High Ticket Sales Roleplay [LIVE] - Real Estate Offer - Don't Make These Same Mistakes!

The biggest problem I see people having is not being able to dig deep enough into discovery and actually pull out real pain. That creates urgency. So today I'll be going over a training I did with two of my clients. One who sells a real estate investment offer, and the other one who sells fitness, on how to ask better questions to dig deeper and get pain. So let me know if you have any questions or if this has been helpful in the comments. Let's dive in.

Yeah, for you, Blake. Then if you can just be, like, the generic 9 to 5 guy looking to transition, get into Airbnb, all that fun stuff.

Okay, cool. Cool. Sweet.

Well, Blake, can you. Can you hear me? Can you see me?

Okay, I can hear you. What's going on, Owen?

Perfect. Can you see me?

Good.

Camera coming through.

Clear.

Yeah.

Beautiful, man. Well, we can jump right into things because it does look like you booked in here pretty recently, but can some, like, possible outside help with Airbnb can make more money, start investing all that fun stuff, right?

Yeah. Perfect.

Now, just so we are on the same page, what did you see on maybe, like, Instagram or maybe even Facebook that had you looking into Airbnb?

I don't know. You guys just sent me a bunch of emails. Pretty much.

And I guess, like, what was it about, like, the. The emails we sent you that made you want to book on a call today?

I don't know.

You guys just sent me, like, a hundred of them.

Okay.

Was there anything that stood out, or did our marketing campaign just get you?

Yeah, it just. I don't. There's just a ton of emails. One of them said, like, hey, this is, like, your last chance to book in.

Oh, okay. And you're like, hey, might as well just see what this is about?

Yeah, pretty much.

Okay, I got you, man. Well, unfortunately, the marketing guys gotcha, but we're here now. I will say with what we do.

You see how you just bought into his bullshit frame?

Yeah.

You know what I mean? It's like, dude who gets tons of emails and doesn't hop on fucking an hour. You get what I'm saying? Buy into that frame. Oh, you guys sent me a bunch of stuff. Well, what even had you caught? Like, what even caused you to sign up to begin with? Because we only send emails to people who signed up for stuff.

Gotcha.

Okay.

You can't buy into it. Feel like Blake, say the same thing to me.

You guys just sent me, like, 100 emails.

Yeah, man.

Cool, dude. And we only send emails to people who signed up for stuff, so one what even caused you to sign up and actually look into, I guess, like making more money with Airbnb?

I just came across you guys on Instagram. I just saw like one of your marketing posts.

Okay, cool, man. What spoke to you? What caused you to want to actually look into it? Because there's tons of stuff out there.

I don't remember. I was a few days ago now at this point.

Yeah.

But if you really thought about what would even have you interested in possibly learning more about, know, Airbnb and making money that way.

Just to make more money.

Cool.

So like now I got him to admit he. He's looking to make more money and then we can go into. Okay, so as far as you making more money, because you know, people come to us to make more, definitely not less. What. What type of help are you even looking for specifically?

I don't know. I just kind of wanted to see what you guys offered. Your email said like, hey, this was the last time to book in, so kind of like your last opportunity.

Yeah.

And. And what we do, it's fairly custom, so it's just going to depend on like what you need. Like, are you doing Airbnb right now, like have your own business or do you work like, like a job or something?

So I work like the standard nine to five.

Okay, so what would even have you looking to, I guess, like get into your own business and. And start an Airbnb just to begin with?

I just saw your guys post. I thought it was pretty interesting and just kind of, I guess, like looking to make more money.

Okay, but as far as like making more money because, like, take us out of it, right? Because I'm just trying to understand like, where exactly you're at. Like, what are you seeing in your job that makes you open to different ways of making more money?

That's a good question. I don't know. I guess, like, I don't know. I guess just the fact that it's more. I can't work more hours and make more money, if that makes sense. Salary is pretty set in stone here.

Oh, that's.

That's interesting, man. And if you could get to a point where you could transition full time into Airbnb, because that's why most people come to us. Is that something that, again, if you had the skills, things lined up, like, that's something you'd be open to?

Yeah.

Open to it.

Yeah, yeah, yeah.

Why would you be open to transition like out of the nine to five and to do something like that full time, More time.

Freedom. I'D say be a business owner.

What do you mean by, like, time freedom, though?

Yeah, just work my own schedule, not have, like, a set place to be for the entire day.

Okay, cool, man. Because, like, maybe just so I have a little bit of context, like, what do you currently do. Do for work right now?

So right now I'm a school teacher.

Okay, cool, man. How long you been doing that?

Ten years.

Oh, wow.

One of the. You know, one of the new guys over there. I love to see it. Dude, what. What caused you to get into teaching?

Steady paycheck. I like working with kids.

Yeah.

I'm just a history buff, so being a. Being paid to do it just made sense to me.

Yeah.

I mean, sounds stable job.

Yeah.

Pretty sweet gig, man. But I guess if you do take a look back at it, like, what's coming up for you right now, that just makes you. You feel like it's just not quite enough to give you that time freedom that you're looking for.

Well, I have it pretty well right now. I have it pretty good because I do get summers off and stuff.

Yeah.

So then what do you feel like is missing? Like, you're really not able to get that level of time freedom, though?

Well, I can't really just take off whenever I want. I just want to be in charge of my own schedule. That makes sense.

Yeah.

What do you mean, like, in charge?

I just want to do what I want to do when I want to do it.

I like it, man. And everyone's. Everyone's a little bit different when it comes to really what motivates them. So you really wanted to be in charge like that? Why? Where do you feel like that drive comes from? Or why is that so important to you, man?

I don't know. Maybe I have, like, a problem with authority. But really, like I said before, I'm just trying to make more money. I think that's the most important piece.

Yeah.

100%, dude.

Right.

And then you can keep on digging deeper and into that, but you see how. Especially when he's trying to wiggle his way out, it's just not buying into the frame. You showed up for a reason.

Right. Because why am I. Yeah.

Have you ever hopped on a call just because somebody sent you emails and you don't actually care?

Yeah, no, I was trying to. In my mind, I was like, all right, cool.

Just.

Random fucking person. Let me kind of wrap him in what he's specifically looking for. I don't know why I wouldn't. Wasn't. Didn't double down there.

Yeah.

And then we get. Okay, so he wants time freedom and he wants more money. Then we could dig into why more money. Why more time freedom. The more money gives him time freedom. Right. So they're really intertwined. And then like understanding what is it like not having that now?

Okay, so he said money freedom and like being his own boss, like calling his own shots.

Yeah.

Charge in charge. So you could kind of flick the stones under each one of those, see which ones land, pull out something.

Yeah, man. Because you gotta. You gotta sit and think about it. Let's say, for example, like, if you're just sitting and you're trying to dissect. Okay, where is this person's problem? Okay, if they are a person who really wants to be in charge is school. The school system just in general with how it's structured and all the hierarchy and everything like that, is that ever going to give him what he truly wants? No, no, dude. Anybody that I know who really wants to be in charge hates school. Okay? So. And he's a teacher, you know what I'm saying? So he's in charge of students, but then who's in charge of him? You get what I'm saying? And he has to be there certain times, all these different things. So you can really start to peel back those layers.

Just.

Just like again, just going off of the. The role play and some of the language that he used is like where we take the conversation. Okay, so let's start from the. Start from the top. And then if he gives you that, you just can't accept it.

Yeah. Beat it the fuck around.

Yeah.

Okay. Okay.

Stop that kid, bro.

Gotcha. So then, just so we are on the same page. I mean, what did you see? Maybe on like Instagram or maybe even Facebook that has. Looking into Airbnb.

Honestly, man, I don't. I don't really remember. It was a few days ago at this point.

Yeah, I mean, we sent a couple of things out. So, I mean, like, was there anything specifically that you saw that has you looking into this or not?

Not really. You guys just have sent me like a hundred emails since then.

Okay, I gotcha. So then if we.

Okay, like, we sent a couple things out. Like, bro, he's here. He showed up. You didn't do anything.

Correct? Yeah.

Okay, so again, it's subtle. Things like that you're still buying into his frame. Like, hey, man, we sent a couple things out. Like, no, dude, like, you found us, you opted in and now you're here.

Okay.

Why?

Yeah, I'm trying. It just to give you the thought process, because I was a little lost there for a second. I was trying to bring it back to go. So then what would even have you looking to get into Airbnb in the first place?

Yeah, so it's like, go there. It's like, hey, man. Yeah, you're. You opted. Like, what would even have you looking to get Airbnb make more money in the first place? How can I help? Take us out of it.

Okay.

Right.

Why would you even look into this? Because, like, what he's wanting to do is just focus on you. Focus on you. Focus. And then if you buy into that, like. Well, we sent you some things out. Oh, yeah, you guys sent me a bunch of stuff. I don't know.

Okay, so just kind of cut the fluff. Just go straight. Yeah. I mean, like, take us out of it. What would even have you look into. Get into Airbnb in the first place?

Exactly. Like, get to the core thing. It's like, why is he here? Why would he even look into this?

Okay, perfect. Gotcha.

And even, like, just a slight language of, like, we. You know what I mean?

Yeah.

Like, you're doing something that made him show up. Like, no, you didn't. He opted into something. He got the emails, and then now he's interested enough to actually have a conversation. This is all actions he's taken. You didn't do anything.

Yeah.

Okay, so it's like, I need to get him to admit because, like, what's happening is he's trying to devalue what you guys do and raise his own authority. It's a frame battle.

Yeah.

You can't do that. You need to at least be on the same level, if not higher, because he showed up.

Gotcha.

He's here for help. He has the problems.

Okay. Yep. I got you. Hell yeah, man.

I appreciate this. This is awesome. So what did you see maybe on, like, Instagram or Facebook that would have you look at the. Get into Airbnb in the first place?

Truly, man, I don't even remember at this point. It was a little bit ago.

Ah, okay. So for you, then, if you. If you take a look back, like, why would you be looking to kind of start your own business and get. Get into Airbnb to make more money. To make more money. Okay. And if you take a look back, last couple days or so, I mean, what would even, I guess, have you looking to make more money in the first place?

I don't know. I just saw you guys ad kind of wanted to see what it was all about.

Yeah, and I mean, like, take us out of it. Like, ignore the ad for a minute, I guess. Why would you be looking to make more money in the first place?

Well, I have a pretty good, you know, steady job right now, but.

I.

Don'T know, I just. I guess what I'm doing right now is pretty stagnant in terms of growth.

Yeah.

And when you say stagnant, what do you mean?

So I'm a teacher, right? So I get pretty much, you know, I get, like, a 3, 4% raise each year, but that's about it.

Yeah. And I mean, I know. I know some people that'd be okay with just having that 3 to 4% increase every year. So why would you be looking to kind of make, like, more money?

I don't really know how to answer that, man. It's just more money is better.

Okay, why is that?

Do more things.

Okay, so looking to make more money. Do more things. And when you say do more things, I mean, that can look like different things to everybody. So for you, Blake, what would that actually look like?

I don't know. I don't really see the point of these questions here, Matt. I don't even know what you guys do yet, what the offer is or how much it costs or anything like that.

Yeah, and I can definitely appreciate that. I will say, with what we do, it's fairly custom, so we don't really have that, like, one size fits all or the generic cookie cutter course. So it really just comes down to, like, the level of support and overall help you feel like you need when, like, starting your Airbnb business. So for you right now, is it safe to say we don't have one? Or what type of help, I guess, would you be looking for, like, more specifically?

I don't know, man. I saw, like, real estate seems like a good way to make money. I saw that you guys don't need to actually own the property in order to rent it out. So that was interesting to me. I'm not sure if I'm answering your questions how you want me to here.

Yeah, and I mean, like, for you specifically, like, do we have an Airbnb business right now, or is this something that's, like, totally new to us?

Fairly new. I mean, I read rich dad, poor dad, but it's fairly new.

Yeah. So we don't have our own business right now.

What's that?

So as of right now, we don't have our own business?

No, no. I'm a teacher, man.

Okay, I hear you, man. I gotcha so for you right now, said you're a teacher, how long you've been doing that for?

12. No, 13 years now.

13 years. Okay, so you're just like the new guy over there?

No, I've been working there 13 years.

Okay, I got you, man. So with what we're doing now, like, I mean, that's the best part about role plays, man. It goes both ways. Just wait, man. Just wait. So with what you're doing now, like, with a teacher, what do you feel might be. I know coming up for you there in the role you have there, that makes you feel like the. The money we're making there just isn't quite enough and has us looking to start our own business.

Yeah, like I said before, it just grows at, like, a pretty small rate each year. I'm not like, yeah, I make good money. Right. I have, you know, pension, full benefits, everything like that. Just if there's a way to make more money, I'd be. You know, I wanted to look into it.

Yeah, I definitely appreciate that. I mean, can I. Can I kind of share a perspective with you? Sure, yeah. I mean, if you're. If you're happily married, you tend not to be going out on dates, right?

Yeah. Yeah, that makes sense.

Right, man. So for you, because, I mean, most teachers, especially the ones we work with, like, they're fine with just the income they're making from their 9 to 5, getting the 3 to 4% increase every year. So for you, just getting that 3 to 4% every year, do you see that as a good thing or as a bad thing?

I'd like to make. If I could control it, I would say I'd want to increase it more. So I'd say probably a bad thing.

Why do you say a bad thing?

It's just, like, again, just very stagnant. Right. Like, I'm not really. Doesn't matter how hard I work or the hours I work, that pays the same.

Yeah. And I mean, like. Like we said, like, some people, they're fine with just being stagnant, staying in the 9 to 5. So why is stagnant, like, a bad thing for you?

I guess I want to delink the time from the money.

What do you mean by D link?

Like, make it more scalable.

Okay, when you say scalable, like, kind of help me understand that. What does that look like to you?

Something that is, like, where the leverage is, not time. You know what I mean? Like, because with Airbnb, it's more scalable. Right? There's the more growth, supposedly.

Yeah. And why is having that, like, that leverage over our time and money, like, important to you?

I want to leave something left over to my kids. I want to leave as much left over to my kids as possible.

Why is that?

I just want to make sure they're. They're set after I die.

Okay, and when you say set, what do you mean by that?

I want to do my best to provide for them financially. Right. So they don't have to stress and worry about money.

Okay, so it kind of sounds like you're looking to become that, like that ultimate provider for them.

Yeah, I already am. Right. But I just want to make that nest egg bigger for them.

Yeah, make that nest egg bigger. I can definitely appreciate that. And when you talk about, like, making that nest egg bigger and, like, giving back to them and, like, leaving stuff behind, I mean, how much are we, like, leaving for them now?

That's kind of a personal question.

Yeah, I definitely appreciate that. But we are talking about money here, so.

Yeah, right now I have a few hundred thousand set aside for them, and then life insurance and such like that too, of a million dollar policy for them.

Okay.

And I mean, like, some people would be okay with just leaving that, like, behind for them. So for you right now, like, what might happen if we just kind of just have the basics left? But I'm fucking lost. I lost it. I had it. I lost it. Fuck.

Yeah.

So it's like, okay, so we got into. He wants to leave a legacy.

Yeah, he didn't say that. And I didn't want to fucking put that word in his mouth.

Yeah, I mean, you put, like, the provider in his mouth. You get what I'm saying? So it's like, okay, so what routes could we go down now? Teacher with couple hundred thousand set aside. Doesn't make any sense. That's why this is true.

Okay.

He works at a pristine school, dude.

Yeah.

Harvard or something.

Hell yeah. Private school.

It's private school.

Hell yeah.

So it's like, okay, so it's like, I want to leave. Let's just pick it back up. Like, I want to leave, like, more for my kids. Right, Go ahead.

Like, for me.

Blake. Blake.

Yeah, I just want to leave a little bit. I just want to have a bigger nest egg for my kids after I'm gone.

Yeah.

Why is that?

Just make sure they're not stressed financially when I. After I'm gone.

Well, why is that important to you, man? Like, just making sure, like, you can leave that, like, nest egg and legacy for three kids. Like that.

Yeah, like I said, I just want to make sure they're not stressed out financially and they're provided for.

Yeah, I can get where you're coming from, but it's like most people who I talk to, and again, because, like, it's really. It's really interesting because everyone has different drivers. Like, leaving something like that for their kids, like, normally isn't one. So I'm curious, dude. Like, where do you feel like that drive comes from just to make sure you can take their stress away?

I had that stress as a kid.

What way?

Kind of a personal question, man.

Yeah, I can get where you're coming from, but how can we. How can I get you where you need to be if I don't know where you're at? You know what I'm saying?

Yeah. I mean, this was like my. My childhood. I don't feel like this.

Yeah.

Well, relevant to the conversation.

I'm on the same team, man. I'm here to try to help, but I can't help if I don't know why we need to do things. Because, like, as a coach, the biggest thing that we need to help with is getting to where you need to go.

Okay.

But in order to do that, we got to know where we are now and what drives us to get there. You get what I'm saying?

Yeah.

Like, what type of stress are you talking about?

Just not having money as a kid and, you know, I just want to make sure my. My kids don't run into that. If it is avoidable. They're pretty set right now. You know, there's. It's not like nothing's going to be left over after I'm gone. They have something in place right now. I just want to kind of, like.

What type of, like, legacy and. And, you know, nest egg. Do you feel like you're leaving for them, like, right now?

Well, they have a college fund.

Yeah.

So it'll be probably, you know, 50% paid for.

Okay.

Why isn't 50% enough?

I just think as a father, we want to do as much as possible for our kids. Do you have kids, Christian?

Got a couple on the way.

Right.

But, like, it comes down to. For you, just because everyone's a little bit different, why isn't 50 enough? Because, like, I know for me, my dad didn't pay for anything in my college.

I don't know. That's a good question. I guess. Just take as as much of the chunk out as possible. Make sure they're not in debt.

Yeah.

What if you don't, though? Like what, like what Impact do you feel like they would run into if you're not able to provide that level of, like, safety net for them, the. The nest egg?

Financial stress?

I don't know. Yeah.

What was your really thought about it?

Yeah. Potentially financial stress, bills to pay off.

Yeah.

Mostly just like, the financial stress aspect.

I guess, for you. Because again, like, I'm not in your shoes. I, you know, I don't run your business or I'm not in your job. But if you really had to sit and think about it, you wanting to be the father who can take away all the stress, if you're not able to do that, like, how would that feel?

Pretty shitty.

How so?

I know I want my kids to look at me as a. As a provider, as like a superhero, so to say.

I get it, man. So are we gonna allow ourselves to continue to show up the way that we have and continue to provide the way that we have been?

Well, I'm a. I'm a good father.

Yeah.

And I can. I can appreciate it.

Right.

But right now we're talking about the nest egg and providing.

Yeah.

So are we willing to allow ourselves to.

I'll get there eventually. Right. I'm just looking for, like, a quicker way to do it.

Yeah.

And we. We can definitely talk about how to get there quicker. But the first step we need to understand is are we willing to allow ourselves to continue to go down the same path that we have been?

I mean, I like my. My job and all. I just looking for a way to, like, expedite the process, so to say.

Yeah, and we could talk about, like, expediting the process, but are you okay to allow yourself to not expedite it, Keep on going the same path, keep on going the slow path and not being able to provide the level that you. You really feel like you could?

Well, no. That's why. Because then, you know, why do what you can do in a year? Why take 10 years to do it?

I mean, you tell me.

I don't know if there's a faster way to do it. I'm all ears.

And being all ears is like the bare minimum.

Right.

There's a difference between looking at gyms and going in every single day and putting in the work, man. So be real with me, because I want to see you win. Are you willing to allow yourself to actually continue to go the slow path and not providing the level that you feel like you could be providing if you had the right things in place?

No.

No, I'm not.

Okay.

And from there, I'd move On.

Gotcha.

Now, the thing is with role plays.

Yeah.

Versus real people is real people make. It's consistent.

There's nothing to that.

He wanted to leave his job up, and then he didn't want to leave each other. Like, okay, whatever. But it's good because he's being a difficult prospect. So he's keeping you on your toes, but you get what I'm saying? Like, you. You just gotta, like, hey, man, we're not talking about that. We're talking about this. Like, be real with me. I'm on your team. You just got to be able to not be shook at all by the pushback and what he's actually telling you. And you want to be able to dig deeper. Like, hey, man, why leave more of a legacy? Why do you want to do this? You already got things in place, got 50% pay for. Why isn't 50% enough, dude? All right, Because.

Oh.

Like, I want to provide more. I want to take their stress away. Well, if you don't, like, how would that feel? I'll feel really shitty. So you're willing to allow yourself to continue to be that dad? No.

Yeah.

Dude's cooked at that point.

So where I was with that is where I up was, like, right before you got there. So it was. I want to leave security. This. Like, do you have a goal in mind of where you want to set? Let's say you set, like, a million dollars or whatever. Be like, okay, so, like, how close are you there? Like, 50%? 25. Could I have, like, baited that number out of him for him to get, say, 25, 50%? Like, oh, yeah.

If you're having a hard time, like, actually getting the real emotion out of him, like, let's say he's just being defensive, going to the numbers. Numbers don't lie, so it's a really easy shortcut to get there.

Okay. Okay.

I just wanted to show, like, we don't need the numbers to still get there. I could literally not talk to this guy about numbers the entire time, and we can still get there. It's the emotion of doing everything he can as a father to provide a legacy for his kids.

Yeah.

And right now he feels like he's not doing everything he can. So what happens if you don't? What happens if you continue to not do everything you can and you're not able to leave them the nest egg or the legacy or whatever it is, and they have to deal with the same stress you did?

Gotcha. Okay, now, that was really good. Yeah.

Okay, perfect. Thank you.

Any questions on that?

No.

Watch that over again. Because I was a one.

Oh, Christian. Actually, I do have a question on that. So, yeah, there was one part of the, the role play where you were kind of like going in circles. He would say, no, not really. And you just kept pressing. It was towards the end, and I think it went in a loop for like three or four times. This might be a limiting belief of mine, but I feel like when I tried to push back on stuff like that with my prospects, where I kind of. They kind of end up repeating themselves two or three times. I push back and push back again. I just get the sense that their call gets a little combative. So I try not to push it maybe like past two or three times. So number one, is that just, like, limited belief, like, I'm being in my head. And number two, if so, how do you. How do you make sure to still diffuse attention so it doesn't get too combative while still staying for use?

Well, the, the thing is, if they lie to you, which he did.

Right.

One is that just, like, limited belief, like, I'm being in my head. And number two, if so, how do you. How do you make sure to still diffuse attention so it doesn't get too combated while still staying fused?

Well, the, the thing is, if they lie to you, which he did.

Right.

Then on some level, there needs to be like, you need to be able to deal with that a bit more head on.

Yeah.

So. And I'll. I'll loop as. As much as it takes. Like, oftentimes when I loop, like, I'll add more context. I'll take away again, like, what they're using to hide. So it's like every time I loop, it's. It's slightly different. So again, it doesn't, it doesn't get stagnant. And if you run into like, oh, I don't know how this is relevant. Like, oftentimes it's like, well, I need to give this person more context. Like, that's really what it comes down to. Like, for you, like, marketing agency, like, hey, man, I can't help you if I don't know the ins and outs of the business. And you are the business typically.

Right.

Can I give a specific example?

Yeah, shoot, man.

Yeah, so there's a part, the first part of consequence, like, you know, if nothing changes, how likely is it that you get the X, Y and Z? This is a prospect. Last week I asked that part, and then he gave me some weird answer where it didn't make sense. So I just re asked it again and then the answer that he gave again didn't make sense either. And he just responded.

What was he saying?

I have to take a look at the specific call. But yeah, I think it was just something like, yeah, we'll get there eventually. Like, okay, but like, if nothing does change, like, you guys keep doing all these crappy leads, like you guys have been staging with this revenue for this long, how likely do you get to that level? Yeah.

Is this like, at the end, like, towards consequence?

Yeah, like first half of consequence and.

Okay, cool. It got really. How long has he been in this problem?

Quite a while now. I didn't get the exact time frame.

Okay. So it's like, number one, we need to be able to get, like, time frames as far as, like, how long has this been a problem? All these different things. So that way you have more leverage in that point. So it's like, oh, we'll eventually get there. I mean, I mean, if we've been dealing with this problem for the past three years, like, what makes you so sure? Yeah, and I'm not questioning your willingness. It's just, we gotta understand, like, where we're at right now. And for the past three years, we haven't figured that out. So how likely is if you keep on doing what you've been doing for the past three years, that you'll actually be able to X, Y and Z outcome? You know what I'm saying? So it's like I'm. I'm being direct, but it has to come from a place of, like, you care about this person.

Right.

You genuinely have empathy for them.

Yeah. I wasn't running out of ways to ask the question. What I ran into was the second time I asked it, he turned almost somewhat hostile. Like, the attitude in the call shifted and he's like, is that the answer that you're looking for? And I just didn't feel comfortable pressing on after that.

Well, it's like, hey, man, I'm not looking for any particular answer. I'm just trying to put myself in your shoes. And I'm like, I'm really, I'm on your team here. But if you've been running into this problem for the past three years and you're telling me that you're going to get there eventually doing the same thing. If you do the same thing and you're hoping to get a different result, what would you call that?

Yeah.

So it's like, hey, man, I want to see you win. Do you want to keep on making your decisions? In a way that, you know, is under the definition of insanity. So in order for me to help you, you got to be real with me, but first you got to be real with yourself, and then you re ask a question. So you see how, like, I'm. I need to shift the intent of how I'm coming across of somebody who's in their corner, someone who wants to see them win. But the only way I can actually help you win is if you're real with yourself. That's the only way I can help you win.

All right, cool.

I do have multiple questions, but I don't know. I think Nathan might have been first.

Yeah.

Well, Blake, are you wanting to role play?

Yeah.

Yeah.

I just had a quick question in terms of, like, scripting first, if that's okay.

Yeah, shoot, man.

Okay, so I'm not getting the best responses in terms of, like, okay, like, how long do you feel like the metabolism has actually been damaged for? Right. In problem awareness, right after. Like, can I offer perspective? Okay, how long has that been the case for? And then that question right after is like, okay, like, what is that doing? Like, how is that impacting your weight? I feel like it's just, like, too obvious of a question where they're like, well, obviously, I can't lose weight. Like, whatever.

Well, well, it's like, here's the thing. So. And. And maybe just like that. That line, like, you got to use their words and what they're going through and have a conversation with them. Right? So let's say, for instance, like, okay, can you see how that being the case? Like, why do you see that being the case? Oh, because I'm having, like, these issues. How long have these issues been going on for?

You know, probably, like, past, like, six months.

Okay. So it's like, I want to put, like, whatever the issues that they said, that's what I'm going to ask. Like, hey, how long has this been going on for? Okay, so, like, for. For instance, like, what are the issues they'd run into?

I'm eating healthy, right. But I'm just not getting the amount of calories I need to boost metabolism.

Okay.

So I'm eating fairly healthy. I'm just not getting a lot of calories in. So my body's just, like, taking on fat, storing it.

How long have you noticed, like, you've just been storing fat like that?

I don't. Probably at least, you know, five years.

Oh, wow, That's. That's quite a. It's quite a while. Like, how is that actually showing up for you, us doing all these things right. You know, doing what we think is right, but then we're still storing fat.

Um, it's just frustrating.

Well, how's this actually showing up in your day?

Um, I don't like what I see in the mirror.

Okay. And.

Cause when you say like it's frustrating, like, how do you mean by that specifically?

Um, I've been in the like ping pong effect or the yo yo effect for a while now. Yeah, it's just frustrating. Just losing motivation.

Yeah.

After, like, I'll try something, not see results.

Right.

And when's the last time you did try something and you just, you, you didn't see in the results?

Probably right now.

Well, can you, can you, can you help me understand? Because again, like, I, I don't assume, like you're just sitting like 24 7, like frustrated. So when does this actually, like come up for you? This, this frustration or just lack of motivation? Like when, when are you actually seeing that?

I've seen it pretty consistently here recently.

Yeah.

Like, what causes it?

I'll be really good on my diet and then I'll have like snacks like during Christmas or whatever, and I just gain like ten pounds.

Oh, man.

Because, I mean, I, I don't want to assume because I'm not in your shoes, like I'm in mine. But doing everything right for, you know, months on months and then still gaining weight. Like, how does that feel?

Pretty shitty.

Yeah, you just move from there.

Right.

So it's like I'm, you gotta again, the. Just get more context. What's actually going on? How is it showing up? When does this show up? What's causing this? What causes you to lose motivation? Like, oh, like, you know, I feel like I'm doing everything right, but then I step on the scale, I look down and it went up. Oh, how many times has that happened? A lot. So when, I mean, I don't want to assume.

Right.

When you do step on the scale going up, even though, like, you felt like you put all in this work, like at that moment, like, how does that feel? Oh, dude, feels terrible.

What way? Yeah, right.

So it's like we just got to have the conversation with them instead of, you know, just trying to pigeonhole them into specific questions. Because when you're talking about the script, man, the script, it's a framework. It's a living, breathing framework. You probably aren't going to say word for word what's on there 99% of the time, because you want to plug in their words what they're saying have a real conversation with them. It's just we need to understand. Okay. What are the things we need out of the process and the questions are just tools to get there.

Okay.

Make sense?

Yeah, that makes sense.

Okay, cool.

So then we can go ahead. We can role play. Owen, do you want to be prospect?

Sure.

Okay, let's. Let's dive into it. Is there any, any type of prospect you want Owen to be?

I. I'd say I have a way lower close rate with people who are just looking to get toned.

Hell yeah, dude.

They're more, you know, I'll just do it myself.

Yeah.

Okay, cool.

More DIY objections from those people from that avatar.

Okay, let's dive into it, man.

So, oh, and the, the quiz here, it comes back somewhat diminished. Is that a surprising or more expected, would you say?

I'm a little surprised with that.

Okay. Why is that?

Well, I mean, like, I'm. I feel like I'm fairly healthy, so I, I figured it'd be a little better.

Okay, fair enough.

I.

Do you mean by healthy though?

Yeah, like, I mean, I, I exercise, I. I eat fairly clean, so I figured my metabolism would be a little better.

Okay, fair enough, man. What do you mean by clean though? Because 10 different people are going to give you like 10 different answers to that.

Yeah, I mean, I'm not eating out every day.

Okay, fair enough, man. In that context, like, do you know what type of help you're looking for in terms of like boosting metabolism to, to lose the fat, really get toned?

Um, like, help wise? Not really. I just, I've seen like your ads all over, like the tv, Instagram stuff. So I just want to see what you guys had.

Okay, I hear you, man. In that context, like, what would even have you out, like, looking for ways to boost metabolism to help you get there?

Well, I think I saw like something on YouTube where it's like if you're, if you're not losing your ideal weight, it's probably your metabolism. So I'm just doing a little more research into that.

Okay, fair enough. Well, if you take a look back, what would even have you like open to boosting metabolism?

Kind of like I said, just because I heard, like metabolism apparently helps you lose weight more. So I was just seeing if I'm diminished there. What I need to do, just some steps.

Okay. Like where, where is it? Where's this pro. Where is this problem?

Well, I just wanted to figure out, like, why he's on the call first, why he's even open to talking about metabolism.

So like, and again, like he did answer. He's like, oh, well, I heard like, if you're not at your ideal weight, it could be your metabolism. What makes you feel like you're not at your ideal weight? Okay, just like, right, like he just told you, like, oh, like it could be metabolism because I'm not at my ideal weight. What do you mean? Ideal weight makes you feel like you're not there. Okay, right, like you get, you just gotta, you just gotta listen for it.

Okay, just take him right into the situation from that point.

Yeah, it's like, well, what makes you feel like you're not at your ideal way? Oh, well, it's like I'm not tone things like that. Like, whatever it is like his problem, but it's like get, get into like the conversation.

Okay.

Oh, and what makes you feel like you're not at your ideal weight?

I mean, I just, I just don't feel like I'm as strong as I used to be.

Okay, and where's like the baseline for that? When's the last time you really felt strong?

Probably when I was like 180 lean.

180 lean. And where are you now?

Right Now I'm like 2:25 somewhere around there.

Okay, so 225. So is that the goal for you, man? Like really lose about like the £45 or so or like where, where are you trying to get back to?

Yeah, I mean, I'd like to be at like 175.

Like 175. Okay. And what's your age again? I apologize.

Yeah, no worries. About 36.

36. Okay, so what are you doing right now to get to the 175, if anything?

Yeah, so right now I'm still going to the gym regularly.

Okay. Pretty much it's like five days a week.

Yeah, about there. Like four or five days a week.

Four or five. Okay, so working out four or five days a week and I'm. What about the nutrition?

Nutrition, everything's home cooked meals, not really going out. So.

Okay, well, how long have you actually wanted to lose the weight for? Would you say? Really, really tone up?

Yeah, I mean like I've probably wanted to lose it for the last couple years.

Last couple years. Okay. I don't know what a couple is, man. Two, three, five, what's going on?

Yeah, probably the last five years.

Okay, so we wanted to tone up for the past five years. How long has this been the routine? Like eating more clean, working out four or five days a week?

I'd say probably Consistently like a last year.

Okay. So past 12 months. And in those, in that last year have we like, we gained weight overall? Lost it kind of like plateaued. What's going on there?

I feel like it's pretty much just maintained, stayed the same. Haven't really gained or lost any.

Okay, what do you feel like is really like missing sin our current approach, it's causing the slow metabolism to where we've just been maintaining.

I don't really think anything's missing. I think it's just, maybe it's just my body and just the way my metabolism's set up.

Okay, how do you mean by that?

Yeah, well, I mean like some people said they have like thyroid issues. Some people have slower metabolisms. I think just based on your test, I just have a slower metabolism.

Okay, well, we'll take the test out of it, man. Why do you feel like for you specifically, like just the way we're potentially like eating or exercising, we do have this lower metabolism.

Hmm. Yeah.

I guess we probably have to be in, in the diet then, cuz like while everything is yes. Cooked at home, it's just.

Yeah.

There's still large, large quantities of it.

Okay, well so like portion size or. How do you mean, large quantity?

Yeah, I mean like I, I still like portion meals out, but I will snack in between meals and stuff. And I, I, those calories, I don't track.

Okay.

Can I make a suggestion on that?

Yeah, yeah.

Cause what we see typically is like an 8020 rule, right. Like as long as your nutrition is dialed in, 80% of the time you're gonna get the end result. So like snacking here and here and there isn't going to be like the end all. Be all.

Mm.

So what do you feel like is, I don't know, maybe something like we're, we're doing or potentially like not doing. So making it more of a challenge to lose the weight.

Yeah, I would say it's, it's.

It.

Would probably have to fall in the nutrition role like you were saying. It's just while, yes, my diet's consistent. Well, my exercise is consistent. Like the quantities of which I eat, nothing's consistent. Sometimes I could have a big breakfast and a big dinner. Sometimes I could have a big dinner and no breakfast. So it's just the nutrition isn't as dialed as it could be.

Okay.

Can I offer perspective on that?

Sure. Yeah.

Because if our nutrition isn't consistent, like our bodies that are built to survive, can you guess what it's going to do to the metabolism?

Probably not the best.

Yeah.

It's going to continue to slow down because our body doesn't know how it's going to be fueled, so it's going to store fat instead. Do you feel like this is more along the lines of like what we've been running into?

Yeah, potentially it could be.

How do you see that being the case for you?

Yeah, I mean, like, just with the inconsistency in my diet, I mean, like you said with the 8020 rule, like, I can be going to the gym four or five days a week, but if my diet suffers, it's. It's not really going to help.

Yeah.

Well, how long do you feel like we've actually been running into this for?

Probably the last year, the last 12 months.

Okay.

I don't want to assume anything, man, because I'm in my shoes, you're in yours. But being pretty strict. Trying for the past 12 months to lose the weight, but really being plateaued. Like, how does that feel?

It's not, I guess, indifferent. Neither good or bad.

Jumped in off the deep end, bro.

Yeah, yeah, yeah, yeah.

So like, dude, right hook. You're like, dude, you like, you were doing good. Like, like maybe there's a couple areas maybe could have just clarified a little better, but it's like, bro, you got it. And then it's like we're there and then we're just like, let's just fucking dive in, bro. Like, you know what I mean? Just like take your time. Yeah, but you've improved so much. Like, I just wanted like, kudos to you, right? Like again, you're smacking these things out the way you're really getting to the root of the issue as far as like what's actually causes, metabolism issues. And it's like, just take your time, dude.

Yeah, I was going to be like, I don't know, a softer question and then get into it. I don't know, I just fucking, I just full sent it, but as soon as it came out my mouth, I was like, nope, nope.

And it's like sometimes it will land, but you'll get a lot of people. I mean, you know, because it's like, it's just such a big jump in a question to really dive right into the personal impact right then and there. Some people will work, but for a lot of people, they'll push back. It's like, oh, they'll try to minimize it.

Yeah. And like that's exactly what he did.

Exactly. So just take your time.

Okay.

And if he does say that, it's like, yeah, not really. It's the super bowl analogy. Or it's like, okay, what if it wasn't what you thought it was? Okay. Do you feel like that's part of the problem? Because if you telling yourself xyz, where's the motivation to make a change? Yeah, okay, cool, cool, cool.

So it's just like, just. Just take your time. It's like, hey, man. So it's like, so you doing all this and we're like, we're not losing any weight. Like, what. What is this actually, like, causing. What is this leading to, man? What are you having to deal with? Why is it even important for you to lose the weight? Because, again, a lot of people are totally cool just gaining weight as they get older.

Okay, that makes sense. And if they say I use the. What's it leading to? Actually in a call this morning, and she was just talking about, like, health conditions, and she's like, oh, I'm, you know, nothing health wise. How do you get into, like, the personal impact at that point?

Yeah, it's just like. It's like, well, that's. It's fantastic. It's not impacting, like, health conditions, but what is it causing for you? Okay, so it's like, that's just a category. It's like, okay, that's good. That that category is not there. What about this one?

Okay.

You get what I'm saying? So it's just like. Yeah, that makes sense. Continue to push a little bit more.

Yeah, just having that, like. Like, that flow to make it feel more, like, conversational.

It's like, oh, that's good. That's like, yeah, you know, you don't have any diabetes or anything like that, but what is it causing for you? And you ask in the question, if they answer the question, then they're buying to the frame that it's causing something or it's leading to something.

Yeah, that makes sense.

Okay, so it's okay. What's it leading to? Okay, why. So why? I guess, like, why is it important for you besides that? Like, like, what's the real motivation for you to actually lose weight? Like, why is it important to you?

You are.

You are at 180. Some people are totally cool with just gaining weight with, you know, age, you know, sailing off into sunset. Why is it important for you to lose weight? It's like, you can get their own motivation around, like, why do they want to lose the weight?

And.

Yeah.

How does it feel, them doing all this work, having this motivation, but they're getting nowhere.

Okay, that makes perfect sense. I appreciate it, but, dude.

A lot better. Like, you got him to where he needed to be, is buying into your frames, and then, like, we're right there. Just take your time.

Gotcha.

Okay. Just understand where this person's coming from. Why they. Like, what, like, how is this. Cause, like, what is this causing for you, you being 225 when you used to be 180. Because it's a big jump when you're thinking about it, right? Like, £45.

Yeah, 100. Have an extra £5 on me. I'm pissed off, so.

Yeah, exactly. So it's just like, take the time. Like, understand where this person's coming from.

Yeah. Okay.

Really understand what's his motivations, what's the pain. He's actually dealing with you. So we got the, you know, the. The gap in knowledge. You're more of an authority. You got all that stuff. And then just dig deeper into what is this guy's motivations and how does it feel being 225 when we. When we know we could be 175?

Basically, that makes sense.

Okay, awesome. Does that help?

Yes, sir. 100.

Okay, perfect.

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