How To Create URGENCY In Sales Calls (LIVE CALL REVIEW)

I just reviewed a call of one of my coaching students where he lost his sale because he wasn't able to dig deep enough in the prospect's pain to create urgency. So he ran into a ton of objections at the end of the call. So in today's video, I'll be breaking down that call and showing you the exact questions that you should be asking on your sales call to create more urgency and prevent objections from happening in the first place. If you don't know who I am, my name is Christian Polk. I. I've closed over $8 million in sales myself. I sold for the top names in industry, and I've helped hundreds of students double, triple, quadruple their sales. My main focus on this channel is just to give you the information you need to become an elite closer. So let's go ahead and let's dive into this sales call for.

It was at 2. Ran like an hour or a hundred minutes or like hour, 40 minutes. I think it was a pretty good call.

Hour and 40 fucking minutes, bro.

Yeah, but we can.

Would you.

He wasn't like a type A. He was like, you know, pretty open. It was like, basically going through the entire process.

So we can go through.

What do you feel like would be more beneficial, like, a learning for you?

My ego is going to hurt if I show you the Type A one, because it was just like, not like.

Those are like the ones you probably have to get better at. Okay. So it's like a type A guy.

Okay.

And what exactly do you sell?

Like, what's the offer for this one?

It was an.

Starting your own AI agency.

Okay, cool.

All right, just go ahead. If you can, post a link in the chat.

Yes, sir. Are we going to go through the entire call? The discovery portion?

We'll go through a good chunk of it, like, whatever we have time for.

Yep.

Because how did this call end?

It ended with him, like, I mean, the whole of it, like, it just wasn't that great. It ended with him being like, yeah, I learned a lot, man. Essentially.

Thank you for the call. You, like, you've really opened up my eyes.

Yeah.

Like, bro, what the fuck is your credit card numbers? Like, is this.

Is that the right. Did I share the right one?

How about yourself, Harold? Can you sing here?

Me? Okay.

Yeah, I did.

Yeah. Okay.

I didn't know I was wearing my Bose headphones for that. That's why I was confused.

Yeah, bro.

You didn't want to look like a brokey.

Yeah, I can see.

Yeah, perfect, man.

I can't see you. I can see CR7.

Give me one second, I'm trying to turn this on.

Oh, yeah. Yep.

Cool, man. Well, looks like I got you booked in about possibly, you know, getting some help starting your own AI agency. Is that right?

Yep. Okay.

Made it to the right spot. So, yeah, we can go ahead, you know, dive straight into things. You know, I'm going to be wary of both of our times. So, like, yeah, what made you go ahead booking the call, man? Like, how can it help?

So I've always. I wanted to be. I'm thinking about starting this, I think, because I had. I have a data science AI background in university as well. And so for me.

Yeah, so what has us, you know, thinking about starting this because, I mean.

For me is obviously like, I'm trying to find another source of income, something I want to do something on my own. And this is a. For me, like, compared to a lot of other ways of making money like drop shipping and all that, I think this is somewhat like a better business model that I find a little bit more attractive and.

Yeah.

Okay, so what's his problem? Make more money, Wants to make more money right. Now, again, one word that stuck out immediately was obviously right, like motherfucker. It's not so obvious. Not everyone starts an AI business. You know what I mean? Now, you don't want to go ahead and say that, but it's like it starts to give you a little bit of insight of what you're going to have to start hedging against is your. I need to start to get rid of that language. Okay. And just because he said that one thing, I'm probably gonna pre frame a couple of my questions. Well, hey, man, just so I have better understanding, or hey, I just don't want to assume, or maybe so I have a better understanding so that way I don't get pushback. Like, this is just obvious.

Okay, Okay.

I didn't even pick up on the obviously part. I knew something was off when he said that. I didn't realize it was that word specifically.

Yeah, we can slow it down. We don't have to go so quick, right?

Yeah, there's a lot of things I can dive into there for sure. Well, first things first, man. Do you know what kind of help you're looking for specifically?

Okay, so you got to know what that question is meant to do.

Okay.

So if you already know, and this is what the difference between just asking the question because it's in the process or knowing why you're asking the question, that question there is just to understand like what the overarching goal or the problem is? Do you already like, we already have that. Like, he's like, oh, like obviously I want to make more money, do my own thing. So it's pretty safe to assume like he's working for someone else right now. Again, like, let's pay attention to his language. So then it's from there it's like, okay, so like make more money. Well, what are you currently doing for money now? Just to have a better understanding. We're right into it.

Okay.

Because especially, and this is more for like biz op specifically, but when it comes to biz op, like, these people don't know what they need to know.

Yeah.

Like, not really. So for this specifically, you would probably more lean towards a. Hey, why would you even look to get started as being like your second question. To open it up to get to then the problem. And then from there like, okay, what are you currently doing now? How long have been doing it caused you that way? It's like, hey man, what's showing up for you right now? Just in your job makes you feel like it's not enough. You would looking to start your own thing problem, and then we dig it down. Makes sense.

Yeah, it makes sense, man.

Okay.

It's not the end of the world if you ask this, but it can seem like it doesn't help us in this situation.

Yeah, makes sense.

So. So for me personally, like, I'm in New Zealand at the moment and I. I already have a developer, an AI developer with me, and he's. I'm outsourcing one at the moment. So I have an AI developer who's. Who is really well, who's good knowledge on how to make within it and. And all you can definitely spe things like that. So I already have someone to build it for me. The only issue for me is like finding the right niche, finding the right solution to sell, how to find the clients for things like that.

Ah, okay. So.

So it's like right there and you don't have to do it, but I'm gonna want to check this guy's ego.

Yeah. Okay.

Because you understand, like so far, like his ego's been fairly high. Like obvious, like just like little things like that. I don't know. I got too much caveman DNA in me. It's like I take slight. Okay, yeah. So if he said something like that, I'd be like, oh, yeah, it's all the important stuff that you need to actually make money then, huh? And then say it with a smile. And he'd be like, oh, yeah. You know what I mean? That's gold.

Oh, my.

Yeah. Yeah.

So he's like, oh, I already have somebody who can do all this shit, but I don't know how to find people, what to actually sell them, how to make money. I'm like, bro, that stuff you just mentioned doesn't matter. You know what I mean? So it's like he. He's kind of protecting himself as far as, like, his ego. So I would just take like, little things like that. And again, if you are going to do things, say it with a smile. Don't be going into a conversation just like, hell, how do I be snarky?

Yeah.

Like, don't do that. If it comes up and it makes sense and you're doing it to check someone's ego, then you can do it. Because you don't want somebody who's like, overly confident.

Right.

But if they come in, they're not overly confident. You don't need to be doing anything like that.

Yeah, yeah.

Trying to find the right niche, packaging the offer, find the right clients, and actually delivering the service.

Yeah, that's like the main for me, because things I already. I already have someone to build it for me. I'm not really worried about the learning part for me. I'm just worried about. For me, it's just on who to sell to, what to sell. Like, how is it, how the business is set up and things like that.

Okay. Yeah.

Just writing everything down.

We probably don't need to take notes.

Okay.

Because, like, are those the four things that, like, you're going to be pitching them anyways, like, the different pillars, like, whatever, like.

Yeah, yeah, yeah.

Like, basically. So it's like, if you need to, like, write some of it down just like shorthand, just to, like, you know, offer client.

Right.

And like, if you look at my notes, like, if you see here. I don't know if you can see it that well, but I look like, you know, like kid with, like, down syndromes, like, trying to write, like, it doesn't make any sense. If you. If I go back, I can kind of understand, like, if I go back, like, what I was thinking at the time. But, like, you really only need the information for that hour. And if you sit down and you're taking a ton of notes, it takes you out of the call, typically.

Okay.

And then we can get lost in where we're going normally. It's going to be better if you're just in the conversation. Like, we got, like, what he's looking for. He wants to make more money. Fantastic, man. Like, what are you doing to make money right now? Get into a situation and let's get to his problem. Let's push the call forward.

Okay, cool. Got it. Okay, cool.

So, yeah, man, you have a data science background based in New Zealand, main struggles. You know who to sell to, how to set it all up, finding the niche, packaging offer, mainly the business side of things, right?

Yep. Okay, cool, man.

Got it. And yeah, I guess, you know, you're saying you're looking for a second source of income. What are we doing right now in terms of, you know, making money?

So I work in sales at the moment, so.

Okay.

Now we know where the ego's coming from.

That was my first thought.

I was like, oh, it all makes sense now.

So one of the cool guys. Okay, so now we know where the ego's coming from. It's like, oh, like, I'm in sales. I know what you're doing. Like, that type of shit.

Okay, cool.

What are we doing for sales?

So I work for charities. I work in fundraising sales. So I work for a charity called Canteen, which helps kids with cancer. Oh, yeah.

Okay.

I appreciate that, man.

Yeah, thank you. Yeah.

How's that going for you, man?

It's going for you.

So again, like, we can go down that path. First, I want to know, like, well, how long you been doing that? It gives me a little bit of context. But he started last week. It's a little bit different than he's been doing it four years. Yeah, no, he seems fairly young, so. But, like, more context is there. But it's like, hey, how's that going? Or do you like it? Like, that's fine. But I would say with the information you already have, you can just be a little bit more direct because he's already told you, like, I want to make more money and want to do my own thing. So I go, okay, so I guess what's kind of for you right now, just in your job that makes you feel like it's not enough, you would want to do something else to make more money? I can just be a little bit more direct. I don't have to beat around the bush if, like, well, do you like it? How's it going? You already have enough information to just be a bit more direct, Right? Still can't go. You still can't go that route of like, hey, like, how's it going? Is there anything about it, like, you would change? Make more, like, you can still get there.

Okay.

But it's more of a roundabout way of doing it.

Okay, I see. Okay.

So it's not bad. It's just more roundabout way. It's like not as efficient.

Been here for almost, almost gonna be two years this year.

Right.

But not good enough to where, you know, you can put all your eggs into the basket.

Okay.

Yeah. So what's, you know, coming up for you that makes you feel like, you know, the door, door sales or, you know, canteen just isn't quite enough.

I mean, for me, it's like the goal is basically financial freedom. So it's like for me to want to be a point where I don't have to work as much and spend more time with my partner or my family or things like that, that's the main goal.

And what I'm hearing is it just.

Me does anytime anybody says partner, I assume they're gay?

No, that's not just you. Why can't you just say like, girlfriend?

Not that anything's wrong. I think it's 20, 25, New Zealand thing. Yeah, whatever. But like, I. I think it's more like an Australian thing because I hear that more like Australia, New Zealand, they say partner a lot more. Yeah, but that's just like an interesting thing. So right now. Okay, financial freedom, that's what he's looking for. So what? Does he not have money? He doesn't have financial freedom. So what we need to understand is like, what does financial freedom actually look like for him? You know what I mean? Well, like, what do you mean by, like, just immediately start expanding on it.

Okay.

Because with what we're doing right now, we're not able to get that financial freedom.

I can, but it's just going to, like, take a long time and.

Right.

If I have another source of income, the process.

Yeah, yeah.

Okay, I see, man. Is there, you know, anything else that's coming up for you in this job.

Where, like, it's like just go. Right. What do you mean by financial freedom? What do you think you would say?

Okay.

Oh, just like making. Making more money, like not having to trade my time for money, like, blah, blah.

Okay.

Do you feel like right now you have to, like, trade your time for money?

Yeah, man.

Yeah, it feels like it.

In what way?

I mean, like, I'm not making money when I'm not working, so.

Fair enough, man. But like, some people are fine with that. Some people aren't. So for you, I guess. Like, why are you not okay with that?

Well, I mean, I just know that's. Just know the really wealthy people, that's not what they're Doing, you know, they're able to make the money work for them.

Yeah.

And again, like, really wealthy.

It.

It just depends on how you look at it. But, like, for you. Because, like, let's not talk about others. Let's talk about, you know, just where we're at right now. Like, why are you not okay just trading your time for money? Like, we have been.

I mean, it really just feels like I'm not getting, like, paid what I'm worth in a way. It's like, I know, like, I should be making more, doing more.

And, and how. How's that shown up for you? Just not getting paid what you're worth?

I mean, like, I, like, have a roof over my head and whatnot, but, you know, I. I'm not completely, you know, living the lifestyle I want.

Okay, and how long have you been feeling that way, not living a lifestyle?

At least a year now. Yeah, maybe like, like a year and a half too.

Yeah.

Well, I guess in these past two years, like, what is that? Like, actually not making the money we need to be making? What is that holding you back from when you're talking about the lifestyle?

You know, living in a nicer apartment, being able to, you know, have a nice car, nicer clothes, not crazy, materialistic person. But, you know, it's definitely nice to feel nice. Yeah, but so, you know, it's right.

Right now we just feel like we're not able to have those nicer things we're looking for.

Yeah, yeah, I know for sure, man.

And again, like, that's gonna impact everyone a little bit differently. But how does that impact your day to day? Like, not being able to have the apartment, the car, the nice clothes?

I mean, it's just like, there's definitely, like, annoying, Like, I'll definitely, like.

Well, what do you mean by, like, annoying?

Yeah, like, I'll see other people like, having those things. So, like, why can't I? And it's also like, are they better than you? I don't think they're better than me. I think they've been on the journey longer than me.

Well, they're just doing something you're not.

Right. Yeah.

So, because again, man, I'm in. I'm in my shoes, I'm not in yours. But seeing people who aren't better than you live the lifestyle that you want to live and you not being able to live it, how does that feel?

I mean, it's frustrating, man. I know. Like, well, it's like, not only do I, like, want the nicer things, but I also, like, want to be able to provide for everyone around me. That's honestly the bigger motivator. Yeah, just like, you know, my dad's still working, you know, have a sister and a mom, and, you know, just, you know, I'm getting to the point where it's like, yeah, my. My dad's getting old. I'm getting older. I kind of.

Yeah, step it up.

Take care of everyone.

Time to stop getting, like, undervalued and underpaid.

Yeah. Yeah, definitely. Okay.

You see where I go, we're able to get much more tangibles.

Chills, goosebumps. Christian.

Yeah, but it's like. Okay, but the thing is, like, when you're going into a conversation, something in his life is telling him he's not making the money he needs to be banking.

Right.

You know what I mean? So I need to find what those some things are, and if I'm able to drill down to those, like, that's when I get to the real motion. Like, for, like, let's say, like, that. And that role play, it's them driving their car and going to their apartment. That's not as nice as they want it to be. Like, it's the constant reminder that they're not making the money that they should be making or seeing other people make money, but they can't. You what I mean, so if I'm able to tap into those, like, that's where the pain is. It's the moments that, like, tell somebody they're not making the money they need to be making. Just like, hey, how's that showing up for you? Why are you not okay with that? What is that preventing you from doing? Not making the money you're looking to be making, how does that actually impact your day? How does that make you feel?

Right.

So if you're just able to dig much deeper into it, get a. Like, a better, fuller picture. Makes sense.

Yeah, man.

Like, going in out of focus, bro.

No. Okay, there we go.

Pay all that money for a nice camera.

It's okay, but. Okay, so how many, like, hours a week is it? Just typical? Like, nine to five. Five days a week?

Yeah.

Basically like a product.

Six. Okay. Okay.

Ten to six and written. How long have we been doing that for?

Since almost. Almost two years now.

Almost Three years.

Two years. Two years.

Two years. Two years. I guess us feeling like it's not the right vehicle for us to have financial freedom and been needing to get that second source of income. Has this been going on for the past two years? Oh, yeah.

It's been going on since last Year, Last year, I'd say.

Okay, so I guess no.

Seems like we don't know where to go.

Yeah, it's like, why hasn't it been like the past two years? Why has it just been the past?

Right? So it's like right now we're challenging them on like, why hasn't it been the past two years? Why? I like, why has it been only one year, not the past two years that we've been fed up with the shop? Like to be frank, doesn't really make that much of a difference. Like is that a hill that you need to die on to get this sale across the line?

No, it was just me asking that because I had no, like I.

Right.

We just didn't know where to take it. So if like right here, like we got what the problem was.

Okay.

Not making the money, looking to be making, just working a nine to five. Like ask him. It's like, hey, how is this showing up for you? Not making the money we're looking to be making, Right? How's this showing up for you, man? Or in your head? Because everyone's different. Why is you not making the money? You're looking to be making a bad thing in your mind? Like you just want them to get start to expand on their problem. How's it showing up? Why are you not okay with that? Why, why do you see this as a bad thing? Those are real easy questions to ask to just get them to start expanding on whatever is going on, right? And it's like, okay, and how, like how's this impacting like your day to day? How does that make you feel? Real, real easy ones to do or what's that, what's that preventing you from doing? Especially when it's money, right? Like what's that preventing you from doing? Okay, when you're talking about time, because if you take a look at what like the biz op script?

Yeah, this one.

Okay, so we take a look because like right now, like we're in problem. We got a problem.

Okay.

Yeah.

So it's like very first and foremost we want to dig. Okay, like what do you mean by that? You just want them to expand on whatever they mean. He said financial freedom. Like, honestly, we don't know what financial freedom means to him because it's, it's like a bumper sticker answer, you know what I mean? If you ask 10 different people, they're going to tell you 10 different answers. Now this one's optional. Like, hey, is this all the time? Specific times, like, where is this showing up? For you the most. Can you give me an example? I typically ask, hey, where is this showing up for you the most? It's optional. If it doesn't make sense, don't ask it. You did this, you explored the duration. Like, hey, how long have you noticed this thing again? Quantify it again, this is optional. If it makes sense with money being tight or you not making the money you're looking to be making, like, what do you feel like that's actually preventing you from doing like that you would like to do so? The, the issue is right now is like, we didn't really expand, get any type of specifics. So then like you realize you didn't have enough to like ask him, like, hey, how is this impacting him?

Yeah, right.

Like that's what happened. Which is fine. But it's just like when you're right here after you got a problem, just think like in, in your head, like, what is telling him he has this problem? Like, where is this showing up for you, man? Just super easy question to ask. But you're not making the type of money you're looking to be making. Where is that actually showing up for you? Just get him to open up about it.

Right.

Because like right now, like, he is coming along with you. He had a bit of an ego at the beginning.

Yeah.

But he's coming along. He's not giving you pushback.

Yeah.

So it's not really that I don't see him as much as being like a type A in my head. He's just probably an overconfident, like, younger guy. Just need to be put in check a little bit. There's a lot more like leadership there on your end, which is fine. So it's just we need to make sure we're seen as the authority and we're able to take them to where we need to take them.

Right.

Makes sense.

Yeah. Okay.

The past year, I mean, because the.

First year, I mean this, I mean this job pretty much pays pretty good. That's the main reason I like it.

I didn't know. I. Pretty good. Because pretty good is, you know, relative to everybody.

But you see how like the question, just because it wasn't the best question, it just caused him to justify himself.

Yeah. You know what I mean?

I'm on a six figure salary, so it's.

I'm not. Yeah.

So it's like for me is. It's not really.

Again, like something you could do again if we're. But we got in this predicament because of like how we took it but he's in New Zealand.

Yeah, right.

Like let's, let's take a look.

Right, right.

New zealand dollar to USD, right? It's like a hundred thousand. He's making like 60k USD.

Damn.

Right.

You know what I mean? It's like, okay, is that like New Zealand or is that like USD? Oh, no, it's New Zealand. Okay, so you're making like 60k, like USD. Okay, cool, man. And then you should move on. Like, don't get too caught up right here, all right? You just need to find why it's not enough for him, why he needs to make more money, what's showing up for him. Because if 100k was enough, you want to be on this call, right?

You know what I mean?

So you just need to find out what is he looking to solve, what are the needs that aren't being met in his life right now.

It's good, but for me is I want to get to a point where it's like, I don't. I still worry about money. I still have bills to be. I still have that. That's the main thing that I don't want. And I realize that over time, I'm still having that. And I realized that I can't be having that for, for the next 10 years, 20 years. So that's kind of made me shift my goals.

Okay, so for the past year, you know, it's been a six figure salary, but we're still worried about, you know, paying our bills.

Yep.

One other time.

No, we could probably just expand on that. Like, what do you mean? Like you're worried about paying your bills. Do you know what he means by that? Exactly?

Yeah. No, I don't.

It's like right now we just need to turn his stories into more concrete things. Right? Either into numbers or more tangibles. That's the issue we're facing right now. It's too ethereal.

Ethereal. What a nice word to use there.

Right?

It is a good word.

So we just need to bring him to reality. That's the biggest thing we need to do right now.

Not having that financial freedom, like having on your, you know, like day to day.

Like for me it's like, for example, like if I want to go for a trip, for example, if I want.

To go to Bali, if I want.

To go somewhere else, I need to save up for it. If I need, I need to wait for a long time, save up all that. Like, that's, that's the one thing so means I want to be able to do what I Want almost when I want to.

And that's.

So what I'm hearing, is that because we don't have this financial freedom, not only are we worried about these pills, bills to pay, but we also don't feel free to where we can do whatever we want, whenever we want.

Yep.

Like, you don't need to do the recapping. If you see. Especially, like, this sales dude right here. You see that right there? You see that face? He's over it, bro. So that's why recapping, especially if you are dealing with more, like, sophisticated prospects or prospects who have just been sold to overall, it's something that a lot of salespeople do, and it makes. Just constantly reminds them that they're in a sales process.

Okay.

I don't know if net revenue. Just, like, make sure you recap, bro. It's like, I. I want it.

Okay. Yeah.

Just if you're unsure about something and you need to clarify, recapping is fine. But after every little thing, like, recapping, it makes the conversation much more choppy.

Dude, like, Harold, have you been feeling, you know, I don't want to assume, but is it safe for me to say, you know, you feel trapped?

I know.

That's a big leap. Just ask him. Yeah, just ask him. I was like, hey, man, like, us. Us doing this? I don't assume, dude. It's like, how does it make you feel? You said, I don't want to assume. And then we assume. Yeah, yeah, I know, I know.

Oh.

Oh, that's brutal to see.

Just ask the question.

Yeah.

Hey, man, I don't want to assume because I'm not in your shoes, but running into this for the past year, how does that make you feel?

They feel?

Yeah, this is. This is where it goes downhill from here, Christian.

Oh, no, right. Because, like, you could tell, like, as soon as, like, we kept recapping and making it choppy, you could see on his face, he's just like, okay, this is a process. And then right there, big leap. Like, okay, now this guy's just trying to do something to me. Especially if his sales guy, he's not going to take kindly to it.

Yeah.

They don't want to be put in boxes that they don't believe they're in. So, yeah, no go.

I mean, yeah, I would say, like, somebody.

Yeah, I guess.

Like.

Okay, that's not a bad answer.

Yeah, Right.

So if we are going to do that, let's say we do that.

Okay.

We landed it. He's like, yeah. I say, I guess now we need to get him to actually take this on. Well, what do you mean by. Ah. Even though you said it, they'll never pick up on it. What do you mean by trap, though? Get him to actually accept it if we are going to put something on somebody. Because there are times that is beneficial to put something on somebody if we are going to do it. Get him to buy in on it. What do you mean by that?

Okay. All right.

I was expecting a worse reaction. He's like, he didn't completely come along with you, but he came along with you.

Yeah, it was a little bit.

And what. Just so I'm clear, because I don't ever want to assume anything. Like, in what ways? Besides, you know, not being able to travel whenever, whatever. Are we feeling like, I guess, a little trapped?

Good.

Not really.

Don't really feel like trapped.

I'm just fine.

I'm sorry. Because, like, we put it on. Yeah, it's. It's not his word.

Yeah.

Like, he doesn't feel free. But what would be the. The, like, the antonym to that? Like, in his mind, maybe it's not trapped.

Yeah.

So he wants to push out of that frame. So it would probably be better. It's like, okay, other than you not being able to travel, you not being as free as you want to be, how else is that showing up for you?

Right.

You know what I mean? He's gonna answer that question. He's probably gonna push back on. Like, he's pushing back on this trap question.

Okay, so the bigger focus is on doing more.

Exactly.

Okay, I see. So I know you're worried about bills to pay. Is there anything else that you're kind of, I guess, worried about or, like, negative thoughts that are coming up?

So now it seems like we're just searching.

Yeah.

He's like, what the are you talking about? Yeah, it was like, hey, well, hey, man. Like, not you not being able to be, you know, free the way that you want and worrying about bills. Like, how does that make you feel? So right now it just seems like we're going in a circle. Like, we're a bit like crab walking a little bit.

Right.

Not diving deeper into the problems we already have. Like, we're just searching for more problems.

Yeah.

So we're not going deeper. We just keep on going, like, to the side. We just need to dig deeper into, like, what's the actual emotion behind it?

Okay.

So I guess, like, you know, again.

Like, and something to be careful of. Don't say the same thing over and over again.

Yeah.

I was just Thinking that I was like, damn. I said assume three times.

Holy.

I don't want to assume. I don't want to assume. I don't want to assume. Like now it's a tactic. You say it once. It's a conversation. You say three times in a row. Like, what this, what is this guy doing? Yeah, so just you can switch it up. You, you don't need to constantly justify every single question you ask. Just sometimes when it's going to be a, you know, you need a little bit. The personal impact question is typically going to be one of the only ones I'll pre frame. How does that make you feel? I don't want to assume. How does that make you feel? Because that one is one to where people will. They can get pushback on the most. These other ones of. Well, how has that shown up for you? I don't need to pre frame that one.

I'm in my shoes, not yours. So I don't want to assume. But us like feeling like a little worried about paying bills, not being able to travel and do whatever we want whenever I guess, like, how's that actually, like making you feel.

That doesn't feel good when you know you can't do that.

But I mean, see, even with all the missteps, you know what I mean? Like the questions we asked, that got some resistance and everything like that. When you ask the question we need to ask, we still got to where we needed to go. We still got. Oh, like it doesn't feel good. Like immediately this is. What if somebody has a higher ego. Once you ask that question, they're going to want to immediately typically try to get out of it. But this. But it's not that bad or something along those lines. You cut them off. What do you mean it's not that good?

Yeah, I don't remember if I do.

Focus more on that.

Yeah.

There's no point in crying about it. You got to do something to make money if you want. If you have more expenses, you make money. That's what.

Yeah, I can, I can definitely appreciate the fact that, you know, you have that willingness to you know, not like lack of better words, like be a.

You know what I mean? So immediately, right here, he did tell you, oh, like bitch about it. Let's see.

But you know, what's really coming up.

So we got it.

That doesn't feel good when you know. But I mean, there's no point right.

At that point, right when he says, but I'm cutting him off. What do you mean? Like, it doesn't feel good.

Yeah.

Again, I'm starting to direct what he talks about. So I'm directing what he thinks about because in his mind he doesn't want to focus on the negative. He wants to guard himself. So I need to break that pattern.

Yeah.

So his pattern is. Yeah, it's bad, but not that bad. That's his pattern. I need to start to break that. Especially that personal impact question. You break it right there. But what do you mean it's not that good? Oh, well, this, this and that. Right. Just you move them on.

I mean, I just told you that there's not. I mean it's like I can't do really much. I mean, I don't feel good about it. I can't do it.

Right.

But what I feel is that I need to make more money. So this is the main thing I feel.

Yeah. Okay.

And no, what's having us looking.

And part of the issue is we, we still are getting to the problems that we need to. We're just not. Then expand them. What do you mean, like not that good? That's just a real easy question. Or how, how so not that good?

Yeah.

What do you mean by not that good? Get him to expand on it. That's where you're going to get him to talk more about the pain. Just that simple probing question to expand.

Into, you know, an AI agency besides like making more money rather than, I don't know, like be trying to get a higher paying job or like a different business model.

I mean like me.

So for this one, he's already told you that, you know, he wants to do his own thing very earlier on in the call. So when you're thinking about the getting rid of the next best solution, in my mind, what is, what do you feel like this guy's next best solution is that prevent him from like getting mentorship if he has a higher ego.

Probably like not getting mentorship.

Yeah, I could do it on my own.

Yeah.

So I guess like besides the office, if you wanted to make more money, what's the main reason you'd be looking for? I guess like professional help to make sure we actually streamline or profitable right away rather than going out and hope and pray you can figure all this stuff out on your own. I don't want to do that because of this. Oh, interesting. Right. So we want to make sure we eliminate the next best thing for this guy. Do it on my own. He has an ego. I want to really want to make sure. I'm chipping away at that.

I'm so that makes so much sense about that question. Oh my God.

Yeah. Okay, wow.

So again, like just understand when we're talking about the questions and the scripts, these are just tools, dude. These are just tools to get results. So you just have to understand a little bit more about why they're there. Okay, so again, like we typically have these two. What's the main reason you're looking to start your own business rather than just getting a higher payer job? This is one you ask, but for this guy it doesn't make as much sense. We're not going to get any information that's going to actually help us. But this right here, this is going to help us a ton.

Yeah, yeah, that makes sense. And I'm assuming in school you have something just breaking down the whole script. Yeah, yeah, of course you do.

You have everything's got to go through it.

Yeah.

Questions if you're, if you're confused about anything.

Yeah, okay, cool.

It's a different business model. And on top of that, the best part about is like the recurring revenue. And on top of that it's like you and I get to build more contacts in a certain industry, maintain relationships. Because with AI agencies it's like somewhat like a recurring revenue model. So I mean you still maintain relationships.

Something I noticed he was, he's very like antsy and like later on in the call he's like moving around a lot. He like hits his vape at some point and like just like turning the camera off and on, muting and whatnot. He just wasn't present. Can I call him out on that?

Yeah, you definitely do. If, especially if they're turning on and off the camera, he could just have TikTok brain.

Yeah, yeah, that's true.

Because he has been that way since the very beginning of the call. So when you're talking about, when you are reading people, what you're really wanting to focus on is shifts in people's behaviors. Now there are a few things that you notice. There are shifts in his behaviors. You could tell he got a little bit more irritable when we were searching and some of the questions we asked were a bit uncalibrated.

Okay.

Like that's on us. Gotta just take responsibility for that. But if he is getting a bit more antsy and he's turning off his cameras, like hey man, like are you good to go? Like are you still like here to chat? We focus that way we can go over all this. Because what can happen is if he doesn't see the point of what you're asking and where you're taking the conversation, then he's just going to give it less respect. Now we can't let that slide because then our authority is just right out the window. So we need need to say something, but it could just be a symptom of the problem, us not leading the way that we need to.

Right, okay, I see.

I've researched a little bit about it for the past few months and I think it was a bit small. I thought I'd delve into it.

Okay, I see. And in terms of like, what we're actually trying to make from this. Well, first, are you trying to make this like full time, part time for now? Eventually. Full time. Like what's.

I guess for now. And then if I'm. Once I make a stable income, then if I don't need to.

Okay, so a better way to ask this is, hey, if you could do this full time, is this something you'd want to do full time? Ah, because 99 of time, if you ask it that way, they're like, oh, well, start off part time, blah, blah, blah. Like just get them to admit they want to do it full time.

Yeah.

Okay. If you could do this full time like our other clients do, is this something you want to do full time? Oh, yeah, for sure. And in terms of like the income, because I know we said we wanted to make more, let's say in the next six to 12 months, how much are we actually looking to be making in our own AI business Business doing this full time? You already know what he's making now, so you don't need to ask that. You still could, but it could piss him off. Yeah, he's already told you. Now, I know you said you're making six figures, but what are you actually making? Like, like per year or per month? Is that new? Like New Zealand? Would you be primarily just wanting to work with people in New Zealand? Most of the people we found, like, they tend to have the best success even if they are in Australia. And New Zealand is working with people in the US because guess what, you get paid in US Dollars.

Right?

So it's like that's it. That's another way that you can widen the gap. You don't have to do it that way. I don't even know if that's true for this offer if you guys mostly do work with people in the U.S. but I assume.

Obviously after a while, if it goes to a certain level, I have to do a full time.

No choice.

So. Yeah. Okay. Yeah.

In terms of I have no choice.

Like, bro, I'm not kidnapping you to start your own business to make more money. That makes no sense. I was like, hey man, like we do have a choice, but is that something you'd want to do this, like do this full time?

Oh yeah, that's.

Yeah.

What is he talking about right now?

Yeah. God.

Listening to your calls, like just raising my blood pressure, bro.

What we're actually, you know, looking to make from this in order to, you know, eventually make it full time. What are we actually, you know, looking to make?

I mean for me is I need to make. For me, my goal is to make a base minimum, like 10k a month. If I'm making that, that's when I be like, that's the goal for me to make.

Okay, cool.

In terms of, you know, us trying to get this AI agency started hitting a minimum.

Yeah.

I'll just clarify. Is that USD? Okay, then that widens the gap so much more.

10K a month to make it go full time. Have we been out there, you know, before this call today, like looking for a solution?

Yeah, I've been, I've been out there.

Yeah.

Solution so vague.

Yeah. Okay.

Before like we started talking today, have you been out there looking for hands on help to get this AI agency up and going or what have you actually been doing about getting more hands on help with that? Yeah, because eventually talks about help, coaching, something along those lines, professional help to where solution could be like, yeah, bro, I looked on YouTube.

Yeah.

So they vague questions get vague answers.

So I guess what have we, you know, looked into?

So for me so far is the two main sectors that I've, I was mainly focusing on was real estate and healthcare as well.

What the fuck is he talking about?

You'll, you'll, you'll see.

You'll see in a second, I guess.

Yeah.

How long ago, you know, did you look into real estate and healthcare?

I was like, probably like a month or two ago.

A month or two ago.

Okay.

And I guess what's happened with that now since it's been like a month or two ago.

I mean for me that's, that's the main reason why I came to a halt. Because it was, I was at a crossroads where it's. I did not know which point to go. Like if it's, for example, if the real estate side would be the best part or if the healthcare part. And I do not know what's the perfect niche that I could target or what's the solution that I could provide. That's, that's perfect for. For a business.

He's talking about the niches he looked at to start a business in. See, so since it's such a broad question, he gave you an answer that doesn't help us.

Yep.

And also, there's a lot of.

Yep.

I don't want to. Just so I'm clear, when you say the real estate and healthcare, are you talking about clients to work, like industry to work with. With the AI. Okay, I. That I can take ownership for that. I guess that what I meant by that question is, you know, getting help with our AI agency. What have we done besides, you know, hopping on this call?

I mean, there was other agencies as well for. There. For where I've talked to as well, but. Yeah, I mean, so far. I mean, I'm trying to get as much information as I can. There's multiple other ones as well, but yeah, that's one of the courses. Seeing what's the best out there. And I'll take what's the best.

Okay.

So I guess I. We're like, you know, just in research mode right now.

Yeah. Okay.

How long have we been in research mode, man?

Like a month, I'd say. Not too. Not too long.

Okay.

And I guess, you know.

Okay, so right now what we need to do is we need to expand the time horizon that we attack because he has been stuck in this job for the past year plus not living the lifestyle he wanted to live.

Right. Okay.

So we've been researching for the past month, like, what's prevented us the past, like 11 months that we realize we are running into this issue in terms of our financial freedom of going out and looking and finding a solution.

Right.

You know what I mean? Yeah, that's much. That's much easier to attack. Now let's just say, for example, he's been researching and he just found out, like last month that he wanted a different type of lifestyle. Then you just need to attack the researching. Makes sense.

Okay.

Yeah, that makes sense.

What's. Well, has there been anything, you know, stopping us the past month to not, you know, go ahead and dive into something and you'll get that help?

Mainly just it's about finding the right help and it's also about knowing. Exactly. Because it's a business model, Dev. I'm not really familiar with the new business model as well.

Yeah, absolutely.

So rather, it'd be great to have that. The right mentorship where it will tell you how to set up the business, how to find the clients. That means, like, it's set up a process Thing like that.

Okay.

So it's like right now I need to redirect his thinking.

Okay.

You asked him, hey, what's prevented us from actually diving in and getting the help?

And.

And then what is he focusing on right now? It's about getting the right help. I don't know. All these different things.

Yeah.

I was like, hey, man, I can appreciate, like, we don't know these things. Like, that's why we're looking for help. What I'm trying to understand is what's prevented you in the past month after researching, of diving in and actually getting that help so you know these things.

Right.

And he's like, oh, I just want to make sure, like, whatever I do, it's like the right thing for me. It's like, I know. I get it, man. Can it, can I share perspective on that? Because it sounds like we're looking for clarity, but at the end of the day, you never know what the weather at the beach is going to be tomorrow until you get there. So what's the only way you're going to know if any of these things you look like looked at is actually going to be the right help for you, specifically?

Yeah.

If you do it right. So what's actually coming up for you internally that's preventing you from diving in and giving any of these things you saw a try. But we get to the real heart of the issue there. So the issue is right now we're kind of letting him waffle and just talk about you're getting on the right point and you're, you're getting closer to it and he's starting to act a bit erratic and now he's moving around. Yeah, just have a bit of tick tock brain or addicted to nicotine. Who knows?

Okay. Yeah, yeah.

But we can't allow that to get us off of the point.

Yeah, yeah, that's the main. There's a lot of behind the scenes for it. So, I mean, like, I feel like the process will be a lot more better. I can avoid making so many mistakes with the right mentorship.

Yeah, right. Okay.

Yeah, I see what we're getting at. And so we've been researching.

Hey, man, you going anywhere? Like, we still get to chat.

Yeah.

And it's like you're not butthurt about it. It's like, hey, man, I really appreciate if all the people I talk to sit down. It's like, hey, man, you going to somewhere Still. Still good.

Yeah, yeah.

Like you kind of just say it like nothing's ever an issue. Just make A joke out of it. At least call it out. And.

But he.

But understand, just listening to him, what he said was nonsensical. You're like, hey, what's preventing you from getting help rather than just researching? He's just like, well, I don't know all these things, so I've just been researching about the right help. It's like, that's what I asked you. Like, why didn't you. Why don't you just do something yet? Yeah, I understand. You don't know these things. That's the point.

Searching to find the right mentorship for the past month. Have we. How long have we been trying to, I guess, get this AI agency started? The past month or longer than that?

Probably just around. Probably two months.

I'd say probably two months.

Okay, so first month was just about researching and then just finding mentorship and everything.

Okay, I see something that's coming to mind for me, man. I know you were saying you haven't felt financially free the past year, so has there anything that's specifically changed in the past, like, month or two rather than.

Okay, so it sounds like. Like we're searching for something.

Okay.

Like, right now.

And.

And again, we got on the issue, but if we. If right now we just seem like we're searching for something, it might not get the best result. I get where you're going, but we just sound a little bit too. Like we're just searching for something.

Yeah.

And by searching for something, like how.

Like you're trying to do something to him.

Ah, okay.

Okay. All right.

You know, actually going out, getting that help a year ago.

No, not really.

No.

I always just wanted money, essentially.

Okay. Yeah. Okay.

So I guess, like. Okay, I guess, you know, what's coming to mind for me is, you know, what's prevented us from trying to, I guess, you know, get help a year ago or, like, trying to be in research month a year ago, and now we're in research month. Does that make sense?

A year ago? I mean, I didn't even know about it.

Right.

Yeah, no, I can. I can understand that. Is it okay with you if I share perspective? So I guess, like, you know, we've been financially free or stuck for, you know, the past year ultimately, like, if we've been financially stuck for the past year, I guess, like, whose responsibility would it be to, I guess, like, go out there and actually, you know, find that solution?

Oh, definitely my responsibility. 100%.

Yeah.

I guess, like, what I'm trying to ask is, like, what's.

You just got to be More confident with it.

Mm.

Like that's the thing that like dude landed.

Yeah.

It's 100 my responsibility. So what's prevented you, man?

Right.

We seem a little bit too unsure and timid, so it's less likely he's gonna fall into our frame.

Ah, okay.

That's the issue, like what you're saying right now. It's like, yes, you do seem like you're searching a bit, but you still got to the point that I had mentioned earlier. It just took us a while to get there.

Yeah.

So that that's what's causing this call to go quite a bit longer because like we should at least be like in future pace right now, if not like wrapping it up and back to like transition to presentation.

Yeah.

Like around this time.

Okay.

So it's like it's taken us longer to get there, which is fine as long as we still get there. But you need to be a bit more certain in the way that you're asking these questions or these people are. They're gonna push up against your frame just like subconsciously because you seem uncertain about what you're asking.

Right, yeah, that makes sense.

I guess. Prevented us from, you know, taking complete responsibility and trying to find something a year ago rather than like now.

I mean I was definitely looking at things a year ago. I did try drop shipping. I've tried other things as well.

Ah, I see.

Yeah.

Okay.

So I have tried other things.

Okay, I see.

So it's not just that this is. There's a lot of other things.

Did you get like actual hands on help, like coaching with any of those things or did you just like go out and. And just try it on your own like you did with the AI? Okay, so what's preventing you from getting like actual hands on help with any of these business models in the past year? That's what's going to get to the root of it.

Yeah, I see that I've tried and.

For me, I've always tried things, but for me is like it's about having the right business model. And I've tried that in the sense like I've been really. Even when I tried drop shipping things like that was like never bought. Like there was no like what. You know what I mean? Like didn't, there was no. Didn't hop on a call like that or like didn't do anything like that.

Right. So he's just dabbling in all this different shit, not actually getting any hands on help, not actually getting any advanced training, he's not getting any results so we just need to connect them. What's preventing you in the past year of really getting any hands on help with any of these business models that you've been trying? I was like, oh, I don't know if any of them would work. Well, what's the only way you're going to know if any of them would work? You do it.

Right.

So like, like, be real with me, man, because again, I want to see you winning, I'm on your team. But what, what's actually coming up for you internally that's preventing you from taking a leap and trying any of these different things, Any of these business models getting any hands on help? Oh, this, this self doubt, you know, whatever it be, who knows?

Okay.

But there, there's something that is a belief that he's holding on to that has prevented him from the past year of actually doing something.

Okay.

So we just need to get to.

The root of that, which is for the AI agency is the one that I'm actually like seeking mentorship and things like that.

Okay.

And for that we've only been looking into it for the past month.

Yeah, for the, yeah, for just for the agency. Over the last year I've been trying other things as well. Now we're focusing on my work as well.

Okay.

Okay, great. I'm clear on my end now because I was like, like a little, little, just a little worried.

So I just didn't do the AI agency thing because it's like I just didn't know about it.

Yeah, yeah, no, I told you were trying other things, man.

I got it. Yeah, yeah.

I'm not gonna give him that. Like if he had like tried all these other things to the extreme and got help and just like for six months straight was grinding drop shipping and it didn't work. Okay, that's one thing. But he's like, oh, I've never hopped on a call or anything like this or blah, blah, blah. Like he's already told you he didn't take any of it seriously.

Yeah.

So I'm not gonna give it to it. It's like, oh no, it's fine that you didn't take any of it seriously in the past.

It's like, nah, I'm glad you're at least like going out there, you know, trying things rather than just like, oh yeah, just sitting there doing nothing.

Oh no, no, no.

Okay, yeah, good. So I know you. Did you try anything besides your.

And that's when we can make a distinction of. Well, there's a difference between, again, taking a look At a gym, trying it out and going there every single day with the personal trainer and a meal plan and put it in your all. But there's a difference. You need to create that distinction. I can't give this guy too much credit. He's gonna take it. Okay. Cause when we're talking about, like a buying pocket, you have people who are overly confident, him, and then people who are not confident enough. People are not confident enough. Like, give them that little push. Just, hey, man, you. Like, at least you've been trying. Because if you push too hard on those people, like, you're gonna have to hide the razor blades. But the people who are too confident, you need to smack them down. They need to ego check. So, like, that's the issue right now. We're treating him like he's not confident enough. Like, no, he's overly confident. Does it make sense?

Yeah, absolutely.

Drop shipping for me, I've tried to drop shipping on top of that. Like, last year, just started my job as well. So for me, it was a lot of. It was a lot of, like, working towards, like, moving up. It was like a lot of my focus was on that as well.

Okay, I see. Okay, that's clear. Clear on my end.

Okay.

So I guess, like, you know, in order for us to get you to that, like 10k per month, minimum, as quickly as possible, what is it that you're looking for in a mentorship, like.

In the mentorship processes?

Now, this is something that we. The information, like, we already got at the very beginning.

Right. Okay.

It doesn't hurt the conversation, but in my head, it's a wasted question. But again, it doesn't hurt the conversation.

Basically, like, I already have someone to build the software for me. It's just on. On like, I just don't know when. On what particular niche will be good. On how to find the right clients, on how to sign clients. I have a certain two. I have two sectors that I'm already thinking about pursuing. But the only issue is on how to. How to find these clients. I don't really have too much experience in other industries except the sales industry. So it's like, if I'm delving into that, it's just on how. It's just on just if someone. Because obviously I know I can do it myself if I want to, and I know it's possible, but the thing is, I'd rather have. It would be a lot more easier, possibly a lot more quicker with someone who's had that experience already.

You see how that belief. Oh, I know. I could do it myself. It's possible I would want to again, hedge against that. Now he is saying, oh, I want somebody else's experience. So he is talking himself out of it. But just to say, like we're talking about before, the next best thing for this guy is him just doing it all on his own. So that why before asking a more direct question would have been better.

Yeah.

And so help me so much. Some people with mistakes, let me say.

I really, it's really refreshing to, you know, hear someone that understands the value of a mentorship. Yeah, it is. It is. It is refreshing, man.

Yeah.

Thank you for sharing that with me, Harold.

Yeah.

So h, I know you're saying I want to get clear on, you know.

If we are going to do that, like, let's just use it a little bit more. It's like, dude, it's really refreshing talking to somebody who actually understands, like the power of like a mentorship. Because you'd be surprised of how many people just think they can do it out on their own and just spin their wheels for years and never get anywhere. So kudos for you, man.

Yeah.

So it's like we reward and then we demonize the action or the belief we don't want.

Okay, I know you're saying you have AI developer. Tell me a bit about that.

The AI developer is one of my mates back in India and he, me and him used to.

Are you Indian?

Yeah, I'm half Indian.

Why are we talking about this right now? I don't know. I was just like, let me be like, friendly and I was like.

Talk.

To all your Indian brothers, bro.

Yeah, bro.

Like hell. I, I actually, no, I can't say that. I can't say that.

But like, like, this doesn't help you.

Yeah.

Asking about the, the software guy and then asking about him being like, it doesn't help us. This is all interesting information. Stop information if you really do want to know this stuff. Because, like, sometimes, like, you actually connect with the people you sell. After you take his card info, you Indian, it's like, oh, yeah, dude.

Right?

Okay, you do that. That's fine. After you take the card information because you don't want to be in like, friend zone.

Yeah.

Now he doesn't listen to you or accept like, your authority because we put ourselves in like, oh, like, I'm a friend.

Yeah, I see.

Oh, nice, bro.

Yeah. What about you?

If you can't tell by my name, I'm as Indian as very American.

You never know.

But it could be a Bangladeshi, it.

Could be A yeah, that is fair. Can't assume Nowadays it's 2025.

Exactly. But I mean they're all the same, so.

I mean.

Yeah, no, it's all the same, bro. Wait, I'm technically half Pakistani.

There we go.

Yeah.

But my dad, my dad's just like. Yeah, no, I'm Indian, so.

Any.

Anyways, yeah. So you're. It's one of your buddies out in India being your AI developer, right?

Yeah.

Yeah.

And yeah.

So he's already done his course now he's. He's really well mastered in IT and all the workflows and things like that. So it's for me is that I'm going to get him to. He can. I just need to find the right thing for him to build and he just needs to know what to build and how I can build. And as soon as I get that, all I need to do is get it out here in New Zealand.

Okay.

Okay, I see. And we can definitely, you know, give you extra support in that area. Like we have a whole team of, you know, I'll get into what we actually do here in just a second. But like you'll be getting a client success coach like by your side. We have a team of people, over 20 people on the back end.

Like none of you can help you.

You know, build out all the AI tools as well as like the focus.

Is on us right now, which just naturally is going to open us up to him just putting the more focus on us. So we kind of deviated, started talking about like, you know, being from India as friend and then now we're just putting the focus on us.

Yeah.

Well, it's like, oh, well, how much does it cost or what is it all about? It just leads to that. It makes sense.

Yeah.

Was the business side of things. So you're not. You don't just need to be like, are you like a two man team? But yeah, so I guess like.

Okay, okay, okay.

So you know, you getting 10k per month, is that just for you or it's for both you and your friend?

It's gonna be just for me.

Okay.

So how much are we looking to do in the business total for you and your friend?

For me and my friend.

Business partner, I should say.

I mean, I'm fully decided we'll be a businessman. Is that I'm gonna probably get him to make this offer and I'll just buy it.

Awesome.

I see.

Okay.

I'll probably just do that. Or maybe I could do a recurring model where he probably gets a small percentage of the recurring enemy.

Yeah.

Definitely figuring everything out for you, man.

Yeah.

So we have to just still need to be figured out if. If the recurring revenue on that is good or not. If it's. If it's good recurring revenue, then I can definitely give it a percentage.

You never know. Yeah.

100%.

Okay.

That makes sense.

Yeah.

You seem like a very process driven person, Harold.

I try to be.

Yeah.

I appreciate it. Especially like, you know, it's always got to be a good balance. Yeah, dude. So you getting to that, you know, 10k per month, like actually being able.

To feel financially free, like a process individually.

No, I was not really. I was just trying to like affirm him, I guess, but that's not what I'm supposed to do with that guy.

Well, once we start getting into the future pace and stuff.

Okay.

Start to get him into dream, we can start talking about like, oh, like that's amazing. Different things along those lines. We just got to. If we are going to do these things, it just has to be for a reason.

Yeah.

Like that doesn't hurt you right there. Like in my head it's not needed, but it doesn't hurt you. Like, that's fine.

Yeah.

What we did earlier probably hurt us a little bit.

Yeah.

So you just got to see like that right there doesn't hurt us. It's fine.

Yeah.

I don't think he's process oriented. And if you, if you say things that you don't believe, then I. People in the moment, like, tell, like it might not be genuine.

Right.

But in the moment, if you felt like he's processed, driven, like, I don't.

Know, in the moment I was like.

A bit more remote, no money and being able to, you know, do this AI agency that's. It's just a vehicle at the end of the day.

Right.

So us getting to that 10k per month, you know, what does that actually do for you?

I mean, for me, that would help, like, help me say the main point is if I'm like taking time off, like, that would make me help. Probably make me like take time off work, work less, spend more time with my family, go out on holidays, like, things like that.

Okay, I see. Okay. So right now we're not able to spend as much time with our family and go on holiday as we'd like.

No.

And I want to buy my first house in the next three years.

Anything else, man?

Yes, sir. Okay.

And is 10k per month, you know.

The humble goal, like that's like, that's the least, minimum.

Okay.

So Typically I'm. If we're going to expand the goal, which for this guy probably should, or at least clarify, and that if it's USD or New Zealand, because if he's already making 100k, then 10k per month is like. Let's just say he's just making 100 because he said six figures. Anytime anybody says they're making six figures, yeah, they're making like 100k a month per year.

They're.

They're not making that much. So he's making like 8k or so per month. So that's like two extra thousand. So it's really not that much. So I'd want to expand before I ask, like, hey, what does that do for you? Or what difference does it make? I want to expand first. Okay, so you've been able to get to 20,000 month. Like, what difference does that actually make for you? Then you're going to get better tangible answers than the answers you got right there. Which again, the answers you got right there weren't bad. Like, oh, spend more time with family, go on vacation, buy a house.

Right.

I just want to expand on that. Oh, buy a house. Why buy a house? Is there any specific place like you're looking to. To buy any type of bedrooms? Like, what type of color are you looking for? Do you know what houses like that was run for? And are you somebody who wants to, you know, put 20 down and then have a ton of debt, or are you wanting to put like 30, 40 down? I always frame it like that to get them to say they want to put more down.

Right.

They're like, oh, like, I want to put more down. What will you say, like 35%.

Okay.

Okay. So we need to have like 200k saved up to do that. That sound right? How much do we have saved up right now?

Oh, okay.

So we got a long way to go. That's fine, man. But you've been able to to buy the house and like, you know, take care of your family, spend time with your family or whatever. Like, what does that do for you personally?

All right.

But you'll get better answers if you expand the goal first and then ask what it does for them.

That's what I like to hear. What's the real goal, man?

I mean, the real goal is it's like seven, seven, eight things. That's the goal.

Yeah.

Let's say in the next six to.

12, I want to do this in New Zealand, and obviously I'm able to get it big in New Zealand. Now I'm Definitely gonna take it up.

So anytime they say this crazy number, like, fucking eight figures. Yeah, we definitely do have clients that hit that, but it doesn't happen overnight. Let's say in the next six to 12 months, where are you looking to be?

Okay, okay.

You just shorten the time frame. And if they're like, oh, six to 12 months, like, oh, like seven figures. Well, okay, well, what about in the next three months? 20k. Fantastic. Kind of want to get them in a sweet spot of like 2-5x what they're currently making. Because depending, right, there's always exceptions, but depending if it's that far out. Like, this guy doesn't know what it feels like, what it looks like, or what his life would even be like. Him making eight figures a year, he has no frame of reference, right? You're adding like two zeros to, like, what he makes every year.

It's just like, oh, bigger number.

I like, yeah, he doesn't even know. Like, I don't even know what I'd do making like eight figures a year. I'm a lot fucking closer to this guy. You know what I mean? But it's so far away. So you want to get it to where it's double, triple, maybe like 5x in the most in my head is he probably understands what he would do with, like, 300k a year. He under. Like, he knows exactly what he'd do with like, three times the amount of money he's making right now, because it's real. But eight figures, it's not real.

Australia. Because my goal, I think the market is a lot bigger in Australia as well.

Where does that drive come from? Man, I can't say everyone wants to actually hit 78 figs.

I mean, the dodge just comes. I mean, I'm not really sure.

I just.

I just don't want to be like my parents working till 50, 60 years old.

Just.

Yeah, it's not really what I want to do.

Okay, so the drive to get to 7, 8 figs, have more freedom, become wealthy is because you saw your parents still working at 30, 60 years old.

Yeah, yeah, that's part of this.

Part of it, yeah. But that's.

That's not. The main reason for me is like, I just. I just want to meet them. I don't really have a reason. I just think, why not? Why would you want to live a pathetic life? But if you can do this, the.

Reason I ask in the first place, man, is like, no, I'm really trying to get clear on two things. And the analogy like, all I like to give is if you put someone on 100 meter line and you give them that finish line to run towards that, that goal, the gold medal, they'll run pretty fast, Right? But they'll run even faster if you put a piece of meat on their back and have a tiger chasing them.

Right.

So you ask me if I'm more driven to pain or if I'm driven to pleasure.

Well, it's the most successful people are running away from something and running towards something. So I'm trying to get clear on both. You're more so running towards, but it's.

Like we need to have both.

Okay. Yeah.

And what are we running towards? Obviously 7, 8 figs. Spending more time with the family, going on holiday, buying your own house in the next three years.

Anything else that's, that's mainly a phenomenon.

Okay, okay.

But it's like we just need more tangibles, more actual reasons why. Why a house, why vacation? How much would that house cost? 3 years is a more definite timeline.

Right.

Why are we giving ourselves three years? Do you feel like if you really push the, you know, pedal to metal, we could do it in two?

Ah, right.

So it's like you can try to start to condense time frames when you're talking about like, oh, like I want to buy a house in three years. Like, again, this guy seems fairly young. Is it pretty safe to say he doesn't know what that's going to cost him? Exactly.

Yeah, probably.

Probably pretty safe to say. So it's like I want to do the math. Like, okay, like where? I'm pretty sure houses in New Zealand. Especially like in Australia, if that's where he's wanting to live. If he's like in Sydney, like those fucking houses in Australian dollars, like millions.

Yeah, right.

So it's like, okay, then you. It's like, okay, how much are you looking to put down? Are we looking to, you know, put 20 down and like just take out a bunch of debt or do something more like 30, 40%.

Right. Okay.

Oh, like put more. Okay, let's say like 35%. So if we're like 1.2 million, right. And we need to. We'll put down 35%. Okay, so we need 420,000 like saved up to do that. Does that number look right? Okay, how close are we to that right now? How much do we have in savings? Dude, I got like 20. Yeah, we got a little ways to go, man. No, that's fine. And you just move on. But, but you've been able to do that. Or typically, what you should do is, like, okay, so in order to get there in, like, two years, 24 months, okay, we need to at least be making 17. 5 per month. Right. You can expand the goal that way, but that's before taxes, Right, Right. And they go, yeah. I'm like, okay, so really, we need to be making closer to 25:30. Does that sound right?

Yeah. Okay, cool, man.

Like, just that alone, just being able to make his goals real, condense the time frame, raises what he needs to be making. It's much more tangible. It's much more real.

All right.

Because, like, all this right now, Wow. I don't know, man. I just have a drive to make eight figures. Like, who the doesn't want to make eight figures?

Yeah, yeah.

It's like, it's not real.

And, you know, for us to run as fast as possible, we got to get clear on what that tiger is. You know, even though it might not be the main driver, we're still gonna run faster because of it. You get what I mean? So from my point of view, part of what that tiger is is seeing your parents working till they're 56 years.

I tell them.

Right?

Just ask him, so, what's your tiger, man?

Ah, yeah.

What happens if nothing changes? Another year goes by and we're stuck in the same job we're in right now?

Yeah.

Just ask. Now, for younger guys, you want to condense the time frame as much as possible, because here's the thing. How old are you?

21.

21. If I told you, hey, in 40, at 40, if you don't change, it's gonna suck. Do you care? No, man, not really. But if I'm like, hey, man, like, let's not talk about 40. If you wake up tomorrow and you look in the mirror knowing you're not on the right path taking those steps you need to be taking, how is that gonna feel? You're gonna be like, dude, it's gonna feel like shit. So let's not talk about when you're 40. Let's talk about how you're gonna feel tomorrow being stuck in this job, not taking the steps you need to take. That's a much realer answer.

Yeah.

So for younger people, you have to condense time frames.

Years old and not wanting to end up with them.

Yeah, I guess.

Is there anything else to that?

Yeah, no, that's pretty much it. Mainly. Yeah, that's pretty much it.

Okay.

And, dude, like, the tough question I have to ask you, like, you know, consequence. Consequence question. Just, like, how Likely. Is it with what we're doing right now in the next, like, three, six, 12 months that we'll actually be able to, you know, get to the seven, eight figures, buy that house, spend more time with your family and go on. That's very unlikely.

Very unlikely.

Yeah.

So, and I guess, like. Like, what happens if, you know, nothing actually changes?

Huh?

All good.

Yeah.

I mean, dude, like, what happened?

Like, so it's good that you. Again, you ask the questions in the right way. Like here, now, again, what we're attaching to, like, the seven, eight figures, again, it's so ambiguous.

Yeah.

So that's a bit of the issue here. We just need to be a bit more specific with these questions.

Yeah, I see. But that's good.

But we assumed a little bit before. Now we're actually asking the question. Let's just take out the assumption, like, there was no need for that.

I said nothing actually changes.

If nothing actually changes, then, I mean, I can't really do much because I got to keep trying. So it's always going to be.

Yeah, yeah.

I'm not like, I'm not questioning your willingness or anything. Like, that's not. That's not what I'm questioning at all. Like, I want us to get clear on if we don't, like, change anything, what actually happens?

Who's.

We don't change anything. Sorry, what do you mean by that question?

We?

By we, you mean me or by you thing changes, then you've got to have no choice. I'm not going to keep trying to find something. There's always going to be something and I'm going to do it.

Yeah, okay, you need to smack the fuck out of this, dude. Okay, so it's like if you did use the analogy of the tiger in the imagery, just use it. What's your tiger, man? What happens if you don't do anything about this? So that way it clicks a little bit easier in their head. It's like, oh, well, like, if he's. If he gives that same answer, like, oh, well, there's always going to be something like, I'll just keep trying. I'll do something. Was like, well, hey, man, we haven't been able to do anything the past few years, so I appreciate you're going to want to keep on trying, but we have to live in reality right now. What happens if these next two years are the exact same as these past few years? Be real with me to reality check. But just understand, if you check this behavior much earlier on in the call, you don't have to do. You don't have to be as direct right here because you're not going to run into it as just be like since it was earlier on in the call, we just didn't address it. Didn't address it. Didn't address it. He gets more and more confident acting like a, you know, dick, basically.

Yeah.

You know what I'm saying? So when he is more confident in it, then we have to do more and more things to try to break out of the pattern. That's the issue here. But if we do get into this spot, understand you, you gotta break the pattern.

Yeah. All right. Okay, cool.

Let's go ahead. We can skip the presentation.

Yeah.

Don't have any company info in there.

Okay. Right.

No, Great question, man. I can definitely appreciate that. I guess like for you, do you think it will actually work?

I mean for me it's like if I have the right mentorship, I know it's definitely going to work, but for me it's just the likelihood. For example, like if I'm giving like 10k and I just said I don't get the support that I need or I don't get the help that I require, then, then in my head, I mean, it's not a small amount of money. So in New Zealand, New Zealand dollars, probably around $11,000.

So it's.

It's not a small amount of money. So it's like for me, what's the likelihood that if I'm giving such a large, large sum of money that it's not.

What is your drop price? Did you drop price around here?

Yeah, I think it's like not far.

So there are a couple things that come to mind right now. Okay, yeah, agency, 9K USD. Let me do the conversion rate for that.

I don't know what the hell was happening. It was just not doing the conversion for the New Zealand dollar. So I was like tweaking.

So what's the 9k USD for?

No, that's for the mentorship and the course information and yeah, the next step from here.

Did you tie off the value before you drop the price?

Yeah. Okay.

Pretty basic methods, everything. We compare the investment, you know, getting you onboarded, getting you that client success manager and you know, getting you rock and rolling to go ahead and start this AI agency.

Right, right.

So that's the Nike is just for the mentorship and the calls and everything.

Yeah. For the next 12 months. And then the overhead cost itself about 400, 500 pounds.

Right.

So I mean, so what is the likelihood that. Let's Just actually buy this thing. What's the likelihood that it's actually going to be beneficial? And that will make it. Will make it successful, right?

No, great question, man. I can definitely appreciate that. Um, I guess, like, for you, do you think it will actually work?

Okay, so that right there, the likelihood that we're going to get a good answer is very low. If he's like, hey, man, like, what's the likelihood that this is going to work for me? It's like, okay, right now, what is he doing? He's putting the focus on us. What do we need to do? We need to put the focus back on him. So it's like, well, man, it's really just going to depend on you coming in and you putting in the work. Because, again, it's worked for thousands of people before you. It's going to work for people after you. Like, what we really need to focus on. Are you going to come into work? Do you feel like you do that? It's like, hey, man, like, that's not in question. We know this shit works. I don't know if you work, bro. It's like, oh, yeah, like, I'll definitely come in, like, and I'll put in the work. So if you come in and you put in the work and it's work for, you know, hundreds of others, is there any particular reason why you feel like it wouldn't work for you? No, it's not that. It's just this or this, that or he might tell you a real thing. When it comes to the value, who knows? But I'm not falling into the frame. And if you ask that, it's like, hey, do you feel like it would actually work for you after he just said, hey, what's the likelihood it's going to work for me? We're probably not going to get a good answer. You're saying, yeah, okay, so just for.

Me, it's like, if I have the right maturation, I know it's definitely going to work. But for me, it's just the likelihood. For example, like, if I'm giving, like 10k and I don't get the support that I need or I don't get the help that I require, then. Then in my head, I mean, it's not. It's not a small amount of money.

So.

We'Re $11,000.

So it's.

It's not a small amount of money for me. What's the likelihood that if I give a large sum of money, that it's not. It's going to be good? It's actually going to work out well.

So there are a couple of things that come to mind right now. Um, the first thing is that, you know, I'll say, like, it's really up to you to make it work.

Right.

Like, we do have a 99% success student rate with over 400 students. So the only reason that it wouldn't work is someone quits. But you're not a quitter.

Interesting to me. So what, what if, what if there's a pricing model where I give you 50% first and I'll pay the rest after it's done?

Okay. So it's like, right there. We probably just need to be more pointed. So if it's worked for all those students, is there any particular reason why you feel like it want to work for you?

Right. Yeah.

Okay, so just we, we get. We flush it out completely.

Yeah.

And you did address it. And now he's like, he's, he's. Now he's trying to haggle a little.

Yeah.

If it doesn't work, then I'll still pay it off.

Right.

So it's really just about commitment. I mean, a good question. I totally understand.

It's not a good question. Right. It's like, I'm not going to tell them. It's a good question. I mean, I guess I don't know why we would do that if all the other clients who got all the results that we're looking for just paid up front for it. So is there any reason why, like, we would do that if, like, all the other clients just pay up front to get the results? Damn. Yeah, just like. Yeah, like, I'm not sure why we would do that.

Yeah.