Watch Me Close $8,000 in under 50 minutes (LIVE)

This is a real sales call where I close someone for $8,000 in under 50 minutes. I'm Christian Polk and I've sold over $8 million in high ticket services. In this video, I'll be breaking down one of my sales calls. Not a lay down sale. Somebody who gave me actual pushback.

So ready to dive in?

Yeah. Yeah.

You can see what the top 1% of sales reps do and also why they're doing it. And no, I'm not just going to be pressing play and letting video run. I'll be PA the call at key moments to explain a few things. Number one, what am I thinking in real time? Two crucial mistakes you might be doing in your sales calls, that's creating resistance. And three, exactly what you should be doing on your own sales calls in your own sales process to make more commissions. Okay, so let's go ahead, let's get into the call. All right, so let's dive into the sales call. Got my glasses on here, Got my headphones going. Got some smelling salts. Wake you up a little bit. Now let's go ahead and dive into this call. All right, so for a little bit of context, isale sales training, right? So this is a salesperson looking to get better at sales. So if you know anything about offers, this is an improvement offer. I help people get better at something they're already doing and is very different from a biz op offer or a new opportunity offer, which means you help somebody do something they're not doing. Two different conversations. So this one I need to create a lot of doubt in their mind about what they're currently doing because I'm going to help them improve it. So that's going to be the big distinction between an improvement and a new opportunity.

See me?

Yeah, you're good.

Okay. Coolio, dude. So it looks like you booked in here about possibly getting some up with yourselves. Sound about right?

Um, yeah. Yeah.

Okay, Cool, man. Looks like we made it to the right spot. Just so we're on the same page, man. What made you want to go ahead and like, book in the call today? Like, how can I help?

I just kind of wanted to, like, see like a bit more about, like, how you help reps. Like, yeah, I was just watching like, a bit of your content and like, the stuff you put out. Like, I tried out my calls and got like, okay, results.

So first things first. What I'm noticing from him is he's a bit closed off now. Why is he closed off? It's hard to say. It's too early. In the conversation. But I know at the very beginning of the conversation, my main focus is to understand, one, why they're actually there, what actual problem do they have. But also, two, I need to get the focus off of me, put it on them, but do it in a way that they're actually open. If they're not open, it doesn't really matter what you're saying. Really. You're just going to be hitting up against a wall. So my biggest focus from right here is I'm going to be doing things to actually get him to be open with me. So something that I'll always do is, it's very simple, right? Is you can smile, actually, you know, show that you actually want to be there. You actually want to talk to somebody. This can actually get to people to start opening up to you more. Now, you don't want to overdo it. You don't want to be just smiling for no reason and come across like you're a bit autistic or something, or do artistic people smile?

I don't know.

You don't want to come across weird. So don't overdo it. But that's why I'm probably being a little bit more smiley here at the very beginning, versus what I would normally do just because of how closed off he is.

Yeah, trying. Trying some of the basic stuff. Oh, it's good that you got some okay results in terms of maybe, like, more actual, like, advanced training. Do you know what type of help you're actually looking for? Like, specifically?

I'd say just maybe more so. Like, I've run into a lot of people who, like, they're just. It's a lot of resistance in the discovery.

Okay.

And they're, like, just not really wanting to answer, like, a lot of my questions and.

Okay, like, resistance in what way?

Like what.

What exactly do you mean by resistance?

Like, a lot of them.

So first and foremost, if you noticed, I'm asking specific questions on why he's here. I need specific problems. Especially because I'm on an improvement offer. I need to know what they want to improve on. Specifically, I need to drill down to specific problems I can actually help with. For example, if I was teaching someone how to be a better chef, they showed up to me and they're like, yeah, I just want to be a better chef. Like, okay, better at what do you want to get better at? The cutting, the sauteing? Like, what specifically are you having a hard time with? What are you running into right now that would even have you looking for, you know, Getting better. I need those things. But notice when I do ask the questions, I'm taking my time. Me asking, hey, what type of help are you looking for specifically? I did not have to think about that question, but the way that I asked it on my sales call, I thought about it. Well, what are you looking for? Like, specifically? Like, I'm thinking about the question. And if you notice what that caused him to do is then have to actually give thought behind the answer. So I got a more thoughtful answer because. Because I made it a more thoughtful question. And even though I asked that question the same time.

Right.

For thousands of plus sales calls. Okay. That's when tone plays a key, key role at this point.

Like, they're just like, I'll get to like, in prom awareness of like, hey, like, how is this, like, impacting you? And they're just like, they're not really answering the questions. Or sometimes you can get like, it becomes combative.

Okay.

And then college really goes off the rails there. Yeah. And then. Yeah. Okay.

And what are they actually saying to you that, like, makes it more combative?

Well, drilling down into the specifics, like, oh, it's vague at this point.

Or. Okay, like, I just, like, they put the focus on me of like, I just want to see what you guys do.

Okay.

And then.

No, that makes sense, man.

Yeah. Yeah.

It could definitely be an issue. And is there a certain type of, like, structure you're actually following on your calls that is like, leading to them being a bit combative? Or what does that currently look like?

Okay, like, I have a script the, like the CEO gave me.

Okay. And what exactly do you sell?

I sell business coaching for marketing. Okay.

Like, you know, more like helping them scale. Like, what type of business coaching?

So now that I understand the overarching problem, what I'm going to do is I'm going to get more information about his current situation. So typically, the reason why I'm not just going to dive right into the problem. And if you get the problem at the very beginning when he's like, oh, well, you know, they get a bit combative if I just hop on that. And my entire sales call is just based off of that without actually gathering the more information, like, what is he actually selling? What other things is he running into? That might not be the real problem now it might be the real problem, like, who knows? But I need to get more of their situation. I'm diving into his situation right now. So that way I actually know where to start to probe in on. I know where I can Start to probe in on his different problems or whatever it is that he's facing. So that's what I'm doing here. I'm just information gathering now that I got an overarching goal or problem. Now I'm into the information gathering phase.

Yeah. So we're helping them scale with paid ads.

Okay, and how long you been doing that for?

Um, I'm pretty new to the offer. It's like, been a week or something.

Okay. So we're fresh into it, man. So what caused you just to go with the. The CEO's script?

Uh, he just, like, it's what works. And I don't really want to reinvent the wheel because, like, I've tried that a couple times on different offers, and it just doesn't wield the best results.

Okay, so. So we're on this new offer then, and we're getting combative answers. So what do you feel like you might be, I don't know, maybe like, saying on your calls or maybe something you're not saying, or it could even just be how you're coming across in your tone that's causing these prospects to really get combative and, you know, really not answer your questions.

So I asked that question a very specific way. I'm asking what is missing with his skill set. And in other words, okay, I'm asking what's missing with specific areas that I help with what he's saying, what he's not saying, or his tone that's causing the problem he just told me he had. Now, the reason I asked that in a very specific way is because if they answer the question, they admit that they are the problem. This is specifically important for improvement offers. If you help somebody get better at doing something they're already doing, they need to admit that they are the problem. It cannot be, for example, his offer. It cannot be the fact that he is new. It can't be any of these things. It can't be any of these things that are external to him. Why? Because if it's external to him, then he cannot solve that problem. I cannot solve that problem because the problem's outside of him. It's not actually him. He's not the problem. It's external. It's very different when you're selling, for example, a biz op offer. Let's say you're helping somebody quit their job, them saying that their job fucking sucks. Kudos, right? Like, they want something different and you offer them something different. I don't offer him anything different. I offer him getting better at the thing he's already doing. But the only way he can get better is if he admits he's the problem. So that's where I'm going in right now.

I don't. I don't really know, like, a lot of them, like, they're from the.

Not a good answer.

I know the UK is like more.

Statistical demographic, so right away, I don't know, UK people are, you know, skeptical. So what is he blaming? He's blaming the leads, he's blaming the prospects. Well, if the prospects you're selling to can't be sold, well, by golly, no sales training is going to fucking work. Okay, so not a good answer. So I need to lead him through my questions and guidance to actually admit not only to me, but to himself, that the real problem is his lack of skills.

Yeah, but again, like, I've, you know, helped tons of people sell to people in the uk, so I guess, what. What do you feel like you might be doing?

Or.

Or maybe it's something you're not doing. Like, who knows? That could be just causing them to give you more combative answers to the questions you're asking.

And again, I'm taking my time with that question. But first and foremost, I sideswiped the UK thing. I use a comparative frame. Like, hey, I. I'd help tons of people in the uk. What are you talking about? So what did it, like, what are you doing? So if he. If they're saying, like, oh, well, for example, like, weight loss. If they're just saying, like, oh, well, I don't have time. Well, it's like, I help tons of people. Are doctors and lawyers working 16 hours a day. What do you feel like allows them to make the time? So what do you feel like is missing? Like, in your, you know, the way that you're trying to lose weight, that you're not allowed to lose the weight in the time that you do have. Right. It's their fault. It's not the external world that's the key.

I don't know. Like, they also come from, like, cold outreach. Like, they're not coming from my PayPal.

Another thing of blaming the leads.

Like, it's just cold email that's getting them booked in.

Okay, okay.

Like, a lot of the times it's like super, super cold. Like, they don't even know the cold.

They don't know what's going on. It's not his fault.

And before you hopped on, like, was this offer being sold?

Yeah.

Okay, so it is sellable.

Yeah.

Get him to admit that it is Sellable. Right. So I'm pushing away his excuses and diving into the actual problem and getting him to actually own the fact that these leads are sellable. He's just not selling them.

And then what do you feel like you're missing right now just with what you're doing that's preventing you from actually connecting with these people and just causing to be combative?

I don't, I don't know. It is like the way I'm starting the conversation. Like, I don't know.

Well, how are you starting the conversation?

Well, so he left a little like, bit like, hey, maybe it's the way I'm starting the conversation, but I don't know. So I'm going to entertain it. I'm going to like, dive a little bit deeper. Like, how is he actually starting the conversation to see if I can actually pinpoint what the real problem is and get him to admit that it's his fault.

Like, I know in the, like the CEO script, like, he starts it a bit differently because these guys, like, they're kind of jaded where like they've got a bunch of calls. Yeah. And I don't start at the same as him. So like, maybe that could be causing, like, what.

Walk me through, like, what exactly do you say?

I kind of like just try to like, like build some rapport with them.

Like, huh.

Like a line I'll use just to get a laugh is. Yeah, like you, you live in the dream over there. Still working on it. And like, I know, and I know in like the CEO script, like, he doesn't really have that.

Okay.

And he has a couple different tactical questions in there.

Okay, so, so like, besides, like the building rapport stuff, right. Like at the beginning, like, what do you feel like you're doing, like, when you're asking these questions? Because typically what type of questions are you asking that's getting the combative feedback? Like, what exact question?

So again, I went into how he begins the conversation. There wasn't anything there. It's still more vagueness. So what I'm going to do right now is start to drill more into the specifics. He said things were getting combative. Well, what is leading up to this combativeness? Maybe it's not the start of the conversation. It very well could be, but just because of how vague he's been, I'm going to start to be very, very specific and very direct. And the reason why I cannot continue for him to be vague is the way somebody talks to you as a salesperson is the way that they talk to themselves. So if he's very vague in his language and you can notice this with a lot of people, they're very vague or, or another big one. They're very talkative, they're scattered, they're all over the place. Then that's how they are with their thoughts. So if he's vague with his thoughts, is going to be very hard for him to make a decision because it's vague, it's not clear. And if I'm going to sell him at the end of this sales call, things need to be clear, they can't be vague. Also, if somebody is scattered, if they're talking a lot, I need to start to direct their thinking. I need to direct what they speak about. Because again, their thoughts are scattered. And then they go to the end and their thoughts are scattered. They're not going to be able to make a decision. So you need to be hyper aware of how they're actually communicating to you because that's how they communicate to themselves as well. So he's being vague. So I need to get him to be more specific. I need to drill down into what's actually going on and get him to own it. Okay, that's what I'm going to do here.

That's all you're asking.

Usually when I'm just like trying to find out like why they're there, it's like I just wanted to see what you guys had and it's like, okay, well we were sort of on a back foot. Or like you'll ask like, what's the biggest challenge in your business? And it's like, you know, I don't really have that many challenges. I just wanted to see if you guys did like, you guys reached out to me. Okay. I want to see what you guys. Good.

Can I make a suggestion?

Yeah.

Especially if this is a demographic that typically does hop on call after call after call asking a question like, hey, what's your biggest challenge? How many other sales reps do you feel like say something similar?

Okay, so here's what I'm doing right now. I'm planting a seed of doubt and I'm planting a problem in his mind. So I just got outta him that his the biggest question that he asked people is, hey, what's your biggest challenge with XYZ right now? Which just the fact of the matter is, especially in the high ticket space, it's a question that's super overused. It was made famous by Cole Gordon. But there's people before Cole Gordon and now people after Cole Gordon that are teaching the exact same thing. This is how you start off a conversation. Now, he sells people who are online business owners. So this is a very, very high knowledge base. Like high sold to demographic. So if I sell to people that are like, very much like, they know, they've hopped on sales calls. Most of these people take sales calls. They've watched sales training. That probably teaches something similar. You're not going to have a good time. They're going to want to push back on it. So once I hear that, I'm going to insert that problem into his mind. What's like, hey, how many other salespeople do you feel like say something similar? Right. And then once I get him to admit that, probably most salespeople do say something similar. So if they view you as a salesperson. Right. How do you feel like they're going to view you in their mind if you talk like everyone else? Not good. Why do you feel like that is now the reason why. I'm going to follow it up with the why do you feel like it is? Or how do you see that being the case? I need to get him to actually own the problem. Because at this point, we've kind of circled around the problem. He's been very vague, but I got a really good piece of information and then I inserted a problem. Then from there, I need to get him personally to buy into the problem because everything I say is hot garbage. But him as the actual prospect is an absolute gold mine. Everything he says is absolute gospel. Right. At least he believes what he says. At least he should.

Right.

Unless he's a crazy person. So I need to get him to defend the belief of what the problem is that I insert here.

Yeah, Probably a good amount.

Yeah.

Would you think? Yeah, maybe.

Yeah. So what do you feel like that does in the prospects, Mike? Especially if they are jaded? If we hop on the call and we just sound like every other sales rep that they talk to.

Yeah. They just like, classify me.

Right.

It's like every other sales rep, but.

Is get put in that bucket. Do you want to be put in that bucket?

No, not really.

Why not?

Well, because, like, I'm just going to get treated like a friend else and get all the, like, all the fucking pushback. Yeah.

And you getting his pushback?

Because I don't want to say, like, why don't you want to be put in that bucket? I'm getting him to defend. Because the fact that that's what the problem is and he doesn't want this problem anymore, dude.

Cause I'm not on your calls typically. What is this leading to at the end? You drop the price. What happens?

So now after I got like, hey, what the really overarching problem is is he doesn't know how to start a conversation and he's getting put in a salesperson box. Now I need to know what is this actually causing, what are the specifics in his life? And that is causing him to feel that this is a problem. Because people don't just have problems. Okay, for example, somebody's 500 pounds. Yes, the, the real problem is they're 500 pounds, but where is their pain? Their pain isn't the fact that they're £500, it's everything. That being £500 leads to life on a daily basis is telling that 500 pound person, you fat. Like when I have to go upstairs, their knees hurt, they sweat, they're out of breath. Those are the moments of pain. So when we're looking at this, this guy is hopping on sales calls, okay, where is the moments of pain? When does life tell him, bro, you're not good at sales? It's when he gets objections and when people don't want to talk to him and he doesn't close deals. So now that I found what the real problem is, I need to then attach it to moments that are painful to that make him want to run away from his current situation. That's where I'm going to right now. I'm getting the specifics.

It was like sometimes I don't even get to the end. Like, it's just like it gets so combative. Like I don't even get to drop the price.

You can't even pitch.

Like yeah, sometimes. But like other times when I do get to pitch, it's like a half ass presentation. Cause like I knew the, like I asked the sale already because like a isn't like how much rapport is broken?

Well, how much sales are you losing right now because of that?

I at least lost like two.

So now that I got a little bit more of the specifics, I'm going to start to quantify it.

Okay?

Something really, really simple you can always do is you can quantify the problem, turn their story into numbers or turn their numbers into stories. Like whatever you get, okay, you want to turn it into the other one. So really easy things that you can quantify money. This is a make money offer. You can quantify time. Okay, how much time? What is them not having that time? What is that preventing them from doing? Money? How much money are you Leaving on the table, what is that preventing you from doing? I'm going to quantify it. I want to turn this story, all these problems, I'm going to turn it into numbers. I'm going to make it more real, more tangible. After I got the specifics of, he's just not able to pitch people basically.

This last week that I can remember off the top.

Well, it's like at least two. Like again, like, how much is it really, like, you can be real with me, dude?

Probably like three. Okay. Potentially.

And this is something you should always do if people are wishy washy, do not accept their wishy washy number as factual. So he goes, maybe two, right? He's not sure. It's like, hey man, you could be real with me, right? A little pattern interrupt, a little bit of humor then causes him to give you the real answer. So I need specifics out of him. I will just say in general, no offense to all the salespeople watching this, but salespeople are just notorious for bullshitting their numbers. So I'm, I need to make sure if he's giving me numbers, those are the real numbers. And this helps me stretch the numbers gap as well. Going from losing two deals per week to three deals per week equals an extra four deals per month. And then let's just say it's an extra like 500 bucks, like per month. And he's missing out on extra $2,000. Just because I caused him to clarify what the real number was. Now it doesn't mean that I made a new sale that he lost every single week. It's just that he wasn't being honest with me. Now he's more open because I called him out on his bullshit. Because if you allow people to lie to you just in any part of the conversation, the more we allow it, the more comfortable they are going to get in line to you. So when you get to the end of the conversation, well, how do you know you're actually getting to the real Objection. And that's the reason you're running in circles, because we haven't gotten to the truth. So if you do notice and you have to trust your instincts on this, when somebody's not being truthful, just a quick playful call out right here. You can be real with me, man. Okay? This is what allows you to call them out playfully get to the real numbers. And it also nips in the butt any thought that they can just not be open, not be truthful. They can lie to you.

4. But after the fact, the reporting, okay.

Well, it's like, if we take a look. So we've been in a week, week and a half. Like, how many actual sales calls did.

We get in this last week? I had about 12 or so.

Okay, so we had 12. And of those 12, how many did we close again?

Getting specifics when I was trying to push a little bit, still wasn't getting a specific. So I'm going into the actual specifics now. He's been on this offer for, like, a week, week and a half. So it's not as detailed as somebody who's been on an offer longer. Right. I'd go back a few months, understand exactly how it's been for the past few months. I'll get the actual specifics here. But this one's a unique case because he's very new to an offer.

Close. One.

Just one?

Yeah.

Oh, okay. And.

And if you notice that, yes, that is genuine, I'm like, bro, you just closed one your first week. But I allowed the emotion to come through. And what that does is that allows him to feel it. If I just accepted that as just like, oh, you just closed one. And it's like, it's no big deal, then it really doesn't amplify how bad that is. Like closing one out of 12.

Right.

Like, just say, shit. Close. Right. So they should feel that is bad, and you don't want to overdo it. Okay. Like, if you notice I'm just subtle about it, I'm like, wait, you closed one? Like, I'm shocked. Like, oh, shit, dude. Yeah, I can see why you need help. And then I'm moving on. I'm not going to draw a ton of attention to it. One problem that I do see some people have is you can definitely overdo it, and then it can come across like it's a tactic. If I did this after every single thing that he told me, now I'm weird. Okay. But if I do it once in the entire sales call now, it's not a tactic. It's a genuine human reaction which amplifies the pain. So you got to be careful that.

How many of those 12 are actually closable, because I'm sure there's just some that just, you know, there's nothing we could do.

Yeah, I'd say, like, in the past, we can have, like, seven, eight worth. Closable.

Okay. Okay. So, like, let's say eight. So just this past, like, week and a half, just since we've been on this offer, we lost seven deals. Does that. Does that sound right? Yeah, you don't sound too sure.

Well, yeah, I mean like some of it's like a new offer, so like there's a bit of a ramp up period. So.

No, and I can, I can appreciate that. But if we tell ourselves, like, hey, there's a ramp up period, like where is going to be the urgency to actually change anything?

So a few things there. Number one, I get the numbers and then I, I need his buy in on the numbers. So we've lost seven out of eight deals. Does that sound right? He doesn't sound sure about that. So I'm not just going to move forward. Even though he did say yes, I'm going to say, well, you don't seem too sure. The reason being is there's an underlying belief there. What was his underlying belief? Well, I'm really new on this offer, so what I'm going to do is I'm going to really go head on into that limiting belief of well, if we tell her, well, if we tell ourselves, hey, I'm brand new on this offer, where's the urgency to actually change and get better? Right. You're giving yourself an excuse. That's basically what I'm telling him. Okay. So I need to dive into the actual belief, but I don't get that actual belief unless I get buy in on the numbers, which you always need because it needs to be their numbers, not your numbers. And number two, when it doesn't actually sound like they're bought in, push back. You should not be fearful to be like, hey man, you don't sound too sure. Because either they're going to do one of two things. Number one, they're going to correct their language. Oh no, I am sure that is right. Or number two, they're going to tell you an objection, a belief like he did right here, so you can actually handle it much better. I get this right now in the discovery versus I get this 20 minutes later after I drop the price, there's much more fear. And then I've built this entire momentum with this underlying belief that that's been undercutting the entire sales call. Okay. So I need to address it right away.

Yeah, that's a good point.

Yeah. Why is it a good point?

Yeah, I need to get him to defend it because.

Yeah, like if I feel like it's like the excuse of like a wrap up period, I guess.

Yeah. Do you want to give yourself an excuse?

No. Okay.

So be real with me, dude. Okay, so it's like we lost seven deals. Like is it. Would you agree?

Yeah.

Okay.

Now I got buying.

What is the deal actually worth? You? I'm sure it varies, but it's like ballpark. What is the deal actually bring in commission wise?

Typically like 300 bucks.

Okay, so it's like 300 bucks per deal.

Okay. Yeah.

So four times seven times 300. So just this past week and a half, we lost 2,100. Does that sound right?

Yeah.

Okay, get buy in on the numbers. Now it's really key to turn those bigger numbers into actual dollars. Now if you're selling sales training or you're selling marketing or any type of business thing, turn the bigger numbers into actual dollars and cents. Or if you are helping with revenue, turn that into profit. Okay. It's very, very. It's much more powerful when you're dealing with a more. A closer number to them. He's going to feel a lot more $2,100 left on the table in a week versus seven sales calls. One is just more intrinsic, like one's more tangible.

Okay.

He can picture what $2,100 would do in his bank account. He can't really. You can't really picture, right. Like, oh, what all these sales calls will do for you. Right. The only reason you can picture that is because you know it equals money. So it might as well just get it and have the money number.

You see that you're leaving that money on the table. Again, I'm not in your shoes. How does that actually feel?

Yeah, I mean, like I feel like on some level like I'm just kind of bouncing around from like offer to offer. Yeah.

What do you mean bouncing around?

Like even before, okay.

So I ask an impact question, like, hey, how does that feel? And again, I'm asking it slow because I want him to think about it. And now I just got a new problem. Okay. Before we were talking about he can't start a conversation, getting combative, all these things, losing out on sales. And now he just told me. Well, it really just makes me feel like I'm bouncing from offer to offer. So I'm going to then dive into that. And the reason why I want to dive into that is because if he's been on this offer a week, okay, diving into all the problems with this offer he's been on for a week. Like, yes, you can sell them on that, but ideally you want to get into a longer, more like just bigger problem. So if he's been bouncing from offer to offer offer, it's safe to assume like this is a months or years problem rather than a week long problem. Okay. So that's why I'm also going to explore that and understand where it goes.

Like, yeah, I was on a couple of offers in, like, January and, like, February. They didn't fully work out. Like, I'm still trying to build up my commissions on, like, an actual proper role.

What. What's causing you to have to jump from role to roll?

Just, like, some of the offers, like, didn't. Didn't really work out. Like, it wasn't what I thought it was when I got in. Okay.

What do you mean, wasn't what you thought it was?

Like, so what is he doing right now? I've hopped on offer to offer to offer these offers. Wasn't what I thought it was. Now he's on another offer saying the exact same thing.

Okay.

And, like, foreshadowing of me actually working one on one with him. This was a big thing we had to break, and, like, now he's, you know, fucking killing it. So. Hate to break it to you. Right. Foreshadow for the future. You know, the deal closes. But this is a belief that needs to be addressed, that it's always the offer's fault, because, again, if it's always the offer's fault, it's not his fault. So this is another way that he's abdicating responsibility. So this needs to be addressed for.

For one offer, they just weren't getting as many calls on my calendar as I thought they would be.

Yeah.

For another one, just, like, everyone was kind of, like, broke on the offer, so. Yeah.

Okay. And do you feel like if you had the skill level where you can close a majority of people that you're talking to, you would have to jump from offer to offer to offer?

I'm like, no, maybe not.

Why not?

Oh, like, if I could close, like, the people who, like, I was talking to, like, I could probably make, like, a good amount of money in the first.

So he just admitted if he had the skill set, he wouldn't have had to jump from offer to offer to offer. Right. So I just sideswiped that it's the offer's fault, because I got him to admit that, well, if I had the skill, I wouldn't need to do that.

Okay.

So it's like, be real with me, man. The fact that you've had to jump from offer to offer to offer, leaving this money on the table at least over 2,000. Like, how does that actually feel?

Yeah, like, it kind of fucking sucks because.

In what way?

Yeah. Cause, like, I'm gonna be moving out soon, so, like, I Need all the like just cash I can spare because I don't even know what my living expenses are gonna be in like a few months. So.

Yeah. So is it something that you're willing to like settle for? Having to keep on jumping from offer to offer to offer because we don't have the skill set?

No. Like, I don't really want to be on like one of those reps who like offer hops, you know? Yeah.

Why don't you want to be one of those reps? Cause you could be. Most are.

Cuz like most of them, like they don't have like a stable income. Yeah.

Like, so right now what I'm doing is I'm starting to create an identity to separate who he is now as one of those people who hop from offer to offer to offer versus the person who he needs to be.

Okay.

I'll dive into more the identity later, but I'm planting the seeds like right away. Typically I'm going to do this in problems.

Yeah. I think just. Yeah, like their income is like all over the place.

Yeah. But besides just wanting a stable income, I guess, like what's the. What's the main reason you'd be looking for, I don't know, like outside help to actually help you streamline this process so you can actually make more rather than just continue to hope and pray, you know, you figure all this stuff out on your own.

Well, because like I don't really have like a bunch of guidance when it comes to my.

So what I'm doing there is I'm getting rid of the next best solution. So the next best solution for him and for most people is doing absolutely nothing. Just try to figure out on your own. Just try to do more YouTube. Just try to hope and pray all this stuff just figures it out.

Okay.

So I'm getting him to admit that him doing that ultimately is not going to get him to his goal.

But like I'm the first ref on their team. CEO is always busy. Like he's in a different time zone.

Yeah.

So yeah, I don't want to just kind of like trial an error.

Okay. And. And for you, maybe I should have a better understanding what does a stable income actually look like?

So now I'm getting a baseline of like for you.

Yeah, like I'm in Canada, so the conversion Canadians, bro, from USD to Canadian is funny.

Yeah, it's pretty. Right.

I'd say like 5k USD would be a pretty good stable income. Okay. Just that I could probably live off myself.

Well, are we. So first and foremost Not a good income goal if I'm going to ask him for 8k. Right. Just generally speaking. So I need to push that. So I hear, oh, 5k USD, I need to raise that.

Are we just shooting for something that's just pretty good or like, what are we actually looking to make?

Well, I mean, like my, like my dad makes like 8k a month Canadian. And like, he's doing pretty good with that.

Yeah, I can, I can definitely appreciate like, you know, your dad makes that amount. Can I make a suggestion on that?

Yeah.

So I make what my dad makes in a year and a month.

Right.

I'm not saying that to like poo poo my dad. Like, I love my dad, but do I want to compare myself to him when it comes to the income I'm looking to make?

Nah, I guess not.

Why not?

Okay, so what am I doing there is. I'm changing really the meaning of him, what he's comparing himself to. Because he's saying my dad makes this type of money. So if I make this type of money, it would probably be pretty good. And then I just compare. Well, it's like, hey, like, I make what my dad makes in a year and a month. Right. Which is true. And it just comes down to if I was comparing myself to my dad. And I love my dad with all my heart. The only reason I'm in the position I'm in is because of sacrifices he made. But if I was ever going to reach this level, I could never compare myself to the amount of money he made. Okay, so I'm really getting him to buy into that belief and then map it on for himself. If he wants something great, he has to compare it to people who are so much further ahead that will cause him to push. That's the belief I need him to adopt.

Well, because like, yeah, like, my goals are my goals. Yeah.

So. So be real with me, dude. Like, okay, 5K, it's pretty good. But do we want to shoot for pretty good or do we actually want to hit some real numbers?

No, the real number that like I would want to hit is probably like 15k in the next few months. I feel like that's a good milestone.

And I appreciate you want to hit that, but do you need to hit that?

So this has now came up twice. It's the word I want to. Okay, so again, just like I was talking about before, the way that they talk to you is the way they talk to themselves. I want is more of a wish. I want to be at the beach right now, but I'm here making this YouTube video at like 10:30 at night in Vietnam, right? Because I need to make this video to give you guys some sweet, sweet, hot sales content. Okay? So it's like one is a wish. If it's convenient, then you'll get it. A need is you'll do whatever it takes. So this is now the second time it's come up. So typically, maybe the first time, I'll let it slide. But if it comes up two times, which it did now in pretty close connection, it needs to be addressed. And the reason why I won't let it go on any further is because the longer he talks like this, the more comfortable he's going to be talking like this. The more he uses want, the more comfortable he's going to be using just saying the word want. So it's going to be harder and harder to actually shift the way that he speaks. So the earlier I get to it, right. There's a second time, the easier it is to actually get him to shift a want to a need. Okay. I want him to use more definite language. So if he uses more definite language, he's thinking more definitely, he's more likely to actually be able to make a decision at the end.

Yeah, like, I definitely, definitely, probably need to.

Definitely, definitely.

Why is it a need for you?

Well, because, like, like, just especially like being in sales, I feel like, especially when, like talking about like my job, when it comes to family, it's like, it's kind of like looked down upon. Even though I make more money than like some of my family. So if I can really hit like those 15k, like, I feel like that really, like, I don't want to say shut them up, but like a little bit shut them up. You know what I mean?

No, that's good, man. No, no, it's like I couldn't. I can definitely appreciate where you're coming from. I was, I was in a very similar spot a couple years back, but before, like we started talking today, have you been out there looking for ways to actually get the skill set so you could be making 15,000 per month or what have you actually been doing on that front?

So typically I would ask him what is he currently making now? But he's been on a new offer. He's only closed one deal, so he's only made like 300 bucks. Right. So I already know the income he's making. Um, so I didn't, I didn't feel the need to ask that question. I could have asked him like, what he was making on his previous offer but I didn't feel like it was relevant now after I got this, I got him to shift it from a want to a need. I need to ask him what has he actually been doing about solving his problems. Okay, so this is also a key area where a lot of limiting beliefs are going to come up. And so if we need to pre handle this is where a lot of the pre handling and heavy lifting is going to be done.

Like I've been watching like your YouTube videos and like that's been really helpful.

Yeah, but besides like the, the basic YouTube stuff, right, like what have you done about actually getting like the advanced skills, the hands on help you would need to get to that 15,000.

So first and foremost when somebody says oh I've been doing YouTube or I've been doing like I've been reading books or shit like that, you can't treat it like it's a real thing. Okay. You just, you want to sideswipe it because if you treat it like it's real, like oh, what type of results are you getting? Like first and foremost you're just going to go down a rabbit hole. It's so much easier just to like, like oh, besides like the basic YouTube, like what have you been doing about actually getting hands on help so you could get outcome. Right, Just sideswipe it and re ask.

The question per month.

Honestly like not a lot just because it's been like a bit expensive. Like everywhere is charging like yeah, like 2K, like 3K.

Well I'm gonna charge him a lot more in 2 and 3K. So it comes down to the real limiting belief isn't that things are expensive, it's how he views money. It's not that he doesn't have money, it's how he views the money. Okay, So I need to attack the way that he views money. That's what I need to shift. And all a limiting belief is, is just a way of viewing the world.

Okay.

So typically there's going to be two ways to shift the belief. At least the two easiest ways there's more than this. But you know, based off of nlp, the two easiest ways are going to be shifting the meaning of what expensive is or, or changing logical levels. Right. Like we're talking about expensive but I'm going to talk about something else, right? Like talk about like hey, where do you really need to be? So like in comparison you get what I mean? So you want to shift it there. But I just identified what the real belief is. It's the fact of how he's been viewing money, he's been viewing 2 to $3,000 as expensive. And the fact of the matter is he sits across from other people all day, every day and asks them probably for more than 2 to 3K. And if he thinks 2 to $3,000 is expensive, he's going to have a hard time at an elite level selling if he views that much money as expensive. Okay, now he, at this point, right, like after we've worked together, you know, just a couple days ago, he had a 5k or more than 5k in a day that he was able to make, right? Because he had to shift the way that he was you and money. But in this sales call, I need to shift the way he's viewing money and get him to admit that the way that he's viewing money actually isn't going to help him if he wants to be making 15k per month.

When you say like expensive, expensive compared to what?

Right? He's like, what's compared to my bank account?

All right, but is it expensive compared to your goals?

Like, so what am I doing there? I'm changing the meaning of expensive. Expensive compared to what he said his bank account. That's what he means by expensive. But is it expensive compared to 15k a month? 180k a year, 3k? No, obviously not. So I'm changing the meaning of what expensive is and what he's comparing it to.

I guess not.

Okay, so can, can I make a suggestion around that then?

Sure. Yeah.

Because like, my favorite quote is by Tony Robbins, again, billionaire life coach, probably one of the most persuasive people out there. And the quote is, people's biggest superpower is their ability to be resourceful. Right? They make things happen. Just most people are resourceful on how they can't be resourceful. Do you get what I'm saying?

Yeah.

So what's prevented you in the past since we've been hopping on offer to offer to offer from actually getting resourceful so we can get the right skills so we can actually get a stable income.

I feel like it's exactly that because, like, I've been hopping from offer to offer offer, so I don't really have stable income to, like get super resourceful.

Okay, So I sideswiped the expensive. I'm changing the meaning of it's not the money, it's your resourcefulness. And then he just blamed his situation. He's blaming the external. It's. He's saying it's the fact that I've been on Offer to offer to offer is the reason why I don't have the money.

Okay.

Versus the other way around of it's because I don't have the skill, which means I don't have the ability to stay on offer, which means that I don't get money. So what he's saying is once I am on an offer where I'm consistent and make money, then I can invest in my skill set. So once I am healthy, then I can go to the hospital. Doesn't make any sense. You need to be able to invest in your skill set. You need to be able to get the skill set before the money comes. So we need to shift how he's viewing it. Okay. He's talking about money needs to come before you get the skillset to make money. Makes no sense.

Well, how can you get a stable income if you don't have the skills to make it happen? You know what I'm saying?

Yeah, right.

Like, he kind of clicked and he. He's laughing right there because he's like, oh, yeah, that doesn't make sense. And you'd be surprised. This is on your sales calls. This is also in life. Most people even have strong opinions or strong beliefs about things that they haven't given much thought. So you just challenging them or just showing them just really how inconsistent some of their thought patterns are. Just that alone will just break it. It'll shatter the glass. Now, with other people, you might need to be a little bit more hands on. You need to like, really go for it. But for this, just showing the contradiction allowed the actual belief to shatter.

It's like, once I am healthy, then I'll go to the hospital. So be real with me, dude. Like, I'm in your corner. I want to see what. What's actually preventing you from going out and getting help so you can actually have the skills to make a stable income.

Okay, Sideswiped all the bullshit. Ask the question again.

Never really, like, my sales manager on my last role, like, he. Yeah, like, on my last, like, stable role, he kind of got me up to like a point where, like, I was doing like, okay, yeah, just like, with the money I was making.

Okay.

But yeah, since then, like, I wanted to go for gold, so I transitioned into a couple of different offers that didn't go. And then.

So what's prevented you, man?

I don't know. I just never really thought about it.

Okay, well, I mean, if we've had this problem for the past few months, not having a stable income, whose responsibility is to go out and actually get the skills to make sure we can get that income.

So he's saying, I haven't thought about this problem, right? Or I didn't know it was a thing. Well, whose responsibility is it to actually solve this problem? So him not even thinking about it is a big red flag. So I need to get him to own up the fact that him not even thinking about it is the problem. If you're talking to somebody and they say, well, I didn't even know this was a thing. That is a problem. For example, I know a big, like, health offer that I help a lot of their reps on, okay? And that's one of the biggest things they say. They say, well, I didn't know that this holistic medicine was even a thing. They have access to Google, right? It's not that they're in an Amish town and they just have no access to knowledge. You like, everyone has a supercomputer in their hand. If you just go into ChatGPT and you just list out all your problems and to say, like, hey, what's a list of all the solutions possible to these problems, it will pop up. There is no, absolutely none. No excuse for not knowing something is a thing. Knowledge is all around you. We don't live in the fucking dark ages. You have access to Google, so you need to get them to take responsibility of the fact that they didn't know about it or if they didn't think about it, given the fact that they have all the knowledge in their fucking hands. They're on a computer, they're on their phone. They have all the knowledge at their fingertips that is their fault and they need to take responsibility for it.

Okay, so what's prevented you got again, I'm in your corner. I want to see when, like, what's actually coming up for you that's been holding you back?

I don't know.

I guess I just like. Because I'm moving out in like a few months. So I guess like in those months before, like, maybe I was just like, comfortable just like without.

Now we got to it. He got to a certain point he was making. Okay. Now he's kind of been off hopping off an offer. I assume he's living at home, he's about to move out, and right now he's comfortable with the money he's making. But if he is about to spend a lot more than two to three thousand dollars with me, okay, does it require him to think comfortability is not something that is acceptable? Absolutely. For him to make an uncharacteristic decision which investing a lot more than what he was probably thinking into sales training. It's going to take really a different conversation. And for him to say being comfortable is not okay. So he can't make the same type of actions that got him here. And the actions that got him here was being comfortable.

What I was making like I was making like 6k or so my last roles. So yeah, like that was kind of comfortable like with. So like so.

So where do you feel like that belief comes from? Like being comfortable even though we're not stable or we're not at our actual goal.

Right.

Why are you comfortable?

Maybe it's just like procrastination. Yeah.

Why are you comfortable not at your goal? Why are you comfortable not being stable? Why are you comfortable in an uncomfortable situation? That's basically what I'm asking him here.

Yeah, I knew I had like I have to do something but like for me like oftentimes I feel like I just have to like wait till I get like into like a shitty situation to do something about it.

And this is something that will happen a lot with your prospects is they will be in very terrible situations or they've been wanting to do something for a very long time and it was a terrible situation that was the catalyst for them to have a conversation. For example, this is something I hear quite a bit when you're talking to people on like a business opportunity. I one guy that I help, he is, he helps like you know, people who are like high income earners buy a business and something he'll get quite a bit is people who got laid off. Now rather than trying to go get another job, they're looking to buy a business. But the problem is, the real big problem is all the people he's talking about, they never got fired. And then they're like, oh well, I got fired. I guess I'll buy a business. No, they've wanted to buy a business for 10 years and it was the act of them being fired that then catapulted them and into now actually taking it seriously. So the real hard question you'd have to ask somebody like that is why did we allow it to get so bad that we got laid off for us to actually start taking this seriously if we wanted me to do this for the past 10 years. That's a hard question you need to ask because that's what's going to really drill into the underlying belief. The fact of the matter is he's now in a bad situation, but we've, he's Allowed this to get into a worse and worse situation. And now the fact that he's on a new offer and he made $300 over the past, you know, two weeks, basically. Which means if this continues, he makes 600 bucks a month. Right. Cutting his income in 10. It should not have to get this bad for him to get the help. He should have reached out and got the help when he was making 6k per month, but he didn't because he was comfortable. So that's a conversation we need to have.

Big trouble, dude. Cause how long were you in that more comfortable zone?

I'd say for like, at least, like. Like since I was on the last offer, like five to six months or something.

Okay. In the past six months, I was being more comfortable if you had to put a cost to it. Like, how much do you feel like that actually cost you the past six months?

So what am I doing there? I got the belief, I got the length of time, and I'm adding a tangible cost to it.

Well, if you did your math with the like 2k a week.

We don't gotta do my math, man. We can do your math.

Right.

Like how much do you feel like it actually cost?

And this is something that people will do to you is like, hey, when you put it that way, when you say it like they try to put the facts of their life on you, you're questioning your sales process. Never allow them to. The reason that they do that is because if it's your view of the world, if it's your view of their situation, there is a subjective view of their situation that is not that. Right. So they want to squirm out of it. So you always need it to come from them. So if they try to put it on you. Well, if we go off of what you say. Well, hey, man, you don't got to go off of what I say. What do you say? Get them to actually own it. Don't allow them to put it on you.

Last year, I'd say at least. I probably wouldn't be at those 15k months yet, but like at least 10k in total.

Okay, 10k over the past six months or like 10k maybe?

Like just. Yeah, 10. Like, I'd say 6k per month, like extra.

Okay, so like 6,000. So we left $36,000 on the table these past six months. Does that sound right?

Yeah, I guess when you put it like that.

You think you could use like 36k right about now?

Yeah, probably. Look. Look really nice on my checking accounts.

Yeah. So I Do have to ask men like that way of thinking of being comfortable procrastinating for the past six months that we left 36k on the table, like, is that worth keeping if we're actually going to break out of that comfortability zone and actually get to the point where we're making the type of money we really need to make?

No, because, like, I can't really like get out of my comfort zone if, like I don't like get uncomfortable. Yeah.

And the re. And the reason why I bring all this up so I get him to.

Admit the way that he has been thinking is not going to help him moving forward now, typically, because again, I'm 20 minutes into this, so this discovery is taking a bit longer. But it's just because there was a lot of just shit that I had to deal with until I got to this point. Most of the time I'm at this point in the conversation, 12 minutes and 15 minutes at the very latest. But because there's a lot of shit that I had talked about, that's why it's taking 20 minutes up until this point. So I wanted to share a call where not everything went hunky dory. Right. Where it's like, you know, I closed somebody in 30 minutes, which again, like, that's all fun. High fives all around. I love those. But I want to show like, how do you deal with some of this actual shit now once I got him to admit where he's currently at, how he's currently been thinking, how that's no longer like going to help him if he wants something different. Now I'm going to dive into identity. So he's already told me the identity he doesn't want to be. And the identity he doesn't want to be is the person who has an unstable income offering for hopping to offer to offer to offer. And the person who he wants to be is the person who has stable income making 15k plus per month. Okay, so those are the two identities. So I want to pin these two against each other and get him to really understand the consequences if he stays the current version of himself that he is right now, his current identity. Okay, so that's what I'm going to go into here. And I do this on every day.

Like, I can give you the perfect diet plan in the world, but if you don't actually use it, what type of results you going to get?

Yeah, probably not the best. Right?

So it really comes down to, yes, you need the right skills, but for you to be that 15,000 per month guy. Like, I'm telling you right now, like, you need to have a different way of walking. Like, you have a different level of confidence about you. You get what I mean?

Yeah.

Just right now, we're the guy who doesn't have a stable income, and we're jumping from job to job. Is that right?

Okay.

So there. I just created the contrast. We have a different level of confidence. We're the 15k per month person, but right now we're not. Or the guy hopping a job to job. Is that right? There's a very big distinction between the person we want to be and the person he is now.

Yeah.

So I have to ask, are you okay being and continuing to be that guy? Why not?

And if you notice he's getting quiet, and often this is a good sign because he's actually thinking about what I'm saying. He's actually taking it in.

Okay.

You gotta be careful if people are answering your questions too quickly.

Well, because then, like, I'll just never have a steal income. Then, like, come in the next few months when I have to move out. It's like, okay, well, shit, how am I gonna move out without a stable income? Yeah.

But naturally, when we grow and we grow into the person we need to be, we need to let some things die off. So for you to no longer be the person you are right now and grow into the person who you need to be, what do you need to let go of?

This one's a real key question. What do you need to let go of in order to be the person who you need to be?

Okay.

Why that? What happens if you never let go of it?

Probably just like, having, like, just jumping from job to job to job, like, being comfortable. Okay. Like, getting comfortable with, like, being uncomfortable.

Yeah. Do you feel like you're gonna have to actually take some risk and bet on yourself? Yeah.

Like, that's kind of like, why.

Why is that?

That's. Well, because, like, if I don't, like, bet on myself, like, who will? Yeah.

But I do have to ask. If we continue to be the guy who's comfortable and we keep on jump from job to job to job, never having that stable income for the rest of your life, like, how's that going to feel?

And if you notice, like, that question is asked in a way that really does hit hard. But if you notice, my demeanor has completely changed. So I. Generally speaking, when I'm on my sales calls, you know, I'm like, I'm smiling. I'll joke around. At least at the very Beginning. But once we start talking about the serious stuff, I'm deadly serious. And it's the contrast in the two that really draws the weight to this part of the conversation. That's why that's key.

I don't fucking suck, dude. Like, I can't be one of those reps. Why not? Because, like, I don't want to be, like, fucking 40. And then, like, just looking back and knowing that, like, I wasted all that time.

Now, this is a red flag. Or maybe not a red flag, but this is a problem you can run into with younger sales reps, is they will future pace out their consequences too long. This guy, I know you can't see him, but he's very young. He's talking about he's living at home, he just graduated, and he's talking about 40 years old, okay? He doesn't have a concept of what 40 looks like. I'm 28, and I don't even have a concept of what 40 looks like. And I am getting old, bro. I've started to fight on status. So when you hear young people talking about, oh, when I'm 40, that would really suck. It's like, no, dude. What if you wake up tomorrow and you're still that person? What if you look in the mirror tomorrow and you see. You look yourself in your face and you see that you're not doing things you know you need to do? How is that going to feel? Bring their consequence close to them. You cannot allow it to be 40 out in the distance somewhere because, like, it's not real at that point. Young people do dumb things all the time because they have no sense of their own morality. Me included.

Dude. Well, what if you wake up tomorrow, next week and realize you wasted more time?

Yeah.

Is that something you're willing to allow to happen?

So, again, what happens if you wake up tomorrow or even next week and we allow yourself to waste more time? Now, I probably should have just actually got him to answer the question. I moved forward a little bit too quick here, okay? We can all improve, but that's what I'm doing. I'm bringing the consequence more back to what's going on right now. Not 40. We're not talking about when you're 40, bro. We're talking about tomorrow, talking about next week. We're talking about the fact that you made 300 bucks in a week, dude.

Okay?

That's what we're talking about.

Okay?

So help me understand, man.

Right?

What is. What does 15k actually do for you? Because at the end of the day, it's just a number.

Okay.

Now at this point, I'm. I'm understanding, like, what it actually does.

It really has to come down to what those numbers actually do. We need to.

So at this point, I've gotten eliminated belief. I tied up the identity frame, got a really good identity consequence, created that urgency. But now I need to understand, like, future pace, like what it actually does for him.

Okay.

I need to understand what his goals are consequence. And then I'm going to present, attach.

A Y to that number. So that way we start running as quick as possible. So 15k. What difference each and every month that hitting your bank account does that actually make for you?

Probably just like that. Peace of mind.

What do you mean, peace of mind?

Just knowing the like. Like, I'm good. Like, I can, like, cover my things.

Okay, well, what. What things?

So if you notice here, there is a shift in how I am presenting myself. I push my mic forward and I actually lean forward. I'm more interested in what he has to say. So we just got done having a very pretty hard conversation. So I need to shift how I'm talking and get him to be more open about his goals. Because most people just in general, just in life, most people cannot be open about their goals. Because if you're outwardly ambitious to most people who are average, right? That's just what the average person is. That's why average is average. Most people are average, right? Just is what it is. So it's basically like crabs in a bucket, they pull you down. So most ambitious people are not outwardly ambitious, outwardly optimistic about their goals. They don't talk to people about them. So I need to be a place that he can talk about his goals. And the only way I can do that is if I show him through my body language and through my tone, and they actually care what the fuck he's saying. So I lean forward, and if you notice, like, I'm a little bit lighter in my voice, okay, that will cause him to be open. Now, if I'm like that the entire call, there's no shift. It's a shift in tonality that really creates what's going on. It's the acceleration. It draws attention to this. If I'm lean forward and I'm like, super light in my voice, then that's just how I am. But if I'm only doing it in specific times and I'm showing him subconsciously that I'm more interested in what he has to say at this point, and.

I'm allowing him to Dream I just cover.

Yeah, like, that's the big thing. Like, just cover my expenses. Whatever pops up. Yeah, yeah, just like, whatever, like, pops up. They're like little bumps around, like, just knowing that, like, I. I've got it under control.

Yeah. Is there a certain, like, area you're looking to move to?

So right now he's like, okay, I want to move out. I want to make sure I have it. But I need to take this because it's pretty. It's pretty, you know, up in the air. It's vague again. Like, he. He's pretty vague in his language still. I need to make it more certain. So I've gotten him to be more certain on what his problems is, what his limited beliefs are. Now I need to get him certain on his future, what he wants. This again, will make him want to run faster to it when he's more certain. I cannot have him be vague.

Like, pay me a picture, man. Like, what is. What does moving out actually look like?

I'd say, like, just moving into, like, like an apartment because. Okay, like, I want to go down to Toronto. Okay.

What apartments cost there?

Probably a lot. Like, probably 2, 3, 4K.

Okay. So let's just say in the middle, like, 3K. So, like, per month. Do you want to be just like a hermit? Just living, living in your apartment, never talking to anybody, not having a car? Like, what are you? Like, paint me a picture. Like, what else do you actually want?

Yeah.

Causing him to get more specific.

Not really like a car guy, though.

Yeah. What do you want something nice or do you like girls?

So again, he's a bit closed off. Right. So I'm getting him to be open and actually giving him permission to dream. So if you notice, I insert a little bit of humor there.

Yeah. I'd say, to be honest, when it comes to the car, I'd say, like, anything with more wheels. Like, I'll do fine with Toyota.

Yeah, well, it's like, are you. Are you trying to attract a girl?

Yeah. Yeah.

Do you think they're just fine with, like, anything with four wheels or maybe we might need something a little nicer.

Yeah, probably something a little nicer.

Right.

And this is something that you can do a lot of the time with, like, younger men.

Okay.

It's like, like doing this to younger women probably is not going to make any sense because they don't buy cars to attract people, the opposite sex. So you can push their standards up because, you know, it aligns with the bigger goal of, like, they probably want to, you know, get A girlfriend, get a wife, get married, blah blah, blah, blah, blah. It's like the fact of the matter is like, yes, I like cars personally, but like the fact of the matter is I got my Jaguar because I like sports cars and I know girls, you know, it would look more impressive. You know what I mean? You know what I mean? So it's not just because of mine. It's for like, you know, the status of it too. That's why a lot of men buy things. So being able to push what actually he wants, this is really something. I would only really do this with younger guys.

Okay.

But most other people other than younger guys do have a better understanding of what they actually want. You will run into some older people who don't have that much of an understanding of what their goals are. But most older people have at least thought about this more. So I'm really just pushing and trying to pull more out of him. Specifically I'm causing him to think like.

What would you be thinking, right? Like it doesn't have to be lavish, but like if you had a picture in your mind, like what is that ideal? Like car, apartment, all that stuff actually.

Look like like, like the ideal. Like when it comes to the ideal apartment, like I want something that's like nice. Like you go into some super people's like houses and like all fucked up and like instead of super small condominium, super confined. So I want something else to get at least spacious and looks modern.

Okay, so then it's probably something closer to like the 4k per month then.

Okay, so I'm pushing what his ideal lifestyle actually looks like.

Yeah, yeah, yeah. Okay.

And then like, like for the car, right? Like, let's just say something pretty modest. Maybe anywhere from like 800 to a thousand a month.

Yeah, yeah, okay.

Okay. Then at that, like other living expenses, maybe an extra thousand. But it's like you can do that with like 6k, right? Like making sure everything's taken care of just with that. So what is the extra for? Like what does that actually do for you?

Yeah, yeah, I guess that's for like just anything that like could potentially happen with my family because like my parents.

So up until this point, like it's all been about like him and just getting the basics down. But most people can live a pretty good life on like 5 to 6k a month if they are a single dude, right? So there needs to be a reason outside of that. There needs to be a reason for other than just having a nice apartment and a nice car that he wants to make more than 6k per month. He wants to make 15k per month because he said 15k per month. So I'm trying to pull out like what are those deeper reasons? And right here is going to go into his family, like a bit of.

A rough time now. So like it like I don't know what that would look like for them. Just making sure that like I can support like my mom if she like ends up like going the other way. So.

Going the other way.

So if you notice right there he said something really, really interesting that most people are not going to say in the conversation. He goes, something's there for her in case she goes the other way. That's a very interesting thing for him to say. So whenever you hear something that's like, that's interesting. I don't hear that often. You always need to explore it. And this one, it was go the other way.

Okay.

That like somebody's got a diet, like what's actually going on right there, that's where a lot of the juices.

Yeah. Just like divorce wise.

So okay. Not dying, divorced, just making sure like.

I could have that covered if like it does come to that point.

Yeah.

I don't know if it will.

I mean you, you taking that responsibility on yourself just to make sure the people you care about are just taken care of. Like, like what does that do for you personally?

It's just like, like because I, before I got into sales full time, I ran, I ran like an agency.

Yeah.

And we were doing like kind of okay. But it's just being able to like know like I've got this like everything is stable.

Right?

Yeah.

Yeah. Well if you, if you, if you get that and just know it's stable, know she's taken care of. Like if you had to like sit there and picture that in your mind like you're in the new apartment but you know, like if your mom calls at any time, you can just take care of it.

Yeah.

Like how would that feel, dude?

So right there I'm more like painting the picture and I'm taking my time so I'm getting more of the specifics, I'm getting the emotion behind it. And once you have the specifics in the emotion, you're going to paint a picture. So like you being able to do this like you're in the new apartment, like be vivid with your language. Take your time.

Okay.

And actually get them to think. You can't really tell by like looking at him right now, but he's like looking off, he's thinking he's actually picturing this in his head. That's the goal here. I need them to picture the future. I need them to picture the future when they have whatever it is that they want. That's when I know I've had a good future base.

I feel fucking amazing, dude.

Like, I do have to ask, if nothing does change, though, with the skill set you have, if we keep being the guy who jumps from offer to offer to offer, what's the likelihood that we're going to be able to actually be that guy who can not only take care for ourselves, but take care of the other people around us?

Yeah. But probably not super likely. Yeah.

And I can appreciate you being real with me, man. Can I share you a quick story?

Yeah. Yeah.

Because now I wouldn't suggest you sharing stories or using storytelling unless, number one, like, you have a good grasp of the entire process.

Okay.

And number two, it ties directly into what you're selling. But why? I love using storytelling. And there is a video I have that I gave away all the secrets of storytelling. That's all my YouTube. Right. Shameless plug. The reason why I love storytelling is because what it does is it, number one, it opens myself up emotionally. So it's going to get them to open up more emotionally. It's going to cause them to trust me more. Also, I can pre handle a lot of objections and insert different beliefs because naturally, people put themselves as a protagonist in any story that they hear. And then, number three, I get a much bigger, better answer out of consequence. So that's why I love storytelling. It's an absolute cheat code. I don't see a lot of people teach it, but it's one thing to where, again, if you want to close at a very, very high level, which I'm all about. Right. I want to close everyone I'm talking to. Storytelling is one of those cheat codes that really allows you to basically, you know, just shortcut a lot of the things. Shortcut a lot of the objections. Like, I can.

I can relate a lot of where you're coming from because, like, when I first got into sales, I was pretty much in the exact same position. I would have some good months, some bad months. It was super up and down. It wasn't stable at all. And I just remember going through this feeling of like, somebody has had to figure this out.

Right?

Like somebody had to figure it out because I was just in a place where it's like there's just so much instability. Like, I was just not certain about anything. And what I did is I found a training program, and I've been through tons of training programs since. But, like, the first one I did, and this was back way before, it wasn't really a big space at the time. As far as, like, sales training, there's a lot more things out there now. But, like, what it was is it was some group trainings, some course, but it was like $20,000. And I had never spent that amount of money on anything before in my life. And I didn't have the money, to be frank, but I knew I could find the money. And the interesting thing is about what he said, too, is, like, my dad told me not to do it, but as I told you before, now I make what he makes in a year, in a month, because I bet it on myself. And I was always an ambitious person. Like, I knew what I wanted, but it was really what drove me is just understanding what I didn't want because, like, I'm deathly scared of just being average and being like everyone else. And I had to have the conversation with myself, like, basically, if you don't do something about this, if you don't take action, you will live with regret for the rest of your life, and you'll have to have the same pain your dad has in his voice every single time he told you you couldn't have something, and you don't want to live with that regret. So I have to ask you, man, what happens if nothing changes? What happens if we continue to be the guy who's comfortable, we're not stable, and we just continue to jump from job to job to job? We actually can't provide for ourself, let alone someone else.

Now, if you noticed or if you heard other calls or me tell that story or go into it before, I highlighted different aspects of it. So that's the beauty about a personal story, that you shape it to the person you're talking about. So there are different aspects to everyone's life. Like, we have tons of different aspects of it. But what you choose to highlight about that, because all that is absolutely true, okay, that was one of my biggest drivers, my dad, what told me to, you know, be careful and not get into sales and all this. So that stuff's all true. But I normally don't tell everyone, like, the. Like, my dad not telling me to do it, but since he was talking about before that his dad makes good money and he compared himself, like, to his family, in my head, that's a potential objection, especially if he's still living at home.

Okay?

So I wanted to get in front of that objection by telling the story about how, you know, my dad told me not to do it, but I still did it, and now look at where I am. Okay, so I'm getting in front of these objections and everything else I highlighted. I related to his current situation about me being uncertain. I highlighted when I was uncertain with my income, which I was. And then really focusing on what drove me forward is understanding what my consequences were. And there are some embedded commands and different things in there. Like, if you want, you can replay it and go through it. I do a bigger breakdown, like I said in that video, where I go over the storytelling, but that's what I'm doing there. So embedded commands, prehandle objections, but ultimately getting a good, sweet, juicy consequence.

Like, I can't let that happen. Like, I literally, I cannot because so.

He'S saying, I can't let that happen, but he's letting it happen right now. So I asked him, hey, what happens if this keeps going on? He's like, well, I can't let that happen. That's not an answer because it's happening right now. So it's like, I need to get a better answer.

Moving out soon. Like that, like, not be a reality.

What happens if it is? Because that's the reality right now.

Double down re ask it.

Yeah, yeah, it would be tough.

What would be the day to day impact? Three, four, five, six months from now. And that's what our reality is.

So I'm staying in the pocket and I need to get him to contemplate. I actually need to get him to think about his consequences. That's how I'm gonna move him.

That would just be like, kind of. I don't want to be that guy. Like, living paycheck to paycheck.

Like, what happens if we don't?

Like, like, I talk. People like, every day. Like, I live in pay to paycheck to paycheck. And it's like, I don't want to be like, in that same position.

And I could definitely appreciate, like, we don't want to be there. And I'm not questioning your willingness. We have to understand.

So again, he said, I don't want to be there. But he's there right now. Right? He still didn't answer the question.

That's on the path. That's the path we're on now. So what happens if we continue to go down that path?

Yeah, we're not like, I don't want it to get to a point where, like, I might have to get back In.

Okay. What would happen if that. If that did happen, if we continue to go down this path and we have to live in that reality and you can be. You can be real with me, dude.

Get her to be more open.

Like, it would just be bit shameful because, like. Like, we're all supposed to, like, go to university, right? Just, like, just how our family is. Like, we all go to university, but it's like, if I deviate from that path and, like, I drop the ball, it's like, I don't want to be seen as that type of person.

What would that reality be?

Like, if we feel like, you know, in their eyes, we drop the ball and then we have to come back and we prove them. Right.

Ever seen a diary of the wimpy kid like, Roderick like that?

No, I haven't seen it. Help me understand.

Yeah, it's like, just living at, like, home with, like, you know, no plans on anywhere to go in life. Like, especially in, like, a sales shop. Like, a lot of people see that as, like, a dead end.

Yeah. So is that a reality you're willing to settle for?

So if you notice, I stayed in the pocket until I actually got something real tangible with emotion behind it. Him having to come back home, things feeling like a dead end, and the shame that comes with it. If I just allowed him to skirt out of the question again, I'm not getting a deep consequence. So that's why. That's super important right there.

Okay. Why. Why now? Like, why not kick this on the road? Why not just again, be that guy who's new Year, new me? Like, let's just do it next week, next year. Just hope for the best.

Well, because I'm moving out soon, so.

This, at this point, I'm pushing back a little bit to cause him to dig down deeper. And why he needs to change. Then after that, I'm going to transition pitch and then ask for money.

So it's probably going to be best to get them to play.

Why not wait until next week then?

Well, okay.

He's like, I'm moving out soon, right? Moving out next month. A month, two months from now. So it's probably not best. Well, why don't you just push it off till tomorrow, next week?

Why.

Why don't you do that? Like, get him to defend why he needs to do it now.

It was down like 2k, so that could be, like a month's rent if you think about it. Yeah.

So time to actually make a change. Bet on yourself.

Yeah. Yeah. Okay. Cool, man.

Because, I mean, Based off like what you told me talking about just now.

I'm transitioning and I'm going into the presentation now. I'm going to skip forward on the presentation, but like I said before, typically I'm not going to have a 33 minute discovery that is a bit long. Typically I'm shooting for 20, 25 minutes at the most. Okay. So I'm dropping, I want to be dropping price around minute 30, minute 35. So that way I can handle objections. And then I have a little bit of time in between calls as well if I have calls back to back to back. Now I've seen some people like release like calls where it's like the discovery is like 55 minutes long and they haven't even presented yet. Like that is way too long. And if you are on back to back calls, there's no way you can consistently close deals like that. Generally speaking, you want to be dropping price around minute 35. Okay. Generally speaking, sometimes a little bit earlier, sometimes a little bit later. This is a bit of an exception to the rule. Just because there's so much shit.

There's. Okay.

But since I dealt with all that shit right there in the discovery, I'm not going to deal with as much in objection handling. So if I didn't do that, I probably call, probably would have gone longer than 52 minutes.

Okay.

Just because it's going to be harder to then overcome the objections at the end, which means it's just going to take more time. No fun, no bueno. So I'm getting a lot of the heavy lifting out of the way. So I'm going to skip forward a little bit on the presentation. If you want to learn about what I do, how it works, you know, check out the link in the description dog. Maybe hop on a call. I can sell you too. It's going to be lots of fun.

Don't worry.

Okay.

Should be around here somewhere.

Like, yeah.

Come on, give it to me.

To be real.

Thank you. Because I take this stuff very seriously. I just ask you to do the same. Okay.

Yeah.

So you'd be willing to actually take it seriously?

Yeah. 100%.

Okay, cool. So in terms of like the actual investment to get you to 15,000 per month so you can actually have stable income and start taking care of not only you, but you know, your mom as well. Investment required is going to be 8,000. Okay. So the length that it's going to take you to get you there is going to be four months. Now there's a couple different ways we can Break it up. It's just going to depend on what works best for you. But the next steps are pretty basic. Going ahead and taking care of the investment. You sending me over a call, setting up our first one on one session so you can get that roadmap to start closing more deals right away. Any questions on how that works?

Yeah, like what ways can you like break that up?

Debt, it really depends on what's going to work.

So this is a trap that you can fall into when they're asking like, hey, what's all the payment plans? You don't want to just go ahead and show all your cards. Because especially in negotiation, the person who has the leverage is a person who knows what the other person has. So when you do get like, hey, how can you break that up? It's like, yeah, it just depends. It's going to be a bit custom. But help me understand. Like money aside, is this something you'd want to do? Why would you want to do it? So I'm putting the money to the side, I'm getting buy in and then I need to get out of them what they have and then I'll create a custom game plan for them.

Okay.

So that way I don't just default to the lowest payment plan. No bueno for you.

Is there any particular reason why you ask?

Well, like yeah, come on, give it to me real.

Now. I will say when I am selling salespeople, I'm a lot more playful with objection handling than I would versus a normal offer. So if you notice how I interact here, I wouldn't say it's a hundred percent. You should be this way. If you're on a different offer where you're not selling to somebody who also sell sells things. If you are selling to people who are like coaches, consultants, they are business owners, you can be this playful. But if you're selling to, you know, let's just say like a 70 year old like woman who doesn't do sales and you're selling her like a fitness program, you can pro like probably not be as playful in the objection handling because it doesn't make sense.

Tell me the objection. Come on.

It's a lot of money. If I'm being, if I'm being real.

Okay, cool. We got a money objection sound right?

Yeah.

Okay. Do you get money objections?

Yeah.

Do you want me now the way.

I handle this is specifically for selling sales training. Now if I was a sale and sales training, I would say okay, money aside, would you go ahead and do this? Yes. Why? But since I am actually helping him learn how to overcome money objections. The fact that he is giving an objection that he himself cannot overcome is a problem. So do you want to learn how to overcome that objection? Right. You get what I mean? So I'm breaking the fourth wall here, and I'm really tying the fact that the reason he gets objections is because he gives objections. This really only works when the person you're selling to also sell shit. So don't do this to a little granny. You're selling a fitness program. Right. Do this to, like, salespeople. You can do this. Coaches, consultants, some business owners. Okay.

Show you how to overcome that.

Sure.

Okay, cool. So I'll just walk you through it.

Okay.

We can role play real quick. I'll be the sales guy.

Okay.

You be the prospect.

Yeah.

So let's just run through. So money aside, would you do it?

Yeah.

Why would you do it though?

Well, because, like, I think, like, like it. It would definitely, like, get me to like, the point where, like, I know, like, if I come in and I do the work, I. I can get to that point where we're making 15k a month.

Okay, but why actually invest in yourself to get to 15,000 per month? Because that's the real why.

So that's the why that I need the real tangible, emotional why not. Why would you do the program? Because the program sounds great. No, why would you do the program? Because I need to provide for my family. That's the why you actually need. So oftentimes they need to double down.

Like, like I said, like some. Like, I've got a move out in the next couple of months, so I've got to figure something out.

I mean, you don't need to, man. You can keep on doing what you're doing. Right.

And probably wouldn't work.

Okay, can I share perspective around that then?

Yeah.

Because which one's the problem? Which one's the sento.

Like, when it comes to like the. The. Like.

What do you mean the money? Like that being a lot of money. If you are making 15,000 per month, would that be a lot of money in your mind?

No, I guess not.

Okay, so the question is, do you want to change that?

Yeah. Okay.

And what's riskier at the end of the day, you actually remove in your limitations of that's a lot of money. We find the money to invest in ourselves so we can actually make more. Or is it riskier to continue doing what you're doing now, not having a stable income and going off and doing on your own, like what's riskier?

Yeah, like, I. Like, I get the. Like, I. I get it. But, like, it's just.

And again, like, I'm not making a point. I'm trying to understand. No, and I get that. We can talk about that. I'm just trying to understand, like, what's risk? You're out there.

So right now, what I did is put money to the side, got more buy in, and then I'm reframing the money. Right. I'm shifting what's riskier. Like, what's riskier investing money versus not investing the money. Getting him to admit that not investing the money is much more riskier. Not doing something. Now, sometimes what will happen is when you use one of these frames or you're trying to reframe, you ask a question, and they'll do exactly what he just did. Oh, I get it. No, I understand where you're coming from. I asked a question.

Okay.

You don't say that, but that's what you go ahead and you dive into. So if you notice, I interrupted. Oh, yeah, no, I get that. No, I. No, I understand. Right. I'm not going to allow him to speak and take the conversation elsewhere. Like. No, we can. We definitely figure that out, man. But I was asking. And then I'm right back on point. I need to get them to actually answer the question, because the frame does not matter if they don't answer the fucking questions. So getting them to answer the questions is absolutely paramount. Any type of frame, any type of reframe, any type of objection handling. If you allow them to not answer the question, they're going to get more and more comfortable just not answering the question, and you're going to get absolutely nowhere. So if you notice, in discovery, I got him to answer the questions. Now in objection handling, I'm getting him to answer the questions. I did not change who I was from discovery and objection handling. I'm the same person, so that way I have the trust. If I allowed him to walk all over me in discovery, and then an objection handling. Now I'm like, fucking objection handling. Christian, I'm smacking this dude around. There's going to be a lack of trust there. But since I've been like this the entire call, I've earned that. So it's like, I can be a little bit more straightforward right now.

End of the day, you actually invest in yourself so you can get that stable income or you continue to do what you're doing now.

Yeah, like the second one.

Why?

But it's like, why is it that.

Now, if you noticed, I asked him, hey, this or this? And he said, well, the second one. But cut him off. Why? Because anything after that but you know, is going to be an excuse. Because it's just anytime you say like you say something, but you're about to negate exactly what you just said. I'm in amazing shape, but I eat a lot of donuts, right? You got to me, it's about to negate whatever it is you're about to say. Oh, it's riskier, but it's a lot of money. That's probably what he was going to say, or a variation of that. So I'm not going to allow him to get to the butt. I'm going to ask why. The reason why. I'm going to ask why again. If I direct what he talks about, people think by talking I'm going to direct what he actually thinks about. So that why there is very crucial, and this is very, very crucial in objection handling. I'm directing what he's thinking about. I'm not allowing him to go to the. But I need him to focus on the why and the actual reality of the thing. And if I get him to focus more on the why, okay, then his why will become much bigger. Bigger in his mind than his objection. But what most people do is they allow people to talk about the objection and give a bunch of excuses. And what that does again, that's what they're focusing on. So their objection becomes much heavier than their actual why. So you need to do the opposite.

Well, because like, if nothing changes, like nothing changes, like if I move out, what actually happens?

If. If nothing does change, man, like, and again, you move again.

Nothing changes. Nothing changes. It's a truism. It's not a real answer. So I need specifics. I need him to actually think. He cannot be in autopilot mode in this conversation. Well, if nothing changes, nothing changes. Yeah, no fucking shit. Nothing changes. Nothing changes right now. You don't say that. But it's like what actually would be the nothing changes for you? And why are you not okay with that? That's what you need vow you don't.

Have a stable income.

Yeah, I'm just gonna be one of those like guys living paycheck to paycheck.

Okay, so now he's bringing up the old identity that we implanted in there all the way back in discovery. Feels like ages ago now. God D1 yapper over here. So now he's bringing up that identity. So I'm gonna be driving the wedge Now, Okay. Pushing the urgency forward to day to.

Day ramifications of you being one of those guys. Okay.

Twisting the knife, driving deeper on the consequence.

You wrote, I don't want to be.

One of those guys.

What would be that, like, if you had to put yourself in their shoes? Because that's where we're heading right now. Like, what's the day to day ramifications of that?

I don't want to be one of those guys. Well, hey, we're heading there, bro. So what happens if we do get the answer?

Like, just that constant, like, worry to, like, I gotta keep on selling, selling, selling. Yeah. If I got like a week, then it's like, okay, well, I don't have enough recurring yet.

So now I got an actual better answer out of him.

Yeah, I appreciate you being real, man.

Okay.

And then once I get a better answer, I reward him. But if you only take one thing from this call review, and if you're this, you know, far along in the actual, you know, call review, it means you're taking your sales seriously. So fucking kudos to you. High fives. But if you just take one lesson from this tire call review is get them to answer your questions. Stay in the pocket. Re. Ask the same question in a different way. Get them to answer. Because a question in itself is not powerful. It's what the question does. The question causes them to think. The question causes them to tell themselves certain things. So if they don't actually answer the questions, it doesn't actually get the power. They don't think and they don't tell themselves the truth. That's all questions are there for. So if you took one lesson from this, actually get them to answer your questions.

So it's like, are you committed to not be that guy? Because money, that's the easy part. We can figure that out. The commitment to just change and do what's required. Get out of your comfort zone. That's the hard part.

Okay, so again, I'm shifting what's hard. He's saying money's hard. No, money's easy. Commitment's hard.

Yeah.

Why?

Well, because, like, if I don't commit, like, who will? So.

So again, like, I'm. I'm in your corner.

Let's.

Let's figure this out. Let's not focus on what we can't do.

Yeah.

Let's focus on what we can do. Bills, expenses aside, just to see what you're actually working with. Like, what can you do? Okay.

And from there, I'm getting a number out of him. The reason I want to get a number out of him again. I want the leverage. I want to create something custom for him. I don't want to just give him endless payment plans.

Like a good amount.

Like just upfront, like today.

Yeah, just like, what do you have available?

Like probably like 4k or something or.

Okay.

Okay.

So it's like. Okay, so if we can do 4k, right? Like what we can do again? If this is. If this will help you, we can do 4k now and then 4k in 30 days. Would that help?

Yeah, okay.

Like two payments, 4k now, 4k in 30 days. Like that would work in your budgetary restraints.

I'm always gonna double down on the money to make sure money's actually tied off.

Yeah, like that definitely help just so I can like get paid out for like this last. Like the last one I did on my last offer.

So if that works, next step's pretty basic. Just take the initial investment.

So I tied off money. It's like, hey, that works. So I'm just going to re. Ask for the sale.

Basically 4,000.

So he's either going to give me another objection or he's just going to say yes and give me his credit card. Those are the only two options here.

That way we can go ahead, get set up with our one on one call and really kick it off from there. Would that work?

It's still like a good chunk of change, dude.

Now I get like, right now we got. We got two options. Okay. We can either go for it or you can give another objection. Which one is it gonna be?

Okay.

And again, since I'm selling sales training, I'm selling salespeople. I'm a bit more playful. Part of the reason why I do this selling sales training as well is because I can have so much fun. I am so much better than you at sales. I can make you laugh while twisting you up into all these pretzels and all these knots and still get you to buy. That's how better I am than you at sales. So on one level, it allows. Allows me to break the fourth wall and just twist all their brain into knots. And then also shows them how good I am at what I do. Okay. So in a sense, that also sells it. I wouldn't say this on any other offer, but sales training, but it's fun.

When you can do it, dude. Like, I haven't spent as much money before.

I guess we're going with option two.

It is.

All right. Okay. No, I get it, man.

And I like and I don't Want.

To say that it's so now that.

We tied off money, the next thing is just going to be fear of taking the change or fear of making the change, fear of just taking the leap. So I'm going to go right into the most easy breezy fear reframe I have, which is the ABCs of money. So ABC or the ABCs of fear? Excuse me. So A, get them to admit that they're fearful, B, get them to befriend the fear and C, get them to convert the meaning of the fear. So that's what I'm going to do here. It's a real easy, breezy frame. You can really use it on anybody, any type of offer that you're on. Super, super easy and simple to actually get people to overcome their own fear objections.

It's scary, but it's kind of, kind of scary in a way. Like if this is the first time you invest, like actually just invest in yourself and diving in, like when do you agree?

And I say that very specifically. I don't want to say scary, but it's scary. The reason I say it like that is because it softens it. Some people don't like the word or you saying that they're scared. It's like, I don't want to say it's, it's scary but, but it's kind of scary in a way. Right. And then like I speed it up at the end they're more likely to buy into it. Okay. So that is just a way to increase the level of compliance and get them to admit that they're fearful.

Yeah.

And like I'm here to tell you.

Again, like I would also say if you use other words like nerves or a bit of fear or something along those lines, I would still use the same terminology. I don't want to say it's a bit of nerves, but it's a bit of nerves. Right? You'll get much more buy in from people because what will happen is half the time they're going to like, no, it's not nerves, it's this, right? They, they just disagree with you just because again, it was a little bit.

Too like hardline being in your shoes before, right? Like having to invest quite a bit more actually my first time, like I get it and I like, I'm not going to take that away from you. But the feeling you're feeling right now of like, oh, like this is a lot of money. It's exactly what you're supposed to feel because we've been in our comfort zone and now we're getting outside of our comfort zone, because who do you know who grows inside their comfort zone?

So right now. Now I'm getting him to befriend the fear. What you're feeling right now is what you're supposed to feel. It's your friend. It means we're getting out of our comfort zone.

Yeah. All right.

So the fact that you're feeling this, it's a good thing, because if you're cool as a cucumber over there, I said the number and, like, you didn't flinch. Like, dude, I have to shake your fucking pulse, right? Like, you're a bit of a humor. Diffuse it post to feel this like it's our friend. All we really get to decide is how we deal with this feeling, because it's.

Now I'm going into, hey, we don't get rid of this feeling. We just have to decide what we do with it. So we convert it. We convert it into taking massive action. So that's what I'm doing here. So, A, get them to admit I don't want to say it's scary, but it's kind of scary, right? Yes. B, befriend it. This is exactly what you're supposed to feel. Because who grows inside their comfort zone. C, convert it. Okay. Shift it into taking massive action.

It's not gonna go away because we have two options. Like, number one, we can allow it to constrict us. We get this feeling, we constrict, and then we become one of those other people who live paycheck to paycheck. And, dude, people live like that their entire lives. The second option is we take that feeling, but then we shape it. We shape it into taking massive action. So I'm gonna put some skin in the game now. This has to work. I'll make it work. Which one of those options would you rather do? Allow it to constrict you or shape it into taking massive action?

Yeah, like, shape it.

What if you don't like, what if we get this feeling we're feeling right now and we just. We hunker down and we allow it to constrict us?

So once we get the buy in, typically, I'm gonna ask a why question to have him dig a little bit deeper. Seems like I skipped that, right?

Poo poo.

Old Christian, right? This was about eight months ago. Nine months ago, chilling in Miami. Oh, what I would give to be back in Miami right now.

Okay.

But after I get the Y, I give him a binary option. Would you rather Want it this or this? Why? What if you don't? Consequences, say, tie off the loop. I skipped the why. I don't know why I did that. Sometimes, you know, I just be in the flow of. But if you want to be optimal, you ask them why, and then the consequence is really what ties it all in.

Yeah. Like, it. It'd probably just be like. Like, I don't want to, like, have to jump from, like, offer to offer. Like, on this offer. Yeah. Because, like, they have a good, like, thing. Like, I actually like. Yeah, like a good product I actually like. And it's like. I don't.

It's good. So what happens if we allow it to constrict us?

Yeah, I just. Like, would it be in a place where I could probably move out comfortably?

Like, are we willing to allow that to happen?

No.

Okay, so who do we need to actually be right now to be that person who can actually make the stable income? Person who bets on themselves or the person who gets constricted?

The person who bets on themselves. Probably.

Probably.

Okay, Ambiguous language. Pushing back on it.

I get it, dude.

And he's right there on the edge, so I'm just giving a little bit of encouragement.

It's okay.

Yeah.

Like, what do we got to do?

Like, you're saying, like, tell me not to constrict you.

So, ready to dive in?

Yeah. Yeah, I can do it. You sure? Yeah, Yeah. I mean, yeah. Yeah, let's do it.

Okay. Then he went ahead, he hopped on board. Now he just had an update where he's the number one person on his team, closing 47%. He's on his way to hitting over 20k per month. And I told him if he hits 20k per month, I'll fly him out here to Vietnam. You know, we'll probably go to Ho Chi Minh City. So all's out. All's well that ends well. So if you found this helpful, go ahead, leave a. Like, down below, drop a comment. And if you want to get sold, if you want to hop on a sales call, or if you want any potential help from me to work on with you one on one, like I did with this gentleman here, go ahead, check out the link in the description. But if not, then I'll see you on the next video.