Watch an 18 Year Old Close a Rich Investor (Real Call)

This wealthy prospect bought, refunded, and then the next day he got upsold into a $30K package. Here's what nobody shows you about selling wealthy prospects. This guy had 75 properties. Money was never the actual issue, but he still had to spend an hour and a half with this closer just asking logical question after logical question, but not actually making a decision. What most closers would do is not hold their ground, fall into the prospect's frame, and then this person doesn't buy. Just because you put a rich prospect on a pedestal. So what I'll be showing you is a call with one of my students, Nathan, who's 18 years old, on pace to do $50,000 per month in commissions this month. And I'll show you exactly how he holds his ground and he doesn't treat this prospect like they're special just because they have money. Now, personally, I've closed over $8 million in deals, and last month I did over $42,000 in straight commissions, only taking 11 sales calls. And the reason being is because I was selling to rich people. So if you want to make real money in sales, you have to be able to dial in selling to wealthier prospects. So in this video, I'll be taking you through the exact objection handling that Nathan did on this prospect. And then I'll be pointing out areas where he really could have sold this guy in 20 minutes rather than having to objection handle with him for about an hour. So lock in, pay attention, take notes, and And let's dive in. What is the context of this? So it's like we're not going to dive into the specifics of the offer, but it's a real estate offer, more high ticket, more investor types a lot of the times that you're going to be talking to. What's this guy's situation?

This guy has 75 properties. He is a more B2B lead who wants to optimize cash flow.

Okay.

Right? So just make more money but at a higher level as opposed to like—

Yeah. So it's like generally speaking, when you're talking about For example, somebody like this, just so people can kind of understand ultimately what is he trying to buy into, what's the outcome this guy wants. So when you're renting out, let's just say a one— renting out just a house by itself, basically you're renting out the entire thing, right? And it's like you can only make so much money. But with this in particular, you change certain things and then you rent it out in a different way, so you make much more money. on the properties you have, right? And it's like primarily you help people convert and then also you help them get new properties and set it up from the start, right?

Yeah, exactly. Okay, cool.

So guy has the money, he just is a little bit of a bitch, and we'll see how you go about handling it, right? Uh, the reason why I really wanted to go over this one, because you posted it in the, in the wins And literally it was, um, you gotta teach rich people that daddy's home, right? And it's like, if you have that type of energy, you'll actually close these fuckers. Like, that's the biggest thing. A lot of people put rich people on a pedestal, but it's like, dude, they're just people that happen to have money. And what are you on pace to do this month, by the way?

Just under $50,000, bro.

So we're just under $50,000. You better fucking hit $50,000. So that way, yeah, that way we can go to Colombia, buy you a Rolex, and we can Jack's there because he's, he's gonna fucking hit 52, right? So make a cool video out of that. All right, cool. Let's go ahead and dive into it. I'll do 1.5x speed because I have attention deficit disorder. All right, cool. Yeah, cool.

You on board?

Say that again.

So you're on board? Yes. Okay, sure.

Well, I'm on board.

So this is a real easy and simple thing. So you drop price and you can obviously tell he's hesitant. So just call it out, right? Like, there's no need of beating around the bush. Like, right now in your mind, like, where is your head going?

This entire call, like, um, he was just always up in the air. Like, I think so. Like, he just wasn't fucking sure of anything.

Yeah, right.

So especially at this point, I'm calling this shit out. Like, we're not fucking dealing with this.

Yeah, so it's like, and again, if you don't call it out, then again, we're never gonna actually have an honest conversation. Right now, everything's out in the open. The ability to have an honest, straightforward conversation is what's going to get somebody like this across the line.

On board, you know, I'm on board. I have the money. That's not a problem. I just want to, I just want to, I want to think about this and confirm it today and get on board.

That's it. What do you want to go over in your head? Just so I can send over the most relevant information.

Yeah. So we got a smokescreen. Think about an objection, right? That's not real. You did the old took sip of water, calmed yourself down, slowed yourself down, and then you just flushed it out, right? Yeah, textbook. Yeah, I do it every single fucking time, dude.

From— I, I kind of— I just wanna— it sounds, it sounds easy, like you, you know, you present it like, okay, it's easy, you know, boom, step 1, step 2, step 3, step— huh?

I said simple but not easy.

Yeah, the simple, easy, simple— the steps seem fairly, you know, 1, 2, 3, 4. Um, which I like, which I like. Um, you know, it's $9,800 or $8,800, however you want to put it. So, you know, it's a decent— it's a decent, you know, it's a decent, you know, amount to pay. But I just got to make sure I'm committed, you know what I mean? I got to make sure I'm like, okay, well, when you do this, you know, you're ready to jump right on in. So I'm assuming I pay it and then, you know, I get signed up or figure out— I get my coach or whatever the case may be, and then we start from there. Is that how it works?

Yep.

Got it, got it. So 40 to 60 hours per week, is that right?

That's what our team does for you. We spend 40 to 60 hours to get the contacts for you and get the organizations. On your end, it's 5 to 10 hours.

Yeah, 5 to 10 hours. 5 to 10 hours.

Yeah. Not 40 to 60. Did you think it was 40 to 60?

Yeah. I was like, man, that's not—

that's a full-time job right there.

Yeah, it is. But I mean, that's, that's at the beginning. At the beginning. So you guys spend that amount of time Literally, when you say get into contact, so you guys—

Okay, uh, so what can happen, and something we always got to be aware of, is people start to go into the fucking weeds to distance themselves from having to make a decision. So he's teetering on that right now. So it's just like, concise and get this back on fucking track, because this guy, dude, he's—

you—

he's squirrely as heck. I know, like, people can't actually see it because we're going to be blurring out his face and shit like that, but he's—

he's a little like moving a lot.

Yeah, he's jittery, dude. Why? He can't sit still right now, and it's just about the uncertainty of him taking the leap.

The market research and all that—I'm assuming you've kind of kind of already done that.

Yeah, put all in his fingers and shit like that.

Or if you haven't, you do it, and then you're like, okay, Kareem, here here's the here's the list of the people. I interview, I interview the clients, or who interviews the clients that's going to be in the units?

We give you the intake procedure and show you how to interview them.

Okay, so then I interview the client, say, you know, this is, this is Bob, you know, Bob's, you know, in this program, and, you know, I meet him and— yeah, okay.

Right now we need to fill this space.

So 8 people per room, do they fight? I mean, I just, you know, I mean, I mean, you know what I mean? It sounds, it sounds great. It sounds really good. But I'm just curious of, of all the headaches that come along with it. You know what I mean? Yep.

There are definitely headaches that come along with it. The thing is, there are only headaches if you do it incorrectly. No, follow the process. The reason they don't fight the way we see in the house is the case managers and them, they prefer the accountability inside the room. That's why you double up, right? They'll have the accountability.

That's why you double up? What do you mean?

That's why we have 2 people per bedroom. Okay. Accountability for them. They, they account for each other.

You're saying like they're, they're kind of overseeing one another?

Yeah, like it's extra accountability on their end. They hold each other accountable. Got it. They prefer it, and the case managers that you work with prefer it as well.

Got it, got it. So there's $5,600 for that then.

So it's like the one thing I would just say is like we're putting a little bit too much like just in his court and not like leading him through the process. Mm-hmm. Right? So it's like what will happen is like again, he's just gonna like Just naturally, when you're in a conversation, I ask a question, you answer, and then you're silent. I'm just gonna shoot off another fucking question.

Yeah.

Even though it's like, it's not even something I actually need to know. It's just something that's like, oh, I feel like I should. You know what I mean? And for him, especially in this point right now, because he's nervous, he wants to separate himself from making the decision. So really all this is doing is it's buying him time. I'm not saying it's bad, but especially if you're on back-to-back calls, because this call went, what, like an hour and a half? You would be able to probably shave 20 minutes off this call if you just, at this point, it's like, hey man, we've mapped this out and we've done this for thousands of people. We know it works. What's actually making you hesitant about it? And just throw it right at him and then just take it from there rather than just having to field all of these different questions. From all of these other places, you know what I mean?

How much do I pay the case manager?

You don't pay them anything. You're doing them a service by taking their clients. Like, the house manager. Oh, the house manager. At that point, once you get a house manager and they're running multiple homes— our one who runs 4 homes is part-time, we just pay him $2K a month.

Okay, but then again, that's in California with more expensive But so at $2K a month, how many, how many units are they managing for you guys for that?

4.

4. So $500 per unit, it comes off of there. So, so my, my expenses, $1,000.

And it's like also as well, some of this shit he's not gonna really know until he gets in and he does it, right? That's part of it as well. So it's like, again, I'll just try to push it forward a bit.

I'm just doing the math here for a second. So it's about a double up, isn't it? If I'm getting— so if I'm getting, let's say, $1,900 per year, just a regular renter, and there's 56.

I think the reason I took this return on my investment, like, lead the call, like, not have him answer his questions, is because I was trying to time, like, logistically get him to admit it makes sense and then just handle the figure from there. Because like a lot of these higher level guys, like quote unquote higher level, they'll hide behind the fucking fact that like, oh, I just need to do more research. I need to make sure this like fits for my properties, all this bullshit.

Well, it's like with that, right? Like ultimately, well, like what I'll do, like anytime you field a question, just answer the question. Like, does that make sense? Does that fit for what you're looking for? And it'll put like, it'll push the call forward. Okay. So like, that's just a real easy thing you can do. And then I would just, again, like taking up more authority. It's like, hey, We've ran all the numbers, right? Like we've done this with thousands of homes. Okay, so it's like we know this structure works. Is there anything that you're seeing that makes you hesitant, or is there any reason why you feel like this wouldn't work for what you're doing? Or are there any other things that you feel like we need to go over to make you more sure? Okay, so you're just more put— like you're like, hey man, we've done all this, what's going on? And then you're just pushing it back on them because like what will happen a lot of times is again, like he'll just start asking questions just to ask questions. Okay. Ultimately, the biggest thing, they just want to know it works.

Yes.

So it's like, it's good that you know the answers and you're coming across like you're an expert. Like, that's good. I'm not saying when they do ask questions like this, don't answer them. I'm saying answer them and then push it forward.

Okay.

Right? So it's like, because like what will happen is like you'll just keep fielding it, right?

On the $8,800, I would get back in the first unit if I did just one of them. I could technically get it back in the first year.

Within the first year?

In the first 3 months. I'm gonna say I'm too— I'm ultra conservative. I'm gonna say I'm ultra— so I'm gonna say I hired, I hired like someone right off the top instead of me dealing with it, and I paid them. Even if I'm gonna say I cleared $2,000. We'll see. I didn't— I got to make sure the room— now each room, does the square footage have to— because, you know, that's 4 large bedrooms, right? I'm imagining. So I got average size bedroom, 10 by 10. What about, what about a, like, a finished basement? Is that a room?

You can just make sure it's up to code with, like, your state, Arizona. That'll be the only thing.

What do you mean? Like, it'd have to have an access point to get out? I have to dig a Because people use a finished basement as a bedroom, but I don't know if that works for this kind of deal.

It offers the same as long-term rental legally. Okay. Like Ohio allows you to furnish bedroom downstairs for a bedroom and you can.

Okay. Okay. Well, I'm interested. I'm interested. I just got it. I need to process it for a few hours.

Okay. Now we're at—

what do you want to process? Just on the same page.

It's different. I'm not used to it, you know what I mean? I'm typically a regular landlord, you know, so I just want to process to confirm. Like, I want to be all in, you know what I mean? I just want to make sure I'm all in. That's it.

How do you know if you're ever all in on something?

Okay, good.

How do you ever know?

So just like immediately, right? Like, he's making a statement, but he has no foundation for that statement, right? Like, I'm not used to it. Like, how the fuck could he be used to it? He's never done this before. Like, that doesn't make any sense. If he was used to it, you guys wouldn't be having the conversation, you know what I mean? So it's like people just say something and they have no actual Foundation for what they're saying. So the easiest way to actually really cut to it is just get behind it. It's like, well, how would you even know that? It's like, oh well, right? You can see immediately he's just like, yeah, you're right. Like he knows immediately where that train of thought goes.

Rich people are still retards. Yeah, a little bit, right?

Like like they're humans. They'll fall in the same same exact patterns that everyone else can fall into. It's just like generally speaking, the one big block that you're not going to run into is well, bro, I just don't have the money. Right? Like, that's the block you're not going to run into as much because they have the money, but they still need to be convinced not only logically but emotionally too of like, okay, I know I need to take the leap.

Well, I'm assuming when I— if I commit the money, I'm all in, you know what I mean? That's how— that's how I would say it. You know, when you— when you commit to something, I guess it's like having kids.

You'll never know you're ready to have kids until you do.

My kids are all grown. Yes.

Until you commit the money to it. Like you said, you've been doing it for the last 7, 8 years and you've never made it a priority.

You say what? I never—

what I said, like you said, you've been thinking about it for the last 7 to 8 years and you've never made it a priority.

Right, right, right, right.

And also, how do I make sure I'm committed to making this a priority? What, 7, 8 years?

I guess, I guess the financial commitment would obviously make it a priority because I don't like throwing away money, you know what I mean?

Let's talk about the finances. Are you all in on this? Probably, yeah. Yeah. Let me say probably. Yeah, no, no, yeah, yeah.

I would be all in on it. I would. I would.

So let's talk about the 10K. What's going through your mind? No, no, no, yeah, I'm all in.

Yeah, again, he's all over the place, right? So it's like you drop the price, and so it's like right now we're kind of like you're walking through him a little bit logistically, and he already told you it's not the money, but he keeps on bringing up the money. So basically we're isolating and getting buying at this point, right? You're like, well dude, like are you actually in this? And get the leverage we need to actually overcome his objection, right? It's like, yeah, because he's, he's all over the place right now.

No, yeah, yeah, no. Be $90,000. Would there be anything else holding you back from moving forward?

No, probably not. I mean, you know, probably not. I mean, obviously this is a, this is a change from what I do, you know what I mean? So it's something I've been wanting to do and it's in front of me right now. So, you know, it's one of the things like, it's like, it's like talking about wanting to learn how to swim and then you're standing in front of the pool and then you got the guy sitting there that's going to make sure you don't drown. He's like, well, there's the pool, get in the pool. And you're like, well, shit, I mean, there it is. She's got to get in the pool, right? That's kind of how this feels. That's, that's where I'm at, you know what I mean? Like, I'm looking at—

From getting into the pool is just fear, uncertainty that they can actually swim, that they can float.

Yeah, that's, that's probably the truth. There it is. There it is. That's probably I guess, I guess that helps me out there. I'm gonna say it sounds good. Is it that— is it, is it that simple in a sense? You know what I mean? Is it that simple?

Now what's happening right now is he's asking you basically questions of like, is it like— like you can tell he trusts you, which is really good that we're in this spot. Because if we get to this spot and he can't trust you, a lot of the things That you have been doing up until this point, like it's just not going to land. So that just goes to show like how you've shown up, how you've led him in this conversation. It leads to this point where again, like we're we're like 49 minutes in. He's like, "Is it is it really what you're saying it is?" And he's like he's he's putting that on you, and then he's trusting you. Like you know you're you're about to close a deal when he goes when they go. Well, what do you think I should do? It's like what the fuck should I buy or should I not buy?

You can see right there, like as soon as he gave me that pool analogy, I started texting on my keyboard. I was texting my center. Yeah. I'm close. I'm closing this guy. I pulled out.

Yeah, bro. Like he, he just straight up admitted like, hey, it's just fear. Right. That's all that's happening right now. Okay. So it's just about going ahead and you use that analogy against him or whatever it is and just really address it. And then also he's like teeing it up to you of like, oh, is it really that simple, dude? It's just like, yeah, give me your fucking money.

Buy my shit. Simple. Not easy. Getting into any business will never be easy. It will be a work involved. I do not want people coming into that, into this business half-assed, like someone just dipping their toes in the water.

Yeah.

Because you'll get half-assed results and look bad on us.

Yeah, well, yeah, I don't want to do that.

Okay, so why do you put that anchor in there?

The, uh, like swimming analogy, the pool analogy?

Yeah, you're like, hey, this is simple, it's not easy, this is going to be work. We want this type of person.

The DIY objection. 75 properties, they have a bit of an ego, they think they can do everything fucking themselves. Especially on the software, we get a bit of DIY objections. So I want to make sure I get in front of that no matter what.

Yeah. Well then also as well, when you qualify, hey, this is a type of person I want to be, or this is a type of person who does well in this program, right? If he wants to do well, what does he have to do?

You're taking the deal off the table. He has to be a different type of person.

Yeah, he has to be that guy. So it's like, it's really, you're setting a standard and then you're also making it plausible of why you need to have this conversation, especially when you're dealing with people who are a little bit more high level. If you just start, like, if it doesn't actually make sense in the context of the conversation, whatever you're doing, they're more likely to not just go with the flow. Just because people, generally speaking, there is a correlation between disagreeableness and the ability to make money. So, the richer people, generally speaking, the more disagreeable, which just means they're okay telling people to go fuck themselves, just like overall. So, if it doesn't make sense in their mind, they're totally fine just like, dude, leave me alone, right?

Yeah.

Versus somebody who is poor, you can just bulldoze them even if it doesn't quite make sense. So that little statement right there of like, hey, this is— it's simple, it's not easy. The people who get results are these types of people. So that's why we're having this conversation, because the way he's going to enter the program is going to dictate his results. So he needs to be that type of person in order to get the results which ultimately he wants. So now it makes sense that now you're having this conversation about the type of person he needs to be.

Or how makes it more sense when I when you realize what happened after the sale, like the day after. But yeah, yeah.

Anyway, I mean, I'm I'm a yeah. So you guys are going go ahead.

Yeah. There is a business owner who waits to take action. Like you said, it's been seven and eight years you waited for this. You haven't made it. If you can do your homes. 7, 8 years ago, where would you be now with your portfolio financially?

Pretty— I would at least double my income, you know what I mean? I mean, monthly. Yeah, at the very least I'd double my income because— which is, which is a home run, you know what I mean? Would be a home run. I mean, not— let's keep in mind that some of my places are 2 bedrooms, you know. I have some townhomes that are 2 bedrooms, so those probably wouldn't work in a sense, right? They wouldn't work.

Could work. It wouldn't be ideal because, but even aside from just converting those, you would have the opportunity to scale to get more. Yeah, right. You know that the ROI makes sense. It's just the uncertainty that's holding you back. And thinking about it and processing it and digesting it just like at the edge of a pool will never make you more certain. It will never make you more sure because time doesn't make you more sure. Information makes you sure.

Yeah, information makes you sure. It does.

That gives you more certainty.

You're probably right there. Yeah.

Is your definition of what uncertainty means? Uncertainty doesn't mean you wait and you walk around the edge of the pool looking at other people get in. Uncertainty means it's time to get uncomfortable and it's time to grow. What investor do you know grows inside their comfort zone?

Okay. And this is really good because you're using language that is visual. And it's language he brought up too. So that's what's super important, especially when you're, you're handling high-level people, is like actually having a conversation. It's like, yeah, you follow like the general framework of like going through the frames, like handling fear, but being able to adapt, actually have a conversation, take what they are already saying so they're more likely to actually identify with it. People like people who talk like them. So you just take his language and you're just feeding it back to him. Like, deep down, this guy wants to buy. So all you're doing is just feeding back exactly what he said to get him to see that.

Wow. Yeah, you're right. You get comfortable, you don't grow anymore. You just kind of, kind of, you know, you stay stagnant. But you stay stagnant— stagnant could be good if you're making money already, right? In a sense.

That's interesting. You know what he's doing right now?

He's trying to— what is it— disassociate. It's not even like disassociating.

At least it doesn't seem like that. He, he's trying to get confirmation to reaffirm him being a bitch right now. Yeah, he's like, yeah, well, sometimes being complacent's a good thing, right?

So like a fucking kid asking his dad for permission, like, hey, can I go do this, right? Is that okay? Yeah.

Yeah, so it's like, again, like, this also points to how he views you right now in this situation, as somebody he would actually seek approval from.

Duh duh.

Right? Which is really, really good, right? But like, that's interesting to where it's like— and this gives you a lot of power because you can either just ignore it or you can really twist the nail, right? Like, and just twist a knife on that. Well, it's like, well, I mean, it It's not good if you're wanting to grow and you stay complacent. Just like immediately like cut it off and then move on. Or you can just ignore it, right? Like, or you just not address it.

Nah, I got too much of an ego to not ignore it. I fucking bang my head with it. Yeah. If stagnant was okay with you, you wouldn't be here looking for different ways to optimize your cash flow. Yeah, exactly.

Yeah, that's true. That's true. That's true.

You both know that is not the standard you set for yourself. That's why we're on the call, because we have a higher standard we want to abide by. And now what it comes down to is just living in accordance with that standard that you set.

So, so I would meet— let me just get this right. So I pay this and I call or meet with, uh, my mentor. I just call in and meet with them, or we schedule a time every, every week, or how does, how does that work?

You will schedule a time every single week. That way they can hold your hand, hold Okay.

And, um, now again, like something like that to where again, and this is something to where now it's becoming a pattern, right? Where he's like, he's right there. And then logistical question that gives him room. So it's like you answer just like you did. And then you turn on, you turn the screws a little bit. So it's like, hey, you're going to book in a time with them that makes sense, like in your calendar. But just so you know, man, the coaching, you have to meet us halfway. We can't do any of this stuff for you. You need to decide that this is something you're going to do and actually put in the work. Are you at that point? And it's right back on. I'm not allowing him to then distance himself from actually making the decision.

They're also going to do the market research, or I go out and do the market research and talk to the organizations and the I guess the, the, what do you call them?

The agencies and things. So you guys do— we connect you with the organizations, organizations we have vetted. That is the hardest part, is step one. It makes no sense for you to commit to doing that yourself. That is why most short building homes fail. Right, right. In touch with quality organizations who have been vetted.

They have been vetted. Then obviously you guys give me the handbook device, you know, helping with all that good stuff. And then I I guess my part is finding the property, getting it set up, and executing the— pretty much the plan that you guys give to me.

It's a diet plan.

Like a diet plan? Yeah.

You have to execute. It has worked for over 2,000 members across the states.

So is it— is there— I know you're not— so are you— is there a member? Do you guys have like a member that I can talk to?

Like, you see how again, since we're giving him so much space, like he's fucking— he's wiggling out. So like, like now we gotta smack this bullshit out too.

He's coming up with all these new objections. Yeah.

Right. And it's like, on some level it's because like, we're at the point that he was about to flip and then he was right there and then we kind of just gave him the space. And now he's like, oh, well, here's this other avenue that I can fucking wiggle out. Yeah. Well, it's just like, and again, yeah. Yeah. Like that, that's the thing. So it's like, again, like you have the skillset. To be really like leading, and just you would cut. You're just going to cut down the time on your calls, right? That's just the biggest thing. Like you just cut down your time on your calls, so it's like your calls don't go over. You don't have to rebook people or whatever it is. So you can always just keep those calls under the hour.

You can literally exit the Zoom and go to my waiting room and see school attendance in Ohio. In Ohio. Yeah. Is their situation them doing it? It's not going to change what's going to work for you. It's not going to change your situation. You can look at the thousands of people who've done it, but none of that information means anything because their situation is not your situation. Yeah. You can look at the thousands of people who have done keto, the millions of people who have done keto diets, lost weight, but none of that is ever going to give you 100% certainty that you will come in and put in the work. The only thing, and you know that the only thing will give you that certainty, is yourself and making that commitment today, taking action on something you pushed off for the last 7 to 8 years. Yeah. And it comes down to which business owner do you want to be? Do you want to be comfortable? They stagnant and they accept that and they live that way for their entire life, which some people do.

Yeah, yeah, yeah, yeah, they do, they do.

The one who gets uncomfortable, they step out of the comfort zone, they get into the deep end, and they learn to swim because of it. Which one would you rather be?

I've been in the deep end a long time. I know how to swim. Yeah.

If you knew how to swim, we wouldn't be having to have this conversation about uncertainty. There's a reason why we are.

Good. Well, I own my own business. That's what I do. I'm a landlord. It's just taking the step, the next step, I guess. Sober living. Let me think here for a minute. Sober living. You know, it kind of scares me that the people that are going to be in there are going to be like drunks that are going to come in, tear the place up, you know, you know, clog the toilet up. Punch holes in the walls. I mean, does that happen? I'm assuming that happens, right?

I get the concern. The reason, again, that's never happened for us in the last 7 years we've been doing this is the right intake procedure you need. The people who you house will already be sober.

It'll be— yeah, they're in that process, the sober process.

They're already sober. All you're doing is providing space for them to save up and then buy or rent more permanent housing.

Mm-hmm. And then so Some of the houses— so let's say, because I'm just thinking about some of my houses, I, I know some of them definitely have done the like—

I don't push it forward.

Yeah, just push it, right? Because it's like, so if you notice it, he didn't actually answer your question. Okay, so it's again like you're following the framework, basically, like it's reframe, binary, but then he just didn't— like he didn't give you a fucking answer. And it's like, like especially with somebody like this When they're super squirrely, the reason they won't do that is like they know where it leads. So you kind of have to be a little bit more heavy-handed on getting them to actually answer the question. Answer it. So for example, like this, he kind of like skirted out, asked this logistical question. You don't want to not answer the logistical questions because then it seems like you're hiding something. So you answer it just how you're answering it. It's like, okay, and like ultimately, man, we know this stuff works. What we're really deciding on right now is, do you work? Because we can either be— and you just go right back to the binder— we can either be that business owner who knows they need to do something for the past 5 to 7 years, we keep on putting a pin in it and not doing anything, or it can be that person with even— there's a little bit of uncertainty, we do it regardless. Who do you want to be, right? You just re-ask it and get it right back to the point.

Almost every bedroom is going to have enough room for 2, you know what I mean? Like, it'll be— 2 twin beds and a dresser, I'm assuming. Not a big deal. Simple.

You give the furnishing, it's something from Walmart, a plastic dresser.

And it works. That just works.

That's what we use in our homes.

And there are people that are okay with that. There are people that live that way is what I'm at, you know what I mean?

There is over 1,200 people who will ever get a bed. 1 in 1,200 people will ever get a bed.

So there's that many people out there is what you're saying that would be happy to Have a room and just be okay. They're just happy.

The literal statistic on Google is there's 18,000 homes for sober living for a market where there's 23 million people who need beds across the states. Once they get one, they do not want to let it go. It is so rare for them to get a bed.

Got it. Got it. All right. I think I'm going to do it. I just— I'm amping myself up over here.

Step into the uncertainty. Step into the light.

Step into the light. Oh man.

Um, but what you're doing a really good job is you're, you're really, you're holding your ground, right? That's the biggest thing. We're not being any type of apologetic. You're like, hey man, like, the only way we're going to get over this is us doing it. And just having that real conversation with them.

So the cost outside of the housing, the house which I have, is the furniture. And I mean, it You furnish it. You furnish it. Just— it's not like you don't go crazy on the furniture, right? On the furniture, you just kind of— it's basic.

The shopping list we give you is total $2,000 for a 4-bedroom.

That doesn't make any sense. A couch alone costs more than that.

$500. You can literally— really?

You give me the shopping list, I can just— and there you go.

Amazon. And you'll get most of the stuff from Facebook Marketplace as well for way cheaper on the list we give you.

Got it, got it. They probably, they probably done right.

Now, a real easy one right now, because he's like, oh, that just doesn't sound right. Like, oh, that doesn't make sense to me. It's like, hey, like, you answer it. And then again, how do we move it forward? It's like, hey, I know right now you don't understand this. That's because you're not actually in it and you're not doing it. The only way you're actually going to understand all the ins and outs is once you actually have a few of these open. For example, when you go on an airplane, you don't go up into the cockpit and start asking them what all the buttons do. What you do is you go in your seat, you buckle up, and you just know because they've done it thousands of times before, they're going to get you to your destination. That's what I need you to do right now. Okay? I need you to put on your seatbelt and just know we've done this thousands of times before, man. We're going to get you there too. Is that something you're willing to do? Right? And just put it right back on them.

That would have landed. Yeah, that's good. I like to do the fucking—

I can take care of the property better than a—

What was that?

Like, do the fucking swimming analogy again. Like, they've taught hundreds of people how to swim.

Yeah, it's like, yeah, dude, you can read all the books on swimming. What's the only way you're actually going to learn? You can go over all the quantum, you can go over all the physics, run all the equations from like, hey, how do you actually swim 100 meters? What's the only way we're going to be able to do it? And just Zooming out.

Yeah, in a sense, because they're happy to have something.

I'm assuming that is exactly it. They're not like long-term tenants who are ungrateful, who when you get them out, you have to go through eviction and then they break up your entire property. They're grateful to be inside your home because again, it is very rare for them to be in a bed. 1 in 1,200 people are in a bed. And they know that if they violate any rule at any given time, they are evicted immediately because of the licensure rules and they lose funding from the program.

So. All right. All right. I think I should.

I think you have to overcome the fear and the uncertainty.

All right, all right, all right, all right, all right. Let me, let me, let me see. All right, let's do it.

I'm ready. Hell yeah, bro.

I'm ready, I'm ready. Yeah, I'm ready.

How you feeling making that commitment? How you feeling stepping into the deep end?

Um, um, um, yeah, ready. Yeah, something different, something different. It's definitely gonna be something different.

Um, always uncomfortable. We as humans, we resist change.

Yeah, yeah. I'm just gonna have to commit to it. Commit to the time and the energy to do it, but I'm gonna do. I think I can do this.

You have to know you can do this. You have to commit to yourself. Have faith like a diet plan. It's not I think I can follow diets. No, I'm going to follow diets.

But I can follow. I can. I can follow it. I can. I mean, if you give me the handbook, you know, and the handbook is it's a good handbook. If the handbook is real, and and and you and you know the clients are there. For me, I can follow the handbook. I can do that. That I'm good at.

The handbook has worked for over 2,000 people across states. You know it works. You have to come in and put the skin in the game to make it work. It's reality. Which is why I wanted to make sure you were coming into this two feet in, not dipping your toes in the water.

Yeah. 28. Uh, okay, cool.

And we just go ahead and we just get them all set up.

Yeah, he fucking freaks out when his card declines, and after like Loop again once more. Yeah.

Oh fuck. Yeah dude, that's that's the fucking worst where they're like, oh this is a sign. Like no bro, it's just because it's a large transaction. This is normal. Um, like sometimes if this does happen a lot, I would always like preempt it. It's like hey, sometimes just due to it being a large transaction, it'll just fucking decline.

Decline is so freaked out.

Still. Fuck. But no, you did it. You did a good job. Like after he said yes. Right? You spent some extra time. Like, what's going through your mind? They said yes. Why are you doing that?

You want to make sure they reaffirm the beliefs inside their head. They just made a big change. Yeah, they haven't— he hasn't fucking done it in 7 to 8 years. So yeah, before he even makes the payments, I want to make sure that he's not rushing it. We're slowing down, slowing his fucking brain down, taking a breath.

Yeah, and just reaffirm that they made the right decision. Yeah, right. Like, just reaffirm that they need that That bit of reassurance because it's, it's especially with somebody who's like so finickly, finickly like that. It's like they'll go back and forth like so much and you don't want to have to hop on a call with that guy tomorrow and have to deal with all that shit.

And what happened is he ended up requesting a refund and then we got him back on and then he's now going to get upsold into a $30K product soon. So.

Why did he want a refund?

There was like a logistical barrier. In Ohio specifically, like basically a certification you have to get. Like Ohio is one fucking weird state you have to do it. Like it's not a blocker for him. He's just using this. He just uses a fucking excuse. Yeah.

And then what's it? What's the upsell? What's the 30K? Just like high level.

Yeah. It's like you get more like done for you. No, you got more group coaching with the founder basically. Yeah. Okay.

Can you just sell that?

The owner said, if it makes sense, you can. If it makes sense.

Well, it just happens to make sense with most of my prospects.

Like, I would, but they don't even have like a pitch laid out for her yet. So I don't even know what it fucking includes fully. You'll only see a sample.

Well, just like, well, like, dude, just ask them. But like, here's the thing. Just get some level of understanding and like, just pitch it $30K and like, dude, figure it the fuck out. Right? Like, just pitch it, see what happens. Especially because, um, the difference on that when you're talking about, uh, what, like a $10K price point versus a $30K price point, it's like, dude, there are people that you are talking to that $30,000 makes perfect sense for them.

You probably wouldn't buy it if I pitched it at $30K.

Yeah, dude, it's just something to where, um, there needs to be something expensive for them to buy. And it's like, here's the thing, you pitch the $30K, they don't buy for whatever reason. Like, oh, it's too much, I can't do it. Like, dude, you fucking downsell to the $10K, you still get them on board.

Yeah.

So what I would do in your situation, okay, because again, like, we're like, okay, how do we crack $50K? One of the biggest ways we're going to be able to crack $50K— well, hopefully we crack $50K this fucking month, right? Head down, drill, right? Like See if we can't hit $50K this month. But a real simple one to do, man, is like, if that like 1 out of 5 to 10 sales is a $30K, like you're already there. You know what I mean?

I gotta get rid of that. Like, I know we talked about that in Arizona too. Like, yeah. And then, yeah. Yeah.

Well, it's like, even like on the front end, like if it makes sense, like $30,000 makes sense for the person, I would just have a delineation. Okay. If they're above this certain income, You pitch the $30,000. If they're below it, you pitch the $10,000. And just have it really, really straightforward and really simple. Because I know with— because you guys use ClarityPay, it goes up to $30,000.

It does? Nice.

Yeah, dude, you fucking get these fuckers on a ClarityPay like $30,000.

Okay, so it's like here's like 5 years.

Nice. Yeah, bro. And it's like, here's the thing, because it's a, it's the 25th right now. We need to push to go ahead and hit 50 by this month, right? So that way we can plan out going to Colombia, buying you the Rolex, all that fun stuff. Okay, so like what I would do, like, um, just depending how responsive they are, I would try to get clear on that $30K package. If not today, then tomorrow. Just get clear on what it is. See if you can't upsell people to it. Right, just a text blast to all the people you've sold for the past 2 to 3 months. Just fucking text blast them, say they can split the difference, and then see if you can't collect, right? If you can get 2 to 3 people just to give you $20, I think it's fairly reasonable. You'll get a few of them that like, oh yeah, like that makes sense. Like they're starting to see results, it's starting to go in the right way. It's like, hey, do you want more? You get 2 people to give you $20, that's $4K right there. Right? Get a couple extra sales of what you've already been doing, then you should be able to hit $50K.

Yeah, we need like a good pitch on the $30K, number one. But then number two, I don't know if it would take away from like the CSM commissions.

Fuck them.

Ah, fucking fair enough.

Yeah, dude, it's like, I'm not worried. Like, dude, they can figure that shit out. Yeah, like you're not here to make friends, you're here to like collect some cash. And it's like, here's the thing, If they're like, dude, you shouldn't have done that, you're like, well, I didn't know. I didn't know I couldn't collect an extra $100K just based on upsells. I didn't know I couldn't do that.

What the fuck?

So I would say just do and then again, ask for forgiveness. I would just get clear on what it is. Now on the upsell, the pitch does not have to actually be that well thought out. It's just you get more access, you get more of what you already enjoy. People will just go ahead and they'll do that. Now, it'd probably be better if you have a more thought-out presentation, but legitimately do not overthink it. And again, I remember one of the last offers I was on, that's what— if we're ever needing something, it's like we'll just pitch $10K to $20K one-on-ones. Where it's like a set of 4 or set of 8 one-on-ones, $20K. It's like, what are you guys going to be talking about? I don't know, whatever you want to talk about, right? Like whatever's going to help you make more money, right? You know what I mean? So it's literally as simple as that. And people would fucking buy it because it's like they want more of the access.

Mm-hmm.

They think if they have more of the one-on-ones, they will get more results, which they probably will. Especially if you're talking to high-level people, like a guy who has 75 properties, right? Again, if that's not your average client, then talking to the owner, the offer owner who is much more established versus a CSM probably does make more sense. And they would be able to actually get the money out of it. I think you'd be surprised how much money people are just willing to pay for access.

Mm-hmm.

Especially rich people.

I've never, never done it before. So I don't know if I can see.

Yeah, dude, 100%. Like literally like going to the school for the upsell text blast, blast that out to every single person that you sold over the past like 3 or 4 months. And I promise you there's at least like 2 to 3 takers. Okay. Say like, and again, like, and there's a couple of different messaging in there. It's just like, hey, this is like a special we're running right now or whatever it is. Create like some type of urgency on it. Or it's like, um, we're like, generally speaking, we sell this for $30, but for our previous clients, we allow you to split the difference. Whatever, whatever it is, like some type of incentive, send it out. If they answer, call them up. It's like, hey, how's it going? How's your results been? Blah blah blah blah blah. What's the next steps for you? Just run through that upsell script, right, that I have in there, and just fucking sling it, bro. Yeah, bro. Like, I'm telling you, if you just put your head down, you do this, like, you'll hit like We're fucking go to Colombia, bro. Don't tell my wife. I'd probably have to. I'm probably gonna recover an addict. I'm gonna take my wife, take the child. Let's go to Colombia. I'm sure she'll like it. She likes food, right? I probably won't go outside much, but you can't have Jax be the only one who hits 50k this month.

Don't be gay.

Don't be a bitch.

Not be gay.

Yeah, don't be gay. Whoever doesn't hit $50K this month is a homosexual.

Yeah, cool.

Yeah. Do you have any questions on that?

No, that was good. The biggest thing is, um, make sure I'm controlling their like way of thinking. Like when they ask questions, yeah, make sure you get that shit back on track.

Yeah, because it's like, here's the thing, bro, how you can tell how he was talking to you. You didn't need to, um, Like, have to jump through all the hoops. Like, he saw you in a certain light that you could have just led him there much quicker.

Yeah.

Like, he was seeking approval, he was asking you questions, you know what I mean? So you, you had that leadership, you just use it. Which is the thing I run over on, like, a good amount of calls.

So—

Yeah, dude. Right? And it's like, and again, like, don't, don't get me wrong, you will run into some people where it takes an hour and a half to get them across the line. And like, that's fine. It's good to have that endurance, but we don't always want to use our endurance to sell people. Hopefully, this has been helpful, bro.