LIVE Breakdown of a $12k Coaching Program Sales Call | Create More Urgency

If you're having a hard time creating urgency and getting people to take action during your sales calls, then this call review is going to be massively helpful. As someone who's closed millions of dollars in my sales career but also have helped hundreds of different salespeople increase their commissions and start closing more deals, call reviews are going to be the best tool you can use to actually increase your sales and get better at what you do. Why? Because you're listening to real life sales conversations and we're not just focusing on theory, a little bit of context on this sales call breakdown specifically. This is with one of my hands on clients that I work with and he sells a coaching package that helps people who are either have a business or want to start a business scale using content marketing. So go ahead, pay attention, take notes and leave any questions you have in the comments.

So yeah, but yeah, I mean it looks like you booked in here like pretty recently just about, you know, getting possible help with your business and growing it out.

Right?

That's the idea.

Awesome, man. Well just we're on the same page with everything like what, what good start to the call made you want to book in the call, man.

I guess the bottom line is that, you know, I watched the presentation that Russell presented. He was talking about obviously the new way to attract business is to not use, not necessarily use outbound marketing but more closer to inbound marketing where you're trying to draw people in versus you caught, you know, people being attracted to you versus me trying to pull them in through, you know, some sort of hook or something like that. So, you know, basically cultivating relationships through communication. And so, you know, I saw that and I been in around the funnels in for, on and off for a number of years and I decided that, you know, let's see what they have to offer.

And go like it's very, very draw like dragged out. I probably would have just interjected and asked my next question just because again it's kind of like trailing off and then like when he's trailing off now he's more putting the focus back on us. So like that, you know, I mean so that could. Cause that's why he's doing that again. We're just giving him maybe a little bit too much room at the beginning. Not the end of the world but just something you could work on.

Because I would like that, I would like to try to. I just got out, I just finished my MBA and I, I really want to start moving forward at an accelerated rate so I can get you Know, get to my goals faster. And I was hoping that this, maybe this, whatever you guys are offering could do that.

Yeah. So, yeah, man. Well, you know, as far as, like, for you. Right. As far as any potential help would go, like, do you know what you'd be looking for? Specifically specific help?

Yeah, like, so he gave you a lot. And again, like, you just have just like, just have a little bit more of like a conversation. It was very much like he got done talking. A bit of a pause and it's just like, next question. A little something. Okay. No, that makes sense, man. Well, do you know what type of help as far as getting you to your goals you would actually be looking for? Like, specifically, like, I'm plugging in because he talked about getting to his goals. Like he felt like this would help him. So it's like I'm plugging in what he's saying to the next part. Right. So then I'm like adding it in. So it's just going to come across a lot more conversational.

Well, shoot. You know, I think the biggest thing that I would want if I, if, you know, if I could have anything would be the mentorship.

Why is that?

That's like the biggest thing that I could use. One of the, one of the Achilles heels that I have is I'll get to a point in whatever I'm doing and I don't know, like, I'll fail a couple times, let's say. I wouldn't even call it failure as much as just not getting the results that I want.

Yeah.

And, and I'm. And then at that point I'm in kind of a slippery slope because I don't know if I'm going to continue to make mistakes or do I just go in a completely different direction. And that's what stopped me before. I didn't have the mentorship, the proper mentorship to be able to ascertain, you know, what I should do. You know, it's like bouncing ideas off somebody who already has more experience than me. So that was, you know, that's one of the reasons why I'm talking to you right now. I made the mistake.

Yeah. We should have already cut them off by now.

Four years ago, by not pursuing something at Funnel Hacking Live. When Russell brought up his opportunity to have entry level marketers come and join the first level of his training, I just might talk to my wife and we didn't want to invest in it at the time, which I should have, I should have just done it.

Right.

And so now I'm At a point where I'm at that point where I want to do something, I want to accelerate my opportunities and go from there, so.

Got it, man. Well, yeah, like, as far as, like the, like the business goes, man. Just so I can kind of get like a good lay of the land. Like, what is, what does it look like? Like, what are you doing?

Okay, so he said he's wanting mentorship. A mentorship for what? Like, we can kind of assume what he means by that, but again, I don't want to be in the point of assuming. So I'm like, okay, what type of, like, where specifically do you feel like maybe you would be looking for some mentorship? Why would you be looking for mentorship in that area? Oh, okay, so what are you currently doing for that now? Right, so then I can get like the specific area that he feels is most problematic that he would need the most help with, and then I can get a lot more specific to his problems a lot quicker.

Is it a, Is it a service you're wanting to do? Is it like a product? Like, tell me a little bit about.

What'S going on, like, with the business right now. It'd be a service.

Okay, so like, tell me about the business. Very broad question.

Oh, I am doing consulting work. I will. I want to start a marketing, digital marketing company as well. And that's really kind of a general overview of what I want to do right now.

The digital marketing.

Well, digital marketing and consulting.

Okay.

So business consulting. I just went into a business, small business, and saved them a lot of money going through all their costs, structures.

Okay.

I think that I can do the same for a lot of other companies and I can also do a lot of things for a lot of people in the sense of just trying to attain their goals.

Either how long you've been doing that for and is this something like you're doing like full time or is it just still like part time at the moment? Ah, okay. So it's a goal to get it to be full time. Okay, what's like, what are you seeing maybe in your job that would want you to transition to go to be like a business owner full time? And what do you do for work? Right. Just depending. Right. He might be doing it full time.

Who knows through life goals or business goals. Just because of my background.

Yeah.

So I have a pretty strong academic background and I have a strong scientific background and I have a lot of really strong work history background.

Yeah.

So it's. So I have a ability to, you know, work on the three we're just.

Letting this guy go on and on and on. And I like, and I get why we can do that sometimes because he's telling you some important information, but most of what he's telling you is interesting information. So a distinction between the two important information. Talking about his problem specifically on what you can solve. Interesting information is it's around the problem, but it's not actually about the problem. Like to be frank, do you need to know, like he has a strong scientific background to help him solve his business problems? No, you don't. Right. It's interesting, don't get me wrong. But we're letting this guy go on more like interesting tangents rather than talking about important information. Now, a couple of reasons why I want this to be on the back of my questions rather than just hoping and praying like he's just going to tell me the right stuff. Okay. Number one, it gets it in the cadence of I'm leading the conversation, I'm asking questions, they're answering the questions. Number two, when I need to take things deeper, I'm allowed to take things deeper because I'm controlling the conversation. The problem is if I allow him to control the conversation a little bit more, allow him to ramble a little bit more, if I need to go deeper on a specific things, it's just going to be harder to do because again, you're not directing the conversation. So people just naturally they're going to just be a little bit more service level to specific problems. Totally fine. But the problem is like, we need to uncover more of those problems to get deeper on these problems and really get him to open up more. And if we just hope, like this guy is super open, which most people just aren't going to be random strangers, um, without the right techniques and skills. Right. Caveat. Then like we can run into some.

Issues with that primary interest that people have is health, wealth and relationships. I can do all three of those things. My background allows me to have that opportunity. So yeah. But it's also, you know, the big net to cast. So.

Yeah, I mean, so for you, man, like what, what's coming up? That's just like. Cause I'm sure, I'm sure you just didn't, you know, want to hop on the call with me and burn an hour your day. So like what, what's coming up for you, man, that's wanting you to really just, I guess like circle back around to this now.

I.

Let's see where it goes.

Finished my MBA and I was. So my, my primary goal right now is to now accelerate my opportunities from a business standpoint. And I need sort of somebody like, like you and Russell to be able to help me get there. That's the bottom line, is that I want to get things done. I just don't want to take, I don't want to waste any time. I want to be very, very efficient with my time. I don't want to waste any time at all. So.

Okay, so something to keep in mind. Now this is where my mind goes. Just so you can understand my thinking. This is a person that years ago had the opportunity to do some of these things. They didn't do it. And what I keep hearing is more like want, want, want, right? Like he wants to do this, he wants to do this, wants to do this. Like a little bit more wishful thinking. And he seems a little bit scattered because he's already starting one business and he's talking about maybe starting another. Okay, so these are just some things, potential landmines, if you will, that we could hit and it could blow up in our face. Right. So it is something to keep in mind. But we need to know why is he wanting to like really go off and start his own business? Why is he really wanting to go out? Is he doing this full time? Is it still part time right now? What is he doing for a full time living and what makes him feel, if he is working full time, what makes him feel like it's just not quite enough. He would want to go off on his own. Like that's where the pain is, right? If he is freshly started a business, yes, there is gonna be some pain. Like he's just not talking to enough people. If you're enjoying this call breakdown and you want more hands on help with me, go ahead and check out the links in the description. But the real pain is he's been stuck in a shop for 15 years or whatever it is. Like we don't know unless we ask. But it was just maybe a little bit more directed with these questions up here would have allowed us to get into the problem and get. Start having a lot deeper of a conversation.

Six minutes in and I, and I kick myself because like I said in it was actually, it was the 2020 Funnel Hacking Live. I, if I would have just, you know, decided to invest in it and stay with it, I would be in a totally different place than I am today. So.

So four years of inaction.

Nice man. So when you say like accelerate like opportunities, right? Like is like, how do you mean? Like bring more people into your Community. So you can actually start, you know, being that consultant forum or more clients in or just a little bit about like how you mean by really the opportunities?

Well, it's the create, develop and implement a business plan. Right. So I want to be able to do all that efficiently.

Okay. Okay.

So like for you, man, like, what do you feel like you're doing or maybe not doing when you're in right now? That's. I don't know. Or maybe something with the process to where you just maybe can't do it on your own because you just got your MBA finished.

Mm. Well.

I see where you're going with that question. I. The problem with that question is because, like, you're trying to, like it sounds like, okay, we're trying to find a problem right now and we're searching a bit like asking a question like that. It's not a bad question. It. We just can't make the alternative sound too good. Hey, man, like, why would you be looking for help to help you really, like streamline this process, make sure you don't make any mistakes rather than just hope and pray you figure it all out on your own. Like, why not just do that? You got NBA, you're smart, you know what? So it's like we can maybe be a little bit sarcastic with it, but I'd always want to make the alternative not sound as good. Right. Because like what you're looking for, that is more of a knee jerk reaction of, oh, I can't do that because of this. What do you mean by that?

I think it's one of those things where I think that the challenge is not so much, you know, if I go into a business, I can tell. I can, I can read the landscape and help them. What my challenge is that I know, which I have, what I've never done personally, is be able to go online and go out and be highly successful in a digital landscape. An mba, it's a great background. I can go into a business and I can solve a lot of problems. Walking into a business, I can tell them what to look for, what to do and all these different things. But as a technician trying to drive digital businesses, which I have not been successful at. Yeah, that's where, you know, I don't have that background. So.

Okay.

And I don't want to be inefficient at it. I want.

He sounds like it's a lead generation thing now, again, I'm assuming a little bit you want to clarify, but it sounds like this is. He just wants to be able to generate more leads, you know, the next.

12 months to be in a completely different place than I am today. I think the NBA. What the mba. All the NBA does is just substantiate my capacity as a, as a person who I can help other people.

Different place, how? So what does he mean by different place?

Right, so like for you, it's just being able to actually like, you know, get the foundation of everything kind of built up, find how you can bring more clients in so you can actually start to like scale like your company.

Right?

Yeah. And then also, I mean, if I had, the ultimate goal would be my, you know, right now my current revenue is zero because I haven't developed anything yet. I just graduated September 1st. I have a full time job.

That's what I'm saying. Like, okay, if we would have just asked that question like a lot earlier, then we would have like identified like, hey, he's not like this. He's more in the process of building this business out. He hasn't really done much. So if you're talking to him a lot about his business problems, like the biggest thing is like, oh, I don't know how to get people in. Like, yeah, fucking fair enough. But the real problem that he's trying to solve is his job. He doesn't want to work for someone else again, I'm assuming. Or he wants to make more money or he feels limited. Whatever it is, he wants to be his own boss. Okay, so this is a biz op cell. Like I would want to identify that much earlier on in the conversation.

Physical therapist.

Okay.

And I've owned physical therapy companies in the past. Okay. The. But from a revenue standpoint for what I want to do, and right now it's at zero. I just, I'm doing things for free right now. So I'm just going out, trying to get case studies. Uh, and then, you know, my, my ultimate goal is, I mean, if I had it my way, I would be in the inner, you know, Russell Brunson's inner circle and then eventually in his, you know, top tier. That's my ultimate goal.

Hell yeah.

So my ultimate goal is to get around people that are successful like him and then, and then continue to scale.

And this, this dude is super bought into like the vision. Right? So just, just understand that. And so somebody like this, like, again, like, you have a lot of authority here. You can definitely use it. Right? Start navigating the conversation better. Like he even said like earlier on, I would need somebody like Russell or somebody like you to help. Right. So I feel like we're very much. And just might be. Because you don't know where to take this conversation, because maybe in your mind right now, it's just unclear where the problem is. But if we ask that clarifying question, like, up top, this something you're doing full time and do you, like, you know, have like, a, you know, job or something? So what. What. What's even coming up for you that would even, like, have you looking to go full time in. In your business? Oh, well, it's like, you know, this, this, and this. Like, okay, well, what do you currently do for work now? How long have you been doing it? What even caused you to get into that, man? Well, just maybe so I can understand a little bit like. Like, what makes you feel like, just with your XYZ job, like, it's just not quite enough to get you to a, B and C, like, whatever he said, right? So you plug it right in scale.

As much as I can.

Yeah, man. So like, we're talking about, you know, really, like, for you, like, the last four years, like, has it been four years since you've been trying to, like, build or at least, like, create this business or like, what happened four years ago that I guess, like, just made you just not do something then?

So the short answer is it was just the timing. So four years ago, I was trying to learn as much as I can about digital marketing. I got involved with a group that didn't put out. So I have a married at that time, really young children, and I had just sold a business, and I. And I was in. I didn't expect Covid to happen like anyone else. And the fact of the matter is that I got involved with a digital marketing, you know, we'll call it a mentorship for lack of better term. And they weren't. They weren't good at what they did. And so I wasted six months of my time and my money, and my wife was not happy. So I didn't have a good outcome. And this is during COVID And so it screwed me because I only had a window of opportunity. That was a. It was a. That was it. And six months went. Came, and then I was in a really bad place. So then I decided, well, I, you know, I can't continue to do this. My wife's gonna kill me, you know, and I want to save my marriage. So I ended up putting that aside. And then through my going back and forth with what I was trying to do, I was like, there's something missing here because I'm I'm. I don't know why this is. You know, just certain things, things weren't working out, so I decided to go get my mba, see if the MBA could solve my problems. And what it did was it filled in all a lot of gaps and it really created a massive structure of information that I now.

So again, like, we're. I have so many questions, right? And you're really just sitting back and allowing all this, just him to give you a lot of information and some of this stuff, I am just clueless on what he means. What does he mean by a bad spot? Like, if this dude was in such a bad spot, how is he able to pay for his mba? Those things aren't cheap. Now maybe his company pay for. I don't know. Okay, I know some companies will, but most companies won't. So, like, he got his mba, like, let's say he got it on the cheap, right? Like it's at least a couple thousand, right?

You know what I mean?

A year. So it's like, what does he mean, like a bad spot? Like, what. What had actually happened and what's been preventing him from the past, like three and a half years. Let's say it was like six months, four years ago, whatever it is, from actually going out and trying to, you know, actually start your own business. So where. And again, because we're a little bit more passive in this conversation because we're not like, expanding on things and trying to understand some of the different, like, nuanced details. I feel like you just need to know in order to navigate this conversation. Like, we're just leaving some things on the table. But the interesting thing about this guy and like, his psychology, because I'm really trying to like, just try to understand the person that you're actually talking to. So this is a person who very much needs, like, permission to do certain things. Okay? So understand at the end of this call what you're really going to be able to sell him is like, permission to chase his dreams. Okay? Because when you're thinking about like an mba, why does somebody get an mba? Like, the fact that matter is if you really sat down logically and thought about it, once you get down with your mba, everything you just learned is obsolete. Like, business moves so quick, right? So it's really, it gives him a sense of authority. Like, now he has permission to go out and like, do the things or do that. Like, that's really what he bought. He bought himself authority and permission. So, like, that's, that's more of the, like the thought process that I would start to take this guy through and really start to shift him from being somebody who is, you know, taking just the, the normal everyday route that, you know, the, the route you're supposed to take and actually become the business owner. Because Russell doesn't have NBA. Like, how many billionaires do you know that have an mba? Very few. Right. None of the famous ones. I know. I'm sure if you, like, go through it, some of them might. But yeah, this is some of the things, like I would, I would really want to dig into and maybe even push back a little bit on. Right. Like what does he mean, like a bad spot? Oh, like financially. Oh, like how so? So did your company pay for mba or did you go ahead and like take out loans or things? Things like that or like, what happened? Because let's say his MBA is like 20k, 30k paid 30k on NBA. Like, let's just say again, like, it's not, not a procedure school. Procedure school. Just talking like 100k plus. Right. If he spent that in like training, even if some of the training was dog, he would be a lot further where he is now. Because when you're also doing the training, like, you're, you're taking action. So there are some things that we can challenge him on. Some of the problem is we didn't really get a problem out of him. We got that he's wanting to start this business. And the problem is, like, he hasn't been charging for it. But why does this guy even want to start a business? That's the thing. Like, if he doesn't like his job, how long has he felt that way? Because when you're talking about like he was talking about doing all this in like 2020. Okay. So when somebody's about to take action, there's probably like, let's just say like a year, let's just say six months. He didn't like it for six months in 2020, and that's what made him take the action. But then it's been four years, so we got four plus years of him being in a position that he doesn't like. Again, I assume we don't know unless we ask, but you have a lot more leverage there.

Very thankful for. But, you know, the bottom line is now I have all this information, but it didn't. An MBA is not designed to do what I want to do right now. MBA just substantial, just fills in a lot of gaps so I can solve a lot of problems. Yeah. So now I'm calling you and talking to you so that I can hopefully do something that's going to really accelerate me. So.

Yeah, man, 100. And you know, for you, when you, when you went and done that, you know, for six months, like when it didn't work out right, and you had, you know, your wife kind of right there with you, I mean, like, what type of impact did that actually have on you, though?

Oh, it's massive because I was really into. I mean, I'm not guy who gets all 100% in.

Okay, so now we're talking about a pain four years ago of him taking action on something and then we're expanding that pain. I don't know if expanding that pain is going to help you now. It's the only pain that we found so far, but we're getting him to relive the pain of him going all in on something for six months and it blowing up in his face. If I want to get this guy to make an uncharacter, Uncharacteristic decision, if I want to get this guy to actually start chasing his goals, not, you know, you know, doing work for free, start charging, make a big investment, that again, is probably outside of his comfort zone. Digging deeper on a problem where he did something similar in the past and it blew up in his face, probably not going to be the best thing to do now. If you wanted to dive into it, I would understand. Like. Well, what do you mean? Like it didn't work out, put you in a bad spot. Like, I would want to understand more about the company and then that way you can actually start to separate yourself. Hey, it's not like this. Oh, like bigger name, things like that. Like, I don't feel like you're going to run into trust at all. Like, this dude, super bought into just the brand in general. But like, the problem is this guy has a lot of inaction, a lot of inaction. And we're getting him to relive the pain of the one time he took action. At least like when you talk about the business thing. So I don't know if this helps and if anything, it probably hurts us.

So. And you know, when it didn't work out, I mean, if I, if I wasn't married and I didn't have kids, that doesn't bother me. Like I can continue working hard.

Yeah.

But when I had went out, especially at that time, I had no work. There was the PT industry in Phoenix. Maricopa was gone. It was empty because they would did. There was no elective procedures. So I was Just burning cash wasn't. There was no cash coming in. So. So that really hurt me from a lot of different points of view. So I was not only spending money on something that was supposed to make me, you know, basically accelerate my opportunities, but on the flip side, I was also burning money because there was no money coming in. All our fixed costs were going to that, plus the education I was getting. So that was really, really, really hurt from that point of view. But if I wasn't married, it wouldn't have bothered me at all.

Yeah, for sure. Like.

Huh. So we, again, we got a couple landmines right here. Wife and kids. He's already told you that it's the reason he quit in the past. Now, again, we don't. I would want to ask. I would want to understand a little bit more, like, what was he spending money on? Like, what was he actually doing? I don't want to understand that a little bit more. But. But his family can either be an excuse or it could be the reason. Right? Like, that's what I'd want to get him to. Right. Like, that can either be your excuse, or it could be your reason why you get it done. So just, it's. It's a limiting belief, and maybe it won't come up because he's. He's in a lot different spot now. But the one thing that I'm thinking in the back of my head, how does his wife feel about him investing in himself or him getting the help? Does she know we're on the call? And is this more of a secret mission? Because his wife was really upset four years ago when he took action. It blew up in his face. Okay, so, like, this is the big landmine that I'm seeing right now that we just really haven't addressed much is the wife. And this came up like, three, four times by now. I probably would have addressed it when it first came up, but again, just understand, like, the wife is going to be an obstacle if we just leave it. Most likely it might not come up, but I would at least want to. Oh, like, is your wife on board with you, like, getting back into it and you actually like, starting your own thing or how she feel about that? Does she know we're on the call or is this more of, like, a secret mission? At least get some of that out so that way, like, oh, no, she doesn't know I'm on the call. Like, she's still really hesitant about it. Then we can at least have some understanding that this is something where either we can Handle there or we can handle later. Or if you're not super confident in handling partner objections, you can like, book in a call with both of them. Right? Like, you're 15 minutes in and you can just, like, transition and book in a call with both of them. 1.

I can definitely be trouble, man. Is that. Is that why you kind of do, like, you know, I guess you're physical therapist now is just because that's the next thing for you was like, aside from the business or have you been a physical therapist for a long time?

Yeah, been PT for 20 years.

Oh, yeah, you already did on the side?

Yeah, well, yeah, full time. Yeah. I mean, I'm have a whole dad. I have three graduate degrees and that's one of them. So where's that.

Where does that drop come from for man, like, to even, like, want to build up, like a business out? Because some people don't even want to, like, be that business owner, man, like, because I'm sure doing that for 20 years. Like, like, where's the drive come from just to kind of step out of that and run your own business?

I've been. I've been an entrepreneur for 30 years, so I'm just a natural risk taker. So I, I don't mind working hard because I've been. Fortunately for me, and I think most entrepreneurs will say this, is that they've had the one success leads to another, and that's why they continue to be entrepreneurs, because they continue to basically build on their successes. So I stopped my business in January of 20 and I was going to pivot into something else, like digital marketing didn't work. And so now I've been on this different path, which I don't like. It's not entrepreneurship. It's. I'm a contractor, a physical therapy contractor. So I help out hospitals and clinics with their physical therapy needs, but that isn't doing anything for me. So.

Yeah, man. Well, like, before we started talking today, like, I know you know.

Oh, like, what do you mean you don't like it? Like, he just gave you a bunch. Like, he's an entrepreneur at heart. Okay. But for the past however long, we don't know because we didn't ask. He's working for someone else. He's been a contractor. He doesn't like it. So what do you mean you don't like it? Like, what's going on and how long have you been doing it that way? Okay. And what's. What's caused you to just, I guess, like, stay more in the contracting space rather Than, you know, start back up your own thing. But you working for someone else, like the past three years, like, what, what type of impact is that having on your, on your day to day? Like, how does it make you feel? Like we can get, we can get right into that.

You're trying to get everything kind of built back up. But like, what have you been out there doing about actually trying to get help to accelerate everything? Like, besides, you know, us today.

YouTube videos. I've also gone back to all my digital marketing frameworks that I've done over the last five, six years. You know, of course my MBA, but I've only been out of my MBA for 60 days. So, you know, in those 60 days I've been going through everything, trying to figure out what I'm going to do. You know, I was gonna go funnel hiking live. Yeah, I went and looked at all the different instructors that I went to. You know, I was just trying to see what's out there, trying to see if the digital marketing world's even worth it because, you know, lots of things have changed the last four years, but, you know, just trying to see where I fit in. So.

Yeah, man, like, besides, like, like the, the YouTube stuff, like that's, that's the. Pretty much like the basic stuff, right? Learning it on your own right there. Like, what have you done about actually like getting some help though, man, like to have that mentorship?

Well, I was looking at different mentorship programs. You know, they're not as easy as they used to be because everyone's, you know, like, like Steve, Steve Larsen, he doesn't take, he doesn't do the mentorships anymore. It looks like he's doing all, you know, seven figure.

And who the is that guy when.

He'S in the seven figure world, you know? And I don't know if Russell Brunson's doing it anymore. He's looking. You know, they used to have a mentorship program and every, every funnel hacking live, that would, that would be their upsell, right. I don't know if they have that anymore.

Yeah, yeah, yeah, okay.

They do. Well, bottom line is that's what I'm looking for. I'm just looking to get to that next level. I'm trying to find, you know, I'd rather go with someone is reputable versus someone, you know, like I did back in the day. I really need to make sure that whoever I use is really has the interest and has the know it all to get me to the next level. So that's what I'm Talking about today.

Yeah. So, like, the biggest thing for you, like, you just haven't found anyone out there that's, you know, that actually has a mentorship for, like, the level of, like, where you're at in your business now, right?

That'd be correct. Yep.

Yeah. Well, I mean, can I. Can I offer a perspective, man?

Sure, yeah. See where you take this?

Yeah.

Like. Like, where do you. Where do you feel like that comes from? And, like, being at this stage right now, like, at your business, like, really where it isn't where you want it to be. Like, you've been trying to get really good.

So the problem is right now, like, we're pushing back and we're challenging a bit, but we don't really have much of a leverage of any kind because we let the. Oh, like, I don't like it. Like, how long have you. Not, like, we. We, like, we. We let go the fact that he really doesn't like his job. We let that go. We don't have that leverage there because, like, the thing is, he's just like, oh, well, I've been out of my MBA for, like, 60 days, right. Like, two months is still a good chunk of time, don't get me wrong, but versus, like, three years of him not being happy in his job. You get what I'm saying? One is a lot more, like, you have a lot more leverage with one than you do the other. So I'd want to make sure I get that. Get the time frame. And it's like, okay, now we're pushing back. Well, what's preventing you in the past, like, three years of going out and, like, getting the mentorship? Well, it's like, oh, well, some of these people don't even, like, like, have it anymore or something like that. I mean, like, there's. There's a ton of. There's a ton of things out there that you can definitely get the help that you're looking for. Can I make a suggestion? I mean, if you're really. If you've been wanting to start your business for the past three years, I guess whose responsibility is it that you and you go and find somebody that can help you do X, Y and Z? Well, it's my responsibility. So what's preventing you in the past three years of actually going out and finding the help? Oh, well, this or that or, like, then I can get to a belief. But with this, we don't really have much of a belief, and we don't have too much pain. Got a little bit smidge. Right. But we don't have too much pain here.

This thing up and going for the last like four years now you got your NBA feeling a little bit more like, you know, you can get the snowball rolling. But like being at this stage for the last really, man, like since that six month thing that happened and just not finding something out there to help you like get to where you want to be. Like, where do you feel like that belief comes from?

It's a very confusing question. How you ordered that.

I'm not sure on the question. What do you mean?

See, I was, I was confused as he was.

Yeah, just like mean going out there and trying to find that person that can help you find that mentorship, you know, besides who have you looked at? Like where does that come from?

What Just, you know, basically what's worked in the past.

Yeah. I mean, what do you feel like that's cost you?

I feel like we're a little bit lost here. We're a little bit lost and it's fine. Right? We're just a little bit lost and like it's just because we didn't really get a problem and we didn't get a belief. Those are the two things that we missed out on. And then we're just, we're pushing forward like with the structure, man. Like don't move forward until you get it. If you got to spend a little bit extra time, be a little bit more curious, ask more questions, like you don't move forward until you get it. And if you do move forward without you getting it, then you're going to just like have some confusing questions. Right. Because it's not going to make sense if you don't have those things over.

Like the last like four years of just not finding someone.

Oh, it's costly. Four years. Four years of time.

Yeah.

Actually really cost me two and a half years. But then I got went to the mba. But if I would have found that person for you, you know, four and a half years ago, I probably would be in a different place.

Where do you feel like you'd be?

So, like that way of thinking, like, right, what?

Get it deeper, get it. Like where do you feel like you would be? Right. So. But since we didn't really dive into his current pain too much, it's going to be a little bit harder to make a contrast of where he's currently at versus where it is you feel like you'd be if he took, you know, real action four years ago or find the right person four years ago, whatever it is, then. But I Would still, like, dig a little bit deeper right there.

Keeping. If we actually want to get to, like, finding that one person that can.

Help us say that one more time.

See, that's a confusing question because, like, what are you asking him? You didn't really ask him too much. You didn't really get a belief. So it's like, is that way of thinking? Like, what way of thinking? Because he's already. He's already bought into the fact of you guys, like, I want to do something. I want to go all in. I want to do all this, but blah, blah, blah, blah. So we didn't really get a belief of, like, what's been holding him back for the last, like, four years. We didn't get that. Okay, so because we didn't get it then, like this challenge right here, it's good that we got him to admit that, like, him not taking action and. Or him not getting the right type of help has cost him four years. That's good. But right now we're challenging on something that, like, it's just shaky around in.

Yeah.

Like, is that way of thinking worth keeping? Like, if we actually want to be able to find someone to help us get the business up and going, I guess so.

I mean, there's another way to do it. You know, I think that, you know, there's only. So, you know, education will only take you so far. So, you know, that's why if. If you didn't have the masterminds and inner circles and all this stuff. Let's put it this way, inner circles, masterminds, they're there for a reason. There are social interaction components that require people that already have the knowledge to get to the next level. And it brings a bunch of people.

Together to see because we didn't get a belief. He thinks, like, you're like, oh, is that way of thinking of joining masterminds worth keeping? He's like, yeah, think it is. Masterminds are great.

To grow. And, you know, if. If we all it took was a textbook to. To actually. For people to.

Which is good. Like, this is a belief I would like him to have of, like, masterminds. Textbooks are not it. Like, you need to actually work with people do all this. But the problem is, like, we're not on the actual, like, problem. Like, we haven't really brought out too much of the pain. We haven't brought out, like, what's actually held him back from taking action on shit.

We haven't gotten any of that successful.

Then everyone would do their stat. But that's not the case.

And then the reason why I asked, man, is because, like, yeah, it's about skills, right? You know, just in general skills of, like, trying to scale a business, bringing the revenue in and things like that, but it's also, like, like, being a better person. Because, man, I can tell you right now, like, if you're actually bringing in, like, you know, the revenue you're looking to bring in, but you're also being able to, like, build that company out and be in that business owner, you're looking to be, like, you got to walk that, man. Like, Russell, I'm telling you right now, he doesn't play around. Like, you got to hold yourself to, like, a whole different standard. Like, you know what I mean?

Sure, yeah. I mean, that's the whole point.

Yeah. Like, right now, you know, we're the person that's got, like, the zero coming in, trying to find that. Like, is that right?

So say that one more time.

Yeah. Like, right now, like, as we sit together, like, you're in the beginning stages, not really making anything. Like, Is that right?

100%.

So I have to ask you, man, like, are you okay staying that person? It's like, if you are, like.

And, like, the. The problem with this a bit is, like, again, like, we haven't gotten anything out of him that, like, requires this level of, like, pushback. That makes sense. And it's just because, like, we. We didn't really nail him down on anything. He's very slippery. He's going through. Right. So let's see where it goes.

I'll be the first one to tell you to stay where you're at.

You think I should stay? Stay right where I'm at.

Some people are, man. Some people are okay with that, like, for you, like.

Well, that's not why I'm talking to you.

Yeah.

But a tough question I have to ask you, though, man, like, is, like, what happens if we stay that person, like, for the rest of your life? Like, how would that actually feel?

Well, that's. I think I already said it. I mean, that's why I'm not. I don't. I don't ever stay the same.

Yeah, well, like, besides you. You coming in here, man, like, actually learning, like, you know, putting all, like, the pieces together to really start.

So you see how. Okay, now we put this. Let, like, we put this frame on him. That is really, I would say, the crux of the call, like, getting him to. If you stay this person for the rest of your life, how would that feel? Right? Like, that Question should hit like a ton of fucking bricks. But because we didn't get pain and we didn't get leverage, he's just like, I never say the same motherfucker. You've been in your job for the how. However long you get what I'm saying? Like, so again, like, he lied to you, but we don't have the leverage to call him out on his shit. Like, it all flows into itself. And so the problem is, like, we don't have the leverage to really call him out on that. Of, like, oh, I don't ever change. And if, like, let's just say, like, we go through, we get the leverage, we have all that pain locked up. Dude's feeling it, he's hurting. I actually push back. I find a belief, and then I get there. And let's say he gives the same response. Sometimes people do that. It's like, well, we have for the past three years. So what if that continues? What impact would I have, right? Like, I push back because now I have that leverage. And because, like, I have the leverage, I pulled out the pain, I've pushed back the right way. I've also gained more authority, so we have more of that room to actually push back on him. But because we didn't do any of that, like, he told you, like, oh, like, I'm the guy who, like, I always change, bro. Why are you talking to me then? You get what I'm saying? Get myself all flustered building this thing out.

Like, what else do you feel like you would need to, like, you know, get to, like, your goals, like, as quick as possible? Like, because some people say, like, support, like, direction.

Okay, So I feel like what's happened right now is just because we've, like, if things aren't lining up right, like, don't, like, don't go into, like, the identity and things like that. Like, just don't go into it if they're not lining up, because if it doesn't line up, then it's going to hurt the conversation, right? It's going to come across like you're attacking him a bit. Because, again, like, the way we're coming about, it doesn't come across, right? So we need to make sure we get everything that we need. So now, like, we did it and it didn't land, and you can. You can hear his tone shift, get a little bit quieter, a little bit more reserved. And then we ask him a question, and we didn't even give him half a second. And then we're trying to answer the question for Him. What does this do to your status, man? If I'm the authority, I ask you a question, I wouldn't then try to start answering it for you. Like, it's going to come across as, like, lower status, lower authority. So we are giving our status and authority away just by something as subtle as that of. Now I'm answering the question or I'm trying to fill up the silence. I can be silent all day. You have to be the most comfortable person in the conversation. And part of that is being comfortable when it does get a little bit awkward or when the tensions do rise. Because sometimes attention is going to have to rise in order to get somebody like this across the line. But because, again, like, we weren't as tactful as we needed to be in some of the questions we're asking, and we tried to pigeonhole this guy into certain line of questioning. I think it kind of irritated him a bit. And then now we're trying to, like, fill. Fill the. Fill the awkward space. Like, never. Never fill awkward space, man. Be the more comfortable person in the conversation. Like, if this guy buys, doesn't buy, I don't give a flying fuck.

Right.

He is or he isn't gonna buy, that's fine. But what he's not gonna do, he's not gonna lie.

Okay.

He's not gonna lie to me, and we're gonna have a real conversation. Right. That's all I care about. Like, genuinely connecting with people, having real conversations. And if it gets a little awkward, it gets a little awkward. But you have to be the more comfortable person in the conversation, having that composure, because if you don't, you try to fill up that space, Authority tanked. And it's just little things like that make a huge, huge difference. And just how somebody perceives you.

Accountability, like, for you, like, what else do you like? You. You would feel like you need extra.

I guess, direction.

Okay, well, why is that important to you?

Because it creates efficiency.

Yeah. And so, like, as far as, like, accountability and things like that, and some people are, and some people aren't, man. But, like, are you actually open to being held accountable, like, by Russell and his team?

Yes.

See, he's very short. Very short.

Well, it's like being on a team, you know, if you're a team member, you have to be held accountable.

Yeah.

So it's like a pretty.

Go ahead.

Otherwise. Otherwise you fail, the team fails. If you're not. If you're part of the link at the chain, you're not willing to pull. Pull your weight, and it's not work.

Yeah.

Good. Because as coaches, man, like, it's really our job to tell you what you need to hear, not always what you want to hear. So I just want to make sure. Okay, well, let's say, man, like, we were able to actually come in, you know, being able to kind of give you that guidance and support as far as, like, building things up. Like, what are you looking to make, like, each and every single month with this, man?

How much money?

Yeah, like, what are you looking to bring in from.

So when you do ask that question, draw it out a little bit, right? Like. Like, the problem with that is if we say it quick, they're like, it's hard for somebody to catch up with the question. So let's say, like, we're able to. To come in, give you that roadmap, like I said, hold you accountable. You become part of the team, and, you know, you get the business up and going. You have no problems actually generating leads. Let's say three to six months from now, like, what are you actually looking to be making inside the business? Let's just say, like, monthly. What are you. What are you looking to be making monthly? This. Right. So it's like, I draw out the question so that way they can catch up to it.

This, you know, business building up each and every month.

Well, as much as. As much as whatever the value I'm bringing in. I mean, I guess it depends.

And that's why I'd always want to put a time frame on it, too. Let's say in the next three to six months. If you want to put it, like, if they give you a low number, then you go, okay, no, that definitely makes sense. You can either try to push it up or you can, like, expand the time frame. If they give you, like, oh, next three to six months, I want to be making a million a month. Okay. Definitely have clients who do that. Let's just say in the next couple months. Next month, two months. Like, where do you feel like you can be at? Okay. Then I get, like, a lower number. So it's just, like, you got to find.

Find that middle ground, you know, I want to. I think you know, my fix if it. If we were to bring in a yearly minimum, after taxes over $150,000, that would be perfect from a point of view of the baseline, but the sky's the limit. I know how much people can make.

Yeah.

You know, people can make $250,000 a month easy. Some people. Some people make a million dollars a month. You know, I I don't know where I. Where that limit is, but the.

See, that's why I'd want to give a time frame on him, because he's like, oh, well, you know, maybe in a couple years they'll make a million a month. Right? Like pie in the sky.

Bottom line is that, you know, making, you know, you know, 10 to $15,000 a month would be a great win for us. And, you know, for guys like Russell and Steven, it's not that big of a deal. But for a guy like me right now, where I'm starting, that sounds outstanding. And maybe a year from now, I'd be like, hey, I can do double that or triple that or 10 times that or whatever it is, but I don't know where I stand.

Yeah, well, like, being able. Like that's. Yeah, right there. Around, like 13 grand a month. So let's just call it, like. Like 15, right? Being able to bring $15,000. And at the end of the day, man, like, money is just a vehicle. It really just depends on, like, where it's taking. It's like you being able to make that $150,000 extra, like, every year. Like, what would you be actually doing with that type of income?

I don't like the. What would you be doing with that type of income again? Because it. I like asking a more open question and just keep it a little bit more conversational. Like you being able to, okay, so, like, get into your first 15,000 per month. Okay, so like, then you being able to get to that first 15,000 per month, like we do with our other clients. At the end of the day, you know, money's just a vehicle. Depends on where it's taking us.

What.

What difference would that actually make for you? Right? So he can either go positive, he can go negative. What difference is. Is neutral. Because some people are running towards something more, some people are running away from something more. So you just gotta understand, like, some people are more negative focused, some people more positively focused. What difference does it make? It's pick your own adventure, right? Like, they'll tell you where their head is at, like, where they're going. What would you be doing with that type of money is just like, purely positive focused. Okay? So if you get somebody who's more negative focused because let's say the biggest payoff for him is like, oh, I don't have to work at this fucking job, which is a negative focus, right? Like. Like, I get out of my job, like, he's running away from being in his job versus, like, what would he do with the money? You know what I mean? Subtle difference, but I feel like it just, it allows people to be a little bit more open.

What would I do with that income? Yeah, Well, I would first make sure that I'm investing it nice. Making sure that, that those investments create cash.

Now again, it depends. Do. If you run into this a lot, then I would say, what, what difference would that actually make for you? Right? Because it's like again, when you talk about like, what would you do with the money? Like, then people are like, okay, how would I spend that extra money? Like investments. But if you do run into that a lot. So besides obviously the boring stuff like investments or investing more like, what difference would that actually make for you? I don't want to take away that answer so they don't give it to you. Because again, nobody walks over broken glass, you see numbers increase. You know what I mean? So that's what I would do right now. Like, let's say we didn't ask it or we didn't preface it. We asked this question and then we're getting that. It's like, okay, yeah, and we all know we need to invest, so. But nobody walks over broken glass just to see numbers increase. You know what I mean? So what would you actually be doing with that extra money coming in? Or what difference would that really make for you?

Flow. So I can use that cash flow to invest in my family, invest in retirement, invest in other investments. I mean that's really what it's all about. It's about building, building your wealth and doing things that help not only your family, not yourself.

So again, especially like when we're talking about future pacing, like ish we should be talking about, he's excited about, he's like, yeah, that's what it's all about, you know, just investing. Boring.

Oh, but your family. And then, you know, my kids and you know, if I can help others, that would be outstanding too. But right now I have to be selfish and say, hey, look, I'm looking for. Yeah, you know, I want to pay off all our bills and.

Right.

Pay for all my kids stuff and then do all the right things for my family.

So yeah, right things for your family.

The interesting.

Right. Right. Things for your family. Pay off your kids stuff like what are you talking about? Like that stuff actually has emotion on it. Probably could have got there quicker if we just like prefaced it like I was saying or pre framed it, but like we got there okay. He's like, oh, like, you know, do things more for my family, pay off my kids, you know, whatever it is. Just like, oh, what do you mean? What's going on? Very light, very curious on the point. Then he's gonna be, oh, well, this. Oh, like what do you mean by that? Or why that? Ah, okay. And you being able to do that, like, what does that really do for you, like personally?

Hey, man, like, one of the things I hear of a lot is like I'm talking to business owners, man. Everyone's different, right? Especially for someone who's like really wanting to grow to that six figure mark or even the million dollar mark. Like, those are the best conversations that I enjoy having because it's like a whole different type of drive.

Sure.

So, but one of the things that I hear, man, is like a lot of business owners, they'll talk a lot about like people around them and like the people they're wanting to affect. Like Russell talks about, right, like the ripple effect and affecting others, but they don't really like, look at themselves, man. So like you being able to make just on the side each and every month, 15 grand, like, what would that do for you though? Like, like personally, sure, it would take.

The stress off my shoulders.

So I like that. I like how you frame that and then you use the authority of Russell. That's good. You probably could have gotten more out of like how it would affect like his family and stuff, right? Like, like what is he actually paying for? Paying for what? Kids, things. Like what else would it allow you to do? Right.

I mean, it's a, it's a massive stress relief, you know, and then, you know, the, the opportunity to grow business, you know, opportunity to grow. It just creates more opportunity and it takes a lot take, you know, financial stress. There's all the sorts of different types of stresses and financial stress is one of them. So just take the financial stress off me.

What do you mean by stress?

Which is nice.

Yeah, stress.

Can I share a perspective real quick? Sure, yeah, man. Like one of, one of the big things, like when we're understanding like people's.

Whys get them, bro. Like stress. What does he mean by that? What stress? Like what is he dealing with? I'd just be more curious in this person. Like, what would he pay for? Are his kids going to college? Is he having to pay for that? How many kids he has? Oh, he got three. All going to college. You got to pay for all of it, dude. It's 500k down the drain.

You know what I mean?

Like whatever it is, you can really start to build more of that gap there. But then, like, also, like, help him paint that picture of, like, what. Like, whatever it means of, like, how. How would things be different? Like, as far as the stress. What does he mean by stress? How is it showing up for him right now? How long has he fel this? What's that actually doing to him? We can just expand this a lot more, go a lot deeper on this.

Like, maybe the things that can be, you know, holding them back. Like, especially when it comes to creating that ripple effect like Russell talks about. It's like understanding language because, like, one of my. One of my mentors was very close, like, with Tony Robbins for years. And sure, that's really the biggest thing that he taught me was, like, understanding the language. And the one thing that stood out is, like, the word want, right? Like, when we're talking about our goals.

I would have want to hit this a lot earlier, but as good you're picking up on it now.

Like, do you know what want means?

Yeah, I'm an. I know nlp, so it's not a. You know, I understand it.

Yeah, but it's like, it's convenient. Like, the, like a want, right?

Yeah.

It is. It is. And again, this is probably because, like, from like, us doing what we did, we probably just like, again, we pushed him down a conversation path that made him close up. And then like, you. You ask, you do this, and then he's like, oh, this is just another sales tactic. He feels like he's being sold right now. He's like, yeah, no, I know, Ellen. Nlp, it's not a problem. Well, it's like, if you know nlp, then you know, the way that you talk to me is the way that you talk to yourself. Because you know the difference between a want and a need. Like, dude, you double fucking down on this guy. Like, I'm not gonna allow this guy to break my frame. Well, if you know it, bro, why are you talking like that? NLP isn't just for convincing others. It's also for convincing ourselves. It's also for, you know, hypnotizing ourself, becoming a better person. NLP is not just a persuasion technique. It's literally teaches yourself to talk differently. Why? So you think differently, so you act differently. Now, you don't need to go into all that spiel, but it's like you push back on that. God, I hope somebody tells me that on a call. Let me add them, bro.

Go ahead.

Yeah, go ahead. I don't interrupt.

No, I was gonna say, like, it's like it's convenient for us. Like, I want to be able to like, get that, you know, business going. I want to be able to travel, things like that.

See, like, and he's like, oh, nlp. I know. Like, it's not a problem for me. And then we just don't address it. We just keep on going with the frame. Like it, we have to address it. Otherwise he thinks he's talking to a robot.

But like, when we're talking about like want versus a need, like, you know what the difference is?

Yeah, I do.

What's the difference?

I need air to breathe. And I want. A want is something that isn't necessarily needed.

Yeah, like you do whatever.

That's the most circular definition I ever heard in my life. A want is something I don't need.

Takes if it's a need.

Yeah. I mean, you have to breathe.

Yeah. So like, for you, like, would you be willing to change like those wants that you would say, like, into a need.

So here's the thing. Like, so you're going into it and you're like, you're, you're separating the two. Like a want is if it's convenient. But you got to take it that step further. Like you get into the point where you're making an additional 180,000 per year. Like, is that going to be convenient? No, like get that buy in first. Like that. Like, that's the buy in that's the most important. But is it going to be convenient getting to your goal? No, because the need is I'll do it. Like, you'll do whatever it takes. So would you be willing to shift that want into a need? Why would you? So he was missing a couple spots, but he did. He totally Little bro Joe with the NLP stuff and we just let it skirt on by. We didn't address it.

Well, that's what it's all about. So you can't be afraid of money.

So would you be willing to change that to man?

Sure.

Yeah.

Because like, so, like, he didn't. This guy didn't answer the question. Would you be willing to. To change it from a want to need? Well, that's what it's all about. Can't be scared of money. What SIS reacts you. So would you be willing to change it, man? Like, yes. Well, why would you? Oh, because I know I need to because of this, this and this. Right? Like, he didn't answer you. So it's the biggest thing to work on, man. Like we're like, it seems like you're getting the structure down but like, we're pushing people through this structure rather than genuinely having a conversation with this guy. Like, we like structure. Yes, have that. Good. But then, like, now we really need to connect. We really need to talk to this person. We really need to understand this person. And like, right now we're, we're pushing them through the process without the process being customized to them. Like, the process needs to be absolutely customized to this guy. Again, like, this is a guy, he sold, he's done nlp, all this. You know what I mean? So it's like, if I make it painfully aware that he's in a process, man, like, he's just not going to buy. He's just not going to buy in. So everything we're doing right now just unfortunately is hurting us. And the longer this conversation has gone on, he's closed off more now. There are some areas that we could do to like, speed up this process, right? Cause, like, we're 28 minutes in. We should already be in presentation right now. But again, not the end of the world. I would just be a little bit quicker, especially at the beginning.

But yeah, man, I can resonate, like, from where you're coming from because, like, I've been in your same spot before. And I know, like, for me, like, I'm a very driven person. Like, I know where I'm going and, like, what I want. But it wasn't until, like, I really understood what I was running away from that really drove me to do the things, like, necessary, like, to make sure I got out of the situation that I was in. Because, like, me growing up just from my surroundings, like, I don't know about you, but, like, I'm definitely scared about being average. Like, it scares the shit out of me. And growing up, like, I never had any, you know, extraordinary examples or really great examples, but I had a ton of, like, average examples. I knew, like, if I didn't do everything in my power possible to, like, be the best version of myself, like, if I looked into my future, I'd know I'd have those same conversations that like, my dad had with me with the same pain in his voice when he told me, like, I couldn't have something or the same pain in his voice when he tells me now just, like, all the things that he didn't do or, like, the risk that he didn't take. So I gotta ask you, man, like, what happens if nothing changes and, like, you just kind of keep doing what you're doing and we just kind of like, push this down the road.

I Like I said, be. Well, I'm not pushing it down the road. So that's why I'm talking to you.

You know, I'm not questioning your willing man. Like, I'm not.

No, but I mean to your. I mean, obviously if you don't do anything about it, you're going to stay in the same place.

What does that same place look like for you though?

Like, what would be like the actual day to day of that, like if you did the same, decided to push this down the road.

Oh, if I actually implemented everything that I want to do and actually, no.

Like, like if you didn't, in another.

Year I'll be the same place that I am today, which is not. Well, no, that's what I'm talking to you. That's why I'm here.

That's why for you. Like, are you, are you committed to actually making that change so it doesn't happen?

Just went through two years of one of the hardest MBA programs in the country. So yeah, I'm not one not interested in being average. So.

But why now though, man? Like, why not push it down the road like other people do? I think what, what's the phrase they say? Like every good diet starts on Monday. Like, why not be one of those people?

Never been that way. Who I am. Cool.

So time to make a change.

Yep. No, there's no reason to know. There's zero reason to do it that way for me. Everyone has to follow my direction, but.

I'm not everybody sound pretty serious about it.

That's exactly like what I needed to hear.

Okay, so I said like, overall, again, take your time. Don't just like push people through the process. Like actually have a real conversation with this guy. I would like again, like cut him off at certain points that you need to, especially when he's talking about more interesting information and then just, yeah, just, you know, just make sure you're more comfortable. I think like this guy just threw you off. Which again, it'll happen from time to time. No big deal, bro. But yeah, like, we definitely could have dig deeper on like stress. Like what has he actually been doing the past four years, why he hasn't started the business the past four years, whatever it is. Like, what is a different place? Like, why does he not want to work for other people? Like that's where really the pain is of. Like, why does he want to work for other people? So we could have gotten all of this and we would had a lot more leverage to push back, to challenge, to gain authority. And then because like, we didn't have the ambition, ammunition. Words are hard because we didn't have the ammunition. Some of those questions just came across confusing. And then we still pushed forward, which caused resistance in him. And then, like, you could see it was creeping up more and more as the call went on. Right? Yeah. So let's. Let's jump. Let's jump forward a little bit. Let's see where this call.

As far as how we can actually get things going for you to kind of get kicked off, really, next step here, like, organizing investment so we can get you on the onboarding call for next Friday. So, like, like, is that. Would that be appropriate, man? Or like, how would you like to proceed?

Yeah, if you can send me the breakdown. That's awesome. Okay. I know exactly what it looks like. Okay.

So without hearing your presentation, something I would have them do is like, hey, man, do you have a pen and paper handy? Right, like, get the. Get the pillars. And it's like, hey, man, just go ahead and write down 1 through 4 and leave a little bit of space in between. Okay. Like 1, 2, 3, 4, whatever it is. Like, maybe it's three. Okay, so number one is going to be this, because you know how you mentioned this, how we solve that is this and this. So what that means for you is this. Does pillar one make sense to you, man? Okay, pillar two, so you go through it. So that way then they can look at it and they can see all of it right there. This is how I would typically do it if, like, again, you're over the phone and you want them to write it down. Normally, how I do it, I'm like, okay, so do you have a pen and paper handy? Yes. Okay, cool. So just so you know, the investment in order to get you to 10,000 per month, I want you to write this down. It's going to be $10,000. And next to that, write an equals and list me the top three things you're going to get once you get to 15,000 per month in income, in your business. Okay, what are the top three things you get? Like freedom time. What? Satisfaction.

I don't know.

Right. Let me know when you're done. What are those three things? Okay, this is how we're going to get you there, number one through four. And then you just take them through it, right? So that way they have this piece of paper. $10,000 equals freedom time, money, whatever it is, and then they have the breakdown of how you get them there. That's typically how I'm going to do it again. If it's over the phone, you don't have it on zoom. You don't have any like way you can show them. Now part of the problem that I would say actually I don't recommend you, you drop in price at top. I feel like I can. If you're very good at identifying what the true objection is, then dropping price at top. Very good. If you have a harder time identifying it, dropping that bottom is going to be better just because you can isolate whether it, whether or not it's the money or not. Okay. So you get the buy in first and then you drop the money, right? Like, oh yeah, this would be great. This will work for me. Okay. It's $10,000. I don't know about all this. Right. Like, okay, it's money fear, you know what I mean? So it's a lot more directed when you drop it at top. Right. You don't have the buy in of the program without the money involved. That makes sense. Okay, but I would still like, okay, can you just write like 1, 2, 3, 4. Okay, number one. And then just have them write it out so they can actually literally look at it and understand exactly what the breakdown is.

I'll tell you what do you have? I'm going to send this over to you while we're here. Real quick, your best email. Okay, I'm going to send this to you real quick. This is just like a one pager. This is going.

Yeah. Then really wanted. What you said that you can break down those, the, the payments.

Possibly. There are a few different options. It just depends on like what works best for you, I guess. Like why do you ask?

I just want to know, I mean if I, if I can, if it's a interest free payment every.

So that question, you just need to be a little bit lighter. Like why do you ask? Like you see how it's a bit harsh and it can cause somebody to be defensive. Oh, any particular reason why you ask? Right. Just lighter. So like we don't want to like especially when we're talking about money, we want them to admit, hey, I don't have the money. We want to be a little bit lighter in the conversation.

Are in the question every quarter versus you know, lump sum. And it makes sense to me and that's, that's a better financial decision, you know, from an interest point of view. But if you know, you know, it's just those things, you know. So I want to know what my options are.

Yeah, dude, a hundred percent, man. So what we could do is I could do the payment plan that Russell does is three payments of 3,997. So it does add a little bit to the total, but it's that. That would be the payment plan on your end for that.

You said $4,000 three times, right? So that's 12,000.

It'd be about, like, 12. Yeah, yeah.

All right. Yeah. Send me all the information. I'll make a decision. We'll go from there.

And, like, what's your time frame? And I'm, like, actually getting back to me just so I can see if I can as soon as possible.

Once I get the information, I'll probably be able to get back to you Monday.

Monday.

Okay.

And, like, what are you. What are you looking for? Like, because I can definitely help you out, man. Because if I can help, I can. Like, if I can, I can't. But, like, what are you looking to get out of the information that I send to you?

I just. All I need to know is just I need to see not. I mean, really, I would say almost nothing because I just have to see what my options are from a financial point of view, decide what I want at which direction I want to do, and go from there.

Yeah. To my life. As far as, like, the payment plans and stuff like that or just like.

That'S pretty much it. I mean, what. Nice to see if the. The framework that you're about to send me, the outline of what I'm going to get myself involved in. But I mean, you know, if I can. I'm telling you right now, my number one goal is, you know, 12 months from now is to get into, you know, to be way better off than I am and to hopefully be in a place where I can join, you know, his next up upsell. Yeah. If it's the. If it's his.

So this guy seems fairly bought in. So if he's like, oh, I'm just trying to decide, like, whether they're paid in full and whether do, like, a payment plan, I'll say, yeah, not an issue, man. Like, what we could do again, if it would help, man, like, what Russell actually allows us to do. Because if you want to just, like, start with the, like the payment plan and if in the next 30 days you're able to get the rest right. Like, the full 10,000 would just be able to honor, like, the paid full discount. So you think something like that would help, like just getting started with the lower amount right now and then giving you 30, 30 days just to figure out the rest. Right. So I just want to take that objection away, like right away, you know.

Inner circle or, you know, whatever the next thing is a next mastermind. Because like I said, I mean, I believe in what I. I know people have been successful with, and I believe you have to say I've always have. I made a mistake four plus years ago, and I only tend to make the same mistake again. So, you know, you gotta believe it. You didn't have to. You sold me 46 minutes ago. I was, you know, so it's not like I'm not sure, just more along lines of, I'm ready to go. I just want to make sure that whatever price plan that you. Yeah, man.

So like, the only one that, like, as far as like the 4000, like every single month, right? Like, would that fit into your budgetary restraints? Oh, I'd rather.

Probably.

No, I'd rather pay 2k then, you know, give you 4k, you know, three times and. And, you know, so we'll see. I did some number crunching, figure out if it's worth it or not. Yeah, man.

Like, money aside, though, right? Like, if I just, you know, if I had a double backlog, cash that was made for, like, investment purposes, like.

This, like, yeah, you can go down this route. I would just try to, like, again, from the way that he's talking, it does sound a little bit more, like, logistical that I would just try to see if I can't take it away, like, logistically way. Right? So that way, again, what we can do, man, if it would help, like what Russell allows us to do, just to give you a little bit more incentive, like you said, if. If you're ready, like, you know, you're bought in, like, everything you said, like, we can get started with the 3,997. And then what we'll do is we'll give you 30 days to decide whether. Whether or not you just want to do the payment plan or within the next 30 days, if you get the rest to us, we will honor the paid in full price. Would something like that help? And if he doesn't buy into that, then I need to push it further of what's going on.

Would you do it?

Of course. You sold? You sold me 48 million.

Yeah. You see what I'm saying? So it's like, now we're trying to, like, push him into something to where he's like, dude, I'm already sold. Like, I don't need to deal with, like, mindset. You know what I mean? So we just need to listen to his words. And if I like, If I do, like, hey, bro, let's just do this and then we'll give you the room. Like, he just doesn't, like, if that is something you can do. He just doesn't know it's an option. So let's tell him it's an option. It solves his problems right away. He's able to get started right away, and then he's able to figure everything out. Right? So like, just paying attention to this guy's language.

I've already. I was gonna already do this. This is not a problem. Like, I'm gonna do this. It's not even a question. So I just wanna know which financial complaint Michael.

Okay, well, yeah, so like the breakdown I'll send over to you, it's not gonna have like a payment plans or anything like that. It's just gonna be like, what you're actually gonna be getting inside of like Prime Uber. So I don't have anything on as far as that. But like I said, it'd be like the 4,000 for every, like, for three months. And then of course add a little bit to it. But as far as like the, the 10,000, right, like, does that. Do you have something like that available now? This. So I can help it.

I mean, I'm gonna, I'll call you Monday and pay for it. Okay. So I mean, as long as you.

Know if it's either 4, 8 or.

4K 3 times or 9,000 by Monday, I'll go ahead and choose which one I'm gonna do and we'll go from there.

Well, you have your camera up on your in right now.

I can't answer.

Okay, just.

You have a handy way you can book a specific time with me though.

Okay, so again, we want to take away that objection, see if we can't get to the real thing. And then like, just from his language, just again, like, he's wanting. He's very much like pushing back on you of like, like, no, bro, I'm already bought in all this, blah, blah, blah. So, like, that's, that's part of the problem because he, like, in this call, like, this dude very much felt like he was being sold to, which is going to be an issue if this person feels like they're being sold. So I would say, yeah, biggest things to work on, like, really sit, pay attention, listen, don't just push somebody forward into the process if it doesn't make sense, right? And like, there's no rule saying like, hey, like, if sometimes, if I skip it here, or like just always prioritize like, having a real conversation with somebody versus just, like, pushing through in the process. Like, that's something I would also keep in mind, too, because if something doesn't make sense, man, it is going to hurt you more for pushing through and trying to put somebody in a box that they don't fit into than just, like, skipping something. Now we want to get to the point where we don't have to skip anything and everything lands, and it's like boom, boom, boom, like, every time. But, like, as we're learning and especially with somebody who might be a little bit more difficult of a prospect, which, again, this guy's not that difficult of a prospect. It just didn't seem like we knew where to look for his problems. Okay. Because he's super bought into what you guys do. So that's something I'll definitely focus on. And then, yeah, let me know if you have any questions, man. And then, yeah, we'll stick from there.