He 2.4xed His Sales In 1 Month While Taking Less Calls

It wasn't until I actually started studying just you. Like, I ignored everybody else, put away anything else that I really saw the most success with it. Because right now, like, I know I'm doing an objection handling is like when someone. Because again, the leisure is crap. So I lose a little of the motivation to objection handle them. They're like, oh, I just need to sleep on it. I was like, oh, well, it doesn't take time to make inform time to make an educated decision. It takes information like an Alex Hermosi close.

Yeah.

I was like, it doesn't click. And I was like, earlier today, the guy's like, oh, my card's not working. Let's whatever. I strictly did precision closer, everything you taught. And I got the deposit. I was like, okay, just stay on the yellow brick road. You'll be fine.

I talked with one of my clients, Owen, who went from just under $4,300 in commissions to over $10,000 in commissions in just one month. And how now he's on pace to do over $15,000 in commissions. He goes over exactly what helped him make that jump in just one month and successfully is clues. So please take a listen and drop your biggest takeaways in the comments. Let's dive in. So we can. We could definitely dive into it, but just, just for everyone. Like, what exactly? Like, do you sell right now? Like, what offer are you on?

Yeah, so right now I'm selling like real estate, coaching, like this ops.

Yeah.

So I've been doing that for. Since May of this year. And dude, B2C. Because before I did any of this, I sold B2B.

Yeah.

It's like going from B2B to B2C is two different beasts.

It definitely, definitely is.

Like, I sold like SaaS before and I was like, I can focus on the numbers and do all that. Then you get to the emotional side of people and I'm like, dude, I just don't. I don't get it.

Yeah, you can be super logical when it comes to selling SaaS. Like, here it is.

All right, cool. Yeah.

But now we're talking about selling a B2C real estate investment offer because typically, like the type of people who are the type of people are you talking.

To, like blue collar people either trying to leave their nine to five or just pick up extra income.

Yeah.

So it's basically. Or it's a biz op. 9 to fivers looking to become a business owner. Very, very squirrely bunch.

Okay. Yeah.

To say the least. So we've been what has been like two months. Us more like working together. Something like that.

A little under two months.

Little under two months.

Okay.

And so just so we have a baseline, because I'm not the first training you've done. You've done other type of trainings. We don't gotta mention names. But before we started working together, like, what were the results that you're getting? Like, on average.

Yeah. So on the B2, cuz, completely new beast, I was like average. I was getting like 4 to 6. Like, I was like, good months was like 6 69. Sweet. Almost there. But it would always fluctuate and it would always come down to like the, the lead quality. So I was like, okay, of these two, which one can I actually change? Either my skill set or the leads.

Yeah.

And what was it about maybe that you saw in like, me or what I was doing that you're like, okay, this guy might know what he's talking about. Let me see what's going on.

So ultimately it was YouTube is where.

I first found you.

I was searching up. I was like, okay, who uses this sales process? I need to see start to finish. Someone actually using it so I can wrap my mind around it.

Yeah.

Well, I see this cheesy thumbnail. It's like, got the sales process, the old sales trainer. And you. I was like, oh, who's this guy? So I click on it and I watch the video start to finish. And the way you explained the process and actually went in depth with it, I was like, holy crap.

Yeah.

So followed you a little bit more, went through all your other videos. I was like, I'm having the same issue there. I'm getting stuck there as well. And then I think eventually I just hit you up on Facebook. It's like, yo, do you do coaching?

Yeah.

Like the rest is history.

Yeah, because for you, like, you're doing four to six, so it's not like you're doing like God awful terrible, like you're getting some closes. So like, how. How are you selling before? And what were you would say, like, the biggest roadblocks you're running into?

I was taking it as a script. Like the script I had, I read word for word. Like, I knew it back and forth, but I didn't know how to make it flow and conversational. Like whether it was the agenda, what status, frame, whatever you want to call it. I would read everything word for word. So naturally it probably felt like it was in a sales process. The biggest thing I picked up from you was just making everything conversational. Like, don't Jeopardize the integrity of the conversation. Just ask your next question.

Right.

And you.

Yeah, go ahead.

Yeah. And as soon as I started doing that, actually applying it, I was like, wow, this is actually fun. It's starting to flow. So.

Yeah.

What was the biggest shift you started to realize? Like, once you started to make it more conversational?

Once I started to make it more conversational, I got better answers. Still working on it today. Still challenging getting people to break up a little bit, but if they don't feel like they're just getting a question after question and it feels like a natural conversation, when I ask them an impact question or something that should be a little more deep, I'll actually get a genuine answer. And I was like, oh, is that what it feels like?

Yeah.

And it just gives you ammunition for the rest of the call.

Yeah. And.

And that was a big thing we worked on, like, what are good answers, what are bad answers? So let's run through it a little bit for you. Like, what were the type of answers you're getting that you would say would be more like bad answers?

It was like surface, vague stuff. So, like, biggest thing for me was in connecting. I never, like in the beginning of the call, I never had like a tangible problem or goal. So someone's like, oh, I just want to get into real estate. I'd be like, cool, what are you doing for work? And I would just like jump into that route.

Yeah.

And then I would get into like actually asking the problem a question and doing all that. Like, well, do you like what you do for work? This or that? And they'd be like, oh, it's okay. And I would just keep going on. So it's like I never really got like detailed answers.

Yeah.

And if you don't get detailed answers or you don't have a direction for the call, like, what were you typically running into?

Man, I was getting running into a lot of objections at the end of the call.

As we tend to do. What were the. What are the biggest objections that you just kept getting slammed with?

It was, I need to think about it.

Think about it.

It was like smokescreen, or I need to think about it. But it was. I didn't really know how to do it. And like, I had like some understanding of how to navigate. I need to think about it. But the way I was handling it got me nowhere. It just delayed the call another seven minutes. And then I would hope and pray on the follow up.

Because if you say it gotta nowhere, like what? Like, what were you actually doing like, where was it going?

Yeah. So like I, I'd go through the pro, like same steps that I would always, that was taught to do. Eventually I would go to, hey, let's get like another like calendar. Let's book another appointment so at least there's another appointment on the books. And then I would try to be like, okay, before I go, is there anything you want to go over? And they were just like, really? I just need to either think about it, sleep on it, yada, yada.

Yeah.

Now with what you just want to circle constantly. And it's like, I think 1 out of 10 follow ups would come back and close.

Yeah.

It could be rough.

It was.

So what was the shift like once you started having better conversations? Like, what were, what were some of the biggest things that you feel like just allowed you to get deeper answers? And then what type of shift did you actually notice that, like when you did get to the end of the call?

So when I started to get better answers, I was actually able to move the conversation the way I wanted it to. Like, one of the calls I had, like, for where I sell right now, like the entire company reviewed one of my calls and they're like, take notes on that. Do you see what he asked? Do like everyone. Can I get the transcript of it? It's like it was. Because everything was asked not by like question by question, but off of what he said. So ultimately at the end of the call, I was speaking his language. By the end of the call, if there was an objection, not a, not only a. Did I have like the conviction to actually handle it? Because like, dude, everything we've just discussed, like, I know this will work for you. I'm going to help you. And it's like just, I just had way more conviction when. Objection. Handling though.

Yeah.

And like that's, that's one thing that it's really hard to teach is like having that conviction. But, but you said a really important thing, like using their language, which is something like I really harp on. Like, why do you feel like using their language is really important when you're in like a sales conversation?

Yeah, well, especially like when I would go through it, like when I would use their language, they would just, it would, it's more like they were talking to a friend. Like if I put words in their mouth or said, oh, well, it sounds like. And I'll try labeling them with things they never said.

Yeah.

Yeah. So they were never bought into it.

Yeah.

But when I was using their language, they were more bought in. They're like, yes, exactly. So it's like it was better answers overall.

Yeah.

Like this person talks away. I talk. And that's why I hate, I hate labeling because you're putting somebody in a box, which was like when you first came, like that's what you would do a lot. Because when you try to put somebody in a box that they don't want to fit in, like how do they react?

That some people get squirmy, Some people are like get defensive. Like, no, that's not what's going on.

Yeah.

And it's really only people who are more or less lay downs or they're a certain type of prospect that actually do fit in the box. Like those are the only type of people you can close doing it that way.

Right.

It's like you can only get to like, like the four to six hit like per month doing it that way. So then when you're able to connect with them better. Was there anything else? I know like we worked on things like identity and things like that. Like have you been using that on your calls or like have you noticed like that helping?

Yes. Especially in the identity identity frame when we're like going through like what have you done in the past? Like getting that. I'm still working on it belief. But like actually getting the belief, getting the crappy answers, slapping them around, getting the real answer.

Right.

As we're about to like get into like he's like, what do you need hitting them with that identity frame? Like after doing that, I can't tell you so many times, like when I'm in objection handling, I can pull them back and be like, hey dude, if we're trying to become that investor that's doing this full time, that has that time freedom, who do you need to become to actually get to there? They'll be like, well I have to do this. I have to become this. Like this habit has to die. Yada yada. It's so much easier to pull them back in come objection handling. Be like this is what we wanted to do.

Yeah, exactly. Because like identity is one of the like the highest levels that we can leverage to make people change. So it's like you having that like underpinning especially when you get to objection handling. How have you noticed your objection handling changing from before? We're just kind of going in circles and just delaying it for seven minutes versus how we're going about it now.

I can say I've locked in a lot more payment plans now just having like a clear like step by step process. Like, this is okay. Ultimately, is this a smokescreen? Is this the real objection after I get that, what is this person actually trying to tell me? Like, yeah, it's because I've done it once. I'm trying to, like, fix it again. Like, I'm not the best at fear objections yet. Still getting there.

We'll work on it.

The guy had the money. Like, he didn't need a payment plan, so he had like 20, 30,000 set of stuff. So money wasn't an issue for him. It was actually that taking that first step and getting into it, I handled like, the fear with him. Still got him locked in. I was like, wow. I natural instinct would have been like, oh, well, we have a payment plan, if that would help you. I was like, it would have taken my commission from like 600 down to 200. So it was like, just able to actually understand what the person's telling you. So you can actually help them.

Yeah.

Not what they're saying, what they're telling you. Yeah, because what's the difference?

Because, like, what they're saying is, hey, this is a money issue. I need to figure out the funding aspect. But what they're telling you is, yeah, I just need to sleep on it. I need to think about it. Like, just like random smoke screens.

Yeah. So it's just understanding the difference between, like, the words that are coming out of their mouth versus the actual belief, the meaning underneath it. Because if you just address, like, what they're saying out of their mouth, like, they'll just put more hurdles in your way. But if you can get underneath it, that's when you can actually address, like, what's actually going on.

Right.

And because, like, as far as the results, like this past month. Right, because this has been your best, best month this past month yet. What were the results that you got last month?

I did $10,052.

Nice, man. So first time cracking 10k.

Yeah. Five digits in one month.

Congrats, dude. And I was actually looking at the numbers. You took 20 less calls last month than you did the month before, and you made more than double.

Correct.

Right.

What were the biggest shifts that allowed you from going to 20% close rate to 45% close rate in just one month.

For me, it was taking people out of the box that I put them in. Like, being able to have the conversation I needed to have with each and every prospect. Like, one of the guys I had, he wasn't focused on money. It was more so around time and freedom and, like, how he didn't want to End up like his parents and yada yada, that resulted in a $25,000 sale. Just because I was able to have the conversation I needed to have. Because you've seen it every time that we've done it. I try to put them in, like, that one specific box. Like, you're getting somewhere, but you're not getting to the root cause of it. You're not getting the true pain, and you're not going to truly be able to help them because they don't feel hurt. So just by actually having the conversation, I need to have it led way more sales.

Yeah.

Because I know one thing we worked on quite a bit is especially people who are already doing, like, quote, unquote, well.

Right.

Which when their pain's not as apparent, like, it's hard to get them to admit, like, the problems that they have. So what are some shifts that you made on, like, working with those people who are our, quote, unquote, well, to actually get to their pain so we can make a $25,000 sale.

For me, it was like, if it wasn't obvious that they were BSing you or lying to you, it was literally just grabbing them, sitting them down, slapping them around a little bit.

Well, right. Which when their pain's not as apparent, it's hard to get them to admit, like, the problems that they have. So what are some shifts that you made on, like, working with those people who are, quote, unquote, well, to actually get to their pain so we can make a $25,000 sale.

For me, it was like, if it wasn't obvious and just going like, hey, I can obviously smell this is bs. So let me use a reframe here. Let me kind of shift the way you're thinking that they were BSing you or lying to you. It was literally just grabbing them, sitting them down, slapping them around a little bit, and just going like, hey, I can obviously smell this is bs, so let me use a reframe here. Let me kind of shift the way you're thinking so we can get on the same page. Like, one of the things I've used the most when someone's like, oh, I don't know, what I'm really looking for is, like, the doctor analogy. Like, well, if you walk into a doctor's office and just that's that thinking, so we can get on the same page. Like, one of the things I've used the most when someone's like, oh, I don't know, what I'm really looking for is, like, the doctor analogy. Like, well, if you walk into a doctor's office and just does that, it. It shifts the way that the things like, okay, I can get what you're coming from now. Well, this is what I'm looking for. And it kind of, it shifts the way that the things like, okay, I can get what you're coming from now. Well, this is what I'm looking for. And it kind of just helps you to keep the conversation moving forward and effectively. Yeah, good. Yeah, sorry. Because like the biggest thing I noticed when like reviewing calls with everyone else is their calls are like an hour, hour and 30 long. But like when they would review my calls, it was like 35 minutes, cash collected. So they're like, look how effective the call is. Look at this. Take notes. And I was like, yeah.

Huh.

Okay.

Like this shit might work. It just might, just maybe it just might. Because like the biggest thing I know we've gone over, especially with, you know, people who are like, you know, a little bit further on, like they're making more money. Just like, understand, like everyone's wearing a mask. They just tend to be wearing a thicker mask because they have external things they can put on their mask.

Yeah.

So it's just about like letting them know, like, hey, bro, I'm not the one.

Right.

Because they've probably hopped on like tons of sales calls before.

Right.

And they've just gotten away with lying to people. So if you just subtly know, like not being a dick, but if you just subtly let them know, like, hey, stop lying to me, like you're able to actually get to the real thing and get to the real pain. And then once they have a need like those people are the easiest to sell. It's just most people can't get to their actual need.

Yeah. That's where things kind of fall short.

Yeah, absolutely, man. So do you have like, if somebody's watching this, you have any advice? You know, if they're really wanting to make sure, like they can break, you know, the 10K and get beyond. Like, what would be like the number one advice you would tell?

And number one advice would be just don't. Don't accept BS answers.

Yeah.

Like legit it just because someone says something like just double down on it. Sometimes you just gotta ask why? And it's all you need to just get em over the edge to get the true answer.

Yeah, yeah.

Know the difference between a good answer and a not so good answer. Actually understand why you're saying certain things, like understanding the why behind it, which also is going to tie into the tone.

Right?

Like the tone, the why behind it, rather than just a question. That's what allows you to actually connect with people.

Right.

So next step, 20k per month, right, sir? Get it, dude. Okay. And then, yeah, we just take it from there, man.

Awesome, dude.

All right, that's pretty much going to be it.

Chop, cut, whatever. One thing I was going to add, if you want to throw it in somewhere, is actually just picking someone you want to study. Study them.

Yeah.

Because when I was dancing between you know who and you and like, a couple other people I saw on Instagram.

Yeah.

It gets so hard because I would try to label, I would try to follow the process, I would try to double down. It wasn't until I actually started studying just you. Like, I ignored everybody else, put away anything else that I really saw the most success with it. Because right now, like, I'm. I know I'm doing an objection handling is like when someone. Cause again, the leads are just crap. So I lose a little of the motivation to objection handle them. They're like, oh, I just need to sleep on it. I was like, oh, well, it doesn't take time to make. Time to make an educated decision. It takes information. Like an Alex Hermosi clothes.

Yeah.

I was like, it doesn't click. And I was like, earlier today, the guy's like, oh, my card's not working. Let's.