I made $60k/m as a closer. I answer questions on how to make more money in sales

Yo, what's going on?

How you doing dude?

Today I hit my first like 50k. Sorry, 50 close rate. So that's amazing dude. Then it would be like my first 5k in commission. It's like my goal is to hit 7k this month because last month was a little bit lower. So I'm going full helm. But my question is this.

So how.

Do I know which when to do like when to focus more on the problem, when to focus more on the consequence or like more solution awareness questions? Because I noticed with some people that are more like solution aware that they've tried different things but they're just looking for a really good solution. You don't really need to just go like really ham into the actual consequence but more figure out okay this, what is the problem, what do they. That's the thing. It's like I can overcome it. It's just a question of like when should I focus more on one part or like I can't now it's becoming more of a feeling.

Yeah.

So the ones that are actively out there like looking for solutions then I do like a mini consequence but it usually just comes in the conversation. But it's just like how can I find them the exact solution that they need? Which I ask a lot about the criteria. Like I just had a call and she gave me like a ten step criteria of like okay, this is the exact thing I needed. Pitch it exactly that. And yeah, but looking for different options.

So I.

Well you'll get some people who hop on or just like write more into the buying pocket. It's just going to be a little bit of a feeling but I would be careful of being lulled to sleep with some of those guys because again they're going to tell you like they're going to try to act very logical about it.

Tracker she. Okay, sweet.

Okay. So I've taken 22 live calls.

And.

Then I've closed 10 and taken two deposits.

Okay.

So like right now we're closing like 45% so again we can take a look at those 12 that why didn't they close? And we can try to get better at that. And if it is where you feel like there is a disconnect and like your guys conversations like how do we address to make sure there isn't that disconnect. Oftentimes what happens is typically you're good at really connecting with a certain type of prospect with the but another type of prospect it's not really connecting. So therefore you don't feel like you can go deeper and if you do try, just because the connection is not there, you get pushback, right? Yeah, that's my weakness. And I would say as well, man, if you are, we're 17 days into January. Is there any way that we can get the number of people you actually talk to up?

So I'm doing a lot of outbound dialing now.

Like I. Yep.

Oh man, like today I've done. Let me check this. 165 dials. Okay, I've spoken to.

Let me see.

So that is.

Okay, so 2, 3, 5, 7, 10, 13, 14.

Yeah, 14.

Talk to 14 people. How many did you set?

None. There's just a lot of people that don't really have the money.

Yeah.

Okay, so how hard are you qualifying people to actually get on a sales call?

Well, super.

Like why?

Well, to make sure that they can actually afford the program.

Why?

Why am I doing it?

Yeah.

Do you like money?

Yeah.

Okay, so the number one way you're going to make more money is just to take more sales calls, even if they aren't as qualified. Number one, where in the western world do people can they find the money? They have access to credit. Do you have access to all these different things? Now again, if you're on a setting call and you're asking like, hey bro, are you willing to put this all in a credit card where they don't really know like and trust you, you haven't built out the pain, like that's a tough ask. You get what I'm saying? Also as well the reliability of that answer on a setting call when again you haven't built out the pain, they haven't been indoctrinated as much, again it's going to be lower just overall. So when we talk about like, man, if right now you've taken 22 sales calls, we're taking 11. 11 sales calls a week. It's 11 hours work for a week. Like it's a part time job, you know what I'm saying? Okay, so if like we're talking to, and I'm not saying like, hey man, like start booking homeless people, right? But if they're at least making some money, they probably got access to credit or they can get the money together. Maybe they close next week or next month, it's fine.

Right?

But it's like what else are you doing with your time like that, that's the big one. I, I would ask is if we only have like are booking 11 slots each week, like what would be the downside of you doubling it? Number one, like those are going to close at a lower clip. They just are. Like maybe of those people that you're booking with no money, you close 10% of them, that's one more sale a week. You just make more money, right. Also you'll get better at sales doing that. Cause you gotta learn how to sell broke people. You get what I'm saying? And so when you take a look and really biggest thing is, man, if you have the calendar space don't really qualify as far as money. If you want more money, if you want to make more sales, just take more sales calls. And some of those people aren't going to come through and that's fine. But I'll tell you, if you get good, you'll close 30% of those guys. They'll find the money, they'll close next week, they'll get credit, they'll sell their car. You get what I'm saying?

Because yeah, and like our qualification process, basically it's like, hey, do they have, if they don't have any cash available, do they have the credit available? Do they have 300amonth? Like that's the absolute minimum. Because there's a guaranteed approved funding that we're working with. No matter what the credit score is, they can still it if they make.

Like 300 bucks a month.

If they can invest 300amonth.

Yeah, yeah.

So if they have a job like they should be qualified.

The problem is, is that if they track your sheet.

Sweet.

Okay, so I've taken 22 live calls and then I've closed 10 and taken two deposits.

Okay.

So like right now we're closing like 45%. So again we can take a look at those 12 that why didn't they close? And we can try to get better at that. And if it is where you feel like there is a disconnect and like your guys conversations like how do we address to make sure there isn't that disconnect. Oftentimes what happens is typically you're good at really connecting with a certain type of prospect. With the. But another type of prospect, it's not really connecting. So therefore you don't feel like you can go deeper. And if you do try, just because the connection's not there, you get pushback, right?

Yeah, that's my weakness.

And I would say as well, man, if you are, we're 17 days into January, Is there any way that we can get the number of people you actually talk to up?

So I'm doing a lot of outbound dialing now. Like I said, man, like today I'VE done. Let me check this. 165 dials. Okay, I've spoken to.

Let me see.

So that is.

Okay, so 2, 3, 5, 7, 10, 13, 14.

Yeah, 14.

Talk to 14 people. How many did you set?

None. There's just a lot of people that don't really have the money.

Yeah.

Okay, so how hard are you qualifying people to actually get on a sales call?

Well, super.

Like why?

Well, to make sure that they can actually afford the program.

Why?

Why am I doing it?

Yeah.

Do you like money?

Yeah.

Okay, so the number one way you're going to make more money is just to take more sales calls, even if they aren't as qualified. Number one, we're in the western world. Do people, can they find the money? They have access to credit. Do you have access to all these different things? Now again, if you're on a setting call and you're asking like, hey bro, are you willing to put this all on a credit card? When they don't really know like and trust you, you haven't built out the pain. Like that's a tough. You get what I'm saying? Also as well the reliability of that answer on a setting call when again you haven't built out the pain, they haven't been indoctrinated as much. Again, it's going to be lower just overall. So when we talk about like, man, if right now you've taken 22 sales calls, we're taking 11. 11 sales calls a week. It's 11 hours work for a week. Like it's a part time job, you know what I'm saying? Okay, so if like we're talking to, and I'm not saying like, hey man, like start booking homeless people, right? But if they're at least making some money, they probably got access to credit or they can get the money together. Maybe they close next week or next month, it's fine, right? But it's like what else are you doing with your time like that? That's the big one. I, I would ask is if we only have like, are booking 11 slots each week, like what would be the downside of you doubling it? Number one, like those are going to close at a lower clip. They just are. Like maybe of those people that you're booking with no money, you close 10% of them. That's one more sale a week. You just make more money, right? Also you'll get better at sales doing that because you got to learn how to sell broke people, you know what I'm saying? And so when you take a Look, and really biggest thing is, man, if you have the calendar space don't really qualify as far as money. If you want more money, if you want to make more sales, just take more sales calls and some of those people aren't going to come through and that's fine. But I'll tell you, if you get good, you'll close 30% of those guys. They'll find the money, they'll close next week, they'll get credit, they'll sell their fucking car. You get what I'm saying?

Because, yeah, and like our qualification process, basically it's like, hey, do they have, if they don't have any cash available, do they have the credit available? Do they have 300amonth? Like, that's the absolute minimum. Because there's a guaranteed approved funding that we're working with. No matter what the credit score is, they can still afford it if they.

Make like 300 bucks a month.

If they can invest 300amonth.

Yeah, yeah.

So if they have a job, like, they should be qualified.

The problem is, is that if they don't pay it, then it like the, there's a back pay. So like we lose, we lose the commission if they can't afford it the next month for like five days or so.

Yeah, well, it's like, well, dude, if you don't take the call, you get no commission regardless. There's not even a chance to. You get back pay. Like, they get the charge back. You get what I'm saying?

Right?

I get you.

Okay.

You know what I mean? So it's like if they have a job, it sounds like they're pretty qualified. If you do have, hey, everyone gets qualified. Do you get what I'm saying now again, if they have a job and they're like, really? When we're talking about qualification, the only thing you should be qualifying on is just their intent. Like, is this something they're actually wanting to look into or that it's kind of around? And if they're like, they have a problem you can solve and they have intent to actually look at solving that problem and have a job, like, dude, that's a qualified lead. Sell that person. Why wouldn't you sell that person? Is the better question.

Yeah, so here's what I'm thinking about. I'm always open to feedback, but if I do have somebody on the calendar and then the setters find someone better, then should I just set them? Like, then it would kind of take the calendar space. So should I, for example, set how.

Many, how many, how many closers do you guys have?

Just me and the sales manager.

Okay. So in his sales manager, taking a ton of calls.

Like three, four a day.

Like three or four a day. And you're taking like, what, two a day? It's weird. Not the point. But like, you can mark them free or they can just find another slot that fits into their schedule, but it's really whatever, man. But it's like, I would say like, as a salesperson, you should probably be selling eight to nine hours a day. Like this. This is what you do. You get what I'm saying? It shouldn't be like a two, three hour thing. Again, if you want to make the most money as possible as a salesperson, just take more sales calls.

Yeah. Okay.

And then in your free time, follow up with people, hit up your no shows and ask everyone for referrals and then upsell people because, like, there's no way that you talk to 14 people in a day that like were interested in your shit and not one of them could have been a sale. The likelihood that that actually being true is close to zero.

All right. Yep. Okay. Okay.

Do you want to make more money?

Yeah. Okay.

Talk to more people. Sell them your shit.

All right.

Does that help?

Yeah, it's very good.

It's neat sometimes somebody to beat my ass.

So it's good.

I like it.

It's good, bro.

Okay, cool.

All right, Hunter, let me go ahead. Let me pull you up here, man. Howdy.

Howdy, dude.

Hey, Christian, can you hear me?

Yeah, I can hear you, man.

Well, you've probably gone over this before, but I'm starting on a new offer and I'm pretty new and the offer is kind of new. They used to sell like enterprise, but now they're doing like a done for you cold calling for realtors. And so we're going to be having ISAs book us in appointments and then we're also going to have cold SMS that we will be sending out. And so for the discovery on those cold sms, they're just going to respond like, yes, we're interested. We're going to send out. Are you Interested in getting 20 to 30 new seller leads, whatever it is the offer and they're responding back? Yes. How deep do I go? Because I'll be setting it pretty much for. For myself to close. So how deep do you go on discovery? You know, you go to pain, you go to problem awareness. Like, how deep do you go? And then when you get on that sales call, like, how do you transition? You know, what steps do you go to on that sales call.

Some of it is just going to be personal preference. So it sounds like your marketing mechanism is very much just like broad, like anybody, right? So just understand like your job on the front end as a salesperson is to disqualify people who make no sense. Okay. So you can either do that over text or you can just straight up call these people if you have the time. That's what I would do if I had the time. I'll just straight up call them. And then that way they talk to normal like they talk to an actual human being. And then before they actually hop on the real sales call, like I'm going to send them over something to indoctrinate them to some degree, like let them know more about what you guys do, how you've helped other people so they don't just come on. And there's absolutely no trust Bill. So that's, that's step number one is the, the purpose of that would be to just make sure they're qualified. And I'm sure you got a setting process to the best of your ability. So that way when you hop on the sales call, like they are at least to some degree they know who you are and there is some level of trust built. Because I will tell you, just realtors, they are marketed to quite a bit just in general and they tend to be a lot more closed off, higher ego.

Okay.

So you just got to be good at being able to actually pull out real problems with these people and then being able to then, you know, get them to trust you and then actually.

You know, close them.

On the closing call when you're on the set, it I would say like open the call, find out what they're like, what they're looking for, what the problem is, understand their situation, dive in a little bit of problem. And then I would qualify whatever your qualifications are.

Okay.

Maybe they gotta be doing this number or this number, whatever it is, qualify them and then, you know, send them over a resource and then you'd book them in.

Okay.

And then something simple like that.

And then when you get on the call, you'll kind of revisit, hey, you were telling me that you're struggling with this. And then kind of start the process through like a normal.

Pretty much. It depends on how far out you've booked. Like if, let's say you book the next day, then it's like typically recap and then go into it. But let's say you book like five days from now. The likelihood that they're going to Remember, anything you guys talked about is close to zero. So you just like, hey, just. I, I read, wrote some notes here. But you know, my wife says I write like a doctor and you can just start from the very top and then just go through it all.

Okay.

Okay, that makes sense.

Yeah. All right, Perfect, dude.

Does that help?

Yes, sir. Thank you.

Okay, perfect, man. All right, awesome. Let me go ahead, let me pull you up your.

Dude. Howdy. Howdy.

What's up, man? So context here is I own a kickboxing based fitness gym and we are selling a six week challenge which includes kind of an additional accountability getting started. And we have our recurring memberships as well. Structure is do an outbound phone call, got them an appointment set. They've came in person to the studio or meeting in person to kind of close and do the full discovery. Everything like that. I'm kind of. The issue I'm running into is I'm just not getting enough emotional buy in to get them to have the urgency to actually pull the trigger. Particularly when I try to put them into Objection. Handling frames, stuff like that, I feel like they just don't hit. Issue is I'm not digging deep into discovery.

Yeah, no, it's totally fine, man. So I would say like, the biggest thing is like once, like, why do people like, what is. Is there a transformation? Are they looking to come, you know, lose weight, like, typically. What is the outcome they're looking for, typically?

To lose weight, to get ahead of health issues.

Okay, so you're dealing with people who are like, you know, typically what, you know, like 20, 30 pounds. And it's like, let's get them to pull the trigger.

Yep. Okay, cool.

So I would just say the biggest thing is when you, when you're not okay, where in the discovery are you diving into, like, why they want to lose the weight, why it's important to them, or how are you going about it currently?

Typically? I'll get to the point. For example, consult I had yesterday, I get to the point where like, she has a wedding in four months, needs to lose like about £20 for the wedding. He's mentioned health issues in her family, stuff like that, but I'm not digging into those health issues. I can't come up with the questions to ask to get the, like, dig into those health issues and like, why is not having those health issues important to her?

Yeah, well, it's like, okay, when you sit and think about it, like, what motivates a person, Right. Try to put yourself again, I'm not a woman, but Put yourself in the mind of this woman where she's a couple months out from her wedding and on the periphery. Like, her friend, like her family has some health issues, like, which is probably going to be most important.

Probably the wedding.

Her wedding. Right. So it's like, we could, like, let's talk about that. Okay, so it's. It's just. You can't accept that answers are obvious. We need to get them to articulate things. So it's like, oh, like, you know, I want to lose 20 pounds. Like, my. I have a wedding coming up in two months. Oh, why. Why are you looking to lose £20 for that? Oh, because I just want to look the. The best of my dress. I mean, some people are totally fine with just the. The weight that they have, you know, going into their wedding. So why would it be important to you to really drop that way and really try to look your best?

Yeah, it's that.

And.

And if you. If you do go to your wedding and. And you look how you're looking right now and you don't look your best, like, how would that feel? And tell me that lady's not buying.

Yeah, right, Right.

So it's like, just don't accept the. Like, things are obvious because, like, to be frank, they're not obvious because how many women go and try to lose 30 pounds right before their wedding? I assume not a majority. So why do you want to be the person who does that? That's interesting. Let's talk about it.

Can we role play that? Can I get, like. Can we roleplay discovery?

Sure.

Probably. Maybe someone to play the prospect. You just chime in. Chime in When I. If I don't get deep enough.

Not.

Running into, like, any brick walls or anything, usually people are pretty open.

It's just. Okay.

Expanding on it.

Okay, cool. KP can be a prospect.

Yeah.

Okay, cool. Is there any type of prospect you'd want him to be?

Honestly, just, you know, pretty. Pretty open with answers. It's really just digging deeper onto that problem. Not, like, for me or anything.

Cool.

You want me to be a woman that's getting ready to get married or.

Like, she's going to a wedding. Maybe, like, she's just going to. But it's not her wedding, but maybe, like, she's going to one.

But you. You deal with guys and stuff too, right?

Yeah. Yeah.

Just say, like, it's yourself. You're 30 pounds overweight. For whatever reason you want to lose weight.

I'm getting married. I gotta get in that dress.

Hell yeah, bro.

All right.

You can start from the top.

So it looks like it looked in maybe for some possible help with. With losing weight. I know we spoke a little bit on the phone, but can you tell me a little bit about where you're at, what you're kind of looking for?

Yeah, well, I'm just, you know, really just trying to like, you know, shed 20 or 30 pounds or so, you know, just kind of get back to my fight and weight. You know, it's been 20 years since I've really worked out, you know, a lot.

20 years?

Yeah, I mean, it's been a while, but, you know, just since. Since high school. But, you know, I've kind of had a somewhat active lifestyle, you know, up until fairly recently. And. And now I found myself, you know, sitting behind a computer all day. So.

Yeah.

What, what kind of happened that led you, like, transitioning from that active lifestyle to the more laid back one that you have going on right now?

Kids.

Okay, yeah, that makes sense, man. You got a tight schedule.

Yeah, yeah, totally.

What has kind of come up for you recently, given that you had the kids, you have the super tight schedule with managing all that. What's been coming up recently that has you even open to maybe fitting in some more time to get back to that active lifestyle that you said you lost?

Yeah, you know, it wasn't like an immediate. I couldn't really notice the effects immediately of kind of like being, you know, kind of a sedentary, more sedentary lifestyle. Right. Sitting on a computer all day. But. But recently, you know, it's just like I can tell that I'm like, you know, I've gained a, you know, considerable amount of weight. Clothes aren't really, you know, fitting anymore. And it's just my body hurts. I'm like stiff sore, you know, and it's like I've just. I've never had to have a, you know, regimented workout sort of thing. I've always had like, very active sort of, you know, lifestyle and jobs as well. So, yeah, so it's like, yeah, just kind of body hurt and I'm getting, I'm getting tired of the dad bod. You know what I mean?

Gotcha.

I mean, to be honest, man, like, most people that they come to us kind of lose the weight, you know, to get back active and, you know, maybe lose the dad by like. But for you, like, personally kind of like, what. What's come up for you to have. You want to focus back in on this instead of kind of just kick it down the can down the road? Kind of like a lot of people do.

Well, you know, it's like if I, if I, if I'm looking at where I'm at now and how I've gotten here over the last like couple years, you know, this kind of like where, where is this, where is this going? You know, so if the next couple of years are like the previous couple years and it's, you know, it's just like my, my health is kind of deteriorating, my energy levels are low and it's just, you know, something's got to give.

So.

And these, these lower energy levels, like how are those kind of showing up for you, you know, in your kind of your day to day?

Yeah, just you know, kind of like feeling a little more like lethargic and you know, it's just, just over overall energy. You know, it seems like I've kind.

Of had a.

Kind of like the, the momentum or the inertia just kind of slows down. It's like harder to you know, want to get out of bed and just like I've never really wanted to like, you know, take naps or anything like that, but just like kind of maybe like mid afternoon or something like that, you know, just kind of hit this point where I'm just like, oh, you know, I just want to crash.

Gotcha. And like, you know, this lack of momentum in inertia, like you said, you're like, you're used to having that super active and like high energy lifestyle before, before you had the kids. What has you even wanted to, to get back to that?

I mean it just feels better overall, you know, to be active, fit and you know, just, just having higher energy levels. Of course kids are, are, you know, I don't know if you have children, but they're nothing but balls of energy.

Oh yeah, that's like working on it.

Keeping up with them and wanting to, you know, just, just be active and you know, enjoy, Enjoy my life, enjoy my kids.

Gotcha.

And yeah, kind of get lost.

Deeper.

Yeah, just go deeper. So it's like again we're accepting some of these things as. And that's why I'm saying you can't accept the obvious answer. So when he's talking about like, oh, energy levels are down, like as a dad, Bodhi, it's like, well I mean lots of people are totally okay like as they get older, just gaining weight and you know, losing energy just being a fact of life. So you having a dad bond and not having the energy, do you see that as a good or a bad thing?

Like It's a bad thing.

Kippy, is that, is that a good or a bad thing? Like you not having the energy and you have in the dad bond.

Oh, I mean, it's fucking horrible.

Yeah. Why is that?

I mean, it's, you know, like I, I, I don't have, I don't have the energy. I mean, it's like I'll sit there and like, look at myself mirror and I'm like, dude. You know, it's like I, yeah, I got, I got the gut. You know, the bad part is real. And so. Yeah, but being, being out of breath to like run up and down the basketball court one time. You know what I mean?

It's like, yeah, well, how's this actually like showing up in your day to day, like look in the mirror, you know, seeing the, seeing the gut. Like, how's this actually showing up for you, man?

Yeah, I mean, it's just, you know, I just kind of feel like, I don't know, you know, it's like you see, you see people like, you know, David Goggins or something like that out there.

Yeah.

You know, like, just do it, get it done, like, do it right. And it's like I just feel like I'm, I'm pretty, I'm pretty far away from that. You know what I mean? And I just, I feel like there's definitely a better.

Yeah.

Kind of version of myself, if you will. It's like got that energy that's able to kind of keep up with my kids. Outrun, like.

And where does that, where does that drive come from to really be that better version of yourself or why do you feel like that's important to you, man?

Well, I mean, that kind of drive, I feel like, has always been there as far as just. I'm a fairly, I've always been kind of a fairly competitive, like with others and with myself kind of setting, setting a standard and, and you know, just.

Really.

I think it's, you know, comes down to my kids. You know, it's like I had having kids when I was like, you know, in my late 30s. So I'm like, if you're doing the math on this, like by the time they're like teenagers, you mean, if I go on this trajectory, I'm going to be just a, you know, Bob. So it's like, do I want to.

Yeah.

Do I want to be able to enjoy those sort of things, my kids.

Well, I mean, because if we do keep going on like this path, like, what would that actually look like? The, you know, how you'd be able to show up for them. Not too good in what way?

Well, I mean, I could just see, like. Like I said, if I. If I continue on the kind of the trajectory that I'm on. Right. It's like, it doesn't seem. It's not getting any better or more energy. So it's like, man, another years rolling by, and then I'm like, you know, would I even be able to participate in any of the. Any of the stuff. Any of the sports, taking them sailing? You know, I want to. I want to, like, you know, take him on adventures and take, you know, be able to.

And. And that's like, in the future. But, like, how do you feel like we're showing up now just who we have been?

Well, I mean, they're, you know, it's. It's not like, oh, I'm like, you know, a completely, you know, degenerate like, quadruple or anything. Right. But it's like, you know, I just. I feel like it's kind of. I've been kind of trending in that way as far as. Just like I said, the weight. I don't have as much energy. So now it's like, yeah, yeah. See where this is going?

I. Yeah.

Don't feel as good as I. I know I could or that I did. Don't have much energy as I did even five years ago. So, you know.

Yeah. Yeah.

And this. This lack of energy and just really not liking what you look into the mirror and just how you're showing up. I mean, I don't want to assume because I'm in my shoes, I'm not in yours. Like, how does that feel?

I mean, I guess in. In two ways. It does. It doesn't feel good, but it also kind of like. I mean, it's motivating. I can say that it doesn't feel good, but it's also like, okay, I've kind of gotten to this point and it's like, all right, now it's time. Now it's time to, like, do something about.

What do you feel like allowed us to get to this point, though?

What allowed us to get to this point? Just sitting behind the. You know, having. Having to change careers, basically. Now being sat behind desk. I mean, that's.

Yeah.

Essentially what's, you know, created. I have this lifestyle that's different now, but I don't. Never had to.

Yeah.

Have to fit being active into my life.

And I can appreciate that. But most people who do come to us again, they are more of, like, behind the desk type of lifestyle. So what do you feel like, just allowed yourself to, like, not go out and like, actually, like, seek the activities? So we didn't get to this point. What is.

I think maybe just like a matter, you know, young kids. Right. It's just like having the time to. To do it. Like, it's like I get off of.

Yeah.

Before and after work. It's like, you know, dad detail. Right. So.

Yeah.

You know, changing diapers, like, cooking food, like all that kind of stuff. You know what I mean? So just now that my. Now. Now that they're a little bit older, it's like I'm not, you know, wiping asses every. Every 10 minutes. So, you know, you know, I've got. They. They've got a little more autonomy, which has given me a little more autonomy as well.

And then. And how long have they had just more of that autonomy? So it's freed you up a bit.

I'd say probably like in the last, like, six months. You know, my youngest is really kind of getting to a point like, okay, you don't need, like, constant, you know, sort of. Sort of.

Yeah.

So then what do you feel like is actually preventing you in the past six months of going out and, like, finding a way to be more active so you could lose the way?

I'm not sure. I mean, I think in the. Maybe. Maybe just now at this point, it's kind of gotten where I've really come to realize, like, it's as bad as it is. I don't think over the last six months even I was like, obviously I was putting on weight, but I don't think I was really get. Had gotten to a point yet where I was like, really dawned on me like, oh, like, if this.

That's.

That's interesting, man. Like, what was. What was that moment that, like, I guess, like, shifted for you, that you realized it had gotten this back, had.

It was looking in the mirror, you know, like couple. Couple weeks ago, kind of looking in the mirror, you know, and it's just like, you know, looking at. Looking at my. My gut and my. My flabby body. You know, I was just like, man, what have I. What have I kind of become?

Yeah.

Then from there probably, you know, time to make a change. Maybe understand a little bit more about, you know, what does he need and what would that do for him? But that's pretty much it. But it's just like, you can't accept the surface level of, well, oh, I don't like this dad bot. Why don't you like this dad bod, bro? Like, why do you see dad Bot as being a bad thing? Do you get what I'm saying? You can just understand, like, his motivations and how he views things. You get what I'm saying? Because he's giving you all the information you need.

Yeah, it's like those. Those deeper questions don't come naturally to me, so it's just like, I'm working on it, but it's like, it's. It's not.

It's got to be curious. Like, you can't assume. You just got to be curious. So it's like, what's this guy's motivation? He wants to be, you know, in shape dad that has the energy for his kids. So when you. And you're. When you're in. Objection. Handling. And you're talking to his true motivations of him not moving forward. Like, oftentimes if. If you're, like, handling somebody's concern and you're. And you're trying to. Objection. It's just not landing. It's because you're not talking to them. You're trying to put them in a box. You know what I mean?

Yep.

100. Okay. So it's like, just take your time. Nobody says you have to go fast. And it's just about asking that extra question of, like, why is this important to you? Because for most people, you know, it's not important. Like, why is it important if you just. Just ask yourself, why is this person really here? What's their true motivation for being here? Makes sense.

Makes sense.

Okay.

Hopefully. Yeah, Absolutely.

All right. All right. Okay, cool.

Yeah, it's. It is. Kelly. I don't know why, but Zoom started, like, defaulting me to a. Like, a junk that I use. So every time I log out for work and come back, it's like APs in a tree. But nonetheless, I guess I'm in the hot seat now. So I just kind of got back into. I was. I. I still currently am a student success coach on a guitar offer. I'm going back into closing, so I'm kind of, like, ramping up. Back into closing. It's been since, I think, April, since I've actually taken any calls, but I started back this week, and this particular one, there's. There's two things that I've kind of. Well, first thing is we have this, like, kind of paid in full discount, right?

Yeah.

So, like, for a mentorship, 13,800. If you pay in full, it's 11,800. I feel like presenting it that way is just, it's, it's more to think about. It's more options and I mean do you have a recommendation as far as like should just present the, the, the, the full price and then it's like if we have ways of kind of, we have, we, you know there's, there's different ways that shakes out but it's, it's, you just drop the one price.

Yeah.

Just present the price that it would be as far as with the payments and then just work your way down from there.

Like, like just give them that and then have conversation and if they can access that much or you know, if it's okay.

Yeah. So let's say the, the paid in full with payments is like 6k and then paid in full discount is like 5k. You always just pitch to 6k. Got it, got it.

Okay. And would you mind taking a look at, at a call? Yeah, drop it in here. I just like grabbed a highlight out of it because I figured it. But it's basically right where I dropped the price. Now this guy, he's like, he, I ended up taking a, a deposit right. And I've got to follow up with him on Monday. But, but basically he had like done some research and, and this, he claimed that this was about double what he was anticipating.

Right.

And so as far as, and he, I, I, I felt like I got into this like, kind of, kind of like, kind of like negotiate, starting to negotiate with him and I just, I feel like I just wasn't getting any, any traction and this went on for a while. So it was kind of like some objection handling negotiating and I just, it wasn't clean and I feel like if I can get, I can figure this out. I felt, I think I'll be making bank.

Yeah.

Okay. So it just starts from where you drop the price.

Yeah.

Okay, cool.

A one year mentorship is 13.8 K if.

How much?

13.8.

Okay.

Now for, for folks that can take care of it up front, if you are able to do that it would be 11,800. So we do offer a little bit of a, of a, you know, save a little bit of money if you're able to take care of it up front. Otherwise if we have to break it up, it's going to be 13.8.

I see. So 11,800. So it's basically 983amonth. Okay. I, for whatever reason somewhere where I was reading I had the impression it was something like 500amonth. So that's, that, that's A lot more than I was thinking with the renovation that I'm doing at the moment. I would. I. I really want to do it.

Okay. So it's like, just immediately it's like, okay, And I. And I can appreciate it's more than what you thought it was going to be, but does that matter, though, if it gets you XYZ result?

Okay. Yeah.

I can appreciate it being a little bit more than you expected, but doesn't matter, though, if it gets you to A, B and C, because if you just put money aside for a second, like, would you do it? And then you just go right into money.

Objection.

Okay. And we. We ended up kind of getting into, like, he's got this, like, you know, money in an ira, and he's got this. He's over budget on some kind of real estate that he's got. I mean, all this kind of stuff.

You know, and none of it matters.

Yeah. Yeah.

And I feel like I kind of got into this kind of, you know, negotiating with him and trying to, like, make something work or whatever, but I don't know, I. Like I said, I kind of went into that, like, money, money thing, but maybe that was it. I just missed, like, is it actually worth it to you if it.

Yeah, like, hey, is it. Does it matter if it's a little bit more. If it gets you to where you want to be? And the answer should be no, it doesn't matter. Okay, so. And I can appreciate, you know, like you said, with things going on, money might be a bit of an issue, but if you took the money aside, if you had duffel bag full of cash, would this actually be the answer for you? Why would it be the answer? Why actually invest in yourself? You just go through the money. Objection.

Okay. Right.

Because, like, I definitely have to think.

About it very carefully. If I do do it, I would pay the money up front. I would take the, you know, the lower option. But I. But I do need to really think about that, because that is basically almost twice what I was ballparking for this. But it does sound like something I really want to do. I just really have to think about it.

Yeah, that's a problem. That's a problem.

And like, when you. When you go, just, if I can help you, like, when you go to have a think about it, I mean, what's. What is kind of coming up for.

You, like, he already told you. You get what I'm saying? So if they do say they need to think about it, you flush it out. If there's really nothing Else there he told you like straight up, like, hey, this is the money. It's just more than what I thought it was going to be. So just go about. And again, he's just going to tell you the same thing he just told you. So it's not the end of the world. We just go a little bit different. A circle.

Right.

Lots of fun.

Oh. So I'm doing a renovation. I'm trying to. I'm renovating a building in order to rent it as an Airbnb in Nashville, as a, as an income stream, in order that I don't have to have an ordinary job and that I can focus most of my time on music. Obviously an Airbnb, you know, doesn't run itself, but it's not a full time job like, you know, working in tech, which I did most of my life. So. However, that, that, that renovation, like many renovations of a building, has been incredibly punishing and financially punishing and everything else as well. So to give an example, I needed to dig out underneath the bathroom in the kitchen to create a crawl space. And I did that literally myself. Like absolutely. Pile of dirt in the garden, which I had dug out from the crawl space because I needed to make space for the contractor to be able to get rid of all this rotten wood and mold and what have you. But it's been a hands on process where I've had to do stuff like that. So I'm financially through that, quite, quite exhausted. So when, when we were talking about this, I was thinking it was going to be somewhere in the reading that I.

But like, here's the thing, man. Like he already told you he has the full amount. So you already know that he already told you. And it's just about now we can't go into justifying the price. We got to anchor that it's worth what it is because any type of justifying is just going to cut at our authority, cut out what we actually do and makes it less likely that he's going to want to move forward.

Got it.

So you're saying, okay, don't, don't justify the price. There's no trying to sell price.

Yeah, sure.

I can charge you more if you want.

Right? All right.

Okay.

If anyone tries to make a deal, like I'll, like, we can I charge him more. You never justify the price. Right. It like the price, the value should be there.

Okay.

Because he's like, oh, like I definitely want to do it. So it's like he sees the value there. So it's just like, okay. And I can appreciate it's a little bit more expected, but does that matter, though, if it gets you here? Okay, so money aside, would you do.

It.

And then get his commitment to change, and it's like, hey, man, what can you do? I can understand if you got a lot of moving pieces. Let's not focus on what we can't do right now. We'll be here all day. What can we do? So we can A, B, and C. And if, like, he has to move some money around, like, can you take a, like, a thousand dollar, like, your first payment on the payment plan, and then he pays the rest in, like, a month? Like, you could, like, get creative with him potentially on, like, what you're available, what you're actually able to do.

Right.

But I think as. As you said, I think the biggest takeaway here is, like, none of that. None of that kind of negotiating is gonna. And didn't. Didn't get anywhere because not addressing the, like, you know, Although more than what you thought it would be, because it kind of kept circling back to that and, you know.

Yeah, so it's like we just got a nip in the butt. Like, because honestly, it doesn't matter if it gets in the result. Literally, if he thought it's like a thousand, two thousand more, like, does that actually matter? You know what I'm saying? Like, he thought he was paying 10k. Now he's paying 12. Like, what diff. Like, what a difference does it make? Like, legitimately, you know what I mean? As long as it still gets him there and it's. I assume it's still worth it for him.

Right?

Okay, so just with something like that, again, you can't fall into their frame of, oh, well, it's more than I expected. Like, it doesn't matter. Like, do you want the result or do not want the result? That's all we're here to really talk about.

Yeah.

Makes sense.

Totally, man. Appreciate it.

Okay.

Hopefully that helps.

Yeah, yeah, it does. I just need to work on my dad bod now, so I might be calling up a. What's his name?

Oh, hell yeah.

Got you covered, man.

We'll kick your ass. All right, Randy, let me go ahead. Let me pull you up here, man.

Howdy.

Howdy, dude.

Cool. How's it going, man? Doing well, Doing well. So I feel like in. Objection.

Handling.

Like, I feel like I'm fairly decent at reframing most people when it comes to. I need to think about it, but there's a very small percentage of people that, like, seem to be Very like stubborn. Very, like in their own way. And very adamant about taking 24 hours to think about it. It's how they've always like made decisions, how they always operated.

Okay.

So I was wondering if like we could role play where I'm the prospect and you're kind of, you know, trying to make me crack. But like, FYI, like I'm going to be like a super douche, you know.

I mean like, I'm like, like what am I selling, man?

So it's funding. So business funding. So people either need capital to start a business or scale a business.

Okay, so it's like business funding and then like what, what's the type of prospect you're playing? Like what's, what's the avatar here like?

Like, I'm looking to scale a business. I'm making like 5k a month with it right now. And I just, I haven't had the funds for multiple years. Spoken other companies, but, and, but you know, the 5K a month, the. That's revenue. Like I'm only taking home like 2k a month profit maybe and kind of not.

Where, where, where do you need to get to?

I need to get to like at least 10k a month.

Okay.

Why?

Because I have like kids, Kids, like. Okay, kids, college coming up or something like that.

Okay, cool, man. You see how like you need like making sure you get all that information on your discovery, by the way.

Of course.

But so, yeah, man. So the, the investment required to go ahead and actually get this business funding in place so you can actually scale your business to 10k per month is just going to be like a couple different ways to break it up. But it's just going to depend on what works best for you. But next steps, go ahead, take care of the investment and then getting you set up with the onboarding. Any questions how that works?

No, no, no. No questions there. Okay, perfect, man.

Like, would that, would that actually work for you?

I mean, it's, it's definitely, it's definitely quite, quite a lot just compared to like how much I actually make. But I mean, if it gets me the, if it actually works and it gets me the money, then you. Yeah, I mean it seems fairly reasonable.

Yeah. When you say like, you know, if it actually works, I mean, we've worked with thousands of clients and got them results. Is there any particular reason why you feel like it want to work for you?

No, no particular reason. It's just, you know, I've, I've seen people get scammed in the past before.

Yeah, yeah. No, I can definitely appreciate that. Right, so, but, like, for you, do you feel like with what we laid out, do you feel like we can actually get you the funding so you can be making 10,000 per month?

Yeah, no, I, I, I, yeah, I, I do, I do think so. But I'm definitely just gonna need, like, at least, at least 24 hours just, like, to think about it.

Okay.

Yeah, that's not an issue, man. And just to see if there's anything, like, I can help with on my end, send you over the most relevant information. Like, what do you feel like you really need to go over in your mind to see if I can help over here?

I mean, I, I guess, like, that, not, I just want to make sure that it's, like, something that I definitely want to do, like, do my due diligence and just, like, really, like, make sure, like, this is the route for me.

Yeah.

So when you're talking about, like, do your due diligence, like, what do you actually, like, go over just to see if I can help over here?

Just, like, obviously I just want to make sure that, like, I can cover the payments, like, month to month. And then I just also want to make sure that, like, you guys are reputable, and I just, I just want to at least have, like, the 24 hours just to kind of go over all these things.

And when you say, like, cover the payments, like, what do you mean by that specific specifically?

Like, like, if I were to finance it, Because I'd probably finance it. I definitely can't pay in full. I guess I make sure that, like, even if it doesn't work out, that I can cover the payments.

No, yeah, that definitely does make sense. If you just put, if you had, like, a duffel bag full of cash, it's, like, good to go. Like, would you do it?

Yeah. Yeah.

You don't. You don't sound too sure.

No, I mean, yeah, I'd probably do it, man. Yeah.

For sure.

It probably.

Yeah, I would.

Okay.

Why would you do it, though?

I mean, I, I definitely need the capital. It's, it's better than, you know, getting a loan from the bank or anything.

Yeah.

But, like, why actually invest in your business so you can be making more money?

Well, I mean, you know, because, you know, kids, Kids got college coming up, and you definitely want to be able to not pay for all that stuff and on family vacations and all that.

And I can definitely appreciate where you're coming from. Can I share a perspective, though?

Yeah, sure.

Like, which one is a problem? Which one is a symptom.

What do you mean?

Because if you're at the point where your company was making 10,000 profit each and every month, would we have to make sure, like, we can make the payments?

I mean.

No.

No, I guess. I guess not.

So what's the. What's the real problem then?

I don't. I guess. I don't know.

Yeah, Well, I mean, if you had the skills to raise the capital, would we be running into this money issue?

No.

Yeah. So the real problem is we don't have the skills to be raising the capital. We need to scale. Like, would you agree?

Yeah, yeah, that. That makes sense. But I mean, I just don't. At least I just need.

And again, we can definitely talk about that. But why does it make sense?

Well, yeah, I mean, if I was making 10k a month, like, obviously. But I mean, I'm coming to you guys for money.

Yeah.

So I don't really have money in the first place.

100%.

Right.

And that's why people do come to us. Like, the money. That's the easy part. We can figure that stuff out. The hard part is making sure we're focusing on the right things and we're actually committed to change. So are you actually willing to focus on the real problem? Again, we don't have the capital to scale rather than just focusing on the money we don't have.

I mean.

Yeah.

You know, why would you do that, though?

Well, I mean, because, like, I gotta, you know, scale the business somehow. It's like, it's like. It's like I either do this, like, I go get like a loan from. From the bank, but.

But I do have to ask, if we continue just to focus on the money we don't have and we don't scale the business, like, what's gonna happen?

I guess I'd probably have to go to the bank and, like, probably get a loan from them.

Yeah, but why not do that? Like, why do you see that as, like, not a good thing?

I mean, like, if I didn't have to, like, I didn't have to pay the interest rate, like, you know, with this, like, it'd be preferable for sure.

Yeah, but, like, why don't you want to pay the interest rate? Because most people are totally fine just going to the bank. Totally.

Cool.

So why not do that?

I mean, it's just like, if I didn't have to, like, why would I want to pay more money?

Yeah, because if you did have to pay more money, like, what would this. Cause.

I mean, I guess it wouldn't be like the, the, the worst thing ever. Like, and I would just, ultimately I'd have to. Just with the business that I make the money, it just kind of take a little bit longer to pay it back.

Yeah.

Why don't, why don't you want things to take longer? Because you could and most people do.

I mean, I guess, like it's, you know, if I, if I don't have to, like, I don't, I wouldn't want to.

Yeah, well, it's like it just comes down to. For you. Do you know the difference between a want and a need?

Yeah.

Like if you need something, like you need air, you need water, like you do anything to do it.

Want is if it's convenient.

Right.

A need is you'll do whatever it takes.

Yeah.

So do you want to grow your business as quick as possible or do you need to grow your business as quick as possible?

Of course, like I, I need to grow the business. It's like, it's like, why is it I just at least want like, just like 20? Because like I've always done it this way.

And we could talk about it, but it doesn't make much sense if we can't even make the payments and everything, like work. But first, even before we talk about that, like, dude, I can give you the best diet plan in the world, but if you're not actually committed to change, like what type of results are you gonna get?

Not very good. And I'm committed to change. Like I really want to do.

Why, why are you committed though?

Because I, I got to grow the business. Like I gotta.

You don't have to do anything because we haven't up until this point. So what happens if this continues?

I guess like I won't be able to scale, I guess, the business as fast as I want to.

Yeah.

And again, like I said, if it's just a once, we'll do it, you know, if it's convenient. But for you, if it's a need, what would be the actual day to day impact if we don't do what we need to do and we don't scale the business and we continue to make 2,000 per month?

Yeah, I mean that would be, that, that would, that'd be pretty devastating.

So are you willing to allow that to happen?

No.

I mean, definitely. Definitely not. Definitely not.

Okay, so let's not focus on what we can't do, man. We'll be here all day. I want to see you win. And I've been in your shoes before, so I Get where you're coming from. Let's focus on what we can do.

Okay.

Bills, expenses aside, what are you actually working with that you can invest in yourself, in the business so you can get out of being devastated and we can actually grow this thing.

Yeah.

You know, I think I should. I should be able to. To cover the, the first payment with, like, what I, what I should.

Or, or can you.

I mean, I don't know. Like, if I could just have, like, at least 24 hours just, like, to look over my, My finances.

Yeah. And we can. And definitely taking time. We, we can, we can do that, but it doesn't make much sense to take that time if we can't even decide or understand, like, does this even actually work? So it's, like, for you, I think it'll work. Is that available for you? Like, you can actually do that?

Um, yeah, it should. It should be. And, like, I think it'll work. It's just, like, I just. It's just how I've always done things. Like, just take at least 24 hours.

Yeah. And when you're talking about, like, you've always done things that way, and I can appreciate where you're coming from. Can I make a suggestion?

Yeah.

Yeah, go ahead.

Because we all make decisions based off our perspective, Right. The problem with that is if we keep on making decisions based off the perspective we have of who we have been, that's the only place we'll ever be. Like, would you agree?

Yeah. Yeah. I mean, I, I suppose. Suppose you're right there.

Yeah. So I do have to ask, like, the person who we have been, who's been stuck at 2k per month for the past couple years, are you happy with the person who we have been?

No.

I mean, definitely.

Why not?

I mean, it's. Yeah, no, the. This is. I gotta help on another call. That was perfect. Like, those, those loops. I'm gonna go back through this. Like, I just. I just. I just need the loops, bro.

I can go all day, man.

Because, like, I, I, I sometimes, like, they'll be tough as hell. I'll go through 1, 2 loops, and then it's like, it gets combative. But those loops are solid. But I appreciate it so much.

All right.

Hopefully.

Thank you, bro.

Cool, man. Kill your call.

All right.

Nathan, you there or coach?

Nathan, I just want to say, he got work, man.

Yeah, man.

So super quick question. We just transitioned to close, and is that the CRM that you were using when you were at seventh?

Yeah.

Okay.

We're like, our entire company is having Trouble. And we're trying to search it up, but I can't find it. How do you enroll, like, a lead into a workflow automatically when you change, like, the pipeline, if. I know, dude. So it's been a while since I've been inside clothes. If you. There should be things that automatically do it again, we. Like, I would typically just automatically, like, put people in workflows for myself, and then, like, some of them, like, the ops team would do it automatically, but it's. It takes, like, an extra step on your end. Like, when you're about to move somebody, just. You go back, click workflow, and just put them into it.

There's.

There is a way to automate it, but I couldn't tell you.

Okay.

I'm sure if you look it up on YouTube, you can find it out.

I've been looking up for the past hour.

I find whatever. But, yeah, man, I took a few set calls standing up. It feels so much better. Like, my energy is up, and, like, it just feels so, so good, man. So good, dude. You might need to find, like, a. Like, a mat to stand on or you. I don't know. You're young, so this might. Yeah, this might not be an issue, but if I did that for a whole day, like, my back and neck would be killing me. I'm an old man, so you might just want to, like, find a mat. They're, like, you know, 20 to 50 bucks, depending. You can get a really nice one for, like, 100 bucks that you can just stand on, and it, like, you can, like, move around a bit, and it makes it to where it doesn't hurt your feet or your back. It helps.

Okay. All right.

Sweet, man. Thanks.

Okay, cool.

Hopefully that helps. All right. And then got the other Nathan here.

Howdy.

Howdy, man. How are you? I'm doing good, man. How you doing?

Staying out of trouble, you know? So I do have a few questions. Like, I. Okay, so in the beginning of the week, like, I was, like, killing it, made a good commission, and then, like, took that client I posted in the group chat.

Right.

Like, really good. But now, like, I don't know if it's, like, our marketing or, like, I'm just, like, tweaking or something.

Yep.

But, like, I feel like I just can't go through discovery that well anymore. I don't know what happened or if, like, I'm psyching myself out. Like, I just have trouble asking, like. Like, finding that initial problem. So, like, getting the problem questions in and then just trouble, like, asking the pain Because I feel like I'm like, overstepping or something. You know what I mean? Like, and I don't want that to be the case because I feel like that's just a limiting belief. But I. I kind of wanted to talk about, like, if we were. If you could go through discovery.

Yeah.

For my thing, I could kind of show you my script just to see, like, what I'm working with now. And then you could go through whatever you think would be, like, best. If you kind of understand where I'm.

Coming from, I. I will say. Okay. So again, when we're talking about, like, just making sure we stay steady and we're always like, at top level performance.

Yeah.

Just understand. Okay. Like, if you had a high high, like, dude, you killed it. And like, you got super excited. Just naturally, any type of reaction, there's equal and opposite reaction. So really high highs. Cause really low lows. Just so you know, now something that we can do is number one, we can understand, like when we are like in a little bit of a downslope, understand that, identify it, and then just how do we put yourself in the position of being back to where you were when you're in your upslope? So typically, what happens when you start, you're like, let's say a hot streak. Okay. It's not that. Okay. Like, now you magically just know the words better. Like, typically, it's the energy you show up and it's like the confidence you show up, like, in the conviction, everything else on the calls. So what I would do if I was in your shoes is again, take those top sales calls where you're fucking crushing it and you listen to those bad boys every single morning. And what you're going to take note in is what is the energy and how did you come across in those calls? And then what you want to do is you want to systematize it and then remind yourself of this is how you show up to calls to get the best results.

Right.

You know what I mean?

Okay.

So like, before call, kind of like a. Like what I do before every single call to make sure that I'm per. I'm performing essentially, Right?

Yeah.

And like, this is why journaling is really important. Because, like, some days you just feel great, right? And it's like. And if you journal, you can start to pick out things that maybe you've done. And you guys write down, like, what have you done? How do you. Like, what did you do today? Like, how do you feel? How did the day go? And then, like, you Notice like, okay, on the good days, I tend to do this. On the days where I don't feel so great, I don't. I just do that every day. You know what I mean? And then you can just start to systematize you feeling good. That's basically what state management is. So go back, listen to your calls, see how you showed up. That's going to make it towards, like, how can I emulate that energy? Was there something I did that made me feel better on my calls? I know for me, if I don't get on Twitter or listen to the news, I'm in such a better mood. Well, how about I never get on Twitter? You get what I'm saying? So it's like your mental diet and everything else outside of the calls really does impact how you show up. So you can start to notice these things and piece them together.

Okay.

100. I think on. Because it was like this Monday. The thing was I had like a ton of follow ups coming through. So I had like a good day, like in terms of like cash collected. So I knew that was gonna happen. So like I just kind of felt more energetic. But as of now, like after this call, like in 20 minutes I should have another call where I'm just coming up to pick up the cash. Obviously I'm worried a little bit. Okay, hold on.

So now we need to talk about why don't you have. Because when we're talking about optimism, it sounds like when you're more optimistic, that means you genuinely feel like outcomes are going to be good, you have better energy.

Yeah.

When you're not as optimistic, your energy drops.

Yeah.

What causes you to be less optimistic? Because these are just things in our head.

Yeah, that's, that's what I'm trying to. Yeah, I hear you. Because I feel like for me, when I feel more optimistic, it's like, okay, I spoke to this because they're usually follow ups and I don't want them to be follow ups. I want to be able to close on the call.

Right.

That's idea. But like with these follow ups, when they do come through, it's like, okay, I know this day I'm gonna be probably making between here and here, depending on what I'm closing, like whatever like, you know, comes through. So like on the calls that I have outside of those, it's like, hey, I already know that I'm probably going to be making some money. I'm optimistic. Does that kind of make sense?

Yeah. So. And so you are like, you don't need the Sale on these other calls so they go better.

That's kind of honestly.

Yeah, yeah.

So it's like, how do we make that to where that's just every call you take, period. You get what I'm saying?

No, I 100 do. Because like, for you, what would you say is like a way to actually, like, you know, like, like an sop, Like a system that I could, I guess, kind of place into my life to actually have that be the case?

Well, part of it is just like, okay, we gotta understand, are we doing the activity that makes it reasonable that we're always gonna be in that position where we don't need any one sale? Like that's just number one. Like, are we actually doing the things we know we need to do? Okay. Right, so. And then it's just about. For you, do you believe if you actually talk to people you're going to have good outcomes?

Honestly, it. It, for me, it depends on the person, like who comes on the call. I could just. Yeah, I mean, I, I feel like it shouldn't either. But it's like after, like seeing like after hopping on all these calls, it's like, okay, I know the person that when they come to come on like this, usually the call ends up being like that. So it's like, man, I don't want to waste my time. You know what I mean?

Because when you're talking about like you wasting your time, like, what else would you be doing?

Honestly, going through the school community, that's going to be completely like being.

Yeah, but like you could be training and getting better and things like that. But it, it just comes down to for you, like, how can we foster in a self image that if you talk to other people that you get good outcomes. That's really what it comes down to. So if you notice there's a certain type of individual that you have a hard time with, okay, this is what I would do if I was you. I would sit down and like have these people in your mind. Let's say you had you talked to a couple of them today. They didn't go quite well. You know, fuck those guys. You go in and you, you use your imagination and you literally replay these conversations in your head of them going fantastic and them handing over their credit card.

Right.

Your brain doesn't know the difference between what actually happened and what you imagine to happen. So this is how you can start to foster like an actual identity of like, no matter who you talk to, the. You're gonna have good outcomes. And I would do this Every single night.

Okay?

So that way, like, literally sit down.

Not even in my bed. Like, does it matter?

You can do it in your bed. You can do it, like, at a chair. As long as you do it. Like, spend like 20 minutes, whatever it is, as long as it just becomes, like, a habit. Like, for me, I do it be like, as I'm, like, laying down to go to bed, like, I imagine everything going like, you rewrite the day and then you, you know, you live the future. This is what I do every single day. So that way, when I hop on a call, I, I, I close 100, bro. Never lost a sale. Like, now in my head, I hear you. You know what I'm saying?

Right? Damn.

So then I mean, like, okay, so it's really just like, I'm kind of going over what we just talked about. So, like, how to become more optimistic, right?

Yeah, Stick.

Man, I guess, like, it's that, but it's also like, I don't know, like, as of now, like, I'm just. Not only good things happen, okay. But, like, I'm just, I guess, like, in Discovery, like, now just because of all of that, like, I feel like I just can't dive in as deep and really hit those pain questions. So, like, okay, would you want to run through it quick or no?

Yeah, and we definitely can.

Whatever you think is better, right?

Yeah. Well, I'm saying, like, it sounds like because you've gotten some deals and you have some good. Like, you, you can fucking, you can sell people right the day. And then you, you know, you live the future. This is what I do every single day. So that way when I hop on a call, I close 100%, bro. Never lost a sale. Like, not in my head.

I hear you.

You know what I'm saying?

Right? Damn.

So then I mean, like, okay, so it's really just like, kind of going over what we just talked about.

So, like, how, Right. So it just comes down to. Right, we can always get better. Okay? So that's the point. But the thing is, it sounds like it's like, okay, like, then when you're more pessimistic, you just, you don't have that same level of ability. So now we just need to talk about state management. So we talk about state management. There's three pillars. It's focus, okay? Physiology, and then language. So if we're talking about, like, optimistic, are you focusing on the right things? Are you focusing, like, hey, these conversations, I want to really have good conversations with people.

I truly want to help become more optimistic.

Right? Yeah.

Stick.

Man.

I guess, like, it's that, but it's also like, I don't know, like, as of now, like, I'm just. Not only good things happen.

Okay.

But like, I'm just, I guess, like in discovery, like now people.

And if I do that, I'll get good outcomes. Your focus where it should be, are you in the right state of, like, body? Like, are you body language good? Do you feel better when you get up and you move in between calls? Like, move your body a little bit. These things could definitely help. Like, I talk about, like, Alex Mosey, like, had like a trampoline. He'll jump on a trampoline calls. Like, these are some things you could do. Like, you can move your body to get yourself into a different state.

Just because of all of that, like, I feel like I just can't dive in as deep and really hit those pain questions.

And then we can use our language. We can say things like a mantra where we say things that are optimistic.

So, like, would you want to run through it quick or no?

Yeah, and we definitely can.

Whatever you think is better, right?

Yeah.

Well, I'm saying, like, it sounds like because you've gotten some deals and you have some good, like, you can fucking. You can sell people.

Okay.

If we do all these things, it's unreasonable that you don't get into the right state. And these are things like, you can systematize where it's like, okay, I'm not in the right state. Where's my focus at? What am I focusing on? Am I focusing on good outcomes or bad outcomes? I focus on bad outcomes. I need to switch my focus. Focus on good outcomes. How am I right? So it just comes down to, right, we can always get better. Okay? So that's the point. But the thing is, it's not like, how's my body language? Am I kind of slumped over? Have I gotten any active today? Have I gotten out into the sun a little bit? Like, these are things that can all add up as far as just putting you in a better state of mind. And what type of language am I using? Am I telling myself or am I saying out loud that, oh, these people might not, or, oh, these people probably won't close. Am I telling myself that.

I do tell myself that I'm being completely frank.

Yeah.

So it's like, if you're telling yourself that it's pretty unreasonable that you're not going to act that way. And if you act like these people aren't closable, like, are you going to do the things that would. It would take to actually close them. Probably not. Because you don't think sounds like it's like, okay. Like, then when you're more pessimistic, you just. You don't have that same level of ability. So now we just need to talk about state management. So we talk about state management. There's three pillars. It's focus.

Okay.

Physiology and then language. So if we're talking about like optimistic. Are you. They're closable, right?

Right. Damn.

I honestly, I don't have anything to say regarding that. Like, it's true. Because I feel like even like my focus, like, man, I wake up every single day. It's like I have a. I have my alarm at 6, right?

Focusing on the right things. Are you focusing? Like, hey, these converse. I want to really have good conversations with people. I truly want to help.

Like, usually my cars start at nine, but it's like, man, between six to nine, it's like, okay, like, what should I be training on exactly? Like, yada yada. So like, maybe I'll hit snooze, right? I don't even want to be that guy. But like, dude, all his news until 7, right? So it's like, I guess like these little things that are kind of. You know what I mean? Like, adding up to. You mean?

Not damn.

So it's like. And then. And you can literally like go back. Like, if you want to start a journal on the days where you crush it, on the days you don't. I'm telling you right now how you showed up during the days that you crush it. You showed up differently. 100% help people. And if I do that, I'll get good outcomes. Your focus, where it should be. Are you in the right state of like, body? Like, are you, you know, body language. Good. Do you feel better when you get up and you move?

Yeah.

And I guess, like, I'm. Maybe I'm asking this too soon, but like, I was. This is not a sales call. But like, yeah, like, regarding, like the other like the mastermind.

Right?

So. Because obviously I want to be good at closing, right? Like, obviously this is like my goal.

Yeah.

Manto man, right here. Like, oh my gosh. This is literally like a. Because obviously this is what I go through as well. You know what I mean? But like, when, when. Regarding that, like, I. I want to get into it, but it's also like, I want to be at. Because right now I'm on pace to like doing 10k a month and I want to hit 20 right last last week I hit like 2800. This week, obviously I want to do like around the same and just continue doing that. So for you it's like, like, what do you think I should be doing? Like, be. Because I want to get into it, but like what do you think I should be doing before maybe before I get into the mastermind, if that makes sense. I don't even know if that makes sense.

Well, it's like, here's the thing, man. Why the, why does there need to be a thing like before?

See, that's what I'm saying.

And again, like, and if you want to have a conversation about it, we can definitely have a conversation about it. But like part of your ability to actually start helping other people overcome their concerns is you need to sit and dissect your own concerns.

Right, right.

And these patterns that you fall into, like, these are the patterns that you're going to have in between calls. Like move your body a little bit. These things could definitely help. Like I talk about like Alex Mosey, like had like a trampoline. He'll jump on a trampoline between calls. Like, these are some things you could do. Like you can move your body to get yourself into a different state. And then we can use our language, we can say things like a mantra where we say things that are optimistic.

Okay.

If we do all these things, it's unreasonable that you don't get into the right state. And these are things like you can systematize where it's like, okay, I'm not in the right state. Where's my focus at? What am I focusing on? Am I focusing on good outcomes or bad outcomes? I focus on bad outcomes. I need to switch my focus, focus on good outcomes. How am I like, how's my body language? Am I kind of slumped over? Have I gotten any active today? Have I gotten out into the sun a little hard time breaking in others? So if you're getting a lot of people and it sounds like you're doing a lot of follow ups, okay, not getting people to take action on the call, but then you're telling yourself, well, you need to do things before you take action. You know what I mean? So it's like, it's. You're gonna have a hard time like really breaking through that, right. If you don't do it yourself. You get what I'm saying? So that's a lot of that. That's what it comes a bit like. These are things that can all add up as far as just putting you in a better state. Of mind and what type of language am I using? Comes down to. And I will say, and Nathan, who's in the mastermind coach, Nathan, can maybe even chime in as well. Like, you just taking action on yourself and you just betting on yourself, you do have a different level of conviction about it because you're putting more skin in the game. Now, I'm not saying you have to do that in order to really get the most out of what you're doing. You definitely don't. But I'm saying most of the time, am I telling myself or am I saying out loud that, oh, these people might not close or, oh, these people probably won't close? Am I telling myself that I do.

Tell myself that I'm being completely frank.

Yeah.

So it's like, if you're telling yourself that it's pretty unreasonable that you're not going to act that way. And if you act like, that's kind of what it takes. So it just depends. Like, because if you're telling yourself, like, you want to do something, but you keep telling yourself, like, oh, you need to do things before. Like, this is just like, with anything.

Right.

Go talk to the girl. Lose the weight. Whatever it is. Like, that seeps into, like, base. Like, it seeps into your subconscious, and you're telling yourself, like, okay, for whatever reason, it's okay to wait when it's not.

Yeah, right. Right.

Like, the best time to go talk to a girl is when she's right there.

Yeah.

Don't stalk her for, like a month. You know what I mean?

Yeah.

So it's like. So I would say, like, that's. That's one of the biggest things, man, is if you fix a way that, like, these people aren't closable, like, are you going to do the things that would. It would take to actually close them? Probably not. Because you don't think you're talking to yourself. A lot of these issues go away. It's just like you showing up a bit differently. And then you showing up a bit differently. Like, yes, you still need to get better at the skill set, but it.

You'll.

You'll see a jump just from that.

100.

Damn.

Because, like, about. About the mask, like, I want to get into it, but it's like, I want to be at a place. Like, it's literally. I know exactly what you're talking about, but it's like, bro, like, I want to be at a place so that, like, I could get to 20k a month, like, with this offer.

Right.

Like, I'm closing. It's like 5k off. Like, the thing is like we're selling.

Like a 5k package.

I get 500 per call and it's.

Like.

Like, mathematically is it like, could I get the 20k? Is like the idea. And it's like such.

Yeah.

Like I, I don't even know what to say because like, it's, it's. I'm literally like, I'm selling myself. I've been selling myself. But it's also the fact that it's like they're closable.

Right? Right. Damn.

I honestly, I don't have anything to say regarding that. Like, it's true. Because I feel like even like my focus, like, man, I wake up every single day. It's like I have a, I have my alarm at six, right? Like, usually my cars start at nine, but it's like, man, between six to nine, it's like, okay, like, what should I be training on exactly? Like, yada yada. So like, maybe I'll like hit snooze, right? I don't even want to be that guy. But like, dude, I'll hit snooze until seven, right? So it's like, I guess like these little things that are kind of, you know what I mean, like adding up to me. Not like the follow up thing is I don't like, literally, I don't even know what to say anymore. It's, it's.

Yeah, Well, I mean, we can sit down and we can go through the math of like, okay, is it possible to get to 20k like on this offer? And I think sitting down and going through the math is super important.

Okay.

Because if it's not, then you're telling yourself you have to do it.

Damn.

So it's like. And then. And you can literally like go back. Like if you want to start a journal on the days where you crush it, on the days you don't, I'm telling you, do something different.

Okay?

Which is fine. Okay. So it's like maybe to really hit 20 to 30k per month, like we gotta be on two offers.

Cool. Okay.

But like, we at least have to know that. And so again, without like knowing the ins and outs of these numbers, it's gonna be hard for me to say, like, okay, is 20k right now how you showed up during the days that you crush it? You showed up differently.

100. Yeah.

And I guess like, maybe I'm asking this too soon, but like I was.

Possible, like on this offer, seems like, you know, you're already doing 10.10k. Or so like per month or on pace to do so?

On pace.

Right.

But it's like, what's, what's your closing percentage right now?

You're asking me right now about like, it ranges probably between like 10 and 20%. Like, it's pretty low.

Okay.

So like, do you feel like it's achievable to close 40%?

This is not a sales call. But like, like, regarding, like the other like the mastermind.

Right.

So.

Because obviously I want to be good at closing.

Right.

I don't want to blame the leads, but like, I don't know, it's like.

Is there anyone there who is like closing 30, 40%?

I'm.

I'm the sole closer.

Like, I'm just, it's just so closer so on. Like, and, and let's take a look at these. Like, let's say you're closing 15%. Okay. Something like that. Like, let's say like 30% gets you 20K.

All right.

Now you are selling what? It's lead generation.

Right, Right.

So you can always like, find more people. But that's not the point. Like, let's just talk about the leads coming in of those, like 85 people. You're not 85% of people. You're not selling. Like, are you tracking why they're not moving forward?

No.

Okay, so it's like step number one is let's track why they're not moving forward. Because if we're, if there are a lot of them aren't moving forward because of like partner or think about it or different things along those lines, then it's like. Yeah, I mean, I highly, highly, highly, highly, highly doubt that you couldn't close 30%.

You doubt that I can't.

Yeah.

Like, it's very, like, it's very achievable, like on a, like a lead generation offer.

Right, right.

So it's like if 30% gets you 20k, sounds like it's doable. Now again, we got to take a look at the 85% that aren't closing. Like, why aren't these people closing? Like, what could I be doing differently? And part of it is like, yes. Tracking the objections. Like, what objection are you actually getting that's preventing these people from moving forward? Like, that's just step number one.

Right.

As far as that too, with all the people that you do have follow ups with.

Like, obviously this is like my goal.

Yeah.

Man to man right here. Like, oh my gosh. This is literally like a. Because obviously this is what I go through as well. You know what I mean, but like, when, when regarding that, like, I, I want to get into it, but it's also like I want to be at. Because right now I'm on pace to like doing 10k a month and I want to hit 20.

Right.

Last, last week I hit like 2800. This week, obviously I want to do like around the same and just continue doing that. So for you it's like, like, what do you think I should be doing? Like beef. Because I want to get into it. But like, what do you think I should be doing? Beef? Maybe before I get into them, how.

Many of those people are actually coming through? Like showing up to the second meeting of those people you are selling? How many people are you getting referral? Is there an upsell process in place? So there's. Yes, we can sell more people like coming in, but every cell coming in should also get you. Especially when we're talking about like businesses, if there's an upsell process and there should be a referral process. So one sale turns into two sales. Like just from those things alone. Let's say you, you just, you fix some of the follow ups, you get some referrals and you upsell people. Like, you probably add an extra 5k if you put all those systems in place. Again, it depends on what you guys have. So there's, there's tons of different ways.

To look at it, right? Yeah.

I mean, honestly.

Yeah.

Well, I would say it sounds like that the first thing we need to just address is just your state and how you're showing up to your calls.

Right.

If you address that, it sounds like you'll just be closing a lot more 100.

So then kind of referring back to that. I mean, obviously I'm gonna watch back this video, but it's like, okay, being optimistic, right? And in terms of like when I wake up, like, like what should my mindset be? Because sometimes it's like, man, I don't even want to get out of bed. You know what I mean? That's sometimes how I feel.

Yeah, it's fine, dude. Like, okay, here's the thing, man. Like, we can't relax, if that makes sense.

I don't even know if that makes sense.

Well, it's like, here's the thing, man. Why the. Why does there need to be a thing like before.

That's what I'm saying.

And again, like, and if you want to have a conversation about it, we can definitely have a conversation about it. But like part of your ability to actually start helping other people overcome their concerns is you need to sit and dissect your own concerns.

Right? Right.

And these patterns that you fall into, like, these are the patterns that you're going to have a hard time breaking in others. So if you're getting a lot of people and it sounds like you're doing a lot of follow ups, okay, not getting people to take action on the call, but then you're telling yourself, well, you need to do things before you take action on emotion because it's fickle. Okay, so what are the things you can put in place to make sure you just do the things you know you need to do that's going to put you in the best state possible? For example, I use my phone as an alarm. It is outside of my bedroom. So what does that mean? I have to get my ass up out of my bed to turn off the alarm. Oh, now I'm already up. Might as well get my coffee. You get what I mean? So it's like it's. You're gonna have a hard time like really breaking through that because it's right next to my phone where I put the alarm. You see how it just like. And the day before I'm gonna, you know, set out my clothes, you know, and make sure they're right by the treadmill because I normally like walk like in the morning and then like do a little bit of work. So it's like I just have it set up to where if I am going through the motions, that's fine because like by the end of it, like I'm, I'm in where I need to be. So it's like, what if you don't do it yourself? You get what I'm saying? So that's a lot of that, that's what it comes down to. And I will say, and Nathan, who's in the mastermind coach, Nathan, can maybe even chime in as well. Like you just taking action on yourself and you just betting on whatever it is. Like if you just notice, like, okay, when I do these things, I just feel better overall.

Right.

Then it's like just make it the night before when you have a little bit more energy, not groggy, whatever it is that it's just lined up. So it's just, it, it makes it easy for you to do it.

Right.

Okay, Can I, can I add something here for me?

Yeah, yeah, yeah.

The two, two things kind of came up for me. Like you mentioned, like some of your, you know, you think some, some people when they, when they show up, like within five minutes, you kind of know you're kind of projecting how the call is going to go, right?

Well, yourself, you do have a different level of conviction about it because you're putting more skin in the game. Now, I'm not saying you have to do that in order to really get the most out of what you're doing. You definitely don't, but. But I'm saying most of the time.

And as far as, like, what your expectation is as well, out of all these calls, right? Each one of these is a learning.

Like, that's kind of what it takes. So it just depends, like, because if you're telling yourself, like, you want to.

Do something, opportunity for you as well. So it's like if you. If you're getting these things, like Christian was saying, you're you, you.

But.

And you keep telling yourself, like, oh, you need to do things before. Like, this is just like with anything, right? Go.

You do some reflecting. What is actually happening here when you. When you unlock that piece of the puzzle, that same. That same prospect, you're going to be excited about them because you're going to know how exactly how to handle it. You know, you can close that, right? So instead of it's not going to happen, it's like, even. Even in the future, it's going to happen. But what is the key? What is the learning in this? And. And that kind of curiosity, just for yourself about, you know, and that can be transferred over to them as well. And in the call, I'm curious to see what's going to happen, because I'm learning, I'm growing. And when you knock that piece of the puzzle out, just like the call I shared, right? I took a little key nugget away. It was frustrating. And so guess what? The next time it happens, I'm like, please tell me it was more than you thought it was going to be. You know what I mean? Like, I know what to do now, right?

Yeah.

And then the. The other thing that I would add is just talk to the girl, lose.

The weight, whatever it is. Like, that seeps into, like, base. Like, it seeps into yourself when it.

Comes to discipline, right? Like, you can. Sometimes there's like, the. The stick, and sometimes there's the conscious.

And you're telling yourself, like, okay, for whatever reason, it's okay to wait.

Carrot, right? And it's. If we put these, like, arbitrary parameters on ourselves, like, I'm gonna do one hour of this. I'm gonna do. We're just kind of creating these things for ourselves, and then all of a sudden, we don't we when it's not.

Yeah, right, Right.

Like the best time to go talk to the girl is when she's right there.

Yeah.

Don't stalk her for like a month. You know what I mean? Yeah. It's like fall short of it.

It's like you're feeling guilty because you didn't fucking get up at 6 o' clock or whatever it may be. Right. And then you're. And then you're just. You're feeling guilty about not having to do a thing on top of not having done it. There's a guy, Chase Hughes, I'm sure you guys know who he is, but his definition of discipline, like, was a complete game changer for me. And I looked it up just so I wouldn't butcher it. But he basically says discipline is when you put the needs of your future.

So I would say, like, that's. That's one of the biggest things, man, is if you fix the way that.

Yourself ahead of your current desires. When you put the needs of your future self ahead of your current desires. So why. Why are you even doing these?

You're talking to yourself. A lot of these issues go away. It's just like you showing up a bit differently. And then you showing up a bit differently. Like, yes, you still need to get things.

Why even get out of bed in the morning? Right. It's not because you set an alarm and said you were gonna do it. Like, that's just something that you did yesterday and said you were gonna do it tomorrow. Like you're doing it because better at the skill set.

But it. You'll. You'll see a jump just from that.

That future version of yourself is going to thank you for doing that. You know, you're prioritizing future self. So when it comes to like digging in all this and role plays and all this stuff that we're doing, it's like, why are we doing it? Because we want to be that version of ourselves. And we're prioritizing that over whatever our. Our, our emotional monkey mind wants to do right now. And for me, that.

100.

Damn.

Because like, about. About the messmate, like, I want to get into it, but it's like I want to be at a place and.

It was like, cool. There's no, there's no pressure. It's like, I'm even like. And Chase Hughes said this too.

It's literally like, I know exactly what you're talking about. But it's like, bro, like, I want.

To be like, thanking himself. He's like, you know, Kelly's, gonna thank me for this tomorrow, you know what I mean? Like, cleaning up my room, making my bed or whatever it may be. And it took a lot of pressure off of me and made me realize like, I'm just.

You had a place so that like I could get to 20k a month, like with this offer.

Right.

Like, I'm closing. It's like 5k off.

Like the thing is prioritizing that version of myself and it's like, cool. Yeah, no brainer. Like, let's do this, you know.

100%.

Oh, that's definitely a different perspective on how I kind of see like getting out of bed. Right. It's like, oh, now I got to get out of bed to. Because usually what I do is like just go straight to work. Like, it kind of feels like almost like the same stuff. Like either I watch like some of Christian's calls to kind of get a better understand we're selling like a 5k package. I get 500 per call. And it's like, like, mathematically is it like, could I get the 20k? Is like the idea and it's ending of like how I probably should be selling on the call, then maybe I'll watch for some of mine and then really just go from there. But it's like, like such.

Yeah.

Like I. I don't even know what to say because like, it's. It's just straight to work, you know? So like, I guess I don't really have a reason if that makes sense. It's more just like I'm literally like, I'm selling myself. I've been selling myself. But it's also the fact that it's like, get up so I can prepare. But it's like, I don't even know.

Yeah.

And I, I would say if map out a vision of what that actually looks like for you and why it's important for you too. Like, that's, that's going to be really important. It's like the type of person you need to be to achieve that. That's why in the, in the classroom I have like the dream. Mapping out your dream.

Like the follow up thing is I don't, like, literally, I don't even know what to say anymore. It's. It's.

Yeah.

Well, I mean, we can sit down and we can go through the math of like, okay, is it possible to get to 20k like on this offer? And I think sitting down and going through the math is super important.

Okay.

Because if it's not, then you're telling yourself you have to do and then the person who you need to be to have it and then versus like the person you are now, like those are all super important things. And if you're not constantly creating this dream, then like that's when you stay stagnant. And so it's, it's just this constant evolution of, you know, creating a dream, doing everything that is reasonable to achieve it, and then creating a new one. So if there, there needs to be a reason behind the 20k, do something different.

Okay.

Which is fine.

Okay.

So it's like maybe to really hit 20 to 30k per month, why you need to hit this, like what this actually means for you, rather than it just being an arbitrary number.

Yeah.

So. And there's tons and tons and tons of things that you can do and I would say just, you know, find. Find things that really work with you and your brain as far as what gets you into the right state of mind before your calls. Right, whatever. Like we gotta be on two offers.

Cool. Okay.

But like, we at least have to know that. And it is like for me, you know, maybe go out in the sun a little bit, listen to a little bit of music.

Okay.

Feel good. So again, without like knowing the ins and outs of these numbers, it's going to be hard for me to say like, okay, is 20k possible? Like on this offer? Seems like, you know, you're already doing 10, 10k or so like per month or on page to do so. It's like if you just show up to each call with that, you know, things will go well, then you'll just have a lot better outcomes overall.

Right. 100. Okay.

No, I'm definitely going to start doing that. Kind of building on a system to actually get that done and actually have some goals in place for that. Because I need for the pace.

Right.

But it's like what's, what's your closing percentage right now?

You're asking me right now? 20k a month? It's more like more like a status thing because I mean, I'm Romanian. I mean, I don't know if you could tell. Probably not. Probably look a little Middle Eastern or something.

But.

Really with that it's like, you know, a lot of people, like they have basically about like it ranges probably between like 10 and 20. Like it's pretty low.

Okay.

So like do you feel like it's achievable to close 40%?

Like huh.

Maybe, like maybe it's just the Eastern European thing, but like they like to flex.

Right.

I didn't, I don't want to blame the leads, but, like, I don't know, dude.

It's like rope in one, right?

Yeah.

So, like, for me, it was always like, man, like, dude, I'm gonna get that car or I'm gonna do that. So I feel like at the end of the day, for me, it's more just like a status thing kind of showing. Like, not that I'm gonna get a car, but it's like, for myself, like, hey, dude, like, I'm doing this now. Like, 20 grand a month, dude, I'm gonna up. I'm like, once I start my own business from learning how to close, dude, then I'm gonna be doing, like, X amount of on there, and then so on and so forth. So, like, what do you.

Is there anyone there who is, like, closing 30, 40?

I'm. I'm the sole closer. Like, I'm just gonna have to say about that, like, almost that being, like, my goal, if that makes sense.

Yeah.

What? Like, okay, like, the material things, like, we. We all have. Like, okay, like, I want these things and things like that. And again, if you notice right now that you don't always have so closer so on. Like, and. And let's take a look at these. Like, let's say you're closing 15. Okay. Something like that. Like, let's say, like, 30 gets you 20k.

All right.

Now you have the. The drive to do all the things you know you should do. Then we got to talk about is our selling what is lead generation.

Right. Right.

So you can always, like, find more people, but that's what you have set out in front of you to achieve enough.

Hmm. I hear you.

So it's like. And if you feel like, okay, it's not. Then we got to talk about, okay, then what's really driving you? And it can be because, like, I know for me, when I hop on a call again, I don't think about the money. I don't think about, like, you know, how much I'm gonna. The point. Like, let's just talk about the leads coming in of those, like, 85 I make or anything like that. Like, I genuinely love sales, and I know I need to lead people.

Yeah.

Because I feel a sense of service. If I am on a call with somebody and they are looking to change, and I'm not able to help them change.

Yeah.

So it's like, it's taking that leadership upon yourself to do the hard things because nobody else can. And people. You're not 85% of people. You're not selling, like, Are you tracking why they're not moving forward?

No.

Okay, so it's like, step number one is let's track why they're not moving forward. Because if we're. If there are a lot of them aren't moving forward because of, like, partner or think, that's what has to come across. So when you are, like, let's say, for example, you are dealing with, like, just because he's a. Doesn't mean I give up on him. Because if I don't have this conversation with them, who the else will?

Right?

So it's like, it's also that sense of responsibility of, like, there's tons of ways to make money, man. You get what I'm saying? Like, why choose sales and help change people's lives? What's that driving factor for you? So when you do show up to the call like you're about it or different things along those lines, then it's like, yeah, I mean, I. Highly, genuinely helping people, to the best of your ability, your focus is in the right spot. Because if we always just focus on, like, you know, us, the external. What we can have, and we're not actually focused on. We're in a. We're in a very interesting position because we get to talk to people and help them make life changes. Like, it's a very highly, highly, highly, highly doubt that you couldn't close 30%.

You doubt that I can't.

Yeah.

Like, it's very, like, it's very achievable, like, on a. It's a privileged position, but it's also very hard position because you have to have hard conversation with people that most people can't have.

Yeah.

So what for you drives you to do it through sales and finding something in that that makes it to where you don't give up on people five minutes in and they sound like somebody else who didn't close. You get what I mean?

No, I get what you mean, because I'll tell you right now, like, the driver for me, why I want to do sales is because, like, I mean, at the end of the day, I want to be a business owner, right? So, like, that's it. But that's more of like a selfish thing kind of like how you were talking about, you know, like, and obviously being like a business owner, you have to obviously be a leader, Right. So I guess that might be part of it as well. But also just like, in life in general, like, understanding sales, like, obviously. I mean, I talk to girls, right? Like, understanding a bit of sales, like, it's. It's way easier to actually, you know, have a conversation, do all that. But like again, I feel like that's again like another selfish thing, you know what I mean? So yeah, it seems like it's for the people, if that makes sense for you.

Well, let's talk about it, man. Like for instance, you're talking to a girl, you're very confident in yourself. If she's not with you, she's going to be with some dickhead, right? So she might as well be with you. You get what I'm saying? So it's like it's selfish in a way, but it's also for their best interest. So if you truly believe what you sell actually benefits people, if they don't buy your shit, guess what, they're going to buy someone else's shit. That's probably not going to be as good.

Yeah.

You get what I'm saying? So it's like when you're on the call, you do it for them. And yes, you can have these other motives in mind. Like don't get me wrong, everyone has them. But when you're on the call, like you're there for that person. And if they don't do something, if they don't change, if they don't scale their business, they don't get everything that they want. And that's why like sales is, it's service, it's leadership. If you're a business owner and you're actually, you have employees, you have to be of service to those employees to make sure they're getting everything they need first. To your customers, they get everything they need first. So it's like everyone wants to look at the glamorous side of like sales business, like business ownership and all these things. But like if you're not of service first, then it's like you see cracks. You get what I'm saying? You can tell when someone is just completely self serving so you, you do it for them and then everything else just comes as a result.

Right?

They say that one of the way to, the way to achieve your dreams is by helping other people achieve their dreams first, you know, and that's number six. Yeah. Even if like, you know, I'm work, I'm working on an offer right now, I'm pretty deep into just what was on there, right. And I kind of want to do my own thing as well. But it's like by me doing this, I'm learning these skills, right? I'm helping someone build out their business, their, their dream, what they want to do. I'm passionate about it also learning all these skills too. And so when you're on a call with somebody, right, you're helping them achieve your dream in turn or you're helping them their dream and in turn you're getting, you know you're going to be rewarded for that heavily, you know, and.

Like helping people like, like a lead generation offer.

Right, Right.

So it's like if 30% gets you dude, I get a huge high off of that. Like James who I just had the, the like the video testimonial. He was like making 5k. Now he just made 40. Like he just had a kid. Like that made me teary eyed dude. Like he knows his kid never has to worry about money growing up because he has. I want to get to 40k per month.

Like I want to get to that point being genuinely honest with you.

Right.

Like where I could like I have that backbone.

20K sounds like it's doable. Now again we got to take a look at the 85% that we're like.

Dude, I could just rely on sales. I don't like now I could just focus on what I want to do. If it fails, I could.

Or closing. Like why aren't these people closing? Like what could I be doing differently? And part of it is go back.

To sales and I'm making 40 like 50. You know what I mean?

Like watch your language. You want to get there. But do you need to.

It's a great question and it's a.

Question like you have to have to sit with. It's like yes, tracking the objections. Like what objection are you actually getting that's preventing these people from moving forward? Like that's just step number one.

Right.

As far as that too with all the people that you do have follow ups with.

I mean I want to say I need to but like you, you. I did just say I want. You know what I mean?

So yeah.

And again like the first thing we need to do again if we're going to like everything you say is a bit of self hypnosis.

Right?

So it's like the way you talk externally, way you talk internally. This is what we teach. Like when we help people, like we, we shift what they talk about, we shift what they think about. Same thing with ourselves. So it's like okay, do I. How many of those people are actually coming through? Like showing up to the second meeting of those people you are selling? How many people are you getting referrals from? Is there an upsell process in place? So there's yes, actually am I serious about getting the goal. If I am serious, is it better for it to be a want or for it be a need?

A need.

There'd be a need.

Okay, right.

If it was a need, how would I be acting with it being a need? Would I be waning or do whatever you can sell more people like coming in, but every cell coming in should also get you, especially where it takes you. Get what I'm saying?

Desperate, right?

Exactly. So we got to talk about what are the characteristics of somebody who like genuinely needs to be making more and genuinely needs to be the best at sales? What actions are they taking? How are we showing up short?

Can you tell me right now? I mean, like, just so I could compare to what I'm doing and what you think, a person like that I could give you what I think.

Right.

Like a person who needs to be there.

Right.

Number one, like they're training every single day before they hop on the calls. That's what I would imagine.

Right.

Like getting into that mode.

Right.

Kind of like how we just talked about from there, obviously hopping on the calls if they need to get there, you know, they're learning from each and every single call. You know, basically taking advantage of every single opportunity that they have to learn.

Right.

Prioritizing their sleep, maybe not wasting time doing other things that isn't helping them get to their goal.

Right.

Talking about like businesses, if there's an upsell process and there should be a referral process. So one sale turns into two sales. Like just from those things alone, let's say you, you just, you fix some.

Of the follow up, um, maybe being wrong with the right people.

Right.

Because like your friends, I mean that kind of sways you. Am I missing anything?

Yeah, well, I'd say like investing in yourself, you know, going ahead like doing trainings, doing everything you need to do. When you are showing up on calls, you don't give up on people, period. End of story. Like no matter what. Like either they buy or they're leaving fucked up. Like that's. Yeah, there's no other options. You get some referrals and you upsell people. Like you'll probably add an extra 5k if you put all those systems in place. Again, it depends on what you guys have. So there's bro, you're either going to buy or you're leaving emotionally up. Like, this is a conversation we're gonna have. And then like this again, if we're like, okay, this is the one thing I need to do, then it's the one thing you do like period, end of story. And yes, you can have like downtime at the end of the day, maybe. Like I like to watch like, you know, like a sitcom to turn my brain off for like an hour before bed. It's fine. Okay, but I'm saying like for 10 hours a day, like, this is just what you fucking do. Just period. So it's like, are you doing that? And then it just comes down to like, for me, it was really making sure, you know, I invested in myself and I was just surrounded by the people who were showed me what was possible. Like, I didn't realize you could be making 100k per month until I was around a closer who was doing that. Like, okay, it's possible. Let me push you. Get what I'm saying? So it's just about getting out of your bubble, you know? Tons of different ways to look at it, right?

Yeah.

I mean, honestly. Yeah.

But I would say it sounds like that the first thing we need to just address is just your state and how you're showing up to your calls.

Right.

If you address that, it sounds like you'll just be closing a lot more school groups like this or really whatever. As long as you're just like around the right people and then you're doing the right things, you're 100.

So then kind of referring back to that. I mean, obviously I'm gonna watch back this video, but it's like, okay, being optimistic, right?

Getting the right feedback, pushing for that. But then also just making sure you're showing up on the calls you're doing it for.

In terms of like when I wake up, like, like, what should my mindset be? Because sometimes it's like, man, I don't even want to get out of bed. You know what I mean? That's sometimes how I feel.

Nervous. And you don't give up on people. That's like the biggest thing. Because it sounds like right now that's the one part you probably. Yeah, it's fine, dude. Like, okay, here's the thing, man. Like we can't reliably lacking is in five minutes in this person doesn't line up here, here, here.

I give up.

And maybe like in your head you're not saying like I actually give up and like fucking in the call. But like, you know, it's like, I.

Know they might not close, but I'm still going to try. That's usually what I kind of say.

Yeah. But it just comes down to, man, why are you telling yourself like that probably won't close. And if you're really honest with yourself. If you tell yourself that, do you actually attack the call the same way versus you think they are going to close?

I probably don't attack it the same way.

So, like, then it just comes down to those people that for whatever reason you're categorizing them, do you feel like you're doing them a disservice because you're not showing up as the best version of yourself?

I am. Yeah.

On emotion, because it's fickle. Okay, so what are the things you can put in place to make sure you just do the things you know you need to do that's going to put you in the best state possible? For example, I use my phone as an alarm. It is outside of my bedroom. So what does that mean? I have to get my. Okay, so are you willing to stop doing these people disservice?

I do want to stop.

Okay.

So it's like, do we just have to make the decision? And it's like. And it's not like, hey, overnight, like, oh, I made the decision. You catch yourself.

Right.

And then it's just. You just got to remind yourself and ass up out of my bed to turn off the alarm. Oh, now I'm already up. Might as well get my coffee. Just keep it top of mind, man. And then as you improve your skills and as again, like visualization, I'm very big proponent on it. As you visualize and you actually, like, close these calls in your mind and then you start closing them in real life, you realize, dude, when I said, oh, I don't think I can close more than 15, I was like, I'm crazy. You get what I'm saying? It's like, you don't know it's possible because it's right next to my phone where I put the alarm. You see how it just like. And the day before, I'm gonna, you know, set out my clothes, you know, and make sure they're right by the treadmill. Cause I normally like walk like in the morning. And then like, until you see someone else do it. And then. But now you've seen like other people. Because I've seen people closing, like, do a little bit of work. So it's like I just have it set up to where if I am going through the motions, 50, 60, 70% on like lead generation offers, like, that's possible, right?

Okay.

But it's like, it's not, oh, these people are doing it, therefore I feel bad. No, there's no judgment stuff out there is possible, therefore I should Work to again, get closer to where I want to go.

100%. It's honestly such a deep topic.

Like, that's fine because like by the end of it, like I'm, I'm in where I need to be.

So it's like what it's, it's like below the surface, you know what I mean? Like, you don't really see this, but like they creep behind you, you know what I mean?

Yeah.

So like talking about it with someone who understands it is. It definitely helps like kind of get a grasp around it, like, and a.

Big, big part again, whatever it is, like if you just notice, like, okay, when I do these things, I just feel better overall.

Right.

Then it's like, just make it the night before when you have a little bit more energy, you're not groggy, whatever it is. That salesman is becoming a better person.

Right.

Your inner, all of our inner dialogues can, are leading. They're, they're doing two things. They're leading up. They're, they're, they're keeping us in a certain paradigm. And they can also lead you to, you know, the promised land, right? So you need to be aware when you, you know, you know you're having these thoughts, right, that you hop on the call and it's like, okay, you know, you're, you're aware of that now, right? You're reflecting on that. You're aware of it. You're gonna, that that time of reflection will become less and less and less to a point where you're able to catch that in real time before you attach yourself to that thought and run with it. Right? Because we have thoughts, you know, a hundred thousand times a second or whatever, right? Whatever the number is. But we don't ourselves every thought and go down a thought stream with it, right? Yeah, that's called staying present. So you might want to develop a strategy for when you catch yourself doing that. Whether it's a negative thing that you're saying to yourself or you're putting a judgment on it. Start with some sort of like you're saying a statement to yourself. Tag something on to the end of it. Instead of saying, I cannot do this, right. Or, you know, I'm not doing it, I'm not doing this yet, or I'm not doing this, but I'm going to learn how to do it. Like open up the loop so that it allows your mental construct to go somewhere else. And even if you have future version of yourself established already, that's, you're going to be your point. You anchor to the future version of yourself, not to what you've experienced on these calls. Like, not go, like going sour. Right. You have the thought creep up. That's your trigger to look forward and anchor to that.

Yeah.

And you'll start. If you start noticing that. That inner dialogue, man, that's what's really gonna, you know, it's what's reinforcing all these constructs for us.

Oh, 100. Damn.

I don't know what to say. I mean, you guys really answered a lot of kind of. You handle all my objections, so to speak. I guess. Like, I actually really appreciate it. I'm 19.

How old are you? And you said you. I saw the community you dropped. You said you. You've recently dropped out of school.

Yeah.

Are you, Are you. Are you. Are you still living with your folks? Are you living on your own?

Yeah, I'm with my folks right now.

Yeah.

Dude, you have a. You're. You're. Unless they're. Unless they're going to kick you out of your house. You're wr. You have. What kind of risk do you really have? Right.

In my mind, even the risk is like losing my current closing job. That's the risk. Risk.

Yeah.

Yeah, but get another one.

So what happens then? What happens then? There's tons of out there. Your. Your skill set is going to dictate your value in the marketplace. And because you don't have, you know, bills to. Maybe you do. I'm not saying you don't, but you have. You have something back on. Your risk is. Is so low compared to what it's going to be when you're a father of. Of two. You know, you. You don't. You know, you have a lot of risk. Right? It's so. It's a lot riskier for me to just say this. I'm going to go do something else. Like, I don't have that luxury. But now, before, I wasn't in sales, but I was traveling all over the world taking the craziest risk you could imagine. You know what I mean? And you have the opportunity to. Now life is not going to get any less risky for you.

It's just lined up. So it's just.

It.

It makes it easy for you to do it.

Right.

Okay, can I, Can I add something here, if I may?

Yeah, yeah, yeah.

The two. Two things kind of came up for me. Like you mentioned, like, some of your, you know, you think some, some people when they, when they show up, like within five minutes, you kind of know, you're kind of projecting how the call is going to go, right? Well, and as far as like what your expectation is as well, out of all these calls, right. Each one of these is a learning opportunity for you as well. So it's like if you, if you're getting these things like Christian was saying, you're you, you do some reflecting what is actually happening here when you, when you unlock that piece of the puzzle, that same, that same prospect, you're going to be excited about them. Because I know how to. You're going to know how exactly how to handle it. You know you can close that, right? So instead of it's not going to happen, it's like even, even in the future it's going to happen. But what is the key? What is the learning in this? And that kind of curiosity just for yourself about, you know, and that can be transferred over to them as well. And in the call, I'm curious to see what's going to happen because I'm learning, I'm growing. And when you knock that piece of the puzzle out, just like the call I shared, right. I took a little key nugget away. It was frustrating itself. Guess what? The next time it happens, I'm like, please tell me it was more than you thought it was going to be. You know what I mean? Like I know what to do now, right?

Yeah.

And then the, the other thing that I would add is just when it comes to discipline, right, like you can. Sometimes there's like the, the stick and sometimes there's the carrot, right? And it's. If we put these like arbitrary parameters on ourselves, like I'm gonna do one especially I would say if you're living at your parents house, dude, you should be doubling down on yourself non stop and try to fail as quick and as fast as you possibly can, dude. Because that's the way, that's the way to get to where you want to go is by. It's. You're going to fail. It's just a matter of how quickly can you fail and how quickly can you get back up and fail again. That's going to take you where you want to be. You got no risk right now, man. So go all in doubling down on yourself. Give, give Christian the four grand a month or whatever it costs and get the in there.

You sell it for you, man. Get to get out of here, bro.

Yeah, well, that's the other name like half the time like he shows up to the coaching calls when he's. He's in between like high school classes. So. So yeah, man, I would say if it's something you're serious about, we can definitely talk about it. Yeah, I would say just go all in and whatever all in looks like for you, right? Like legitimately, like when I like, went all in in sales, like what I did, like, I was living in Kansas, I hit the cold. I you not. I packed up everything in a car, I drove across the country to a studio apartment in Miami beach. And that's just all I, like, all I did was sales and chill at the beach. That's all I did for the next four years.

An hour of this, I'm gonna do. Like, we're just kind of creating these things for ourselves, and then all of a sudden we don't. We fall short of it. It's like you're feeling guilty because you didn't get up at 6 o' clock or whatever it may be, right? And then you're. And then you're just. You're feeling guilty about not having to do a thing on top of not having done it. There's a guy, Chase Hughes, I'm sure you guys know who he is. But his definition of discipline, like, was a complete game changer for me. And I looked it up just so.

Because, like, at that point, there's no turning back, right? Like, burn the boats. And it's like in my head, like, what's the worst possible scenario that happens?

Butcher it. But he basically says discipline is when you put the needs of your future self ahead of your current desires. When you put the needs of your future self ahead of your current desires. So why. Why are you even doing these things?

I fall on my face, I fail, and I gotta pack up all my. My car again. I just drive back to my dad's. It's fine. It's really not that bad. My dad's a nice guy, right? So. But for me, like, I needed to be like, out out of it to really. Because, like, my, my motivating factor was like, I did not want to be like anyone that was like, average. And like, that's what I was surrounded with. So I'm like, it, let's go where no matter. Like, if you just look outside, you see Lamborghinis and McLarens and like, that's what got me to, to always push. But it's like, I'm not saying you gotta things.

Why even get out of bed in the morning, right? It's not because you set an alarm and said you were gonna do it.

And ship off and then come to Miami. It's nice. It's raining right now. But it's just, I would say whatever go all in is for you and.

Doesn'T like, that's just something that you did yesterday and said you were going to do it tomorrow. Like, you're doing it because that future version of yourself is going to thank you for doing that. You know, you're prioritizing future self. So when it comes to like digging in all this shit, role plays and all this stuff that we're doing, doing, it's like, why are we doing it? Because we want to be that version of ourselves and we're prioritizing that over whatever our, our, our emotional monkey mind wants to do right now.

And for me, that help have to be the mastermind. Whatever it is for you, like, just do it and stop telling yourself that things need to happen before you do it.

Right?

How much is rent in Miami?

So this, this apartment and it was like, cool.

There's no, there's no pressure. It's like I'm even like. And Chase Hughes said this too, like thanking himself. He's like, you know, Kelly's gonna thank me for this tomorrow. You know what I mean?

Like cleaning up is 3, 700amonth. And then plus like, like I'm in a luxury like two bedroom apartment, right? You don't have to get this. And then like, you know, it's probably like all in all, probably like 4k a month. And I'm actually paying for rent still in Scottsdale too. So that's another 2,500. Lots of fun. And I'm not saying you have to like for me, like legit.

No, I get it.

Like the first apartment I got was a thousand bucks a month. Like, shit you not across the street from the beach. You can't get that now. But like where I was coming from in like Kansas, like Wichita, like it's like 400 bucks a month. It's a really good studio. So this is back in 2020. I'm dating myself a little bit. I'm an old ass man. And then. Yeah, so it, whatever it is for you, man. So it's like some people, they like them, they like Miami. They like the hustle and bustle. If there's like a place that you're like, oh, I've always wanted to go there. Like look at apartments.

Where are you located? Where are you at?

I'm in Chicago.

I'm from North Carolina. I moved to Philadelphia when I was 19, 20 years old for a friend of mine. I went through a winter there and I was like, the hell with this. I moved to the Caribbean, dude. I bought a one way ticket and moved to the Caribbean and that's what. I spent six years of my life in the Caribbean. And the first my. And I got it. I've gone into like all kinds of different industries, like laterally just like hopping into stuff, meet people. Okay, I'm gonna go do this. You talking about burning the boats? Like, I, I went to, I decided I want to get into the yachting industry.

Yeah.

First time I was ever on a boat in the ocean was crossing the Atlantic. I sailed from The Caribbean, from St. Martin to Spain, and without knowing anybody there, and found my way into the yachting industry. So it's like, that's what I'm doing. You know what I mean? It, yeah. And it wasn't. But it happened.

Yeah. And, and, and why I, like me personally, I would be a proponent of like burning the boats is because it gives you no other option.

Right?

Like if you're like, that's what I'm afraid of, man. Like. Okay. Like, because in my mind if I.

Could make, if I can make at least a minimum of ten grand a.

Month, dude, I'm, I don't want my freaking parents to hear because they hate, they would hate it if I moved out. But if I just like made that much and I moved out, like, I feel like I'd be like comfortable, so to speak. Because at least I'm doing that, you know, Like, I have the, I have the skill to be able to move out. Do you get what I mean?

Yeah. So like, here's the thing, man, right? Like, how much is fucking rent cost? It's like 2k a month for like a nice place in a nice area. If you're talking about like a studio or one bedroom, whatever it is, we're talking like 2,000amonth. So. And, and I get you'd be more comfortable if you're like making more. But it just comes down to if you can swing it, like, I would just go for it. And like, here's the absolute worst thing that happens. You fall place, you got to move back. You start right back to where you were. Worst case scenario. Yeah, I understand. Then don't, like, don't fail.

Even if.

You know what I mean?

Even if you did fail, which I've, I've done it before, man, I've moved out, I've moved to countries and come back with my tail between my legs sometimes. Like, but even when I run my bed or whatever it may be, and it took a lot of pressure off of me and made Me realize, like, I'm just prioritizing that version of myself, and it's like, cool. Yeah, no brainer. Like, let's do this, you know?

100.

Oh, that's definitely a different perspective on how I kind of see, like, getting.

Out of bed, right?

It's like, oh, now I got to get out of bed to. Because usually what I do is, like, just go straight to work. Like, it kind of feels like almost like the same stuff. Like, either I watch, like, some of Christian's calls to kind of get a better understanding of, like, how I probably should be selling on the call, then maybe I'll watch for some of mine and then really just go from there.

But it's like, I did that. God damn, it was fun, you know? And I had so many stories to tell, you know?

Yeah.

Go, dude. You got. You have no risk right now, dude. You have zero risk at all.

I'm not saying, like, hey, man, you got to move out tomorrow. Like, hey, maybe a month or at least, like, have that in your vision. Like, for me, as soon, like, I graduated college, if I had to do it over again, I wouldn't have.

Right?

So that's what I'm, like, saying. But, like, as soon as I graduated college, like, and then I got a sales shop, I hadn't gotten the first paycheck yet. I literally packed all my. And I just left.

Right.

Were you even good at sales?

Wait, wait, wait.

When you did that, though, like, were you any good? Just straight to work? And also, like, I guess I don't really have a reason if that makes sense. It's more just, like. But at sales, like, I remember, like, I heard, like, the story about it. You had, like, you made, like, 10 grand a month or something like that. Is that not the case?

So when, like, when I first got into sales, I got, like, an SDR job. So I got a setting position.

Get up so I can prepare, but it's like, I don't even know.

Yeah.

And I. I would say if you map out a vision of what that actually looks like for you and why it's important for you, too, like, that's. That's going to be really important. It's, like, the type of person you need to be to achieve. So it's like the setting position, like, I didn't, like, I. I was naturally good at, like, communicating with people, so I thought I was going to do well, but I didn't know yet. I just said went, right. And, like. And then I ended up because, like. Because, like, I work for A tech company, like a SaaS company. And like how they. It's like like six months to 12 months. You know, if you're SDR, they move you into like actually like closing deals. I had broke the company record. Keep that. That's why in the, in the classroom I have like the dream. Mapping out your dream like month two. And then it's moved me right up. So it's like, yeah, I did, I did well like very early on. But I didn't know that before I left.

Right.

Like, I just, you know, there was some base where it was like $13 an hour towards like I could barely skirt by if I made no other money doing it. And then I'm like, okay. And then the person who you need to be to have it and then versus like the person you are now, like those are all super important things. And if you're not constantly creating this dream, then like that's when you stay stagnant. And so it's. It's just this constant evolution of, you know, creating a dream, doing everything that is fine. And then like that's, that's what I did. And then, you know, I got. And I was doing closing and then, you know, I just had like up and downs. Like, you know, some months I hit like 10, 15. Other months I hit like 5 and I was like up and down and you know, did at this point probably paid well over 50k and like sales training and. And different things like that. And for like one on ones with different, you know, whatever it is.

Right.

But that was like my journey. So like my first, my first year in sales reasonable to achieve it and then create in a new one. So there needs to be a reason behind the 20 cat made like 150, give or take. But why you need to hit this like what this actually means for you rather than it just being an arbitrary number.

Yeah.

And there's tons and tons and tons of things that you can do. And I would say just find things that really work with you and your brain as far. But everyone's a little like. I was more like corporate technically corporate sales at first where I was selling like, like a CRM thrive a CRM to. What was it like blue collar guys.

Lots of fun, right?

Selling computer equip, like computer software. People who don't even know how to fucking use a computer made it work.

Right.

We came to the top, clearly, right? Bowed out, said y' all guys. But then like, okay, this is what happened. Like I bowed out like I was making at that point when I was leaving. I was making like 20k a month and I was doing like, this is my first year in sales. Like, far as what gets you into the right state of mind before your calls.

Right.

Whatever it is, like, for me, you know, maybe got in the sun a little bit, listened to a little bit of music.

Okay.

Feel good.

Cool.

So it's like, if you just show up to each call with that, you know, things will go well, then you'll just have a lot better outcomes overall, right?

100%. Okay.

No, I'm not going to start doing that.

I'm on fucking top of the world. Then I learned about this, like, dude, you could sell like coaching and you can make even more commission only, yes, Higher risk. But I'm like, okay, so I'm a jump into this offer at Outreach, which is like, it's a very. Like, they're still around, but like, at the time, they're like a top, like Inc 5000. They're like a top 30 company. Like growing companies in the US and they're like doing a new offer. And I had, you know, the sales manager really liked me. He's like, hey, we're going to. You're going to like, had this new offer, dude. Offer fell on its fucking face, like, and then I was out of a job. What happened is, like, I was closing like 15, 20% the. Because they had like, no marketing, no nothing behind it, right. And the closer who was on the.

Like, because they kind of building on a system to. To actually get that done and actually have some goals in place for that. Because I think for the 20k a month, it's more like more like a status thing. Because, I mean, I'm Romanian. I mean, I don't know if you could tell. Probably not. I look a little Middle Eastern or something.

But.

Really with that, it's like, you know, a lot of people, like, they.

Have basically like, do ads, like, teach you how to do ads. And then they're like, okay, now we're going to teach you how to do organic. So I was just on the organic. And they took some guy who was closing 30 to 40% on the ads offer. He goes on the organic offer. Do close 6% wild. There's this, like. Because, like, it just. It wasn't. And like, I didn't know as much as I do now, obviously, because I've never been in that world before. Like, now I know again, how do you, like, even if I was put in that position now, like, dude, I'll crush it. Because, like, you can do Things outside of it, you know, get people indoctrinated, all those different things. But I knew none of that then. So it's like I fell on my face and they just got rid of the offer. They kept the guy who was the bed, but they got rid of me because I was only on the organic offer. And, like, I didn't have an offer for like, probably like a, like two weeks where I. I need to pay rent, dude. So I like, I hopped on this real estate offer that was really, really shitty, but I like, I needed it. And like, they, like, I was in sdr. I hop on SDR because they did like a base so I could just pay rent. And then I did that for a month. And then I found another offer through. It was stock navigators. And then that's when I, you know. First time in the hike, huh?

Maybe, like it. Maybe it's just the Eastern European thing, but like, they like to flex, right? I didn't grow up in money, right?

Yeah.

So, like, for me it was always like, man, like, dude, I want to get that car or I'm going to do that. So I feel like at the end of the day, for me it's more just like a status thing kind of showing, like, not that I'm gonna get a car, but it's like for myself, like, hey, dude, like, I'm doing this now, like 20 grand a month, dude, I'm gonna ups. I'm like, once I start my own.

Business, I took a space getting like back to like the 20k plus. And then I hopped on like seventh level.

And then just from learning how to close, dude, then I'm gonna be doing like X amount a month there and then so on and so forth. So, like, what do you call my income?

Just grow and grow and grow.

Bye.

But it's like, dude, I fell on my face 100%. I like, I remember I was in my, you know, in Miami, didn't have an offer. I'm like, I don't know how I'm gonna pay rent, but because of that urgency, I'm like, I need to figure some out. So it's like for kind of have.

To say about that, like, almost that being like my goal, if that makes sense.

Yeah.

What, like, okay, five, six, seven hours a day. I was like, reaching out to every company I could find, and eventually I found one. And like, the material things, like, we all have, like, okay, like, I want these things and things like that and, you know, just keep going. And it's like that resilience of I know for me, if like, hey, any, any of this money stops me helping people, whatever it is, like, I know I have the resilience. No matter what, I can fuck in. If you notice right now that you don't always have.

One second. I got a follow up. He just hopped on the call. I'm gonna talk to him. I don't know if you guys are still gonna be talking. I really want to talk.

Have the, the drive to do all the things, you know, you should do. Then we got to talk about. Is talk about this.

Like, I really do. But I also want to close a deal.

So like, yeah, bro, message. Message me on school because I gotta go too. I gotta go to the chiropractor.

I really appreciate it. Like, seriously, I really do. Like, thank you so much. You know, kks, I don't know your name.

Yeah.

It's what you have set out in front of you to achieve enough.

I hear you.

So it's like. And if you feel like, okay, it's not, then we gotta talk about Kelly.

Okay.

Thank you. Really, I really do appreciate it, like honestly post this for like a mental thing in the school or so. I don't mind at all. Yeah, dude, really, just thank you. I seriously appreciate, like, seriously so much.

Thank you.

Yeah, let's get some role plays in.

But.

Okay, then what's really driving you? And it can be because, like, I know for me, when I hop on a call again, I don't think about the money. I don't think about like, you know, how much I'm gonna make or anything like that. Like, I genuinely love sales and I know I need to lead people.

Yeah.

Because I feel a sense of service. If I am on a call with somebody and they are looking to change and I'm not able to help them. Them change.

Yeah.

So it's like, it's taking that leadership upon yourself to do the hard things because nobody else can. And that's what has to come across. So when you are like, let's say for example, you are dealing with the like, just because he's a. Doesn't mean I give up on him. Because if I don't have this conversation with them, who the else will?

Right.

So it's like, it's also that sense of responsibility of like, there's tons of ways to make money, man. You get what I'm saying? Like, why choose sales and help change people's lives? What's that driving factor for you? So when you do show up to the call, like, you're genuinely helping people to the best of your ability, your focus is in the right spot. Because if we always just focus on, like, you know, us, the external. What we can have, and we're not actually focused on. We're in a. We're in a very interesting position because we get to talk to people and help them make life changes. Like, it's a very. It's a privileged position, but it's also a very hard position because you have to have hard conversation with people that most people can't have.

Yeah.

So what for you drives you to do it through sales and finding something in that that makes it to where you don't give up on people. Five minutes in and they sound like somebody else who didn't close. You know what I mean?

No, I get what you mean. Because I'll tell you right now, like, the driver for me why I want to do sales is because, like, I mean, at the end of the day, I want to be a business owner, right? So, like, that's it. But that's more of, like, a selfish thing, kind of like how you were talking about, you know, like. And obviously being, like, a business owner, you have to obviously be a leader, Right. So I guess that might be part of it as well, but also just, like, in life in general, like, understanding sales, like, obviously, I mean, I talk to girls, right? Like, understanding a bit of sales, like, it's. It's way easier to actually have a conversation, do all that. But, like, again, I feel like that's, again, like, another selfish thing. You know what I mean? So for you, it seems like it's for the people, if that makes sense for you.

Yeah.

Well, let's talk about it, man. Like, for instance, you're talking to a girl. If you're very confident in yourself, if she's not with you, she's gonna be with some dickhead, right? So she might as well be with you. You know what I'm saying? So it's like, it's selfish in a way, but it's also for their best interest. So if you truly believe what you sell actually benefits people, if they don't buy your guess what they're gonna buy someone else's. That's probably not gonna be as good.

Yeah.

You get what I'm saying? So it's like, when you're on the call, you do it for them. And, yes, you can have these other motives in mind. Like, don't get me wrong, everyone has them. But when you're on the call, like, you're there for that person. And if they don't do something if they don't change, if they don't scale their business, they don't get everything that they want. And that's why like sales is, it's service, it's leadership. If you're a business owner and you're actually, you have employees, you have to be of service to those employees to make sure they're getting everything they need first. To your customers, they get everything they need first. So it's like everyone wants to look at the glamorous side of like sales business, like business ownership and all these things. But like if you're not of service first, then it's like you see cracks. You get what I'm saying? You can tell when someone is just completely self serving so you do it for them and then everything else just comes as a result, right?

They say that the way to, the way to achieve your dreams is by helping other people achieve their dreams first, you know, and that's.

Yeah.

Even if like, you know, I'm working on an offer right now, I'm pretty deep into just what was on there, right. And I kind of want to do my own thing as well. But it's like by me doing this, I'm earning these skills, right. I'm helping someone build out their business, their, their dream, what they want to do. I'm passionate about it also. Learning all these skills too. And so when you're on a call with somebody, right, you're helping them achieve your dream in turn or you're helping them their dream and in turn you're getting, you know you're going to be rewarded for that heavily.

Yeah.

And like helping people like, dude, I get a huge high off of that. Like James. So I just had the, the like the video testimonial. He was like making 5k now he just made 40. Like he just had a kid like that made me teary eyed. Dude, like he knows his kid never has to worry about money growing up because he has. I want to get to that 40k per month.

Like I want to get to that point being genuinely honest with you, right? Like where I could like I have that backbone where like dude, I could just rely on sales. I don't like now I could just focus on what I want to do. If it fails, I could go back to sales and I'll make it 40 like 50. You know what I mean?

Like watch your language. You want to get there, but do you need to.

It's a great question and it's a.

Question like you have to have to sit with I mean, I want to.

Say I need to, but like, you, you. I did just say I want. You know what I mean?

So, yeah.

And again, like, the first thing we need to do again, if we're going to like, everything you say is a bit of self hypnosis.

Right?

So it's like the way you talk externally, way you talk internally. This is what we teach. Like when we help people, like, we. We shift what they talk about, we shift what they. Same thing with ourselves. So it's like, okay, do I actually. Am I serious about getting the goal? If I am serious, is it better for it to be a want or for it be a need?

A need.

Better to be a need.

Okay, right.

If it was a need, how would I be acting with it being a need? Would I be waning or do whatever it takes? You get what I'm saying?

I'm desperate.

Right, exactly. So we got to talk about what are the characteristics of somebody who like, genuinely needs to be making more and genuinely needs to be the best at sales? What actions are they taking? How are we showing up short?

Can you tell me right now? I mean, like, just so I could compare to what I'm doing and what you think a person like that. I could give you what I think.

Right?

Like a person who needs to be there.

Right.

Number one, like, they're training every single day before they hop on the calls. That's what I would imagine.

Right?

Like getting into that mode.

Right.

Kind of like how we just talked about from there, obviously, hopping on the calls if they need to get there. You know, they're learning from each and every single call, you know, basically taking advantage of every single opportunity that they have to learn.

Right.

Prioritizing their sleep, maybe not wasting time doing other things. That isn't helping them get to their goal.

Right.

Maybe being around the right people.

Right.

Because like, your friends, I mean, that kind of sways you. Am I missing anything?

Yeah, well, I'd say, like investing in yourself, you know, going ahead, like doing trainings, doing everything you need to do. When you are showing up on calls, you don't give up on people, period. End of story. Like, no matter what. Like, either they buy or they're leaving up. Like, that's. Yeah, there's no other option, bro. You're either going to buy or you're leaving emotionally fucked up. Like, this is a conversation we're going to have. And then like this again, if we're like, okay, this is the one thing I need to do, then it's the one thing you do, like, period, end of story. And yes, you can have, like, downtime at the end of the day, maybe. Like, I like to watch, like, you know, like a sitcom to turn my brain off for like an hour before bed. It's fine. Okay, But I'm saying, like, for 10 hours a day, like, this is just what you do. Just period. So it's like, are you doing that? And then it just comes down to, like, for me, it was really making sure, you know, I invested in myself and I was just surrounded by the people who were showed me what was possible. Like, I didn't realize you could be making 100k per month until I was around a closer. It was doing that. Like, okay, it's possible. Let me push you. Get what I'm saying? So it's just about getting out of your bubble. You know, school groups like this or really whatever. As long as you're just, like, around the right people and then you're doing the right things, you're getting the right feedback, pushing for that, but then also just making sure you're showing up on the calls, you're doing it for service, and you don't give up on people. That's, like, the biggest thing. Because it sounds like right now that's the one part you're probably lacking is in five minutes in, this person doesn't line up here, here, and here.

I give up.

And maybe, like, in your head, you're not saying, like, I actually give up and, like, end the call, but, like.

You know, it's like, I know they might not close, but I'm still gonna try. That's usually what I kind of say.

Yeah.

But it just comes down to, man, why are you telling yourself like, that? Probably won't close. And if you're really honest with yourself, if you tell yourself that, do you actually attack the call the same way versus you think they are going to close?

I probably don't attack it the same way.

So, like, then it just comes down to those people that for whatever reason you're categorizing them, do you feel like you're doing them a disservice because you're not showing up as the best version of yourself?

I am. Yeah.

Okay, so are you willing to stop doing these people disservice?

I. I do want to stop.

Okay.

So it's like, do we just have to make the decision? And it's like. And it's not like, hey, overnight, like, oh, I made a decision. You catch yourself.

Right.

And then it's just. You just got to remind Yourself and just keep it top of mind, man. And then as you improve your skills and as again, like visualization, I'm very big proponent on it. As you visualize and you actually like, close these calls in your mind and then you start closing them in real life, you realize, dude, when I said, oh, I don't think I can close more than 15%, I was like, I'm fucking crazy. You get what I'm saying? It's like, you don't know it's possible until you see someone else do it. And then. But now that you've seen like, other people. Because I've seen people closing like 50, 60, 70% on like lead generation offers, like, that's possible, right? Okay, but it's like, it's not. Oh, these people are doing it. Therefore I feel bad. No, there's no judgment stuff out there is possible. Therefore I should work to again get closer to where I want to go.

100. Excellent. It's like, it's honestly such a deep topic. Like, it's, it's like below the surface. You know what I mean? Like, you don't really see this, but like, they creep behind you. You know what I mean?

Yeah.

So, like, talking about it with someone who understands it is. It definitely helps, like, kind of get a grasp around it.

Like.

And a big, big part of getting better at salesman is becoming a better person.

Right.

Your inner. All of our inner dialogues can. Are leading. They're. They're doing two things. They're leading up. They're. They're keeping us in a certain paradigm. And they can also lead you to, you know, the promised land. Right. So you need to be aware when you, you know, you know, you're having these thoughts, right? That you hop on the call and it's like, okay, you know, you're. You're aware of that now, right? You reflecting on that, you're aware of it. You're going to. That. That time of reflection will become less and less and less to a point where you're able to catch that in real time before you attach yourself to that thought and run with it. Right. Because we have thoughts, you know, 100,000 times a second or whatever, whatever the number is. But we don't sell every thought and go down a thought stream with it. Right?

Yeah.

That's called staying present. So you might want to develop a strategy for when you catch yourself doing that. Whether it's a negative thing that you're saying to yourself or you're putting a judgment on it. Start with some sort of like, you're saying a statement to yourself, tag something on to the end of it. Instead of saying, I cannot do this. Right. Or, you know, I'm not doing it. I'm not doing this yet, Or I'm not doing this, but I'm going to learn how to do it. Like, open up the loop so that it allows your mental construct to go somewhere else. And even if you have future version of yourself established already, that's. You're going to be your point. You anchor to the future version of yourself, not to what you've experienced on these calls, like, not like going sour. Right. You have the thought creep up. That's your trigger to look forward and anchor to that.

Yeah.

And you'll start. If you start noticing that that inner dialogue, man, that's what's really gonna, you know, it's what's reinforcing all these constructs for us.

Oh, 100. Damn.

I don't know what to say. I mean, you guys really answered a lot of kind of. You handle all my objections, so to speak. I guess, like. Yeah, I actually really appreciate it. I'm 19.

How old are you? And you said you. I saw the community you dropped. You said you. You've recently dropped out of school.

Yeah.

Are you, are you, are you. Are you still living with your folks? Are you living on your own?

Yeah, I'm with my folks right now.

Yeah.

Dude, you have a. You're. You're. Unless they're. Unless they're going to kick you out of your house. Your risk, you have. What kind of risk do you really have? Right.

In my mind, the risk is like losing my current closing job. That's the risk. Risk, yeah.

Yeah.

But get another one.

So what happens then? What happens then? There's tons of out there. Your. Your skill set is going to dictate your value in the marketplace. And because you don't have, you know, bills to. Maybe you do. I'm not saying you don't, but you have. Yeah, you have something back on. Your risk is. Is so low compared to what it's going to be when you're a father of two. You know, you don't. You know, you have a lot of risk. Right? It's so. It's a lot riskier for me to just say this. I'm going to go do something else. Like, I don't have that luxury. But now, before, I wasn't in sales, but I was fucking traveling all over the world taking the craziest risk you could imagine. You know what I mean? And you have the opportunity to now life is not going to get any less risky for you. And especially I would say if you're living at your parents house, dude, you should be doubling down on yourself non fucking stop and try to fail as quick and as fast as you possibly can do. Because that's the way, that's the way to get to where you want to go is by is you're going to fail. It's just a matter of how quickly can you fail and how quickly can you get back up and fail again. That's going to take you where you want to be. You got no risk right now, man. So go all in, doubling down on yourself. Give, give Christian the four grand a month or whatever it costs and get the in there.

He sell it for you, man. Get to get out of here, bro.

Yeah, well, that's the other name. Like half the time, like he shows up to the coaching calls when he's, he's in between call like high school classes. So. So yeah man, I would say if it's something you're serious about, we can definitely talk about it. Yeah, I would say just go all in and whatever all in looks like for you, right? Like legitimately, like when I like went all in in sales, like what I did, like I was living in Kansas, I hit the cold. I you not. I packed up everything in a car, I drove across the country to a studio apartment in Miami beach. And that's just all I like, all I did was sales and chill at the beach. That's all I did for the next four years because like at that point there's no turning back, right? Like burn the boats. And it's like in my head, like, what's the worst possible scenario that happens? I fall on my face, I fail, and I gotta pack up all my in my car again. I just drive back to my dad's. It's fine. It's really not that bad. My dad's a nice guy, right? So. But for me, like, I needed to be like out out of it to really just like my motivating factor was like I did not want to be like anyone that was like average and like that's what I was surrounded with. So I'm like, fuck it, let's go. Where? No matter, like if you just look outside, you see lamborghinis and fucking McLarens and like that's what got me to, to always push. But it's like, I'm not, not saying you got to fucking ship off and then come to Miami. Mean, it's nice, it's raining right now. But it's. It's just. I would say whatever. Go all in is for you and. And doesn't have to be the mastermind. Whatever it is for you, like, just do it. And stop telling yourself that things need to happen before you do it.

Right.

How much is rent in Miami?

So this. This apartment is 3,700amonth, and then plus, like. Like I'm in a luxury, like, two.