Reviewing a Sales Call from an 18 Yr Old Closer ($30k/mo)

The best way to get better at sales is reviewing real-life sales calls, not just talking about theory. I've closed over $8 million in deals myself, and today I got one of my closers that I trained who at 18 years old, even being slightly Indian, makes over $30,000 per month. So we're going to go over a deal where he knocked it out of the park. We're going to go over what he did well and then what he can still improve on to even take it to the next level. Nathan, introduce yourself. Show us what's going on.

Show you guys the view. I'll show you the view.

Look at this.

This is the laptop lifestyle.

Everyone's online about my dad.

Oh, he knocked this call out of the park. Obviously some things that he can improve on, but just a little bit of context with this. It is a real estate offer and this is pure cold traffic. I'm pretty sure you said this guy just found you. So we're going to go over exactly how he was able to get a one-call close on a $10K offer on real estate investing.

All right.

And we'll run it at 1.5x speed because I have ADHD brain. And I can't do 1x speed on anything.

Okay, today you're good. Can you hear that? Yeah, cool. Yeah. How you doing, man? You living the dream? You still working on it?

I'm still working on it today.

Oh yeah, that's why we're here. Who can have— Vincent, I'm kind of curious, how'd you come across me and Andrew? What we're doing over here, what we're living?

I mean, you know, Facebook ad, what can you say?

Oh yeah, dude, what's on Facebook? Let's spark your attention to look at this specifically.

Now what you did really good there is, again, like, we're pushing back, is giving short answers. So main focus at the very beginning of the conversation is like How do I get him to be as open as possible? Like right now in the conversation, like where is your mind going? Like he just hopped on, his camera is not the best. Again, we're going to have his face blurred out, right? But what's actually going through your mind? What are you looking to achieve right now?

Like I do a like, I make like a profile in my head of people. Immediately this guy hopped on and it's not always true, but for a majority of the times it can be true. You look at him, he's overweight.

Yeah.

Right? Like if someone's overweight, typically what it can lead to, not always, but what it does lead to is a mindset that you can uncover later in the call of just lack of accountability, right? Self-doubt, right? Because if they understood like the guarantee where they, if they were guaranteed to step into a gym and get results, they would always go.

Yeah.

Right?

Yeah.

So you start to hedge the conversation in that direction, like make a profile in your head of that's what you might be dealing with.

Yeah, it's like you're just getting like the lay of the land. I will say always when our reviewer calls, when they don't do the best is when you show up with energy a little bit lower, right? Not the best energy, right? It's not terrible, but you're kind of like going through the motions a little bit.

Yeah.

So it's just about, it's not that, oh, we're not going through the motions. I go through the motions on every single fucking call. I'm just a better actor, bro. You gotta be a little bit of a better actor to make it seem like you actually wanna be there. I would say that's a slight, slight thing that we can improve on. But pushing back, getting him to be more open at the very beginning, good.

Well, I mean, I'm— it's also before you even play the end. Like I will say, it's also a misconception of us closers. Like you see someone coming on cold traffic and you gotta demotivate 'cause you think they're gonna be super cold. This guy ended up piffing by the end of the call. Pure cold traffic. Right? So that's why I showed up like this, 'cause I had a misconception in my head. Yeah.

It's like the, the thought process I'm always gonna have like in my head, and again, it's like a lot of this stuff is just gonna be mind games. For you. But like what I would do is I'm like, hey, if I don't have a good call, I'm going to send that to somebody. Yeah. Right. Or like right now it's like if I'm hopping on a sales call, I'm going to, I'm going to break, I'm going to break one down where I'm closing a $25K deal. I'm like, oh, that's going to be good YouTube content. Like I'm going to knock this fucking sale out of the park. So like whatever you can think about in terms of like what's going to motivate you just to actually do your best on every single call. Just go ahead and just make sure like that, like that plays a big role in it. Like the way you gotta think about like fucking, like Michael Jordan, like all the time would be playing these like just silly mind games for himself because like at a certain level it does become monotonous. But if you wanna be great at anything, it's doing the same thing over and over again for an extended unreasonable amount of time, right? Like the same thing here.

Yeah, yeah, cool game, I guess. Okay, and, uh, just sounds like an interesting business model that, uh, you know, I can kind of get behind. Fair enough, right? You know, I think the market here is probably good for it.

Which market are you in? Like, which other state?

I'm in Terre Haute, Indiana.

Indiana, there you go. Too much to get in Indiana per bed is around $600 to $750 per month.

Sure, right?

Depending where you are. Really, first of all, find out where you're at relationship-wise, what your overall goals are. Getting into this, just see if and how we can help. If it sounds like we can, I'll walk you what you need to know about TurboLever and get into it. What's the process? What does it look like for you? And then some possible next steps from there. Sound fair enough?

Yeah, great. Perfect.

Fill me in. When it comes to starting, do you want to lease, acquire, convert? What's your head at? What's your current setup look like?

Um, probably—

Now, right now we're kind of pushing, and again, energy is a little bit low, but we're like, we're pushing. He's like, oh, this seemed interesting and people would need it. Like, we don't quite have a need yet. What I want, our overarching goal. We don't really have exactly, well, just because people maybe want it, what does, like, why do you want to do it? Like, that's, that's the first thing, like, my mind goes to immediately. Well, it's like, yeah, it's like people need a lot of shit, but you're not doing a lot of shit. Like, why, why are you here?

Okay.

Okay. So it's like, for him, I assume it's make more money, but I need to hear him say it. Give it to me. Okay.

Mm-hmm.

Hire for something like this.

Okay. Do you have a timeline? Ideally, when you want to acquire?

I mean, next 6 months. Okay.

If you could acquire sooner than that, is that something you're open to?

Yeah. Yeah, it could be possible.

Here's what I ask. Is we probably help people get started in the next, like, 30 to 90 days?

Sure.

Meaning, if you were to start this process tomorrow, you'd have your home up and going in, like, 90 days.

Right.

Is that something you're open to or not?

Open to it. Hell yeah.

So, when it comes to getting up and going, how much do you know about her really? Just on the same page?

Um, not really a whole lot, you know, just kind of the system.

And pause the call. You can see me getting demotivated as this call goes on, but it's interesting because by the end of the call you'll see a massive shift. Like 10 minutes in, you'll see a massive shift. So yeah, yeah.

And it's like, that just goes to show, like, number one, if we make mistakes in the call, it's not a fucking death sentence. That's just number one, okay? Also, number two is oftentimes when we make assumptions just from the act of us making the assumption, and then we act as though the assumption is true, oftentimes it becomes a self-fulfilling prophecy.

You manifest it. Yeah.

Yeah. Well, it's not even like you manifest it, right? It's like, it's not like woo woo. Like, I know, I don't— do Hindus believe in that shit?

Right?

Like karma? Yeah, fucking think so. Yeah.

But it's not even that. Like, if this guy was much more informed, but you're treating him the same way, How would that, how would that person react?

Yeah, still negatively.

Yeah, it's like, it's the same thing. So if, like, if you're going in assuming it's going to be a negative interaction, you're just like, just naturally you're going to come across a little bit more negative. And then just because of your actions, you get more negative responses. So it's not that it's like, oh, your thoughts create your reality. It's no, it's like, dude, you acted differently, so you got a different outcome.

Just a fuckhead.

Yeah, yeah, like that.

That's really what we have to be thinking about right now, that, you know, you have somebody living in and making sure everybody's following the rules, and rules follow, and you know, you don't follow the rules, you get kicked out kind of thing.

What do you think of the biggest gaps in your knowledge? Like, how can I help when it comes to setting this up?

Um, I mean, I suppose all the rest of it. There's plenty more to it. Um, yeah, okay, let's do this then.

I want to make sure we set up your business in a way that supports the lifestyle you want to live long-term and your overall goals long-term as well, right? What is the goal long-term for you with real estate? What do you have to get to ideally?

I mean, yeah, about $10,000 a month for my whole portfolio.

So it's like right now it's very clear that this guy doesn't have any type of knowledge, which makes sense. That's why he's here. So it's like we just need to understand what is the outcome and how do we get them there? Because most people, they don't actually care about the mechanism. The mechanism just needs to make sense and it solves problems and gets some outcome. Okay. So that's what we're searching for right now. What's the actual outcome? Once we understand what the outcome he wants is, then we understand what he doesn't have, which is his problems. And it's really easy to dive into it.

There you go.

Why 10K monthly, Christian? Where did that number come from?

Well, I guess that was the number that just kind of allowed me to be more free at, you know, $120K a year. I need to live the lifestyle that I'm living now.

Gotcha. Free for what?

Okay, well, you're doing really well. You don't assume you know what this guy is talking about, right? Really good. It's like, okay, $10K. Why $10K? It's not obvious why he said $10,000. Okay, well, allows me to be free. Free from what? What does freedom mean to you? What this does is it allows him to open up, right? And we can actually get some more tangible stuff.

I guess free from just sort of the 9 to 5.

Okay, is the goal to like— you work 9 to 5 right now?

Yes, more than that.

Holy shit, what do you do for work?

I'm a casino dealer, but I also do like Uber and DoorDash and all that kind of stuff, work about 100 hours a week.

Holy shit, dude. It's a goal to, I assume, replace that, make it more passive. Yeah. Yeah, interesting. Okay, how long has that been on your head to venture into real estate?

I mean, the real estate thing has been on my mind for 15 years. Um, I've— yeah, right. I only just got my first property in October, but, uh, you know, I live in it. It's a duplex, pays for itself, which is great, but, uh, you know, it's just one thing.

And what's going through your mind right now?

It's gonna get some leverage on him because really all I have— like, how far are we into the call? What does that say, 4 minutes in? We have like some big goals, but in my head, like he just gave me a huge opening, like DoorDash, I'm working 100 hours a week. Like, yes, the money, we can dive into that. Like the money, like the 10 people, that'll be a lot more, right? But right now what I can leverage when it comes to overcome whatever fear he has is just getting the pain of like working 100 hours a week and then what the difference in income can make for him, right? So that's where I want to take the conversation.

Yeah, 100%. Get leverage. What in your mind right now Are you thinking about what do you think his limitation's gonna be?

He said 15 years. And you can see I mirrored that back. Like I said it back to him and he heard it. He was like, yeah. Like he knows, right? He's aware of it. Just like what I was saying at the beginning. Like he's aware that like he's overweight, but he hasn't taken any action. It's like the same one on a fitness offer. Once someone knows that they're overweight, but they just haven't done anything, right? Like why haven't they done anything is the problem.

Well, in my head it's not only pushing things off, He's working 100 hours a week right now. What do you feel like his pain threshold just for suffering through bullshit is?

It's gonna be high. It's like, it's gonna be high.

So this dude needs to fucking feel it.

Yeah.

Like, I, like, I, like, I hear something like that. I'm like, okay, I really need to dig into the pain and push urgency because he is accustomed to a large amount of just eating shit and he hasn't done anything for 15 years. Yep, yep.

That's why YouTube is—

yeah, it's not paid off or anything like that.

There you go. I just asked you because some people, they're really cool. Like, for example, my dad, he was really cool working like 100 hours a week. He was a general contractor though, right? So we had long hours, rest of the body, right? For you, I don't want to work those hours.

Say that again.

I said, for you, why don't you want to work those hours, 100 hours a week?

Uh, I mean, I like to travel, try to travel as much as I can, and, uh You know, I just know that my body isn't going to last, uh, as long as some other people have a bleeding disorder.

And I don't—

sorry, uh, well, you know, I was born with it, so it's just life. But, uh, yeah, I just know that my, you know, my retirement age being 55 would probably be, you know, about as long as my body's gonna let me do it, you know, physical work.

How much of a runway do we have right now? Like, how far are you away from 55?

Now, something you did really well right there is he's like, oh, I'm working 100 hours a week. The way you set it up is like, hey, some people are okay with that, why aren't you? And the reason we do that is this is something that you could ask and we can get, well, isn't it an obvious answer? Which shuts down conversation. So you're taking away that this is an obvious conversation because it's not and getting him to actually expand on it, talk about retirement. And then we're just getting more tangibles, which is good. More tangibles, we make them more real, get higher leverage.

Can you hear me?

Yeah.

Yeah, yeah, I got time.

It's almost a trap in itself. I got time, right?

Yeah, exactly.

At least procrastination.

Totally. I thought I had time 15 years ago.

Look where we are today.

Yeah, right.

Working 100 hours a week. Yeah, reality, right? When it comes to this, up more passive, more on the side, is there any area of the short-term process specifically you feel like you need help with? When it comes to connections, rules, procedures, whatever it is, what do you feel like you need most help specifically in the process?

Okay, so we do have leverage. I don't think we have enough leverage. For me personally, yeah, nowhere near enough at this point because it's like right now a real big one that like I'm thinking about is when he said his body isn't gonna last. What the fuck does that even mean? Like, what would actually happen? Yeah, yeah, like what would happen? Well, what do you mean your body's not gonna last, man? Like, if you have to keep working past that, like, what do you think would actually happen? Right? So it's like getting a more visceral understanding of it. And then I would also wanna understand if he is, it sounds like he has a chronic disease. Like, hey, is that showing up for you right now? Just working all these hours like you are?

How so?

Real easy questions that we can get into how it's showing up for him right now.

Okay, yeah, I suppose, you know, in the first steps it would be, yeah, just getting through the regulations and, uh, you know, getting the system established.

Okay, I'm sorry, how long have you been thinking about sober living as a pathway?

Uh, really just since seeing the Facebook ad and, you know, hadn't considered, uh, sober living as a path to financial freedom.

Okay, you seem fairly into it.

Yeah, right, pause this real quick. Okay, you have like Yeah, this is where I literally consider just pitching him and then setting for follow-up, right? Like, I lowkey just consider it because on some level, like, for good, the offer I sell sells itself, but also you can't fall into the trap of thinking it always sells itself. Yeah, right.

Yeah. And that's something we talked about when you're here in Arizona, right? You're like, yo, yeah. Um, so it's like the very first thing that goes through my mind And I'm not saying we have to change this, but if I'm talking to really most anybody, I don't care what they don't know. The reason being, they're on a coaching call or they're there to get a coaching program. They're there to get guidance. So I already know they don't know. Yeah, I already know they don't know shit. They don't know what they don't know. It doesn't matter. Like, it does— like, in my head, it does not matter. It's what do you want and why haven't we got it? Why haven't we taken the steps to get there? That's the main focus, okay? Because it's like, the issue is if we focus too much on like the mechanism, okay, if somebody is green to it then it's like, what are we going to do? Okay. So it's like if you have a good product and you're pushing the urgency on their situation, that's when you really are fucking cooking with gasoline. Right. So it's like you want to— you just want to have both, right? Like they do need to understand it. Like your offer specifically. Especially if somebody's green, probably does need a bit more education, but I'm not going to give that education without the leverage that I need.

Yeah. Okay. I said I don't pitch here. Like I was gonna, and then I just fucking hammer and barb and everything.

Okay, what made you make that switch? You're like, okay, I'm gonna pitch, actually nevermind.

I was thinking about it. I was like, maybe I just set follow-up with this guy. Like reoffering down the line because the offer does sell itself. But then what I hit my head is he said 15 years that I like just remember. He's at 15 years, he wanted to get into real estate.

There's like—

there's a fucking thing like I could just hammer this guy, have so much of it. 15 years, dude. Yeah, you know what I mean? Like, as soon as I heard that, it came back up in my mind right here. I was like, what the fuck am I doing, right?

Yeah, so it's good, it's good we caught ourselves. So it's like 15 years and he's working 100 hours a week. Like, dude, this guy's fucking cooked. With just the information you have right now, we can make it— we can twist the knife so much more. But just with that level of information, like, you, you have enough to cook this guy.

Yeah, yeah.

Sorry, how long have you been thinking about sober living as a pathway? Uh, really, you seem fairly into it. Yeah. It's goes. All right, it's going to be 3 steps with the way you're at, right? I think you said you got your first property back in October, but it's been 15 years you want to get into real estate and also stop working the hours. 100 hours a week is crazy. What's the advantage in the last 15 years from getting into real estate sooner, do you think? More professional help?

Okay, boom. Now we're right into it. It's like, hey, like, why are we here? Like, what's prevented you from getting help before? And then so right now, what are you looking for? Once we start going into this part of the conversation, I'm looking for belief.

Something internal, nothing external. We're like, nothing— oh, it's been the time because I work 100 hours a week. Nothing external, something internal that's prevented it all.

Yep.

Uh, I suppose it's been a, you know, just a few setbacks or two.

It's not from life because life will happen.

Yeah, right.

Yeah, all these external things. What's actually kind of true?

I mean, you kind of get complacent. I think that's, that's one of the things. You just, you know, you work your thing and you pay your bills and you do it again the next month. That was probably a big struggle for a good portion of time. And then, you know, even after, you know, saving a bit of money and, you know, being able to have that ability to choose some investments, you know, just kind of choosing the right ones, choosing the right path.

Interesting. What do you feel like caused the complacency for you? What led to it?

Uh, you know, I suppose it was a little bit of the social aspect. You know, I had a fiancée and we did you know, all the things together and, you know, allowing enough time for her. And now that I, you know, I'm single and on my own, I can kind of work all the time and get ahead financially. Um, but, you know, then I, you know, just don't have any time for me.

Interesting. When was that shift? So we realized you have to overcome the complacency?

Uh, yeah, probably about 5 years ago. Yeah, about shifted into, you know, really getting the savings going and, uh, you know, buckling down on just working more. Any more to get ahead?

I know, the reason I ask is it shifted 5 years ago, but then we're still in the same spot to where we're still working 100 hours a week.

Yeah, um, so what you're doing really good is like you're chunking down. Now he said complacency. I hate taking complacency as a belief.

It's just like, right, what caused him to be complacent is a real belief.

Yeah, like that's the thing, right? It's like the issue is like, okay, well, to not be complacent, it's going to be $10,000, and they're like, they can always fall into, well, for that much, right, like I'll stop being complacent. Yeah, they can like lie to themselves. So I won't accept complacency. So what you did a really good job of is you chunked it down. Like, hey, 15 years is like, oh, complacency is a big part of it. It's like, okay, when did you realize and you stopped being complacent? Okay, now we have a 5-year timeframe, which is still a big fucking timeframe. You're like, okay, well, we haven't been complacent for 5 years. What's going on? Right? So we chunk it down and we can really attack that timeframe. So that's good.

What do you say about this?

I guess I, you know, I did get ahead. I did get, you know, a little bit of money put away and that sort of stuff. Uh, but yeah, it's just maybe not moving fast enough.

What do you look at that complacency? It's held you back for at least the last 5 years, at the very least, maybe last 15. What do you think it's cost you financially along with holding you back for all these years?

I mean, uh, what can I say, man? It's, uh, it's 15 years of my life and You know, I don't have any kind of substantial nest egg to call, you know, enough to, you know, even think about retiring on. So yeah, it costs us time.

How much of a nest egg are you at right now?

Okay, so something I'm noticing— what is his body language and how he's talking right now? What does it tell you?

It looks a bit like not interested in the conversation. I would say, like, looking around, I wouldn't say not interested.

I would say guarded. Okay, because what is happening right now is you kind of, you're going in the right direction. I think we probably did it a little bit too bluntly and it's causing him to be a bit guarded.

What would you say instead?

So it's like, if I notice that, all I'm going to do is I'm just going to be like, hey man, like, it's okay. Like, I'm here to help. 'But I just really need to understand,' like something along those lines. Or I'll reward him like, 'Hey man, I really appreciate you being open about this. I know it's hard to talk about, but I really need to understand this.' Like, I'll, I'll tell— like, I'll reaffirm that I'm here to help, or I'll reward him in terms of him being open so far. Then go ahead and push forward, because like, the issue is if he's closed off to you, to the questions, it's like he just won't be as open. So we're not going to get to the core issue as well. Does it make sense?

Okay. Yeah.

So it's just about like noticing. So it's like, because he's not disinterested, like he's interested, but like we're talking about like literally the core issue of his entire fucking life, probably, right? Like his core character defect of his entire life. It's like, it's not an easy conversation. And this is something that we have to take into account because it's like, dude, you're fucking 18, making $30K per month, can go to Cabo. You know what I mean? It's like, you've never had this thought or this feeling of I've wasted 15 years of my life.

That's my entire lifespan right there. Look at that.

Yeah, so it's like, so on some level, you have to be able to put yourself in their shoes to the best of your ability to just understand like that is, it's something that needs to be talked about. And it's something he needs to be held accountable for. Because that is his life. That is his life right now. And it's shitty. And he probably feels shitty about it. And he should feel shitty about it. It's a shitty situation. It's his fault. Right? But with that, we can't just be like kind of autistic about it.

No.

To where it's like we show no emotion or acknowledgement on our end. Real easy thing is like, hey man, I know this is a hard conversation, right? But it's one that needs to be had if we're gonna change. Wouldn't you agree?

Yeah.

And then just go again. Just as something as simple as that, or just reward him like, hey man, I appreciate you being open so far. I know this is tough, right? But these are things that we need to understand if we're going to change. Just simple. And it'll allow him to like slow down and then be more open.

Okay.

Yeah, I mean, I have about 30,000 liquid, but you know, No, nothing in retirement.

How much do you want to be after retirement? Yes, like, what's the goal?

About $2 million.

Okay. You look back at the last 5 years as well with the complacency. I'm interested, not even financially, but what do you think it's cost you non-financially last 5 years?

Yeah, um, you know, the time, the, the relationships.

The, uh, relationships with who, do you think?

You know, once I, once I shifted it into, you know, kind of full work mode, it, you know, cost a relationship with my fiancée. And, uh, you know, I don't really have a whole lot of, you know, friends that I go hang out with or anything like that. You know, if I do, it's, you know, when I'm traveling or whatever and just seeing old friends and that sort of stuff. And yeah, it's just kind of all centered on, on me and what I'm doing right now.

I wasn't a painful realization for you, or it's not the complacency. It's not gonna just cost you finances, then also your social life on top of that, relationship, your fiancée. Yeah, I guess a man, that's what you provide for, right? That's what you live for at the end of the day. All right, now I'm gonna restart, right? There's nothing that up is so far something actually tells me a lot. You've been operating from sort of the 1.0 version of yourself. That's the version of Aiden that's on this call today with that complacency. When you look at that 2.0 version of yourself, the version of Aiden who is making 10K per month passively through real estate and off to work 100 hours a week, they can travel. Does that version of yourself allow the complacency to hold them back, or do they take massive action, push through it regardless?

Yeah, absolutely it does.

Why does it? You gotta trust me. Some people stay complacent.

Yeah, I guess I don't really know, you know, from any kind of empirical evidence on how, but—

Listen, why does that 2.0 version of yourself push you to get uncomfortable?

I couldn't really tell you, man. The hypothetical doesn't really go too well with me.

The reason I ask is like, that's the reality. It's like you've been like this 1.0 version of yourself. You've been listening to like this voice in the back of your head for the last 15 years, and it's gotten you to where you are today. Like, it's like a— an overweight person going to the gym in order to get skinny, in order to lose weight, to make decisions of a skinny person, or in order to get to 10K per month, you have to make decisions of a person who's making 10K per month. That's reality, right? You have to get uncomplacent, you have to be uncomfortable. Are you willing to be uncomfortable this time around?

Absolutely.

Okay, are you just saying that to fit the conversation? Be polite. Or do you truly mean that?

I feel like I've, you know, it's come to the time where, you know, it's a pivotal point, uh, you know, 15 years working down, you know, 15 years ago Okay, so something that we're doing right now that is really good is we're creating the distinction between how he has been showing up and who he needs to show up as. Now, when you first like were going for it, he didn't quite connect. He didn't understand it. So we did is we used an analogy that again, it makes it easier for somebody to understand. Gym analogies, weight analogies, these things are like universal. It's easier for people to understand. So it's, and then once we get that buy-in, like pushing back and getting the why behind it to actually get him to take those steps rather than us just putting on him. So something you're doing really well right now is your ability to kind of cut through the bullshit and be straightforward.

Mm-hmm.

Okay.

So it's like you are holding him to an account of this is the situation. Now I will say in general, it— the reason we're able to hold this guy to such an account is just the fact of his situation. Just from his situation in the face of it is so bad that we can really hold his feet to the fire. With somebody else who maybe isn't in this bad of a situation, we would need to make sure we dig into more specifics and pain and like their actual life to be able to be this straightforward. Okay? But this guy is in such a bad spot that we can be this straightforward.

Right?

Does it make sense? Because where, where is your mind going right now?

Like, this point in the conversation, I didn't really want to fight him on the hypothetical doesn't do well, doesn't do too well with me. Like, I didn't feel like fighting him on that. So in my head, I just need to get it like a tie-off or a tie-down on this limiting belief. He's willing to move forward. And then you'll see in the end, like, I'm able to leverage that to get him to commit because there's still quite a bit of fear in the end, right? Yeah, yeah, you have to just get hooks in place and then just leverage them throughout the conversation.

Yeah, it's time to really get serious about it. And, um, you know, I— yeah, there's a lot of aspects in my life that I have to change, and you know, you just have to— you just have to get right into it.

Yeah, there is enough— it's like, not a complacent— like, I've been there before. It's like the voice in the back of your head. Right? Like, it's been the last 15 years and they'll be here after this call. When it is time for you to get uncomfortable, take action. What are you gonna say to that voice to overcome it? Okay, getting hooked on—

good question, man. Um, yeah, you have to think about it.

I fucking heard that. Good question. I say that shit.

I say that all the time, dude. These good questions. Yeah, I'm chock full of them, right? That's always been my response. I fucking heard that.

Chock full of them, bro.

Like, I got lots.

Yeah, what are you gonna say to it?

Just gotta tell it to go away. Gotta, you know, embrace the uncomfortable.

You wouldn't tell that? You don't seem too sure.

Well, you're making me think about it, man. Uh, you know, it's a good exercise, but, uh, yeah, how do you How do you go about doing that, right?

Are you willing to let me hold you accountable to that standard we're setting to overcome the voice, overcome the complacency?

Yeah, and tell me how you're gonna do it.

But what you're doing a really good job is, is you're pushing back and getting him to justify more, right? It's like, dude, like, you just— you don't sound too sure about it, right? Like, that, that ability to really, like, cut through the noise. Now, actually, let's see where it goes.

You do mind if I be a bit dark with you right now?

Yeah, let's do it.

Is it fair to not even just yourself? Was it fair to your relationships you've had to let go of? But because of this complacency, it's costing life that you truly deserve for yourself. Is that fair to yourself and also your past relationships?

Nope. Yeah, complacency is not fair.

Okay, so overall, good direction where we're taking it. Area of leadership that we could have taken is actually telling him what it would take to overcome it. Yeah, he's like, tell me what it should take. Yeah, I mean, he said that a few times, right? Dude, fucking take that. So it's like, because it's like right now, that is an amazing position to be in where he's like, hey, tell me what to do.

Fucking eating from my hand.

Yeah, so it's like he's putting you like the— and here's the biggest thing. And I would say like, here's the biggest learning lesson is just how is Nathan coming across? How is he carrying himself? This guy is twice your age, at least, right?

He's fucking— how you're quadruple my age, dude.

He's fucking— holy shit, bro. He looks good for 50. But yeah, he's quadruple your age. But it's like, it's how you're carrying yourself and how you're conducting the conversation, like your authority. Is like doing a lot of heavy lifting right here. So like that just really goes to show how you carry yourself and your authority on your calls and the conviction on your calls will really give you a lot of leeway when it comes to prospects. A lot of leeway. I mean, you notice it here.

Um, yeah, man, that's a good question to think about.

But you got 15 years to think about it.

Exactly. Yeah. And, uh, I— yeah, I don't have a good answer for you. Complacency is, uh, you know, it's a dirty beast. Just if you, you know, if you allow yourself to stay there and, you know, you don't have any accountability, then that's where you stay, right?

Is it the accountability you're missing in the past?

Probably. Probably a good part of it, yeah.

Something you're open to in the future, being held accountable? That's something you learned?

Yeah, I am. Feel comfortable, feel like I'm, you know, can be held accountable.

Yep. Getting a good hook in.

It'll be 3 steps to get you up and going with accountability. So first up, I want you to write down, please write this down, done for you market research. That'll be step number 1 before you're out. Okay.

Now we're going into the presentation, right? Yep. Okay, cool. So I would say a couple things, like we can definitely twist a knife more and really get a couple hooks in, uh, just more. But overall, like what you did really well is just holding his feet to the fire and being straightforward.

Right?

Because this guy needs it. Like he really does need it. Just his situation where he is at. So that, that stuff is, is really good. I would say areas that we could dive into just more overall is like, what is his actual life like? The pain, like he, well, you say he's 50 and he wants to retire in 5 years.

I don't know how old he is.

Like I think he said something like that.

5 or 15. I don't know.

But it's like, you know, how is his body doing? How is that treating him? Like what's actually going on? Okay, we did really good of getting like the actual limiting belief. Generally speaking, I will like push it away from complacency and try to get something else. But I think with how you did it and like creating the distinctions, that stuff was good. And just getting a little bit more like buy-in at the end. Because at the end, if we notice it, if we go back a little bit, if you notice, he's kind of evading the questions. It's like, oh yeah, basically, yeah, like basically what he's telling you is because, oh, I haven't thought about these questions, therefore I don't have to answer them. Which is bullshit. So it's like all you do in those situations is, well, if you did have to think about it, if you had to come up with an answer, if you really thought about it, just push back a little bit, right? And if he pushes back again, like, again, like, I'm looking— me personally, I am looking for this resistance right now. Because if I don't get rid of this resistance right now, it's just going to show up in objection handling even worse. So I'm looking for this resistance right now. It's like, oh, well, if you really had to think about it, it's like, well, dude, like, I don't know. Well, it's like, well, hey, man, we've been in this situation for the past 15 years. I really want to help you. But the only way I can is if we actually understand and we answer these questions. And then I'm going to re-ask it. Okay, so that way we really, really get those hooks in. Like, don't allow him to be like, well, I have to think about these questions, therefore I don't have to answer them. No, fuck you. Answer my questions. Right?

Fucking thinking about it right now. Yeah.

Yeah. And it's like, so you're doing a good job of like being straightforward. It's just like being okay, like pushing back and like having a loop in there because all that's going to do, it's going to raise your level of authority. That's all it's going to do. It's going to raise your level of leadership too. Okay. And right now you have a high level of authority and leadership, which is really, really good. Um, so let's, let's, uh, let's go through. How long is your presentation, bro?

Like, it should be like 5, 15 minutes, like, like 10 minutes, like 15 minutes maybe, whatever. 15?

Fuck.

No, I'll tie their limitations into my, uh, pitch. So I'll say like, you've done 4 years of market research, you can overcome this fucking fear. They're doing it for you.

What's this in the background? You got Robert Kiyosaki, right? That's the real estate investment. Is that why you have that there?

Yeah.

Yeah, we got the watch.

I get compliments on that because a lot of people we talk to are fucking Black, so they'll compliment me.

Like, "Hell yeah, I've read that book." It's like, "Yeah." That's good. What type of watch is this?

The same watch I'm wearing right now.

What, what type? What type is it?

My mom got it for me for graduating high school.

What is it? Like, what brand?

It's called, uh, you ever heard of Seamaster?

Seamaster?

Seamaster. That's what it is.

Is that what bro people wear?

It's a $500 watch, bro.

So all you had to do is say yes. You pussy. You could have just said yes.

Yes.

This was what broke people wear.

Oh, bitch, bro.

If you get to— if you get to $50K per month by the end of this year, should I tell you, I'll buy you a Rolex.

Really?

I was like, I was going to message you that the other day. I'm like, but if you get to $50K by the end of the year, I'll fucking buy you a Rolex.

I'll fucking send you a basement when I hit it.

Has to be the end of the year.

Okay.

Right.

I got 6 months.

6 months.

Yeah.

Yeah. So it's like you got that $24K package on the back end now. Like, dude, you got no fucking excuses.

Oh, dude, that one's cooked. Oh my God. It's cooked right now because what they're doing is $10K to get in and then it's $10K later. They don't necessarily want us to piff. This is what the founder just said.

We had a meeting with the founder.

Yeah, but then that brings your total value that you bring people in still $20K, right?

That should make it $30K.

You sell them the original package and then you upsell them $10K.

Yeah.

And you like set up the payment plan whenever they finish.

They're still building out. At least in the next 2 to 3 months.

Yeah, yeah, yeah. Dude, if this offer can't get you to $50K, I'll get you on another that can. Um, I'm gonna fucking wheel you to $50K per month whether you like it or not, bitch.

We're gonna buy fucking Rolex no matter what. That's it.

Never hold you back.

No, I told my wife as soon as I hit $100K on this, uh, this offer I'm selling on, uh, we're gonna take a trip to Japan and we're gonna get matching Rolexes. But I said like, your wife, I can't.

Yeah, yeah, yeah, yeah.

But I have to hit $100K selling this offer, right? I'm done with the coaching and stuff like that. Like, I can't, I can't have it to where it's like, oh, $100K, like with it. No, like $100K per month on this offer selling in commissions, then I'll allow to buy myself matching Rolexes with the wife.

Buy me a fucking McLaren. Easy, Christian.

Yeah, don't be broke, bro.

Lesson number one.

—right?

This way there are no external barriers holding you back. Does that make sense? Yeah, I think that's so cool. Everything else you need inside the home, we give you here.

Yeah, let's scoot forward a little bit.

Okay, because you're not providing any actual treatment, right? Just providing an environment, place to see human facing. Okay. Oh yeah, we also have coaching calls during the week and the weekend. Oh, that's— now we can jump on a call with our team and tell me advice, get real. We're pitching a lot. Any questions?

I'm like reading that shit word for word. My God, did not deviate. Have you ever used platform old school before?

Yeah, it looks like you're pitching this entire time.

No, no, no, no, no, I'm just— no, no, I'm not pitching this entire time. I'm screen sharing but I'm handling objections while I screen share.

Okay. Oh yeah, okay. That makes sense.

Like what we were seeing just work is worth price drops right around there because I'm getting attempt checks when I start screen sharing 2 minutes past or something.

Yeah, I would say like just generally speaking, because you don't want them to be distracted, I would— when you start objection handling, just take down the screen share.

I did it. I started doing it when I price dropped so that they can see like, uh, because the big thing on this offer is too, is just them thinking it's possible inside their state. Yeah, yeah. Like in this other location, because like I get the concern like their county is like making different rules and shit. You'll screen share someone who has their property in their state and they're seeing a price drop while doing it. That way they can see the actual proof.

That's what I'm saying, like, because then you have the, you just have the screen up like while you're objection handling and stuff. Like I would just like, I would take it down. Okay. Right. So that way again, like they can just more focus on you and what you're saying, like not be distracted.

Yeah. What's the first answer for you?

I'll give it an 8. Why 8, AudiCrafter? I am, I'm more confident than when I jumped in on this call. I, uh, you know, I just know myself.

And weakest fucking 10 seconds. Yeah, I know.

Uh, me taking action, you know, taking quick action to make it a reality.

That's a reality. Well, that's the standard that we set earlier in the call, to take quick action, right? No matter what. That's reality. Is nothing holds you back. No external factors hold you back. It's someplace and see they'll continue to hold you back, right? That's the reality. Yeah. What's the gap from 8 to 10 out of curiosity?

Yeah, I mean Just kind of knowing myself, knowing that, uh, you know, as soon as I get off this call, I'm going to want to go and jump on DoorDash or Uber, spend another 6 hours making $15 an hour. Do you believe you deserve better than that? What's that?

Do you believe you deserve better than that? Absolutely. Good. So why do you feel like you hop off this call, go straight to that?

Well, hopefully I don't.

Hopefully I, uh, you know, continue to rely on hope like you haven't.

Yeah, you're right. Good. You're right. But, uh, yeah, thinking about the—

why do you not want to let shit like that slide?

This is right before price drops. I'm super, super careful about his language. Hopefully.

Why are you careful with his language? Like, why not let language like this slide?

It's gonna show up in objection handling. Like, oh, I hope it's gonna happen. Give me a day to think about it.

I'll come back. Yeah, the way people talk is the way that they think. Right, so this guy is saying like, I hope this shit would work, right? Like, it's like, no, no, motherfucker, right?

Like, you can see the self-doubt manifesting in his language right there.

Yeah, yeah, yeah. So it's like, you want to pick up on that and just be super, super drilled down. Like, do not let that shit slide. And it's, um, yeah, hope is a big one. You cannot allow him to rely on hope.

It's good now, uh, you know, just getting ahead now, it's kind of put me in a place where, uh, you know, I'm not ahead in the future like I expected to be. So yeah, it's— it— that's everything you said, man. Just putting, uh, putting that complacency, you know, telling it a firm no and, and jumping right in. I think that's what it's going to take.

Maybe we're not what's going to take, because the reality is, is that the decisions you made up until this point is what got you where you are.

So if you notice, he's like, "Maybe that's what it takes," and you're attacking the maybe. We need to get him to start talking more definitely so he can make definite decisions. What people will do is they'll put hopefully, maybe, potentially. They're going to hedge their language so they're not actually concrete decided on anything. That's what we're fighting right now. So if you notice, that's why Nathan is really pushing back on this hopefully, maybe bullshit, because it is bullshit. And if we allow him off the hook, then he's just going to give you bullshit afterwards. So you teach people how to treat you. If you allow them to skirt away, be squirrely, you allow them to lie to you, all that's going to do is cut out your authority and they're just going to get more comfortable doing that. So right now is like he's not letting any of that shit slide. Which is really good.

Yep. Yeah, it's like an overweight person. The decisions they've made the last 5 years, let's say, to the point where they are overweight, if they continue to make the same decisions, what type of results do you think they'll get?

Same result.

Same thing for you, that's just exactly what you care. Yeah, or if you have this following, you're gonna be DoorDash, what's gonna be the reality the next 6, 12, 18 months?

Still gonna be doing DoorDash.

Some people are fine with that, aren't you?

Yeah, uh, I guess because I, you know, it's what's taken me to the point where I'm a little bit ahead, you know what I mean? And just a little bit ahead, but it's just not enough.

I get it. Are you finally ready to get uncomfortable, Sam? Around the middle of the standard that we've been setting? Absolutely.

Okay, definite answer. Cool. Onboarding, pretty simple.

It's just processing investment. Once we take care of that, we use full access to the community right away. We'll get your logins, and then from there we'll show you how to grab the sober living business plan checklist and then book you in for your first one-on-one with Andrew. Makes sense?

Yep.

There you go. In terms of investment required to get to the point where you can have financial freedom, make 10K per month, and also overcome the voice in the back of your head, the complacency, it's a total of $9,800.

Any questions on that? That's the, the cost of the program? Yep. Nope, no question.

Next up, super simple. Just taking care of that. Overcoming complacency number 2. And getting you onboarded, how does that land?

Um, there's a lot of resistance, man. A lot of internal resistance, of course.

But if you notice, right, he doesn't do like the weird sales technique where you just, you say the number and then you're just completely silent. He's like, hey, here's the number, any questions on that? The reason being is we want to eliminate any confusion and make sure there's no confusion on the numbers. These are the numbers. He's like, oh, that's for the program? Yep, it's for the program. Except it's pretty simple. It's this. How does that land with you? Does that work for you? And you just ask for the sale. If you make this big deal, then it will be a big deal in their head. If it's more straightforward, it's clear, it's simple, and it's normal to you to ask for numbers like this, it's gonna be more normal for them. It's going to lower their resistance. He said there's a lot of resistance, right? You kind of already know he has the money because he said he had like $30K set aside. So you already know he has the money. You know, it's just fear at this point. Fairly, fairly, fairly certain, right? I'd probably still like just check, check, make sure he actually has the money liquid or what he could do. And then yeah, just fear all the way. What's going through your mind right now?

I have all the hooks I need to overcome this. At this point, it's not even necessarily just saying the right words, it's just conviction you need at this point in the call. Yeah, right. Listen, he has so much self-doubt, he has so much like just lack of faith in himself. That's why he's overweight, right? That's why he's like been in the same spot for the last 15 fucking years. This one is just pure conviction. Yeah, I feel fine.

That's around us all. The internal resistance is holding back the last 15 years. Yeah, this is the moment to where that voice comes up. Are you willing to push past the voice? Are you going to let it control you? It's up to you.

I guess, how am I?

Okay, things you did really well. Number 1, we're very comfortable with silence. Where a lot of closers fuck up at this point, they're like, oh, he's not talking, let me keep going, keep going, keep going. Let me just start throwing frames at him and see what fucking happens. You're like, no, man, like, what are we gonna do? It's up to you, right? You're detached, but you're holding his feet to the fire. Like, bro, I don't need the sale. But this is your life.

What the fuck are you gonna do?

That's how we can actually get somebody across the line, right? To where they can look at it more objectively and not have their guard up. All right, that was really solid.

My head's supposed to know that, you know, throwing $10,000 down is gonna— it's gonna free me. It's gonna make me do what I need to do to get to the point where I want to get to.

That's the reality, is you never know anything, right? That's what causes complacency. All right, when Elon Musk started Tesla. Real quick. Yep.

This is where you finally got the true limiting belief. It was never complacency. Complacency was like a manifestation of it. Yeah. This true limiting belief was fear of the unknown that he just mentioned. Like, oh, I don't know if it's going to get me there. Clarity. Yeah.

That's generally why I'll push back on complacency. Right? And try to get something deeper. Because like very rarely, like just being complacent, like there's a reason why people are complacent. The analogy I'll generally use is the lottery ticket analogy, right? To where I'm like, like, yeah, man, like I can understand where you're coming from when it comes to complacency. Can I make a suggestion on that? Generally what I see why people don't take action, it's not because like, you know, they just don't have the motivation. It tends to just be like, just like the vehicle and their knowledge, right? Because if you had a winning lottery ticket, you know for certain, if you went ahead, you went to the store, you cashed in and you got $1 million, how complacent are you going to be going ahead and cashing out? They're like, oh, not complacent at all. Yeah, of course, right? Because you know it. So right now, what makes you feel like you don't have a winning lottery ticket? And what's prevented you from going out and trying different lottery tickets just to see if they would work? Right? And then I'll get the, well, I don't know, like, you'll get that limiting belief there. Okay, so that's normally why I push back on that specific belief, because you're right, it's not the real thing.

Reality, when someone goes to the gym for the first time, do they know 100% they'll get in shape? Or is that something they have to stick with, take action on? Yeah, yeah, continue to overcome the voice in the background. Continue to overcome complacency that's held you back! I'll be first tell ya', this call— it's just beginning... The only guarantee of world yourself on the fact you're going to overcame complacency we talk about now our whole time here make guarantees for self they will come out. Oh well value let go at least getting the own guaranteed his wealth itself under factor went overcoming complacency talked about not all? Can you make that guarantee to yourself that you will overcome it? That's the ultimate question, isn't it, man? The ultimate question for the last 15 years now.

Well, it hasn't happened, so—

Yeah, what you're doing really well is you're staying slow, you're not speeding up, and you're pushing back, okay? Which is going to help him slow down and him to actually make a real solid decision on this. Yes. So that's really good.

Am I supposed to guarantee it in this moment?

It's not something you guarantee in this moment. It's something you guarantee as you go on. Every time the voice comes up, you tell it exactly what you told me you'd tell it. What'd you tell it?

Yeah, I don't have that phrase yet, man. I don't have that. I don't have those lines.

Internally, what do you feel like you need to do to take action this time around? What would that 2.0 version of yourself do to get to the point where they have that financial freedom? Overcome the complacency. Would they let the voice control them or take action regardless? Push through it.

I don't know that I have an answer for that, man.

Yeah, so it's shutting down. You don't know if you have an answer for it.

Think about it. This is exactly what we talked about. You and I both know the answer to that. It's just a fact of willing— of whether or not you're willing to accept the answer for it.

Which again, we're, we're doing a really good job of being comfortable with the silence and just holding him to account.

Yeah, brother, uh, you, you may know what to tell yourself, but I don't have the answer.

Get through over the edge. It's just you holding you back. Think about it right now. I can tell that voice is louder than ever right now. Whatever you tell yourself.

And if you notice, so what he's doing is very subtle. Okay. So there's a concept, if you understand it, it's called disassociation. So oftentimes what will happen, and you can probably understand this in your own life as well, if you associate with your emotions, if you identify with your emotions, you doing things outside of those emotions are going to be very difficult. But if you look at emotions as not attached to you, like voices in your head, right? Those are not you. You're saying this voice in your head, this voice in his head is not him. So what you're doing there is you're causing a distinction. You're causing a distinction between how he feels right now and who he is as a person. And when you cause that distinction, it allows him to disassociate with the feeling and actually address it a little bit more head-on. So it's supposed to be me and you versus this thing we call your bullshit beliefs, right? It is not you. You and me are going against it, right? So you're doing a good job of creating that distinction, right? So that's why, and you're doing a good job of just holding his feet to the fire and then being comfortable with silence. Yeah, just do it.

Just do it. Why do you say just do it? Trust me.

Okay. Now you're pushing back. He's like, oh, I don't have the answer. And it's like, you're straightforward. It's like, bro, you do have the answer, right? I know that voice is loud in your head right now, right? Really tie him down and then re-ask the question. He's like, okay, you would just do it. Once we get him to take that step in your direction, immediately push him back and say why. The reason being is now again, he's going to, people think by talking, he's going to be talking and thinking more about why he should do it. We need to make that why as big as possible and his objections as small as possible. Okay, so that was really good.

I suppose because most of the time I tell myself, think about it, you know. Most of the time I tell myself, you know, wait and see, see how it goes, go with the flow.

What is thinking about it? Where does that lead you to? Right here, man.

Yeah, right here.

Is that mindset worth holding on to, thinking about it like complacency on your back? Is it worth holding on to going forward? No.

Why no? Okay, good. Pushing back more, getting more buy-in.

Because I'll be here in another 15 years.

That's the reality that you've been living in. That's just because, like, look, I've been there. Everyone has. That's the reality. Andrew's been there. Every single person in this mentorship has been there. You can have that community to surround you to get this up and going. That way we can make sure you don't fall back into old patterns. I want to make sure you're committed to making this work no matter what, because we can always talk about breaking up the investments. That way we can get in for less down, pay the rest of our time with the profits. But I want to make sure before we even talk about that, you're committed to making this work, to overcoming the voice. Like I said, the finance will never hold you back. It's this uncertainty, it's this complacency that will hold you back. Or you can just make it work, overcome the voice.

You know, it's just, it's too easy to just say yes. It's too easy to just say sure, you know.

Don't say yes if no. Yeah, right.

It's not, not true.

Okay, what's, what's, what's his belief right now that's actually holding him back?

I would say like the one we talked about the entire call, complacency, like this fear of the unknown. I think it does just unshaken also makes a change.

So what does he, what does he think about how to overcome that? How does he view that decision?

What do you mean? Like he doesn't know how to overcome it? Well, in terms of him overstep Yeah, I think it's hard.

He thinks it's really big. It's just—

does that have one decision? Does it have to be the case?

Right.

So when we're thinking about it, right, like right now what we're doing is we're overcoming belief. So we've really been hammering hard in terms of the complacency, and he knows he needs to overcome it. He's just like— he just keeps on saying like how big that is and how hard it is. I don't have the right answers. If we just challenge those assumptions of that it's hard and you need right answers in order to overcome it. Like, what if that wasn't the case? We'll say, hey man, like, what if it wasn't what you thought it was? You keep saying like it's hard and it's like you don't have the right answers. What if it didn't need to be that? What if it was as simple as just taking a step even though you're a little bit unsure? Like you don't even have to say anything. What if it was that easy? Is that something like you could do?

It's like, oh, right.

It's like, and I can start to move him in my direction. So when I'm thinking about overcoming these beliefs, it's always going to be easier. Just in any single conversation, when somebody tells you a belief, understand there are no brute fact truths. Every truth statement is backed up by key assumptions. So the easiest way to actually shift that belief is just to shift the key assumptions that he's making, which for him right now is this is hard. It's hard to make this decision.

Yeah, it's like the gym. You just go in, you just take the step, you go in. Yeah, right. That's really what it is.

Don't think just with the conversation. If you say, you know, Nathan, I'm totally cool with letting this voice control me for the next 15 years and I want to settle like 99% of society, tell them, okay, I'm off this call right now. Click the little red X in the corner.

Again, what you're doing right there is you're taking a step back, which alleviates a bit of the pressure. Like you're saying like, hey bro, if you want to say this really shitty thing that we both agree you don't want to say, it's like, dude, you can. Click that red X and you can hop off the call. Like, dude, I'm gonna be fine, right? So really good job. So what that does is you're basically reminding them that it's like, hey, I'm not forcing you to be here. You're here because you wanna be here and you wanna do this, right? It's like, dude, you can leave, right? If this is what you're gonna tell yourself, like you can leave and like we'll be fine, right? So just reminding them that allows them to lower their guard.

The fact that you haven't done that tells me there's a part of you that knows that this is what you need to do.

Who taught you to say something like that?

Fucking textbook, bro.

Fucking textbook, baby. Ain't nothing better.

Fucking chock full of them. Textbook, bro.

Textbook. Right? So again, it's like, hey, you can hit that X, but you haven't yet. And that tells me something, that you actually want to do this, right? They're fucking cooked at that point because they know you're right. And that just, that straightforwardness, it cuts them right to the core.

What part of you tells you that?

I need that part to speak louder to me. Yeah, I kind of jumped off, but How do I know this is it? How do I allow myself to jump in?

That's the reality. You're never going to 100% know whether it's for you or not. Yeah, it's like a person going to the gym. How are they ever going to know 100% that this gym is for them? Reality is, is some action is better than no action because now we have momentum. It's like riding a bike. Even if you're going in the wrong direction, you can always change the direction.

Yeah, see, and what you're doing right here is you're a little bit more indirectly than what I was saying before, but what you're doing is you're lowering the action threshold. He's like, oh, it's this big decision. And you're like, dude, we just got to start pedaling on the bike and we can always move it, but we need to start pedaling. Right. So it's as simple as just starting. It's as simple as just going. So like, that's really what you're doing there. You're lowering the action threshold. We've helped over 1,800 students.

Outside of here so far. First sentence in 20 days. We give you the system to proceed. It's only you that will hold you back, like I said. It's up to you to make that voice speak louder.

Okay, putting my responsibility on him. Good.

The reason I asked you what it's cost you in the past is because that's what's going to help you overcome it in the future. Understanding it's cost you, like you said, your fiancée, doesn't matter. How does he provide for— it's awesome friendships in the past.

Just twisting the knife at this point.

15 years, you can only 10K a month.

I was laying my dick on the table.

I understand that's $120K a year. Yeah, let's say it takes you 5 years to get there, which is crazy. $120K times 10 is $1.2 million. How does that sit with you? Can you hear that out loud?

Yeah, not well. Could have done it 3 times by now, you know.

Now this is where push comes to shove. This is where you have to decide who I want to be. The 1.0, who lets complacency hold them back for the rest of their life, or the 2.0, who takes massive action regardless, understands what they've lost in the past to this fear, to this uncertainty, and the push through regardless, takes massive action. Who do you want to be moving forward?

I want to be the better version, 2.0.

Do you want to be or do you need to be?

Pushing back on the language. Good. Why is it a need at this stage?

Well, I'll be 40 years old next year, man.

It's 40. It's not now.

What would the 50-year-old version of yourself, the 55-year-old version who is a card, makes sense, possibly has the freedom to travel, what would they tell you in this moment right now?

Why didn't you do it sooner?

Were you willing to take advice at this stage? Good.

Yeah, man.

What do I need to do? What do I need to do? Tough as a man to push through it.

Not just for yourself, but understanding the future that you hold in your hands. It's not just yourself, it's others you provide for. Right, going forward as a leader of a household. That's what you do it for. I assume down the line you want to get remarried. Yeah, yeah, that's what you're doing it for, not yourself. That's why I asked, is it fair? Because now it's not just you you're costing, it's trying to provide for down the line. That's the reality. Let's talk about— aside from the total $9,800, is there anything else holding you back moving forward?

I want to make sure. Nope. Okay, so then from there You just handle logistics and then get them across the line. Fucking babes.

Yeah. Hell yeah, dude.

So things we did really, really well is pushing back, being straightforward, not accepting bullshit beliefs, really drilling down and like holding your frame. All that stuff was really key. I'd say things to improve on specifically with the problem, we can make it more tangible. Probably dig a little bit deeper, like not accept complacency as a belief, just because it kind of creeped up at the end. You needed to push back on it regardless. So you can push back earlier. And then like the rest of the conversation is like a much deeper of a conversation. So I would say like, yeah, that would be the biggest thing that like I can see in terms of like how do we take it to up one notch. Now with this guy, he didn't have future pace or consequence like at all. Now I think he has a big enough problem to where he probably didn't need to, right? But generally speaking, I'll still get those hooks in. Um, one more loop and I would have just been talking about death with this guy.

Fuck. Well, with the, uh, blood— what do you mention about the blood? Some blood leakage or something. I was fucking crazy.

Well, do you see the— in the classroom, like the, the 4,000 doubts analogy? Yeah, that one.

The Matt Ryder one. Yeah, yeah.

So it's like, um, like bringing that up because I talk about—

he said, uh, he's like, he wants to get this up and going by the time he's like 50 or something. Yeah, dude.

And it's like, how many more dots are gonna cross off? And it's like, I like— I always connect it with like my, uh, when my older brother got shot, right? So it's like you can hear the fucking emotion like in my voice when I talk about it because like can, that's real shit. Um, so if you can connect it with like your life experience, like when you are like fucking, when you realize like time isn't like guaranteed, then that really helps you get that point across.

I will say generally, like I've tried to, I've changed a lot of my selling style from like when I first joined. Like, um, really all I go for now is And I learned a lot about this when I was on my biz op back in summer when I was still in school. I can go straight for the limiting belief now and get enough leverage to where it cuts my call time a lot down. Yeah, right. To where I can pitch it like—

Because you're fucking pitching for 15 minutes, dude.

They updated the pitch, so hopefully it's better. I think I'm still pitching for 10.

I pitch for 5. Right, maybe 7 at the most, and then offer, get those hooks in.

The $20K, or is that for your, uh, coaching?

Oh dude, for my coaching, like dude, like, like legitimately, my fucking— nah dude, my fucking coaching, uh, like actual sales is so garbage. Like the dude I closed like this week, uh, let me, let me see. He booked in and I go, hey man, it's Christian, saw you book in. He goes, yes sir. I just sent to him on a scale of 1 to 10, how much of a laydown are you? Very much. And I just called him and closed him. That was literally my sales process, bro. Like I understood a little bit about his situation and then I just went ahead and I'm like, all right, cool, man. Here's the link. And I just got him on board. So I don't know, because I've been, now that I'm actually taking calls and closing other deals, I want to see if I can't just remove some people off my calendar so I can get other calls booked there. Interesting. That's been my sales process. Now, in terms of my sales process for the buy the business niche, the $25K offer, Well, there's the Airbnb one and then there's the business building one. Fuck, you got 3 now. Well, it's just 2. It's just 2. So we got the sports facility and the Airbnb one. It's basically, it's the exact same process. It's like, hey, why are you here? What are you looking to achieve? Why are we looking to achieve that? What's your current situation and problem around it? Why haven't we done this before in the past? What does this get us? And then what's the consequences of things staying the same? It's just still pretty basic about how I'm going to do it. I've been going a little bit less hard in the paint on the limiting beliefs, actually. Really? Yeah. Which again, I would say like for right now, like I'm getting away with it.

But imagine like most people, you don't have to go ads or limiting beliefs. You just have to understand goals, like overly insult them basically.

Yeah. Is it like completely optimal? Maybe it's not completely optimal. Like the issue is like with where I'm at, like I know if I put myself in tough situations, I can get out of them. Right?

Like that's— Well, someone new, you just have to—

It is what it is.

Yeah. Like if you're a rep, you need to leverage overcoming.

Yeah. Cause there was like one, I remember like one YouTube video where it's like, I barely did any fucking discovery and then just grade A objection handling and got him across the line.

Oh, the look into other companies, that one.

Yeah, I didn't realize he didn't know who I was. And I'm so used to just like fucking, just taking laydowns for my coaching that I'm like, I just treated him like a laydown and then realized he wasn't. And then I know how to get out of it. So like that's a bit of the issue there. I'd say like with the Airbnb offer, like the main issue with that is like, dude, just the amount of Indians I talk to.

How many calls have you taken?

I didn't, uh, I think it's 6. 6, and all but one of them, all but one of them. Yeah, and it's like, an issue is with that one, like, with the kind of like the lead, like, uh, half of them have been, um, this kind of visa thing to where they're not really well informed. And they're all a couple months out. They didn't have capital liquid or anything along those lines. I got one across the line and then the other two, they didn't want the visa, but they still were, they just didn't have the capital. With the sports facility one, I've taken about the same amount of calls and I've closed, I think I've taken 5, closed 4. Definitely like higher quality.

Were those new book calls or just like shit you found on the CRM?

Yeah, new book calls. But then I also closed one just through the pipeline stuff. So that one's good. The issue is with that one is you take— now it's like, it's just, it's $4K up front and then they have to do a couple steps and then they collect $20K. On the backend. So I just gotta— well, as cash is collected. So right now, hopefully 2 of those $20Ks that like, it's gonna take like 2 weeks to a month to get like the $20K in the backend. Now what we're doing right now is we're talking to some different companies to help with like with financing to speed up that process. So fucking fingers crossed on that one. But right now, a couple of those $20Ks should hit next week., which is going to be great. Get $12K in commissions off of that. So yeah, like that's a process there. But like hopefully we're able to get like a financing to where it's like it's direct to us. So we don't have to do multiple steps and then it's like we just, and then we can collect more upfront too, right? Because ideally this offer is not $24K, it's $45K. Ideally. And I don't think it would change the— Raise the price? Yeah. Especially if we can get them the funding. Like, that's the thing. If we can get them the funding and like, you know, because you, you like it, you know, it's—

Funding on the front end or back end?

Well, both. Right? So it's like, because you, you help them, like we do like the done for you, like basically giving them the business, giving them a business. There's an SBA loan that's included in all that, and you can package up the SBA loan. And it's like, dude, if it was $100K, we could still make the numbers work where it's in their favor in terms of like our service. Now, it would be hard to get funding for that, but you can get funding for like $30K, $40K, like more like short-term, um, to then package that up. So ideally, that's where we're going, but we have to figure out the funding part of it. Like, that is the only holdup on that particular offer. And because it just takes longer for the cash to come through, it slows down the amount we can spend on marketing and all that stuff. That's what I was going to say. Yeah. Yeah. That's the main issue with that one is it just— but if we can speed— the offer owner's talking to a couple companies and I've sent over a couple companies that ideally, ideally, will really speed up that process. And then once that process is sped up, like, dude, fucking no problem getting to $100K per month in comms. And I just say fuck you to all the broke boys.

Yeah, do your own thing, bro. Don't be broke. Don't be broke. Yeah, $100K per month.

All right, cool, cool, cool, bro. This has been fun. What's your plan for the rest of the day?

We got a, we got a boat ride that we're all going on, uh, 5 PM, like 2 hours. Fucking chilling, little gym sesh with the boys. Fucking Alex.

Hell yeah. Well, enjoy Cabo. Hopefully this has been helpful. I would say leave your biggest takeaway in the comments, and I'll see you guys next time.