LIVE $6000 Real Estate Coaching Sales Call Breakdown | Reframe Beliefs

Will be breaking down one of my clients live sales conversations. Now, breaking down and dissecting live sales conversations is the best way to hone in your sales skills and get better at sales. Why? Because you can hear real life sales scenarios and how these tactics apply rather than just being stuck in theory. And it's one of the main ways I got to the point where I was able to close over $7 million in sales. And it's one of the key teaching tactics I use to help people get from 10, 20, 30 plus thousand per month. Now, a little bit of background on this sales conversation. This is a client who sells a real estate coaching offer. So he helps people either get started with real estate or they scale their existing real estate business. Now, the feedback I give on this call can apply to any sales conversation. So take a pen and paper, take notes, and please drop your biggest takeaways in the comments below. Make sure you leave a like. And let's go ahead, let's dive in. Alrighty, man, let's just go ahead, let's dive. Dive into this call. Looks like you had your cameras off, which I know we talked about that, the pluses, the minuses. But let's go ahead, let's dive in this call and see where it goes. All right.

Hey, John. What's going on? Can you hear me okay?

Yeah. How you doing?

Not too bad, man. It's Friday. How about you?

Yep, pretty good.

Beautiful. Well, we can kind of jump right into things here because I got your file pulled up, man, and it looks like you booked some time with me today about getting some, like, possible outside help with, like, real estate to start investing. I mean, does that sound right?

Yeah, absolutely.

Awesome. And correct me if I'm wrong, but you did come through Justin Waller's Instagram. Is that. Is that correct?

Yeah.

Awesome. Okay. So, like, for my curiosity, be careful.

Of overusing words like awesome. Cool. It can just come across a bit repetitive, a bit salesy, a bit forced. So just be aware of these different things that can creep up.

What did you see on his Instagram that made you want to kind of look into this mentorship?

Well, I just saw opportunity. Obviously, I'm looking for a chance to get into real estate as well, but, yeah, I just came across his Instagram and I saw the posts and it caught my eye.

Okay, and was it that, like, post where he's, like, breaking down the rehab for a house?

Yeah, yeah.

Okay.

I know he had showed that he invested, I think around 75k and he was able to make an investment out of that and build from there. So that, that caught my attention.

Okay, cool. And I guess like, on that note, if, if we could help you, I mean like, do you know what help you're kind of looking for specifically?

Yeah, I mean just maybe like if, if you guys do fixer uppers, things like that, that's something that I would definitely be interested in.

Okay, so like the fix and flip side of the world.

Yeah.

Okay. I guess, like what have you seen that makes you feel like you kind of need help in that area?

Just I, I've never done it before, so I'd, I'd be cool.

Now.

He already told you he was looking to get into real estate, so that should then guide me to understand where to take this conversation. I would probably just be a little bit more broad because he's not in real estate. So what even has him looking to get into investing in real estate that's going to get a more tangible goal or problem that he would have? Oh, well, I'm looking to get in real estate for XYZ or I want to make more money or I want to leave my job. Something along these lines. So. So I don't know how like going more specific on like the actual tactics makes too much sense if he's not.

In real estate list on how to get started. And I would just need more of like a mentor and guide me to doing all that.

Okay. Kind of guide you on that, like first step into it.

Yeah.

Okay. Okay. As far as like real estate goes, I mean, like what's, what's the goal with that? Is that kind of like to do.

It full time or if possible, I do have a career now, but if that's possible, then yeah.

Okay, so you're kind of working towards that like financial free.

Right. Instead of you telling him, oh, so you're working towards that financial freedom. Oh, why, why would you be looking to potentially do it full time or why get into. Into real estate to. To maybe be a full time investor. Like get him to tell you like what the issues, what the problem is.

Freedom route.

Yes.

Okay, I got you. So what are you currently doing for work right now?

I do insurance sales.

Oh, okay. Like you doing life insurance or.

Yeah, life. Life insurance and also Medicare.

Life and Medicare. Okay, nice. How long you been doing that for?

I would say since about 2017. It's maybe about. About seven years.

About seven years. I was trying to think of that too. My mom said I wasn't the best at math, so I'm kind of was like, how long is that seven. All right, so seven years, I guess. Like, what kind of got you, like, involved with that line of work, though?

I guess the money just. I just saw potential in it. I took a chance as well. I've been doing it since.

Okay, your money's been good, kind of helped build it, and now you feel like it's time to, like, get invested with real estate. Now.

He didn't say the money was good. He said he saw potential in it. So we don't. We don't know that his money situation is good. And that's not something that I'm going to want to assume. Assume, because that might be one of the pain points, why he's looking to pivot. Because if he's ranking in tons of money in insurance, like, why would he want to switch to do something else full time? So again, we're inferring something that might be covering up what his actual problem is.

Yeah.

Okay. All right. And I guess what have you been kind of doing to actually get started with real estate?

Well, I have somebody in the family that they do that now. What they do is they buy the line and they actually build the houses.

I feel like this is too early of, like, what they're currently doing now to get into real estate. If anything, just understand, like, where is this person's pain? Again, we don't know unless we ask. But what it sounds like if you get into the mind of somebody who's looking to transition out of something, their pain is in their current situation. So I would want to ask a better question to really get them to open up. Well, what's even coming up for you right now that makes you feel as though this, with what you're doing with the insurance sales just isn't. Isn't quite enough. So I need him to tell me why it's not enough, why he's not making enough money or why he doesn't have the time, whatever it is, I need to understand where is that gap with what he's currently doing now for money? Now, if you're a little bit more clear on, like, oh, why even get into real estate to begin with? And we let him answer, understand a little bit more about him instead of inferring some things, it'll probably be a lot smoother and easier of a transition into that problem question. But, like, right now, I feel like this is. It's too early. He's already told you he's not in real estate. He doesn't know how to get started. So him telling you about. Oh, well, he Knows somebody in the family who does it, blah, blah, blah. Again, it's something that we're going to need to know. But later on in the conversation after we really understand what their pain points are and then we can start poking holes in their decision making process as far as why they haven't done anything about it.

So that's also something that intrigued me when they were doing it as well. But the only thing I've been getting myself involved into is they, they bought a, a piece of land that had a trailer home on it.

Right.

And I just, I just sold it for them like about a month ago.

Oh, okay.

But yeah, that's the only thing I've ever done with real estate or get myself involved in anything like that.

Okay. I mean like, as far as, like your knowledge goes to actually like do it on your own, are you reading books, watching videos, anything like that?

No, nothing. No.

Okay. All right. And I guess like, what's coming up for you, like right now with, with life insurance, job, that kind of makes you feel like that's, that's not quite enough.

See and. Good question. Right. That's the question I was just talking about. But we probably, we needed to ask that earlier because what happened is he just told you he hasn't been doing anything.

Okay.

Now we don't know how long or when what he feels like it's not enough. We don't know how long that's been going on for. We haven't really delved into his pain. So it's going to be hard at that point to challenge him on why he's been doing absolutely nothing to solve his problem.

Okay.

So that's why we want that later on in the conversation. So when he said, oh, I've been doing nothing, well, what's been preventing you?

Right.

We can challenge that. But belief that's been holding him back from actually taking that leap.

I feel like right now I just feel like maybe there's other outlets making more money. Obviously with, with sales, especially the one that I'm in now, it, I constantly have to be selling, selling, selling, selling.

Right.

And if I stop selling, then there's no income coming in. So I feel like with real estate, maybe there's this possibility where either I can get a bigger lump sum of money to be able to do less work and just have more of the profit. Yeah.

So more money, less, less time in.

Yep, exactly.

And you mentioned you kind of like want to make that more money. So I guess like what, what's standing out to you now that makes that so important? Okay.

I wouldn't pinpoint that. Too crazy. I mean, I'm not in desperate need of money today, but I mean, living a life with freedom and being able to travel and less work and more enjoyment, that's. That's something that I would want to look forward to.

Okay, so he. It doesn't like, you gotta understand this person is in good.

Okay.

They're in good area, and they're really looking to get to great. So easy frame. You can always put on, like, oh, like, we're looking to get from, like, good to great, right? They're like, oh, yeah, for sure. Yeah. It reminds me of the phrase. Have you ever heard the phrase, like, you know, good is the enemy of great? And I'm like, oh, no. Yes. It's like, yeah, because good is comfortable. You get what I mean? So for you, like, what. What do you feel like might be, I don't know, missing in. In what you're doing with it, with the sales that's preventing you from getting to that point where you could be great. It's like, oh, I just got to sell, sell, sell, or I'm not able to make, like, big lump sums of money. Okay, so I guess, like, what's. What's coming up for you right now that would even have you wanting to. To get more of your time back, because some people are cool just working long hours. Oh, what? I want to do this and this. I can't do that. What do you mean you can't do that? Like, how long has that been going on? Right. Then we can start to really dig into that problem.

After the hard work is done, obviously.

Right. And kind of live that now. I mean, like, kind of. From what I'm hearing, it's life insurance. So I'm not too familiar with industry, but I mean, like, why don't you just work less now?

Because, I mean, I. Like I said, you got to keep selling to make money in. In the industry that I am. I'm in.

Okay, all right. And you run me again. You've been in that industry for seven years. Yes, Seven years. Okay. So you kind of want to make more money eventually get there. So on an average week, I guess.

How many hours are you working on average? I would say probably about 50 or 60.

50, 60 hours a week. Okay. And I know because, again, it's life insurance, so it's commission. But like, average months, not your worst, not your best, I guess. Like, what are you bringing in on average?

I would say about maybe 6 to 8K.

6 to 8K. Okay.

Yeah.

So let's say you're able to actually.

Like, just a little side note, when it comes to, like, when it comes to selling salespeople in general, I tend to exaggerate, but especially with life insurance agents. And again, like, how many times are you going to sell life insurance agents? I mean, I sold a ton, so. I know, but what you want to do is, was it typically closer to 8 or is it closer to 6? And be real with me. I'm on the same team. Like, oh, well, it's closer to six. Okay. No, that's fine. And is that, is that profit? Because I know with most companies, like, you do have to pay for leads. Like, oh, no, that's. That's just commission. I'm paying like 1,000 per month leads. Okay, so you're making like 5k per month? Oh, yeah. So we just went from, oh, I'm making 6 to 8 to I'm making 5k.

Okay.

So we just get more exact numbers and we want to poke holes when they're vague about, like, what they're making to just get. Let them not only be real to us, but they're real to themselves.

Get into real estate. Start doing this full time, I guess. What would you be looking to make? Like, I guess, like month to month?

Month at least.

I feel like that's too soon right there. There's areas as far as, like, time and money that we can dive into right now. That's like, why isn't sick, let's even say 8,000 per month, right? Why isn't 8,000 per month enough? Tons of people are cool making that type of money. Why isn't it enough to you? What's coming up for you that makes you feel like it isn't enough? Like it's good, but what makes you feel like it's not great? Right. Put that good to great, great frame on them. Or it's like, you know, working 50, 60 hours a week. I mean, I don't want to assume, but why don't you want to work so much? Because some people, you know, they. They like to work like that. So it's like we just don't want to assume that what he's saying is inherently bad. And we just don't want to assume we know why it's bad for him. Okay. So it's just being curious. I'm just going to be conversational and curious at this point, and I need him to tell himself what his problems are. And then from there, just dig deeper. Now, he is a salesperson so understand, he's going to be a little bit more guarded than the average prospect. Okay? So salespeople, they're very squirrely.

Okay?

So just understand, just dig deeper and just don't buy into his frame that, oh, well, obviously I want to make more money. Everyone who's making 8,000 per month wants to make more money. No, they don't. Tons of people don't. Very few people, percentage wise, are in real estate. Why do you want to. Why is what you're doing not enough? Some people are totally fine just being an insurance sales guy for the rest of your life. Why aren't you, like, you need to have that conversation and I'm not going to accept his surface level answers. Like, he needs to take it deeper. And if you just have that type of mentality on a call, it's going to be very, very hard for him to just stay surface level. It'll be physically uncomfortable for him to try to just continue to give you surface level answers.

20, at least.

20. Okay. All right. Is there anything behind that, like, hey, 20k gets us this or anything like that that's good?

No, I mean, my, my bills are pretty low, so I've done a good job in keeping my, my bills low and my income higher than that. So, I mean, like I said, it's just having the lifestyle that I want.

Okay, and what does that, like, lifestyle look like for you?

I mean, obviously being able to travel, get a bigger home, nicer cars, more freedom.

Okay. I mean, like, why, why can't you kind of like do that now though? Like travel, have the nicer car?

I guess because of work. Just gotta keep myself busy.

What do you mean by that?

Just like, like I said, I'm constantly selling, selling, selling, and just, just working.

Okay, well, I mean, like, if you're constantly working, I mean, like, do you feel like what you're doing right now just wouldn't be able to actually give you that, like the nicer lifestyle?

I mean, it can, but not to the level that I would want it to be.

Okay. I guess. Like, why do you feel like it. It wouldn't be able to.

So again, like, he's a bit guarded and he wants to kind of not, not really, like, show up the pain. And some of that is just going to come down to, like, not give it. Like, if you allow him to be surface level up into this point, he's going to continue to be surface level. But if you make him answer some of these different questions and get him to take it deeper, then you're Going to start teaching him how to speak. So he'll like go deeper and he'll fall into line. Right. Done it thousands of times, specifically with salespeople. Okay, so just understand earlier on in the conversation when they are just a bit more vague. And then if we go down the right route, you'll get a lot more of the pain. But like right now he's like, okay, he wants to get 20,000 because better lifestyle freedom was a big, like a thing he keeps on saying. Time is a thing he keeps on saying. So that is something I would always keep into my mind. Okay, when you say freedom, like, how do you mean by that? Do you feel like you just don't have that freedom now? How so? How long have you felt that way? Like, how long has he felt that way? I mean, I don't want to assume because, you know, I do my job, I'm not, I'm not in your shoes. But not having that freedom, how does that actually affect you on a week by week basis? Oh, this or this or this? Like, how do you mean? You might clarify. Get them to open up more. And again, I don't want to assume you not having the freedom to do X, Y and Z. Like, how does that actually make you feel? You see like the facial expression, like, how does that actually make you feel? And I'm like, oh, makes me feel terrible. How so? Oh, this, this and this. Like that's how you're able to just get those extra layers deeper and not let this person continue to kind of stay surface level. Like that's the thing right now is things are good. So his pain isn't apparent. He's not just going to come out and tell you his pain because he's not in survival mode. Which is fantastic because these are the easiest people to sell because they have money. Okay? So you just need to be able to tap into his pain and this person's a buyer. But if we don't tap into his pain, we're not going to create urgency and he's just going to keep on staying on that good route. So I need in my mind destroy the aspect that good is even a reality he would ever want to live in and make good. Good so painful that we need to make a change. That is now my job as a salesperson from his situation and what his current problem is. But we just have to know if that's what we need to do because it seems like right now we don't know that's what we need to do because his pain isn't as apparent.

Just maybe there's a cap on how much I can make.

Okay, when you say cap, like what do you mean?

There's only a certain hour, amount of hours in the day. But, but yeah, like I said, it's, I mean sometimes I sell really good in one day. The next day it's like average, you know, you know how sales goes.

It's up and down. Okay, and like, dude, because I don't want to assume anything because I'm not in your shoes but like you kind of being at that capped income per month and kind of like with the hours that you can actually work in a week, I guess what kind of impact does that have on the lifestyle you want to have?

Just I guess not having enough freedom.

I guess like not having that freedom. How does that make you feel?

I mean, not the best.