STOP Losing Sales to "I Need 24 Hours" Objection - [LIVE Sales Call Breakdown]

Ever lost a sale because a prospect said, I just need 24 hours? You're not alone. This common objection could be costing you thousands of dollars each and every month in commissions. Imagine flipping those 24 hour objections into a steady stream of closes.

How?

By learning the actual skills on how to overcome that objection. In today's video, I'll be going over the exact things you need to do to be able to conquer this objection once and for all. And the best part is we'll be dissecting a real life sales call where one of my students is gets that objection. And I walk you through step by step, how to actually overcome it. Now, breaking down calls has helped me generate over 60,000 per month in commissions myself and allowed me to help hundreds of closers double and triple their sales. Why? Because dealing with real life sales calls, you're dealing with actual situations. You're not just stuck in theory. Bit of context for the call. My student sells a biz op offer that helps people get and start their own Airbnb business. Ready to transform your sales game? Grab a pen because we're about to take a deep dive into this call. Take notes and watch your sales soar. All right, bro, let's take a listen to this call. One thing I know you said you wanted me to take a look at the objection handling and I did skim through the discovery a bit and I will say your comfortability and like you navigating the conversations, it's a lot better. So it's like kudos to you. One thing I do that I did here, especially if we're needing to drive urgency and we're needing to really make sure we create that. You just have to understand, especially when you're drilling into somebody's consequence, understand where their real consequence is. That's going to create the urgency. Okay, so let's take a listen to your consequence, which again was good. Right? But let's talk about how do we get it to. Great. So we get a lot of this urgency and fear out of the way first. First so that we don't have to deal with it at the end. So let's take a listen here, just real quick.

That's fine because that's why you're here. But if we actually focus on like what we're running away from, it gives us a lot crystal clear of an image, actually get there faster. So for you, if we continue to be fearful, kind of having the fear of rejection, not being able to take the first steps and get resources that we can start a business ultimately we'll have our parents become independence. What would be the consequences of us living at home, staying on the five paths for the next two, five, 10.

Years, staying in the same spot, not being able to have that financial freedom I want. Not being able to hold myself down on my own, to be on my own there on my own dimensions. Having to rely on someone, having to deal with a burden.

Yeah. Are you on the self that.

Okay, so we got a, we got a pretty good answer, right? Like I don't want to rely on other people, I feel like a burden, that type of thing. So first and foremost we just, we need to take it that layer deeper. Well, what would you feeling like a burden even look like? What would be the day to day ramifications of you feeling like a burden every single day? And especially with young people? Because like this, this lady, she's 19, okay, she's looking to again get her own business up and going. But if we make the consequences 2 years, 5 years, 10 years out when she's 40, when she's double the age she is now, in their mind that is so far away. So the thing we want to do is we want to bring them to the point where, where the consequence like we have like maybe a long term consequence, like hey, 2, 5, 10 years. Yes, drill down into that. But then also drill down into. But what happens tomorrow if we wake up, we look into the mirror and we know that we're not on the right path to actually get that financial freedom because we, we didn't take the steps required. That's where we need to get to. That's where the real pain is. And that's what's going to create that urgency. It's not, hey, what happens 10 years down the road if you're not financially free? What, how would you feel tomorrow looking in the mirror, understanding you're not doing the things required to become financially free? Like how would you feel about yourself and are you willing to settle for that? So it's drilling deeper into that consequence. It's like, okay, what would like, what would you feeling like a burden like even feel like. And what would be the, like the day to day you feeling like a burden when you, you know, you didn't have to, oh, it'd be this and this and this. It's like, and I can get, and that's, that's a bit like long term as far as like the consequences. But if we, if we truly had to sit and think about it, you waking up tomorrow and you looking in the mirror knowing that you didn't take the steps required to actually be that business owner who is financially free. And you continue just to stay the person who you have been. Like, how is that gonna feel? And are you willing to allow that to happen? Like that's where we need to get to. That's where the real consequence is. Especially when you're dealing with young people, you have to be careful of the consequence being too far out. Because in their mind, like this lady's 19 and if we, if we keep on going because we kind of just move on.

Oh, I hear you. But I guess like for you, cause you're young, you're 19, like why look at doing something about this now? Like I speak to 40 year olds who are still kicking the can down the road. Why not just be one of those guys that kicks the can, wait till tomorrow, waits till next year, New year, new me. Why not just be one of those guys?

Because I don't even know if I'll make it till 40. I mean, I'm healthy, I don't have any diseases.

But again, like you see how she, we're pacing her out like from now to 40 or from now she's 19 versus like two years from now, five years from now, ten years from now. It's just a very long gap. So just with, especially with younger people, and that's just understanding the demographic, the shorter you can get the consequence, like, yes, have a longer consequence, but if you can get a shorter consequence, well, what happens in a week from now if we're not on the right path or a month or you know, three months. So that way again, the shorter the timeframe, especially young people is going to be better because it's going to create more urgency. Because the problem is with young people is they have no concept of time. Like that's, that's part of the problem. They're 19, right? They don't know. Like the 10 years for them is basically half their life. So it feels so long. So if you're, if we're giving them the, the space that the consequences isn't going to be for like 10 years from now, then it's hard to create as much urgency. That'd just be the one thing that again, right now at a seven, how do we get that consequence up to a ten, number one drill into it. What do you like, what would feeling like a burden? What would being a burden even feel like? And what would be the day to day impact if you felt like that every single day? And that's five, 10 years down the Road. But let's talk about you waking up tomorrow. Because if you really had to think about it, if you woke up tomorrow and you looked in the mirror and just you knew you weren't on the right path, you continued to be the person we have been and not the business owner we need to be. Like, how is that going to feel? So are you willing to allow that to happen? And then boom. Okay, so then now let's actually get to the nitty gritty, the objection handling, because I know that's what you wanted to take a look at. Okay, so let's see where you go ahead and you drop the price.

So the last thing we have to go over is just the investment, just the tuition we were talking about, so the funding required for that so that we can actually help you start becoming your own business owner, achieve financial freedom. Scale to that six figures, it's just going to be 7K. So we have a couple ways of breaking that down, a couple payment plans, things to actually make sure that you can actually get into this. Because we never want funding to be the issue for our clients. Once that funding is approved, we do give you a seamless onboarding experience. We get you into the training, we get you into the community, and we get you scheduled for that first one on one. So you have a crystal clear plan for how do we get into this first property within 90 days.

Okay.

Okay, so listen to this.

Okay.

If you just. Now we're like, okay, what is a concern? Like what? Because like from the way that she says that you can, you can tell she's a bit uncertain. You can tell she's a bit fearful just right off the get go from just how she said okay. So I would just address it immediately. Just like is everything, everything all good with that or you seemed a little bit hesitant there. Now I know you can't see her, she's on the phone, but it's just like if you hear that, it's just calling it out immediately. That way you can get to the real objection so much quicker.

Any questions on how that works, my dear?

Yeah, how would the funding work?

Yeah, so like the, the tuition. So yeah, so I comes down to what works best with you I guess like for you though, like money aside.

Okay, so it's good that yes, she asked about the funding and we went into money which most likely it's going to be like logistical or fair money. Just from like how she said okay, after you drop the price and then her asking about the funding, what you would just what's going to help you better is, especially when you're talking about in objection handling, the less we can be generic and the more we can be specific, the quicker we're going to go and the more trust we're going to have. So if they're like, oh, like the funding, like, okay, and it really just comes down to what works best for you. Is there any particular reason why you ask? And the reason why you want them to verbalize it is, number one, we don't want to be guessing when we're in objection handling. Number two, now we're also going to have her words, and we can play off of that because how she describes money or how she describes the objection is going to shift the way you go about actually handling that objection. Okay. So I'm not saying, like just going right into money like it's bad, but if we want to be more precise, build more trust, need to understand what their objection is in their own words. So that way we can take what their words are and we can be more specific with our objection handling.

Do you feel like the airpreneur would actually help you?

Could you repeat that?

Yeah. Like, for you, I guess, like money aside, like the tuition Aside, with the AirPreneur program, everything we gone over, would it actually help you?

Yeah, I think so.

Okay. And like, I know we spoke about a little bit of why.

Okay, so we got something that is a, a bit of an ambiguous word.

Now.

It's not going to be the end of the world if we let that slide. But if right now we're looking to make sure we build certainty, we can just already tell from the way that she is speaking that she is fearful. If I allow what I think so to go by without addressing it, then it's going to be harder to help them have that certainty. So, like, that's, that's, that's the thing right now is if we, if we understand her words and we can really shape her, you know, shape our objection handling to her words, and then we don't allow ambiguous language to go by. It just shortens the objection handling. Okay. Because right now we're, you know, 30, 30, 33 minutes in, and there's another 40 minutes of you on the call. So it's like, how can I shorten that as quick as possible? Number one, because you need to save your energy. Okay. Number two, we need to save her energy because especially if we're talking about emotional topics, change things like that, the prospect will run out of steam. And if they run out of steam, they're Just gonna wanna get off the call. So the more precise you can be, the better. So if you hear the. Well, I think so. Well, you don't sound too sure. Or I think so. And that way we can just flush it out. Oh no, it definitely would. Okay, why do you feel like it would though? Then we're right back into it. So here. And it comes down to how we asked the question. So we asked it in a little bit more of a broad way. So therefore we got a bit more of an ambiguous and broad answer. So just listen to how you ask it.

Yeah, like for you, I guess, like money aside, like the tuition aside with the AirPreneur program, everything we gone over, would it actually help you?

So I would either change that to would you actually do it? So it's more like more pointed, like hey, would you actually do the program or would it be the answer for you? Not would it help you? Because here's the thing, would it help her? Does that equal. Does it get her the results? It doesn't. So you can either change it to would you do it? Would it be the answer? Or money aside, tuition aside, do you feel like with what we laid out that that would get you from where you are now to where you want to be and make it specific to the conversation you had so that more specific question gets you a more specific answer. But even if you do get. Well, I think so. That needs to be addressed right away. Because the problem is if that's not addressed, we don't have that certainty there, that buy in there is going to be much harder to get the real need out of her of why she needs to do this to then overcome whatever concern she's having. Let's keep going, bro.

Yeah, I think so.

Okay. And like I know we spoke about a little bit of why you feel like it would actually help you, but I guess more so for you because a second why is typically more important. Why would you actually invest in yourself to kind of start your own business.

If you're finding this video valuable and you want me to break down one of your sales calls and work one on one with me, Check out the first link in the description link. Dive back in.

So that I can be successful on my own and not have to depend on anybody.

Yeah. So it comes down to two things. Because if it's like the initial funding plan, I can help you with that. Because that's the easy part. If it comes down to your. We're a little fearful around getting resourceful. That's something that has to come from you. So is it more so that we just need a little help around the funding aspect or are we just a little uneasy around like the money right now.

The funding aspect of it.

And, and this is why I'm, I'm really big on just making sure we get the commitment before we dive into the, into the money. And the reason is, is if we don't get the commitment and we don't shift the focus, the reliability of their answers when it does come to the money is just going to be much lower. I'm not saying it's bad that you just go right into like, hey, is it more fear or is it more just a funding aspect of it? Because an overwhelming majority of people are just going to tell you it's the funding aspect of it even though they're fearful. So you gotta sit and think. The reliability of this question is very low. That question in general, it just allows people to lie to you. So especially when we're in objection handling, we need to be having real conversations. So if I allow somebody to lie to me, we're not having a real conversation anymore. And that is going to break the connection that you guys have if we allow them to lie to us. Again, it's not a bad question. Just the reliability of the question is low of like, typically they're just going to tell you, hey, it's the money aspect of it, even though they might be fearful. Okay, so that's why it's like when she says to be successful on my own and not have to depend on anyone, it's like, yeah, and I can definitely appreciate where you're coming from. Can I share perspective? So it's like we're looking to get to somewhere we've never been before. You get what I mean? So that just requires a different level of thinking, a different level of mindset. Like, would you agree? So would you be willing to actually focus on the. How do we actually get there, the roi, like what we get out of rather than just the money we put down. And part of that is because we didn't actually get her to express what the real concern was. And because of that, like, we just, we just, we're just fishing a little bit. If we got her to express it like, you know that reframe right there could be a little bit more precise. And then from there it's like, well, would we be actually willing to focus on the problem not having the skills rather than the symptoms? Why would you? What happens if you don't? The money, that's the Easy part, the hard part is just to commit the change. So are you actually committed to change though? Okay, so if you're committed to change, what can we do? Let's not focus on what we can't do. What can we do? And then you drill into it. So the reliability of those answers are going to be much higher because number one, we know exactly what they're objecting to and how they're objecting to it. Two, we reframe the way that they're thinking about the money and focus on their commitment to change. And then we get a reliable. What do you have that's, that's the biggest part of that. Again, not bad, but just the reliability of the answer. I don't like it because again, she just told you it's the funding aspect of it. And I know you, you say you run into fear, so it, it was fear for the get go. So she just lied to you.

The money.

Okay, I got you. So just so I don't put you in a bad position where you're eating ramen for the next couple months, bills, expenses, everything else aside, what do you actually have available to you today? Just so I know what to present with you would be the best fit.

For you, around 5,000.

Okay. And is that like bills and expenses aside?

Yeah.

Okay.

And the way you're going about this, really good, right? You're showing, you know, don't put you in a tough spot, all that stuff like that's good.

So what I can do is we would have two options for you that would actually fit in your budgetary constraints. So the first one would be, it would be a triple pay, if you will. So take that 7,000.

Okay. If you get what they have now, you just got to sit and think which is going to be probably the best for them and then which is going to get the most cash up front. Give them one option. If they can't do it, then we move on to another one. Because what happens is, so put yourself in her shoes for a little bit.

Okay.

She is fearful and she is uncertain. Now we're adding more variables to the situation, okay. We're adding more variables to the situation of her uncertainty and her fearfulness. So it's just going to create more uncertainty in her mind. So the less options is going to be better. Now if they're like, hey, just if it's going to be better for the client to just do the funding, just bring up the funding, but if they, you know, whatever it is, it's going to be better for them. To do a split play, split pay, just bring up the split pay. And if they can't do it, then you go to the other one. For example, if they can't do the funding, right, let's say that don't have a credit score, then we go into. It's like, okay, if you don't have that, would you be open to talking about a couple different ways that maybe we can actually break that payment up into more bite size chunks up. That way we don't have to do any credit. Okay, cool. And then we go into it, but it's only after we eliminate the other options. Because if you just give too many options again, it just, it's creating more uncertainty. We're giving too many options.

It would break it down to three payments of 2,500. Now by going this route, unfortunately, there is a little interest. So at the end you're paying I think like 500 in interest, but it breaks down to $2,500 a month. Typically by month two, our clients are getting in and they're getting that business line of credit and then they can pay off the rest of the training with that and still get into their first Airbnbs. Another thing we do have is it's probably most popular among our college students is we are partnered with Klarna. Have you ever heard of them before?

No.

Okay, so all Klarna is it's a very simple application process. It's kind of like a third party funding. What they're able to do is they're able to take that like that $7,000 and break it up to as many months as you need. The most popular, what our college students go with is like a 24 month period. It breaks it up into about 360 bucks a month. So that way you guys get in for only 360 bucks. You kind of break it up into that terms you put in, you still get access to everything we discussed. Then when you get that first Airbnb in the first three months or sooner, depending on the work you put in, the profits you make from that, instead of putting in your own pocket, you just go to paying off your training. So then that way you can actually get in for a little to no money as well. So I guess between those two, which one do you feel like would make more sense for you?

The second one.

Okay, so what I can do is I know you're on this number right here. Let me just double check that. I just want to make sure this is the correct number real quick. That the 561, the one you dialed in on. That is the best number for you.

Yeah.

Okay, cool. So what I can do, my dear, is we can pull this up. I'll kind of walk you through the.

Why do you keep calling her my dear?

Credit application process. It doesn't impact your credit at all. It does a soft credit check. And this way we can see if we can even get you approved in the first place to at least get you onboard for that initial payment. So just give me one second as I pull this up. Okay, so let me go over here. We'll go Klarna. Okay. And then I'm just going to confirm that I do have the correct information.

On file here, so it looks like you're taking her through Klarna. Okay, cool.

So I'm going to text you this link and then we'll kind of walk through it together. Okay?

Okay.

This is just for the approval. It's not going to charge you. It's not going to do anything like that because as of right now, you haven't typed in a card. You haven't done anything like that.

Okay.

And click pay after you type in your name and address and all that stuff. And then you would hit pay.

Okay.

And then it should redirect you to a Klarna website to do that. Okay. So try clicking that one and click next on that one. If they go. On your point, I know sometimes we have people with like an 800 credit score and even. Okay, cool. So good on your point. I know sometimes she's approved. Okay, cool, cool. So good on your point. I know sometimes we have people with like an 800 credit score and even they get approved. It's just finicky like that or disproved. So it kind of just comes down to that. So from here, my dear, it comes down to. For 360, we get.

Why do you keep. Why do you keep calling her my dear? That's funny.

You in on this call right here. We get you onboarded, we get you into the trainings, and we get you into the actual community so you have a clear crystal plan. You could spend the weekends going through the trainings, booking that first one on one call on Sunday night or Monday if you wanted to, and then you're off to the races to actually get that first property.

Okay? So it just comes down to got approved, blah, blah, blah. Again, we don't need to say like, hey, sometimes people don't get approved. Like I would say that beforehand if we're worried that she might not get approved. It's like, hey, they can't tell us why they do or don't approve people. And sometimes they have really good credit and don't get approved. But if that happens, we do have a few different options. Again, that would help. So it's like you can kind of pre. Like, pre. Handle the, oh, I didn't get approved. This might be a sign or, you know, the world's ending. So you can do that beforehand, after, like, afterwards. Like, them getting approved. Like, it. It doesn't hurt. But again, it doesn't help. So, like, my thinking is like, why have it if it doesn't hurt? It doesn't help. If you take that out of the conversation, it literally does nothing. Okay. Then from there it's like, okay, do one of those plans actually work for? So instead of like, hey, just pick one of those plans and we'll go through it. Just like, you walk them through it. Like, hey, what are some of the options that you're showing up? Like, what are the options that are showing up? And just walk them through. It's like, okay, what are the options showing up? Okay, we got this, we got this, we got this. Okay. And again, I can't give financial advice, but what. What. What our clients will typically do is I'll just pick the lowest monthly payment. That way, again, they don't have to know, pay as much out of their own pocket. And then once they get the, you know, the actual profit from the Airbnb, they just go ahead and they start paying that down. Do you feel like something like that might work best for you and you're just leading her like, okay, this. This is what most people do, is they just do the lowest monthly payments so they don't have to pay as much out of pocket. And then, like, what they do is they'll just take, you know, 50% of the profits they'll make and start, you know, taking big whacks at it. So that way it's completely paid off in three to four months. Do you feel like that would actually work for you? Okay, cool. So it's like you're just telling them, like, hey, this is what everyone else does. So again, we're wanting to give certainty in the options. Like, hey, what options did you get? Okay, this is typically what clients will do. They'll just pick the lowest one, and then they'll start paying it off early. Would that work? Get a. Get a. Yes, that would work. Then we can go, okay, so then the next steps is, you go ahead, take care of that investment, and then we do whatever it is, but we got to get the actual buy in on the numbers that she has in front of her. Until we get the buy in that this number works, we. We can't be asking for the sale.

Okay, can I have, like, two days to think about it? I want to look at all the plans, see what would be better.

Yes. And she's uncertain about a plans, so something that's super simple because it doesn't sound like it's a real objection, just at the face value, you know, oh, I want to take a look at all the plans, blah, blah, blah. It just walk through the plans with her, just like, hey, what different options did you have? What different options did you get? Can I make a suggestion again? I can't give financial advice. You want to be compliant? Okay, I can't give financial advice. But what most clients will do is this. And then, you know, they go ahead and they take big whacks at it so they're not paying out of pocket. Do you think that would work for you and, like, what you're currently working with? Okay, cool. So then what would. Like, the next steps here would be this. And then she can't say, like, oh, I have a bunch of different plans. She just has to be more direct of. Well, this is just a big step. It's scary. Can I think about it if that still does come up.

Better for me? Yeah, it has multiple plans.

Yeah, no worries. And then also just during that time, just so I can kind of send you some other stuff as well, so you can kind of review that, make a good educated decision. I guess what you want to, like, go over in your mind over the next couple of days, just. Just to see if I could even help in the first place.

Okay, sounds good.

Yeah. She's not listening. Yeah, my apologies. I was saying, like, and then just to see if I can help you with, like, sending some more resources over to you, what did you want to, like, go over in your mind over the next day or two? Just to see if I could help.

Just to see what. What plan would be quicker and better for me, like, for the. The tuition.

Oh, yeah, I got you. And. And I guess with your current budgetary constraints, like with what we have actually with what we're making and spending with the $360 a month, like, be in your.

What does she mean by quicker and better? Okay, yeah, that's not an issue. Just. Just maybe. So I have a little bit of context. Okay. What are we actually tackling right now? Nobody says you have to Go fast, slow down, understand where she's coming from. What do you actually mean, quicker and better? Just to see if I can help over here. Because she might just be like, oh, I just don't want to pay as much interest. Who knows? Who knows what's behind that? So you just want to understand what does she mean by quicker and better? And then from there, then we can actually attack it.

Your budgetary constraints.

That's what I'm gonna see.

Yeah, no, sorry. I guess I'm just a little confused. So my apologies on that. So you said you had, like, 5,000 set aside, so 360 bucks a month. Does that actually fit in with, like, bills and expenses up, like, to the side?

Well, that would be taking from the 5,000.

Okay, correct. So, like, as of right now, like, with the current bills and expenses we have, like, how much is that typically a month?

Could you repeat that?

Yeah, no worries, my dear. So, like, currently, what are we spending on, like, bills? Because you said you don't pay for rent. So what are our current cogs, if you will?

Like, now, something you did really good is you're like, hey, this isn't adding up. Help me understand what's going on. So that's good.

What are our bills monthly?

I don't. I don't pay any bills.

Okay, so you're lucky. You're one of the lucky few that your parents kind of still cover everything for you. Yeah, okay.

They pay my car payments, everything.

Oh, my dear, you are in a perfect spot. Okay.

Okay. Now, if she's in a perfect spot, where's her urgency? Do you get what I'm saying? So we just got to be careful on how we frame things, just, like, first and foremost. And this is also why it's super important, especially with younger people who might be in, like, in a comfortable spot, their parents paying for everything. Like, where is their urgency to do it now rather than doing it later? So that's why you got to, like, make sure we drill into that first so it gets a lot of this out of there.

Okay, so you have no bills going out right now. So the only other bill you actually have right now would just be kind of like your tuition then, which is that 360amonth with the training.

Yeah.

Okay. So essentially, if we did the math on this, because I had to pull out my handy dandy calculator, you know, mother said I wasn't the best at math. Our goal is we're. We're guaranteeing you to get into that property within the first three months. So let's just say worst case, like, it takes you full three months. And I mean, like, you have to be like the worst student to get it in three months. A lot of our students are getting it before then, but we go 360 times 3. We're into the program for essentially $1,080. That's with interest. That's with everything. That kind of leaves us with $4,000, right?

Mm.

So with that $4,000, we're not even gonna really have you touch that either, because you're gonna get into the program, you're gonna book in a one on one funding call with Donovan, and then he's gonna help you get 25,000 in business funding to go out there, get this Airbnb furnish it list, and start making a profit with it. Okay, so does that all kind of make sense?

Yeah.

Yeah. So kind of like going through the numbers right now, like, I mean, you know yourself better than I do. I mean, it does look like it does fit in the budgetary constraints.

Mm.

So then it just comes down to where should we.

Okay, so again, this is a lot of telling. If you look, if you look like we made a point, which again, like, it's a good point. Again, like, you're showing her the numbers. The numbers make sense. It's like, okay, does that make sense? So from what it looks like, you know, you being able to do, you know, just a thousand, and then really from there, it's just about making sure the program pays for itself. Do you feel like that would actually work for you? Like, we gotta, like, we gotta go, like, we gotta ask, like, hey, do you feel like, you know, with what we laid out then, like, the numbers, do those numbers actually make sense for you? Do they work for you? Would that fit in your budgetary restraints? Look, we got to get them to give us buy in because, like, right now we're just, we are a little bit over explaining and then just asking for the sale. We need to get their buy in moving forward because what we say, absolute garbage. What they say is gospel. So it's like, do those numbers make sense? And really. And what I would tell, you know, what I, what I tell everybody, every student coming in, is you just need to focus on making sure you can just do the initial amount. Then the program, it pays for itself. So for you, like that initial amount, like, does it actually work for you? Can you do that? Okay, so if you can do that, what do you feel like we should do from here? You see, like, you at least need to get that tie down, that they can do that. Because here's the problem. If we don't. Even if we don't get that tie down, that they can do that. Even though, like, in your mind, I can understand maybe what you're thinking of. Well, she said she had this, so obviously she can do it. But I need her to tell herself that. You get what I mean? So then we have a path forward of when we do overcome this fear. Like, she's already told herself she can do it. You know what I mean? So that's the. I would say that's the biggest thing.

We go from here, my dear.

Yeah, I mean, I just kind of want to look over the plans because I really want to pay it off, like, as fast as possible. So, you know, I'm just gonna see.

Okay, so she really wants to pay it off as fast as possible. Now she like. And again, because what we heard earlier, you know, she wants to see which is better and quicker. And we didn't understand what she meant by that. And here's the issue. Because of that, we didn't understand what she meant, and we didn't.

We didn't.

What we just told her it was not morphed and it was not customized. It was a little bit more generic to just any old money objection or any old numbers objection. It wasn't customized to her. You see how that. That's still coming up. Because if she said quicker, you can talk to her about how you do it quicker, or you can at least change some of the words and you can use this is the quickest way we've seen people do it. So would that work for you? You see, like, now we're talking to what she wants, which is a quick way to do this. You get what I mean? So now it's customized to her. It's not just a money objection. So just the pattern from what I'm seeing right now is we're going too fast. Take your time a little bit and just understand exactly what you're handling and understand their language around it. So that way, with whatever you're saying, you can customize it to them better, quicker. What does that mean? And then when you're explaining it, you can explain the way that you're, like, you're mapping it out that this is the best and quickest way to do it. Exactly what she wants. Right. Get the buy in that this would actually work for her, and then we go ahead and we ask for the sale.

Yeah, I can definitely appreciate that we want to pay it off. As fast as possible. The best part about with Klarna is there's no early payoff penalty. So once we get to month three, and we're making 2, 3, 4, 5,000amonth with our Airbnb business, we can start taking that profit and just start paying it off in chunks without any interest, without any penalty. This way we can at least get you in for a low entry to barrier and then you don't have to worry about. Okay, do I have to put, let's say if you did like the, the three or six month plan, I have to put at least a thousand to two thousand down every month. It gets you in for the lowest entry and then you can just start paying it off once you start making profits. Okay, so is that something. Yeah. Is that something you want to do?

Yeah.

Okay, so from here, my dear, what I will do. So now that we actually start crafting your onboarding.

So see, now that we actually address the quicker side of things, right, it's like I would explain to them like, hey, a dollar today is worth more than a dollar tomorrow. So what we don't want is for you to just tie up all your capital, especially when you need that to reinvest into the business and just make it to where you're making more money. Quicker, right? Quicker. You get what I'm saying? And it's like, so what clients will typically do if they want to get the results the quickest in the best way possible is they just pick the lowest, the lowest payment option they have. And I would want to understand what their payment options are. You can ask, right? They'll just pick the lowest payment option that is available so that way they don't have to really tie up their own capital. And then what they'll do is they'll go ahead, get into the program and again, we'll map it out for you, make sure you get the business funding. And then by month two, month three, once they actually have those profits coming in, they take about 50% of that and they start taking big whacks at the actual, you know, funding side. So it gets paid off in four to five months at most. Do you think like that would actually work for you? You see how I need to. Does that make sense? Do you feel like that would actually work for you? I need their buy in, but again, I'm morphing how I explain it to what she wants, right? She wants it better and quicker. So what am I going to give her? Better and quicker. You get what I mean, email if.

You want to Kind of finish out that application. Just do the initial and you may even got approved that you don't even need to do the first month. Sometimes they waive the first month. If you just wanted to fill. Yeah, if you want to fill out the rest of the application.

And again, it's like we're just like pushing forward. We're just pushing forward, pushing forward. But we're not, we're not getting her.

Buy in along the way to get approved. All I need is like a screenshot because I do attach that to your file and kind of send it over to our onboarding team. But while you're finishing that up, I will start crafting your onboarding email and then we'll kind of do the full onboarding steps on this call right here.

Okay, well, I'm just going to look over the plans and see which one I want to go with.

Because you see how we didn't really fully tie it off of like, does this make sense that this is the best and quickest way to do it from like with all of other, all of our other students, like how they do it. So would that actually work for you? Okay, like you tie that off completely. Boom. And then like, because again, like what's happening right now is she seems a bit fearful about taking the first steps. So what I'm doing is I'm just taking away the uncertainty from her and really positioning the path forward the way that she wants to do it. And then if there is some reason that she continues to not want to move forward, then we just know it's fear and we just dive right into it. But right now we're, we're just going a bit in circles and it's just going to take a longer, which, the longer the call takes, whether she might be, you know, having another meeting or like, who knows, right. There might be time restraints on it. Especially if she's booking out a 45 minute call or she's booking out an hour call. The longer the objection handling goes, the likelihood that they're going to be able to close is going to be lower. So the quicker we can get to the point, the quicker we can actually start talking to the real objection is going to be the best first.

And then I'll let you know, I'll let you know within a day.

I got you. I gotcha. And I mean like, my dear, between, between you and me, like we discussed the 360. It does fit in your budgetary constraints. It makes sense to get you in for the lowest amount. What's really holding you back now.

She. We didn't get buy in that it makes sense to get it for the lowest amount, but it's good that you're calling out the real objection. Okay, so right now you realize, like, hey, this doesn't make any sense. What's going on? So this. This is really good. Is. This isn't making any sense. There's, like, so many contradictions here. What's going on? This fantastic.

You could be real to me. I'm on your team here. I'm on your team.

It's just, like, really scary because, like, I don't want to be. Like, I obviously know, like, I believe that you guys aren't, like, scamming people or anything, but it's just, like, it. It's just really scary. Like, I know.

Fantastic. She's just fearful. That's what it is.

Cool. You're 100.

Like, people are guaranteed, like, the property. But I just. I want to think about it clearly, you know?

No, I don't hear you. Because is it fair to say what you're right for is a little bit of certainty?

Yeah.

Yeah. Because, like, first off, taking that first step, do you feel like that step should be. Should be comfortable, or do you feel like it might be a little scary? Scary.

Scary.

Yeah. Because again, and be real with me, like, I've been there, too. Like, do you think taking that first step, get into that first, like, six figures, you feel like that jump should be comfortable?

No.

Yeah. Because, like, do you know anybody that grows when they're comfortable? If you did, you'd be the first person.

Okay. It's like this. This is good. Again, we're getting. We're getting on to fear, and we're walking her down the path. Now, again, how do we get more buy in as we go? Asking why on at least one of these, it's like, do you know anyone that grows when they're comfortable? No. Why? Oh, because of this, this, and this.

Yeah.

And I can appreciate you being real with me. And then you move on. So that way you get them to articulate more on the frame. We get them to get more buy in. That's. That's really what that is I've ever met.

But no, like, so right now I'm 24. Like, I was the exact same way. I got into, like, stocks, Amazon, FBA, Airbnb, all that stuff when I was, like, 17, 18, failed at everything. So talk about, like, being scary. Like, just jumping into another thing where I'm like, am I just going to fail at this? Again? I Got on a call with Adam, and we kind of had a conversation similar to this. I'm like, dude, I don't know. I'm scared. This. And that is like, can I share a perspective with you? So for you, do you mind if I make a suggestion to you?

Okay. The frame you set up is really good. Okay? Like, you put yourself in her shoes, and then you detach yourself of you talking to her, but naturally she'll put herself in your position. Now, you did that, but we didn't really use it. You get what I mean? It's like, hey, Adam said this thing to me. He said, can I share a perspective with you? And then you just, like, you went right into her. Then. You just went right into talking to her. Now, again, like, here's the thing. Did you need that? Then, like, if we. If we're going to put something like that into the conversation, just use it. It's like Adam, like, he had this really, really deep conversation with me, and it really just come down to he asked me, what would you do if you knew you couldn't fail? And it really hit me that if I knew I couldn't fail, like, I would just dive in. And the next question he asked is, well, if you knew you couldn't fail, you dive in. You would do it. Why would you act in any other way and plan for failure? And that was. Right. Like, I was planning for failure. So I, like, I really got to ask you. And then you move it on to them, right? Like, you, like, again, like, what you're doing right now, it's not bad. Okay? I'm just saying, like, you got a good hook in, dude. Just fucking use it, bro. You hear what I'm saying? Use it. Like, Adam said this thing to me. He said, like, similar conversation to yours, and this is what got me over the edge. And she's gonna be sitting there, she's like, yeah, why am I planning for failure? You get what I'm saying? Or something like that. Like, you can. You can create these stories or whatever it is, but if you do put that hook in, use it. You don't need to. You don't need to put that hook in. You can go like, hey, I've been in your shoes before. You know, this, this, and this and this. Can I make a suggestion to you? You can skip that part. Like, I got on a call with Adam, blah, blah, blah, blah, blah. You can skip that part and still be effective. I'm just saying, if you are going to put that hook in, because it's A powerful. It's a powerful frame and it allows you to be a little bit more direct on what's actually going on, on the fear without you actually being direct to her. Okay. Because it's Adam talking to you. You get what I'm saying? So if you have that, dude, just use it, bro. You know what I mean? Like, kudos. You set it up. Use it. You didn't use it.

Like, in moments like this, like, you're going to have that fear. Everybody does. Do you think it gets any easier when you start borrowing millions of dollars for bigger projects? No, I can tell you it doesn't. So in moments like this, we have two options. We can either let that fear constrict us and it holds us back, or we can shape it and we shape it into massive action. Because once we have skin in the game, it's not like an if it will work, it's a when will it work. That's the beauty of what we have, is we try to eliminate as many risks as possible. You have the team, you have the support, and we have a guarantee. We have never had a client not get their Airbnb and be profitable when joining our group. The only way you don't be profitable is if you don't go through the trainings, you don't book your one on one call, and you don't ask for help. I don't think that's you. But do you feel like you're just going to join this and not put any effort in?

No, no, not at all.

No. I don't get that. Because otherwise I really wouldn't have offered you a spot. You seem like a go getter. You're 19. You sound like you're going to be a killer in life. But to actually ensure that we can help get you there, we first have to start taking little small steps. So for you, if we actually want to go out there and become that business owner who is financially free and who lives on their own dime, what do you. Would you rather let. What would you rather let that fear do? Constrict it or would you rather shape it?

Shape it.

Yeah. But what happens if we constrict it and we let that fear to hold us back?

Okay, now right now we're getting to a very pivotal moment in the conversation. What we need to do is we need to take it further. What do I mean by that? Okay, so what would you rather allow that feeling to do? Allow it to constrict you just like it does with, you know, most people or Shape it into taking massive action. So we put some skin in the game. Now this has to work. We're gonna make it work. Which one would you rather do? I'd rather shape it. Why would you rather it?

Why would you.

Why would you rather shape it? Why get her to expand. Expand it? So she's telling herself, like, why she needs to take action. She took a step in your direction. What you're doing is you're pushing back. It's like, why though? Like, nobody's going to force you to do it, though. Nobody's going to force you to, you know, attack your fear. Like, you push back, which gets her to defend her position. So it's like right now she took a step forward and then we push back on her and she's going to entrench herself more in the position and then we go to consequence.

Stay in the same spot.

Yeah, but what happens if we constrict it and we let that fear to hold us back?

Stay in the same spot.

Yeah.

So if, okay, now we need to take. So here, here's what you do. You're at a pivotal moment. You push back, you get a really juicy why? You go to consequence. And right now we need a good, juicy chef's kiss. Consequence staying in the same spot, especially when somebody's fearful, it's not going to cut it. It's not enough. It's like, yeah. And again, most 19 year olds, they're fine with that. Why aren't you fine with that? And again, what's going to be the day to day ramifications a week from now, a month from now, us staying in the same spot, doing the same thing over and over again that we have been like, are you going to allow that to happen? Because it's a choice again, you got to push back. Like, that's not a good enough answer. Staying in the same spot. Lots of people stay in the same spot. Are you okay with that? So, so be real with me. If we wake up tomorrow and we are staying in the same spot and we're looking in the mirror and we know that, like, how is that going to feel? What would be the day to day ramifications of this continuing? Are we willing to allow that to happen? Why not? And I, and I appreciate that because, like, now you're being real. So what do we actually have to do or who do we need to become to actually make sure we don't be the person who stays in the same spot and continues to be a burden?

Right.

We just need to drill down deeper Here, that's the whole crux of the conversation, is this right here. And if we try to speed past it, then, like, we've done all this work for nothing, basically because we're not going to get her to really open up on it, really get to see the urgency and make that, make that shift. That's really what it comes down to. So when you get to this point, take your time. Just take your time and drill. Okay. Why would you want to shape it? Because you could not. Oh, I'd stay in the same spot. Okay. And I. And I can appreciate we'd stay in the same spot, but most people stay in the same spot for their entire lives. So what would staying in the same spot, like, actually cause for you? Or why are you not okay with that? And if you did stay in the same spot another day, another week, like, what is the day to day ramifications of this? The same thing happening over and over again. We continue to be a burden. Not ten years from now. What if we continue to be that person who's a burden tomorrow? Like, how's that gonna feel? And are you willing to allow that to happen? Because it's a choice. And I say this because I care. It's a choice. Why not? Okay, so who do we need to actually be so that we're no longer that person who's the burden, that we can be financially free and we can actually be the business owner who. I don't know exactly. Like, you know, because then I listen to discovery. But it's like, again, you want to make sure that we're drilling down into her specific consequences and her specific goals. Like, it needs to be specific. Like, we can't be generic at this point.

If we actually want to become that business owner and we want to shape it. Where should we go from here, my dear?

Taking the first step.

You sure?

Yeah. Cuz like, I think of it like this way. Like at the bottom of the stairs is where you.

Okay, so it's like right now.

Taking the first step.

You see how she's a little bit hesitant with that? So again, if somebody's a little bit hesitant, like she took a step, like, fantastic. Like she took a step. She said something that was positive. I'm just. I need to get her to entrench herself more in that belief. It's like taking the first step. She's kind of like, you know what I mean? She's. You can still. You can tell her energy when she said that is. Is low. So what I need to do is I need to push back a little bit. Are you sure? Or why do you think so? With this woman in particular, I would have just said, like, why do you think so? Right. But it's somebody who's a little bit more. You need to be a little bit more forward. Just like, well, you sure? So I was like, well, why do you think so? Why do you. Why do you feel like you need to take the first step? Well, I need to take the first step because of this, this, and this. Okay. So it just comes down to, are you actually ready to take that first step? So what should we do? And then we go ahead. We move it forward.

Yeah, because, like, I think of it like this way. Like, at the bottom of the stairs is where you are now. You're 19. You're going through the nine to five. At the top of the stairs, it is you. In a year, two years, three years down the road, you are the business owner. You're probably making well over 108,000. But let's just say you're making 108,000 now, like, you are a different person. I'm not talking about you jumping from the bottom of the stairs to the top of the stairs, because that's unrealistic. But if we actually want to start becoming that person, we have to get onto the first step and just keep taking everything one step at a time. Because at the end of the day, it's not becoming that person that makes 100,000. It's the journey that gets you there. Because the person you become over that time is going to be far more valuable with the skills you learn and the lessons you've acquired. So if we actually want to start becoming that business owner, and we know we need to take the first step, the choice is yours, my dear. What decision do you want to make? To actually become that business owner?

Yeah, I agree.

I don't ask if you agree or disagree. I ask you, what decision do you have to make?

Good.

Taking the first step.

Why?

So where should we go from here?

It's like, why? Why? Like, why? Like, legit. Like, we just need that. Well, why? What happens if you tell yourself it's okay not to take that first step even for a day?

Right.

And then we can. We can drill into that. Now, if we were to drill into the consequences and stuff earlier, we probably want to be running into as much. But, you know, whatever. But it's like, we just need the why. Taking the first step. Well, why, though? Because of this, this, and this. Okay, so what should we do? What do we got to do.

Going for it.

Then let's do this.

Okay.

Okay.

Okay.

Okay. Yeah.

All right, my dear, how you feeling? Right? So it's like. And this is just like little.

Okay.

So it's like once she takes that commitment and you can tell she's still a little bit hesitant from just how she's saying it. She's like, okay, okay, let's do this. Like, hey, I get it. It's tough taking that first step and actually committing to yourself. How does it feel to commit to yourself? It's scary, but it feels good. I get it. And again, it's not gonna get any easier, right, as far as like taking that step. But it's what's required. You get what I mean? So it's like kudos for you for actually committing to yourself. Like, I'm rewarding the behavior immediately. She's like, okay, okay, okay, we gotta do it. Okay, yeah, that. Kudos to you, right? Because actually committing yourself, that's the hardest part. You committing to yourself. Like, how does it feel? Boom. Right? Like we immediately we want to reward that behavior, right? So. Because like the problem is if she kind of gave you like a half assed. Okay. And then we're just like, okay, well this is what we do. Let's go ahead and do this. Then there can be. Because I can see there's more, there's more to this call. Then it's like, oh, well, fuck, that sounds like a lot. Let me just push this off another day. You get what I'm saying? So immediately when they're like, yes, let's fucking do it. Reward immediately. It's like, kudos to you. Right? Most people, they have that hard time actually committing to themselves. They. So how does it feel, you actually committing to yourself? Oh, it feels great. Blah, blah, blah, blah, blah. It's like, okay, cool. It's like, and now that we, you know, we committed to ourselves, like, this is how it works. And then you just go right into it. Okay, but just get, I'm going to.

Get that buy in email set. We are going to walk through the steps together. Here's the best part about this. Like, I'm 24. I'm. I'm not that much older than you. You have my phone number. Text me with what you need. We'll make it impossible for you to fail. And on top of it, I would also like to maybe FaceTime you this weekend later so you can see my face so you don't just have to hear my voice. I promise my face doesn't look that bad.

And see, that's good. But we just need to reaffirm or get her to feel good about the decision she just made. Okay. So it just. We need to just reaffirm.

Here's what we'll do. I'm going to start crafting your onboarding email.

Okay. It looks like you go through her email, you get that, blah, blah, blah. This goes on for a few minutes. Okay.

Okay.

Okay. And then it looks like we're just. And again, you are like, saying, like, hey, other people got results, that type of thing, and. And all that good stuff, which is good, right? Like, you're. You're reaffirming like, hey, other people got results, all that good stuff. I would just always get the buy in. Like, how does she feel? Congratulate her on taking that step.

Okay, so the onboarding email is ready to rock and roll when you are just waiting on the text and screenshot from, you know. So what we'll do is if we just kind of confirm the payment here, I'll at least get you the onboarding email sent, and then we kind of go through everything so it's seamless for you.

Okay. I'll look at it and I'll. I'll send you a text and give you a screenshot.

Okay. So I just. Once we finish that up on this call, then we can kind of schedule that second call for later today.

You see how she's seen it now? Yeah.

Yes. Because this way it's. We can at least book that second call, so at least something's on the books for later.

Okay. Do you think that I could, like, do it like this after? Because I wanted to do it this afternoon. I don't. All my. My cars and all my stuff, I don't even have it with me.

You. You're telling me you're 19 and you don't walk around with your wallet?

No, everything is Apple pay for me. I don't.

I don't walk around my wallet. Everything is Apple pay for me as well.

Ever carry my card physically?

I got you. I think you can even pay with Apple pay.

Yeah.