How to Ask The Scary Questions [LIVE SALES CALL BREAKDOWN]

You need to ask the questions that your prospect is scared of you asking. As someone who's closed over $7 million in deals and trained over hundreds of people to get better at sales, the biggest breakthrough I made is starting to ask the questions that my prospect was scared of me asking on the sales call. Now what I mean by that is what is the question that is going to bring the pain that is in the back of their head that they're not thinking about to the forefront? And it's something that my mentor taught me on how to really cut people to the core and dig deep into people's pain so you can get people over the edge. In this call review, I'll be going over a biz op offer where it helps people go from being in nine to five to being a business owner on how to actually start to dig deeper into. Into the prospects pain so you get them over the edge. So take notes and apply this to what you're selling right now. I'm a little bit sick, so I was planning on doing a different training, but for now I wanted to give you guys some value. So let me know in the comments if you enjoy this and I'll see you guys on the next video. All right, let's dive on into this. Got the sunglasses on because my future is so bright just with you. Apologies for the setup traveling right now, but let's go ahead and let's dive into this call. Lighting is terrible.

Hey, Dean, can you hear me okay?

Yes, sir.

Hey, how we doing, man?

Doing cool.

And I know we talked about having the camera off, so there are pluses to minuses to it. Like I said, the plus for you right now is they don't see you, which means you don't look as young. Something you can always do to offset that is just the way that you dress, the way that you present yourself, like something like putting on a polo, changing the chair that you use, if you can grow out your facial hair a little bit more, these are all little things you can do to just make it to where you look older. And then just the way you talk to people will then command the type of respect of somebody who's older. Like for example, like Yash when he's 17 years old again, mustache, goatee, and it's the way he talked to people. Everybody thought he was 30 and he would tell people he had kids and stuff. Right? You don't got to go that far. But just, just little things. Just understand when your camera is off, you just have to rely a little bit more. On your tone just because you can't make up for it with your body language.

Quite alright. How about yourself?

I'm staying out of trouble. How about you?

I'm doing my best to do the same.

Good man. Good man. Well, I got your file pulled up here, man, so we can kind of jump right into things, but looks like you had booked some time with me. Pretty. Looks like you were getting some, like, possible outside help with real estate so you can, like, start investing. Does that sound right?

Yeah.

Okay.

Yeah, I was just talking to Justin like an hour ago.

Okay, awesome. Because I definitely see that you were speaking to him. So I guess, like, what did you see on his Instagram that kind of made you want to look into this mentorship more?

Well, I'll tell you what. I've. I've watched Justin from afar for about maybe a year and a half or so. I noticed that, well, you know, he's a millionaire or whatever, but also, I mean, he's trying to invest in young men and say, hey, there are ways to do things, you know, like I, you know, don't leave your boots in your suitcase and things like that. And like, trying to.

Yeah.

Not just be a good businessman, but be a, you know, a solid, solid man. I'm solid male individual who, you know, can look around for the people around him and do things like that.

Mm. I mean, like, he's Justin. He's. He's not that cool.

So something to keep in mind. Now, this is just more strategic thinking and where my mind would go because you gotta understand the type of people you're gonna be talking to. And it just comes down to the. The person you sell for. Okay. So it's like Justin talks a lot about, like, being a man and the things to be a man or whatever, like the manosphere stuff. So something I would rely heavily on is identity because he's like, yeah, he's a millionaire, whatever. But it's really about being a solid man. That's what he's talking about. He kind of brushed over. Oh, yeah, he makes a lot of money, but he's talking about being a solid man. Like, that's really like, yes, money, but just being like that better person is what's attracted him to Justin. So. So that's what I'd always, like, put on people. And I would just always leverage the person's authority who you're selling for. Like, you don't have to have that authority, but Justin has that authority. So when you do identity reframes, I would always add in, you know, Justin always told me it's not about, you know, the skills, like, that's a big part of it, but it's about being a better person. You know what I mean? Because this guy, like, somebody like this would buy hard into that frame because he's just telling you, like, oh. What really attracted my attention is Justin's teaching people how to be better men. So that's what the crux of this call should be around.

Well, he's. It's pretty boring once you get to actually know him. But I guess, like, for you, what did you see on his Instagram that made you want to, like, look into this mentorship for real estate?

For real estate? Well, I saw that he was looking into it, and I saw, well, he's, you know, doing the stuff he does with trailer parks and whatnot. And obviously, I mean, it sounds like he's done a lot of different things to make money.

Right?

So the way I see it is, like, he. The things he continues to say, you know, if I go broke tomorrow, I will bounce back because, you know, I know how. I know the skill set and everything and how to apply it to each thing. So he just seems like a very competent individual. And, you know, I trust the kind of guys, as he said. Like, you know, he trusts the kind of people that are. Are in the real world and things like that. Well, actually, he's the kind of guy. Well, I would trust him at whatever he's doing.

Right. And kind of back him up. So I guess if. If we could help you. I mean, like, do you. Do you know what kind of help you're looking for specifically?

Basically learn about real estate. I know quite a few people who do it, so. And they're all very. And they all make quite a pretty good money, those who are, you know, have been consistent with it. So I basically just. How do I get started?

Okay, And I guess, like, what. What's coming up for you now that would even have you, like, look on how to get started with real estate?

Well, so basically, I've been looking for work for quite a bit for about a month or so. I had a seasonal role. I graduated college. My plan for, like, the longest time was to be a Catholic priest. So I didn't even really worry too much about work.

Right.

And once I decided, you know, that's not the path for me, I was like, well, I need to find, you know, what do I do to move on? So I. I went to college for professional writing, and that really didn't do much of anything. So I Tried recruiting, couldn't really get off the ground there. But I started working more in communications and things like that. And I worked as a part time leasing assistant for the summer and I felt like I did pretty good at that. So, you know, sales and you know, leasing and that kind of thing. I think real estate sounds like it's pretty good money and it's right up my alley.

Okay, so I guess like it kind of sounds like you're trying to get into real estate, make more money. Can I make that transition?

Yeah.

Okay. So I guess as far as work goes right now, like what are you doing to make money?

See, that's pretty good as far as just taking a little bit extra time in connection to get the, get the real thing. So he's saying like, oh, he's been bouncing around. Bouncing around. I would probably ask like an extra question there. It's like oh, real estate seems like right up my alley. Well, for you. But why, why maybe real estate rather than just some, I don't know, some bore, another job or something? Right. Like a bit of a rationale, but it'll give you a little bit more because he's still a little bit ambiguous. But again, it's more likely not he's gonna fit into that, that, that box you put him in. And he does, but like you could just take a little bit extra time. But overall really good as far as getting why he's there.

Right now. Well, I'm filling out LinkedIn applications as often as I can, but right Now I'm working 60 to 80 hours of DoorDash. It's not fun.

Okay, I guess. How long have you been doing doordash for?

So in situation you can clarify things and it just makes it to where you're a little bit more interested in the conversation. It just makes it sound a little bit more conversational. So it's not fun. That peaks, that piques my interest. You know what I mean? So it's like not fun. Oh yeah, the blah, blah, blah, blah. And then it can just make your first problem awareness question a little bit more punchy so you can get right into the problem and just push them down.

Well, I've been doing it here and there since last March. But as far as, you know, doing it full time, I've been doing it for like the last month or so.

Okay, so for the last month, I guess, like, I don't want to assume anything, but what kind of go with like doordash rather than a different job?

Well, that was what I looked into. I had Problems getting set up with Uber and you know, trying to get, you know, registration and everything. So it's like, well, Doordash I had signed up for and it was, I could get started soon. So it was basically what was available when I needed to make money.

Gotcha. Okay, so it sounds like you haven't really been able to find luck with any other job so far.

I've gotten a few interviews, but I'm still waiting on responses from some. From a lot of people.

Responses. Okay, so I mean like for you then, I guess, like what's coming up for you now with what you're doing with Doordash that makes you feel like that's just not enough?

Well, I got into a relationship recently for the first time and I'm working, working all these hours. She feels underappreciated. I mean, obviously, I mean, I don't, I'm not going to be able to, you know, spend every moment like you need to spend some time with underappreciated.

This. And again, this is just more about understanding people and you might just be too young. But like as a man, if like he like one of, like most men, like one of their biggest driving factors is making their significant other making sure they're taken care of. But like as a man, if like he like one of the, like most men, like one of their biggest driving factors is making their significant other making sure they're taken care of, making sure they're happy, making sure they're provided for. So that's a, it's a, it's a really, really easy way to dig into his emotions because he might not like be as emotional but because she is, it just, it allows you to dig deeper quicker. Like he'll probably be more comfortable talking about like how she's feeling and then that's an easy transition to how that makes him feel or how that actually impacts his day to day life. So I'll just, I'll just clarify like underappreciated with money.

But like If I'm working six, most people who work 60 to 80 hours a week are, you know, making significantly more than I'm working then I'm making. And I'd like to be able to take her out of the workforce and thing and just basically be able to provide because I don't want to get married and then have to live in, I don't know, a cheap apartment or something.

Okay. And I mean like, because I know, I know a few people actually doordash and do uber full time. So I guess like for you. Why might you not want to do that?

Well, it's, it takes, it's very stressful. You don't have time.

So he gave you a couple reasons why he didn't want to do that. Again, it's not a bad question because it seems like right now we're searching, but it probably would have been just an easier route. Like you still get there. It just probably would have been a little bit easier out if you just, you know, you expanded on like her not feeling like, you know, she's appreciated. And does he feel like, you know, he could take care of her now? Like, why doesn't he feel like he can? Right. So it's like there's. I would see in my mind there's two main problems that he sees in his mind. Number one, he's in this long hours job, stressful, not making money, which makes it to where he can't plan for the future. So there's future pain he wants to avoid. But right now his woman feels unappreciated and he feels like he's not doing enough. That's what I can see from this conversation so far. So those are going to be the big pain points that I want to hit. Is him not doing enough right now making his woman feel unappreciated. But in the future, if he doesn't change what he's doing, he can't be the man he wants to be again, he can't be the man he wants to be that can provide for his woman, make sure she's happy, make sure they're not in some cheap apartment. All right. Why don't you want to be one of those guys who's in a cheap apartment? Right? Boom. We can start subtly laying in that those identity questions.

Time to do anything else. But not only that, I mean, what.

Do you mean by stressful?

Stressful. So for example, you're. Have you ever driven around much? I mean, let's say if you got a lot of a three hour drive, you're pretty tired after that. Imagine doing that all the time.

Oh, okay.

And also, I feel like I'm not really using my brain. Like it's honestly a job that anyone could do, but it also doesn't. I mean, if you make $25 an hour, it's a good hour. So it's like that's, that's the kind of thing. So really, I mean, I hate it. I hope it doesn't sound shallow, but I mean it. I just need more money.

Okay. And I guess like more money if you don't mind me asking, how much are you making a month right now?

I'm making and something you could do, because again, you're not doing bad. You're getting the problems out, and I can see where you're going. And I'm. I'm, like, taking. Like, we're at an 8 right now. How do we get to 10? Okay, so just take that in mind. Now, when somebody says, like, I don't want to sound shallow, I just want to make more money, I want to reward him for that answer. Why? Because him saying, I don't want to sound shallow, he's a little bit hesitant on giving you the real answer, right? So it's like, hey, man. Like, I can appreciate that because oftentimes the simplest answer I just need more money is the most truthful and the most real. So. And then you go into the next one because what that will then answer why? Because him saying, I don't want to sound shallow, he's a little bit hesitant on giving you the real answer, right? So it's like, hey, man, allow him to do is like, oh, this guy gets me. Like, he understands, like, I'm not being shallow.

He.

He thinks I'm being real, so I'm gonna start being more open. So, like, we reward him. Like, I can appreciate that because oftentimes the simplest answer, I just need more money and is the most truthful and the most real. So. And then you go into the next one because what that will then, especially if he starts to seem a little bit hesitant with the answers he's giving. Well, I don't want to sound shallow. Allow him to do is like, oh, this guy gets me. Like, he understands, like, I'm not being shallow. He. He thinks I'm being real, so I'm gonna start being more open. So like, we reward him, especially if he starts to seem a little bit hesitant with the answers he's giving. Well, I don't want to sound shallow. Okay, again, it's very subtle, but it'll just allow him to start being a little bit more open. Okay, again, it's very subtle, but it'll just allow him to start being a little bit more open.

If I. If I get, like, 80 hour. I mean, if I get my 80 hours a week, I'm making somewhere between, you know, maybe three and 4,000amonth.

Okay, so three to 4,000amonth. I mean, it's not terrible. I know a lot of people that actually, like, survive off of three and four grand a month.

Like, if I. If I get, like, 80 hour. I mean, if I get my 80 hours a week, I'm making somewhere between, you know, maybe three and 4,000amonth.

Okay, so 36, 000 a year. 48, 000 a year, I guess, like for you, why is 48,000 not enough?

Well, I mean, I'm still learning about the finance market, so maybe I'm not doing as bad as I think I am. But I think if my goal like.

Three to 4,000amonth, I mean, it's not terrible. I know a lot of people that actually like survive off of three and four grand a month. Like 36,000 a year, 48,000 a year. I guess, like for you, why is.

48,000 not the main thing that I want to do with my life is be a good husband and father enough? Well, I mean, I'm still learning about the finance market, so maybe I'm not doing as bad as I think I am, but I think if my goal like.

So again now we're looping a little bit where we might.

The main thing that I want to do with my life is be a good husband and father.

Okay, so again now we're looping a little bit where we might not need to. Now with this person and specifically, they seem to be fairly open, but if you get somebody who's a little bit more closed off, they're going to feel like they've already answered this question. So he said the biggest thing he wants to be is a good husband, a good father, and he doesn't feel like he'd be able to do do that with the amount of money he's making. We already have that information. So if you go back and you look at this question, did this question add anything now for you? If it just gave you a little bit more clarity on what to probe in on, fantastic. But I'm just trying to get you to see that you already had this information and you could have probed deeper earlier and gotten to these problems and expanded that gap much earlier just from the information he already gave you and you're not.

It's going to be very hard to raise a family on that. But I also want to, you know, I just want to be able to develop a skill set and feel like I'm being productive and I mean I. And also being able to work for myself.

I need to. Now with this person and specifically they seem to be fairly open, but if you get somebody who's a little bit more closed off, they're going to feel like they've already answered this question. So he said the biggest thing he wants to be is a good husband.

You know, in real estate. I mean, certainly you, you don't.

But one good thing you are doing right now, you're very much detached. What you notice from the way that you're coming off when you're asking his questions, very much detached and a little bit skeptical in a way. He's very much pulling. You're pulling him in. He's like, yeah, but like, it'd be very hard to raise, you know, I mean, so that's very good. But I'm just saying, like, we could have gotten to these problems a little bit quicker just from the answers he already gave you.

Do it all by yourself. I'm asking for your help right now.

Right.

But you know, have a little bit more independence is kind of where I'm coming from.

Independence? What independence? What's independence?

Right. And I guess like, I know you've been doing doordash for the last month, but I guess like how long you've been feeling that way that like doordash just wouldn't be enough for you.

Well, it got to the point. Well, I was, I was looking for other jobs. I mean, I was doing door. I wasn't expecting to be doing doordash as long as I've been doing it, but because I've, you know, I went to school for professional writing. I did a little bit of sports writing. And I basically found, you know, that even when you really get to the top there, there's only. So, I mean, you have to basically be the Stephen A. Smiths of the world too.

Right?

You know, get there. And I mean, the, the gap in my. It's not impossible, but I mean, I just got to a point where I was. I didn't enjoy doing. I mean, I didn't enjoy doing it as much as I used to, but you can't be a slave to, you know, your feelings. It's just realizing there's not a realistic path forward. Good.

Okay, so it kind of sounds like, and I don't want to put words in your mouth, but it kind of sounds like you're looking to make that transition from like 9 to 5 employee to like full time investor, business owner. Would you agree?

More or less. Yeah. I mean, I just, I don't want to be working 80 hours a week.

But I mean, you see how it's. We're putting him in a little bit of a box and he's reluctantly going forward. Okay, so again, like being a little bit careful of that. Just so again, like we don't cause resistance whether it's not needed.

You know, I certainly, there's work, life balance, but I'm willing to put in more hours than 40 hours a week.

Because I mean, like, dude, I'll be real with you. I'm like, we, we have guys coming in here that are on the oil rigs working like 80 to 120 hour weeks.

So I don't even know that's possible.

Yeah, I guess, like for you though, I guess. Why don't you want to be working those 80 hour weeks?

Well, you know, actually I don't think it's that I don't want to work, it's that 80 hour weeks to, you.

Know, see how we're assuming. Because like right now, and again, I can't read his mind, but what I'm assuming is on some level he feels like you might be questioning his work ethic. Like, oh, well, it's not the 80 hours a week. It's just the amount of money I'm making for the 80 hours a week. So just assuming this right here and we already got that. Hey, I don't feel like for the amount I'm working, I'm making enough. Like I'm working too hard to be making this less little. Like we've already gotten that problem. Like that is enough of a problem to really dig deep into it. Okay. Because when you're talking about these people who are they work with their hands, blah, blah, blah. Like, you know, the more blue collar guys, if they have a family, typically you can really dig into the time problem. But oftentimes if they don't have a family, things along those lines, they really dig deep into it. Okay. Because when you're talking about these people who are they work with their hands, blah, blah, blah. Like, you know, the more blue collar guys, if they have a family, typically you can really dig into the time problem. But oftentimes if they don't have a family, things along those lines they might push back on, like just wanting to work less. Now you would have an end on getting him to want to work less or at least admitting that he needs to work less because his girl feels unappreciated. But because we didn't pull that thread, now he's kind of defending like, yeah, no, the 80 hours is fine. They might push back on like just wanting to work less. Now you would have it in on getting him to want to work on. I just need to make more. Okay, so we just like, that's why I'm like digging to the Thread of like the girl. Like, just understand, like, that's a big pain point for. For any guy. Right. If you get a girl, you understand, right? Or if you're taking care of a girl, you'll like, you just want to make sure, like she's all taken care of and then like she's happy. All right? So just understand, like going. Pulling that thread and then pulling the thread of just a person who wants to be the future person taking care of like, her taking care of the family. Could he do that with his current salary or like what he's making now? Like, what would happen if like, God forbid, like, you guys, like, do have a kid earlier than you expected and you're still working at doordash. Boom. Consequence of out of that. It's gonna be a very tough question for him to answer.

I feel like I'm working too hard to make. I mean, you said people can survive on 36, 000 a year, but I'm working. I feel like I'm working way too hard to just survive.

And how long you've been feeling like that way for just survive.

Clarifying what does he mean by that? What's going on.

For the better course of the last year.

Okay. Over the last year. And I mean, like, I don't want to assume anything because, like, I'm not in your shoes.

Right.

Like, you just feeling like you're working to survive, I guess. Like, does that. Does that have an impact on like your day to day?

Yeah, it's. I'm starting to realize I little bumps in the road come up and I feel.

Yeah, I would just like interject. Oh, how so? Because, like, what that just allows you to do is just you're a little bit more in the driver's seat and he gets a little bit more comfortable with answering questions on the back end or answering things on the back end of your question or expanding on the back end of your question. So you just need a little bit more in control there. But so far as far as like, okay, now we got like a good tangible problem and us probing deeper into it. I feel like it's really good. That impact question on your day to day. Really good. We're getting symptoms right now. So good right now.

Sometimes you feel like the world's just gonna crash in and I mean, you have to be stoic about it and keep going on, but it's.

Right, I guess. When you say these little bumps in the road, I guess what do you mean by that? What does that look like Good.

So for example, the they raised the price at, you know, wherever I'm going to pick something up from. Or, like, the gas rate or like, the taxes or like, I remember Justin said you shouldn't be worried about who the president's going to be. If you're really doing your job, you know, it. It shouldn't matter.

Right?

So I think it's hard to be patient with people, you know, when you're working 24 7. Not 24 7, but pretty close to that. And yeah, you're still not where you want to be. You get stressed out when you hear, for example, when you hear somebody complain, it's like, you need to stop complaining. Because I'm. It's like, well, I'm not being able. I'm not able to be as patient with others as I would like.

Okay.

And I'm like, how do you mean you're not, like, actually being able to be patient with them? Like, do you want to be that type of guy who just has that short fuse? Boom. I'm just gonna want to keep on, like, putting him in that. Does he want to be that type of guy? You get what I'm saying? Because he's. He's just setting himself up for it. And especially since what he said at the very beginning of the conversation, like, that's really what the crux of this conversation should be about, which would just, like, it would just allow you to have this conversation quicker, deeper, and get the urgency that we need out of them.

Like, just so I can, like, see the rationale behind this. But besides, like, wanting to get into real estate, make more money, I mean, that's what everyone says when they come to us, I guess. Like, why might you be looking into, like, the. The proper training and mentorship?

I would have asked a personal impact question. There's. Or like, how that makes them feel. Just like, how do you like it be about? Which will just, like, it'll just allow you to have this conversation quicker, deeper, and get the urgency that we need out of them.

Like, just so I can, like, see the rationale behind this. But besides, like, wanting to get into real estate, make more money. I mean, that's what everyone says when they come to us, I guess. Like, why might you be looking into, like, the. The proper training and mentorship?

I would have asked a personal impact question there. Or like, how do you mean you're. You're not being able to be patient? Do you want to continue to. To be that guy who has that short fuse? I mean, I. I don't want to assume, man, because, like, I'm not in your shoes, but you happen to be that guy in the short fuse just because you're not where you, where you feel like you need to be. How does that feel? All right. Like, just how that makes them feel. It's like, I, I don't. Like, how do you mean? You're not being able to be patient. Do you want to continue to be that guy who has that short fuse? I mean, I, I don't want to assume, man, because, like, I'm not in your shoes, but you happen to be that guy in the short fuse just because you're not where you, where you feel like you need to be. How does that feel? Rip this dude to shreds to get.

Involved with real estate rather than just like going out.

But you're making good time, man. Like, you're getting to the problems. You're digging in deeper, you're expanding. This is good. You're making good time. Okay, Kunk. All right. Like, just. But it's like, like I've said, we're like at 7, 8. Like, how do we get to like.

A 10 out there? And just getting a job that would pay you more.

Getting the job that I've, I've looked. Went out to get out and find a job that would pay me, but you know, the, the something that comes with real estate is rip this dude.

To shreds to get involved with real estate rather than just like going out.

But you're making good time, man. Like, you're getting to the problems. You're digging in deeper. You're expanding. This is good. You're making good time. Okay.

You know, it's, it's not easy, but it's simple. You know, everybody I've talked to say, well, what do you do for a living?

So if you're gonna ask that job or ask that question about the job. So just besides like wanting to get into real estate, more money. I mean, what's a, What's a. I mean, everyone says that it comes as guess, like, what are you looking to get into? Proper training and mentorship with real estate. I would change it from proper training and mentorship or real estate. What would have you looking into? I guess, like being your own boss with real estate rather than just, you know, going and getting like a, getting a job or something. Getting like a higher paying job. Because, like, what you want out of him, I assume, is for him to tell you, like, I don't want to work for somebody else. I want to get rid. Because he's saying, like, oh, I'm putting my resumes in. I want him to tell me, but also tell himself that a job ultimately will not satisfy my needs because that is his next best alternative is a job. So I want to like, just get him to tell me that that's not what is going to be best for him to get to his goals.

Well, I do real estate. What? Okay, well, I flip houses. You know, I go in there, you know, we take the houses, we fix them up and sell them for more, you know, for example, computer software or something like that. It looks to be very, very complex, right. And it's difficult. Then there's some jobs that are complex but. Well, I don't know if complex but easy. But I know, I don't think any job you're just gonna, you know, go in there, you know, screw around for 8 hours a day and walk away with 200k. I don't. If you know, any job like that, please send it my way.

But I haven't found sales is a job like that. We're having fun right.

On one yet, man.

But that's where I'm at right now is I think, well, it's hard, but I'm willing to put in the work if there's the chance of good results.

You see how he didn't tell you why real estate versus another job? He just told you more of, oh, real estate just sounds good. We didn't disqualify him working a job. So that's. So if you just, if you just tweak that question a bit for, for this type of avatar, you'll get a better answer of like why? I guess like why really get into real estate? You know, be your own boss rather than just go and, I don't know, just trying to get a higher paying job or something like that.

Right?

Throw it away. Make sure you get the tone down.

All right. And I guess like before, before like you and me started speaking today or even reached out to Justin, have you been looking like for other ways to get involved with real estate?

Or like now something that would probably make solution a little bit more precise for you is asking like you asked what he was looking to make. I would ask him, or you asked what he's making now. I would ask him what is he looking to make in real estate? Like get kind of a tangible goal right then and it's like, okay, before we started talking, they have you been out there looking for ways to get into real estate? So you could be making 10,000 per month or what have you been Doing on that front. Okay, so you can get a tangible goal. Like, no, I've been doing nothing. And then when you put an identity frame, like a really easy identif identity frame is like 10k guy versus 3k guy. 10k business owner versus 3k DoorDash worker, right? Like that, that contrast there. You can do just like real estate owner or real estate business owner versus DoorDash worker, you can do that too. But I feel like the numbers just make it a little bit more tangible. Again, it's personal preference, but for me I'd want to get more of a tangible goal.

Right then what have you been doing?

I've been, I've talked to one guy, I've talked to a few people actually. I've been asking around because I know and looking into it. It's like I listened to a little bit of few videos online about what some pitfalls to avoid, things like that, asking, you know, like, what does it.

Look so something like the basic stuff on like YouTube and things. Oh yeah. Well, if you actually like went out there and I'm gonna want to cut it off because I don't need him to tell me like all these like videos he's watched because you and I both know like that's not actually doing anything. Him watching a video is just, it's enough for him to tell himself he's doing something. But I don't, I just want to brush past that personally. It's like, whoa. Just some of like the basic like YouTube and things like that. It's like, ah, well, have you actually just gone out and, and look for any type of like mentorship or in real estate? Like get kind of a tangible goal right then and it's like, okay, before we started talking day, have you been out there looking for, for ways to get into real estate? So you could be making 10,000 per month or what have you been doing on that front? Okay, so you can get a tangible goal. Like, no, I've been doing nothing. And then will you put an identity frame, like a really easy identif identity frame is. Or gotten really help with that or what have you been doing? Have you gotten like an actual professional.

Help like on a day to day basis? So for example, you know, it sounds simple.

You know, you buy the house like 10k guy versus 3k guy, TK business owner versus 3k DoorDash worker. Right, like that, that contrast there, you can do just like real estate owner or real estate business owner versus DoorDash worker. You can do that too. But I feel like the numbers just make it a little bit more tangible. Again, it's personal preference, but for me I'd want to get more of a tangible.

And then you flip and then you sell somebody else. But like what they don't consider is Justin just put out a video I think a few days ago. Where you have. It costs quite a bit of money to you know, make the renovations. But you know, once you make the renovation, we'll go right then.

What have you been doing?

I've been. Look, I've talked to one guy, I've talked to a few people actually. I've been asking around because I know and looking into it. It's like I listened to a little bit of few videos online about what some pitfalls to avoid, things like that, asking, you know, like, what does it.

Look so something like the basic stuff on like YouTube and things. Oh yeah. Well, if you actually like went out there and I'm gonna want to cut it off because I don't need him and tell me like all these like videos he's watched because you and I both know like that's not actually doing anything. Him watching a video is just. It's enough for him to tell himself he's doing something. But I don't, I just want to brush past that personally. Yeah, it's like, well just some of like the basic like YouTube and things like that. It's like, ah, well, have you actually just gone out and, and look for any type of like mentorship or gotten really help with that or, or what have you been doing? Yeah, and like an actual professional help.

Like on a day to day basis. So for example, you know, it sounds simple. You know, you buy the house and then you sell it. You know, the money that comes in pretty good, right?

I mean what other like professionals have you reached out to about getting like proper mentorship?

See there's. That's a good question. But we didn't discount what he has been doing. Like we like. And you don't want to say like, hey bro, you've been doing nothing. So it's like, oh, just some of like the basic, basic YouTube videos.

Oh, and then you flip and then you sold somebody else. But like what they don't consider is Justin just put out a video, I think a few days ago where you have it cost quite a bit of money to you know, make the renovations. But you know, once you make the renovations and then you sell it, you know, the money that comes in pretty good, right?

I mean, and like, and again like you can get if you watch some of my call call reviews and they're like, oh yeah. I'm like, dude, YouTube. And they'll be like, yeah, like man, YouTube work. I have a nine figure passive income nine inch chick, man. That stuff don't work. And then they kind of laugh and, and kind of, they can, they can like come along with you if you don't want to do that again. I feel like for you, one of your biggest things is right now finding how you can sound like older. So maybe something like that, especially right now where you're getting more comfortable in it might not be the best route to go. But once you get more comfortable, man, like you can joke around with people. It's fun. Especially when you're talking about biz op. But it's just like, oh, like some of like that basic like YouTube and stuff like that. Oh yeah, yeah, the basic stuff, right? And then when he's saying like, it seems simple but there's a lot to it. And it's like, yeah, it's really interesting because the people who are really skilled at things, they make it look simple, you know what I mean? But they don't, you know, people don't really take it into account, like all the little things that they just had to learn and the skill sets that they have that made it look simple. You get what I'm saying? So what have you actually been doing about getting like a professional to get those little, like get those skill sets and things in place.

So that you could take that like first step and kind of being your own business owner?

Well, the business owner I haven't really thought about. I'm just trying to understand real estate at this point. I mean, I would like certainly want to get to that point, but it's kind of been like one step at a time at this point. Like I'm very early on in the process.

Yeah, and I mean like real estate is a business. So I mean like to actually take that step, to start doing this, become your own business owner, that full time investor, I mean like, have you reached out to any other mentorships or anything about actually taking that first step and getting the proper skills?

I have not. You're the first guy I'm talking to.

Okay. I guess. What do you feel like prevented you from going out there and getting help in the past?

Well, I'm, I'm looking to it now as far as. Well, I'm, I just decide. I'd been thinking about real estate for a while this week. I just made the decision that, yeah, I'm gonna go for it.

How long you've been thinking about.

Right. But I guess can I.

Okay, so right now, and this is something that we worked on in our role play, I need to get a belief. Him saying, like I've been looking at for a while and just right now, this week, I decided I'm gonna do it. It's not a belief, it's just a decision he made. So it's like, oh, well, how long before were you looking into it? So what. What's prevented you in the past six months from actually deciding that you're going to go all in on this? So what shifted for you here recently that, you know, you decided like, okay, this is something you're actually going to do. You kind of make a suggestion. I want to get a belief. I want a belief out of him that he's. He was fearful, he didn't know if he had the time, something. So that way I can attack the belief.

Can I ask you a question?

Sure.

I mean, like, where does that way.

I can attack the belief.

Can I ask you a question?

Sure.

I mean, like, where does that come from? I've been never really going out there and getting the proper help so they could do something about that.

Which again, this is a good question. Question. But because we didn't really sit and get there, get that belief, it probably won't hit as hard.

It's like, where does that come from?

Well, I'd asked if I'd asked a few people here and there.

You see how he's pushing back on it. You try to put him into the frame. He's pushing back on it because we skipped a step. I need him to admit that he is the problem and that his belief system is the problem.

I knew one guy was in the military and he said, you know, he had some tips. I tried to apply those that didn't real. I mean, it. I don't know.

And some of this as well is because, like, we've just let them off the hook that it like, oh, it's really simple. But bro, if it was really simple, he'd already be doing it. Right. So it's like you can, you can like subtly tell him that it's like, yeah, the people who are really good at this make it look simple. But if it was truly that simple, don't you think everyone would be doing it? Yeah. So it's like it's just because they've done it a thousand times so it looks simple. You get what I'm saying? Oh, yeah, right. So you can Kind of squash that. It's simple.

Because I guess, like, not. Not really, like going out there and actually like getting the professional help needed to start this. Like, what do you feel like that's cost you?

Well, I'm at a. Well, I'll put it this way, because.

Like, right now, like that question we asked, like, where does that come from? You see, we. We didn't actually get an answer because we didn't get a belief. So I understand why that question didn't work. Now this other question, like, what do you feel like this cost you? Honestly, you can ask that question without the previous couple questions getting the belief. And where does that come from? I feel like it just lands better once you get that out of them and then you tie a cost to it. But you can just tie a cost to him not getting help. But understand, like, you don't have a belief. Okay, so it's not as tight as.

It could be cost. I'll put it this way. It's cost me the.

I.

If I was doing my job, I probably wouldn't be talking to you right now. But I. Because I felt like maybe if I had taken the time, for example, I mean, when I got out of college to, you know, really just try to understand one thing and let's like, really go at it and like, become a master at it. Feel like I probably could have been better off. But it's. It's later than I'd like, but it's never too late.

Okay, see, now this is interesting. Now this is just opening him up to that belief thing again. So what prevented you in the past from just picking one thing and just putting your all into it then like, that is his roadblock. Picking one thing and giving it your all, that's this guy's roadblock. So if to really pre handle this, that's what I want to attack now, I probably. So what prevented you in the past from just picking one thing and just putting your all into it, man? Like, that is his roadblock. Picking one thing and giving it your all, that's this guy's roadblock. So if to really pre handle this, that's what I want to attack now, I probably would have gotten it earlier up in solution. Again, if we just follow get the. Get the belief out of him, but we're getting it now, so I would attack it then.

So that's what I'm trying to do right now. I've been over the last few days, I've been listening, you know, to videos here and there, trying to learn, but.

As for I think but you see how since we didn't kind of like we didn't tell him that the videos are basic and they're not really going to get him the results that he's still bringing that up as he's doing something. That's why I just want to oh, you know that the basic YouTube and stuff like that, you know, if YouTube work, you know, everybody be doing it. You know what I mean? Like yeah, so what, what have you actually been doing? So I get rid of that YouTube or these basic videos are a real thing to get him to his goal because they're not. And now it's just about the conversation of him going all in, him getting a mentor. Why has any going on and be all in before. Okay, that's the conversation we need to have.

Think you I, I get what you're trying to say is that you should, there should have been, you know, a meeting like this should have happened sooner.

Yeah.

What makes you say that? Get him to buy in on that. That's, that's a good frame that this meeting should have happened earlier. I should have taken action earlier. Why do you feel that way?

And I guess like if, if I can share perspective with you. I guess. Do you have like, like a calculator handy? Maybe even the one on your phone?

Yeah.

Okay. So it would have gotten it earlier.

Up in solution again if we just follow get the, get the belief out of him. But we're getting it now so I would attack it then.

So that's what I'm trying to do right now. I've been over the last few days I've been listening, you know to videos here and there trying to learn but.

As far I think but you see how since we didn't kind of like we didn't tell him if we kind.

Of like look back at this. You said over the last year you kind of been feeling this way, right. You're like I just feel like I'm working to live.

Yeah. But I mean I've tried to do things it hasn't that I haven't done anything. I've taken on one job and then I realized yeah yeah this doesn't work or and then I got into another job and it's like yeah, this is actually a pyramid scheme. And then so I said you know what I let's take you know a lower paying job but has skills because.

Doordash that the videos are basic and they're not really going to get him the results that he's still bringing that up. As he's doing something. That's why I just want to oh, you know that the basic YouTube and stuff like that. You know if YouTube work, you know everybody be doing it. You know what I mean? Like yeah, so what have you actually been doing? So I get rid of that YouTube or these basic videos are a real thing to get him to his goal because they're not. And now it's just about the conversation of him going all in. Him getting a mentor. Why hasn't he gone on and be all in before? Okay, that's the conversation we need to have.

Think you I get what you're trying to say is that there should have been, you know, I mean if you only ever do doordash that's all and see.

And see. There's a reason why I like to close every single door behind me because I didn't get out of him that a job is not going to do it. That he wants to be a business owner. He's still kind of talking about jobs. You get what I'm saying?

A meeting like this should have happened sooner.

Yeah.

What makes you say that? Get him to buy in on that. That's. That's a good frame that this meeting should have happened earlier. I should have taken action earlier. Why do you feel that way?

And I guess like if I can share perspective with you I guess. Do you have like, like a calculator handy? Maybe even the one on your phone?

Yeah.

Okay. So it.

Now again this guy's fairly open. He seems pretty bought in. But just understand these doors that we're leaving open which is causing him to have these concerns still linger around.

All you ever going to be able to do. If you take for example like a leasing job. Okay. That's something you can put on a resume.

If we kind of like look back at this. You said over the last year you kind of been feeling this way right. You're like I just feel like I'm working to live.

Yeah. But I mean I've tried to do things. It hasn't that I haven't done anything. I've taken on one job and then I realized yeah yeah this doesn't work or and then I got into another job and it's like yeah, this is actually a pyramid scheme. And then so I said you know what I let's take you know a lower paying job but has skills because door to anime. So it's been you know, project, project, project.

That's what I'm saying. Cuz like we can and and this.

Is a big thing Here, too, man. Again, use the authority of your. Your.

What?

Influencer. It's like, bro, do you think Justin has a resume he's handing people?

Like, why does. I mean, if you only ever do doordash, that's all.

And see and see, There's a reason why I like to close every single door behind me because I didn't get out of him that a job is not going to do it, that he wants to be a business owner. He's still kind of talking about jobs. You get what I'm saying? Now, again, this guy's fairly open. He seems pretty bought in. But just understand these doors that we're leaving open, which is causing him to have these concerns still linger around.

All you're ever going to be able to do if you take, for example, like, a leasing job, okay, that's something you can put on a resource.

Because he's a business owner. So if, like, if you're coming to us and you're looking for, oh, how do I keep on stacking things on a resume so I can work for someone else? Say, I'll tell you right now, hey, just keep doing what you're doing, man. Like, we're not your champs. Like, you can push him away, but you see how we didn't tie off the job thing? And he's still talking like, oh, like, I was adding things to my resume. This is getting me closer to my goals. Like, no, it isn't, bro. It literally isn't.

Show up to the gym.

So it's been, you know, project, project, project.

And that's what I'm saying, because, like, we can.

And. And this is a big thing here, too, man. Again, use the authority, Jim, as many.

Times as we want, but if we never use the equipment and actually go on a dining plan, we're never going to get a six pack of your.

Your.

What?

Influencer. It's like, bro, do you think Justin has a resume he's handing people? Like, why doesn't he. Because he's a business owner. So if, like, if you're coming to us and you're looking for, oh, how do I keep on stacking things?

I mean, yeah, so if we kind of look back at the last year and again to kind of, like, put this in perspective on what we actually missed out on. Like, you said you're making right now, like 4,000amonth if things on a resume.

So I can work for someone else. Say, I'll tell you right now, hey, just keep doing what you're doing, man. Like, we're not Your champs, they can push him away. But you see how we didn't tie off the job thing. And he's still talking like, oh, like I was adding things to my resume. This is getting me closer to my goals. Like. No, it isn't, bro. It literally isn't.

Show up to the.

I work the. If I work my rear end off. Yes, I usually try. I. Maybe it's usually closer to around 3,000.

Okay, so around three.

But I've been pretty good about it as of late.

Gym as many times as we want, but if we never use the equipment and actually go on a dining plan, we're never going to get a six pack. Okay, so let's say that you, you had the proper skill set to actually get involved with real estate. You were able to start doing deals, I guess. How long do you feel like it would take you to actually go out there and do like your first deal or transaction? I mean. Yeah, so if we kind of look back at the last year and again to kind of like put this in perspective on what we actually missed out on, like you said, you're making right now like 4,000amonth.

If I work the. If I work my rear end off. Yes, I usually try. I. Well, I've heard different things about that. I talked to one real estate guy who said it's. It might take a few months before you get your first. Maybe. It's usually closer to around 3,000.

Okay, so around three.

But I've been. But I've been pretty good about it as of late. First deal, I would like to say my goal would be to probably have it sometime within two to three months.

Okay, so within like three months, let's call it. So I guess if you have that calendar calculator handy, my apologies. Okay, so let's say that you, you had the proper skill set to actually get involved with real estate. You were able to start doing deals, I guess. How long do you feel like it would take you to actually go out there and do like your first deal or transaction?

Well, I've heard different things about that. I talked to one real estate guy who said it's. It might take a few months before.

You get your first to put 12 in there. It signifies over the last years where we've kind of been at. And we subtract three months from that. Given that we had deal.

I would like to say the proper skills.

Three months, we'd be able to go out and get our first deal. That leaves us with nine. Do you got that?

My goal would be to probably have it sometime within two to three months. Yeah.

Now let's just say super conservatively, like baseman to do this full time, like real estate investing. You were just scraping by making 3,000amonth. If we take.

See now this is.

Okay, so within like three months, let's call it. So I guess if you have that calendar calculator handy, my apologies. We put 12 in there. It signifies over the last year is where we've kind of been at. And we subtract three months from that. Given that we have the proper skills, three months, we'd be able to go out and get our first deal. That leaves us with nine. Do you got that?

Or putting a goal on him that he least needs to make 3,000 per month. Now he's already told you that 3,000.

Yeah.

Now let's just say super conservatively, like base man to do this full time, like real estate investing is not enough.

So we can expand the gap if we got a tangible goal.

You were just scraping by making 3,000amonth. If we take.

See now this is. So we're putting a goal on him that he least needs to make 3,000 per month. Now he's already told you that 3,000 per month, like upstream. And you might need to explain it to them a little bit. And it's like, oh, I don't know what's possible. Well, can I just share a little bit of a perspective? So there, there's a couple month is not enough so we can expand the gap if we got a tangible goal like upstream. And you might need to explain it to them a little bit. What different ways that you can make money in real estate? You can wholesale, which means you put. And it's like, oh, I don't know what's possible. Well, can I just share a little bit of a perspective? So there, there's a couple different ways that you can make money in real estate. You can wholesale, which means you put a property under contract and then you sell it for someone else and then you make the difference. Property under contract and then you sell it for someone else and then you make the difference. You renovate it and then you sell it. Now profits can range, but let's say anywhere, typically you make about 10,000 or so per deal on that. Flipping is you buy the property, you renovate it, and then you sell it. Now profits can range, but let's say anywhere from 25 to 50. Okay. And then there's buy and hold, which then you're getting cash flow anywhere from 25 to 50. Okay. And then there's buy and hold, which then you're getting cash flow anywhere from 3 to 500 per month. Most people that are new start with wholesaling because it takes no capital to start. 3 to 500 per month. Most people that are new start with wholesaling because it takes no capital to start. So typically for any clients coming in, the bare minimum would have you guys shooting for is 10,000. So typically for any clients coming in, the bare minimum we would have you guys shooting for is 10,000 per month. That way you can start building up that capital to be able to get into bigger per month. That way you can start building up that capital to be able to get into bigger deals like flipping and buying and holding and building up cash flow. So if you really put in the work, what do you feel like you could do? Let's say three to six months from now, each and every month. Okay. So you get a tangible goal. I'll probably say somewhere around 10, 20,000 per month. Now you're saying like, hey, bro, so right now you said you can get to. Let's just cut in the middle. Let's say 15 minus the 3. So that's 12,000amonth. Like right now we're missing out on if we multiply that by nine, then you see how that's such a big. Such a bigger number. Deals like flipping and buying and holding and building up cash flow. So it's like, does that. Does that number sound right? Oof. Yeah, I can definitely be an issue for sure, man. Cuz, like, do you. Do you feel like. Right then you just go about it how you've been doing it, but you can just make that number. You really put in the work. What do you feel like you could do? Let's say three to six months from now, each so much bigger.

Nine times 3,000. What do you get?

And it still make logical sense, right? Like, those are still bigger numbers that they would buy into in every month. Okay. So you get a tangible goal. They'll probably say somewhere around 10, 20,000 per month. Now you're saying like, hey, bro.

So.

Right now you said you can get to. Let's just.

27,000.

So by you not actually going out there, getting the proper skills needed so that you could start actually doing this essentially full time, you missed out on $27,000. I mean, does that. Does that sound right?

Yep.

Okay. And I'm like, could you. Could you just cut in the middle?

Let's say 15 minus a three. So it's 12,000amonth. Like right now we're missing out on.

Use 27 grand right now. Yep. What do you. What would you use that 27,000.

If we multiply that by nine, then you see how that's such a big. Such a bigger number.

I would. I'll tell you what, I'm actually at the. I don't know if I told you, I'm actually at the airport right now. I'm going to see my girlfriend who lives in Romania. If. And the finances are much better over there. If I could do that, I could put a down payment on a home and probably. Probably get married within a year.

Okay. So I mean, like, then knowing that you missed out on like 27, okay.

If you're not gonna probe on it, it's like, does that. Does that number sound right? Oof. Yeah, I can definitely be an issue for sure, man. Cuz, like, do you. Do you feel like. Right then you just go about it, how you've been doing it, but you can just make that number so much bigger.

9 times 3000, what do you get?

And it still make logical sense, right? Like, those are still bigger numbers that they would buy into. Then just make sure. Married in a year, down payment on a home. That's what we're going to be talking about in future.

Basing $1,000. I mean, like, what. What goes on internally when you look at that?

Well, I hadn't really. I hadn't thought about it that much, but now it's like, you know what, let's not miss out on anymore, right?

Because, I mean, like, what happens if we kind of like, hang on to that same, like, way of thinking in that mindset of like, oh, let me just try this and see, like that.

That probably won't land as well because we didn't really get a belief or a mindset out of him. Now let's not miss out on more like. That's an okay answer. It's not a bad.

27,000.

So by you not actually going out there, getting the proper skills needed so that you could start actually doing this essentially full time, you missed out on $27,000. And does that. Does that sound right?

Yep.

Okay. And I'm like, could you. Could you use 27 grand right now? Yep. What do you. What would you use that 27,000, right?

It's like. And I can appreciate it, motivating you to move forward. But to be real, I mean, when you look at that number, how does that actually feel knowing you lost out on that this past nine months? Right? So I'd. I'd Re ask it. It's not a bad answer, but I don't want to get an emotion out of them.

Let me try this. And never actually executing with something, I guess what happens if we hang on to that way of thinking moving forward?

There's a saying, he who chases two birds catches neither of them. I would. I'll tell you what. I'm actually at the. I don't know if I told you, I'm actually at the airport right now. I'm going to see my girlfriend who lives in Romania. If. And the finances are much better over there. If I could do that, I could put a down payment on a home and probably. Probably get married within a year.

Okay. So I mean like then knowing that you missed out on like 27.

Okay. If you're not gonna probe on it.

I think if, If I gotta. Whatever it's gonna be. I'm. I'm not saying whatever. I'm talking about real estate. But you really got to get in and not just do it, but be good at it. Because, I mean, I'm 26 years old right now. I don't want to be. Look, I don't want to be, you know, just trying to figure out what I want to do with my life.

Right.

Ever again.

Huh.

And I guess then just make sure. Married in a year, down payment on a home. That's what we're going to be talking about in future.

Basing $1,000. I mean, like, what. What goes on internally when you look at that?

Well, I hadn't really. I hadn't thought about it that much. But now it's like, you know what? Let's not miss out on any more.

Right? Because I mean, like, what. What happens if we kind of like hang on to that same, like, way of thinking and that mindset of like, oh, can I. Can I offer you some perspective on that as well?

Sure.

You said one thing there. I don't know if you caught it. Do you know what you said? Whatever you said, I want to be good at it.

Yeah.

Do you? Do you want to be good or do you want to be great?

I want to be the best.

There we go. So. Because right now, where we are right now where you are with work and life, you're good. If you're not starving, you're making money. Would you agree? Really good.

I haven't been. I could be much less fortunate.

Yeah, but have you ever. Because the reason I ask is kind of reminds me of that, like one saying. I think it was Shakespeare. Somebody said it, but it was like Good is the enemy of great.

Right?

Have you ever heard that?

Yep.

Okay, let me just try this and see, like, that.

That probably won't land as well, because we didn't really get a belief or a mindset out of him. Now, let's not miss out on more. Like, that's an okay answer. It's not a bad one.

And then, like, the reason they say that is because, like, good is comfortable, like, where we are, it's okay. There's nothing wrong with staying with where we are.

Right. It's like. And I can appreciate it, motivating you to. To move forward, but.

But for us to actually get to great to be part of that 1%, we have to start doing things that we've never done before. We have to start getting a little uncomfortable. Okay, let's go back. Okay.

So now when he's saying, I'm trying to figure out what I want to do with my life ever again, like, I want to be good at it. Like, I don't know, to be real with me. When you look at that number, like, how does that actually feel knowing you lost out on that this past nine months? Right. So I'd re. Ask it. It's not a bad answer. Oh. If, like, the good to great frame right here is necessary, it is. Now, if he's giving you low goals, which he might like, something like that would be a little bit more necessary. That's why I'm going to get it. I'm going to want to ask the goals earlier so I can kind of nip some of this stuff in the butt, but I don't want to get an emotion out of him.

Let me try this. And never actually executing with something, I guess. What happens if we hang on to that way of thinking moving forward?

There's a saying, he who chases two birds catches neither of them.

Mm.

I think if. If I got it, whatever it's gonna be. I'm. I'm not saying whatever. I'm talking about real estate, but you really got to get in and not just do it, but be good at it.

But I don't know if that is completely necessary.

Would you agree?

Yeah.

Okay. So, like, one of the tough questions I do have to ask you, though, is are you committed to actually getting to great?

Yes.

Okay.

Because, I mean, I'm 26 years old right now. I don't want to be. Look, I don't want to be.

I mean, like, what happens why, though, for you, if you just stay good the rest of your life?

You know, just trying to figure out what I want to do with my life.

Right.

Ever again.

Huh. And I guess you just stay the guy that's doordashing, making three or four thousand a month.

Well, if I do that, then I'm not. I'm not going to be able to really. I'm going to be. Continue to be stressed. And another thing to consider is the car gets worn down. So not all of it, but whenever you start to make a little bit of money.

Can I offer you some perspective on that as well?

Sure.

You said one thing there. I don't know if you caught it. You know what you said, whatever you said, I want to be good at it.

Yeah.

Do you? Do you want to be good or do you want to be great?

I want to be the best.

There we go. So because right now where we are.

Right, at a certain point, the car is going to eat that up.

Okay. So I guess.

And what would. What do you think would happen then? If we're for just. We're working right now to survive and the car does give out, like, what do we have to do now where.

You are with work and life, you're good. If you're not starving, you're making money. Would you agree?

Like.

A release. Good.

I haven't been. I could be much less fortunate.

Yeah, but have you ever. Because the reason I ask is kind of reminds me of that. Like one saying, I think it was Shakespeare, somebody said it, but it was like, good is the enemy of great.

Right.

Have you ever heard that?

Yep.

Okay.

And. And the reason why I want to ask that question is you need to think to yourself, what is the. What is the. What is the question that this guy doesn't want to answer? And what I mean by that is it is so painful that he put it off in the back section of his brain and he doesn't even think about it. He's telling you.

And then like, the reason they say that is because, like, good is comfortable. Like where we are, it's okay. There's nothing wrong with staying with where we are. But for us to actually get to great to be part of that 1%, we have to start doing things that we've never done.

Barely making enough to survive right now. What happens if his car breaks down?

Done. Before we have to start getting a little uncomfortable. Okay, let's go back. Okay.

So now when he's saying, I'm trying to figure out what I'm like, most Americans can't even like take care of a 500 emergency. So when we're talking about a 3, 4, $5,000. Like, you need a new car or you need a new tire, bro. I want to do with my life ever again. Like, I want to be good at it. Like, I don't know, like, what's gonna happen? Like, can you continue to live like this? Oh, it's like the good to great frame right here is necessary. It is. Now, if he's giving you low goals, you know, which he might like, something like that would be a little bit more necessary, saying, like, you just. You cut this dude to his core. Like, what's that question that he just doesn't want me to ask? He doesn't want to think about. He doesn't want to admit to himself that if he keeps doing what he's doing now, three months go by, he's barely making enough. That's why I want to get it. I'm going to want to ask the goals earlier so I can kind of nip some of this stuff in the butt, but I don't know if that is completely necessary. This girl's unsatisfied, and then now his car breaks down. Like, what is his rally again?

Would you agree?

Yeah.

Okay. So, like, one of the tough questions I do have to ask you, though.

Is look like it's going to be pretty bleak, dude.

It's like, for us to actually come. Are you committed to actually getting to. Great.

Yes.

Okay. Come in and just to make sure what we're doing here can actually work for you, for us to like, actually come in, actually help you get to where you're trying to go. I mean, like, what happens? Why, though, for you, if you just stay good the rest of your life and you just stay the guy that's DoorDashing making 3 or 4,000amonth?

Well, if I do that, then I'm not. I'm not going to be able to really. I'm. It's going to be. Continue to be stressed. And another thing to consider is the. The car gets worn down. So not all of it, but whenever you start to make a little bit of money, at a certain point, the car is going to eat that up.

Okay, So I guess.

And what would. What do you think would happen then if we're. If we're just.

We're working right now, start doing real estate? I mean, like, what do you need from us? Like, let's say it's you, me, Justin, we're all in his office and he can kind of map out our mentorship, and you're like, hey, I need this from you guys to actually be Be able to go out there within three months, actually secure my first deal. What do you need from us.

Vivan? Car does give out. Like, what do we have to do? Like.

What I think I need to know is. So I know a little bit about real.

And the reason why I want to ask that, that question is you need to think to yourself, what is the, what is the, what is the question that this guy doesn't want to answer? And what I mean by that is it is so painful that he put it off in the back section of his brain and he doesn't even think about it. He's telling you he's barely making enough to survive right now. What happens if his car breaks down? Like most Americans can't even like take.

Care of a five estate. What I, what I do know is, for example, one guy suggested, you know, what you could do is, you know, go buy a house. Go buy one of these, you know, torn up houses, live in it for a few months and renovate it and then try to sell it like that.

Five hundred dollar emergency. So when we're talking about a 3, 4, 5000$, okay, sorry, fiance came in.

That's one thing you can do, right?

Like you need a new car or you need a new tire, bro. Like, what's gonna happen? Like, can you continue to live like this? You know what I'm saying? Like, you just, you cut this dude to his core. Like, what's that question that he just doesn't want me to ask? He doesn't want to think about. He doesn't want to admit to himself that if he keeps doing what he's doing now, three months go by, he's barely making enough, his girl's unsatisfied.

And.

Then now his car breaks down.

What is the one thing that you would say or maybe one or two things that you would say as far as, you know, actual real estate that I need to know. I mean, I know there's going to be hard yet, it's going to be grueling hours. It's gonna, and it's gonna be times.

Where.

Like, what is his rally going?

You feel like you're working and you're not getting anywhere, right?

I guess. Can I, can I make like a.

Look like it's going to be pretty bleak, dude.

It's like for us to actually come in and just to make sure what we're doing here can actually work for you, for us to like actually come in, actually help you get to where you're trying to go start doing real estate. I Mean, like, what do you need from us? Like, let's say it's you, me, Justin, we're all in his office and you can kind of map out our mentorship. And you're like, hey, I need this from you guys to actually be able to go out there within three months, actually secure my first deal. What do you need from us, Justin, in that field then?

Go right ahead.

Yeah. So what a lot of our other clients, like, tell us is one of the biggest things that they actually look for when getting started with real estate is how do I actually find that, like, first deal? How do I actually look for the good deals? Because again, so many people, they try to look for deals online, unable to find that.

Like what I said, what I think I need to know is, so I know a little bit about real estate. What I knew. What I do know is, for example, one guy suggested, you know, what you could do is, you know, go buy a house. Go buy one of these, you know, torn up houses, live in it for a few months, and that's good deal or entering the screening.

So would that be something you'd be looking for as well?

I think yes. Okay, renovate it and then try to sell it like that.

Okay, sorry, fiance came in.

That's one thing you can do, right? What is the one thing that you would say or maybe one or two things that you would say as far as, you know, actual real estate that I need to know. I mean, I know there's going to be hard yet it's going to be grueling hours. It's gonna. And it's gonna be times where.

All right, so. And again, like, let's say we're able to help you get into real estate and actually like start investing.

You feel like you're working and you're not getting anywhere, right?

I guess. Can I, can I make like a. Like, what number are you trying to hit?

Like, so if they don't know, then I would get that. Yes, I think that would help. Why do you feel like that would.

Help Justin in that field, then?

Go right ahead.

Yeah. So what a lot of our other clients, like, tell us is one of the biggest things.

Just like typically when people come to.

Us, do they actually look for getting started with real estate? How do I actually find that, like, first deal? How do I actually look for the good deals? Because again, so many people, they try to look for deals online and they're unable to find that, like, first good deal. So would that be something you'd be looking for as well?

I think yes.

Okay. All right. So, and again, like, let's say we're able to help you get into real estate and actually like start investing.

You know, they're really looking to like, find ways to make sure they can get deals. So do you have a system to find good deals that would cash flow and make you consistent profit, or do you feel like you might need help with that? Oh, no, I definitely need help with that. Why do you feel like that would be helpful?

I mean, like, what number are you trying to hit?

Like, so if they don't know, then I would get the. Yes, I think that would help. Why do you feel like that would help? So it's like, typically when people come to us, you know, they're really looking to like, find ways to make sure they can get deals. So do you have. And then another thing as well is just making sure, like we just, you know, we have the funding in place. We don't always have to come out of pocket. A system to find good deals that would cash flow and make you consistent profit. Or do you feel like you might need it? Is that something you feel like you might need help with as well? Yeah. Why do you feel like that might be useful? Oh, because of this, isn't it? You just get a little bit more.

Buy in, get not bad per month. Now, keep in mind, we all like to be making millions a month, but for you to actually start doing this full time, where would you want to be on a month to month?

I would want to be at a.

Point where help with that. Oh, no, I definitely need help with that. Why do you feel like that would be helpful? And then another thing as well is just making sure, like we just, you know, we have the funding in place. We don't always have to come out of pocket. Where.

I would be comfortable if I was saying, let's say maybe, let's see, somewhere between 8 to 10,000amonth.

8 to 10,000. Okay. And I don't know if you remember me saying it, but do you remember what I said about being comfortable? It's like being good.

Right.

So is 8 to 10 like your humble goal or like, where do you really want to be?

My humble goal would be to. To be above 50,000 a year.

50,000 a year. Okay, now, now for us to get to great. What does that goal look like?

Great would be. Well, great would be anything above 100k.

Anything. 100k. Okay, so six and then.

Yeah, six. Six figures. I think I'm good.

Okay.

But if I. But if I want to be Great. I mean, this might change it, you know, as I go on and as I learn more.

So he's making 3,000amonth right now. So him getting to 10,000 is like, it's a 7,000 per month gap that he can visualize. I feel like that's enough. If you want to expand it to make in 2030, like, I'm sure you could. But on some level, he's not going to be able to picture what that reality would even look like or about it.

Maybe if I was making 2,300k a year, that would be awesome.

And that's where I'm kind of striving for with you because we've said good a couple times in this sentence. With this goal, I want to. What is that great goal? So for you, that great goal is 200,000 a year?

Yeah.

Okay. And let me just. Because again, my mother said I wasn't the best at math. So 200,000.

Now you got to understand wishful language, dude, if I can make 200,000 year, like, that would be awesome. Like, this is wishful. Like it's kind of a dream. It's like, it's ethereal. It's not real. So, like, I would want to address that. Well, can I make a suggestion? Yes. Like, and I appreciate, like that would be awesome. But it doesn't seem like, you know, it would even be real for you or something like that. It's like, we get what we need, we don't get what we want. Do a want versus need for anything. Because if it would just be awesome or it'd be nice to have get you 200,000 per year, like, it'll stay a nice to have. But if you need to get there, like, dude, you'll get there a lot quicker than what you think. So would you be willing to change that? Oh, it'd be awesome to have to. I need to have it. Why would you be willing to do that? Why 200,000. What difference would that actually make for you? So I want to like really tie him down because using wishful thinking to. Okay, it's not that that would be awesome. It's. I need to make that. And I'm changing the way he talks, which changes the way he thinks. If I change the way he thinks, like, dude, I need to make 200,000 and I am at 3,000 per month right now. Do you think this dude has any objections at the end? No, dude, he's gonna do whatever he takes because, like, it would be awesome or I would want. That is if it's convenient. I'll get there. But you make a 200,000 a year, man, is it gonna be convenient? It's like a need is. I'll do whatever it takes. So would you be willing to make that a need? Yes, I would. Why would you? Okay. Do you want to be that type of guy who $200,000 is a need? Like, really tie him down on that.

Thousand divided by 12, you're looking about 17,000amonth. Sound right?

Right? Yeah.

Okay. Now let's say again, it's not going to happen tomorrow, it's not going to happen next week. We don't sell magic pills, but let's say we're able to actually help you get to 17,000amonth. We're able to actually help you get in, start investing full time like we do with all of our other clients. Now, at the end of the day, money is just a vehicle, so it really depends on where it's taking you. But you being able to actually get to like 17,000amonth consistently, I guess, like, what. What difference would that make for you?

That would. That would probably put the fire back in me that I haven't had since probably my high school sports days.

What do you mean by that?

I remember when I was, you know, just. I didn't achieve my sports goals, but I remember when I was, for example, I was coming out of middle school, the only thing I wanted to do was just play. I would spend hours and hours on end shooting every day. Like, that was my goal. Be like that great basketball player. And I got pretty good. I. I didn't go. I never got to where I wanted to go. But I was pretty.

But do you see how his drive on some level is just going all in on something, that there's a big payoff? And that came up earlier in the conversation. That's why I'm like, okay, dig into that and you see how it's coming up again. So it's a very. Like this, that. That would be one of his big motivating factors. Like, he's talking about high school, bro. High school. I'm 26 to heist. Like, I can't. I can barely remember high school, dude. But it's because I've done so much since then. But this guy feels like he's done fucking nothing since high school. Like, really all gone all in on nothing since high school. Like, could you sit and imagine, like, how much pain somebody would have? Eight years, they feel like they wasted. Like, bro, what stopped you in this past eight years of picking something going all in. Do we want to keep on being that person? Because I can give you the perfect diet plan, man, but if you don't have the right mentality, like, what. What type of results you gonna get? He's not like, from the very get go of the call, Justin talks about being a better person. He wants to be a better man. He wants to be a better person. That's his driver. He wants to go all in on something. He wants to have a sense of he is able to empty his tank and just do the work that actually pays off. Like right now he's working hard, but it's not fulfilling. He wants both. Okay, so again, just understand somebody like this. Like, put yourself in this guy's shoes. Like, really sit and think. I forget how old you are, but just, just sit and think, man. If like three years from now, four years, five years from now, like you're sitting back and you're thinking, I haven't given my all at anything. I'm barely making anything ends meet, like, how would you feel? Like, what are going to be the big motivating factors for you? Just like, and that's how you can sit and you can start to understand people better. Just because, like, on some level you should be able to just feel this guy's pain. You should be able to put your. Put yourself in this guy's shoes and. And you might not be able to put yourself in this guy's shoes exactly. But the thing that helped me empathize a lot more with my prospects is there's been some point in my life where I felt at least part of what they're feeling. Like for this guy. When I first got out of college, I felt like I wasted my college years. Now once I got into sales, I really doubled down and you know, blah, blah, blah, and I really took after it. So it didn't take me, you know, like eight years, but like, I felt like I wasted four years, like. And it's, it's shit. It's a shitty feeling, dude. It really is. So just like put yourself in his shoes a bit as much as you can. And the more life you live, the more you'll be able to do that. But that's what I'm saying, like, that the biggest thing right now is how do we just understand people, understand what their big motivating and driving factors are.

Pretty good. I was passionate. I was getting up early. I was, you know, work getting up early.

And you see how fucking fired up this dude is talking about that you get what I'm Saying.

Really staying up late. And I was killing it. Academics, everything. Like I was on the ball, right? We need that. You need to have that fire and you know, that passion to you know, keep going. Because you know, if I mean there are going to be hard times where you know, you feel like you're just dragging your feet. But to be at a point where you feel great about who you are, what you're doing and you are great at it. That's how I would, that's how I would feel. That's what it would do for me if I was making was a 17k a month.

Now we also have, so we have like dude, he just wants to put his all into something. Also we got his girl and future family buying a house. So we got two big driving factors. But the him giving his all into something really feeds the other one. So that's that like that's the biggest thing I would talk about. And then I'll talk to talk to him about like you actually being able to make it pay off. You go all in on some something you got that fire back in you. Like dude, that's not just gonna affect you, that's gonna affect everyone around you. What difference would you feel like that would make just like your day to day life just to people around you. What would that do for you personally? Right? So it's like you can sit there and you could talk to them a little bit about it. Like you can expand it out to like man, this isn't just gonna affect you.

You know, 17k a month, like 200 a year. And I guess like where does that drive come from? Like to want to actually be great, to be like the best at something.

That drive for me comes from a position of wanting to be able to provide like as I said my, that's my big goal is to be a husband and father.

That's a really good question. See where you got the drive.

So that's what, that's what it's not really for me. It's for, it's for my wife and kids.

So like you being able to actually go out there.

And that's why I'm saying like if you listen back in the conversation, you already had this information information. So it just would have made the direction of this call. Like you've been able to connect more and get deeper on some of these different topics. Okay, so, so being a husband, being a wife, like so then, then pay me that picture man. Like you, you being able to have that drive. Like you said wife doesn't have to work, you have that house, you're being able to take care of everything. Like what does that life actually look like for you? And you've been able to live that life. Like what would that do for you personally?

Be your own Boss. You're making 17,000amonth. You're able to actually be that provider for not only you, your wife, your family. I guess. Like what, what does that do for you? On like just kind of like on.

A personal level makes me feel like a man.

What do you mean by that?

Well, you know, there's. With all. Without going into.

I would like with the tone, I would, I would just stretch out. Like what would that do for you personally? Because like that pause there just makes him think a little bit longer on it. Like ah, maybe feel like. Because it was just like we're a little bit quick at the end. So it just sped up his answer. Again, very subtle. We're getting really good information right now. Now I feel like we can connect a little bit deeper. But overall like the conversation we're having is really good.

All the political stuff about, you know, right gender that's going on right now.

Turning the fucking frogs again.

Our culture is lacking strong men, you know, who get up. Like I hear stories about men who stay home all day and play video games while they're wife goes out and works.

That's.

That's not me. I want to be the one to. I don't want my wife.

See what I'm saying? Like he wants to be that guy. He wants to be a different type of person. He wants to be like this person that he's identified in his mind that he wants to step into and he's not stepping into it right now. And like the reason why, like you got to understand a little bit about like human psychology. If you judge somebody and you're very harsh, okay. Like it evokes a visceral emotion out of you. It tends to be because you see a part of yourself you really don't like in that person. So him seeing somebody who is working, playing video games and their wife is working, like he can't. He doesn't make enough to allow his wife to stay home. Like he's just barely getting by. He doesn't feel like he's providing enough. So he sees himself a little bit in that person. That's why there's such a visceral reaction. You get what I'm saying? So that's just understanding exactly. You know, him like this person here.

I have to ever have to work Another day in her life. I don't want my kids to ever have to. I want them to be provided for and also be able to raise them to be, you know, those hard workers to get everything, like, basically to better everyone I come in contact with.

Okay. And I guess, like, now that you're able to actually get to this level, I guess, what are you able to be able to provide for you and your family? I guess, like, where would you guys go? What would you do?

Well, we live in. Well, let's see. I don't. I'm not my woman. She loves. She loves vacations. I'm not too big on it, but just to do it for her, to see that smile on her face, that would be worth it.

Okay, well, she said of where she wants to go, she have a place in mind.

All over Europe.

All over Europe. Okay. So expensive taste.

Yes.

Okay, so I mean, like, if you.

If you can, where's the first place? Where does it like get. Get it tangible? Why? They're just being curious. Like, you can get just a little bit more details out of them.

Picture with me, like, you guys start. You're making 17,000amonth. You just got your. That deal done for the month. You guys are damn near set up right. You guys are loading on that plane. You guys are riding first class to actually fly out to Europe. I guess, like, in that moment, you guys are bored on that plane. Getting on. Seeing your wife smile with excitement, how would that make you feel?

That would make me feel like the.

Really good question, man. And it's really good imagery. You can get a little bit more specific. That's really good. And you see, see the emotion coming out of them.

The happiest man in the world.

Happiest man alive.

Yep.

Okay.

And I mean, because I do have to ask, though, if nothing changes and we kind of stay working doordash for the rest of our life, I guess, like, how close are we to actually being able to provide that life for our family?

I don't.

I would slow down a little bit. Again, just understand that your tone is going to reflect or it's going to cause them to mirror some of these different emotions. I mean, I do have to ask, man, like, you're kind of apprehensive about it. Like, like I do have to ask. If we keep on doing what we're doing now and just be completely real, like, how likely is it that you're ever going to be able to. To take that trip and actually see that, see that smile on your wife's face? You get what I'm saying? You see how that's just a much like we're saying the same words, but that's a much more emotional question. So it's like. It's like. It's like your buddy at the bar, dude, and you're just like, dude, what happens if this keeps going on? Like, you're kind of scared to ask the question a little bit. Like, you're concerned. Like, bro, like, what the. If this. Like. Dude, you know what I mean? So just that. That tone is what's going to help you get real deep emotion out of him.

Because I understand.

I want to make this dude cry. Now he's at an airport, so it might be difficult, but I take the challenge.

If it happens, it's gonna be. There's gonna be nothing. It's either not going to happen or it's gonna happen, and there's gonna be nothing left of me.

Okay, So, I mean, like, what happens, though, if you. You don't do anything about this? You're unable to get, like, the.

See how the tone doesn't shift proper.

Skills so that you can go out there, start making 17, 000amonth to be able to provide this lifestyle for you and your family. And, like, what would the consequences of that be?

It would be. Well, I would. She wants to be able to live there when we get married. That wouldn't work. I mean, I don't. Well, it might work, but she's gonna have to keep working. And I. She. You know, I don't think she would. Maybe she would. I don't think she would leave me over it, but I would basically feel like less. I would feel like much less of a man, and I wouldn't be able to. You know, I wouldn't feel confident teaching my boys how to be a man when I don't feel like I am one myself.

Right. And are you willing, dude?

Like, I want to feel like a man, and then I don't feel like I'd be able to teach my kids how to be a man. I want to dig into that dude. So it's like, be real with me. Like, down the line, if we don't feel like we can even teach our kids how to be a man, how do you think that's going to impact them in their life again? What is this? Que? Like, what is the question that this dude is deathly scared of answering? Like, that question right there would cut him to his core. Like, he's talking about. He doesn't even feel like he can teach his Kids how to be a man. The man he is right now, they. Dude, that's some. That's some dark. So you gotta ask. Yeah, man, like, I can appreciate that. But if you. If we realize, sit and picture it 10, 15 years from now, and you don't feel confident teaching your kids how to be a man, what type of impact do you feel like that's gonna have on them growing up? Like, them having a dad that doesn't feel like a man. Cut this dude to his core. Like, this dude should cry.

Are you willing to settle for that life for real?

No.

Okay, well, I mean, whose choice is it if you do decide to settle?

It's mine.

Okay. So, like, time to. Time to possibly get help with real.

Just a side note, on the Zoom transcript, when somebody says something emphatically. I like that, it puts an exclamation point. It's mine.

Yes.

I'll state then yes. Okay. And, I mean, Dean, you certainly sound motivated, man. But I mean, like, why. Why look at doing anything about this now, though? Why not, like, kind of just kick the can down the road, hope and pray, you magically figure something out? I'm like, don't you know that every good diet starts on Monday? Why not just be one of those guys?

Well, I'll say. You know, it's interesting, you talk about hope and pray. I may. One thing about me, I talked about my faith. I'm a very pious orthodox Christian. And one thing we believe is fake faith without works is dead. Like, it's one thing to, you know, you know, pray or hope that it goes well. You got to go out there, you got to put the pedal to the metal, and you got to get this. You got to work. If you're not working, it ain't gonna happen.

Right. Okay. So it's pretty important for you to get the proper skills so that you can actually provide this then.

Yes.

Okay, well, that's what we're looking to hear, man, because transition.

Let's see where you drop the price. I think it's around this range.

Okay, here we go. Okay. And that's the kind of overlooking the deals. That's what a lot of people say when they come to us. Now, really, Dean, the last thing I do have to go over with you is just the investment to actually get you into the mentorship now to get you the proper skills so that we can actually scale you to that, like 17,000amonth and be able to provide that, like, security for you and your family. It's only going to be $6,000 for the entire year. Now, we do that in a one time payment. We don't ask for profits, we don't start picking apart. Once you actually start getting deals done, that's a one and done. So any questions around that?

Let me see. So that's going to be 500amonth?

Yes. If you broke it up that way, it would be about 500amonth.

See, I, I get what you're saying. See, here's the thing. I get what you're saying. You know, about the, or the urgency and everything. I'll be frank. I don't have six, I don't have 6,000 to put down right now.

Okay. And that's not a problem. Let's just say right now, you and me. If you had the six grand off the record, dude, would you actually do this?

I'm tempted to say yes. The only reason I might say no is that if I had 6,000 to drop, I don't know if I would be as urgent as I, I am right now.

But you know, see, like here's the thing. It's because we, we didn't really dive as deep into the core of the crux of the issue. We don't have the emphatic like, like literally when we get to the end with somebody like this, who is this open, who's in this much pain, they like, they need to be apologizing like, dude, I'm so sorry, like I don't have it. Like, what can I do? Like, that's the conversation. Like that. Like if we get that, that's how we know the discovery went well. Okay, but you see how he's like, oh, I might not have the urgency if I had the money, blah, blah, like just like, you know.

Yeah. So let's say if someone came in, put a duffel bag down in front of you, said here's $6,000, but it's for your education, would this be the answer for you?

I'd say yes.

Okay, but why though?

Because as I've said, you know, we. Justin. What? You know, Justin Waller obviously knows what he's doing. You know, I've seen the stuff that he puts out. I've seen the work that he does. You know, they're saying a snake oil.

Salesman, but I guess like why, why take that step to actually invest in you?

Because what else do I have? What do you mean take the step to invest in meat? Well, I need to invest in me because Justin said it best. Nobody's coming to save you. You gotta. That's the best news you're ever gonna hear, you gotta get out, Right?

Yeah, but like for you personally, because some people don't invest in themselves their entire life, dude. I'm sure you know some of them. Why do you want to be different? Why actually invest in yourself? So you get out of your current situation.

Gotta take care of my own business.

Yeah. And with that, can I, can I offer you some perspective around this? Sure, I guess in, in this scenario, which is a problem, in which is the symptom. Because like, if you were out there, make a 2200,000 pause.

Okay. There's a very distinct reason why when I ask that question, I want them to ask me a question back. Because I want to confuse them a little bit. Why do I want to do that? Because they're going to go back into their brain search for an answer and they're going to come out with nothing, which causes doubt after doubt. Then they're going to be more suggestible. They're going to be much more easily buying into my frame. Okay, so there's a reason why. Which one is a problem? Which one is the symptom? There's a reason why that question is a little bit confusing. I don't do that by accident.

Side note, thousand a year, essentially 17k a month. Do you feel like the 6k would really matter to you?

No.

Okay. And so I guess in this scenario is the.

And it's not in this scenario, it's his life. You know what I mean? So it's like, which is a problem, which is a symptom. So if you had the skills to be making 2,200 thousand per year, would we be running into this problem of not having the money? So what's the actual problem then?

Problem that you, you don't have the proper skills to go out there and make 200,000 a year. Or do you feel like the problem is that you don't have the money?

I get what you're saying. I think the problem is that I don't have the skills. The problem is also that I don't have. I mean, it is also, but you.

See how we're talking a little bit too much instead of just asking. And he said, I get what you're saying. Even though you're asking a question, he feels, feels like you're telling him, okay, so make it a little bit more punchy. Asking, just asking more. So what's actually like which one is the problem? Which one is the symptom?

Huh?

How do you mean? I mean, if you have the skill set to be making 200,000 per year would be running into this money problem. So what's the actual problem? Not the symptom. So I don't need to lay it out for him as much. And if he comes, like, if he comes back with some, then we can lay it out for him a little bit more. But he feels like you're talking at him a bit.

I don't have the money.

But, dude, because I can appreciate that. Because between you and me, between you and me, I've been there myself. Yeah, because if you had the 200,000, you'd be able to go out there and actually be able to invest yourself. So for you, because I do have to ask, I mean, are you committed to actually solving the. The real problem at hand rather than just kind of focusing on the symptom?

Yeah, because I've been focusing on the symptom for a while, and that's just. That's got me to a point where, as I said, I'm working 60, 80 hours.

But see, we still got them there. So even if we don't do it perfectly, still got him there.

So good, right? Do you want to continue that?

I'll put it this way. If I'm going to continue working that much, I'm going to have to start making a lot more money to do it.

Right. Because, like, dude, like, I can appreciate where you're coming from. And based on the conversation we had, you're a good dude and I care about you and I want to see you win. Right. Right now we're kind of focusing on things we can't do. I want us to kind of shift that mindset.

I want to time down with consequence. Like, really get good, good, juicy consequence here. What happens if we keep on focusing on this symptom, man, and we never get the skills to break out of the current life we're living.

A little bit and actually focus on things we can't do right now. The last thing I want to do, and Justin specifically instructed all of us to do this, we never want to take someone's last dollar, and we don't want to put you in a bad spot where you're eating a ramen for the next three months.

Right.

So. So what do you have available to you actually, today? Let's see.

Well, yesterday I just paid rent. I'm at a point now where, see, somewhere around. I'll tell you what I'll do. If I go through this, the process right here, because it's this important. And you said, you know, the average deal, you're going to be making is.

Around 10,000 within the first 90 days. Again, depending on different markets, you could make more, but we say better safe than sorry. So bottom end.

I'll tell you what. And you can write this down, whatever it ends up being, I can get you for the first deal. First deal, I get 30% of that. As I sound.

Dude's wheeling and dealing right now. Love it. But like 30% of 10,000 is still just 3K. So he's. He wouldn't even pay the full program doing it that way.

Yeah. And I guess, Christian, I can. I can definitely go over this and like, like break this down for you, Dean. Yeah. But we have a lot of students that come in and they never actually go out there and actually get that first deal done.

That makes sense. Yeah.

So what we're looking for is a commitment on your end. Of course, commitment is the $6,000. And again, I can. I can appreciate if you don't have that, but we're trying to give you something in return so that you actually have some buy in as well.

Yeah.

Now I don't want.

I don't want to freeload either.

Yeah. So again, I can appreciate that 6k is a lot. What do you actually have available to you actually today?

Today. Let's see. I can put. See, because I just. I. Today is a specific. It's an interesting case because I just paid rent yesterday and just made the plane tickets a few weeks ago. So if you. If you were to ask me, you know, five, four, three or four weeks ago, it would be at a different story.

Right.

I might be willing to do a little bit more.

And that's why I'm like, dude, I'm not here to judge, bro.

Do you want to keep on being that guy who every time he pays rent, it puts you in a tough situation? So be real with me, man. Like, I'm here to help, but we got to focus on what we can do, right?

Ben, I've been in that scenario too, where it's like, dude, I don't. I don't have it. When I joined the allies three years ago, bro, took my last dollar. So I want to help you the best I can, but to do that, I need to have an honest conversation with you.

Yeah, I'll tell you what I can do. Let me look. I got one more number I got to look at. Then I'll get you a number so I can get you. I can get you $400 today. How's that sound?

Okay.

Come on, Dean. Can you do five Just bump them up. And I know we talked about that. The rest of this, where this conversation goes. So we get a $400 deposit. We need $500 to get them in, like the lowest tier package. Again, go the. Go the funding route. So just right there, like, oh, go the funding route immediately. And then if he gets denied, he's like, okay, we're back to 400. Try to bump that up to 500. So you @ least you get him something that he can have that he can start working towards. Okay. Because the rest of this, it's just pretty much going over that and you explain it to him. Then we get the down payment. Okay, and we already talked about that. Like, see if you can't bump it up. But can you do 500? Come on, Dean, you can do 500. He's got. Come on, man. Right, okay, yeah, yeah, I can do five. Okay. If he can't go funding, and then if you, like, literally if he can't do funding, he can't do 500, just take the $400 deposit. It just takes an extra couple minutes to like, go through those different options with them, and then you will still have got the same result if he has shit credit and he literally only has $400 in his bank account. But I'd say, overall, man, like, you got what you needed out of this person as far as their pain. I feel like there are just some. There's some big areas where. Where you could have taken to connect with him more, to dig into his pain more and create a lot more urgency out of this person. Okay, let me know if you have any questions on this. I would say big key takeaway for you when you are sitting and you're. And you're having these conversations with these people, like, literally. And you can go through and watch that one on one session I did with Marco where Marco was like teaching me a lot of this stuff. Like, I'll ask myself, what's the question that this person is scared for me to ask? That's the fucking question I need to ask. And it's going to cut them to their core. I need to ask that question. Okay, so for this person, there's a couple really big ones that we could ask. So go back. I would review this call. Try to start relating with somebody like this. Relate with these people you're talking to. Especially if you're going to be talking to a lot more biz op people, start really relating. Putting yourself in their shoe, understanding where these pain could be. Like in the roleplay we did You're a lineman that you've been working for 12. And he said, people who've done this for 20 years, they can barely do anything afterwards. So it's like. And he's at a point where his body was hurting. I'm like, bro, can you give this in eight more years? Can you can give this eight more years? Like, that's a question he doesn't want to answer. You get what I'm saying? Or like, after 20 years, like, do you want to live in that body that's just completely broken? Like, it's another. Like, so just start to think, like, what is this question? What is a question these people do not want to answer? Not because, like, it's a shitty question. It's because it's a question that they put in the back of their mind that they don't want to think about because it's too painful. Okay? When you're able to start identifying that, that's when you can just start cutting people to their core. And I'd say with problem awareness, there's probably ways we could have just been a little bit quicker. I feel like in the end we got there, but overall, fairly good call. Like, I said seven or eight. Like, let's get to nine. 10. Let's get to 11. Right? Let me know if you have any questions on it, man.