Sales Call Breakdown Live with $8M Closer- Biz Op Call & Q&A
This is a YouTube livestream ("Sales Call Breakdown Live with $8M Closer- Biz Op Call & Q&A") featuring Christian Polk (claims $8M closed) and Nathan reviewing two inbound biz-op coaching calls. They analyze sales technique: managing prospect defensiveness, asking precise 'what' questions, keeping facial/body-language state in check, curtailing diatribes, drilling into money/identity, handling unrealistic expectations, and future-pacing to create urgency. The first call derailed due to labeling confusion and checked-out energy; the second call progressed to deep emotional/pain points and closed with strong consequence and future-pacing work.
Chapters
Let's go on and see. I don't see me yet. Potentially, I think we might be live, could be wrong.
I see myself, I think.
Okay, we're live.
Cool. All right, perfect.
So we have another call review today. If you don't know who I am, this is the first video of me or live stream that I've done. My name is Christian Polk. I've closed over $8 million in deals myself. And then now I teach people like Nathan how to get better at sales, close more deals, primarily selling to identity. Okay, so on the docket we have here today, we have two calls where he is selling a biz op offer. One that goes sideways very quickly. We'll take a look at that one and then one that he was able to close as well. And we're just going to see, like, how he could have dialed it in more.
Okay.
And just for everyone, just so they have a little bit of an understanding, what exactly do you sell?
It's a biz op offer for helping people go viral on social media. We have two calls. The first one is a very, very fun call. And that's about it. Basic biz op.
Cool. Okay, so let's pull that one up here.
All right.
And if you guys have any potential questions, just go ahead, ask them in the chat, and I'll pull them up here like my lovely wife commenting. Okay, so let's just go ahead and dive into it.
We can help out with it.
And by the way, I do apologize about having to reschedule from yesterday. I am living in Vietnam right now, and there was a giant flood, so that made it to where all my power is out all of last night and pretty much all day today. So I'm good now. I did get woken up early by her grandma freaking out that my wife, who is pregnant, needed to go to the hospital, which made no sense to me because she's. She's like weeks away from giving birth. But they're like. They're worried. I'm like, but it's not flooding where we're at, but where the hospital is at, there is flooding. So they wanted her to go into the flood. Let's just say we didn't do that. But it's been a fun few days. Okay, so let's go ahead. Let's dive into the call.
What about you as well? Right. Every day is a dream in paradise.
Right?
Right.
Okay, perfect. I appreciate you filling out the application. Okay. I've gone over it just so that we're on the same page or maybe fill me in.
A little bit.
What made you want.
And just so people have the context for this call, typically they're going to go ahead and they're going to buy a low ticket item that helps them with their social media go viral, something along these lines. And then they book in a call with a coach to get a strategy plan where that's where the upsell happens. Correct.
Exactly.
Okay, are these people that are inbound, like they came directly to you or did you outbound? These people? These are.
These two calls are inbound.
Okay, cool.
Booking this call. How can I help?
Okay, well tell me again which call this is because I've booked several.
Oh.
So I want to make sure I know who I'm talking to.
Yeah. And I blurred out the names.
It's his viral. Oh, okay.
Okay.
Right.
And tell me a little bit.
Now this is what I would say. Generally speaking, you want to know exactly what they did by. Right. So it's like, so that way if we watch this back and forth, it's because like the name, we weren't actually precise with it, which just gave her, you know, a little bit too much room to be a bit of a Karen on like. Well, that sounds slightly different than what I bought because it was slightly different, but it's like it's pretty much the same thing, but not exactly. And then that causes us to have to go into this just ridiculous back and forth.
Yeah. Because we have multiple load tickets and I didn't check the notes before this call because I wanted to go and not assuming anything and that kind of shot me in the ass.
But at least like, like, if you start to get into this, like, at least like pull it up here. Right. If you're at the point to where like you don't know what it is, at least pull it up. So that way we just don't deal with just this. Because like ultimately at this point, this back and forth is just nonsense.
Yeah.
Did I purchase it this morning?
Let's check. It looks like you purchased it. Yeah, it looks like about four hours ago or so.
Okay.
Okay.
Ring any bells over there?
Whatever.
Gotcha.
Does that ring a bell?
Did it ring a bell?
You mean, do I remember people watching it back? Right?
Yes, but it wasn't called that. Something else.
Yeah. What she purchased was.
Well, no, I don't remember it being called that, but in, in his video he called it something else.
Okay, what did you hear? Just so that we're on the same page.
Excuse me.
And you can, you can tell like your energy dropped immediately once we started to have this back and forth.
Yeah. Okay.
So it's like very, very, like, early on, like, we felt irritated. So then that's going to come across and how we're acting. Okay. So if we're coming across irritated, then she's gonna come across, like, all it's gonna do is exacerbate, like, how she's reacting to you, which you never want to be in that position.
Yeah.
So even though she's being a little bit, like, over the top, like, don't get me wrong. Okay. I heard this, and I was like, what the is she talking about? Like, I get it.
Okay. Okay.
But if we allow that to bother us, then this call can go nowhere.
It's a negative feedback loop. That's what I feel like.
Exactly.
On the calls don't close on this offer.
Right. And it's like, it happened very early on. Rather than just maybe even explaining to her, it's like, oh, yeah, we have a couple different ones. So if I didn't say the exact one, like, maybe that's where the, like, mix up is like, just let her know that. Right. It's like, then. Then you're not at least on the back foot because, like, immediately, once you're having this conversation, you can tell, like, you just checked out mentally.
Yeah, yeah.
Right. And then it's like, if you're in her shoes, how is she supposed to react to that? Right. Just, like, naturally.
Okay.
And it's like, we check out. She's older, you're younger. You know, you young whippersnappers. You can see how just very, very easily.
Right?
You can see how just like, very easily. She can just get this in her head that, like, he's not really listening to me. You know what I mean?
Yeah. Yeah.
Okay. So it's like, I never want to be in that position.
Okay. Okay. Yeah. Okay, cool.
Let's keep going.
Well, I don't remember. It's been a busy day.
Oh, man.
But in your messaging.
Right?
Yeah. Which is funny. It's funny because she doesn't remember what it was, but she remembers it's not what you said. It is.
That's what I'm saying.
It's very interesting. Right? And it's like, I'm not saying she's being completely reasonable because she's not being reasonable. Like, I. I really don't think so. But we just. We can't fall into, like, being irritated by it because it's only going to cause a negative feedback loop that you.
Make these things clear so that your potential customer. Me, Which I already am your customer.
Okay.
Better understands what's going on.
Okay, so then as far as any potential help that you're looking for when it comes to your business, do you know what help you're looking for specifically?
Well, tell me now.
If she is saying something like this, we at least need to acknowledge it.
How would you acknowledge it? Like, just say no, it's like something.
It's like, I'll. I'll let the marketing team know.
Okay.
Okay.
I took. Oh, I'll let the team know. Right. I'm not gonna sit there and, like, justify. Oh, you're totally right. I'm like, no, it's like, oh, yeah, I'll let the team know. Okay, so then we can just move on. So at least she feels hurt because, like, a lot of the times, what? Like, like get into the mindset of, like, a Karen. Like, ultimately they just want to feel heard. So if we don't actually address what she's saying, even though, like, the concern is probably what you're thinking very small, not really pertinent to the sales conversation, she at least needs to feel heard before you move forward.
Yeah. Because in my head, like, I was thinking about apologizing, like, oh, I apologize this, this, and that, but I thought I would cut to my authority. I was like, just.
No, no, it's like, well, it's. You can overdo it. Like, oh, like, you can overdo it. It's like, apologies. In our end, I'll let the team know.
Right.
Like just something really little and you can move on. But we can't allow this to affect us. Right? Because we allow it to affect us. It affects our energy, and then we're not going to be able to conduct the conversation as soon as it does get on track. Like, something like, this is so, so minuscule. You know, it's like, hey, if she gets this win on, like, hey, maybe we need to label things correctly. Like, ultimately, it doesn't affect how the sale call, sales calls. Yeah, it's not some big thing. You know what I mean? So, yeah, it's something so small. Like, I don't need to win on it.
Okay. Okay.
I see more about what you do now. I watched a bunch of videos, and I don't know if that was your product or somebody else's, because I acted on two this morning.
Okay.
That's why I'm trying, like, look at your energy. Just, like, right away you can. Now she's saying something like, oh, well, I didn't know exactly what it was. What am I going to do with you over there.
Right?
You've forgiven me already.
What's, what's happening?
Right. So we can play around and like that's gonna loosen her up, but if we're like so stringent we're allowing her to like suck her energy, then no good.
Yeah.
All right.
And to get clear on which. So tell me what you do. What did you do?
Right. It's fairly custom. Right. That's why we have these calls, just so we can actually help you make a clear road map when it comes to helping you with your business. In a nutshell though, what you purchased helps you go viral on different short form platforms. Whether that's Instagram, TikTok, Facebook, whatever it is.
When it comes to helping you go.
Viral and then monetizing those views.
And tell me what I purchased. I think it was like $19.
Yeah, yeah. She knows that she purchased, bro. So what you purchased specifically. Okay.
And like I would have just done that much earlier on, so you just, you don't have to deal with it.
Yeah. Right.
Allow her to have this win on like what the name is. It's not important.
Essentially what that means is we help you with your personal branding and then we help you automate that process with AI. Okay.
Okay.
Okay.
All right.
That sounds very familiar now. Thank you for coming down that path.
Okay, perfect.
You see, you're like totally checked out.
Right now as far as any potential help with your business. Like, do you know what you're helping for again?
Do I know what I'm helping for?
Do you know what you're looking for?
What I'm looking for?
Right.
Well, it caught my attention.
Yeah.
I looked at and I don't know if there were multiple videos. So that's the other call I have tomorrow.
Yeah.
But it. There was enough interest there that I booked this call. Now I'm, I'm learning a lot of AI. I'm loving it.
I've been.
This is my 30th year in business.
Right. Okay.
I had a whole career as an executive and a college professor and other things before that.
Right.
Okay.
So you're totally checked out about helping.
You just see it in my eyes.
Yeah, you're glossed over.
I'm at a place where.
It'S time.
For me to, to make a bigger difference in the world.
Okay.
Right.
And as far as how you're planning on making a difference, what is your business right now?
Well, I offer mind.
So before I dive into that, I'd want to understand on like the actual help you give before I dive into it. So what do I mean by that? So you help them get viral, go viral, online social media presence. It's like, okay, and how do you feel like having a presence actually fits in with that?
So how do you feel like having a social presence actually fits in with.
That or building your social presence, whatever it is, for. Because again, I would want to understand how that fits in with everything because it'll give you a better picture of then where to take the conversation. Because, like, who knows? Like, she could be wanting, like a charity. She could be wanting, like, so many different things. Like, rather than just diving, like, just assuming it's more of a business, I would just be a little bit more specific on, like, why she's here rather than just going for the business.
Okay, I see.
Okay.
Body being, integration.
Okay, break that down for me a little bit.
Break it down. Well, yeah, very quickly. I can start teaching really quick. So do you know what the mind is? Do you know the definition of mind?
See, it's like now we're getting so off track and it's just because, like, we went to, like, into the business and then like, rather than like, hey, how does social media play into this?
If I ask that question of how does social media play into this? And she's like, oh, well, I just be able to, like, make a bigger difference if I'm able to.
Okay, but like, bigger, bigger difference how? Like, what difference are you actually looking.
To be making to heal their mind, body and soul?
Okay, well, how would we actually do that? Like, then, like, that makes sense to then go into the business.
Okay, right, I see.
Now she could be as like, vague as you're saying, or she could give you more specifics, like, who knows? But I wouldn't start off, like, just steering the conversation in that direction unless I have to go there. Okay, now if somebody says, hey, do you know what the mind is? And you can tell she's about to go on a diet tribe, I would.
Say that's exactly what I'm.
Right. I'm pretty familiar. But real quick, refresh me. Yeah, so right there, I know she's gonna give me something. She needs to get it out. Like, it's like she's itching to tell you something, but I'm curtailing how she's going to say it. So it's like real quick, remind me. Yeah, I'm pretty familiar. I've done a lot of study on it. Real quick, remind me.
Okay, okay.
So I can curtail that.
The brain, but you might have a better definition Than I don't you.
Oh yes. That's, that's okay.
And again, don't actually give one. Right. Because then you could be wrong. What's the mind? The brain.
Oh.
No way. That.
Oh man. I find these like spiritual guide are so funny to hop on goes.
But it's like you can't fall into their trap. That's what it is. So it's like don't give them specifics that now they can argue with. Just be like, yeah, I, I, you know, I've studied it a lot. But real quick remind, just.
Okay.
It just, it'll nip it right in the butt.
The first thing we do, what is the mind? The mind is a regulator of the flow of energy and information.
Okay.
So we get clear on that.
I think the biggest, I think the biggest thing that you need to work on is have your facial expressions actually be a little bit disconnected from your inner thoughts. Because I can tell. Exactly. No, like, listen, like, let's see, when it goes back to, you know, we.
Have one and we tend to think of it. Well, everybody tends to think of it differently. But we actually go into the body.
Yeah.
To open up.
Right.
The various.
And again when they, they are like going on diatribes, like little verbal cues to get them to speed up. Huh?
Yeah.
Okay. Ah, yeah, yeah, yeah. And I'll start doing this with my hand. Like they'll start to subconsciously speed up because like that's what you're telling them with your body language to like speed up systems. Right. Like what are you thinking right now?
This bitch is broke as shit.
Right. So it's like, is it very clear from your facial expression that's what you're thinking?
Yeah, that's what I mean.
So rather than you actually looking interested so you can have a better conversation, you're wearing exactly what you're thinking on your face.
So should I just be lean more leaned in like more interested? Because I can tell exactly what you mean. Like I'm looking at her like she's stupid.
Yeah, yeah.
Right. And like how do you feel like she's going to react to that?
Yeah.
Just anybody you're talking to?
Yeah, yeah.
Probably not super great. Okay. So again, on some level, sales is a little bit of acting the way that we again, facial expressions tone us leaning in. All these different things are things that we can do to go ahead, speed them up, make them actually feel like we actually want to understand. We should want to understand, that's one thing. But if they are talking about something that's at Least, like, irrelevant to the conversation. And, you know, it's irrelevant because I feel like that's what's happening. You can't wear that on your face.
Okay.
Okay. So. And if you notice that, like, we're just going down this, like, you know, train of thought, like, too much, it's like, okay. And we can definitely dive more into, like, how that actually works and everything along those lines. I'm just really curious because, again, I don't want to miss any, like, important stuff. How does social media actually play into this? Is there, like, a way that you're going to be, like, helping people, like, teaching them about the mind or how would you actually be doing that?
Okay.
And they get it right back on.
Track, which is a crystalline structure, of course. And just other things, traumas that are held in there, all kinds of resistances. You know, something that happened when you were maybe three years old.
Okay.
So more therapeutic.
You could say, I, I want to. I, I want to add things. Why? It gives, it gives them. It gives them rooms to disagree. So rather than, oh, so it's this, it's. Oh, I see where you're coming from something without actually saying anything.
Okay.
Study politicians. You know what I mean? You never actually make any statements, but you're moving the conversation along. Oh, okay. No, I can see where you're coming from. Well, help me understand. Right. And then I'm right on the next thing. Rather than. Oh, so it's this. Well, it's not quite that, like, oh, like now we're just on the back foot. Now we're prolonging the conversation. And she feels like she has to educate you more because you didn't understand it. Yeah, no. Good.
And then the being.
Right.
The being is infinite consciousness.
Right.
And so what I do is through that process, it's a bridge from the particle world, if you're familiar with particle physics, what most people think of as reality, right into quantum, which is frequent summary.
So anytime they say, if you're familiar, just say, I'm familiar. Oh, yeah, because it'll start to, like, they'll start to shorten it up.
Okay. And Diane, is that, Is this a business that you're doing full time at the moment?
Well, I don't. I've been full time for many years. My goal is not to be full time. If you mean 40 hours a week.
Well, as far as. Do you have, like, a job on the side side that's helping you provide or. Okay, yeah, perfect.
Okay.
And this is.
I've been doing this the last 30 years. 30.
Okay.
Okay.
Yeah.
But newer to online.
Okay. And as far as the monthly revenue of the business right now. Sorry, did you say that you're, you're not doing the business online right now?
Well, I'm, I'm really new to transitioning to online.
So it's more of an in person business.
More of a.
Are you doing more of an in person business at the moment?
Exactly. Yes.
Okay.
Well, no, no, I've been.
So are you doing this versus how are you doing it now if you're not doing it online? One you could be wrong. Second one you can't be wrong.
It's more open ended. Yeah.
Yeah.
So it's like we're just giving her too many opportunities and it's like you can understand like when you hop on with this type of person, she is looking for things to disagree with.
Yeah.
You understood that a minute in. She's looking for reasons to disagree. So very early on I'm going to stop giving her things that she can actually disagree with. So I'm not asserting too much. I'm just more asking open ended questions. I'm steering the conversation. And like this question, can you give examples of how you'd steer back in this scenario? Right. So if they're saying like oh yeah, we can definitely cover all that for sure. Like how, like how you actually fulfill on the business. But I'm curious about like currently, how are you actually getting people into that business right now? How's that actually structured and how do you see social media playing a role into it? Like we could definitely get into that later.
Okay.
I would also say a couple of things if you're listening earlier is like not labeling it in a general way, especially with somebody who wants a free just like oh, coming from and just moving along and then steering it in with the question. The problem is like we just gave her too like too much disagree with and then she feels the need she has to continue to talk.
Yeah, right.
That's really the issue there doing online.
Since COVID.
But.
I'll say just kind of dabbling. I intentionally not done any marketing.
Okay.
Well one reason is my mother died and I really needed to take some time.
So rather than oh, I haven't been doing any marketing, I would want to understand how are we getting clients right now. The difference is if. Yeah, the difference is if you ask her why she can justify give you excuses. If you ask her what you'll get facts. And I would say it, it's more, it's like that's not always the case. That you would want more the what questions than the why questions. Oftentimes it's the opposite. You're talking to people who are a little bit more matter of fact, and you need more why questions.
This.
This lady is overloaded on her why? We have no facts. So it's like, I just need facts. I need grounding. What is happening right now? What is the business? What are we actually doing? How are we finding people? What's her actual revenue per month right now? She's. She didn't answer that.
Yeah.
You know what I mean? So it's like, I need what questions right now. I need a foundation of like, is this something to where this person. Yeah. I don't know, like, had a rich husband who died and now she's just like. Basically makes 200 bucks a month and she's fine. You know what I mean? Like, what's her scenario? Where is she at? Who is she? We still don't know. And right now, where it's like, we're so far. Like, we're eight minutes into the conversation, and what you know about her business is kind of a understanding about particles and how the mind works. It's like. So it's like we just.
The entire call.
Yeah. Just like no direction. So it's like I'm going to just not talk about justifying questions, not talk about why questions. I just need what questions. I need foundations. I need to know where we're at. Then from there, you can maybe start asking some why questions, but not until you have the actual foundations.
Okay.
Okay. Because we don't have anything about her situation.
Yeah, that's like.
That's the key issue because we don't understand her situation and we allowed a diatribe. We don't know where to take this conversation. This make sense?
Yeah.
Okay, cool.
Time to. To look at things.
Of course.
I'm so sorry.
And so that's been a process that really. I didn't understand at the time, but it has really infused what I do.
Yeah, well.
Well, help me understand because, you know.
We learn so much from. From every.
It's like she's just tearing it up where she's giving you these really long pauses. Well, help. Help me understand then for. Since. Yeah, since 2019, how have we actually been getting our clients since COVID How we actually been getting our clients. And then we're right on track. So the problem is because we've allowed her to. Lola's asleep now. She's taking control. She's dictating the pace of this conversation. Okay. Even though she's not taking the reins like, like a type A really would, she is in complete control of this conversation. It's at her pace. She's extrapolating just a ton and like, it's just going nowhere.
Okay.
Of course.
So.
Okay. And Diane, just so that we're on the same page, apologies. I'm getting a little bit confused. My mom never said it was the sharpest tool in the shed. Is your business full?
That has to come across like a joke.
She didn't laugh. How is that like, just more playful tool.
What? Yeah, yeah. Now, my mom said I wasn't the sharpest tool in the shed. Diane.
Okay. Because it just came off like I was literally on this call.
Yeah. Because if you say it like you say everything else, then there's nothing that's drawn attention to it. So if you say it the whole time, then there's no. It's nothing. But it's just shifting our tone from like serious to playful. I'm a little bit confused and hopefully you can forgive me, but mom said I wasn't the sharpest tool in the shed. Like over dramatic, like to get her to actually understand that you're playing. And still when you do that, you will still get some people who like deadpan you, but it's. It's a lot less likely. But if you notice, you said that exactly how you said everything else.
I feel like that comes from you just being chucked out at the beginning of the call and everything is just still.
It's like fucking stomp on your toe or something, bro. Like, wake up.
There's some fucking salts here in the call, bro. Yeah. Fully online at the moment since COVID or is it still partly in person? We're looking to transition fully online?
Well, it's not fully either way.
Because.
I was here offline for many years. I have long time clients. The longest is 25 years. And so I continue to make myself available to local clients. Still want to work with me? Some. We meet online because I. My focus has been the transition, but there are a few clients I don't want that. And so I respect and honor them and I think.
Right, but going forward, you want to meet new clients online, is that right?
Yes, I don't want any.
That makes sense.
I mean, they can be local, but we're meeting.
Right.
Okay, that makes sense. So then going for it.
Yeah.
And out of curiosity, because everyone has different reasons why they want to go online. Why do you want to go online? Is it more of the freedom? What's the Main reason behind that?
Well, I am online. We're online.
Yeah. See, she kind of told you she was in the middle. So when you say like, hey, why go online? Again, she's just looking for reasons to disagree. So it's just making sure we're a bit more precise in our speech. Why would you want to be transitioning to like fully online? She can't disagree with that because she agreed with that rather than why go online?
Well, I am later in the call and she said, I don't want to go fully online because I still have students, I still have people in my local area that I'm going to be doing in person.
Okay. Oh, and, and I apologize, I must have misspoke. Like, so why moving forward, bringing on any new clients you want to prime? Like just do online with new clients.
Just make it so fucking precise to where she can't deceive no matter what.
So if like, if she disagrees, like, oh yeah, I apologize. Why this? Right. Just get more precise. More precise, more precise. Okay. And then with this like, in terms of like current, could you ask in this section, like, why now? Like, try to find out like what changed Beginning of pain point. Yeah, you can go into like, okay, so why actually focus on going more online like now though? I would say the issue with just asking this question right here, I would say it would, it would have been better than what you did ask. But the issue is we still don't even understand fully what she's doing. So we're diving into problem without even understanding her situation.
Yeah.
So like that's, that's the part that I would say is what's missing right now is we don't like, could you even tell me how much revenue she's doing like up at this point? How much revenue she's doing? Like really where she's getting clients, what she does with the clients, like, we don't understand any of that. So then the issue is then we start diving into the pain without us understanding the situation. We just don't understand where we're going.
Right.
We're guessing we know where we're going. With somebody like this, you cannot guess because she is just looking for reasons to not answer your questions and disagree. Right. It's like from the very get go.
Okay.
I, I, I enjoy, I enjoy technology.
Okay.
I actually started learning it now. You probably had it in your playpen. I started learning it actually for a while.
Probably respond to something like that because I feel that's a. Authority.
No, no, like it was a, it was A light hearted joke and like the way that you reacted to it, like you, we're online.
Okay.
I, I enjoy, I enjoy technology. I actually started learning it now you probably had in your playpen, but I started learning it.
So if we, we respond to a lighthearted joke, even like let's just say for example, because I know for you, if people don't know you're pretty young, you can't tell by looking at you. And that can come across. So if we want to debunk that and really make sure we don't lose any credibility by also not being a poor sport. Because here's the difference too. If I like just, we're just talking about social dynamic dynamics. If we're in a group or we're having a conversation and I make like kind of light hearted jab and you take it seriously, you're seen as the weirdness affects you.
Yeah, yeah.
You're coming off defensive. Well, it might be older than what you think, Diane.
Right.
Like I'm still addressing it, but I'm addressing it in a playful way. So you, you get like moral of this call is you cannot be bothered.
Yeah.
We're allowing this random person that we don't know we're not going to speak to ever again to actually affect us.
To bother me. Yeah, yeah.
So it's about being just less bothered overall. If we're less bothered overall, we have a better conversation. We get her to be more open, we have more direction.
Okay.
Our energy doesn't dip. So all these just come from at the very beginning just being bothered by this conversation.
Yeah.
Okay.
So it's either we have the conversation or if it's like, if you check out just like, I don't know, like reschedule them or something. It's like, but like this, this right there, like not great. You know what I mean?
Yeah.
Yeah. Okay, cool.
Probably about 15 years ago because I felt guided. You know what that means? Guided? Yeah, like spiritual guidance to see like.
I would say, do you know what that means? Is a much bigger jab than like you probably had that in the crib.
Really?
A hundred percent. She's like, you, like you have no clue. And it's like, and it. Part of it is because like we've allowed her to put us in that box that we don't really know what she's talking about. It's like, do you know what that is? It's like I have an idea.
Right.
But you can, you can tell me. I like, even though she's asking a question, I'M like, yes, I do. But you can tell me. I'm giving you permission to tell me the definition. She's not in control of the conversation like you are.
Even that little shift in frame control right there.
Yeah. So it's like you got to be hyper aware of it.
To begin learning. You know, what does it look like? So I've taken a lot of courses.
Okay.
And I have a course platform.
Okay.
Right.
Done a lot of zoom.
Okay. What would you say is the biggest. Apologies. What would you say is the biggest constraint in the business as far as the marketing goes right now?
I don't think there's a constraint.
I'm.
I'm looking at next steps and so whatever.
So probably a better question. Again, I would say this isn't generally going to be the case, but since she is being like overly like touchy. Right. Since she's being overly dramatic, I'd say what's, I wouldn't use the word constraint or problem or anything like that. Again, it's just going to give her another reason to disagree with you. I'm just going to ask her what's the biggest thing you'd want to change or improve?
That's a much better way of phrasing it because it's these improvement offer calls. I've been having like the biggest issue with like the biz op ones, like they're totally cool, I can close like 80% of them. But then these improvement ones, it's like whatever.
Yeah.
Like the, the issue is like with her, it's just, she just doesn't want to give you an inch and we keep on talking in a slightly non precise manner. It's not like you're totally just off the hook, but it's enough unprecise that she can continue to push back. Push back, push back.
Yeah.
So it's like I'm just not going to give it to her.
Was I bought this morning, which I know has something to do with AI and videos. It felt like a good playful next step.
Okay. Why are you looking for next steps?
Right.
Like, why do you feel like you have to take next steps?
Okay, well, I know you're kind of running a script. This is a.
To be fair, do you feel like she actually is in the right for feeling the way that she does?
Yeah, because I don't know where to take the call. That's my fault for lack of direction and just not being there. Like mentally checked out and then like.
Those, those questions just seem a little bit like more uncalibrated. Like we're a little bit, like, jump into conclusion. She's disagreed with you, like, just so many times up to this point. All right. I feel like we really, really dove, like, a lot into this call because how does this call. How does this call end? Are we. We got to the good part yet?
The ending is funny. It ends with her saying, oh, I think this can be an overnight success. And I'm like, it, you know, no. No matter what, in business, like, you're not gonna make 250k overnight. Because that was her goal. She want to get to 250k and revenue right now. She's like 10k or something. Yeah.
Okay.
And then I was like, it's not going to be an overnight success. Like, you're going to have to show up. You're going to have to put the work in. And she's like, you don't know that it could be an overnight success. I could make 250k.
No. So it's like the issue with that is like, you're. Then you're challenging her, like, her intent, her work ethic, whatever it is. Like, we're at that point, like, we're challenging her when, like, just so far that that is very unlikely to work. Highly, highly unlikely to work. So it's like the issue with that is, like, not going that way. It's like, yeah. And like, we definitely have had some people, like, move that quick. I just want to say it's not typical, right? So it's like, let's just shoot for something maybe a little bit more typical and then if we're able to hit that, fantastic. But help me understand, like, what would be something that would be a little bit more realistic, like, it definitely does happen. Okay. So it's like reaffirm, like, hey, this does happen. Okay, this does happen, but it's not typical. So I. I was like, I. I just want it to make sense. Only get typical results.
So you would reaffirm that people make 250k overnight from AI it's like, dude, I'm out there.
I'm sure there's one business out there who's done it. Right. I'm sure there's one business out there who's like, done that. Maybe. I don't know. But at least, like, because here's the thing. If she truly believes it, if she truly believes it and then you don't, then, like, there's no way that we're going to be able to get her across the line.
Yeah.
So instead of like, okay, this is a hill that I Need to die on. It's like, no, like it's possible.
Right.
But typically that's not the case. I'm not saying you're not going to be atypical, but this needs to make sense just with typical results. So what would you say it would be like more typical in terms of the results and things that we would look for. So that way she can't say, well, it's possible. It's like, yeah, it's possible, just not typical. And I'm sure she. That that's much easier for her to agree to. Yeah, you just, you need to make it easier for her to agree with you.
Yeah.
Especially if they're looking for stuff to disagree. Yeah. Because from here, like I think I just start getting pissed off and then I just be super, super direct with her. I go into a bit of solution awareness, like get nothing and then that's where it goes. 250k not gonna happen.
And call. Yeah.
So yeah.
Yeah.
Okay.
And then how do we actually build precision with our questions? Remember Matt Ryder saying precise, asking same question a lot of different ways till you cut through the bs. Yeah. You can actually practice this. Like if you have a process, a script, like how many times it. In a different way, but asking the same question. So that way again, if we're not getting, for whatever reason we're not getting through, we can still ask a question. Ask a question, ask a question. I'm really, really big on using their language. Okay. So I never use my language in a call. Very, very seldom while I use my language, I'm always just bouncing off of their language. So I'm adding their language, what they're actually saying into my question. So they can never disagree with me. Like the issue is if I give them too much, if I assert too much, if I put too much of what I think into the conversation, it makes it easy for them to disagree with you. Now some people, you can get away with that more. Okay. Some people you can lead a lot more. You can really insert a lot more and you'll get a lot more buy in. And you can, you can feel that when you're on the call with somebody. So sometimes I will leave more. But you have to deal with who you're talking to. That person in particular, she was not going to take any type of assumptions. So that was the big issue there. She wasn't going to take any type of assumptions. And then because of that, because we did assume a few times, it just, it allowed her to disagree.
Yeah. Okay.
And her to have the Moral high ground and a couple situations that's like, there's no need that she, that she, she, she. She should have had it, right? Like she was overly, like, defensive. Overly, like nitpicky. Right. Just ridiculous. But we, like, we allowed her to be that way because of how we showed up.
Yeah.
Okay, now that's not your typical call, I think we can admit. Because how she showed up the way that she did it allowed us to affect us. And then our energy just tanked, bro.
Yeah.
Okay.
Yeah.
So for everyone out there, you can get some smelling salts. That's what I do. Because it's almost 1am Vietnam time. I'll do some smelling salts before I hop on. Coaching calls, sales calls, anything like that really get you going, right? It's an old lifter's trick.
Dude. I did it a few times and got in my eye and I started crying before calls. I'll be like, I'll speed up and run out on call.
You can't. You can't do it, right? Like, hey, like one second and then I'm gonna be on the call. You gotta give yourself like 32nd. Other things you can do. And this is all about state management, just in general. State management. Really, really big believer in state management. If you have like something that you look at, like pre. Pre call checklist, something along these lines, or I would say, like tying your smell into a certain state. Your smell really has a great way it connects to a certain part of your brain that brings up state very easily. I'm sure we all noticed a feeling of like, we smell something from our past, our childhood, and it takes us right there. We get that same type of feeling. So things like smelling salts also like boom, boom sticks. I know Jordan Belfort talks about this a lot, right. When I read that book back in like 2014, like the way of the Wolf. But it really does help, right, in terms of like, getting us into the right state. Because I would say of all the calls that I view of yours, when we're in the right state, pretty much 95 plus percent of the time it closes, it's when we get thrown off. That's when it always goes sideways. Okay, so with that in mind, we'll take a look at another call that goes a lot better. Right? I haven't taken a look at all of it, but she did close, right? Yeah, or a deposit or something. I cut a lot of the stuff at the end out.
It's not as painful as the call we just watched, so.
So, yeah, so bet.
Okay.
Yeah.
So Let me actually go ahead, let me pull this up here and I'm gonna play it on the, the actual quicktime player. Oh the through stream yard. So that way I can speed it up a little bit. Right. Because I feel like I like the watch calls at least 1.5x speed. So that way we can get to more stuff. All right, so let's go ahead, let's dive into it. So still same type of conversation. They bought something lower ticket they then are booking in for basically like a coaching call to get more insight. That's where the upsell happens.
I have multiple screens. Can you see me now?
I can see.
Okay. Yeah, I have, I have, I have, I actually have four computer screens. So. Oh man.
What are you four computer screens over there for?
Oh, and you get a style just immediately you're much happier being on this conversation.
I know, I know.
Much happier being on the conversation. No. Make sure you don't have like YouTube or something up.
No, I don't stream yard.
Okay.
I don't, I don't, I don't hear any feedback.
Okay.
Okay.
Maybe somebody in the chat can tell us. I don't hear anything. But you could tell immediately you are in a. You have much better energy. And I would use, I would say this for everyone too. When you do record yourself, especially if you have it on zoom. Highly, highly, highly recommend you guys, you actually record your calls and watch your recordings where you have both people up at the entire time. Because like the issue is when it's single person view, it goes back and forth, back and forth. You don't actually even. You can't review what you actually look like when they're talking. And if you know like on that last call when it did pan over the few times when she was talking because it thought it he was talking, you can tell the way he was coming across in his facial expressions and damage that call. So it's just something to keep in mind. Okay. It's not going to be the end all be all like making sure we don't look like, you know, we're totally out of the call and don't want to be there. Okay. Like that's like a bare minimum but you at least want to pay attention. And then you can also pay attention to their body language as well. That's why I want them up the entire time. Because if you go back and you review your calls and you notice they started to get like resistance, typically they're going to show it in their body language first and then they're going to Start showing it in their speech. So you can pick up on that stuff, too. If you said something that maybe, like, just, you know, for whatever reason might have rubbed them the wrong way.
Yeah, well, I do. I do forex trading. I do trading. Okay, so you have different screens for different trades.
Google over there, huh? Okay, now we're definitely going diving. All right, just so they're on the same page, I have some notes here that he left, but I'd rather just hear from you personally.
Right.
Purpose of this call, really just me to get a better understanding of your situation ultimately. See if we can get you to where you want to go in terms of business. If I feel like we can.
Samaya, I'm at a meeting. Please stop yelling. Go upstairs or outside.
Just something little rather than like, hey, I got some stuff, but I want to hear from you personally. It's like, hey, like, things get lost in translation. So I can best help. I want to hear like, so rather than it being in my best interest, I always want to make it in their best interest. Now, I doubt she's going to have any problems with how you phrase that, but. But with the call that we just saw, like, somebody like that might. So it's like we just want to be precise on every single call, so it's never a problem. And the little things can add up.
Dog, I'm sorry.
Oh, man. Everything okay?
Yeah, I just have a granddaughter. She's playing with her puppy.
Okay. All good. No worries. Yeah. For whatever reason, if you don't like me, I don't like you. Whatever happens there, do my best to point you in the right direction.
Okay. Sounds good.
Yeah.
Okay.
So you're still in your scrubs, are you? Just one from work?
Yes. Yeah. Yeah, I'm still. Still my scrubs. I don't get out of my scrub until it's time to take a shower and go to bed. I understand what's going. So basically, I've been a nurse for 33 years, and they're changing some things at my hospital. I've been there for 22 years. So my position that I had with. I'm an IT nurse. So I trained nurses how to use devices, integrate integration. Well, my. My position has been liquidated, so it's been merged into the other team's positions because I had dropped down to prn. So what I was trying to.
Now immediately she starts going into the diatribe. You got to be careful of that, of not always allowing that, like, right off the bat, which is like, oh, like, I'm a Nurse immediately. I'll be like, oh, yeah, we could definitely go into exactly, like, what you're doing now. Really, like, where you're looking to go. But, like, help me understand, like, what was it about what you saw that like, I'm just going to take it right back to like, hey, what made you want to go and book the call? What even has you looking to start a business in the first place? Because I just want it on my cadence. I don't want it to be on her cadence. The reason being, like, as you know, if it's on my cadence, I can slow down, I can probe on certain things. I can get all the information I want. It's on her cadence. I'm hoping she tells me all the information I want.
Yeah, yeah, okay.
And then also I'm gonna have more authority because I'm leading the conversation.
To do was learn AI, find something, a niche that I can do while I'm home, AI wise and build it out. I have created some, some children's books based on childhood diseases. So what my goal was, and that's, that's just one of my niches that I've been working on. What my goal was. Yeah, so my goal was, is to eventually get my books out there, probably on Amazon, you know, ebooks on Amazon or something like that, and then build up from there. But I also have something going on in the back of my head as far as building out something for nurses at the hospital to help them with kind of organizing their. Their.
Okay, so what's her main problem with how she's coming across?
Super scattered. Super scattered.
Scattered, right. So it's like we need to very quickly start to narrow what we're talking about and just so everyone knows. And this is what I try to, like, teach and anybody that, like, I work with, one on one, is we need to be able to identify, like the type of person and generally speaking, what's going to be their problem? Because I understand the way somebody talks to you as a salesperson is the exact way they're going to talk to themselves. So if they're talking to you, just very scattered all over the place. Okay. Then that's typically how they're talking to themselves. So if they have all these things and they have all these solutions that they could go, it makes them actually making a decision very hard because there's so many options. So we need talk about, narrow what they think about. It makes the decision much easier. And that is why also why having longer calls, longer conversations typically will cause more think about objections oh, they said they are hearing feedback when you speak. Is it from me? It might be for me.
I don't know, but I don't know. I don't have anything else on myself twice.
Is that better?
Test, test. No, I still hear myself. No, I still hear myself.
Hopefully.
Test, test.
It should.
No, it's like. No, it's like. It sounds like. It sounds like an audio. I don't think it's your. Your headphones. Your headphones.
Okay. I don't really know how.
It wasn't like that. Wasn't like that for the last screen player. Ah, started.
Okay, do you have this?
Do you have this?
Yeah, yeah, No, I think. What's happening. One sec. Let me see if I can. If I can find a workaround. Because what's happening is I'm sharing my screen to go ahead and share it, and because you're coming in on my screen, it's echoing.
Yeah, yeah, it's gone now. So.
So let me actually see if there's another way that I can play this.
Right.
Cause and it might just be in the future, generally speaking, that I just might have to, like, upload them to, like, unlisted YouTube or something. So that way, that might be the easiest one because I want to do it where I can do, like, 1.5x.
Speed and four computer screens. So.
But it might have to be this test where we can't speed it up to too much.
Yeah, yeah, that's fine.
Okay, it's good now.
Yep.
I'll do better next time, guys. I apologize.
All right. Oh, so they don't bottleneck and run AI wise. Okay, let's an IT nurse. So I train nurses how to use devices, integrate integration. Well, my position has been liquidated, so it's been merged into the other team's positions because I had dropped down to prn. So what I was trying to do was learn AI, find something, a niche that I can do while I'm home AI wise, and build it out. I have created some. Some children's books based on childhood diseases. So what my goal was, and that's. That's just one of my niches that I've been working on. What my goal was. Yeah, so my goal was, is to eventually get my books out there, probably on Amazon, you know, ebooks on Amazon or something like that, and then build up from there. But I also have something going on in the back of my head as far as building out something for nurses at the hospital to help them with kind of organizing their. Their. Their work. Don't Bottleneck.
And so it's like right here I want to then start moving off of the specificity. And then because it's like, it's very clear from the way that she's talking, this is a pure business.
Yeah.
Right. So she just wants out. She wants. She wants something different. So just so you guys understand the difference between an improvement call and a biz op call, a biz op is just a new opportunity. So the mechanism matters a lot less for an improvement offer. They're already doing something. So the mechanism matters so much more. There needs to be doubt in what they're doing and it needs to be their fault. That's why you need to get much more specific in an improvement offer than you need to be on their situation in a biz op offer. You just need to know that they don't like it and they want something different. And then you basically you show them.
Like how to get there run into nurse fatigue and burnout.
Okay. So saying. So that second one you mentioned, a product for nurses more. Is that more going to be also an ebook or like an E course or. What's your thoughts?
Either. My, my thought was courses. Courses that, that they can put into their learning modules that they have at.
At work.
Like Net. We have Net learning where we can go in and click on stuff and then, you know, it gives you a. Either something to follow. So yes, that's. That is as far as I've gotten with that an idea. Plugging it into my chat.
G. Yeah. And we can definitely like again, I just need to move off this. Yeah, we could definitely like iron that. Iron that out in terms of the offers. Help me understand what even has you looking to start your own business to begin with. And it's right as quick as possible and ideas.
So. But I've already created.
But even though you don't really know what she's talking about too much, you at least are like. You look like you're paying attention.
Yeah.
That's half the battle right now. Right.
Read the books. I just haven't done anything with the book.
Getting it out there.
Right.
Yes.
So then just. We're on the same page. Did you get a chance to go through those videos that Theodore shot over, by the way?
I couldn't find those videos.
Oh man.
I had. Well, I had them at one time this time.
Huh.
I had him at one time and my phone, my. My iPhone purges stuff, so. But he said did he send it to my email or to my phone?
It should be to your email and phone. But no worries at this point.
Right.
We're here on.
Oh, okay.
All right. Just so that we're on the same page, how. What is the ultimate outcome that you're looking to achieve for yourself personally by starting something more online?
Residual, residual income coming in. If I'm not out there nursing, residual income coming in. My goal right now is.
Speaking. I would always. You could do this full time. Would you want to do this full time? Because most of the time they're gonna say, oh, side income. Something like residual. Just because they don't know what's possible.
We should do that.
They want to give you a safe answer.
We should do that before or after the ultimate outcome question.
I think either one's fine. Generally speaking, I would. I would do it before.
Okay.
And so because, like, you already. You already know, like, she wants to start a business and she hasn't yet. You already know that.
Right.
Just from what she's told you, it's like, okay, and in terms of the business, is this something that, like, if you could do this full time, like, and it be safe in terms of, like, the income, is this something you would want to do full time? Oh, yeah, I would. But why would you want to do it full time? What would. What would have you look into transition if you could? Oh, I'd want to transition because of this. This. And that's like, okay, cool, now you actually have it.
Yeah.
Rather than like, okay, side income, why would you be looking for side income? It's just a less of an actual, like, real conversation.
A little bit less leverage. Yeah.
Yeah. Is this where you would jump into inside income? Honey, can be different things to different people. What does that mean to you and how much would you want to make versus now? I would say you could go down that line. The issue is with, like, attaching on decide income is that it's not a real answer. It's a safe answer that she's just willing to say out loud. Because correct me if I'm wrong, Nathan, if she could do this full time, what she do is full time.
Of course, bro.
Right. So if she's telling you it's like, hey, the ultimate goal is I want to be able to have some side income and do this part time, that's not the real goal. Okay. It's just more of the safe goal that she's saying out loud. So that's the issue. If we take that goal and we just start really chunking down on it, you would still, like, do fine doing it that way. But just understand you're not on the real goal. Like, that's the problem there.
5K a month and then build up from there eventually. Because learning AI and doing, using AI, I mean, it's, it's, it's gonna grow. It's gonna, it's gonna bloom out. Me learning AI and doing AI and integrating what I see. Right. It's, it's gonna, it's definitely gonna grow 100.
And if you could go full time into something more digital.
Yes.
Is that something you actually want to do?
Yeah. Yes.
And as far as the income to do that, is it just 5k per.
Month or no line, six months down the line, I'm looking at maybe 40, 50k. Because it, it's. Yes. And it is, it's achievable. You just got to put the work in. Right?
No, exactly.
So. Right. My problem is.
So you see, if we would have just went ahead and like, started talking about side income when she wants to make 50k per month, we're not having a conversation that's real. Okay. So that's why we just want to jump in too early.
Okay.
Like, why would, why more money? Yeah, you could ask something like that.
Okay. Is. Is that I don't have, I don't have the income coming in like I used to. To put out into stuff to help me grow. That's, that's one of my problems. Yes. Yeah.
Talk about that. Yeah, yeah. Believe it or not, right. Most people are in your similar situation. Right. As far as how long that's been the ultimate outcome to be able to do something more online, full time, but also have that residual income. How long has that been? The vision?
It's probably only been less than a year. It's probably because I, I just.
So I would probably ask that a little bit more broad. Okay, Just like ask her, why would you want to do your own thing? Right. Get her to expand out more. Why make more money, all that stuff. And then from there, like, okay, like, you making more money, you doing your own thing. How long has that been the goal? You see how, like, the way you asked it, like, hey, you doing this online thing where you have, like, more active but also more residual. That's a very specific question.
Make it more broad, take a longer time frame.
Yeah, Right. So you have more level. The issue is you're just too specific in that question. You always want to get time frame, right? So good job on getting timeframe. But the problem is you're just too specific with how long you want to be more broad. Because the more broad you are when you ask, hey, how long have we been looking to do this? More leverage, Longer time frame, more leverage.
I've just recently gotten into AI let's see, I've been at the hospital since, oh, I went part time and 2024, I went part time, then the PRN because I was doing some other things. And then when I tried to go back full time, my position had been liquidated, so.
Ah, okay. So then besides that and besides AI, what else has shifted for you more recently? Right? Because you've been a nurse for the last 33 years, but then you wanted this goal that had that vision for the last year. So what's shifted for you? What's like.
Okay, what shifted was these younger kids coming into the hospital because I'm in it, right? So you know, with I T, with computers and everything.
Right.
I've done. I do a lot of build, but the, these younger ones coming in seem to have the more knowledge base than this old one right here. So when AI starts, you know. Yeah, AI starts coming out. I don't want to be left behind. Right. So I want to learn AI and be able to be able to integrate AI into what I already know as a nurse, my 33 years of nursing. Yeah. To help bloom.
Okay, no, that makes sense. And Sonia. I'm saying your name right, by the way.
Yeah, well, I, I just say Sonia, but you know, some, some people carry that J Long or whatever.
Okay, Sonia. And now what.
What.
What else difference would that make?
Okay, do you see how we asked that question? Did she actually answer the question you wanted her to ask?
No, she was just saying like, ah, I see kids making money, so I.
Want to get left behind.
She didn't answer about her personally.
Well, she, she answered the question. She does it. And the new people coming in doing it are more tech than her. So she wants to learn more tech to really do better at her job. That's the answer she gave you. If you want to talk to her about why she wants to go full time in her own business. That actually doesn't help you at all.
Yeah, right.
Like now we're, we're just. We're not on like the right problem. So you asked the right question. Okay. We just were not on the right problem at that point. So like something I can share, I think. Okay, so something I can share. Let me see. Maybe. Okay, remove. Add the stage. So this is like the structure, right? Basically ask like, hey, why is it so important for you to do this now? Or what shifted more recently? She just didn't answer It. So because you didn't get a real problem out of here, then it's going to be hard for you to dig on what her problem is. Because the problem that she gave you is like, I just want to be better at my job, but ultimately I want to leave my job, which makes no sense. Right. So it's like that's what we need to get to. So we got the problem or we got. We just didn't get the actual.
You're lagging hard.
Oh, my Good.
Yeah, you're good now.
Okay.
Yeah. I'm Internet. Like, I'm trying to. Maybe I shouldn't be doing that.
Yeah, right.
But hopefully that makes sense.
Yeah. Okay.
Was I able to share my screen about the structure and stuff?
Yeah, we saw it. Okay, cool.
Just making sure.
What other difference would that make? Being able to make 40k per month, next six months.
Oh, well, my life would be totally different. I mean. I mean. Oh, yeah, I would, I would have. The big difference would be I would have more time freedom to me, only because I had more time. Why that? Because if. When you get. When you find something that you really enjoy doing and you feel like you can.
Okay, so just first and foremost, I probably wouldn't latch on to time freedom. Like right off the bat, I just want to see if anything else she might say because she. It sounded like she was about to give you a list and then from there you can choose from the list of what's most juicy. So it's like you're getting it out of her. Like, hey, what are you really looking for? Or like, how would it be different where it seems like right now we're having a hard time getting to her problem because, like, we didn't really identify. She didn't answer the question that we asked. So now we're asking kind of like a future pace question. Like, hey, what difference would this make for you? Like, what would it give you?
Yeah.
Then take a negative, which is totally fine. Right. Just for everyone. If somebody tells you that they want something or they'll get something once they solve their problem, that's what they currently don't have at the moment. And what they focus on will tell you a lot about like, what's missing currently. Right. So she wants more time, which means she doesn't have her time right now. She's a nurse. It probably makes a lot of sense, but I would just let her speak a little bit longer to see if there's anything else. So that way I just don't take the very first thing that she says, and then just dive down into it. But you still did get a problem, which is fine.
Do it at home on your time. You don't have to be in that. Doing that task for eight hours to get it completed. Two hours a day. You can get your stuff done. If you just get it and get it done. I can purchase the house I've been trying to get. I got cussy and my grandkids so I can actually spend more time with them, do more things with them, not feel like I'm penny pitching to try to make sure that they're taken care of. Like they need to be taken care of. I'd be debt free because I would. I would pay off everything. I would take care of everything. Right.
But I can see the gap. How much debt are you in right now?
Oh, gosh. Well, Uncle Sam. I owe Uncle Sam 20k.
Those student loans for medicine, medical school.
Those are actually something that.
My Uncle Sam is the government, by the way, if you didn't know. Guys, he's Canadian, so I'm Canadian.
Right.
So he's in North North Dakota, so they don't. They don't understand when an American says Uncle Sam, Uncle Sam is the government. He's the government. Just so you know. So she owes taxes.
I. There. That's something. I always paid my. I always paid for school aheadhand. That was something that my tax person did that he didn't tell me he was doing. And then they did an audit on me. And then six years later, this audit turned into. Well, yeah. Oh, yeah. You didn't show proof of this, so that that audit turned into 20k.
How many hours are you working right now as a nurse?
As a nurse? I am working probably six hours a day as a nurse because I'm not. I'm not full time, so I don't get no benefits. So then I have a little side gig.
Okay, so it's like right now, what do you feel like is her biggest pain point? Like, where should we take this conversation? We just kind of found out that time wasn't really the thing. Time is a thing, but it's not the thing.
It's the money, bro.
It's penny pitching and like grandkids.
Yeah.
Okay, so it's like, that's why this.
Call around a little bit long because I just wanted the time and problem awareness and I had to dig it out later and like solution awareness. Yeah. Struggling.
But it's like she said, like, oh, I feel. Oh, what do you mean? Penny pinching. And you also mentioned, like, Take care of your grandkids the way that you want. Like, what do you mean by that? Are you not able to do that now? How so? Okay.
Yeah.
Right.
And is this what you could use to tap into identity? Family is important. Supporting them. Then go into, why is it important? Paying them, not supporting them? Grandkids. Absolutely. Right. So it's like, I guess, like, really being there for your grandkids. Like, where do you feel like that drive comes from? Or why is that so important to you? And you feeling like, not really. You're not really able to give them what they deserve. I don't want to assume because I'm in my ears, but how does that feel? She's crushed. Right? You still are getting, like, decent problems, but not the. The one that we really need to pinpoint.
Cleaning. I do some residential, I mean, commercial cleaning to supplement that income coming from the hospital.
Okay. What would you be spending your time on once you have that time? Freedom. Like, what is the time?
Well, actually, she just told you she does some cleaning on the side, so you could say, okay, how many hours a week do you do there? Okay, so how many hours a week do you do total? You could probably get a total if you really wanted to make sure you tied off time.
Okay. Yeah, right.
Because she just told you, like, hey, I'm working two jobs. Oh, right. So but why would she feel the need to work two jobs?
She ain't got the money.
Money, Right. That's what it comes down to.
Take away from what would I be spending my time building? Finding more things to either teach folks about AI or build.
So right there, she gave you a answer.
Yeah, just a bumper stick around. So you.
You immediately understand, like, time's not the thing.
Right.
What would you do if you had more time? I'd do a bunch of frivolous. So it's like there's nothing calling out to her right now that she needs more time. She needs more money. Right. So it's like we're just focusing on time, time, time. I would say nine times out of 10, if they give you a list, which she did, she's like, time, money, debt, which I would tie that into money. Purchase a house. I'd also tie that into money. I just go the money route. It's much more tangible, and typically, it's much more of the problem. You will get some people that's like, it's genuinely time, but those are fewer and far between.
Yeah.
Okay.
1.5X. Because I think we stay in time for a little bit.
Okay.
We could skip forward a little bit. Unfortunately, I can't do 1.5x speed.
I can and everything and come home and look at my chart as far as my trading. Put some, some tasks in for my charts, my trading, my other tasks that I have as I'm trying to my investments.
Does that take any toll on you mentally or personally?
Oh, yeah. Yeah. You can get burned out and get tired. Yeah. I'm 59 years old and I'm gonna be 60 next next year. And I should be slowing down and being. Preparing my body for retirement, but I can't do that right now. I don't have that. I don't have that final financial security to slow down financial. To be able to. Right. Relax. Right. No, I don't have it. Yeah.
So is there. I don't want to assume you're just out there. Right. Wouldn't it bunch your financial security 24. 7 or feeling that burnout 24 7. So are there specific moments where you feel that more than others, what's really going on?
Yeah, when I feel that more than others is when. When I got it. When I'm tired and I've gotten the grandkids situated and fed them and everything.
Before I would ask that question, I would always ask like, what do you mean by that?
Right.
Rather than what do you mean you don't have the financial security right now? Just like generally speaking, that's always the now we got to what the real problem is. Okay, Fantastic. High fives all around. It does take us a little bit to get there, which is fine. Sometimes it's just going to take us a little bit to get there. Hopefully I don't start spazzing out as soon as I start sharing this again. But as soon as we get a problem, right. This is typically the problem question I'll ask in a biz op what's coming up for you right now in your job? I guess it just makes you feel like it's not quite enough or why is it so important for you to start your own business now though, one of those two questions or a variation of one of those questions. You asked a variation of one of those questions. Then once we get the real problem, it's what do you mean by that?
Okay.
And then you ask, hey, are there specific times it shows up more which Solid, solid question. Okay. That those type of questions are optional. Then like, hey, how long have we been in this problem?
Okay.
Us not making the amount of money that we truly wanted to make. Like, what does that prevent us from doing that we'd like to do. What type of impact is that having on you? Like the people around you, your grandkids, whatever it is. Like, for her, I would try to lean towards grandkids. And then how does that make you feel? Personal impact question or all the different ways you can ask a personal impact question. Okay, so just, just normally, like, anytime I get a problem, just. What do you mean by that? Yeah, Real, real easy. And they'll just start to expand on their problem, which I really would want them to.
Yeah.
Okay.
I actually crash and I got to get up and go out the door to go clean. That's what I'm thinking. Oh, my God. Probably at least three times a week. Oh, yeah, at least three times. It's like, oh, man, I gotta find something better. This, I can't keep doing this. It's killing me. And then it started affecting my health. I ended up with. Well, I finally figured out these stones. So Indiana. My back was hurting, and then I started having issues. Then they found that I had kidney stones. So then. Yeah, so I can't.
Do you mind if I be a bit direct with you? But I asked, you think you could hold up for another 10?
No. Hold off. What?
Hold up with the same routine.
Oh, no, everything is. Oh, no, no. I, I, I probably couldn't make it another five years, honestly.
Oh, my.
I mean, because I'll be, I, I'd be 65. I probably end up, end up having a stroke and they end up taking care of me. They end up taking care of me because, you know, if you, if you, if you don't let your body relax and rest.
Because I want, it's gonna, it's in the time and place.
Yeah. Well, it's like right now, our demeanor really hasn't changed too much. Okay. So when we are talking about this, she's like, oh, like five years. I might have a, like a stroke or something like that. It's like, oh, is, is that a reality you want to live in? Okay, right. Like, my facial expression is gonna call her to focus and feel the emotions I want her to feel. The issue is, like, we've kind of had the same facial expression. It's a shift in our face that causes it.
Okay. Gonna shut down on you. Right. So it, by me being a nurse, I know that it's going to. And I'm already seeing signs of my memory is, is going downhill because I have time. I can't remember what I'm doing or what, what I was doing. Because you got so much going in.
Exactly right And Sonia and you.
Yeah, so.
And just so I can see the rationale, I guess, what's the main reason you're looking for help when it comes to making more of an online presence?
And it seemed like we bailed from getting too deep and they just moved.
On, as opposed to just doubling down on the trading and investments.
Because trading. Trading is. Is a mindset thing, right? It's a. It's a mindset thing. So your mind's got to be. Right, Right, right. So if I got all this stuff in my head about AI doing these books, my mind is not set for trading. Maybe I can put one right.
Okay, again, what is she saying? Like, I'm scattered. I can't trade. But that doesn't really answer the question that you're trying to get at. Well, why don't you just not do anything and just do trading? Which. So, like, that's what we need to get to. That's the question. So it's like we need to start leading a little bit more and starting to narrow what she talks about. And anytime that she takes it off, then I'm just going to narrow it again. So you asked. Good question. Hey, why do this rather than just do trading? Well, with trading, I just need to focus on trading. Well, why don't you just focus on trading? Why are we looking to do anything else? Oh, because of this. Okay, got it. Move on.
Yeah.
And even though some. Even though folks say trading these things, I've been trading for five years. Even though they say trading is easy, trading is not really easy if your mind is not right. Oh, yeah. Oh, yeah. Especially with this market and with what's been going on with our economy. She's obese. You think? I mean, if you look at the charts, it looks like we're on our way up, and then all of a sudden, President says something and it just. It just takes.
It just tanks.
And then you. So you don't. Lost. Yeah, yeah.
Bitcoin's in the toilet, bro.
Oh, right. This transition has been in your mind to be able to go flee, because.
It seems like, you know, you're not getting the answers that you want and you're just pushing her through, which again, I would say if you don't know where to go, it's best to just push her through. Just push her through.
That was a sufficient enough answer, though, to where it wouldn't come up at the end of, like.
Yeah, I feel like if, like, you did get it, like, okay, so it goes up and down. So you don't want to just focus on trading because you don't feel like you can make money from it. It's like I kind of feel like she did give it to you, but not really. She's just saying like, hey, I just can't focus on trading because I'm focusing on starting these other businesses. But why would we be looking to start another business rather than just do trading? Because. And then she just basically, well, trading's hard and it can go up and down. So you really have to know your. Well, it's like that just ties into her not being focused. Right. If she was focused, she would know her shit. So maybe like, maybe if you dug into it a little bit more, it could be, hey, I would need to do this full time, but I can't do this full time because I'm working jobs. That's a fair enough answer I would say. But like what she gave you, if you really listen to it, I wouldn't say it's efficient. Is it going to be the end of the world and will it come up later? Probably not, but it's just like did we actually cross that off? I don't think so.
Okay, again, exit your job but also have the financial stability that security that you mentioned. What have you been up to when it comes to more one to one mentorship to actually accomplish that for yourself?
I have. It's funny because I've looked, I've looked into.
Right.
Mentoring. Right. So. And these mentors got so much. I mean they say that they can help you out, but when you look at what you, what you restart reading and looking at and, and the, the number of folks that they got in there, how are you really going to help me understand what I need to do and be my mentor? And you've got 30,000 folks following you, so I know it's got to be a money thing if you're, you're offering this for free. But when you, when it comes to mentoring, you want me to pay you 4 or 5k just to get into a program, but are you truly mentoring that program or is there somebody mentoring it? Right, so I'm learning from you, but. Okay. Are you going to be the one that's truly mentoring me? Of course, that's my thing.
So have you done any one to one mentorships in the last year?
I have a one on one mentor with, with trading, but not with AI. Well, I've been in groups that he says you can do one on ones.
With him, but yeah, because ultimately trading is something that again, you're not Looking to do fully long term.
Right.
So then let's just stick more on the actual AI component, but not even just to be able to, again, transition out of your job. Have you done any more one to one mentorships at that or.
I have not. I have not. I have not. Not done any. I've been trying. What I've been doing and, you know, is looking at these different things that are being offering, offered online and then trying them, okay. Seeing if I can catch on to what they're saying and put it into action. But you can, okay, you can view stuff that they're putting out there, but to put it into action is something totally different because I've been fighting with Canva for the longest and I cannot get my books created in Canva. Right.
Okay. And when you reflect back on the last year, but again, this has been in your mind, what do you feel like internally? Nothing external. Nothing like time, money, finding the right mentor and nothing like that because that's all external. What do you feel like internally from reaching out for help to be able to achieve it faster?
Internally, time.
But again, that's external.
Right?
Because you look at it, you meet Elon Musk. We all have 24 hours in a day.
Okay.
It's just what you prioritize with. The 24 hours allows Elon Musk to be a billionaire with three different companies. People who struggle to find the time to go to the gym. Do you know what I mean?
Internally, I would, I, you know.
Yeah.
And I guess I have to say it's been. And internally it's been. Can I financially afford it? I don't know if that's the external thing, but. But that's always it.
Look at it.
That's always in your head though.
Yeah, no, I can.
Can I get a good. Can I find a good mentor? Can I physically be able to pay a good. Let me get to where I need to. So it's, you know, it may be external, but in your mind you're thinking, I, you can't, you can't do that right now. You got too much going on right now. You can't find.
Do you feel like you've had any fears of spending like an absurd amount of money?
Oh, I've spent absurd amount of money, believe me. So that fear's not there. The fear is.
It sounds more like self doubt than anything. If we're gonna direct it any particular way, it's just self doubt, right. She's like, oh, I got to spend it. Can I find the right person? Well, like she's saying things along those lines, which is just like, hey, can I actually identify and do this? That's what it sounds like. If we're going to start to push her in any particular way is not.
Having the money to spend. That's the fear. Because I've spent $10,000 on a trading program.
Oh, man.
Okay.
And if I can be really direct with you, but I said the money that you have or don't have in your bank account, again, that, like, that's external.
Right.
Like, we can all find money here, we can find money there. But when you look more internally, do you feel like you've had any skepticisms that's held you back from taking action last year or complacency?
I would say that's not a bad way to go about it. The issue is, is we don't actually get any buy in that. We should disregard this. So that's why it can continue to come up and come up and we have to continue to put it to the side. Continue to put it to the side versus, like, using, like the Tony Robbins reframe that I have.
Yeah.
You know, that could show everybody like the Tony Robbins reframed. Because if somebody tells you, like, hey, money's like, preventing me from doing something in the past, understand it is an excuse. It is external. It's. It's not the money. It's how they view the money. They're not willing to get resourceful. That is the problem. So we take a look here. I would just more use, like, because like, the, the thing is with like, reframes or analogies or using quotes, it just makes you. It makes people more likely to agree with the overarching points that you're saying rather than you just telling them that they don't, like, stop thinking that way. Right. Basically. Right. Which sometimes you can and you'll get good buy in on that. But is it going to be the most persuasive and work on the most amount of people? I don't. I generally use like the Tony Robbins reframe. It's like, you know who Tony Robbins is. You know, billionaire, life coach, help presidents, all types of people. My favorite quote by Tony Robbins is your biggest superpower as a human being is your ability to be res. Just most people are resourceful and how they can't be resourceful. You know what I mean? I've never had anybody ever disagree with me.
Yeah, yeah, yeah, yeah.
They're like, no, that's not the case. They're like, oh, yeah, right. Because it's it's more of. It's more of a truism than anything else. And then I feed them that truism. They agree with the truism. It's very hard to disagree with. Also, that's why I use analogies and metaphors. They agree with the analogy, they agree with the metaphor. Therefore, they're more likely to agree with the overarching point. Okay. So. And if they agree with the overarching point, more likely you're going to be able to close. That's good. That's what it's going to come down to.
Any of that has held you back. So think about it for a moment.
Right.
Like I don't want you to say anything just to fit the conversation.
Good. Have I had any Here, One sec. Let's see if this actually works better to share. Screen.
Live tech update.
Live tech update. Maybe this is why I like spazzed out for a second.
Okay, cool.
Let's do this. Let's do this. Okay. Now this is on YouTube. Okay. It's a private.
Yeah.
But hopefully can. Do you hear yourself twice now.
Test. No, no, we're good.
Let's.
Yeah.
Like this video. All right, cool. Okay. Now we can run it at 1.5x speed. Let's go, guys.
Oh, yeah.
Oh, God. Okay, cool.
See anything? Just to fit the conversation.
Have I had any expectancies?
Complacency?
Complacency?
Fear? Skepticism.
Well, not making it a priority because I've always put others before myself. I always have. Okay. So even though I may be saying, but then, hey, something comes up and the grandkids need that. So I put myself on the back burner and take care of them. Or my husband might need something. His brother just died and he needs my time. So I've got four kids.
This is the belief to address husband.
And especially with how scattered she is, you can see.
Yeah.
Does. Which ultimately prioritizes your family more. You being able to get to a point where you can leave your nursing job and then make 40k per month and be able to give them the attention, the freedom and the financial security that they need, be able to provide better for them. Or are you staying in the same path you're on right now, the same cycle to where you're completely packed out?
That's not. That's. That. That's. Yeah.
That's prioritizes your family.
Prioritizing my family would find me finding that. That one thing that gets me over the hump to be able to spend more time with them, to be able to Be more financially free, not stand. Huh? Say what?
Like, why do you agree with what I just said?
Because I already know that. Because you can't. You can't do the same thing and over and over again, that's not working.
And expect a different outcome because solid, solid fucking job.
Okay.
If nobody caught it, again, he addressed the main belief because she. What her belief was is I can't do this because I constantly have to help others. But that is not really what's going to help others because she wants to do this for her family. She wants to do this to give back. Okay, so this is where the disconnect is, right? This is. Right now, I would say, like, we can get there quicker, but it's good we actually got. You can use an analogy like, hey, like on an airplane, right? They ask you to put the oxygen mask on yourself before you help others. Why do you feel like they tell you to do that same thing here? What? Like, how would we truly be able to help others? More like us having this and then being able to help them or us constantly putting ourselves on the back burner. Oh, right. She bought into it. Fantastic. And then if you caught it, he got her to then defend it. So it's not good enough that we just get her to say, yeah, that's true, or I agree, or whatever it is. It's. Why do you agree? Why is that true? Then now she starts to take on the belief and then we can really hammer it home.
Okay?
Solid fucking job.
Because you do the same thing. Yes. Doing the same thing, expecting a different outcome over and over again. It's insane. I've been nursing for 33 years, so it's like, I mean, at some point. At some point, yes, My nursing has helped me through the, through these years. Right? Nursing. But nursing is not. Nursing is nothing like it used to be.
Got you here, but it's not gonna get you there.
Correct.
In order to make. To get different outcomes, you need to make different decisions.
Yes, exactly. Right.
You also agree that making different decisions is gonna be uncomfortable because you're not.
Used to it, correct? Oh, yeah. You gotta get out of that comfort zone. Get out of that comfort zone. And I'm. I'm not gonna. I'm not gonna become a billionaire being a nurse. I'm gonna become a millionaire. Investing in something that I know that's going to work, that's going to keep me growing and continue investing.
Yeah. And are you willing to get out of your comfort zone? Right. Because that's the real question.
Yes.
You're Saying not to fit the conversation.
No, I'm, I'm, I'm out of my comfort zone. I'm out of. Because I, I mean, even though I'm in it, I'm, I'm not computer. Computer manageable or literally however you say it.
Like, so it's like right now I wouldn't want to give it to her. Okay. I'm out of my comfort. But she's still working her job.
Yeah.
Well, hey, there's a difference between like being out of your comfort zone, like in your job versus like you being a business owner. Right. Like, those are two different comfort zones. You get what I mean? So are you willing to actually get out of your comfort zone on that front? Becoming a business owner so you can actually take care of your family, what you're wanting?
Yeah, something.
Right. So it's like I need to make the distinction.
Yeah, yeah.
Like I'm not gonna be an id.
Yeah.
I'm uncomfortable.
The reason I bring this up is because like so far you've been operating from like a 1.0 version of yourself. Okay.
I would say you, we can at least get like, hey, what does this cost us? And we can tie that stuff off to really drill at home.
Yeah.
It's not the end of the world if you don't. But if we really wanted to hammer it home, but you're, we're getting a lot of buy in from her. So it's like, it's not absolutely needed, but it's always going to be best.
I think I'll tie it off a bit later with that mindset of not prioritizing it.
Right.
When you look at that 2.0 version of Sonia, who is making money financially secure, financially free, but also you have your time back. Does that version of Sonia allow that mindset, that voice in the back of their head, that uncomfortableness to hold them back, or do they push through it and take massive action regardless?
You, you, of course there's always going to be that little to hold back because you don't want, you don't want to lose out. Right. But if you don't, if you don't push through it, nothing's going to change. You got to push through it to better myself, to, to better things in my whole situation, living paycheck to paycheck.
And again, if you guys, if you didn't pick up on it, I know it's like I'm doing a little bit quicker now because like, this also helps me pay attention, hopefully. Right. You guys could pay attention as well. You're as ADHD as me. But if you notice what he did really well there because I want to point out what we need to improve, but I'm also going to point out what we really did. Well, she immediately when he started talking about what needed to happen, she externalized. She talked more. In generalities, you need to do this and then anytime you hear somebody talk in second person, you need to ask them a direct question. But what about you personally? Because we don't want people talking like in generalities. Because what it does, it disassociates them from their problem, which is some from like how they've actually shown up and who they need to be. You need to ask them direct questions. So when you notice that disassociation, you want to ask more direct questions. Did a good job of actually getting her to really own it. So nice job on this, bro.
The paycheck, leaving bill to bill and not getting anywhere.
How it is right now?
Oh yeah. Oh yes, it is, it is. It definitely is. No matter what I tend to invest or does it affect me?
Does that affect you in the sense that on a month to month basis on a what paycheck to paycheck on a what basis does that have any effect on you personally living check to check on a month one basis? Because some people are fine with it.
Oh yeah, it does. Because I can't do what I can see that needs to be done. Because I'm looking at what, what builds.
And see this is just like us not getting the real problem and problem. So now we have to get it here.
Yeah.
All that matters is that we fucking got it right. So it's like that's all that matters. So high fives. You finally are getting there. We just need to make sure we don't get lost because the problem is like just going right into it here. The problem could be. Or a lot of people can fall into this trap. Then we get lost and we didn't fully tie off the lo. Right. Because then we're digging into the problem. Very easy, easy thing that can happen. But as long as you know where you're at, like totally fine. There's no rule that's saying like, hey, if I hear this problem in this part of my process, I just can't talk about this problem. No. Talk about the problem.
Bills need to be taken care of versus well, we've got this, we've got this free time and we can, we can go, we can go on this trip and, and Right. Yeah, it definitely, definitely affects you.
I mean Every life, not being able to. Not.
Is it affecting other areas emotionally, physically, financially.
Takes the biggest toll of emotionally, physically, financially. Which one would you say?
Probably emotions. Because women are emotional creatures. Right. So they, like, they can hide it. Right. So even though I'm struggling, I know I'm struggling and I know I need to. Can do better.
Yeah, Right.
I can hide it. Well, you. You can look at me and you don't know that I'm struggling. Right, Right.
You want to keep hiding it.
Oh, struggling emotionally. In what way, though? Why don't.
Clarity.
Right. No, I can't keep hiding it because. Because it's eating me up on the inside. So it's eating me up on the inside out. Right. So the outside may look good, but the inside's been all torn up.
And ultimately, when you look at the decisions that you've made, your entire life has gotten to the position that you're in today, where you are living paycheck to paycheck and you are struggling. Is that a mindset that you're willing to let go of, of that 1.0 version of yourself?
Yeah, and it's something I need to let go of is. Is just because I'm 59 don't mean I know a whole lot.
Yeah.
Right. Because I can run into somebody who. Who knows a whole lot more than I do. Be younger than me, but I have to be willing to grasp and listen to what that person's saying because they may know more than me, Especially when it comes to AI. Especially when it comes to AI. Right.
Why now do you feel like you're ready to build that 1.0 version of yourself and actually adopt a different mindset? Like, was there specific moments more recently?
Why now? Yeah, it's been there for a while, but I think it's because I can see AI really changing. I mean, if you get on board now, because AI is truly really not out there yet. Yeah, it's just. We're just hitting the surface of it, but if I can get. If I can get into it and get rooted and grounded in it, I can see me going way higher than if I just sit around and wait for it to come to me and.
Sonia in that scenario to where you.
Have to push out, you need to. That. That is still a little external.
That's a cop out answer.
Yeah. So it's like, okay, but like, for you personally, right, because there's always going to be things that are going on in technology and, and the economy. For you personally, like, why is it something you're really Looking to take more seriously now. Right. So just really hunker down. Good question. You're getting a lot better at, like, not telegraphing the question as much. Right. Seemed like you actually thought about that question. You got a good, you know, she's coming along with you, but she just gave a little bit too much of a bumper sticker answer. So I need to drill down into it, get a personally, like, hey, well, what about you?
Personally, Right, Yeah. Okay.
And then is this where you can bring in the mirror shift in tone, facial expressions concerned, rephrase current compared to ideal show gap, or would you wait to get cost more pain than leverage. Trying to, like, piece all that together in my head. Um, so it's like, yeah, like, mirror mirroring back to her. Like, oh, like, what do you mean by that? How's that showing up for you? All those things. Super, super key. I would say he could have gotten like, like, hey, like, how long has this been the case where we haven't really been prioritizing ourselves? And over those past 10 years, us not doing that, like, what do you feel like that's actually cost us? We could have gotten a number out of her. So there's different ways that we can do it. To really dig down deep into it. I would say what he did really well is he did get to the actual belief. So fantastic on that one. And then we're starting to get to the actual pain. So I would say on this call, the thing that needs to be tightened up is getting there quicker. But we did get there, right? And that's all that matters at the end of the day. Wrong. As we get there, I don't care if your calls, because I cut off a little bit of this call. If this call is an hour, 30 minutes, as long as it closes, that's great. And then we can go back and we can see, like, how we can refine and get there quicker. So that way, like, all of our calls are like 45 minutes, you know, 30 minutes.
Okay?
Push out of that 1.0 version of yourself. Let go of that mindset, right? Ultimately make different decisions. It's like a voice in the back of your head, like you mentioned, like, it's always going to be there. It'll be there by the end of this call and be there for the rest of your life. When it does come up, it's time for you to push through. Like, what do you have to say to it to make sure you remain a 2.0 version of yourself?
I would have to say to it, this is My time. Okay. The old me is fine and dandy. She's over there. She's good. But this is the new me, right? This is a new version. This is the new 2.0.
No, exactly right. Something else the max tells me a lot is money's just a vehicle. It's like, where's it taking us? And the students who always do the.
Best, generally speaking, I'm always going to tie this off with consequence.
Yeah.
Okay. So like in, you're doing a good job, you're getting the buy in where we created the separation 1.0 versus 2.0 version of herself. Like all that really solid, got to the real, real limiting best. It could have added some more stuff, but like, overall, we got what we needed. Anytime we're in limiting belief and we're tying things off, always consequence. So real, real easy consequence. You can always ask, like on the back end of something like that, I do have to ask what happens if we stay that 1.0 version of ourself, though, for the rest of our life? And then we get a real, real deep, like, thunk. Like that should really, like there should be a real deep emotion that comes off the back end of that question. Okay. Typically, it's going to tie off the belief much stronger. Okay. Just consequence. Okay.
The best, they always have a very, very clear understanding in their head of where that vehicle is going. So you being able to ultimately step into that 2.0 version of yourself, that 2.0 version of Sonya, let go of that old mindset that's gone you to where you are today, it won't get you to where you need to go. But also not being able to. Just not having to struggle financially.
Right.
Not having to live paycheck to paycheck.
That means that would mean.
Okay, very, very subtle. If you guys picked up on it, there's a shift in tone and shift in body language. And if you notice, it made her want to really open up. This is something that, like, I recommend anytime that we're talking about goals, what they want different things along those lines. Most time nobody actually gets to talk about their dreams, talk about their goals. So we need to give them a safe space to talk about the dreams, talk about the goals. Right? Safe space. Okay. So if you notice what he did is he started to talk a little bit more at like the back of his throat. Like he's like, what? What would that actually do for you? And then he. Now, you don't have to over exaggerate this. If you notice, like, Nathan's not Super over exaggerated with his tone. But as long as there's a shift, it still conveys the same thing. Okay. So if you're like that the entire call, then it doesn't say anything. That's just how you are. But if there's a shift when you're talking about something important, then that conveys the emotion that you want them to be more open. Okay. Which she did a really good job right there. And if you notice, she's like, oh, I've just been waiting for you to ask me. And then she's just gonna open, like wide open, right?
That would mean life.
Life in one way.
That would mean life that I could actually breathe and not hold my breath and hope that something comes through for me. That, that would mean I can, I can, I can exhale. Instead of just holding it in and praying that this gets me through. I can actually exhale and say, God, dog. And I did it. Yeah. Does that make sense? I don't know.
It does actually describe it to me a little bit more, right? Because I want to get very, very clear on what you're running towards. It's like that golden medal, right? Because now we have the urgency, right, the pain that's gonna again help you run towards your goals as fast as possible. But what's really going to drive the urgency is having a golden medal in front of you. I was like, Houston, bolt on 100 meter line. So get super clear on it. What is a moment in time that would make, that would mean the world to you if you could achieve that in six months.
What is a moment in time? Yeah, a moment in time to tell.
That would mean the world to you.
Me having my own keys to my own own home. Oh, I don't have, I don't have my own home.
So me having spots that you're looking at when it comes to getting your.
Own home or first question, always when they say home, car, whatever it is, like something big, tangible. Oh, why that?
Just clarify. Yeah.
Oh, why that? Then like go into exactly what you're doing now, right? Like start to get specifics just for everyone, right? When we're getting to future pace, we want to make it as real that they can visualize it as possible. People do things for moments and if we can make that moment more real in their mind and they can visualize it, that's what's going to create the emotion. So versus house, I want to buy house. Versus I want to buy a four bedroom, you know, brown house on this street and being able to walk into it Would feel great. Like, those are two different emotions, even though we're talking about the same thing. So it's specificity there. But I'm always just going to be like, oh, why that?
What do you mean, spot? You mean place to live or.
Yeah, like, any location, neighborhood.
I just want an acre land. Or I can not have my neighbors right next to me looking. They can see in my window, and I can see in theirs. My own space, I actually want to have. I think they call them plantations, but I don't want to call it plantations. Where I can.
I don't think it's called plantations.
I can have, like, a little home for my mom.
They're. They're, like, still in the South. Like, you can go, like, plantations are, like, big places. Like, I can understand, like, why she doesn't want to call them that. But that's funny. That caught me off guard. So if you can't tell, she's definitely not white. But so, like, I can understand why she wouldn't want to call it that. But, like, right here, we would just want to, like, oh, like, why? Like, why house? Right? Like, oh, like, why that? And then from there, I kind of. That made me lose my train of thought. But then from there, she's like, oh, like, I just want, like, my own space and different things along those lines. Like, oh, like, why having your own space is important to you. Right. We can start to, like, just bounce off of it a little bit more. Like, be a little bit more engaged. Like, overall, you're still doing a good job. But we could be a little bit more engaged because we'll get the answers quicker, too.
Right.
Like, the issue with this discovery is it's. Right now, I would say it's just running long. Okay. Yeah. And I would say probably most of that has to do with our problem. Right. Just circling a problem. But also we can tighten up certain areas here, too.
And my brother and sister could have their homes on the same all together, right? Yes. That would be the ultimate.
If you can picture it, right? Like, you being able to walk in to your new home, unlock the door for the first time and just take it all in like you've made it. How would it feel in that moment being able to do that?
I probably have to shout. I don't know if you can meet with church, but I probably have to shout and say, like, oh, my God, thank you, Jesus. Thank you, thank you. And then just thank him for allowing me to get to that point where I can.
But again, the moment that we got her to fantastic. Lots of emotion. Really good.
Okay.
We could have, like, gotten more specifics, painted maybe a little bit more of a detailed picture. I think it's too long. But yeah, we got to a really good point. And she's like, oh, dude, I just have to shout, thank you, Jesus.
Actually, call something my own.
No, I love that.
Yeah. Call my own.
Right? And on the flip side of that coin, if you hold on to that 1.0 version of yourself, you listen to that voice and you let it consume you and nothing changes the next six months, how likely is the election? You have to make that dream a reality.
There is no. There is no new home. Not. Not if I just keep on the same path of mine. Because doing the same thing over and over and expecting a different outcome is crazy. Right? And I've been doing it. I mean, it's got me to a point. But this whole past five. This past five years, since I've gotten back into the hospital full time, I can see the value of nurses going down. Values. Nurses used to be high standard nurse.
So I have to ask.
They don't want. They don't want to pay nurses nothing. They gotta. They put them through more stuff. They're more stressed, so their value is going down.
And who suffers if you listen to that 1.0 version of yourself for the rest of your life?
My family. Besides me. My family.
And what would they suffer?
It suffered because I probably end up killing myself.
But have you noticed, like, you, like, she's telling you some pretty, like, dark stuff? Our tone's not changing.
Yeah.
Our facial expression isn't changing. So I would say, like, again, like. Like, just like, I feel like that's how I am.
Last calls. My day, like, this was. Yeah.
But still, like, overall, like, discovery. We got to a good point. It's like, hey, if I don't change, like, basically I'm gonna unalive myself. Right? I'm pretty sure I have to be YouTube safe. Right? Like that, like, we got very, very deep part in. In the conversation. Right. So that's good. But we need to convey that in. In our facial expression and our tone as well.
Oh, no, no, it's not. Oh, no. I mean, and. And it's sad to say. I was working. I was working. Huh.
How does it actually sit with you when you say that out loud? And that's even a possibility? And then you've let it get to that point reality.
Because I. I almost killed myself working two jobs, day shift and night shift, and I went a whole year without having a Day off. Yeah. Night shift at the prison, day shift at the hospital. Night shift to the person, I think.
She means like work herself too.
Yeah.
Exhaustion. Not like jump off the Golden State bridge.
Did it get me anywhere? No, it didn't get me anywhere.
Changed then.
Right, right, right.
Okay.
And it seemed like you just, you know, like you got a little bit uncomfortable in that and then you just wanted to move forward, which kind of like, fair enough if you, if you don't know how to like navigate it.
What was going through my head in that moment was like I felt like she was just speaking in such abstract to where like it wasn't even, like she didn't even believe that was an actual. But she was just saying it because like, I don't know, I feel like that's where my head was at. But I also felt like I had enough to transition.
Yeah, no, I feel like you did have enough emotion.
Okay.
And then the question here, after we do ideal state, this is typically a part where we knock them down. I get we want to change, but at the end of the day of right now, we're here, so what do you need to do now to ideally, like I probably want to ask it in that way. Right. Like if you notice how he went like in the process and typically how about it is there is a two step way to go ahead and get to consequence. Right. That's really how like I'll knock them down to reality is like, hey, what happens if nothing changes? Basically? Okay, so for example, this is just like generally speaking, the, the overarching biz op structure, like hey, I have to ask, if nothing changes with your marketing or whatever it is changes with your job, how likely is it that you're going to be able to hit revenue goal, profit goal in time frame, Whatever it is, how likely is it you'll be able to achieve goal in time frame? Okay, that's what he asked. And she said there's no way. Perfect. She's like, there's no way. If I don't change, I'm going to get what I want. So then what happens if nothing changes and we never get outcome? Right. He asked a slightly different consequence question that still got to the heart of the issue. Right. But still really good. Got there. And then how did this, how did this call end? Because then from there we presented.
I could have got it. I know she closed her banking app, had maintenance.
Did she give any objections or is it pretty objectionless?
No, I was objectionless.
Yeah, it seemed with like the time you did spend with her like you tied her up so many different ways. Very difficult for her to give you any objections.
Yeah.
So solid job on that. I would just say biggest thing probably work on it's turn of that call is how do we have that 35 minute discovery in 20, 25 minutes max.
Yeah, yeah.
Because we could probably shave off like 10, 15 minutes of that and then like it's done and dusted and you know, that way we can have more calls. Right. Because if it goes on longer then just generally speaking we can just take less calls overall.
Yeah. I feel that's how most of my calls when they do run long, it's because of that in primal awareness on like an adjacent problem. Like even when I sold the Christian biz op, I like that's what it was. It's like I was on an adjacent problem, then I have to loop it back around.
Yeah.
In like future pacing or in solution awareness and then get the real thing.
Yeah, yeah. So I would say generally speaking, biz op just always go money. It's always good money. Especially if they're saying like penny pitching paycheck to paycheck, things along those lines. If they're, if they're already hinting that it's. They need to make more money. That's really what it is. If we just hammer that, then we'll be gold cooked.
Yeah.
All right, cool guys. Well, I do have five more minutes right before I have to hop on a coaching call for my mastermind members. So if you guys have any particular questions, go ahead and drop them down below and I'll go ahead and answer them. Nathan, are you gonna hop on the coaching call or you have a call?
Yeah, I'll be there. Yeah.
Okay. I'll see you there, bro.
Okay.
But I'll answer questions here. You can hop off if you want or. Totally up to you. Yeah, I'm gonna stay for like five minutes and just answer any questions.
Yeah. All right. I'm gonna go take a piss. All right, Piece.
All right, see ya. Okay, cool. But for me personally, what gets me shift telling facial expressions is true to prospect is someone I've known for a while come from a place of genuinely trying to help and understand. Yeah, that's a really good point. I will say this is not always true, but this tends to be like generally women versus men. Women tend to understand like social dynamics. Probably they pick it up a little bit quicker than men. Just generally speaking. The thing that really helps me when I'm having these conversations and really trying to connect is I'm Going to try to put myself in their shoes to the best of my ability. Okay? So whether it's through, like, people I know, people I grew up on, or, like, personal experience, as much as I can, I want to connect as I like, as best as I can. Put myself in their shoes, right? So if they're talking about not having money, for example, like she did, I'm going to think back some of the problems that I had, right? And this is like just kind of in the background. I'm not going to be like, sitting there, like, thinking super hard about it, but I'm just going to think about some of the problems I had when it's like I was living in Miami in a studio apartment and like, I didn't make any money for, like, three months, right? I was freaking the fuck out. Now imagine this is going on for 20 years, right? Okay. What are some of the problems that she might be running into? So I'm going to be thinking about that, and I can put myself in their shoes to the best of my ability. Okay? Like, I know I grew up around, around a lot of poor people, just in general, like in my family, I've heard the pain in their voice when they talk about it. So it's like, that's how I try to. That's how I connect it. Okay. To the best of my ability. Okay. Doesn't mean I always do it perfectly, but that's how I'll go ahead and do it.
All right.
Any other questions that anyone has? If not, we can. We can wrap it up here. I can go on to my other coaching session. It's about to be 2:00am Vietnam time, so really dialing it in.
Okay. Okay.
Okay. So if you are starting from day one, first time closing, what are the top three? Three top three things you would focus on and what are you not spending time on? That one is interesting, I will say, like, for me personally, part of it just depends on your goals. Okay. If I went back and I paid attention to my goals, the number one thing that I'm not focusing on when I was first starting is girls, because that is probably one of the biggest thing that held me back. Now I'm happily married, so I don't have to deal with that anymore. So, no, I'm not in Da Nang. I'm in Neotrang, but my wife is originally from here. So I would say that one. But in terms of. I would just focus on one person or one structure or one way of selling and just study that. I think a big problem that People can have is they get so much input from all these different sources. But the issue with that is because it's like, on some level, especially now, if they've actually have sales experience and have gotten other people good results and things along those lines, there's tons of different ways to view things, and ton of different ways work, right? I'm not going to be the one to sit here and say, like, if you. If you don't sell my way, like, you're not going to make money. It's like, obviously people don't sell exactly what I sell and they make a ton of money. Okay? So. But if you try to, like, do so many different things, generally speaking, that will split your focus. So a lot of things like I would focus on is just like not splitting my focus. So number one, the very first thing I need to find is somebody that I feel like I can relate to, I can trust, and they really. I can connect with what they're saying. I understand what they're saying. And they sell. They sell at least somewhat close to my personality. Okay? It shouldn't be like 100% because on some level you do need to grow if you're going to get the best of sales in your personality, but at least somewhat close. Okay? So that'd be number one. Number two is just really, really like understanding human behavior. So it's like understanding structure, understanding what to say, like, that's. You need that stuff. You need to have it memorized. All that stuff is really key. You need to make it sound natural. But understanding human behavior, like, what actually drives people, that one's really, really, really key. Okay? And I would say, number three, what would I focus on is just listening to my own calls. If you listen back to your own calls religiously every single day, not getting any feedback from anyone else, you will get better at sales. You just will. Because you'll be able to hear when you sound good and when you don't sound good, you'll just be able to hear it. Like, you've probably listened to enough good sales calls, things along those lines, where things went well, things didn't go well, that you can at least, like, pinpoint this. Now, generally speaking, if you have somebody who can point these things out and really give you, okay, better guidance, like, fantastic, like, do that. Okay? Now that comes down to, like, number one, like, find somebody that, like, aligns with you and like, really study their stuff. You can study their YouTube stuff, or you can get hands on one, on one training, right? Okay. I would say, like, getting hands on training, like really helped me just because again, it's a. It's another tool that also allowed me to focus. So I did. I wasn't looking anywhere else. I put my money where my mouth is and I just focus on this one thing. And then from there, once you get the foundations, that's when you can start taking in other things from other people and start piecing it together. But until you get to that point, until you make like maybe even third, start looking any, any other way, until you get good at like one thing. Once you're good at one thing, then you can start taking more things in. But the biggest thing you just need to be able to do is just learn how to focus, understand human behavior. If you can do those things, like, you'll make money in sales. One last caveat. I would say most salespeople are fucking lazy. So if you can actually dial in, pre call, pre call process, referrals, upsells, follow ups. If you can just dial those four things in, then you will outsell most people without even having a skill set. So actually I'm gonna knock out like whatever number two was, right, whatever, and just say like, dial in those three, like those four things. If you dial in those four things, you'll make a lot more money. So it's like pre call process making people, making sure as many people as humanly possible actually show up. Number two, making sure every single person that you do sell turns into more sales. That's referrals and upsells. Okay? Making sure number three that you follow up. Okay. Which is just going to cause you to close as many people as possible. If you do those things, you'll absolutely make a shit ton of money in sales. Okay? So hopefully this has been helpful, guys. If you find these lives helpful, let me know in the comments. Right? I can definitely do more of them. I got a ton of mastermind people that are always like, oh, like, you know, we can take a look at more calls. I like doing these, but if you guys won't watch them, I won't do them. I still might, but let me know. But hopefully this is helpful and I'll see you guys next time. All right, peace.
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