How Jonathan Makes $31,000/m As A Closer

That's good. That's why you're tired, dude. That's why I was tired. Because I remember when I was sucking it up, I would be. And that's exactly why, dude, I've never. That just like the wires together, dude, you're playing a character, dude.

I sit down and have a chat with one of my clients, Jonathan, who before we started working together, who is making a little under $8,000 per month in commissions. And now just this past month with taking less sales calls, selling the exact same thing, made over $31,000 in commissions. We go over the exact things that I was able to teach him, and he learned to over 4x the income he was making while selling B2B to gym owners who tend to have a high ego. So success leaves clues. Go ahead, take notes, drop any questions in the comments, and let's dive in. I'm doing good, dude. Just, you know, been grinding away, just working. How about you, bro? It's been a. It's been a hot minute.

I see your schedule in the school video. Sometimes I'm like, this brother does coaching sessions at 6 in the morning. Sometimes I'm like, bro, I mean, hey, dude, you gotta do. No, I'm doing well, man. I. Dude, I just had my best ever commission month.

Nice.

Month of January was 31.

So nice, man.

Yeah, well, it's crazy. So, like my average now is like. Like I'm averaging over six a week. And so what's funny is like when I started all this, I was like averaging like two a week. Yeah, that's like, I didn't realize this, but like, it's kind of funny. Like I just set the weekly goal and like that extrapolated into it. But like, it's like the mindset of like deciding. I'm sure we'll talk about this later. But like, yeah, it's the mindset of deciding that 6k a week is normal. And it's funny, like every time like, okay, we hit six. All right, now it's seven. It's like it slowly starts to do that, dude. Going up. And like, actually my close rates go. So I'm doing it with less opportunities, right? So that's the other thing is like, I'm more efficient and so now it's fun. Is like, I do cold outbound. I'm getting better at that. And. And so then those are actually. I didn't realize this, but like, when you get really good at that, those are actually easier because you've already talked to them. Like, you have rapport. So. So Things are going really well from a sales.

That's fantastic, dude. So you're like averaging what like 8k per month and now you're hitting 31?

Yeah, I just hit 31 and I think I'm going to. Based on the numbers I'm seeing, it's going to be pretty standard for me to hit. 25 will be a pretty standard. And I think this year that's just going to go up because 100. The other thing is our company increased our prices. So that just means that each opportunity more commissions too. So it's like I was joking with the owner of the company. I was like, oh, I love raise prices because that means my pay goes up. He's like, yeah, he's like, everybody's pay goes up. I'm like, isn't that nice? You know, so, yeah.

And that's funny because I know a lot of like salespeople, they're scared when like the company raised prices because they're worried like, oh, can I like, I can't sell this now.

Yeah, no, it's. Well, that's where the inner work comes in, man. Because it's not based on. It's not based on you asking something out of somebody. It's based on you helping like you. The biggest thing that you taught me that I've learned is like this idea of like self leadership. And then you're leading this person, you're leading them into the new version of them, right? That's really what you're doing. And like the money, if you get stuck on money, it's normally because you got stuck on money. Like it's actually not because, you know, so I'm preaching to the choir. But like that's that. So, so what's funny is like we increased price last year and that was the beginning of me feeling unstable. Cause I was like, oh, I gotta hit. And then. But then each time we've done it since then, I'm like, all right, let's do it. I'm like, yeah, let's just do the thing. And so, yeah, my close rate has not gone down even though the price is increased by 25%, 30%.

So yeah, no, that's great, man. It just always reminds me of saying, in order to give a dollar, you have to have a dollar, right? So in order for you to lead someone, you have to lead yourself first. Like you have to have that conviction first to give it to someone else. But we can, we can definitely dive into it. So just like for everyone, right? Because I'm terrible at actually Editing these things. I'll probably just roll a whole. Yeah, we're going, man. Like, yeah, just like, like, let's just talk about like before the, you know, we started working together. The training. You haven't changed what you said. Still say, still sell the same thing. Like what. What do you actually sell? Like, who's your demographic? What's the type people you talk to?

So my company, we do coaching and tech for gyms. So my background is I was a gym owner. Like that Hammer there is a 50k a month gym award. So like I built my gym up to that. I, um. And so that's like an award our company gives out. Statistically, that's the top 1% of micro gyms. I own a CrossFit affiliate company I work for helped me with that. And so I got recruited from the inside. And so I was doing it part time. And then I decided to sell my gym. I had a business partner. Our long term vision started to kind of divert and to live in Texas where the gym was. I did not. It's the same thing as leaving Phoenix. I was like, you know, I want to go somewhere else. But I was really getting into this. So I was doing sales for that for the same company I work for now. And I really was enjoying it. And so basically I was like, it made sense to sell the gym and then do this. And so April was the first month of me. April 24th was the first month I've been doing it part time. So like maybe three, four calls a week just in the day then April was the day where I was now officially full time for my company. Now technically I am the setter and the closer, so I do both there. And. But that month when I started going full time, we just had like a big decrease in traffic. Yeah, just. Dude, I sucked. Like I. Because it was how I was like afraid. Like I was like, crap, here I am. I just sold my gym. And when I saw I was a struggling gym owner for five years, like, it sucks. Yeah. And then we started working with this company. We 6x our gym in 20. It was not. It was just crazy. So like, I was like, dang, I just sold that gym. And it was doing all this thing and like. And then here I am, traffic's going down, my close rate sucks. And I sales. Like, I did it for the gym, but I was like, man, it just was. Something was going on.

Yeah. Was there. Was there something like you're noticing on your calls or what do you feel like was causing your close rate to be so low.

Well, first off, I, I internally, like, I was nervous, I was like, am I? And so, so I am. I have a family, I have a wife, I have two little. Right at this point, I had a five month old son and a three year old daughter. And so I was like, what did I just do? Like, did I just make a dumb decision? So that was showing up, right? And so like, I'm sure if I went back and watched some of my recordings, like I, I just showed up and I was like, I have to do this. Like I have to, I have to get this person to do something. Right. Like I, I remember also, like I would talk to the owner of the company a couple times. He used to do the sales and he brought me on part time. Now I do it full time. And he just was like, hey man, like we can chat about this. He's like, but this, what you're experiencing is like you there, there's some internal stuff going on. And when you engage in this, it's the same thing as when you're at your gym. But like there's some internal things. And that was the first way when he said that, it exposed me to this idea that I was like, oh, this is probably a little bit deeper than just right, just my stuff. And then it's like presenting on the calls and I'm presenting a certain way. I'm not confident. And I went through a lot of transition. I moved states, I went through a lot. But no joke, it was like within a week I saw one of your YouTube videos. I was like, you know, I like this guy. And I was like, you know, we use school for our company. So I just was like, yeah, let me get in here. And so it was funny, I didn't realize this, but just signing up literally started to shift because, right, hey, I'm in.

But now you invested in yourself. Yep.

So, so that was that. And, and, and that's what was weird about though was like I, when I was still running my gym and I would do calls, I would just show up confident because I was like, hey, this program did great for me.

Yeah.

But that moment when I was like, Jim was gone, this was my new thing. I had never stepped, I call it Jonathan 4.0. I'd never stepped into Jonathan 4 Point, the sales professional. Right. Like I'm right, this is what I do. Like, I'm a closer. And then learning that identity, I was trying to, I was still showing up as like gym owner Jonathan. Right. So on calls I used to always lean on my Authority as a gym owner. Right. And so even that I realized like I, I was getting out of that and I leaned on that so much, but I had to actually learn what I was doing and who I was. So. But I was like. I said, that's why I found some of your YouTube videos. I just started watching them. I probably have helped the algorithm a lot because I. Every minute, like it'll be on in the background sometimes, but like literally watching it. But that, that's how I was, man. And I, I had never. I like our company does sales training for like gyms, but I had never. And even the owner, like, he's just busy, dude. Like our, our make the Inc 5000 last year and so he's just busy. So like, I kind of had to find a way to train. So I found your videos and so I started getting. I just remember, like starting to go through this, I was like, oh. I was like, I was a coach for years in fitness and I was like, that's. I was like, I understood. Like, I just. It just clicked. So that's why I've gone everything. And I'm like, yeah, it just made sense. So where I was, man, it was kind of scary too. Like with the kids, new place got.

It's commission only, right?

Yeah, it's a hundred percent.

Yeah. It's like jumping off the deep end at that point. Yeah. So like before. Okay, so you're unconfident. They'll show up on your calls. I'm sure you're getting like a lot of uncertainty objections. I remember like one call that I reviewed, it was like money, uncertainty, all that type of stuff.

Mad. I remember when I sent it, I was like, when I sent that to you, I felt super exposed. I was like, crap, yeah. About to let him do this. But like, no, that's a really good. That's actually probably the best assessment of that is like, I just, I was like, if they are saying they're uncertain, like, it's probably because I had some stuff going on, right?

Yeah.

Yeah.

And then when you actually like a lot of the internal work that we talk about, and that's in the, in the program, but then also the actual skill set and everything as well, like being able to lead people more. What shift did you see in the actual sales conversations?

Okay, yeah, this is good. So when we looked at our call, first off, that call was super long. And you called me out, you're like, hey, this is a really long time. And I was like, yeah. And so I realized like I was being A little bit passive in the discovery. And I was being more external than internal. So like, what I learned, and it's funny, like I do, I just signed up a painful before we got on this call. So it was kind of funny, like, yeah, but like this guy, I remember talking to him like leading up, setting the appointment. I was like, I don't know about this guy. But like, when I got on the call, I realized I was like, hey, like, we gotta dive inside. Right. And so what really shifted was number one, I started looking at my internal work. But then when I get on a call, the number one thing I know is that this, this has to be internally driven from them. Right. So like there and, and then being on the call is the first sign that there's already something.

Yeah.

You don't spend 45 minutes to an hour of your time to think about making massive changes in your business if you haven't thought about making a change. Right. So what I learned was, especially from that call you audited, I was like, oh, like I need to dive in. Of like, you already asked me, you're like, hey, what do you feel like you were doing or not? Like, it's those questions. And at first I felt a little contrived when I would ask, but then this is what happened. This is actually what happened when I run my gym. So I had this question I would ask people. I'm like, hey, like, you know, we had it as an automation and also as like a know we would do it manually. But like, hey, you know, like, what made you want to reach out today? Like, right. And, and it's. That's the internal drive. So I really started on, hey, like internally, why are you here? Like, what drove you internally to show up? And then I've learned that that's the most important thing to mine out during the discovery. So it's okay. And, and then my presentation was stupid long. So like bringing that down but realizing like, if you do discovery right, you're going to pre frame and pre close objections, you're going to understand a lot more about what they really need. And then the reps come in of knowing how to guide your presentation based on what the discovery was. So whereas I used to be like 20% discovery, 60% presentation, now I'm like 35% discovery, 30 presentation. And then like 30 or whatever, the remaining percentage, 25%. Like, let's just close this thing up. Yeah. And it's funny, I felt really weird at first because like, I like, you can already tell now.

Yeah.

And I Realized, like, oh, like, I need. I know it's like kind of sounds elementary, but like, I think inside we're all little kids, but like, like we're walking with them holding their hand down a path.

Yeah.

And sometimes, you know, with gym owners, they're kind of ego driven. You know, they're kind of like that. So like, sometimes, like, they need time to get that out, but that's totally different. So, like, if we look at a two years ago today and now, I'll bet you, you would see that ratio totally different.

Yeah.

Right.

And. And I think you hit on a really key point is it has to be internal. Like, it has. Like, they have to have the problem because, like, if the problem's outside of themselves, if the problem, let's say for a gym owner is the economy. Like, you can't fix the economy. Yeah, you can fix their business. So it's like holding their feet to the fire, not allowing them to blame anything else and really take it internal.

Dude, you. You nailed it. Like, so many calls I get on. There's some. Well, it was really bad in October, November, December, because of the election time. Right. And that's consistent. Everybody's always talking about that. But, like, it's funny. We get on those calls and they'll say that. But then when you start diving into their business, you realize like, oh, you. Like, if you help them get internal, then they're like, oh, there's more in my control than I thought. It's actually, it's an empowering moment for them. Like, oh, yeah, I can't do something different. Well, that, that's a great state for someone to make a change whenever they realize there's an option to change. And then it want you line up with what they're trying to do. You know, that's 100. Because that's how I felt as a gym owner. I'd actually worked with other companies that I felt were kind of sleazy in their sales process and poor follow. So without. Dude, like I told you, my results, like, it's actually very. Like, we're kind of known in the industry, especially in the niche that we work in, like, pretty well. It's very common for us to like 2 to 4x someone's business in 18 months. Like, yeah, it's not crazy. And the 2x is someone who's more established and they've had.

Right.

But like, someone's struggling, like, we can literally change their life. And so it's a great product, great offer to be on, but still, like, if you can't get someone to be internal no matter how much you push an offer in their face. I think this is actually what I think I've noticed. I've noticed. Okay, so here's. This is something like shameless plug. The reason why you should work with Christian.

Right.

But like, what you don't know yet, if you're not doing sales training and you're not diving into the internal work and you're not kind of segmenting and looking at what you do, what you don't see, and it's kind of like seeing in the matrix all of a sudden what most people. The reason most people don't buy that, I find, is that it starts with the internal. But if you wanted to put a phrase with it, it's normally because they're not sure it's going to work. Like, that's really why, right? Because they're there, they know they want to change. There's probably something they want to get to. And they're like, well, I'm not sure if it's going to work. Well, the best way to solve that. Objection is for them to internally admit they have this problem.

Yeah.

Don't really know how to solve it. And they actually really do need help. That person will overcome the fear of it not working. Because what they realize at that point is they're like, I don't want this pain anymore. And I realize until I make a change, this pain will exist. And this is the truth with most gym owners, and I'm sure this is any like, dude, I was a fitness coach. So it. Yeah, those people, you can always draw this out if you want when you're talking to them. Their problem is actually going to get worse over time. It's not just maintained. So like a gym, dude, right now we're seeing the biggest rent increases we've ever seen. And some of these people, they were renting pre Covid. And so, like, they're getting squeezed hard. Cost of everything is going up. Most places, cost of labor. So, like, if you're hiring coaches and you're not able to increase pay, you're going to lose those people. So, like, yeah, if you help them see that and they're like, oh, it's not just that they have pain, but, like, this is probably going to get worse over time. Yeah, dude, that's how you overcome. I'm not sure if this is going to work because I'm not going to work. It's just a smokescreen for. I don't know if I internally need to do this today. Like, no pressure. There's no, like, it's not internal enough. So but that's. Go ahead.

And then if you get them to see that, right. That things are only going to get worse and how bad their situation is, like, what type of conviction do you have at the end if you need to get somebody across the line?

Oh, dude. So me, I think what's interesting about my story, and I would think, I think what's probably helpful for a lot of people getting into sales. So my story, I sell a program that changed my life, right? Yeah. But, like, the truth is, if you're behind an offer, you're behind the brand, right? And so if you see these store, I always tell people, man, if you're feeling down in sales, go read the success stories, because that's the thing that will fire you up the most. Right? Because then you'll like, oh, no, this, this, this really works. Right? And so, and so when. When I look at that and I'm on a call and I finally get to the end, like, I have said things like this before. I'm like, hey, dude, like, like, your kids don't deserve you never being home anymore. Like, there's actually a guy, last month that he was like, super nervous. And I was like, hey, look, man, I was like, here's the deal. I was like, you've been doing this 10 years, dude. 10 years, same situation. That's a long time. And I was like, hey, dude, like, what evidence do you have that just doing tiny changes is actually going to double your business? I was like, that's a 100 increase. What, 1% changes are going to get you there? And he's like, yeah. I was like. I was like, at the end of the day, bro, like, your kids don't deserve this, man. Like, it's year 11. Like, let's do something about it. And that type of. So, like, when you have, when you've dealt with, you've exposed it, you can make those types of statements and it doesn't seem disingenuous.

Yeah.

So there's stuff like that you told me, like, be playful. Like, you're a playful dude. Like, cheer for something. I've done it, man. Like, I'm like. But what I realized is, like, when I show up is authentically me and my st. Right? That draws people in. So, like, that's why that internal work is so important. It's important to review how you look, how you're presenting yourself. You're not, like, you're not trying to be a robot. What you all we all have, like, these things that augment how we show up. And you gotta get rid of that stuff. Like, you gotta be. Yeah. You know, so. But I've said a few things where I'm like, did I just say that? And I'm like, yeah, yeah. That's because I'm like, hey, I care more about you a year from now than I do how you necessarily feel this moment.

Like, you genuinely actually care about them. Because if you. If you just said what was nice, then it's like, how much do you really care about somebody? You care about what they think of you, but do you care about them? And, like, you can only get to that point if you have a real genuine conversation, like in the discovery and build that connection.

Right.

Like, you can't hop on with those nerves and, like, be scared of what they're gonna think.

Yeah. And because if you're worried about what they think about you, then you're gonna do so. Long story short, I used to be a drug addict. I used to be an opiate addict. And, like, when I was in high school, college, I was straight criminal. Like, the dude I used to hang out with, like, he attempted to shoot his dad. Like, that's the type of person I hung out with. And so what I remember about those days was, like, I went through rehab an entire year, literally, relapse the day I got out. Spent a whole year in real life in rehab, and then relapse.

Yeah.

The second time I went back, it stuck. But one thing I remember about that time was, like, there's an inverse correlation between how much I was open about my past and how much control it had over me. So if I try to hide it, the control it has over me goes way up. So, like, yeah, in addiction, like, a lot of people have manipulative behavior. And it's not like the manipulation like you're holding a gun to somebody, but it's the manipulation of, like, hey, I want this person to come back to me. So you manipulate. You are just. So they come back to you, but then you have to carry on that manipulated character. Right. And so if you do that long enough, like, do people find you out? But, like, sales resistance is real. People get on a call already a little skeptical. Like, it's just what people. So if you're manufacturing who you are and it seems, like, inconsistent or disingenuous, people pick up on that, man. Like, it's an energy thing. Right. You don't just be you and be you and being immature use two different things. There's a level of mature. Right. But, like, that is so important. It's so important to show up as you. Like, right now you are just like, you are in your YouTube videos, right? Like, and this is, like, this is how you are. Like, we've interacted and it's like, there's no difference here. It's not control. It's not. It's you. And that's what makes you you. Right?

Yeah.

I'm so, like, elementary, like, when I say it. Yeah, yeah. Like, if you're. If you're constantly like, I gotta get this done. I got. You're manipulating. And if you show up like that and you are. You're basically playing behind, like, right from behind at that point.

Yeah. And that's why, like, salespeople, what, after a full days of calls, like, they're exhausted, right? Or they're not wanting to hop on calls because they don't want to be that person who's disingenuous. So, like, what was the feelings like before, like, you hopping on calls versus, like, now?

That's. That's good. That's why you're tired, dude. That's why I was tired. Because I remember when I was sucking it up, I would be. And that's exactly why, dude, I've never. That just, like, click the wires together. Dude.

You're playing a character.

Dude, that was. Dude, that is good. I don't know who's listening, but that, like, that just made so much sense because I, like, I've had more energy in sales in the past six months than I ever have. And so, like, yeah, dude, that's crazy, bro. Yeah. So carry on.

How do you feel?

How.

How do you show up to call us now versus, like, then?

Well, well, I just show up as. So. So I just lean in and be myself, man. So I'm just like, yo, what's up? You know, Like, I just, like, be myself, man. And what's funny is I get done with them. And, like, don't get me wrong, like, physically, I may be a little bit depleted, but I'm not. I'm not in a negative ruminating energy when I get done. And that's because. So I have this phrase that I repeat to myself, and it's like, follow up is not an option. It's not that I don't follow up, but, like, the reason I say that is I'm like, hey, this is the one opportunity. Like, I will never have a impression than this call.

Right?

But it reminds me of who I am and how I've chosen To lead myself and show up, which is like, hey, yeah, Jonathan cares. Like, Jonathan wants to listen. Jonathan wants to know. At the end of the day, Jonathan just. I have this phrase essay, and I'm like, hey, this is a closing phrase if anybody wants it. It's like, I don't want you on another call like this next year. Matter of fact, I want you on one in three months. Like, I want you to actually solve this problem. Right.

Right.

Yeah. Now, dude, like, my energy level is like way better and I go home with two little kids and can be exhausting with two. But like, I remember those days and I was like, I just go home and just want to sit around. But now I'm like, more engaged with my kids. It affects every area of your life. Like, it's, yeah, engaged with my kids, more engaged with my wife. Just everything is quite a bit different.

No, that's fantastic, dude. And I know we, we touched a little bit on like, you're getting a ton of objections before. Like what? Like, do you still run into objections? Are you able to overcome them? Like, typically, what are you getting at the end of your calls?

So our one. This is unique to us because of what we are.

Yeah.

Our part of our program is coaching. Part of it is support, and part of it is tech. There are people in our space that do one. We're the only company that does all three. And so some people may. They may know we build really good tech and there's other people that do, like, they try to do it. So they come to us and they expect tech pricing. Right? Yeah, we're way beyond that. So there's that and that. So. So sometimes there are some expectations where people have already done something with someone in this space, so they come in comp. Comparing us to those people. Or a company that just does ads or a company that just does one on one coaching. Right. So like those objections exist no matter which way you cut it, because they have a frame that they're comparing to. I'll talk about how to get rid of that in a second. But yeah, so back then, dude, I was. I would get all types of injections. I would be like, you know, they're not confident it can happen. They're not sure it's a good use of their money. Like just the. I'll think about it. Which is just normally lack of confidence pricing objections when we cost like way less. Like, I was getting a lot of those and a lot of it stemmed from comparing us to other people and how to differentiate. So I was getting A lot of that. But I would say the biggest ones I would get is just like, not sure if it was going to work type of stuff, which is uncertainty or an interesting one back then was, I think I can figure this out myself.

That one's rough.

I think that's a lack of authority of the salesperson, actually.

Yeah.

It's not that they don't believe in, like, because you show them in demo, like, I show accounts and results and all that. But if they. If they think they can do it on their own, that's because they don't trust you. Yeah, you're the person, like, that's conveying what you can do. And if they're like, yeah, I think I do this on my own. They literally, they're like, dude, this person, no clue what they're talking about. I was like, now that I know that, looking back, I'm like, dang, bro. So. So now, actually, here's what's interesting. So, number one, one of the things I've learned is like, dude, get stuff out in front of you, right? Like, don't be afraid to have a conversation. So, like, I'll ask people, like, hey, what software do you use for this? Or what do you do for this? Oh, you worked with that company? When did you work with them? What was it like? Right? Like, I get it out in front so that I can understand, like, what their experience was, like, what they're getting, like that, you know, like, you know, where are you at financially? Like, I asked people with their revenue numbers, I'm like, hey, is that the black? Is that the red? Is that break even? So, like, I know by the time we get to the end, I already know what might happen. But what I've noticed is, like, when you just get that stuff in front of, like, it increases, like, trust because they know, right? But also, it's easier to object when someone's objecting with something that they don't think you know anything about. So, like, if you don't know the deets, right, like, then it's easy to say, well, I can't afford that. But it's like when you say, hey, like you told me, you guys profit, like six grand a month.

Like, it's laid out on the table.

It's like, it's not. It's not a thing, like, what's going on, right? So, like, that's the number one thing. So when you do, like, get stuff out in front, it makes closing easier. But this is the most interesting part about this. When I focus more on the Internal state. When I focus more on being upfront and being genuine by the time I get to the end. As a matter of fact, this just happened with the guy that I had a call with. He was like. He's like, I don't have any objections with Price. I just have a few questions. And so he basically was like, hey, how much time is this going to take? And I'm not really a tech guy. How does that work? And so what I realized now is like, oh, when you do this really well, what. What maybe an untrained salesperson would call objections. They're. They're just like. They're just some obstacles we need to understand. And so now it's like, instead of like, oh, I met. No. And then you're trying to get them to the S, they're like, oh, I really like this. I'm a little concerned here. And so, like, for him, I was like, oh, dude, like, can you give me five hours a week? He's like, I'm already spending ten hours a week on this stuff anyways. I was like, okay, we're good there. And then I was like, you know, I was like, are you willing to be coached? And he was like, oh, yeah, absolutely. And I was like, well, this entire onboarding process is built on making all this stuff as simple as possible. And he's like, all right, cool. Let's do the paid in full. And so that has happened often. I was actually talking to my wife earlier. I've had a couple calls. He was one of them. I was like, I don't know, man. Based on the. The appointment booking and then data I had, I was like, I don't know, man. Like, we'll see. But, dude, sure enough, he got on, and at the end of it, he's like, all right, cool, let's do it. And I was like, yeah, great. But, like, so, yes, I do have to overcome certain objections and.

Yeah, but it's, like, more logistical.

Yes, it is. That's it. It's blocking and tackling. It's. It's. That it's not. Does this strategy make sense? Does.

It's less uncertainty, less fear, less all that other bullshit. It's just, like, just the logistical stuff to make it make sense to their mind, and then they're just good to go.

Yeah, like, they're. They're already thinking about, how does this fit into my life? Like, when I ran my gym, that was the most important thing for them to understand. When they sat down with you was like, how does this fit into my life? Cause that's the easiest way to be. Like, oh, there's no way I can make this work. My schedule, my kids. But whatever. Yeah, if they start asking questions that indicate that they're like, trying to fit this into their life, like, that's a really good sign. So that's the big thing is like what I would used to call an objection. I'm able to get a lot of that stuff out in front pre close them. And I. Dude, when I do my presentation, I'm like, hey, yeah. Like, so, like, one of the things we do is websites. No joke. Most website companies that are our competitors, we can usually, like, if we don't increase traffic, we usually 3x someone's leads in a month. So, like, they switch. They'll have three times as many this next month as they did the month prior. And so, like, what I'll do is I'll pull up their website. I'm like, hey, these are some reasons why this probably isn't working. And they're like, man, we just switched to this. I was like, yeah, but can you understand, like, how someone who's not us might think about this? And they're like, oh, that's a good point. And I was like. And so look at this. And so like, I'll just. I'll just put it out in front. I'm like, hey, look, I know you just did it a month ago. I understand the time. But I was like, at the end of the day, like, would you rather have a 3x result like that? And they're like, yeah, yeah, that's true. I was like, okay, yeah, so. So it. Man, I can't. Did that call you. That review you did for me, man, it's still one of the biggest things. But like, that was like one of the things. Hey, be. You, like, have that, like, be real about this stuff. And so at the end of the.

Day, you're selling a transformation, right? You're not selling them a product, you're selling a transformation to get the end result. But then also be the person who they like, they need to be like, whatever aspect that they are.

Dude, I watched one of your YouTube videos and you didn't say this exactly, but it's kind of. I got my understanding of it. But what I'll tell people. I was like, so, like, I'll get through everything. And I was like, you'll notice there's a lot of pieces here. I was like, but here's the real outcome is that let's say this person, their gym's got you know 60 members and they want to get to 150. Right. I was like. So I was like, based on the data, like, if we do this organically, we'll probably get there in 12 to 14 months. I was like, if you want to use paid advertising, we can probably half the time of that. I was like, but here's the real outcome. We actually want you to become a 150 member gym owner. Like, we actually want you to be the person who doesn't just get there, but you maintain it and can continue to go on. They're like, that's what I want. And like, that's actually, I think that's what people want. Like, I think deep down I think people like to buy things that they think is going to improve their life. But I do think the deepest level, it's like the Simon Sinek, like the what, the how and the why, like the center, that's the individual internal stuff, right?

Yeah.

And if you can speak to that. I mean, I know you. I've seen some of the videos you've done. There's a lot of people in our program that do fitness offers and like fitness, man. Like, it's not the person who loses the weight, it's the person they become and are and that keeps weight off. That's who they really want to be.

Yeah, it's a shift in identity.

Yeah. So. So I do this. Dude, there's threads of all the stuff you do. Yeah, I pull it down. Like both the internal work I do and then the end. Basically it's just the internal work I help other people do, you know, that's the big difference. And so now, like, I'm earning more with less opportunities total. And like earlier, like, used to, I would be like, man, I have to have so many bookings in a week to hit my revenue number. Now I'm like, oh, like we're good. Like we'll hit it. And everything else is cherry on top. And so that's why I'll say, yeah, I kind of dialing in some efficiency stuff now. So like, like we prospect. The best place for us to prospect is in the U.S. you know, and so like the time zones dialed down and, and yeah, but like, dude, it's pretty clear if I prospect for five hours a week, I will get four closes out of that. And so if I just start that process, plus the inbound that we have, plus the nurture of the list we have. Like, and I'm the only salesperson in our company, so it's kind of, it's like, well, we're gonna have to bring someone on at some point. But yeah, but I'm pretty confident I could train someone now too. Like, I don't know, I'll probably just tell them to get into this group. I was like, before we talk, you need to go do this, you know? But yeah, so it's pretty cool.

Fantastic, dude. Yeah. Let's fucking get to 40, 50k per month, right? Like, those are the next steps.

Dude. Here's the thing. So when I started, like, I was hitting like 2k ish a month, like anywhere. But it was like, it was like huge swings. So like one week I'd do like the next weekend. I. Next week I do like a thousand. And I'd be like, holy cow. Right? And so I remember the first goal I think I posted in the school group. My first goal was to be consistently doing 4K. I was like, that is like, I need that number. Not because like, I had to have it. I can live on less. But I was like, that's. I was like, I. That's $800 a day. I was like, I think that's doable. Right? I did that and I started doing that consistently. I was like, what about five, what about six? And it was funny, is like now it's like the 8, the 9, the 10 actually seems like extremely reasonable. Right?

Yeah.

Back then it was like, oh, 10, that's crazy.

Yeah.

I have had one 10k week and that was awesome.

Yeah.

But like, here's the other thing. Back in the day, like, I was exhausted all the time. So like there's this mental limiting belief of like, well, I couldn't do more of this. Yeah, right. So you take that many calls, dude, it's happening. Do you like, that's why this internal stuff, there's brakes being put on by limiting belief. If you don't deal with that stuff, like you will be and you'll be thinking tactic my way into it. It's like, well, you can get better at your tactics, but that state has to change. And so, but now I'm like, oh, 10 is very reasonable. That like, I, yeah, keep dialing in some stuff. I think I have, I, I think I'm gonna hire a, A like a VA to help me with some data management. Just to like, so that instead of me doing. Yeah, data management, a lot of that's already done and I just show up and do the work. But dude, when you're making 20, 25, close to 30amonth, like, that's a easy.

Yeah, it's an Easy call, right?

Like it makes no sense. I'm like, hey, if I show up for my prospecting every day, just ready to go, like what's that worth? Right? Like it's worth a lot. And so 10k a week actually seems very reasonable. Like it doesn't seem. And dude, most revolutionary thing you taught me, it's in, it's in the school group. It's in the like the goal setting section. And you said this and I, I don't know why I heard it that day, but I sure did. You're like, hey, like what happens is like people do this and they're, they get all excited about the goal. It's like, okay, be excited. But like part of visualization, it's not. Woo woo. Like what visualization is, is you are thinking about the thing is already happening so that you are less up and down emotionally in the process. Because if you're like always going like you're like excited. If you're not, don't feel like you're making progress, then you go back down.

Yeah.

So like that's how I feel about 10k a week. Now I'm like, oh yeah, that's pretty reasonable. Like, yeah, I can see the path. I've got some things to hone. Like actually it's funny, I was off for three days completely. Monday, Tuesday, Wednesday last week, just in thinking about it, I was like, oh, here's three places I can get better at my sale, like on my sales calls. And I've already that. But like the thing I would tell anybody is like, dude, like I thought training was all going to be like, like the there is like how do you overcome the ejection, but it's actually how do you learn to have a real human conversation and like learn to guide it and lead this person.

So yeah, yeah, yeah. I always say becoming better at sales equals becoming a better person, right?

Yeah, it is, man.

Yeah.

People say entrepreneurship is a extremely fast path to personal development because you're going to learn a lot about yourself. Doing sales professionally is the same thing. It's kind of like, well, I mean think about commission. It's a co mission, like working with the entrepreneur. And you're paid really well because you generate revenue and so you have to think like that. But like that's what's freeing about it is you have a skill where once you build these blocks, like, you know, you can take this and do lots of cool stuff with it, man.

Yeah.

I've really enjoyed getting out of the entrepreneur business side doing this. I'm sure I'm gonna get back into the entrepreneur side at some point. Like, it's been a huge learning experience, and I trade it, and then, like.

Now you take the extra skill set when you go back in to even it higher.

Yeah.

Yeah, man. I know we're running up on time a little bit. I would just say, is there, like, just for anyone listening, you know, their sales rep, they're wanting to get better. What's. What's the biggest advice you would give them?

Yeah. So number one, jump into a community that's doing what you want to do, led by someone with a track record of success. Obviously, this is Christian's video, but listen, I. I owned the gym for eight years. The guy that runs the company I work for, he taught me sales. But, like, it helped having someone outside of that. And so having that community with someone with a track record, super important. Also, I will tell you that, like, Christian's style, like, this is how to do sales. Like this. People are tired of, like, people don't like Jordan Belfort, bro Wolf of Wall street, that high pressure, intense stuff. Like, now with the world of personal branding, you have too many options. It doesn't matter what market you're in. People want to talk to a real human being. So Christians dial that in. So that's the number one thing. Get in something like that. And psychologically, you're asking people to pay money to invest in themselves. You should be investing money in yourself. So you show up confidently when you ask them to do it. Right. Yeah, I. I have Christian. I have another coach that I work with that's more on, like, the personal development psychology side that I'm working with right now. I. I'm paying him a lot of money too. And so just. It's. The more you invest in yourself, the easier it is. Ask other people to do it. Yeah, that's the first one. The second one would be review your calls. Take the time to watch yourself.

Yeah, it.

It is a huge deal for you to actually see and be exposed. I think, like, I was nervous to send him my call review because you feel exposed. Right. But, like, it is very freeing when you see what it really looks like. It's actually easier and faster to make change that way. Do that. So, yeah, so coaching, community, that. And then the last thing is, like I said, we're talking about this internal thing. Like, don't skip the internal work. Like, don't skip who you are, how you set boundaries in your life, how you prioritize your health and your relationships. I know it Sounds backwards. Sometimes you're like, well, I just need to work harder, grind harder. But, like, yeah, actually some. For some people that I knew, even in the fitness world, like, they would come to my gym and they were working out six days a week and barely eating, and I was like, hey, we're gonna get you on three days a week, and we're gonna totally change what you eat. Within three months, they get more results than they have in the past, like, two years. And that's simply because we're respecting the inputs of the body, right? And so, like, you have inputs as an individual. And so, like, sometimes it's a pump the brakes and it's like, hey, actually, like, dude, I have not worked out in three months. Like, yeah, go, go walk for an hour. Like, it can be that simple. But, like, respect the inputs that help you grow so that then you can help people decide on better inputs for themselves.

Yeah, dude. Fantastic. Dude, dude, it's been a really good chat. It's been great catching up. When you hit 50k, we'll have a chat again, right?

Hit 50k. I will send you my pay stubs and I'll be like, we did it, bro. Cause I. I think it's there, man. So we're going to hustle. We're going.

Yeah, 100%. Dude. Dude, I'm super pumped for you. Fuck. 31K. That's fantastic. Just keep growing it, dude.

Yeah, let's get it, man. Christian, have a great day down in the great city of Miami, man.

All right, See you, bro. That's really good.