Mastering Sales Psychology: Live Sales Call Break Down
A recorded sales coaching session (YouTube) in which Christian Polk reviews real sales calls with a trainee to teach how to uncover prospects' true motivations and close more deals. Polk demonstrates listening for language cues (e.g., “everyone’s making money online,” physical labor complaints), mapping those cues to unmet human needs (certainty, variety, significance, contribution), and tailoring questions to surface root pain. The session includes concrete tactics — reassure non‑native English speakers, rein in overly chatty prospects, ask targeted ‘why’ and cost-of-inaction questions, use open-wallet and financing options — and a live objection example where the program price of $12,000 and payment-plan options are discussed. Two prospect archetypes are reviewed: a young flooring contractor (low take-home, seeking variety/time) and a nonprofit worker/CEO (seeking time/liquidity to scale impact).
I just reviewed one of my coaching client sales calls where he lost a sale because he didn't actually understand the prospect and what they truly wanted. So in today's call, I'll be sharing with you how to actually understand what the prospect really wants, not just what they say they want. Now, this is something that took me thousands of sales calls and spending over $50,000 in sales training myself. But I'm going to teach you the exact questions that you need to know and you need to use on your sales calls to get to prospects, true motivations. And if you make this shift alone, I promise you your sales will double in just one month. So let's go ahead and let's dive in.
Okay.
Like, what's the first thing you notice about this. This guy, this situation?
He don't speak English, Right.
Well, it's like, he seems younger.
Yeah.
Just in general. But look, like, what's his, like, living situation like right off the bat?
Like third world.
Well, it's not like third world, but, like, he seems like he's in a studio, which is fine. So it's like I'm just, like, making that, like, just thought process in my mind.
Right.
Like, dude, when I was. When I first moved to, like, Miami beach, like, I literally had a studio this size. Yeah, that's what it reminds me of immediately.
Yeah.
Okay. And it's like he has the door open and he has a window AC unit, which, again, I had the window AC unit when I first moved to Miami. You get what I mean? So it's like.
Yeah, okay. Young.
Probably not that much money. Okay. So there probably needs to be a lot of leadership on our end.
Yeah, yeah.
I'll be real.
Like, this guy, he said he owned his own contracting business for, like, flooring, and he made 20k per month in revenue, and then he was taking home 10. No, he. He was like, the profit was 10, but he put half that into a business account just for the business, and then he takes home 5K for, like, his personal shit.
Yeah. So. And it might also be a mentality thing.
Right.
Like, living very, you know, bare bones. Right. So it's like that I'm just making a profile in my mind of, like, the type of person where to take this conversation.
Okay.
Makes sense.
Yeah. Okay. The way I like to run these calls is for me to just get a better understanding of what you're currently up to. Ultimately, we're looking to go just based off my understanding of that. If I feel like 1, 100 certainty that we're doing, you put on 1.5, because I've got the culture, I make some invite to join. Okay. For whatever reason, I feel like we're not the right team for you. I'll do my best, point in the right direction, send you some resources, take care of you. Sound good, but do you see where.
Your energy's at right there?
Low. Yeah.
Just like, you're like kind of like methodically, like, going through it.
Yeah. This is my last call of the day.
Yeah. So it's like if, you know it's like your last call of the day, just like, okay, what can you do to just like, show up the way you need to show up? Because does this person deserve less of you than all the other calls you had that day?
No. Right.
So when you're talking about, like, okay, like you're not able to connect, like, on some level, we don't show up with the same energy we have with somebody who we are able to connect with. Like, then that's just on us, and that's really what it comes down to. So just making sure you are showing up with the energy that you need to show up with just for anybody.
Yeah, right.
Like, we're going to be a leader. We're going to help them, especially, like, young guy like this immediately. That's where my thought process goes.
Okay.
And this is just after, you know, selling tons of young people like yourself, you know what I mean? Like, there needs to be like a lot of leadership there, typically.
Okay, thank you. Okay. Sweet, man. And I know we're keeping it back and forth on imessage and I also took extra application, but I don't like to think too much about those. Did you ever get a chance to watch those videos by Richard that I sent over? Yeah, yeah, I did watch it the day. It was last week, Friday. Okay. And based off of those videos, man, like, what do you feel like is the ultimate outcome that you're looking to accomplish by starting it?
And something you can do now? This is if, like, this is more for you, but also it can be for them as well, is you can add in a bit of humor to just like get yourself laughing, get them laughing again. If you notice, like, it helps you if. Yeah, like, hey, did you get bored to death over there watching those videos? Just like a stupid joke like that? Like, you're actually like in the conversation. Right? Like right now, just from the very beginning, it just seems like you're more going through the motions of like, okay, this is what I have to do. Fuck you. What I'm saying Yeah, right. So it's just being able to, like, if you notice, like, hey, I'm just going through the motions, like, do something to, like, break not only his pattern, but your pattern too, and be in the conversation.
Okay. All right. Online business. So, like, what do you mean outcome on, like, what are you ultimately looking to achieve? So much I want to achieve is like, well, I see nowadays, like, everybody is online, making some different incomes. Yeah. Looking at different spots. I was looking. I was really looking around, like, what can kind of fit me. Like, I've never been into, like, anything online or anything like that. So I was, like, trying to see what can help me out, like, at least to start something. You know, I know that nowadays, like, you know, the Internet and all the social media is very powerful. Many people are just, like, you know, making their money out of being online and stuff like that. So, I mean, I just wanted to try, see how it goes, I guess, on information, see what's it all about. Yeah. So then for you, why look at getting into social media to make money as opposed to, like, just working your same job right now, doubling down on that? So the reality is, I don't think it's the same as working from a computer or from, you know, from home or for wherever you are located at the moment. Like, working online as physically as me. Like, I have a current job that is, you know, physical. So it's hard work. Like I said, I do make. I do make money. I understand that. But at the same time, it is very physical, and I just don't see myself, like, doing it for many years. And it's very physical.
Yeah.
Like, when you say physical, like, in a way, because it's hard work. It's labor. Yeah. So it's very intense.
Now, something that he said was very interesting.
Okay.
He said everyone's making money online. So, like, what is he doing? He's comparing himself.
Yeah.
So it's like, on some level, he's inferring that he feels less than. Because he has to do, like, a manual. Like, he has to do manual labor. You know what I'm saying?
Expand on that later in the call.
And.
Yeah, like, what he meant by that. And he said, like, he went to a coffee shop recently and he saw, like, people chatting to their friends about, like, they're just making, like, thousands of dollars in the coffee shop, just working on their laptop. So.
And then it's like, really cutting to the root of that. It's like, well, hearing that dude knowing you're working your ass off to make Your money. Like, how does that make you feel?
Damn. That's the question.
Do you feel like these people are smarter than you are? Do you feel like they're harder working?
No. Right.
So how does it feel knowing people who aren't smarter than you, they don't work harder than you, they're making more money than you doing less work. So it's like, it's kind of like. Like, it's like, dude, I'm behind.
Yeah.
That if we can tap into that emotion, like, that's going to get this guy to move. So especially very early on in the conversation, we have to pay attention to their language of how do they describe things?
Right.
Everyone online is making money. Well, first of all, no, they're not. But, like, that's how he perceives it. You know what I mean? So it's like in his mind, everyone is making money and he's the odd man out.
Yeah. Because that's interesting that you picked up on that, because what I picked up on was physical labor.
And then it's like, it's both.
Yeah.
So it's like the physical part.
Okay.
But it's like, also, like, everyone's making money online. That's an interesting thing for somebody to say. Interesting, because, like, statistically that's just not the case. I know we make money online, but it's like, most people, you know, like, they don't make money online. Like, you get what I'm saying? So it's like, oh, everyone's making money online. Like, why? Like, first of all, like, why does he think that, number one. And what? Like, he kind of saying it like, there's not, like, resentment in his voice, but it's kind of like he's missing out. Like, there's fomo. You know what I mean? So it's like, because he's young, physical, like, obviously that's going to be a pain point. It's good you're diving into it now. But, like, we just. We need to make sure we get the. Like, well, everyone's making money online. He's not. Okay.
And so my body gets, you know, I get very tired. It's not like I'm in the office and just like, sitting around or something. Just like, you know, I'm going up and down there, like, since I wake up till the end of my job. So. Okay, what do you actually do for work? Just around the same age. So I do flooring. I do flooring. I install floors. So it's kind of hard. So I don't have a schedule. So basically I start in the house, and then once I finish, I go home. So I don't have, like, an end point. So that's why it's kind of complicated to getting into the Zoom meetings because, you know, just got to see which job is small, so that way I can, you know, I'm gonna be home. Yeah. Plan around it. Okay. How long you doing the following for? So I've been doing it like, well, not, you know, I started at a young age, so I was around, like, 17, 18 when I started. I used to be with my uncle, and then I turned around and started doing on my own. So then I proceeded from there. So. Okay. And for, like, I guess besides, like, your. The physicalness of the job, what's coming up for you just, you know, deploying right now that makes you feel like, I don't know, it's just not quite enough for you. It's. It's not that it's not quite enough. It's just that I feel like, you know, I don't want time to pass by and just, you know, stay. Right. I just want to look out for something different, you know, like, I'm happy. If I could have another income, that would be great, you know, to have something on the side. And I mean, if it was doing online, it would be good. Like, something on the side. It's not like I don't like my job or anything. I do, but at one point, you know, it gets very physical. So that's why my body gets, you know, tired, something. Okay, and is your body, like, tired all the time or like, the specific times actually gets more tired? Well, not really. It's like, I can't really tell because it's like, you know. Yeah.
Okay, so it's like, right now we're digging, but we didn't really get, like, the main pain point out.
What was the main pain point?
So it's like at this point where my mind goes, like, immediately is like, okay, because he said, like, it would be nice like that. That's what it's like, coming up. Like, oh, like, it'd be nice to, like, make that type of income. Blah, blah, blah, blah, blah, blah, blah. It's like, okay, but, like, why. Why do something, like, online rather than like, just maybe like a different type of thing that's not so physical.
Right.
Like, I need to get him to, like, we haven't quite got it yet. Like, we have hints of it, but then, like, we just go back into the physical.
That's what that. That's what this entire call Was around. I just built it around physical.
Yeah. And it's like, okay. And it's not that, like, okay, it being physical is a bad thing or it's not that like going into the pain point of him, like him having a physical job is a bad thing because I'm sure there is pain around there.
Okay.
But if I'm just thinking, right, if this guy was like 20 years older, probably more of a pain point.
Yeah.
Right. Just naturally. Okay, like, this is like using my deductive reasoning, but like, he, he's younger and he's like, I feel like I can do something different. Why? Like, that's what I need to know. Like why, why look for something online rather than just, you know, trying to expand like your physical business you're doing just like bring it back.
I thought that was, Huh. I just thought all of that entire thing that you said, like, everyone's making money online. That was just more interesting of like, oh, everyone's making money online, whatever.
Yeah, well, it's like, well, everyone's making. Well, it's like the way he's describing it, well, everyone's making money online.
It.
It gives you insight into his worldview and what's important to him. You get what I mean? So it's like, I would just want to understand that more because, like, that's what you're going to help him do, like make money online.
Right.
It's a biz op. So in his mind, what do you mean? You see everyone making money online and you know, some people are fine like seeing something and then not being a part of it. Why would you want to be a part of it? Making money online.
Right.
Just like dig deeper, like what's actually going on there. Like, let's pull back the layers. Does that make sense?
Yeah, it's just like I've never thought about it like that. Like everyone else, like everyone else is making money online. So like. Well, some people are totally fine. You know, just saying. I. Huh.
He feels left out in my head.
Yeah. Yeah.
So it's like, what, what is motivating this person? What are the needs? What are the desires he doesn't feel like are being met? Him having to work this job. That's what I'm trying to understand. And until like I get that, it's. It's going to take some probing. Like right now we have a little bit of an inkling into it of what it might be. We don't know unless we ask, but it's just about actually asking the questions to understand what, what are the needs that are being met by this person that should be met. That that's why he's on the call. There is a need that aren't. That isn't being met to the degree. Now, it could be for him, like, I would assume, like, this is where my mind goes immediately.
Okay.
Because it sounds like he's working a job.
Okay.
That makes okay money or good money, whatever it is. So there. It doesn't seem like there's a lack of certainty in his life as far as making money.
Right.
So what's probably the next best guess if we look at, like, the six human needs?
Variety, Probably. Yeah.
Right now we don't know unless we ask.
Mm.
I would just ask. Okay, well, what's the main reason you'd be looking to maybe make more money, like, online rather than just continue to do, you know, more of the physical jobs besides, like, maybe in a. Be it physical is like, you dove into the physical, like, and it's like, again, he. Like, he was downplaying it. And like, yes, he might just be trying to minimize it, but I would see if I can't flush it out to, like, okay, but besides it being physical, what's the main reason you'd be wanting to make money online rather than just, you know, continue to do, like, what you're doing.
Okay.
You know, I'm saying. And then I need to pull out a need.
Yeah.
My. My guess it's variety. That's my guess. I could be wrong. It could also be, like, love and connection. Like, he, you know, he's out working all the time. He's working so many hours, and, like, you know, he can't be around his fan. Like, who knows? Yeah, could be significant. Like, it could be.
Anything was, like, touched on in this call. It was just all. I built it all around future pain of him being 30. And then how old is he? 24, 23.
It's like, bro, if I tell you right now, like, what, you're 70? If I tell you right now, dude, you're going to have this huge pain when you're 30 years old. Like, can you even conceptualize you being 30 right now?
Not really.
Like, dude, you've been conscious for 10 years. You get what I'm saying?
You don't.
Like, you don't even have the time. Like, you're like, I'm telling you, like, hey, in like, 10 more years, which is your entire conscious life right now, you're gonna face pain and you're like, you know what? That doesn't seem that bad. So Especially like, when we're talking about, like, young people. Like, what drives young people. Like, again, put yourself in this guy's shoes. Like, what drives you for more? What drives you to do the things you do, to put in the work, to invest in yourself, future pain. Well, it's like, again, like. Like, let's say you make more money in sales. Like, what's the biggest payoff for you? Like, we've talked about it before.
Yeah. Like, it's like you move, right?
Like, you get a different experience than what you're currently in.
Yeah, right.
I want something different. I don't like my current situation, where it's at. I think I. You get what I mean? So it's like, we won't. We need to tap into that.
How you watch, like, seven minutes of the call, and, like, you already know that I fucked up the entire thing.
Well, that's what it comes down to. Right? Like, and it's just being able to notice these patterns in people. So it's like a younger guy like this. Like, if you talk about, like, hey, bro, when you're 30, you might be running into some issues.
It's like, I don't give a. Yeah.
It'S like, yeah, like, okay, maybe other. Some people. Can we sell like that? Like, yes, but are we going to be able to sell, like, a. A good majority of, like, younger people doing that? Like, no, because it's not real in their mind. Like, I can tell you right now, like, you know, I'm 27. I can barely conceptualize. 30.
Yeah.
And I'm old as. You know what I'm saying? So you're like, you just. You gotta, like, okay, what's important for this person? And if you. If he would have, like, maybe described, like, it being physical differently, like, he put some more gusto behind it, or you could, like, you could see a little bit of cracks and how he described it, then it's like, we'd be having a different conversation. So it's just about, like, understanding the.
Way he described it, because I just thought he was minimizing. So I was like, oh, let me dig deeper by. Yeah, deeper on the wrong thing.
Well, it's like, then you also have to understand, like, what's more likely to be true. Okay. On some of it. On some of this, like, there is. There has to be some level of, like, pattern recognition of, like, if somebody's young and healthy, can they work a physical job? And really, like, yes, it kind of sucks. But, like, do they, like, are they going to completely uproot and do something differently. The fact of it being physical now, it could be like, if we go down the route of like, well, how. How off? Like, how long are you actually working? Like, working long hours. Him being stuck in one location now, again, we don't know, but I, like, we didn't really get like, a problem that he, like, he's talking about or like, I can hear is enough of a problem to actually dig on. So if we're starting to dig on this and it's like we're not on.
The right point, is that just understanding people? Yeah. Okay. Right.
So it's like, just. Let's. Let's just take a. Take a listen back, right?
So I do flooring, I install floors. So it's kind of hard. So I don't have a schedule. So basically I start in the house, and then once I finish, I go home. So I don't have, like an end point. So that's why it's kind of complicated to getting into the Zoom meetings because, you know, just got to see which job is small so that way I can know I'm gonna be home. Yeah. Plan around that. Okay. How long you doing the phone for? Okay. And for you, Like, I guess besides, like, your. The physicalness of the job, what's coming up for you just, you know, with the flowing right now that makes you feel like, I don't know, it's just not quite enough for you. It's. It's not that it's not quite enough. It's just that I feel like, you know, I don't want time to pass by and just, you know, stay right. I just want to look out for something different, you know, Like, I'm happy if I could have variety right there.
I just want something different. Pass by again, like, then. Now that gives us more insight. Like, everyone else is doing it. So it's just about listening to, like, it. Like, you get what I'm saying? Like, he's just like, oh, I. I want something different.
Well, hey, man, like, what. What's it.
What's the biggest reason you'd be looking for something different rather than just continue to do the job you're doing?
Dude. Right?
Just like, non assuming, like, hey, what's going on? Why do something different?
Okay, I think I asked something similar to that, and he just said, I don't. I don't see myself doing this till I'm 30.
Why not?
Because I have a friend who's. Who's 30, and his, like, body is. I don't know if you mentioned body. Or something. But he said that he had a friend who was doing it when he's 30 and he has stuff that he doesn't want.
Well, what does he have?
Yeah, he might have mentioned variety.
What does he have that you don't want?
Yeah, the lack of variety, I'm pretty sure is something he mentioned there. Yeah.
So it's like, so. And again, like, that's, that's why I'm breaking, like, I try to break it down and it's like, okay, if I just understand, like, what needs, like what are the needs that this guy isn't being met? I don't know why my keyboards decides just not to work right now. But what needs are not being met right now from this guy? Okay, so if we just understand what, what are the actual, like, needs? And then if we understand like, what needs are being met, like out, out of this.
Right.
Certainty, variety, significance, love, connection, growth, contribution. Now typically you'll have a couple different needs, but it's like, okay, he has stable income, so it kind of can cross one off. Variety, significance. It could, it could also be growth. We don't know unless we ask. But it's like, it sounds like just from like his language and what he, what he's choosing to focus on that is variety. And if we, if we're not on his actual needs, like what he cares about, then it's like, then we're not going to be able to connect with him.
Yeah, we don't even need to watch the rest of this, to be honest. Like, that's it. That's my enclosed. Because I wasn't on the Right. Yeah. Consequence, like, that was a consequence of, hey, bro, like, your body's break. Like you continue in this physical. It's just not it.
Yeah. So you just gotta like, notice like, what they, what they highlight. Because if he says, like, this person doesn't have, he doesn't have, like, he has things that I don't want or something like that. And then you ask him, like, what does he have? Well, his body's broken down, blah, blah, blah, blah, blah. If he would have told you that, it's like, okay, now it makes more sense. Yeah, but what do you, what do you think? Because, like, we didn't ask the question, but what do you think he, he probably would have said at that point to which question, like, hey, what does he have that you don't want?
He doesn't have, like, the ability to travel is. I think we be mentioned.
So you get what I mean? Like, oh, like what do you mean? He doesn't have the ability to travel. Can you not travel at the moment cooked? So it's like. So you got to think about. Okay. Just like, for this person. Okay. So you're talking about, like, somebody, like, working and this is just understanding your prospect.
Yeah. Okay.
Like somebody who's working a job, a physical location job. Okay. Now there are some, like, especially for biz op, the two. Two biggest problems you're going to run into is, like, certainty, like, they're not making enough to pay bills. Big expense coming up. Okay. Another big one is going to be variety. Typically, those are going to be the two biggest ones. So it's like at the very beginning of the conversation, I'm just sitting back and I'm listening, like, which one is it of those two? Now, it might be a different one, but Most likely, like, 90% of the conversations you're going to have are going to be one of those.
Yeah. Okay.
Pretty safe to assume, like, with the biz op, like, them making more money, them having more time. Okay.
Yeah.
So it's like, for him, he, like, again, what did he choose to highlight?
Right.
More things when it comes to variety. So then I need to then position my questions to talk about his lack of variety right now. Because if he's working a job where he has to be there every single day, he's trading his hour, he's trying his time for money, then he can't travel.
Okay.
If he doesn't work, he doesn't get paid, period.
Okay.
He has to be in a certain location to do that. So he can't go work somewhere else. He has to work here. Right. So. And again, there might be other lifestyle factors that he doesn't like about, like, having to be, like, in person, but especially if he's seen other people just, like, be able to make money from a coffee shop. Like, how do you think he feels that he has to go in, like, install flooring to make his money?
Yeah, it feels like when he has to go in.
Yeah. So a big, big thing as far as his pain, I would see is his, like, comparing. Like, he's comparing himself to others. Right. And he feels like he's falling short. That's one key thing. And the other key thing, from what I'm hearing, is just a lack of variety, being able to do different things with his life. If you're able to tap into those two, then it's like, dude's clicked.
Yeah, that makes a lot of sense. All right. Does that help? Yeah. Okay. Okay, cool. The. For the next one I just sent in the chat. That's. There's three calls in the one because I forgot to take my fathom of the. So yeah the transcript and timing might be. But let's just focus on the first one. So in the. It's the first one like this Anna girl. Okay. Fuck. She was. I did an hour of objection only I could not get her across the line.
Yeah.
So let's take a look at problem because that's probably where the uproot the uprooting and then you can join the sparkle. Yeah. Look at solution. Awareness of the limiting beliefs. And then let's go to objection. Handling. Okay, cool.
Yeah, I'm just gonna put my video.
No worries.
Hi.
Hi. You live in the dream over there. Still working on it.
I'm sorry?
You live in the dream over there. Still working on it.
Oh my God. Still working on. I mean like I'm leaving like on some of kind like my dream life right now, but okay. Like digital on it and I just want to start. I think that English is my second language. Okay. So media and slow down. Yeah, no, no, no. No problem.
So anything when somebody tells you like English is their second language, instead of like you like reassuring them like, hey, I'm going to go slow for you do kind of the opposite. Like, oh, no, your English is really great. Why? I want to give them confidence in order to be open. Because like if I'm self conscious about how I speak, the likelihood that I'm going to be more open is just lower.
Oh, okay.
So if they're like, oh, like English is my second language. It's like, oh, I would have never guessed it. Like, your English is really good. Oh, thank you. Right. And it's like you give them a bit of a compliment and then you give them reassurance that their English is good and then they're more likely going to be open.
Okay. Little.
Little trick I got from talking to foreign girls.
Right.
You know, living in Miami. But it's like, it's totally true. Okay. It's like you want to go ahead. You want to give them the reassurance of like, oh no, your English is really good. And so that way they're more likely to be open so they're not self conscious about how they try to express themselves.
Yeah.
Okay. Just a little, little thing you can do. It's not the end of the world if you don't do it.
All right.
But it's just like those little things definitely add up.
It's more me.
Okay. No worries. You got a pen Notepad, Anything you can take.
You see, it's like. It's more me. She's like. She's self conscious about how she sounds.
As we go through.
Yeah, yeah, no, no, I have everything.
Okay, sweet. Typically, the purpose of this call is for me to just find out what you're currently up to. Ultimately, we're looking to take things. Then if I feel like with 100 certainty what Richard is doing over here, would 100 benefit you, I may extend you an invite to join. For whatever reason, if I feel like we're just not the right team for you. Okay. I feel like there might be better fits. I'll do my best to point you in the right direction, let you know. All that good stuff. Sound good?
Yeah, sure thing.
Now, I know they're making you do the agenda, right? And it's like, you don't want to do the agenda. But at least, like I said, like, as far as, like, the energy, when you first open up the call, energy was good. But then when you say the agenda, you're like. It's like you're pulling teeth. Like, I understand you don't want to use an agenda. I don't like using agendas either. But, like, for this new, you know, role, like, they're having you use an agenda at least, like, you know.
Like.
At least be like, oh, like, at least say how you would say anything else. Right? Just little things like that.
Okay.
Thank you.
Okay. Sweet. And I know we're texting a bit back and forth on iMessage. Right?
Yeah.
WhatsApp. Okay.
I'm sorry. It was. What's up?
Okay. This is one thing, and I think it's like, I'm getting to my head about how I'm coming across on the calls, but do I. Am I too leaned in here to where when I get to future pacing, I can't lean in anymore?
No, you're fine. Right? Like, again, if you want to do it, like, as far as, like, you. You shifting your body language, like, all you got to do is if, like, you're shifting it before is, like, shift back then before. Like, you lean in again. It's really the shift in body language that matters the most. Don't be. Don't be too in your head about it. The problem is if you're too in your head, if you're too worried about what they think about you, then it's like our movements become a bit mechanical, in a sense.
Yeah.
And we never want to fall into that trap because, like, then we seem weird. Like, what does this dude, do it right. And if you are self conscious and it comes across a little bit. You are self conscious, it's going to cut to your credibility and your authority and your confidence, which, again, they're like. He's probably like. And this is something that's always going to be subconscious. But if you're coming across like you're unconfident, they're like, oh, he's probably unconfident because people don't react to him well. So I'm not going to react well either.
The weight of tribe.
Yeah, yeah, exactly.
Okay. Did you ever get a chance to go through those videos I shot over I. Richard?
Yeah.
Okay. And from those, like, what were your biggest takeaways so far?
Oh, my God. There was a lot. I mean, this was, like a long video, and I was trying to, like, take everything, but I feel like the first thing that I. And I thought was, like, really important is the factor of, like, having a mentor. Feel like Richard is talking a lot about this, and I'm. I completely agree. I mean, even in my current job, like, this is super important to me to have one. Well, one or two or three. So I feel like this, like, why I wanted to learn more about this. And also I was. I found that, like, interesting, the thing of, like, the old ways and the new way and, like. Yeah, just to be honest, I'm. I'm young. Yes. But I'm.
Dude, she soaked up the propaganda.
Yeah, yeah, yeah.
This Lay Down City right now, and I still missed, you see, like, she's so bought into, like, the propaganda. So it's like, it's Lay Down City.
A grandma in the field of light.
Okay. I love that.
I really need to learn more, you know?
Yeah, I. I believe your energy is better. You know, you're like. You're kind of, like, laughing and, like, you're connecting and all this good stuff. So your energy is better on this call. We just got to make sure, like, your energy is relatively similar on every single call.
Yeah, that's what I mean. Like, half the call, the Marco guy, half these calls are like, my energy will be up.
And it's like, this girl.
No, I still missed.
But yeah, yeah, it happens. We can't close everyone, but, you know, dude soaked up the propaganda. Like, I hear that stuff. I'm, like, licking my chops, like, all right.
Let'S go.
Platform. What's the name? When, like, Richard and I talked on.
It, was it Instagram or.
No, no, no, it was on.
Speed it up a little bit, Rachel.
Platform. At school like school.
Yeah, school.
Rachel Jova, something like that. Yeah, yeah, yeah, exactly. I bought, like, her courses and I found it really interesting because, like I said, I'm such a grandma, but I have, like, project, like, diverse, like, digital product that I want to. To. To. To try and I don't know if you read like, my kind of little.
I took a. I took a brief look at your application. I don't assume too much about those. I'd rather hear it from your words.
Yeah, well, that's fine. But, yeah, so I am, like, I've worked, like, a lot in the social field for the Red Cross, Canada Red Cross. Now I, like, I'm the CEO of an organization.
Um, so it's like just. Just the way that we frame this and, And. And something small, but it's something I'm always very careful of. At the very beginning of the conversation, she's like, where were we at?
I took a. I took a brief look at your application. I don't want to assume too much about those. I'd rather hear from your words.
Yeah, like, I took a brief look at it, but I don't want to look too like you. You. You know what I'm saying? Like, hey, I kind of looked at it, but not really because I don't want to assume. But, like, that's what you're saying.
Okay.
If I sent you over, like, a detailed application and you're like. And I'm like, look at it. You know what I'm saying? So it's like, yeah, and I definitely. I definitely took a look at that, and it's like, really good information, but you know how things can get lost in translation. So. And then you go into it. Yeah, and I definitely took a look at it. Really great information, but you know how things get lost in translation, which is just a trism. It's very hard for them to disagree. So rather than. I took a brief look, and I don't want to assume now it's about me. I took a good look, good information, but things get lost in translation.
Things get lost in translation. Okay.
Right.
Yeah.
Just was just naturally what happens with anything, like, I don't know anybody who doesn't agree with. Obviously, things get lost in translation. Okay, so then at that point, I just want to. Then. Then move it to where I need to get it to.
Right.
Because, like, right now, like, the biggest thing that I'm seeing from this person in particular, like, she's very open, which is great. She's very open. She took over, like, the propaganda, but she Is very talkative.
Yeah.
Okay, so what is the downsides if I don't reign in her? You know, her chattiness is she's going to be more scattered. Her thought process is going to be more scattered. So when we get to the end, she, she doesn't have the focus to make a decisive decision. So what are we going to get at the end? It sounds great, but I need to think about it. Is that what we got at the end? Right. So it's like I need to this reign her in like immediately. Okay, okay. And it's like, and if you. That, that one, that one I did with that like that really chatty lady with like the insurance sales one.
Right.
If you take a look, that's exactly what it like anytime like especially when you get like just naturally like you get a woman who's more open and she's like, you know, a little bit like just you know, kind of like up in the air like a little bit. Woo woo. Just in general, like, okay, I just need to rein them in and bring them to reality. That's what I have to do in this conversation. Okay. I need to know exactly what type help they're looking for, what it does for them, but I need to make it as concrete as possible and I need to start to rein in their thinking. Make sense.
Yeah.
So right here she's like, oh, did you take a look at the applications? Like, oh yeah, like I definitely did. Really good information. But you know how things can get lost in translation. So I'm, I'm a bit curious. What's the next question that you should be asking right now? Like in, in the process I have that you following.
What's your overarching outcome?
Yeah, like what's your, what's your overarching goal you're looking to achieve with starting your own online business? Okay. Because it's like going into her background as far as like. Cause I see here in the transcript like red cross and different things along those lines. It's not like it's bad but it's. Is it productive? Right. So it's like it's interesting information. It's not important information. So once I start to like and let's say like hey, we didn't see this coming, it's fine. We weren't able to read that at the beginning. And then like as soon as like she starts going into that, we're like oh yeah, of course. And we'll definitely cover a lot more about your background. But just so I don't miss any important Information. I'm really curious about this.
Boom.
Right on point.
Right.
So it's like, oh, like you do. It's like, oh, yeah, we'll definitely cover all that. But just so, again, like, I can. I can best help you. And, like, I have the best direction, you know, to help you best.
Like, boom. Right.
We make it in their best interest and we ask about them. Makes sense.
Yeah. Okay, cool.
Arbitrage.
Arbitrage.
Yeah. Okay, so. And I think it's, like, interesting, but I feel like I have a lot of digital project that I feel like could really help people. And also I have, like, an idea of, like, online courses to help, like, other social organizations. So I feel like maybe this is a good idea. I don't know if, like, I can combine both or maybe I could, like, concentrate myself more of, like, my own stuff. I don't know. Three tips on it.
Yeah. Typically, like, if I can make a suggestion. Yeah, yeah.
And then you see, like, she's already. She's already kind of scattered in her thinking. She's already said, like, I don't know. Right. So it's like, I need to help give her clarity. Do you know what I'm saying?
Yeah. People just for the first couple months as they're getting into, just because they don't have the experience it takes to create a super compelling offer that can convert cold traffic. So these are people who don't know, like to trust you on the Internet. They'll go ahead and they'll start with digital arbitrage. Once they start making 5, 10k month with that, then they'll go ahead and transition into additional product themselves or they make one. Is that something you're open to?
Yeah, sure. I don't have much of an Instagram going on.
It's okay. Most people come to us, they don't have any.
Yeah, exactly. But, you know, I want to learn, so. Yeah.
Yeah. And for you, like, because we're looking to ultimately just dedicate more time towards the nonprofit. So what makes you feel like, I don't know, like, you just don't have as much time as you really need to dedicate towards it.
Well, right now, like, I have a. Like, I have a job like, that I needed to really, like I said, I like to. To grow up financially and all, like, organized organizational organization.
Yeah.
Part. And so I did it. My mandate is, like, already done there. So, like, I wanted to just like, put more time into my other project and that I needed more. More. I needed more time. So I wanted to. To earn more money somewhere Else. And I feel like all this is all related to all the project that I want to try. So it's like, you know, it's like not like I want to do this and on the next part I want to do this more like already. Yeah.
Okay. Because how long have you been wanting to create more time and more, more freedom when it comes to the actual like humanitarian?
Yeah.
I feel like we find out like.
What she does for work. I found that out like I think like three or so minutes later. But like I had to clarify because I was so confused. Apparently she does like a social work as her nine to five and then.
She has nine to five and then she has like a non profit. Yeah, it sounds like, okay, yeah, so non profit that she wants to put more time into. But obviously like non profits tend not to pay very well.
Okay.
So it's like she wants more time to go ahead and like do more of like her nonprofit. That's, that's the biggest thing. So it's like, okay, I would assume when somebody starts talking about nonprofit, like the two, two biggest, like let's talk about needs. Like what needs is she looking to meet? Just like probably contribution or another big one when it comes to non profits would be significance. Like they make a difference. Right. Like they're, they're part of a bigger, bigger thing. So. But those are like, that's where my mind goes immediately. I'm. Now I'm not saying like that's exactly what's going to be it for her, but like if she's talking about a non profit like it is right now, but she's not able to put that enough time in, then it's like her lack of contribution, her being stuck doing something she doesn't want to do, that's probably where the pain is. All right, so that's where I want to start to take the conversation. Does it make sense?
Yeah.
Okay. So it's like I want to get there as quick as possible.
And I did it hit that point, I think eventually with like, how does that feel? Like not spending as much time as you could be, not having the amount of impact you should be. But she was already doing social work, so I was, I felt like it didn't really land.
Yeah, it's been like maybe a year. Only because this humanitarian part is like really in demand right now and I have a lot of investors that want to invest in it and so I need to have more time to create.
It into non profit full time. Or do you have like another job?
No, this is Full time this right now. But like I said, I. My contract maybe is going to end soon, so I'm going to have like a lot more time.
Okay, because how long have you been doing the non profit for?
It's going to be in like two years soon.
Oh, okay. So what shifted more recently where it's like, okay, I actually want to, you know, look into digital arbitrage to get more time.
It's only because like in like my different project, I wanted to learn more about like first of all, like I say this in English. Well, how to use Instagram and other platform Facebook to like just grow the. And so that was my first, first wish, you know, I wanted to learn more about digital platform and everything. And after that I learned more about digital product and like how like personal branding for example. And like how.
What does she mean by grow liquidity? I assume it's just more money, right? She said it like just one second ago.
Okay.
She's like, oh, I'm looking to like grow liquidity.
Okay. And for you, like, because we're looking to ultimately just dedicate more time towards the nonprofit. So what makes you feel like, I don't know, like you just don't have as much time as you really need to to dedicate towards it?
Well, right now always gets me, bro.
Okay, how long have you been. I know you're doing the nonprofit.
Okay, here we go.
Because how long have you been doing the nonprofit? O. Oh, okay. So. So what shifted more recently where it's like, okay, I actually want to, you know, look into digital arbitrage to get more time.
It's only because like in like my different project, I wanted to learn more about like first of all, like I say this in English. Well, how to use Instagram and other platform Facebook to like just grow the community.
And so like right there, what does that mean? Okay, so it's like she wants it to I assume, make more money. But why I'd want to like clarify, what do you mean by like grow like liquidity? I don't know what she means by that. It's kind of like a vague term. Does she just mean like she wants to grow the nonprofit? Does she talk, is she talking more about like aside income to really fuel the nonprofit? Like what does she mean by grow liquidity? And what makes it feel like just a liquidity she has right now in the business just isn't quite enough for her to really grow the way she's wanting to or make the impact that.
She'S really looking to make at that Point is that more of an improvement offer at this?
I would say no, it's still at this point because she's saying like a side income to supplement.
Yeah.
You know what I mean? So it's still a new thing. But it's like, what does that money do? Like what does that money buy her? What does she not have that that like, that money would help her with? Like that's what I'm really trying to understand.
Okay.
Because you're selling money, but it's like, but you're also selling what that money buys for this person specifically. So I need to understand what they are actually buying. Like what is money buy them that they can't buy now what is the problem of them having the money? What is the problem having the liquidity? That's what I need to know. Does it make sense?
Yeah. Okay.
Well that was my first, first wish, you know, I wanted to learn more about digital platform and everything. And after that I learned more about digital product and like how like personal branding for example, and like that can right now and for the future I think like, yeah, like terribly like, you know, the connection between people and how I can like have more views of the organization so it can like grow. So I feel like this all starts started there and now like finding more. I had like other like digital project that I wanted to add in the platform for helping others. And I feel like this is yeah. All combining one thing of like learning.
Right. Okay.
Yeah, yeah.
So if you like. Do you mind if I ask you like a bit of a personal question?
Go ahead.
Yeah. Because like you have been able to spend as much time as you really like to just on that.
We don't have enough information.
Yeah, but we're just kind of taking a shot in the dark. What, what more information do I need at this point?
Well, it's like what the is her problem?
Ah, sure, sure.
Like that's probably a big one. You know what I mean? Like what is her problem? Like, yeah, like so it's like, I just need to clarify. So she's talking about getting more views from the organization. She's talking about growing liquidity. It's like. Okay, well what do you, what do you mean by that? What do you mean by growing liquidity? Does that mean you don't quite have the liquidity like in the business right now? How so? And again, I don't want to assume what impact is actually having on the business. Not having the views, not having liquidity. And then what's that doing to you though? Then like I Need all that. I need all that before I get to the nitty gritty. And again, you can also, like, okay, well, it's like, how much are you actually making in the business right now versus, like, if you had a better way to systematize it, like, how much do you feel like you're. You'd be leaving on the table? Because we don't have that. It's like, they're leaving money on the table because she doesn't have the system. Like, again, we can turn that story into numbers. We don't even have to do that. But it's like, I at least need something like concrete. I need something to sink my teeth into right now. Like, we're just kind of taking a shot in the dark.
Yeah. That's why this didn't land super well. That's why I even added, like, instinctually. Can I ask you a personal question? Because I was like, I have no symptoms. Me. Just go for it.
Yeah. It's like, okay, so she's wanting. She's wanting to learn the skill, but it's like, she's wanting to make more money, but it's like, why? What in life is telling her she doesn't have the money that she needs.
Liquidity that she needs.
So. And again, if you ever get lost, right? Because it sounds like right now we're just a little bit lost, and it's fine.
Okay.
It's like, okay, well, I guess I'm. I'm just a little bit confused on my end, I guess. What's the main reason you might be looking for, I guess, like, you know, a different way of, you know, bringing income in rather than just doubling down with what you currently have. It's like, why do this rather than doubling down with what you have? Well, just with what we have problem. Like, I feel like we just got a little bit too lost in the sauce. And it's like, I'm not gonna. Like, I need to have this person's problem before I can move on, because it doesn't. Like, I'm. I'm just confused, and I don't know where to take this conversation right now.
Yeah.
So just very first and foremost, just to simplify it in your mind, it's like, okay, what is this person's problem? And specifically for what you sell, what does the money, what does the time, what does that buy them that they can't do now? Or why. Why would they even want that? What need isn't being met? That's always what I'm thinking. What need isn't Being met right now that they want to be met.
What in life is telling them that need isn't being met? Yeah, what life?
Yeah, what in life is telling them that their needs aren't being met. And then once you find that and you find like a real root of it, then when you ask that, well, what's that doing to you though? Or how does that feel? Like, dude, they crumble.
Yeah, because I asked her once or twice and she never answered. So that's why.
Yeah, because it's like we're not on the thing. Like, we didn't, we didn't actually get anything right now. Like, it's like basically we did a bit of crab walking, right? Like, we kind of stayed like adjacent, like outside, but we didn't. We need to dive in.
Yeah.
Dig deeper.
Right.
And again, if you ever get lost, it's like, hey, why?
And.
And again, I want to help you the best I can. I'm just really trying to understand, like, what's coming up for you that would even have you open to doing anything different than you're already doing or why? Why try to, I guess, like, make money this way rather than just like doubling down on your non profit? Well, my nonprofit doesn't make any money. Oh, let's talk about that.
Right?
It's like, now you got a problem.
If it's like, my non profit doesn't make any money, like, where do you go from there?
It's like, well, what do you mean? Like it doesn't make any money? Yeah, it's like, it's a non profit. So it's like you guys have like no money coming in or like, what's actually going on? We say it doesn't make money.
Like how?
I'll be curious because like, again, I don't want to assume too much on my end, but if you have no money coming in, like, how are you getting by right now?
Just like her current 9 to 5. I'm doing social work.
Right? Because it's like she said, like, oh, well, she was doing the non profit full time. Like, you see how like it just got like you're confused and you're just like, oh, I'm confused. I guess I'm just gonna move on. Yeah, it's like, no, if I'm confused, like, I don't move on. Like, I'll just be like, well, I feel like you're all the way over there like page 15. I'm back here on page three, right. Like, I may understand, like, are like, are you doing a 95 like right now or just you're not doing it. Like you just be super clear and don't move forward until you have a clear picture.
Yeah, right.
Because like without a clear picture, again with somebody who is like just scattered in their thinking, especially if I don't get a clear picture and give them direction and help focus their thinking, the likelihood that they're going to have enough conviction at the end of the call is very low. Does it make sense?
Yeah. Yeah.
So do you want to take a look at the objection handling then?
Yeah, let's go for that. Okay.
Hell yeah. Do you know like skip the solution.
Awareness or also because the problem was on point.
Yeah. If you don't have the problem down. But like let's, let's, let's see. Do you know what time stamp or.
No, no. This is three calls combined. So it's like a 200. Hell yeah. Okay.
Like we're kind of just going in circles. And again, like she's open. Like that's the thing too. Like she's open. So it's not like she's going to be resistant to.
She should have bought. Yeah, yeah.
So okay, then you got her goal. Yeah. Income. Well, you live in the U.S. right? I'm Toronto, Canada. You're in Canada? Yeah, we're in the Arctic over here.
I guess. Like, what have you actually been up to in order to actually accomplish that for yourself?
What I can. Sorry, can you repeat.
Yeah. Like in the past year that you really wanted to free up your time.
Yeah.
What have you been trying to do in terms of like just businesses or just taking action on that goal? Like what have you done to take action on that goal?
Uh, okay, so make sure I understand that.
What I would be a little bit more specific with this question.
Okay.
Like before, like we started talking today, have you been out there looking for more hands on help to actually get to XYZ Outcome in your own business or what have you been doing with that? The reason being. So it's like I can skip a lot of bullshit as far as like, oh, well, I mean I look on YouTube, blah, blah, blah, blah. It's like, no.
Okay, okay.
Specific questions to get specific answers.
I will do. Or what I've done.
What have you done in the past year?
Okay.
Yeah.
Oh my God.
I didn't like dedicate myself in like trying to find a way to have more time to, to be 100 honest. I was just hating my job right now.
Okay. I'm sorry I said I can appreciate the honesty.
Yeah, yeah. Well, I was just 100 in my current job. And so I didn't put much time, but I feel like since maybe Christmas I started like to, to make time and to work a little bit less so I can get to learn it. I feel like there is like this kind of year, like 2025. It's more like a great year to start this kind of.
You see how she's so up in the sky, dude? That's what I'm saying. Like, you got to bring these people to reality. That just a side note. But it's like, okay, yeah. So that's why if you have a more specific question, you're going to get a more specific answer.
Yeah. Okay.
So it's like you got like the. Why not? Like, oh, like I didn't have time, but since Christmas I've been making the time. Okay, so. But what's prevented you in the past what a five months since May? Like, what's prevented you in the past five months? Like knowing we needed to make the time of getting hands on help so you can actually get this business up and going and actually get your time back.
Would you. Why do you attack the five months instead of the full year?
Just because it's probably going to be easier.
Okay.
Because it's like if I attack the full year, then she's going to be like, oh, what was the time? But that's no longer a thing.
Yeah.
Like I can fall into that. I just want to sideswipe it. And it's just going to be easier to attack the five months because she said I had this limitation. Now for the past five months I haven't had this limitation. Fantastic. What limitation did you have?
Throw it at me.
Right, let's talk about your limitations. Like that's, that's really what I'm inviting. So if she's like, oh, but for the past five months I've been making the time. Okay. So I mean, if you've been making the time, what's preventing the past five months of getting actual hands on help so you could get a business up and going and actually get more of your time back? Limitation, belief or excuse. I'll take any. Let's have a chat.
Yeah. Right.
So that's, that's what you need to get to make sense.
Yeah. Okay.
Like business online and everything. I feel like this is like that. So that's why I started.
Yeah. And, and for you, right, when it comes to making time, like that's a very funny thing. Right? Because what was shifted like last December where you're like, okay, Now I need to really start making the time to start doing this. Like, what shifted?
It was more about, like, my job being done here. That contract expiring. Yeah, exactly. So, like, to me, it's really important when I, like, give a promise or dedicate myself to something I'm doing. So I've done it, and now, like, I have more time. Yeah.
Okay, now that makes sense. Because just ultimately, if I can. If I can make a suggestion, like.
We don't have the real thing. You see that? Well, it's like we don't have the role imitation.
Oh, that's held her back in the five months. Yeah, yeah.
It's like she's like, oh, well. It's like back then I didn't have time. Now I do have time, but I still haven't done anything for five months. Like, now, like, it makes more sense to be like, okay, well, what's preventing you in the past five months, though? Like, what do you think she might have said to that?
I've been trying to decide which avenue I want to go with my, with my business because I have a bunch of different, different passions. I can either, you know, promote my traveling idea. I can, you know. Okay. Something more with the holistic health care that I can promote through digital arbitrage. Okay.
Yeah. So it sounds like we just have a lot. A lot of different ways that you can go against. You scattered.
Right.
So it sounds like we have a lot of different ways we can go.
Can.
It sounds like we just want, like, clarity and like, what the best direction is. Right?
Yeah. Can.
Can I share perspective on that?
Yeah.
I mean, when it comes to clarity, you never know what the weather is going to be at the beach tomorrow to actually get there. You know what I'm saying? So of all these different options we do have and different directions we could go, how are we going to know if any of them are going to be the best fit in the best direction for us? Like, how are we actually going to know?
You only know when you try.
Right. So what's preventing us this past five months knowing that the only way we're going to know is try, but, like, actually picking a direction, just trying to.
I don't know. I was just trying to, like, decide. So. Yeah.
Well, what's, what's prevented us from being able to decide?
I don't know. I just, like, lack of direction. I don't know. Okay. Yeah.
And I can.
Yeah.
Right. When we're talking about, like, the, the lack of directional. Lack of mentorship. So what. What's Preventing us from getting the mentorship though, right? If, if we know the only way we're going to actually know if it works for us if we try. What's prevented us from like trying getting a mentorship and at least taking at least one step in any direction.
Yeah, typically from there it's like either you like externalize it or it'll be like self doubt, like they'll just give you the belief right there.
So yeah, yeah, belief right there. It's like, oh, like what do you mean by that? Can I share a perspective? And then it's like they're cooked at that point. You got the self doubt, you got the belief and it's just about like sideswiping all the. Until you get to the real heart of the issue, you get to the belief and then from there like they're cooked. Like what, what could she get? You know what I mean?
Yeah.
And it's like that, that's the real heart of it. The real heart of it is she can't make a decision. That's the belief we need to get to. Now we probably knew that from the very get go from just from the way that she was speaking. But now like, okay, that's probably what she's going to tell you. If you asked her like the, over the past five months, like what's been holding her back. And then when we get to the end it's a lot simpler because she's already told you, it's like, oh well, it's like what do you need to let go of? I need to let go of like my indecisiveness. So then if she gets to the end, she goes, well I'm so indecisive. Like that's why you're here. You know what I mean? You don't say, you know what I mean? Like then it's, it's, it's such a more straightforward conversation.
No, makes sense because for leads like this, even if you get the belief, do you still go into identity? If they don't understand English fully well and you just feel like it's not.
Going to land, I would still go into identity. You might just need to simplify it. But it's like even with this, like you don't even need to go into like identity. Like honestly like I've sold millions of dollars in deals like not even talking about people's identities. Like, yes, it does take it up to the next level. But it's like for this one, if I just got her to admit the reason she is where she is right now is because she doesn't actually have or she hasn't taken a step in any direction.
Right.
That's where she's at. Okay. Can you see how us just not taking a step in any direction, it's just led us to being stuck where we're at right now for the past five months. Are you okay with me saying that? So I do have to ask you, what do you feel like that's cost us these past five months if we had to put a cost to it? They're like, oh, well, I don't know. Well, it's like, okay, well, do you mind if we do the math? I don't know where the my phone is. Do you mind if we do the math? Okay, so it's like, especially. It sounds like we got two costs.
Okay.
One we have time and the other we have like, money. Okay. Because like, how much time right now are you spending in that job? Like each and every week, 50 hours. Okay, so like 50 hours. And so it's like been for the fast past five months.
Yeah.
Okay, so that's. That's 200 hours a month.
Okay.
Times five.
Oh, wow.
So we spent like 10. 10,000 hours or no thousand hours. Quick maths.
Who knows?
So it's like I would do it on the calculator and show them.
Yeah.
So it's like, is a thousand. I can't do math. I did not get into sales because I can do math. But it's like, okay, so we spent a thousand hours on the past five months, like, really, like not walking towards our goals. Is that, does that number sound right? And they'll be like, yeah, that does sound right. Oof.
Yeah.
And. And then when we talk about money again, if, like right now we're making this and we feel like we could be making this if we just had the right skills. So we're leaving, like let's say 5,000 unstable each month.
Right. Okay.
And if, like, if we left 5,000 on the table each month, then like over the past five months, we left $25,000 on the table just because, again, like, we haven't taken a step in a direction. Okay, so I have to ask, given that it's cost us a thousand hours and $25,000, is this belief of not taking a step in any direction or over analyzing, is it worth keeping moving forward if we actually want to take. We want to make a move on this? Well, no. Why isn't it? But what if you keep on paying life your time and paying life your money for the Rest of your life. Like she's paying life, this stuff right now.
Yeah.
She can't pick a direction. That's where we need to get to.
Okay. Because that's. That's exactly what came up at the end of the call. So. Yeah, let's go to. Objection. Handling.
Okay, what's the price?
12K.
Do you just say like 12K?
I say 12,000. 12.
See, if I can't type in 12, it doesn't pop up.
My biggest concern for you.
What was that?
You might just have to spell it out. That's how fat and picks it up.
12 Nothing, bro. Let's just say investment.
Okay.
So just understand, like, the longer call goes, like the likelihood that we're going to get to think about. Objection increases. Especially with somebody like this.
Yeah.
So it's like, just keep that in mind. Now. I'm not saying like, hey, now, skip steps.
But.
But it's like you just need to make sure you keep these people on point. That's the biggest thing. Like, keep them on point, bruv.
Okay, so in terms of next steps, what we'll do is we'll go ahead, process your. While we go through that. I'm gonna go grab some like energy pills because I'm yawning. So I'm still listening though. Okay. Okay, I'll.
I'll wait for you. Just go grab it real quick.
Okay, sweet. Give me like 30 seconds. Like, where do you feel like you fall on that scale? Exactly?
Yes. A one to ten question.
I feel like this is a great nine. Nine point five.
Okay.
What?
Why do you say nine?
I just feel like I'm waiting for the price. Like, I feel like.
And we can definitely get to that. Right.
But yeah, this is a great offer.
It doesn't even make sense if you don't even feel like logistically this would help you. Okay. So I just want to make sure that. Right.
But yeah, this is a great offer.
It doesn't even make sense if you don't even feel like logistically this would help you. Okay. So I just want to make sure. Okay.
Yeah. No, 100.
Okay, 100. Right. So before we talk about next up tuition, things like that, do you have any other questions?
I would just get her to expand. Like, she didn't really expand. She goes 9.9.5. So do you feel like this will help you? Like you did a good job, like, you know, sideswiping that. Then it's like, okay, why do you feel like it. It really would be the answer for you? Or why do you feel like you know, this is like a great offer. Just at least get her to expand on like why it's good for her. Before you go into price, just a little side thing.
Questions about the mentorship specifically?
No.
Okay, so in terms of next steps, what we'll do is we'll go ahead, process your investment with me, we'll email you the receipt and then I'll book you in for a one on one onboarding on that one on one call. Your coach who's assigned to you.
I don't like the email, the receipt thing.
It's in the script. I gotta say it. We have all you have to, you.
Have to say it. I don't know why, but it rubs me the wrong way. Like it makes it feel more like a transaction. Just again, it hits my ears wrong now. Does it? Like again, I'm so particular around like how I talk about the investment. Okay. Because it makes a big difference. But just, just little things like that.
Is going to help you optimize your website funnel to set up your social profiles and then start our seven day launch strategy so we can get this entire system up and running in the next few days. Sound good?
Okay. Yeah.
Okay. Comes to the investment required for our mentorship. We'll show you everything A to Z on how to actually start and scale your digital project business. You can get your time back and start making 10k a month. The investment for that is going to be a one time investment of $12,000 for the 12 months for the mentorship.
12,000 you said?
Yeah. There's a couple different ways we can break that up. Okay. It's just gonna depend on what works best for you. Next steps from here is we just arrange that typically debit or credit, whatever works best and then get you on the onboarding.
Yeah.
Would that work? Or how'd you proceed?
I'm sorry?
Yeah, like would that work for you?
Or like how'd you like to proceed right now? Well, I. Can I sleep on it?
Yeah, no worries. Right?
Yeah, like maybe I'm gonna sleep on it just to, to revisit everything. This is a bml, you know, so I really believe in.
What's her objection?
Money. Money, Money, Money, Money.
Yeah, money. What money? Fear, I assume.
Yeah. Right.
Just from her language, this is a big amount.
Okay.
So immediately like what. Where does my mind go? It's like first and foremost like a movie rail. You look a little tired. Okay, so it's like when I get the objection, like just take, take a, like take a breath, like take a sip of water. And it's like allow them to kind of like flail a little bit, like gather your energy because you just got done talking for a good amount of time. You know, this call is going longer, so it's like, okay, I need to make sure like for the next 30 minutes, like I'm good to go, ready to tackle this call.
Okay, okay.
Because at the end of like an hour call, it's like, it's kind of, it's reasonable that your energy is going to drop a little bit. Especially if you just started, you know, you presented for like 10.
Okay.
Like you're just talking non stop. So it's like, okay, slow myself down. That's gonna help her slow it down. Okay. So she says she needs to sleep on it. It's a big amount.
Okay.
Money, fear, that's where my mind goes immediately. There might be some logistical stuff that's coming up that she just doesn't have it, I don't know. But that's where my mind goes immediately. Okay, so first thing I'm gonna say, it's like, hey, I can appreciate where you're coming from when you say it's a big amount, I guess like compared to what though, right? Compared to you actually getting to the 10,000 per month or what do you think? Well, no, it's not a big amount compared to that. It's like, okay. So then if you just put money aside though for a second, like, would you do it? We're off to the races.
Okay. Yeah. Can I, can I ask, like when you say it's a big amount, like is it the total like 9, like 12k, that feels a bit out of reach. Or is there something else about your financial situation that's making a bit hesitant?
No, it's worry about like the 12K. I feel like, you know, this, is this a lot? I feel like, yeah, but it's not about the financial part. Like if I.
She's like, oh, it's not the financial. So it's like, it's more like the mentality around the money. So anybody, anytime, anybody says a lot, I'm like, okay, well compared to what? Or it's expensive compared to what? They're comparing it to something, but what I want them to start comparing it to is their goals. So is it a lot compared to your goals? Right, exactly. Right. So it's like, you know where you should be going. So it's just like, how do I get that shift there? That's what I need.
Yeah.
If I'm going to go forward with it, I'M gonna pay it all. It's more about. Yeah. Investment.
No, I get it. Right. Aside from you not having the 12k, like, is there anything else that could be potentially holding you back?
She didn't say she didn't have it.
Yeah, it's in the script, and I read off the script.
Do you have this.
Do you have the script up for money for them? Yeah, because I haven't memorized the flow. Okay.
Just first of all, memorize the fro. So it's like that way, like. Because, like, when you have a script up, like, again, you miss out on certain things, especially when we're talking about Objection. Handling. Like, you got to listen to your language to understand exactly where you need to go. And if you don't, it's like. Because how long did you. Objection. Handle this person?
An hour. Right.
It's like, if you don't listen, then we're going in circles or we miss key things. That could literally cut the time it would take to actually handle this person's objection by, like, 90%. Okay. So it's like, you gotta. You gotta just be very keen and listen to what's going on.
No, I feel like.
You don't sound too sure.
No, I feel like I just need to really, like, think about the amount invested and, like, really believe it.
Are you. Are you confident that, like, the mentorship itself, like, do you believe that that would actually get you to the goal of 10k a month in the next six months?
I mean, I. I really want to believe it. I feel like this is really.
Do you actually believe, though? Because it doesn't make sense to talk about the investment if you don't feel like it would work for you.
No, I feel like could work for me for sure.
Okay.
I just, like, I've never done it, you know, so, like. Yeah, I feel like.
Like, why do you feel like it would work for you? Figure. Yeah, like, it's plain and simple.
Yeah, it will work well. Because it's really, like, I. I see like every steps of the way, like, there was gonna be a person.
She, like, she said it could, but I've never done it before. Right. Like, that's just like. That's straight up, just fear.
Yeah.
And she already mentioned she had it.
She did? Yeah.
She said she, like, she'd pay it all up front. That's what I heard.
Interesting.
Now, again, if you're. If you're like, you can clarify. But that's what I heard. Like, she said, like, you know, I paid all up front, so. But if you can, if you can see from this, like, she's not asking about how you can break it down or different things like that. She's not directing her. Her language about like, hey, how do we make it work? She's caught up in the amount total. She's not thinking, how can I break this down? She's like, I don't know about that amount. I don't know about that amount is a belief I need to break it down is logistical. So it's very. Two totally different conversations we need to have right now. I don't know about that amount is fear and I need to address it. And like how I do it, like from the get go, I'm like, okay, well, I mean, if we work for thousands of others people in the past, is there any particular reason why you feel like it wouldn't work for.
For you now?
I assume what she's going to say, like, no, there's no reason. I've just never done it before. It's like, hey, and I can, I can totally get where you're coming from because I don't want to say it's. It's scary, but it's kind of scary in a way, like, you've really taken that leap and just, you know, diving in.
Right? Yeah. This is after, like, I'd have to do this after the open wallet test, which is what I did, because that's how they have us do it. So.
Yeah, they have to do open wallet test.
Okay, cool.
You do that. You're not doing that.
You put on 1.5 because we got a lot more objection handling to go.
So I feel like this is the perfect way of doing. Doing it. Yeah.
Yeah. So it sounds like the only thing that's holding you back is figuring out logistically how to make the financial investment work. Is that right?
Yeah. Well, it's a great move. It's a. It's a big move.
Yeah.
Yeah.
So like, let's just say, like, hypothetically, we could actually figure out a way to make this work for you financially without putting in a spot. Something that would actually work for you. Is that something 100% you want to move forward with today?
Of course. Yeah.
Okay. So here, like, we can definitely figure that out. Right. I'll definitely walk through that. Okay. We don't have any set payment plans or payment options. We just customize something that actually works best for you. Okay. Okay.
How would that work?
Yeah, I'll walk you that. So would it be okay if I just ask you a few questions just so we can find A creative way to make it more manageable for you financially without putting you in a bad spot.
Okay.
Okay. So right now I was gonna feel like I'm interrogating you a little bit. Okay, I'm just gonna preface that right now. I'm not really asking what you can spend. I'm more just trying to understand your situation, just to see how we can best help. Okay.
Yeah.
Okay. As far as your checkings account or any other account, what do you actually have available?
Oh, my God. In all my accounts, as far as.
Let's just say checking, it's like what you actually have.
Oh, in my chicken. I would say right now I have 15k right now.
Okay.
Told you she had it.
Okay, as far as, like, savings, like.
We have available, I would say I have maybe another my savings. Yeah. And I have, like, some investment for housing.
Yeah, no worries. Right. So as far as, like, stocks, crypto, like, anything like that, or.
Oh, no.
Okay. Yeah. And how much, like, roughly are you able to save? Each and every.
Consistently to save.
Yeah.
I would say you give me, like, two seconds.
Yeah, go ahead.
I would say this is great that you're living Canadian dollars. This is like.
Yeah.
So I would say maybe 2000 per month.
Okay. So we can save you pay per month.
Yeah.
And as far as your credit score, do you know ballpark what your credit might be at?
My credit score?
Yeah.
Yeah, I can give you that. So you're doing mathematic right now with my.
Yeah, we're gonna help you for yourself. Okay.
I'm gonna give you the really right number, if that could help. Oh, I have a great one. But do you need the number, like, exactly? I'm just checking out the ballpark. I think it's around 7:50. Well, let me check. Okay. I just don't want. I'm in it right now.
Okay.
And it's really easy to have. So, like, two seconds. That would be fine.
Yeah.
So there's no logistical money reason why she can't do this.
Exactly. Right. So financially qualified.
And that's why I'm saying, like.
Okay.
Like, I can kind of see the shortcuts just from, like, doing this so long and listen to language. So if you need to go through this, it's like, fantastic. But it's like, once you understand that, she's like, I got 15k in my check ins. I got another 5k in savings. So she's got 20k liquid right now. And then she has a 750 credit score. Right?
Yeah.
So now it's just like, now I need to get her over the edge.
Okay, so it's 775.
Okay, 775.
Even better.
Do you have any existing credit cards?
Oh, yeah, but they are not. I. They're already paid.
Okay, so the limit is already hit.
No, no, no. They are paid. Like, they paid automatically. Is it your problem? Yeah, I have a credit card.
Okay, like, what are the available limits on them?
Oh, the limits, I would say I think it's around like 5k.
Okay, 5k limit. Let me see what I can do for you. Okay. Have you ever heard of stripe or firm? Is. Is. So is that something to be open to? They can break up the initial investment of $12,000 into. Across 36 months. Okay, six to 24 months. That's typically what we see.
So it does, like, take longer to. To give the money, you know, that. Let me pick you and I. I give the money to them. Like, on the longer months.
Exactly, yeah. There's no. As soon as you start.
So what most of our clients will do is they'll actually just pay it off early once they get the right skills in place. Does that make sense? So you're not inferring, like, you, You. But the thing as far as, like, compliance, you are already are talking about them like, you know, making 10k, you're already kind of inferring that just.
Yeah, I got by like, yeah, yeah. QC all the time.
They always. So because if you're gonna be like 100 compliant, very high level anything, you can't even mention, like, income at all.
Exactly. That's what they want me to do. I mentioned all my pitches. They qc, but all my pitches.
Yeah. So it's like, you can talk about the money that they're losing right now without having the right skills and what the right skills, what that would do for them personally. You can talk about skills, Right? So then, like, you move more to the emotion of, like, you having the right skills. What difference does that actually make in your life? Well, I have more freedom, more time, more different things like that. And anytime they bring up money, well, you go, okay, yeah. And I can definitely appreciate, like, we're looking to make more money, but ultimately money is a result of skill set. Like, wouldn't you agree? So for you, what's. What's the biggest thing as far as, like, skill set, you feel like you need, and you, you. So you always shift it to skill set, and you can talk about, well, you not having that skill set right now. How much money do you feel like?
We're.
We're we're missing just with what we're currently doing. You can talk about money they're missing like they're losing right now. You can't talk about money like they might make. Does that make sense? Yeah, that's a distinct difference. And you can always go back into, like, the. The way you do it as far as, like, just be, like. Especially if they're really, like, harping on compliance, is you always invert it. So it's like. So the investment required to get you to the point where you're not actually losing that 10,000 per month, we're losing right now because we don't have the right skills. That's interesting to stop you losing the 10,000 per month.
Right.
You can invert it. There's different ways to do that. So it's just. But you just. You can focus on what they're losing, and then you just always turn it to skills. And then from skills, you get it to the emotion of what they get once they have the skills.
Yeah.
Make sense.
Yeah. Okay.
And if you do it right and, like, you really get to a limiting belief, you tie them up, an identity. It's like, honestly, bro, you don't even need to talk about money because, like, at the end of the day, what are you selling? This person?
Change. Yes.
But what changed specifically?
Significance?
Well, it's like you're getting rid of a feeling that they don't want to feel anymore. So it's like you're getting rid of a feeling. This is the way to always think about it.
Okay.
Like, I'm selling you sales training, let's say, for example. Okay, like, and I'm taking you through. I'm understanding the process. It's like, hey, man. Like, let's just say, like, you know, your issues are the issues. They are.
Okay.
It's like I'm having a hard time getting people's problems, connecting with them and overcoming objections.
Okay.
And when you get a prospect where you know, you should get them across the line and then you don't because you don't have the right skills. Like, how does that feel? That feeling? That's what I'm selling you to get rid of. Does it make sense? Right. So it's like. And I would tie all of that in. Okay. Little things you can do. Especially when you, like, if you can't talk about money.
All right. Seeing results with this. As soon as you start, you know, recouping your investment, there's no prepayment penalty. So if you paid off, no penalty for that. Right.
Okay. But Ultimately, like, I'm gonna be like, all the. The 12,000 is gonna be, like, on the longer return, Right?
Exactly. So we'll break it up across 24 months. Okay. Is that something that would work for you, like, within your constraints?
Yeah, that would be fine. That would be fine. Yeah. Yeah.
I'm gonna send this into the chat and I'm happy. Fill that out. Okay. Application. Is that okay?
Yeah. To go into the program and everything. Can I still take some time to think?
Yeah, yeah. Just fill this out really quickly just to see if it's even an option for you.
Yeah.
Okay.
And then we just go through logistics.
Yeah. Search for the word scary because that's when we start the fun.
It's good that you're like, oh, like, just go ahead.
Like, you know, so it's almost thousand every month during six months. After that, like, 520 every month during 12 months. And I have, like, 300 monitoring in 24 months.
Yeah.
Okay. So they got different options.
Okay.
This is what I'll typically do. Well, can I share with you what most of our clients will do? Oh, yeah, sure. Because again, I just want to lower friction as much as possible when I'm talking about, like, the financing options. What most of our clients will do is they'll just pick the lowest monthly option. So that way, while they're learning the skill set to actually increase, like, what they're able to make. Okay. They're not having to worry about finances. Okay. But then what you'll do once you increase your skill set is then you're just going to take bigger chunks at it, so you're going to pay it off early. Does that make sense? Oh, no, that makes sense. Okay, so would that. That 300 per month, like, would that work for you?
Yeah, I think I pick the lowest one that'll be able to. That's just. So you have to put as much upfront. Okay.
And see, like, it's not bad. Like, you're still, like, saying, hey, pick the lowest one. But, like, how do we frame it in the best possible way? Can I share with you what, like, all of our other clients do? What they'll do is pick the lowest one. So that way, again, when they're finding the skills to then increase their income, they're not worrying about the money, and then they're just going to pay that off early. So it's like, again, you don't have to pay it, you know, over time that much. This makes sense.
What do you want me to do?
So as soon as you check out with that. We'll be able to set you up with onboarding right now.
Yeah. Can I have the night to think about?
And it's like you could tell like as you're going through it, she still wasn't sold.
Yeah, right. Oh, yeah, no worries. All right. Just so I can send you over some info between now and then, I guess. What are you looking to like over your head just so I can best out?
No, I mean, I feel like it's just like me, with me just thinking about it.
Yeah, yeah, no worries. Like taking that step. I don't want to say like it's scary, but it's a little bit scary. Like in a way, you know, I mean like taking that stuff, like taking that with you. You know what I mean?
Yeah, yeah, yeah. Well, you know, I know like how it's working about like how you make money after that and everything and now it's just like a big event, you know, I know that.
You know, I get it. It gets very right. Like I get like myself.
Yeah.
What you're feeling right now, it's exactly what you're supposed to feel. Because this one hour is this entire one hour of objection handling just a symptom of like an. An hour long discovery or not.
Well, it's like part of it. Like the discovery going so long is going to create just more uncertainty in her mind. Like the longer discussion goes along, like she's less centered. Part of the problem is like if we weren't really able to get to like the real root of the problem and get to see like that she needs to take action. We didn't get enough leverage. We didn't get all of that. Then it's like that's also going to be a contributing factor. The fact that there's been five months and she hasn't taken action on anything, even though she said now she has been making the time that's a contributing factor. But even at this point, it's like, at this point like she's on the edge. Like she should still, like we should still be able to get her over, but like the biggest thing we need right now is we need her. Why?
Yeah. Okay.
So it's like, okay, I know they're like, they're telling you to handle money in a very particular way where you don't bring up their why or why they do it or anything like. Like that we go into any objection handle. It's like, okay, no, I totally get like a, you know. You know you need a night. If you just take the Night aside, though, for a second, like, is this something you. You actually want to do? Just. Just to make sure we're on the same page? Yes. Why? Why? Actually invest in yourself.
So even after you tie off money, if you're going into fear, you still need their why.
You need the why because you did. Like, okay, so the reason why I'll typically teach, like, you don't do that right before you go into fear. It's because you got it in the money, but they're telling you, hey, don't get in the money. Just, like, start going, like, logistical lane. Which, again, like, I don't like, but it's not the point. So the point is you don't have her why. So it's like, what leverage do you have right now?
Yeah.
So what I'm going to assume, and I could be wrong, but all of our frames are going to be generic.
As a little bit. Yeah.
Yeah, because we don't.
Yeah, all of them.
Yeah, because, like, we don't have, like, what's going to speak to her. So it's like, yeah, like having the generic frames down. Like, it's good that, like, at least nowhere to take the conversation. And for some people, like, just the generic frames will work, but it's like, you have the information to not be generic. So the reason why, like, I'll say the exact same frame and it'll land is because I elongate certain parts, I shorten other parts, I highlight other parts that speak to this person directly.
Yeah, right.
Like, if I took that exact same frame and I had it on another conversation, it wouldn't make sense. So the problem is, if you're using frames that make sense in any conversation, it likely is just too generic. You're not actually, like, if you could speak to everyone doing that, you're speaking to nobody.
Yeah, right.
So, like, that's. That's the big thing right now. So it's like just making sure you get her. Why?
Okay.
All right, let's listen to a little bit more. Do you have to jump at the top of the hour?
Yeah. Recall.
Okay, let's listen.
You're right.
I'm asking. I'm just asking.
No, well, no, you're right. I feel like this is the thing to do to get out of the comfort zone. This is an expensive comfort zone right.
Now when it comes to getting.
But, like, why. Why do you feel like you should really get out of your comfort zone, though? Like, you still need that one, but.
Feeling that you're feeling now. Yeah, that's exactly what you're saying supposed to feel it means that you're growing. Because if you're sitting right here, right now on zoom, you're cool as a cucumber. Stone cold face. Like, have to check your pulse. You know what I mean? Like, it's normal. You know what I mean?
Yeah.
So that feeling that you're feeling right now, it's not going to go away. I'll tell you right now, someone who spent over six figures on coaching, that feeling never goes away.
Okay.
All we get to do is decide how we use it because we have two options. Number one is allowed to constrict us so that we don't get to the point where we're making 10k a month and we can make the impact. We can retire our parents and things get worse. That's the first option. Or number two, the second option is that we should do it while I do it. Massive action. Bad way. Because now we put some.
What does she say?
Now this has to work. Which one would you rather do or shape you into taking? Massive action.
You're good at that.
You see what I mean? Yeah. So it's like. And again, I know why you don't have her. Why? And it's like, it's just like, it's super generic, right? Like, oh, you're good at that, right? So it's like. You hear that? Then it's like, oh, I feel like he's doing something to me.
Damn.
That wise, like, our. Our tent is off. So it's like, dude, it all comes down to that. Because, like, again, you have two things in objection, handling, what their objection is and their why. If you don't have this other equation, then it's like we don't have leverage to help them overcome that.
Yeah, okay. All right.
It's the biggest thing.
Okay.
And objection handling. No matter what, get their why. I don't care what they tell you to do differently. Okay? Even if they lambast you for getting their why. I'm telling you, you actually start closing people on objection handling.
Yeah, okay.
All right, but crush the call, dude. Hopefully this is helpful. I'll send you the recording as soon as it processes the.
Appreciate it. All right, Take care. See you, bro. Bye.
Hopefully you found that valuable. Now, if you want to see me actually on a real life sales call, you can check this video out here, but if not, like, subscribe, leave your biggest takeaway in the comments, and I'll see you guys next time.
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