Jax Makes $45K/Month Closing. This Is What Changed.

I talked to one of my clients, Jax, who went from making $5,000 to $6,000 per month to now making over $45,000 per month as a closer. We go over the exact things that now help him connect better with the prospects, pre-handle objections, and actually overcome objections that helped him get to the point where he 9x'd the income he's making and his income is still growing. If you don't know who I am, my name is Christian Polk. I've closed over $8 million in deals myself and now just focus on helping people get to the 0.001% of sales to make the type of money they want to make. Success leaves clues. So if you're not making the amount of commissions you're looking to be making, watch this video, take notes on what really helped Jax break through. Let's dive into it. So just first and foremost, go ahead and introduce yourself and what exactly do you sell?

Yeah, my name is Jax Heaton. I'm living over here in Mexico and right now I'm selling a career transition for individuals that want to get started in the coding space.

Okay, fantastic. So it's more like a, a biz op. So it's like they come in, they're wanting a different type of job, make more money, have more free time, that type of thing.

Yeah, exactly.

Okay. And I know January you hit your highest month. February took a little bit of a step back. What did you hit in commissions for January?

For January, it was $45,000 in commissions.

Yeah, so $45,000 USD, you get paid in Aussie, right? What was it in Aussie?

So in Aussie, no, so I get paid in USD. I just converted to Aussie.

Yes.

Okay. I might have done more. Uh, but yeah, so $45,000 US converted to around $63,000, um, AU.

Okay. Fantastic, dude. And then in February, you still hit like pretty high. You just worked less days. You traveled some and you still hit like over like $38K. But how, how long have we been working together?

I would say, I'd say June last year. Okay. So it's, yeah, it's when I first moved to Thailand.

Yeah. So it's been like 8 or so months, right around there. And when we first started working together, like you had already been in sales for a little bit, like what were you hitting consistently before we started working together?

So I would say around 6, 7K. US.

And so you're at like the 6 to 7?

Yeah. And I'd say about 3, 4 months before we started working together is when I made the transition to closing. So I was pretty fresh, didn't pre-handle objections. So yeah.

And then, uh, what was it about like how you're selling or what you're running into? You're like, okay, I know there's other levels to this and I want to really go all in.

Yeah, great question. The fact that I I didn't want to take sales calls and the fact that I, when I had calls on my calendar and I'm like, I hope they don't show, I hope they don't show. I knew that was an issue. So I'm like, okay, there's obviously a confidence issue with my competence. So I'm like, okay, let's, let's focus on the disco and actually master it. So I, I was closing some deals, maybe like a 20, 22% close rate. I'm like, okay, we need to solve this. Yeah.

And then what did you see from me that you're like, okay, this guy at least seems to know what he's doing. Like, let me, let me see what he has going on.

Yeah. So I was talking with my friend and I was, there's a few people that I wanted to, to look at and he sent me one of your YouTube videos. And then next thing you know, I'm watching all of your, your, your 1-hour masterclasses on YouTube. Of like the identity work, the in-depth human nature. And I was like, oh wow, it goes a lot deeper than a script, a lot deeper than a process. This is like next level human nature. So seeing that from you, specifically the identity selling, I was like, oh, let's pull the trigger here.

Yeah, absolutely, dude. And you started seeing some good results like right away, but dude, fucking nice job hitting a $45K. You're on pace to do $50K this month. Right now that you're back at it, you know, back, uh, taking calls full time. What would you say for you, and we can kind of maybe go in any particular order, but would you say like, what do you feel like is one of the biggest things in terms of like shifts or what you do now that allows you to close like that amount of deals?

Yeah. So I would say the framework is just fully memorized. So with the objection handling and specifically the pre-handling objection, It's like anything you give me, I know what I need to get. And really all sections of sales goes, I know exactly what I need to get to make you buy. And I know how to ask my questions in a certain way to get you the response I need and getting the response I need is going to convert into the deal. So really just being a chameleon in that sense of getting what I need and then moving on. Because I remember one of our first core reviews, um, I would ask like, oh, why now? What shifted? There wasn't a good response and I would move on and I'd accept it.

Yeah.

And now I don't accept it. Yeah.

And you being able to know it like frontwards, backwards, know what you actually need out of the conversation. How do you show up differently? Like before you're like, oh, I don't know if these people, like, even if I want them to show up, like, how do you show up to your calls now?

Oh, so much better. Like 10 out of 10 state control. Don't get me wrong, you always get some days where you're like, okay, you're going to take a quick, quick reset. But 95% of my calls, really all of them, I, I'm so in the conversation. I'm not worried about the next question on my script. It's like, what did you say? How did you say it? Like, why did you say it that way? It's like just the presence is next level and the frequency, the positive vibrations on that call, hands down, like a 10x, put it like that.

Yeah, because when you have like everything memorized, you know exactly where you're going. Like all you have to focus on now is just the person, their tone, and just the little nuances. Like how do you go ahead and change it? So yeah, that's, that's a really big step. Get it down. And then for you, because we, we worked a lot on getting the structure down, like very, you know, more earlier on and we really started to work on that. What do you feel like after you got the structure down? Really helped after that? Like after you have the structure down, what do you feel like really helped you take it to the next level?

The really the objection finding and, um, pre-handling objections. I would say that is the, that was the single most valuable thing I got. I, like I said before, I'd never, never knew how to, oh, so you didn't have time back then. Oh, you got time now. Cool. Like that's how I would, I would handle it and move on. But now it's like, we're going to consequence it. Like, are you committed to overcoming it? Are you sure? Like, is it time for a change? It's like, I would say 75, 80% of my deals actually. Yeah. No, we would say 60 to 70% of my deals are objectionless or logistics. And logistics, like with the finance company, you've got pending docs. So yeah, it's a process there. So. Really the objection finding and the pointed objection handling. So those are the two biggest things.

Yeah. Well, let's dive into both of them, right? Like, why do you feel like it makes it easier to handle objections before, like, you pitch and drop price and get into objection handling? Why do you feel like it's easier in discovery?

Oh, you've got so much more leverage. They, the prospect, it wouldn't be perceived like, oh, you're trying to take my money now because there's money on the line. It comes from the standpoint that like, oh, I'm actually trying to help you. Doesn't matter what we do right now. This is about you. I'm trying to help. And as soon as we go through pitch and then we drop price, it's now like, you kind of lose that frame in a sense. It's not like I'm trying to help you. They don't perceive it as that. It's like, oh, he just wants the money now. It's like, if we can prehandle all of that at the top end, and we get to the end, and there might be like a little, little bit of doubt, quick look back. Closed.

Yeah, right. It just makes it so much simpler. You attack the beast before it gets too big. And then we're talking about pointed objection handling, right? Uh, what do you mean by pointed objection handling?

Well, I used to, well, I didn't really have a structure. It was like, I'd hear some reframe and I'm like, oh, let's just reframe. And then I reframe again, reframe again. And then I ask for order, but it hasn't been like, I need a reframe, I need a consequence, and then get the commitment, ask for order. Like there's no point in doing 5, 6 reframes. You're on there for 10 to 15 minutes and then you ask for orders. Like all you need is that one shift. Okay, let's temp check. Ask for order.

Cool.

We're good to go. No? Awesome. Let me do a different process. And it wasn't blind objection handling anymore.

Yeah, it's systematic, right? Like there's, they have beliefs. All you're doing is shifting the beliefs and you just got to know how to shift them. And then it just becomes so much simpler. So that way people actually close. That's good, bro. Okay. So we talked about like the structure, objection handling. I know one of the biggest things as well that I think like really helped you take a jump was like getting on a really, really solid offer and then being able to really like lock in, you know, you were like in Southeast Asia, like I am now, but now you're in Mexico, time zone really locking in. Can you tell me more about kind of like what that experience was like and how getting on the right offer really helped unlock some of the stuff for you as well.

Yeah, exactly. So I was, I was living in Southeast Asia. I, um, had my boxing fight, like that was a huge goal, and I was on Australian visa, so obviously paid in AUD. We don't have the financing, tall poppy syndrome, the prospects aren't like they are in the US. And then I, it shifted after my fight. I'm like, I need to go all in, like 12, 14-hour days, 7 days a week. And I need the EST time zone. So I moved over to Columbia initially, would have been 3, 4, 4 and a bit months ago. And I was, I was onboarding onto, I know, you know, the company, it was a stock company that I mentioned. And, um, some, some things shifted there where before I even started taking calls, I got, I got a message from one of the top offers in the space from the sales manager. And that was someone I just connected with maybe like a year ago. And it wasn't like forced networking, but when people ask me, how do you get on top offers?

Yeah.

Don't force network. Like just meet people, cool, provide some value and then go on your life. And then all of a sudden he's like, hey, you want to jump on starting next week? I'm like, yeah, let's do it. And this company got doing everything you want to do at the top. Closer was making the money I want to make, doing over 7 figures cash collected. A month and yeah, the training's dialed in, the systems are dialed in. We're on Close, not on GoHighLevel. So, um, yeah, really having the right offer. Don't get me wrong, we're going to make a lot more money, but it gives you so much more motivation because I'm like, oh, well, I'm actually doing 12, 14-hour days now and I'm, I'm getting paid like as much as I really can.

Yeah. And it's like a lot of it comes down to, you just need to be able to have the amount of conversations to make that type of money. Trying to offer where you just don't have the conversations. Yeah, you can do things, but it's going to be hard to reach those high levels. But in terms of like getting on high offers, what do you feel like came first, right? Like networking or like you actually having the skills. So when you did meet the person, like that's like you're able to give value and really able to connect.

Yeah, it's 50/50 in my opinion, I would say.

Yeah.

Because like if we don't know the person, We're not going to get on, but if we don't have the skills, we're not going to get on. But it's like, yeah, doing the unintentional, like the networking, we're not wanting anything right now, like in reward. And then obviously working on the skill set. So we jump on a call with them, we send a call recording, it's instantly like, oh wow. Like you jump on the interview, hey bro, I watched your call recording, I watched your loan, I'm talking to you now. And I know you're a winner. Um, it's not really job interview, like, when can you start? Like, that's how it was. It's like, I've reviewed, I've reviewed the call. Know where you're at. I've watched your account. We've been talking over WhatsApp. Um, yeah, man, it's not an interview. When can you start? It was exactly that.

No, dude, I, it's kind of interesting because I get asked quite a bit like, oh, like, how do you do interviews and stuff like that? I'm like, dude, I don't know. I haven't had to do a serious interview in outside of my first year in sales.

Right?

Because like once you get, yeah, like once you get to a certain level, you send a call and then they just like, they chit chat with you and you're just hired. Like, that's it. Like once they can see that you're actually good at what you do and it's like half the time you just have to sound non-autistic, right? You just send a good call that you can actually talk to people and they hire you right on. So sending sales calls, like I always tell everybody, just send sales calls, actually show them that you're good at what you do. Don't just say you're good at what you do. Show them, makes this hiring process so easier. I've skipped so many steps doing that, uh, just throughout my sales career, just sending sales calls. I'm like, hey, just check this out.

That's the interview. Literally send a sales call. You're good. That's all it is.

Like, don't even wait for them to ask it. Just send it.

Yeah, exactly.

They'll watch it.

100%. 100%.

All right. Cool. Cool, cool, man. Well, is there anything else like you want to share? Like if anybody's thinking like, hey, like I'm stuck around like the, the $6,000 to $7,000, like what would be the steps that they would need to take in order to break through and start making $40,000 plus per month?

Yeah. So biggest thing that I've, I've learned personally, especially going through, through your program and mastermind, it's not just sales. It is complete self-mastery. It's like we need all aspects of life dialed in, like our sleep, what we do off call, the sales training, the sales drilling need to be worked on the low hanging fruit. And that's what I learned working with Christian. So if you're on the fence, you don't know what move to make, or you're kind of in a little bit of analysis paralysis, who should I go with? Just know that going with Christian and his mastermind, like you've got all aspects of life covered and not only will make you a much better closer, but a much better person in other areas of your life. Yeah, 100%. Right.

Like that's what I always focus on. Just like lowest hanging fruit. Quickest path to make more money right away, right? Let's not make life harder on ourselves. Yeah, 100%. Well, again, we can wrap it up here. Solid fucking interview, bro. I'm proud of you. I'll be back in the US here at the end of the month. We can, I'm thinking about setting up like a, you know, like a meetup or some shit like that. Can you get into the US? Yeah, Marazzi's allowed in the US.

I've got that, I've got that S2 sorted. We're all good. Yeah, I'm in. But I just want to say, bro, thank you for all the one-on-ones. Thank you for all the ongoing support and the value that you've given to the class, man. Really been life-changing.

100%, dude. Yeah, like we'll have to get you, um, I'll have to figure out exactly what the logistics are, like once I'm back in the US, probably like Arizona or some shit like that. I want to get at least like a good chunk of the guys who have hit like those higher months. Um, maybe like just like an in-person, like 3-day training or some shit like that. Just to my, my kind of reward to you guys. And then also a good like networking. Like I like shit that's in person. I know we always just talk over Zoom and stuff. It, it's, it, especially now being in Vietnam, you start to feel really disconnected. So I wanna see if I can't get something for people in person.

Amazing. Well, you already know I'm in, bro. Done.

Yeah, absolutely. I'll, I'll let you know as soon as I figure it out. Yeah, I just gotta get the logistics figured out.

Yeah. Yeah. Beautiful. I'm in. Arizona, let's go.