High Ticket Sales Roleplay From an $8M Closer

You want to know how you can close over 70% rather than 20%. It's not about saying the perfect thing. It's your authority and it's your tone and your ability to be able to challenge. So in today's video, I'll be sharing a role play I did with one of my mastermind members. And you're going to see exactly the type of tone I use. How do I challenge, and how do I get people to actually be specific.

About their problems and their goals?

So you actually have leverage in a sales conversation. Now, this is going to be a B2B role play. I am role playing somebody who is selling a offer to business owners. But I've closed over $8 million in sales myself. I sold B2C.

B2B.

And this is the same system that I've used to help keenan go from 5k per month to 68k per month selling B2B. And Nitesh, who went from 0 to over 50,000 per month selling B2C. There's not much of a difference between selling B2B B2C. So in this role play, you'll see exactly how I go about it. Take notes, pay attention, and if you want me to work with you one on one, check the first link out in the description. But if not, let's dive into the role play.

Okay, cool. So it's like, hey, can you hear me?

Can you see me?

All right?

Yep.

All right, Cool, man. So it looks like you booked in about possibly getting some help growing your business. Does that sound right?

Yeah.

All right, Cool, man. Made it to the right spot. Just so we're on the same page, man. What made you want to go ahead and book in the call today? Like, how can I help?

Yeah, I mean, I seen the ad online on Facebook, and you guys really stood out a little bit differently than everything else I've seen in the space. So, you know, my agency has been stuck at 20,000amonth. I can't seem to really figure out some. Some predictable client acquisition. It's just kind of up and down month over month. So I'm hoping maybe you guys have a. Something in place that can kind of build me some more consistency.

Yeah, potential, man. We could definitely dive into it. And when you say, like, predictable client acquisition, I guess if you take a look back at the business currently, what are you running into right now that makes you feel like maybe it's just not quite as predictable as you would want it to be?

Well, every. Everything I've tried up to this point, we can't seem to get clients on a calendar. Right. Like, we've relied on referrals and in my internal network, but it's obviously that that's going to dry out eventually. And, you know, we're not growing at the. We've been stuck at this rate for the last three to six months. We're not really making any progress to grow. And as soon as we sign one client, we lose another. So it's just a constant back and forth.

Yeah, that could be trouble, man. Are you doing anything else besides just referrals and in your personal network?

I've tried paid ads. It didn't work. I tried some cold outreach. It was just time consuming.

So we've tried some stuff, but the only way we've actually gotten clients in is through referrals. In your network?

Yeah.

Okay. And on a typical month, how many, like, new leads, like people inquiring do you get per month?

Like one or two. And they're normally not a good fit anyway, so it doesn't.

Okay.

Yield in anything.

Okay, so then. Then on a typical. Let's just say like, over. Because. How long have you been in business for?

About eight months.

Okay, so we've been in business eight months. And during those eight months, how many. How many clients have we had?

Right now we work with about 10, and we do about 20,000amonth. So on average, we charge $2,000 retainers to our clients.

Okay.

And it's only been the last three to four months that we've been at 20. So before that, we were really stuck between 10 to 15. Got lucky, couple referrals. We didn't lose our clients in the process. So. Okay, so we have 10 right now.

Yeah. And then when you do say we, uh, who do you mean by we? Just. So we're on the same page.

Yeah. Just me and a couple vas I have. So it's only me as the owner.

Yeah. Okay. No, that makes sense, Ben. And when you say like 20,000 per month. So we've been stuck there for. You said three, like, past couple months?

Yeah, about three months.

Okay. Um. Well, I guess for you. Cause some people are fine, like, hitting that 20k per month. More coasting. Why do you feel like just with the leads, the referrals and everything you're doing, like, it's just not quite enough for you to grow the way that you're wanting to.

Yeah, I mean, I guess it's just I. I don't. I don't totally know what I'm doing. Right. It's just. I've tried stuff based on my own level of knowledge and what I found online, couple different courses and stuff I've bought here and there, but nothing seems to actually translate into a real measurable result.

Okay.

That's kind of getting me over the hurdle.

Yeah.

Right. So it's just I'm trying stuff, and nothing seems to be working.

And for you, like, why is it actually important for you to, like, grow the business? Like now, though?

I'm just sick and tired of being stuck at this revenue.

Right.

Like, it's. It's a battle back and forth. And I mean, I. Because I. I wake up, you know, thinking, like, if I lose my current clients, I don't have anyone to replace them. Right. So my. My income is always kind of. There's tension there, because if I lose clients, nothing replaces it. So it's just a matter of time before everything kind of comes crashing and burning.

Well, when you say tension, like, what do you mean by that specifically?

Well, I'm just kind of on edge because I'm in. You know, obviously I'm. I'm thinking about all the clients I'm working with. I have to put an extra time and effort to ensure that they're happy, because, like I said, if, you know, if I lose them, I have nothing to replace it. Right. So my income has kind of always got a gun to its head, because ultimately, if they're gone, my revenue's equally gone. You know what I mean?

And have we been in a position where a few times, like, we have lost clients and, like, it put us in that position, or has this actually shown up?

Yeah, I mean, the first. The first few months, that's exactly what was happening. We signed two clients, we'd lose one client. Or we'd sign three clients, we'd lose three clients. It's only been the last few months. We've gotten lucky that we could sign some clients and they actually stay on with us, but we just don't have any way to add more clients at an accelerated rate.

And then, like, those clients, like, dropping down and then our income dropping down. Like, what impact does it actually have more, like, on the business?

Well, I mean, obviously it stops us from growing, you know.

Yeah.

And I don't want to be. I don't want to be stuck at this income level forever because I know there's other people in the agency space that are doing, you know, much larger numbers than me and.

Yeah. Yeah. Well, I feel like if I take other people out of it. Right. Because if you. If you really think about it, More like internally. Like right now, we have, like you said, like a gun to our head, like when it comes to our clients and our income, I guess. Like, how does that. How does that actually feel on your end? Like, basically feeling like a hostage inside your own business.

Yeah, I mean, it's stressful and frustrating, you know.

In what way?

Well, just, we've. We've had the agency going for so long now, and we're not making any progress. So I, you know, I mean, I feel like at some point we have to figure out a way to grow this thing. We can't kind of last like this forever. It's just too stressful, man. Yeah. And money's not. Money's not good enough to. To kind of always be stressed about.

Losing clients and, And. Cause it sounds like for you it's like, definitely time to make a change then, right?

Yeah. I mean, if it, if there's something that makes sense, I'm. I'm not opposed to it, but it.

Just comes down to. Because everyone is a little bit different when it comes to that change. So I guess, like, why actually look for maybe like outside help to help you actually streamline that process rather than just, I don't know, just try to figure all the lead generation stuff out on your own?

Yeah, I mean, I guess it's a combination of I have tried other things and can't seem to make it work. And then the other side of it is, I'm sure there's probably a lot that I don't even know, and I don't totally know where to access that information or if there even is something else. Maybe I'm doing everything right and I'm just not good enough at it. Or maybe there's something I'm not doing or something that I'm missing that I just don't know.

Yeah, yeah, there's definitely, like, some room to grow. Right. So it's good that we've identified that. But in terms of if you actually add a more reliable system, because that's what it sounds like, we just need something more reliable, bring clients in so we can steadily grow. How many new clients do you feel like you. You could be getting in on a monthly basis if you just had actual flow of, you know, leads coming in?

Yeah. I mean, we could definitely take on five to 10 new clients a month.

Right.

And then Obviously after maybe 10, we'd probably hire another person, so we can keep growing that.

But. But if we're talking about five to 10 clients, like each month, like, typically, what's. What's the lifetime value. Like how, how long does a client actually stay with you guys?

About six months. Yeah, about six months. So like about 12,000.

Okay, so if it's like one good month to two good, like two decent months, we're talking about like doubling what you're doing. We're like, we're going from 20 to 40. Yeah, right. That's without hiring anyone else. So it's like just right now because we don't actually have a consistent lead flow in place, we're leaving at least 20k like on the table each and every month just with our current level of like capacity. Does that sound right?

Yeah, unfortunately. Yes.

Yeah. Could be trouble for sure. Right?

Yeah.

But, but help me understand, just because it sounds like it's been going on for a little bit, besides, you know, you reaching out today and us talking, what have you done about actually getting hands on help? That way you could get the lead generation more ironed out so you could actually double the income in the agency.

Yeah, so I mean I've, I've purchased a couple courses over time, you know, between five hundred and a thousand dollars. Didn't really do anything like the, the.

More like basic stuff. Right. But I'm saying like, what have you done about actually getting like hands on, more professional help? So like that way again, like you could get something built out.

Nothing yet. I mean I, I took a call with someone like 30 days ago. Again, it was a good ad. I didn't really feel like it was, it was the right thing for me. It was, again, it was more so just courses and stuff and coaching calls. So I, I didn't feel like they were going to help me figure it out. Like I need, I need someone to actually kind of hold my hand to an extent to help me show me the right way.

More like hands on help. So then what's prevented you the past like three months of like going out and finding that hands on help? That way you could actually get these systems up and going.

I mean, I guess I wasn't necessarily looking for it. I just didn't really find the right.

Yeah.

You know, the right program or the.

Right fit and I just can't. Can, can I share perspective? Yeah. Cause if our lead generation has kind of been an issue an entire time, the entire eight months, ultimately whose responsibility is it to go out and actually find a way that we can fix it?

Well, it's mine, right?

So you could be real with me, man. Cause I'm on your team. What's actually prevented us from going out and like finding, finding that hands on help, that hand holding that we feel like we need, that way we could actually get to the point where, you know, we're not dealing with this anymore.

I mean, I guess I just didn't prioritize it to take a step forward and actually put time into finding someone to help me.

Yeah. And so, and I appreciate you being open about that. Right. Because like sometimes that's hard to admit, but can you see how that lack of just you prioritizing that has kind of led us to being where we're at right now. Are you okay saying that?

Yeah, I see what you mean.

Yeah. Because if we had to put a number to it over these past eight months, us not prioritizing, actually getting the hands on out, like, like what do you feel like this has actually cost us if we had to put a number to it?

I mean, a couple hundred thousand at least at this point.

Right. Because if we're talking about at least like 20k per month, right, like we're saying like on the lower end, like 20,000 times eight, then just like on the lower end, we're talking about like 160,000. Do we left on the table?

It kind of sucks when you put it in front of me like that, but yeah.

Well, does that number seem right?

Yeah, absolutely.

So like, is that way of thinking, like just not making a sort is like that worth keeping moving forward? If we actually want something different now.

I want to get my 160,000.

Right. And it's like. And, and that's the first thing, that's the very first step because, and the only reason why I ask because it's like if you get somebody the perfect diet plan in the world, but they don't have the right mentality to find, you know, actually follow it, like what type of results do they get?

Not good ones.

Right, exactly. So it's like, it's yes, actually having the, the skill set of getting leads, but it's also about being the business owner that solves the problems and do the things that we know we need to do. You get what I mean? Because I'll promise you right now, if you're that business owner who doesn't have a care in the world about where his leads are coming from, you're making 40,000 per month. I'm telling you right now, you'd have a different level of confidence about you. You walk differently. You get what I mean?

Yeah, right.

Just right now we're the business owner who's stuck at 20,000 per month, right. With A gun to our head with our clients. Is that right?

Mm, yeah.

So I have to ask, are you okay seeing the person who we have been? Cause if you are, I'm the first one to tell you, just keep doing what you're doing.

No, I'm ready to kind of. I mean, I'm ready to start doing the right things and prioritizing the right things so I can keep it moving at the, you know, the growth rate that I, I think is possible. I have the team there, right. The team's there to take on more clients. We. I just can't give them enough work because I don't know how.

And it comes down to, like, us growing to be able to be the person who can give them clients. But naturally, when we do grow, like, things have to die off. So for you, like, what do you really need to let go of in order to grow into the entrepreneur who can be making 40,000 per month and beyond?

I mean, I guess just really put more effort into prioritizing, fixing the issue. Right. And not. And not just kind of coasting and hoping I find it. I actually, you know, take action to figure out the solution.

You don't want to be that guy who coasts, do you?

No, not anymore. Not after seeing those numbers.

I have to ask. I do have to ask because it's a hard thing we have to look at. But if you stay that guy who does coast for the rest of his life, how would that actually feel?

I mean, I guess it'd feel like it's a waste of my ability and my ambition. Yeah, right. Because I have these higher level goals. I just, I haven't been able to figure out how to hit them.

Yeah. Okay. Are you willing to allow that stuff to go to waste? No. Okay, so let's talk about it, man. Because ultimately when we're talking about getting the goals, it's like, yes, the money does mean something, but ultimately it's a number on a screen. Right. It's like, it's what it does for you. So for you, let's just say the next three to six months. Ultimately, if you're able to really dial this stuff in, where are you looking to be at, like monthly in terms of actual revenue in the business?

I mean, I'd like to get to 50, 60k a month is kind of the next, the next big step.

Would. Would you like to get there or do you need to get there? Cause there is a difference.

Yeah, I mean, I guess I need to get there. Cause I'm tired of being at 20.

You know, I like to hear it, man. Now when we're talking about 60,000 per month, what's that profit wise?

Just like we would. Profit wise, we'd probably be at 30 to 40,000amonth. We're pretty lean right now, so.

So 40k per month in profit. And how does that compare to how much profit we're doing per month right now?

Right now I make like 10 to 12 in profit.

Okay, so we're talking about like 4xing the profit.

Yeah.

Which again, no small feat, but at the end of the day, again, it's just a number. So for you to go from 10,000 to 40,000 per month in profit, like, what actual difference does that make for you?

Yeah, I mean, I can. I mean, first of all, I wouldn't be so stressed about money all the time because it's substantially more. And I guess, you know, I can, I can do more things I want to do. I can travel more, I can give more to my partner. Family.

Give more to your partner.

I mean, I guess just, you know, be able to spend more on her and the things that she wants to do versus kind of being a little strict on where our money's going because we don't make enough.

Well, like, what are some of the things like you want to be like, less strict about?

I guess just, you know, if we want to go on a shopping spree, we can do it, right. If we want to go, just buy stuff for the sake of buying it because we want it. We're in a position that we could actually do it.

Yeah, yeah. So you can, like, the nicer things.

Yeah. Not have to, you know, get in an argument about money.

Yeah, yeah, yeah. Okay. What else, what else would that actually, like, allow you to do? Like, okay, you can go shopping a little bit. Like that's fun. But like, how would it actually, like, tangibly change things?

I mean, with that kind of money, we could definitely invest more into the business for even, you know, higher level training. Because then the next logical step is like, how can we get to 100,000?

We always know we need to reinvest into the business and continue to grow, but nobody walks over broken glasses to see numbers increase. Right. Like, it has to mean something along the way. So for you to go from like 10 to 40 besides, like. Yeah, like being able to, to pay for like, nicer things. Like what? How would life really be different then than it, like, currently is now?

This is really good, dude. I'm struggling to, like, put together an answer.

Yeah.

Yeah. I mean, I guess it's just I can put more money aside and I can, you know, I can kind of do everything I want without having to have a number kind of limit me. So day to day I'm, I'm not so stressed anymore about financial situation. It's more. So just what do I want to do today? And I can kind of do it.

Well, what, what are some, some of the things you actually want to do?

I mean, I like to travel, so more, more vacations, maybe higher end vacations where I can spend more.

Why, why travel?

I'm up here in Canada, man. So.

Yeah, fair enough.

You know, like to, like to go somewhere tropical and some are warmer.

Yeah. Where would you like to go?

I like Florida. Florida's great. I go, I go there once or twice a year now. I'd like to go there.

Yeah.

Seven to ten times if I could.

Okay, right.

But we could.

Yeah. You'd be going alone or you'd be taking your, your partner.

I'd be taking her with me. Yeah.

Yeah.

And that's the other thing that doubles, that doubles the expense, so.

Yeah, no, for sure. Right. And it's interesting, man, because it sounds like, you know, it's like, yeah, take the weight off of us, but also, you know, do more things, but it sounds like really make sure you can provide for her as well.

Yeah.

So where do you feel like that, that drive to really provide like that comes from or like, why is that so important to you?

I want to be the provider. So, you know, I don't want to have to rely on her income to substitute. Maybe what I'm not doing enough of because right now, like, I just don't make enough to really confidently be the provider of the household. And I don't like that.

Yeah.

That I want that to switch.

Yeah. And if it were able to switch, you're able to raise it up. Is that something potentially like you could retire her or, you know, she'd still work, but it just less of like a focus.

I mean, if I could retire her, I would, I would absolutely do that.

Right.

I just, I'd never been in the position to even consider it.

Well, if, if you, if you did think about it, right. Because when we are like running towards something, it's important to have like what we're running towards like in mind. So it's like that way we run as quick as possible, right?

Yeah.

So you being able to retire your partner, like, what would that actually do for you? Like, personally?

I mean, it would make me, it would really make me feel accomplished and like my. I have some greater purpose than what I've done up to this point. Right?

Yeah.

Because I kind of beat myself up on like, am I doing the right things and I'm. I'm not at the level I want to be. So I mean like it's, you know, it's frustrating. Yeah, right.

And if you had to like picture it, you telling her like, hey, pack your bags, we're going to Florida. But also, by the way, when we come back, you don't actually have to go back to work. Like I have it like to see the look on her face, like you being able to tell her that, like how would that make you feel?

I mean there's. There'd be no greater feeling that would. I'd finally feel like I made it. You know what I mean?

No, I get it, man. I do have to ask though, like with just with how we've been showing up and with the leads and everything that we have been getting and how we've been growing the business so far, if nothing does change with how we are getting our leads or how we're running the business, like what's the likelihood that we're going to be able to have that conversation with her in the next, you know, six to 12 months if nothing changes?

I mean, at this rate, it's not gonna happen. Like I some I have to figure it out in some capacity. Cause I haven't been able to on my own. So.

Yeah, no, yeah. And it's like. And I appreciate that because like right now we know what we're running towards. And if I put somebody on a hundred meter line and they're running towards a gold medal, like for you, that gold medal is, you know, retire. Retire the partner, be more stress free, not have to deal with arguments, go shopping, all that stuff. If I take that same runner and they're running towards the gold, if there's a tiger behind them, do you think they'll run faster?

Yeah, I hope so. It should be work.

Right? So for you, like what's that tiger? Like what happens if we can ever make the money to take the pressure off of her? That we can really step into the role of being a provider to where we can go on the trips and things just stay how they have been for another six months in our year, another two years. Like what happens if things stay the same?

Sorry, you're gonna have to ask the beginning part of that question again. Can you just, can you just say that part again?

So it's like, well, what happens if we don't do anything about this. We really can't step into the role of the provider. We can't take the pressure off her. Right. And we just keep on doing what we're doing now in the business for the next six months, year, two years down the road.

Yeah, I mean, I guess nothing changes. You know, it's been six, eight months. I still haven't figured it out.

Yeah, but like, for you, what would be the actual day to day impact of things not changing?

I mean, the frustration will just keep growing. Right. And then, and I, you know, I, I can't keep doing things the same for this long and not expected and not get a different result. Like, it's stressful.

And the real, real tough question I have to ask too, man, like, what impact do you feel like that actually have on the relationship? Six months, another year of this frustration continuing and rising.

Yeah, I mean, I guess I never really thought about it from that way, but I mean, I guess over time there would probably be some resentment growing because all my time is focused into this, but I'm not making real progress. So it's just all my time's eaten away and I'm not actually growing and moving the way I want it to. Right.

Okay. Are we, are we willing to allow that to happen?

I hope not anymore. You know, like I said, if the solution is, if the solution makes sense. I'm, you know, I feel like I'm.

Like, take, take us out of it in terms of the solution because like, ultimately whose responsibility is it who decides if this continues or not? Me. Right. So it just comes down to are you actually willing to make a change?

Yeah, definitely.

But like, why now though? Because we can be that person who's New Year, new me. Right. We kick this down the road. Like, why not just be that guy? Like, why actually do it now?

Because enough is enough, man. You know, I'm, I'm. Once. Once you kind of put the numbers in front of me, I realize, you know, that's, that's the potential that's there and I gotta, I need a way to get it and I just, I can't.

Okay.

I haven't been able to figure it out.

Yeah, I mean, you sound pretty serious about it, man. Cause I mean, based off what you're telling me, especially when you're talking about actually getting something more reliable in place, like what we're doing would definitely work for what you're looking for. So if it would help, I can take you through how the process actually works now. We can actually generate some more leads in the business. Would that help?

Yeah, let's do it.

Yeah. Cool, cool, cool. All right, then. I'll take it from there.

That's. That's, that's crazy.

So if you found this helpful, go ahead, leave a, like down below, drop a comment. And if you want to get sold, if you want to hop on a sales call, or if you want any potential help from me to work on with you one on one, like I did with this gentleman here, go ahead.

Check out the link in the description.

But if not, then I'll see you.

On the next video.