get him in right now? Okay. And let's hit him back up and get the sale.

Okay, cool. I will do that.

Okay, cool. Hopefully that helps, bro.

Yeah, it does help.

All right, perfect. All right. Amiki, you there?

Yes, I'm there. How are you doing?

Yeah, not doing too bad, man. You're staying out of trouble. Don't mind me. Yeah, bro.

Yeah, yeah, Great. I'm doing amazing. So I got a question for you today and I wanted to ask because of my project, the guy, the off the, the guy who's running the offer, he's willing to pay me a monthly salary plus 5%. And I wanted to ask because since I closed like a million or 1.5 million on this offer, which is obviously not much, but I don't think that's, that's. That. That is a good deal. Right.

So it depends.

It depends like 3k because he offers me 3k plus 5%.

What do you typically close?

Cash collection per month, something like 8 to 10k. And I calculated it and for me it wasn't like really, it wasn't really like better or something. It would, it would be just better that I stay on the 10%, you know?

Yeah, yeah. If anything, like, if you're doing your job well and like, you're the only closer, you, like, you have a lot of leverage. I would see if you can't. If you hit certain milestones.

Yeah.

Like let's say like above 100k cash collection, like per month.

Yeah.

That you would get like either 12 or bump it up to 15, like retroactively.

Yeah, that's what I would be pushing for. Because the thing is, you know, the sales manager. The thing is like Now I'm at 10 and I think they want to save some money because I of that they want to make the deal.

Right.

Yeah. But I'm the best. But I'm the best close on the team. And the guy told me, yeah, like, we're gonna search like, if you, if you are not willing to, to accept the offer, we're gonna look for someone who is like willing to take it and stuff. Like this.

I'm like legitimately, like just get fucked. Like, I like, I legitimately do not care. Well, because it's like the way you got to think about it as well. Like your skill set is worth at least 10%. Okay. At least. And there are so many companies out there that will pay for. Especially if you're really good at what you do.

Yeah.

Okay. So take that into account. So don't. Don't take a look at it. So it's like right now, like they set that like they're putting it in motion. I would start looking for another offer like right now.

Yeah. Makes sense.

Right? So because it's like what, what. What's happening is they just feel like maybe in their mind like they're overpaying you, which is silly if you're bringing them a lot of cash.

Yeah, that's really silly.

Yeah.

And the other thing is. But I'm. I'm very good with the, with the owners, just the sales. Like the guy, the. Our sales manager is telling me stuff like this because he want to get me more motivated to do more settings. Stuff like this. Maybe it some provocation right there. I'm not sure about it. But yeah. The thing is I'm very Get you.

Get you to do more setting. Like what. What do they want you to do? How does get you to do more work?

Yeah. Makes no sense. So you want me to go to the list like, like when I'm not closing, you know, he wants me to like call. Do more calls. Stuff like this time that I dedicate at the moment for learning and stuff like this. Learning your process?

Yeah. Well, just like naturally there, There should like during your selling hours, like you should be selling like you'll make more money overall doing so. But I don't think paying you less is a good motivating factor to do it. Typically people take the opposite approach. They'll give you more of a percentage of like sets you set yourself. Right. Like you can see if you can't negotiate that. But yeah, like if the base and like they cut your percentage in half is going to produce like less money. Like, like they can just get like.

Yeah. And then I have another question because I think I will gone just gonna stay with the 10%. But the owner offer, the offer of the. The owner of the offer said like I can help them to build an upsell product of 10K. In your mind, like how would you wanted to get paid by it? If you take the lead in creating this, this, this upsell. Because I have the most Creating the product. So, yeah, I will. I will have, like, I will take the lead when it comes to creating this upsell product because I. I know the avatar and everything about them. I will do the interviews. I will talk with the people. Hey, what you need then? Yeah, get. Get the bits and bytes together to build a nice upsell offer, you know.

Of, like, cash collected. Right. Are you also going to be doing.

The upsells, closing the upsells, or what? Y. Yeah, that's.

That's asking for, like, 20 to 30%, especially if you're creating it, man.

Yeah.

And then if it does well, like, I assume, like, they'll get a team, and then you should just get override on the team that's doing the upsells too.

Yeah, that makes sense. Because I want to make, like, a great, like. Like, I don't want to sell myself under, like, my value, you know, Because I know I got the value. And I want to make sure that if I get my hands dirty, I'm gonna, like, profit from this. Right.

100, like, come in from, like, hey, at least 30 of all cash collected on upsells. At least. Like, you could probably even shoot a little bit more. Depends. And, like, I want to take anything less than, like, 20. Especially if you're creating it, bro.

Right.

Because, like, that's all. That's a lot of work that's going into it. And if you don't have the upside on it, like, it doesn't make much sense.

So. So 20 to 30% of every deal I close and then of the other closes or how do you mean that?

If you create the upsell, then it's like 10% of what other people have done, too. Right.

Other people are closing. I'm taking 10% of every deal closed. Right.

Especially because I assume, like, okay, if you're creating and then you're also training people on how to sell it.

Yeah.

There's things that you can take a look at as well. Because if they're asking you to now, like, create products, see if you can talk about, like, getting a type of profit share or even, like, equity in the business. Even though it's like, the business is never gonna like info. Businesses very rarely sell, sell. It's like, I. Like, if I was in your spot, I would see, like, how can I entrench myself, like, more into the business? Because, like, my main concern is right now is if you create this another mechanism, like, let's say it brings them an extra, like, million, 2 million a year into the business.

Yeah.

And they're already trying to, like, cut you out from how much they're paying you right now. I have no faith that they would not try to do that once the system's in place to just cut you out.

Yeah, yeah, yeah. Makes sense. That makes sense.

They're already doing it with, like, what they're paying you right now.

Yeah. And the thing is, the owner is kind of like, he jumps around from time to time because in the last 60 to six to eight months, there was three or four different sales managers because he wasn't satisfied.

Yeah, that's a.

That's kind of a pattern right there, right?

Yeah, that's. That's a very not great pattern in somebody who you're, like, very reliant on for your income inconsistencies and things like that. So, yeah, I would say there's a couple things that you can do. It's like, if the sales manager is, like, undercutting you, and it's like you have a good relationship with the owner, like, just go straight to the owner, like, have a chat with them. Get something, like, in writing, Right? Okay.

Yeah.

You can go the percentage route. You can see if you can't become more entrenched in the business to see if you can't, like, get some type of equity out, at least, like, 5%, something like that. Like, you are, like, now part business owner, so they can't just fucking kick you out. Like, that's. Yeah, that would be my biggest concern of, like, you just doing more for a company that's already telling you, like, hey, I'm trying to cut your pay.

Yeah, yeah, makes sense. Makes sense. Yeah. That really helps. I think I know which path to take now. I will make a offer. Just stay under 10% and make them an offer because of, like, getting a share from every deal which is closed. If I, like. Or maybe even, like, having a share in the company. Right. Is even better. Would you go for that first?

Yeah, I would go for that first. Like, you always want to go for, like, you know, go for broke, and then that. That leaves you some room to, like, work your way down, like, if you have to. But I would say, like, just. Just in general, man, because, like, what's happening is they feel like they have much more leverage than you in this process. They're like, hey, we can just get more salespeople in, but if you have other offers that are willing to pay you more, now you want to switch it, now you have more leverage. Like, hey, if you don't pay me what I'm worth, You guys can get fucked. I'm just going to go sell for this company. And part of the downside is of, like, especially if you are like the top sales guy there is, you're probably most bought into the product.

Yeah.

Because you're fucking selling it all day. So what companies do is they'll take advantage of that. So you just got to think and it's like, it is business at the end of the day. Okay. Yeah. Like, these guys, like, if they are doing things that like, ultimately, like, are kind of going like, in my head, like cutting your pay like that, I would. Yeah, like, I would take that so personally, bro.

Yeah, yeah. Makes sense. Makes sense. I. I think I'm a little bit too much focused on this because I'm always selling it and I'm like, just used to it. And you, when you used it, you like it because it's. It goes smooth, you know? And like, I think there needs to be some change made to put me in a position which. In which I'm more in power.

Yeah. So it's like, again, look around. Are there other offers that sell something similar that, like, could you then plug in there? It's like, I'm sure, like, if your company is more well known, then it's like, hey, I'm the top rep here. Like, will hold some weight. Like you have weight, bro. You just got to throw it around.

Yeah, makes sense. Makes sense. So good to hear that. So how would you go about it? Just look the. Look through the ads, see the companies which resonate with me in the German market, and then like, do. Yeah. Talk with those people or send a video to them. How. How would you go about?

Typically, like, I would. I would just call the. Email them. Right. I'll just email them. Just like, like, hey, you know, I saw like, you know, your ad. Really love what you guys are doing.

Yeah.

You know, I think I'd really crush it on your offer. I'm the top closer here and I've closed like, this amount. Let me know if you want me to send over a few sales calls. Right. Like, that's typically how I would do it. Right. Like, that's how I landed, like, on, like, with scaling, with systems and a couple other offers.

Yeah.

Tip though. Just do it through cold email.

Okay, Makes sense. And to get to the 20k level in. In your eyes, which price point is like, great for that, like, if you have decent marketing in place.

Well, first of all, I don't really know the German market that well if I'm gonna be real. So it's hard for me to say exactly when it comes to that. I can tell you what general Trends, like, number one, like, price point to get to like 20K. Like, dude, I've seen people do it, like selling like 2k packages. A lot of it just depends on like the messaging and the marketing and then volume. Like, how many people can you talk to? Generally speaking, offers I see doing well is like, offers that sell to like, just more affluent demographics, right? Like there's one like AI agency, right? Like, that's one like, hey, start your own agency. Like, like there's a ton of different ones out there and most of them make no money. One of them actually sent me a cease and desist letter because they screwed Satya out of.

Yeah, I saw your Instagram post the day.

Most of them, most of them, most of them make no money. But there's one of them and I forget. God, I forget that I forget the name of it, but they make like over 3 million per month. Why? Because it's like they sell higher ticket to professionals, right? And they have that marketing dial the in. So that's what I would say, like, me personally, that's what I would take a look at is like, okay, who are they selling to? And like, what's the demographic they're selling to?

Okay.

So that way you can sell like higher ticket things. Another one that I know is like ripping really well right now, like in the info space. And this is more like, I could talk more about like us market. There's like a crypto one and they're like scaling up to like 5,5 million right now. And they've hit me up a couple times. Hey, just send us closers. Oh, and it's like, it's like a 50k offer to like super affluent people. They just want to learn how to get into crypto. Okay, so you get what I mean? So it's like. But that's their demographic and they have the marketing really dialed in, so you can make a lot of money there. So some of it is going to depend on like the demographic they're selling to. But I would say majority of it depends on the messaging and the marketing. Because again, if they're like, if they're selling to like not the most optimal demographic, like they're selling to like younger broker people, but they have their marketing and everything dialed in. It's like you could still make 20k per month.

Yeah, yeah, yeah. Makes sense, Makes sense.

So with those, right, like the first like offer that I was like hitting consistent 20k per month was like stock navigators. I don't know what they're doing now, but it's like, it's a trading offer. But what was their demographic? The face of it was like a middle, middle aged, like Vietnamese guy. What did it get? Like engineers, like, you know, like middle age. Like Asians. Yeah, like. Right. Those people have money. So it's like that's what you have.

To take a look at. Yeah, makes sense. Makes sense. Those companies you mentioned now, are we able to get in touch with them? I mean I could share my numbers and everything and maybe some sales calls, but they are in the US Market. Right.

So like that's the thing. So if you haven't really sold like in the US I would be curious on if they would take. Because like, if you, if you're looking at it from like their standpoint, if they're already like really like, you know, making a good amount of money, a good amount of cash collected because you haven't sold in English before, it is still a little bit of a risk because like there's just naturally there's going to be like a dialect difference. I think it would be easier for you to get into the German market because there's less competition for you too. Right.

Got you.

Like if you're good at like closing in German, I assume, and I could be wrong, but there's not that many people that like have that skill versus like the US Market where. Or the English speaking market where that's where everyone's trying to sell. So like competition is much higher. So you'll be like a bigger fish in a smaller pond.

Yeah, makes sense. Makes sense 100%. And if I ever want to start in the US market, where would be there a good starting point to like get, get the ball rolling?

I would say, like it just, it just depends, man. I would say real. The easiest way to like get into it is like through like network and different things along those lines. So like being a part of like groups, like masterminds, different things like that. Like I'm always like pushing people or pushing opportunities like in my mastermind and whatnot. Gotten tons of people hired like through that. Like that's a, that's a real easy way to do it.

Yeah.

It's like if you're part of community, you know, whether like closers, like you get an inside track with things.

Yeah.

But there's different ways you can get offers. Like there's job boards, there's like cold email, there's like recruiters.

Yeah.

So there's different ways to look at it. It just depends on, like, what you're trying to sell and, like, who you know.

Yeah, right? Yeah. Makes sense. Thank you so much for your perspective, Christian.

Absolutely. Hopefully that helps, bro.

All right.

Okay, cool. Paul, you there?

Yes, sir. What's up, man?

What's up, dude? It's been a long time. Yeah. Not doing too bad, you know, being boring. Don't mind me.

Sweet, man. So, yeah, dude, my question is. So I just started a new offer. I'm like, three days into it. It's going well. The only thing I'm finding is that the end of my solution. Awareness and consequence questions are just not landing, like, they're landing in terms of getting answers, but they're just not getting any emotion. I feel like this is something I've struggled with for a while is like, I'll get the answers, but just getting to the emotion seems to be really difficult. So I'm just curious on how you would do that, how you would approach that, because I just can't seem to quite get emotion there.

Yeah. So I would say just, well, what. What is. Like, what exactly are you selling?

Yeah, it's women's fitness, so. Women's fitness for women.

Okay, cool. Okay. So as far as, like, the future pace and then consequence, there's two things that I would go about. Okay. So in terms of, like, the future base, a lot of the times it's just about staying, like, very light and curious to, like, get tangibles. Because it's hard to, like, get really good consequence without tangibles. So I would stay there until I get, like, really good tangibles. Most of the times I'm going to pre frame it in a way that it makes sense for them to give me tangibles. Okay. So real easy one, like you can do for fitness, it's like, okay, and let's say, like, we're able to come in here and, like, help you lose that 30 pounds. The tough thing I have to break it to people is like, that. That actual, like, number on the scale, it never actually makes people happy. It's like, it's what that number does for you. So for you to be able to lose that £30, like, what. What difference does that actually make for you? Like, how so, like, what is. What is you? What does feel. Feeling better actually even look like for you? Right? Because, like, you'll get these bumper sticker answers, like, feel better. Different things along those. I say, oh, like, what. What does that even look like for you? Because everyone's different. I don't want to assume. And then it's like you get tangibles now in my head in terms of like, okay, what's the end goal for me in future pace? The end goal for me is like a crescendo of like a moment in time that like capsulates everything that they want. Okay. So whether it's be like they're on the beach, they're looking in the mirror, something like that, I want to make it visual that encapsulates them feeling better, them feeling in their best bodies like so you being able to look in that mirror, like you just bought those new clothes and they just, they just fit nice like at that moment, like how does that feel? And they're like, oh, it feels amazing. Blah, blah, blah, blah, blah. Okay, so it's like I want to make sure like I make a crystal clear image. So like that that's what's going to have the leverage there now in terms of then going into consequence, I'm always going to two step it, right? It's like, okay, but with what you're currently doing now, like how likely is it you'll be able to really be able to look in the mirror and have that feeling in the next six months if nothing does change? Oh, not likely. Oh, like well, why not? Okay, so it's like get that buying. And then when I go into like the deeper consequence, there's two things I'm gonna do. I'll pick one of these two. Either a story or like a pre frame. Okay. I would say for fitness, like stories work really well. Okay. I don't have one for women's fitness, but I can, I can give you one for the one that I crafted for one of my guys who, who sells to like older men. Right. To just give you an idea because like when you're, when you're going into consequence, you, you want to keep in mind, or at least what helps me in consequence is like what answer would make this a really good consequence? Right? If I understand what I'm going for, then I'm going to craft things in order to more likely get that answer. Okay, so here's the one that I, you know, I have like Jake doing who sells to like to like older men, like professionals. He's like, okay, so after you ask like the, I can probably just share my screen just to walk you through it a little bit easier. Okay, so after you ask like this question, right, like I have to ask, nothing changes with your routine. How likely is it you're going to be able to hit like this in time? Frame, Right. Okay. And then optional, I'd use like, Ed Mylett personal story. Like, hey, can I share a quick story? Do you know the story of, like, Ed Mylett? He's someone that I followed very closely, and he's a big business influencer. Can't speak. And because he was so focused on business and just making more money, his health took a big hit. He was 50 pounds heavier than what he should have been and not. And not doing any types of exercise. And for years he did nothing about it. It wasn't until his doctor said directly to him, right now, with your health, you're being selfish, right? Like, I emphasize this part. You're being selfish, okay? If you don't change, you will not be able to walk your daughter down the aisle. And him looking that reality of not changing his face is what transformed his life and gave him enough motivation to take action required to lose weight and change his life. So for you, like, what happens if nothing changes? Okay, so when you're thinking about this, I'd be curious about. It's just shifting this to, like, what's the consequence? You want, like, these women to say, okay, because, like, for older men, like, what's the consequence? Like, I want them to have, right? I want them to because, like, most of these people have families that are the most important things to them, okay. And them being unhealthy is selfish and it does impact their family. So if I can get them to admit, if I don't do anything about this, I'm going to die early and I'm not going to be there for my children, that dude is buying. Okay? So that's why I'll go ahead and I'll craft the personal story, like, that way, or I'll use like somebody else. Like, this is like Ed Mylett. So if, like, you don't have a per. Like, you're not a woman who lost weight, right? So, like, your personal story probably doesn't matter as much. But if you have a story of either a past client, somebody famous that's like, went through this, it's really easy to plug in there and it'll help show shape the type of consequences you're getting out. Does that make sense?

Yeah, dude, that's super helpful. Thank you.

I know I just threw a lot at you. I try not to overwhelm, but yeah, that, that's how I've crafted out there to just get a better answer out of them because it's like half the time the problem is they don't even know what like an actual deep answer is, so if you give them an example, naturally, they'll put themselves, like, in the. Like, in the person that you're talking about. They'll put themselves, like, as a protagonist, and they'll be like, oh, shit. Like, what if I die early? Right? Like, how. Like, what impact is that going to have? All right.

That was super helpful, man. Appreciate it.

Okay, cool. All right. Perfect, guys. Well, I do got to hop here, so hopefully this session has been helpful, and I will see everyone next week.