Live Q&A - How To Scale Your Video Business

Over me I got a good thing coming so wait and see, it's a good good. There ain't nothing like this right here. Got me see things crystal clear so high I can find the fire underneath my feet. Got me rolling like a river deep let it flow Cause I know that my soul telling Lift me up Got a good day coming and it's all I need Everything I want in front of me. Stucking up and I'm down Sun is shining over me I got a good thing coming so wait and see it's a good good. It's. It if you know what I mean it's outrageous when you see it going to make you believe. A good day, a good thing. Got a good day coming and it's all I need Everything I want in front of me Stucking up and I'm down Sun is shining over me I got a good thing coming so wait and see, it's a good. There ain't nothing like this right here Let me see things just so clear so high I can fight the moments on the spirit Cause I'm fire underneath my feet Got me rolling like a river be let it flow. Cause I know that my soul's gonna lift me up. Got a good day coming but it's all I need Everything I want in front of me Suck it up and I'm down Sun is shining over me I got a good thing coming Wait and see it's a good good. It's. You just gonna catch it if you know what I mean. It's outrageous when you see it Gonna make you believe if you know what I mean it's outrageous when you see it Gonna make you believe. Sun is shining over me I got a good thing coming Just wait and see it's a good.

What's going on, guys? We are live on YouTube and we are ready to roll here. What is going on, guys? We're back with another weekly live. Ethan, how you doing, dude?

Good. How are you, man?

I am good. We're live on Instagram. We are live on YouTube. We're live on LinkedIn. We're live on Facebook. We're live in outer space. We're live everywhere. It's gonna be great. So let's get everybody in here. Guys, if you have a question, comment, anything, put it in the chat below. Whether you're on Instagram, whether you are on YouTube, whether you're on LinkedIn, Facebook, I don't care where you are, drop a question, comment, anything you're struggling with right now as a video business owner, drop that Below and then also drop some wins. So we're going to go over some wins from our community here in just a sec. But drop some wins, anything can be a personal, professional, any kind of win. Drop that below and we'd love to know how the week is starting for you. So let's go ahead and get this kicked off. I'm going to go ahead and start with some of our client wins here. So I have Matthew who actually just closed a 12 month contract with us, 14.1k per month and this is the third client he's landed with us which is a total of $169,000 total contract, which is awesome. And guys, if you see me looking different ways, I'm looking at Instagram over here and I'm looking at YouTube over here. So, so huge win for Matthew which is great. And he calls us the gurus, which I don't know if I agree with that one but let's see the next one. We got Kyle over here. He just did a 13.5k event shoot in April and he paid 50 of that deposit on, on close here. And I love that he said we refuse to undervalue ourselves. It's already paying off, which is awesome. I love to see that. And then another one. Esteban closed a 12 month 60k deal with us which is crazy. I think that's the biggest deal he's closed so far. I think we have one or two more here. We got Isaac with a 22k client that is a retainer client for him. And then let's see what else we got. One more which is Ryan who has nearly invested. He's nearly 6x. Excuse me, his investment with us since working with us in the the program which is absolutely amazing. Let's get everybody in here. Instagram. If you have questions, I might have to lean over here. If you have any questions, drop them below and we will go through those on here as well. And if you're live, drop a live below and let us know that you're on here. So today we're going to be talking about sales so I kind of want to keep things towards the sales topic. We got Ethan, which is one of our sales coaches here and and myself as well. And we're going to be going over any questions you guys have on sales but you know, obviously we're happy to answer anything but let's try to keep it closer to that. So any questions you guys have, drop them in the chat below and we'll kind of wait for those to come in and in the meantime, let me see what I have on Instagram here for questions. How to write a proposal for a project. So I think that's fishing with fits here. How to write a proposal for a project. So when it comes to writing a proposal, we want to figure out what is the main problem we're solving for the client. So we want to figure out what is the main problem, what are we solving for the client and how are we solving that problem. And then we want to make sure that we are crafting deliverables that solve that problem. One of the biggest mistakes Ethan and I see here is when we are basically just throwing deliverables in packages to just have them in packages. And Ethan, you want to speak on that a little bit like how do we, how do we craft? Because I know we don't talk about proposals necessarily, but we do talk about offer. Do you want to talk on that a little bit?

Yeah. So yeah, a lot of it's going to be based on the pain points of the client. Right. You know, what are they seeing as far as issues? And you mentioned talking about sales today. The offer and the packages go hand in hand with, with sales. Right. You know, and diagnosing what the pain points are, where are they at, where do they want to be? And then how does your offer plug in? Basically fill that gap at the end.

Right.

Like you said, I want to just throw it at the wall and hope it sticks. You know, I want to take a strategic approach and hope that you're not hope, but put together a package that solves each and every one of those pain points.

Absolutely. For sure. And in this live call too, guys, we're going to be going through our entire sales call blueprint. So if you're on Instagram, go over to our YouTube which is going to be master filmmaker or you can just look up Eric Direna, hop over onto YouTube and we're going to be sharing our screen. You won't be able to see it on Instagram, but you will be able to see it on YouTube. So we'll be going through that together and walking you through the eight part step of our step process of our actual sales meeting and how we go about doing that. So let's see here, what do we have invalid traffic on Google advertising policies on. I'm not sure what you mean on this one. Decline ads. So you just want to make sure that you're complying. If you're running ads for your clients, want to make sure you're complying with those, those specific policies on Google and Google would have that have a better idea of what that is if you look up their policies on there. Let's see. If I primarily focus on marketing and advertising, how do I incorporate video into my monthly retainers? I know social media and Google Ads performance retentions way higher. So this is a good question. So if you primarily focus on marketing and advertising, you want to have something that's sticky within your packages. So running ads for clients is an example of one thing that is sticky. It's not the only thing you have to do.

Right.

Ethan, do you want to talk a little bit on like what are some sticky deliverables that people can to their packages to get clients to stay with them longer? What does that look like?

Yeah, so it can be a lot of things. You know, there's the standard, you know, social media, you know, packages where anywhere from. I don't like to go lower than you know, 10 reels a month, you know, posting every three days because just, you know, the more consistently you post, the algorithm tends to favor you. But as far as other sticky deliverables, I mean you mentioned marketing and advertising. You could throw in maybe one or two new ad creatives every single month. Long form YouTube content, which can also be cut down into short form content. Or you could even go on the internal side of things and roll out a training library for you know, maybe.

A sales internal training employees. Yeah, absolutely. The other thing too is like FAQ videos we can do monthly, like Ethan said, monthly social media content, that's something that's sticky that they're going to need every single month. Monthly training, educational content. You just want to think about who is the avatar? Who specifically are you, are you working for, what are some of their problems and how can we solve those problems with content on an ongoing basis? That's what you're want to think about there. Let's see. I think we have some on Instagram here as well. Okay, cool. Fitzgerald Media. I've been working officially for two years in the outdoor industry. Professional fishing circuits primarily run into the issue of sponsors for fishermen and their own media company. So I'm not sure if I understand your question, Fitzgerald Media here, but what is, are you mainly working with, you're working with phishing companies it sounds like. Or people who are in the fishing space, it looks like. Give me a little bit of clarity on that if you can. Let's see, we'll wait for his response there. Oh, you're good, you ran out of space, you're fine. Let's see, while you're typing that. I'm going to go back over here. What services are you using to render the lower thirds and split screen? Oh, yeah, this is just. This is. This is Streamyard. So if you're on YouTube, Facebook, LinkedIn, this is going to be Streamyard. If you're on Instagram, this is just the Instagram plugin here. Let's see. Any other questions, guys, before we dive in, I want to make sure I answer any of your questions here. Let's see. Cool. Okay, so let's go ahead and dive into the sales call to close meeting cheat sheet. So if you want to find this, you can go to our. In our YouTube or to our Instagram and we'll have this. Have this cheat sheet for you. So this is basically how we go about closing meetings with business owners and how we go ahead and take them from someone who is interested in working with us to somebody who then pays us money to work with us. So the first step, we're going to go through each one, but intro rapport is the first one. So we want to talk about, like, hey, who are you? Like, do a little bit of intro and then also build a little bit of rapport to where we're like, you know, we don't want to be talking about the weather for multiple. Multiple, you know, 10, 15 minutes, but we do want to build a little bit of rapport to get to know. Get to know them a little bit more and just build a little bit of likability within that conversation. Second is identify partners. This is what we're going to figure out. Is there anybody else who is involved in this decision? Because we want to make sure that they are on this call with us. Right. The worst thing in the world is that we go through our entire sales pitch. We end up getting to the end. They have a partner. We've all been there. I think Ethan, you, everybody, We've all been there, get to the end, and they end up saying, hey, I have a partner. I got to talk with someone else.

Right?

So we want to make sure we get those partners in the beginning. The third phase is going to be the discovery phase. This is where we're trying to learn more about what it is that they actually need and how we can actually help them. And this is where we go through our checklist questions. We understand their needs, we understand where they are, and then we understand where they want to go from there. And if you guys have questions about each one of these phases, put them in the comments below and we'll make sure to get those answered for you. Next one is going to be diagnosis. So this is where we're understanding their challenges, their bottlenecks, and we are diagnosing the issue as we are, like, as if you're a doctor almost, and then prescribing a content solution there.

Right.

Next phase, fifth phase is going to be the pitch phase. This is where we're actually pitching them our services and going over our five pillars and how we actually are going to help them get from A to B and then showing them how that process works. And then the sixth is the collections phase. This is where we're actually collecting the payment and we're getting the client closed. And then the last one is going to be the objections phase, where we are going through any objections or concerns that the prospect may have and alleviating those current concerns and making sure that they are ready to go. So any questions on that so far, Guys, let's put this in the chat. Let's see. Let's go back to Fitzgerald Media over here. So the sponsors normally already have a contract with other videographers. They use my footage, I shoot with the fishermen. So give me a little bit more detail on. Are you just working with the fishermen or are you working with the actual sponsors? Because one thing you may want to do is go after the actual brand as opposed to just going after the individuals there. Let's see any other questions on this, guys?

Okay, cool.

So let's dive into intro rapport. So intro rapport is going to be where at the start of the call, we typically just say something. We confirm the time that works. We confirm this works for them. We typically go into like, hey, Ethan, I know we already have 45 minutes here. Does we only have 45 minutes? Does that still work for you? We confirm that the time works and we make sure that that time still works for them. And then what we want to do is we want to ask them what actually attracted them to booking the call in the first place. Because we need to get that intent, that North Star in the beginning of the call to make sure that they actually have a problem we can solve. And they're here for a reason.

Right?

So something like, hey, Ethan, before we dive in, I guess what specifically attracted you to book a call? Like, how can we help? Right? And that's where that first question comes in to start figuring out, like, where and what they specifically need. And then after that, we're figuring out, like, what is. We want to make sure that it's a solution we can actually help with and then we want to future pace that conversation. So, hey, I'd love to get to know more about your business, how we might be able to help you, and then if we both feel like it's a fit, then we can talk through some options. Is that fair? Cool.

Good.

Any questions on that, guys? Anything there? Ethan, where do people typically, like, go wrong in this intro rapport phase? Like, what are some common pitfalls?

I would say the. I would say sticking to staying on it too long. Yeah. Just start off on a tangent, like you said. Like, we don't want to talk about the weather for, you know, for the first 10 minutes because we've already set the, you know, laid the foundation that we only have 45, but if you take 25 of the call to talk about, you know, the baseball weather, they're.

Your favorite sports team, right? Yeah. Yeah. I mean, so. And. And I think a lot of people to that point, too, a lot of people think that if you build really good rapport with a prospect or with a business owner, that it's going to get you the actual deal. Right. When a lot of times that's not the case. Like if I asked you, Ethan, like, if somebody. If you went to a doctor here, if you went to the doctor, right. And they maybe didn't like the doctor very much, like, personally, or he didn't connect with you very much personally, but he was the best doctor in the world for XYZ surgery that you're gonna do. Would you still go with him? Yeah, of course.

Why?

Right? Because. Because it's the best.

Right.

And so, like, rapport isn't established by going in and then, you know, talking about the weather, talking about your favorite sports team, talking about whatever. Like, it's. It's established by digging into the problem of what they need initially, right? Because you are the expert, and they want to feel that on the call. Like, they want to feel that you are the expert and you're getting deep into the problem there any other kind of main, like, pitfalls people run into in this first phase? Oh, might have lost me. Can you hear me? Can you still hear me? Maybe.

Oh, yep, yep. Cool.

I think I buzzed out there for a second. Let's see. So, yeah, any other. Any other, like, main pitfalls people run into in that. That first kind of intro rapport, besides.

Just keeping it too long, I would say.

Oh, I think you buzzed out again, dude. It might be my side. Can you hear me?

Maybe.

Let's see. Can you guys hear me? Put a. Put a comment in the Chat. Let me know if you can hear me. Let's see, Let's see. Am I losing yet? Ethan, I'm gonna shoot you a text. Let's see. Hear me?

Cool.

Got me, Got me. Ethan, can you still hear me? They don't want us to get through the sales presentation, man. On how to close deals.

The.

The competitors are trying to. Trying to wipe us out here. No, I'm kidding. So that's the second. Second phase right into rapport. The next phase is going to be identifying partners. And so I like to do this in the beginning of the call. And it's typically just something like, hey, is there anybody else who might be involved in a decision like this for the business? Is there anybody else who might be involved in moving forward on some sort of project like this? We just want to figure out if there's any other key partners or people that are involved in the project. Because what we don't want to do is we want to find out at the end that they are involved and then we get to the end and then obviously we can't. We can't move forward or we can't get a decision because nobody's ready. Ethan, anything on your end? Like what, what are some ways you go about doing this as far as, like, identifying partners?

Yeah, no, I think that's like what you just said, seeing if there's anybody else involved in the decision making process. Because the decision maker, or you know the term decision, to some people, the decision maker is the person who makes the final decision. Like you said, you know, if there's anybody else involved in decision making process, they might, you know, maybe you're talking to the owner, but they might want to go to their marketing manager for their input. But if they're not on the call, then, you know, then they're. Yeah, they're gonna have to go back and chat with them for sure.

Yeah.

No, because I think what a lot of other people will sometimes teach, which again, there's not necessarily anything fundamentally wrong with it, but it does put the prospect on guard. What other people will sometimes teach is like, are there any decision makers that.

Need to be here?

Like, don't say that specifically, because when you say, are there any other decision makers here or need needing to be here, it puts that person on defense and it makes them say, hey, no, like, I make all the decisions. Don't worry about anybody else.

Right.

And so it puts them on the defense and then it gets them in that place where, like, they need to justify their ego and justify who they Are as opposed to like putting them in a place where, hey, is there anybody else involved in this project? Which it doesn't hurt their ego as much, you know, so really good point there. Third point here is going to be the discovery phase. Now, most of the time, this is where the sale is going to be made. So if you're selling video content to your clients, the discovery phase is where the actual sale is going to be made, because it's where you're digging into where they are to where they want to be and then showing them how your product or service is actually going to help them close that gap from there. Right. And so the discovery phase is typically where we're asking more specific questions around the business and the problem they're facing. But the idea here is over our overall, we want to figure out where they are and then where they want to go. And so these, these examples I have here are more generic questions. So you definitely need to customize these to your client and your specific situation. So don't just copy these right off the bat. But these could be questions like, hey, what's the main goal when it comes to creating content for the business? Or how are you currently attracting clients via video and content? Or what's the revenue goal for the business for the year? Or where are we at relative to that? What's the current revenue? Right. How long has this been a goal? Why change anything now? So that. What that does that. Why change anything now? What that does is it basically pushes them away and gets them coming back. So if we say, like, well, Ethan, why. Why change anything now? It seems like you're doing fine. So I guess, like, why. Why change anything to begin with? Like, seems like the way you guys are doing things has been going okay. And then typically at that point you'd push back and say something like, well, you know, it's been okay, but we want xyz and we're able to get them to push back and fight us a little bit and figure out, like, why they want to make a change now. That way at the end of the call, you don't get as much of a like, oh, you know, this is a nice to have, not a need to have type deal. And then after that, I guess the, the next one would be, hey, I guess, like, why not do this on your own? Like, why even hire somebody out of house to create this content? And a lot of people will be like, well, Eric, why would you ask that question that makes zero sense? Like, why would you ask them why they would hire Somebody. And the biggest reason is because you want them to justify to you.

Right.

You want them to justify why they want to work with you. So. And then last ones are going to be like, what sort of time do you have to dedicate to working on a project like this? And then how quickly are you looking to put something like this in place? Right. So those are the last ones, guys. Any questions on this? I know we got a bunch of people on the live here and on Instagram, so drop any comments below if you have any questions. You want me to, like, elaborate on anything here? Maybe there's something you don't understand. Let's see here. Perfect. Yep. I don't get the actual A to B. Yeah, 100%. So you need to get, like, where they are to where they actually want to be. And if you don't get that gap, it's really difficult to close the deal from there. Let's see, what do we have next? Next we have diagnosis. And so this is where we actually diagnose their pain and we prescribe a solution. So something like, hey, thanks for that info, Ethan. I feel like I have all the information I need on my end. I'd love to maybe share some thoughts on how we can help. Does that work? Yes. You get agreement there. Right. And then this is where we want to help them understand why everything that they've tried in the past hasn't worked and why this is going to be different. Because fundamentally, if they've tried content in the past, but your solution doesn't feel or seem any different than what they've done before, it's going to be very difficult to get them to move forward. So, yeah, that. Yeah, go ahead, Ethan. You're saying something.

I was gonna say. I was gonna say between discovering one to eat to make your diagnosis better is to something I would do either. I used to have. I mean, I have like, stacks of legal pads of writing notes from calls, or, you know, just like, open up a Google Doc whenever you're like, I used to have my sales process and then a Google Doc just both open on the same screen just to take notes, you know, because you're not going to remember every single thing while being present in the conversation with them.

Yeah.

So to help your diagnosis, you got to have some notes, you know, and some background. And I used to lay that out, you know, like in the intro report, you know, hey, if you hear me, you know, see me looking around, hear me typing, I'm just taking notes just now.

Why? Like, what kind of notes do you typically take, do you write out full sentences? Do you do like one word? Like it's kind of hard.

I just do very short, like three to four word bullet points. Like very short, very short. Like, you know, I would, you know, like if they need clients, I would just write lead flow, you know, just something very short and simple just so I can come back and look to it while I'm going through diagnosis.

Yep, that makes sense. Give me one second here.

Cool.

Okay. Yeah, no, that makes sense for sure. So it's more so just little pieces, like you'll do like one or two different types of notes to basically get them to just get those things. And then what I'll do too, because I like that you brought that up. I'll circle things that I want to come back to at the end. So then when I go into my actual diagnosis and into my pitch, I have specific things that they told me about throughout that process. Process as well.

Yep.

Any questions on that, guys? And we get some people in the comments here. Don't be shy too, guys. We know you're, we know you're on the live, so don't, don't hide from us with your questions. Let them fire away here. Let's see. Okay, the next one's going to be the pitch phase. And so this is where we're going to go through our five step process and show them how we're going to alleviate each one of those pain points using our content strategy. And so typically we're going to do something like, okay, great. So in order to fix XYZ problem, we talked about there's really five main things that you need to tackle. And we work with our clients to come up with a five step process for them. So we want to make sure that we have that and you understand what your unique mechanism or your five step process actually is. And so if you don't have that, that's something we work with our clients on, obviously. Or if you just want to develop that in house, come up with a process of what you take clients through and how you're going to help them get from A to B. And so that could be something like, hey, first thing we do is we strategize on abc. The next thing we do is we do this. The next thing we do is this. And then we deliver the content and then we lay out the content and xyz. Xyz, Right. So we want to make sure we have that. And so the general framework here is going to be something like, so remember how you told Me, Ethan, that you guys are kind of struggling with getting more clients coming into the business and you felt like people didn't really know who you were. You remember? Yeah, yeah, I do. Okay, cool. So what we're gonna do, first thing we're gonna do is we're gonna analyze who your current customers are so we can make a brand film that lives on your website that educates your clients on what you do and how you do it. Right. So that's the first thing. And that's so you can bring in more clients and get people to know, like, and trust you before they come into your XYZ business.

Business.

That's number one. So that'd be the first thing I do for pillar number one, and then I'd repeat that process for pillar two, three, four, and five. And I'm just going to go through that process each step and make sure that I alleviate all of the problems they told me about.

Right.

So that's the pitch phase. If you have questions on that, drop them in the comments and we'll answer those at the end here.

I would say one thing with, with the pitch phase, too, is I always check in with people between maybe. Yeah, like after, you know, maybe two, and then, you know, like, because some people have four, some people have five, just check in every couple. You know, hey, does that make sense? You have any questions on that? Or, you know, rather what questions you have, versus do you have any questions?

Right.

And also try to keep it not too wordy because you can bore them and lose them. And then also just over. Over talk, too.

Yep, absolutely. Good stuff for sure. And this is the same process we've used and our clients have used to close over $5 million in video deals. So it is 1,000% proven. And if you guys just follow this step, step by step, it's going to make your process a lot easier instead of kind of shooting from the hip on these calls. But yeah, absolutely, Ethan. So, and then we go into collections phase. And so this is where, like Ethan said, where we check for agreement and then we close the deal. Does all this make sense? How do you feel about what we went through? You know, do you have any questions? And this is where people will have, like, one, two, three, maybe four questions. You alleviate those questions and you help them understand any sort of concerns that they have, and you alleviate those concerns here. And then from here, we're typically doing something like, hey, so in order for us to get you to $2 million a month, like you said you wanted to get to it's just insert price. So, Ethan, in order for you to get to that million dollars a month in your business that you said you wanted to get to, it's going to just be 100k. And then at this point, we want to stay silent and we want to say nothing else. So just absolutely say nothing. And then the prospect will either respond with, okay, great, let's do it, or they're going to give you an objection. And I'd say nine times out of 10, they're going to give you an objection. That's very normal.

Normal.

And we'll talk about that in a sec. But a lot of people are like, oh, my gosh, they gave me an objection. Like, what do I do? They must not want this. This package. Right. But the, the reality of it is, is the way humans buy at the end of the day is they buy after having objections, concerns. They're worried about things. You have to walk them through those concerns on the call, if it makes sense, obviously based on context. But you have to walk them through those things. You can't just be like, hey, you know, I'm good, you're good.

Right?

Like, you, you don't want to just like, let them take that and run with it. Because everybody has objections prior to actually making a decision to move forward on something. Ethan, anything on that?

Yeah, I was gonna say, you know, with the, the objections, it's not always that they don't want it per se. It could just be a lack of information as well.

Yep.

Yeah, usually it is. Usually it is a lack of information. They do not understand something or there's a concern and you want to reframe objections into. These are just concerns. These are just things that they're worried about. And how can we alleviate those worries?

Right.

Landon, what if you have different packages at that point? So if you have different packages, you would just do something like, okay, so in order for us to get you to XYZ goal that you talked about, it's just going to be 12 month for this, 6 month for this, 3 month for this. But most of our clients go with the six month. And then you just say nothing and you let them sit there for a.

Second or you can throw in. Which one do you feel like you're leaning towards? Right.

Is that when you say people usually go for the middle package at that point? Yes. Yeah, exactly. And so that's when we go through that process there. Let me know if you have any questions on that. Cool. And then that brings us into objections here. And so, like I said, it's very normal for people to have objections, and a lot of people think that if they get an objection, they're doing something wrong. And that's usually not the case. 99% of calls end in an objection, so you have to know how to handle it. But it's very normal that you have people who give you objections on the call.

Like, that is expected every time.

Yeah, just expect it every single time. So that's. That is pretty normal. But, Ethan, you want to talk about, like, what are some of the most common objections people typically get on their sales calls? Because you've reviewed hundreds, if not thousands of sales calls from our clients.

I would say, by. By. By and large, money is the biggest one. I mean, yeah, 10. 10 or not 10 out of 10, but 9 out of 10 times money is the biggest one. And then all the other ones are things that, you know, we can handle before we even get to the price. We can handle. Business partner, before the price, we can handle time, we can handle urgency. So a lot of times it's a lack of us doing our kind of preparatory work before we even get to the price. So really, money is really the only thing out of our control at the end of the call.

Yeah, I mean, and. And the way you want to think about it is before price, it is a concern or it's a. Something they're worried about. After price, it's an objection. And so before price, you want to conquer as much as you can before you drop that price. Because the minute you drop that price on the call, people get into kind of this fight or flight mode. And so you want to make sure that you understand all of their concerns and alleviate those concerns prior to actually getting. Dropping the price on the call. That's super, super important.

You know, that's why the tech check is so important. That's why what, the temp check before you go.

Yeah, you want to make sure they are 10 out of 10 on this solution prior to actually dropping the price. You do not want to pitch them the price if they're, like, not certain or they give you the tonality that they're not certain. So, like, either ask me, like, how I feel about something, I'll give you, like, an uncertainty tone.

Yeah. So, I mean, I guess, you know, after hearing, you know, the process, how do you feel? How do you feel about it? You feel like it's some, you know, that can get you to XYZ goal?

Yeah, I mean, I. I think it could. Yeah, I think it could.

Gotcha. You think?

Yeah. See so, so what I did there is I gave you the uncertainty tone, and that's where you're like, you don't want to move on from that point, because at that point, if you move on from there, you're going to get into a point where, like, they just give you smoke screen after smoke screen after smoke screen on the actual call. And it puts you in a really tough place. And so you want to call that out where it's like, hey, I'm sensing a little bit of uncertainty here. Like, do you mind telling me what's behind that? And then dig deeper into what the uncertainty is? And you want to figure out what that actually is at the end of the day. But if they're like, hey, I'm 10 out of 10, I'm ready to go, then you're good to go. And you can just go full steam ahead and go ahead and pitch the price so well.

That's why, like, if you take zoom calls, that's why having your camera on is so important, because there's the verbal tone, but also body language, too. Yeah.

If somebody's, like, sitting there, like, closed off, and they're like, their body language tells you that they're not open to it, you want to address that, you want to dive deeper. And that's obviously what we do in the full program with our. Our clients. We do role plays every day, if not two times a day, on some days of the week as well. So we go through that every single day with our clients. You just. It comes down to just drilling, drilling, drilling, drilling, and getting really good at understanding how the process works. What other questions do we have, guys? Let's see, what else? Get a couple over here. Let's see. See if I have any more slides. Nope, that's it. Let's close some deals. So that's the process, guys. If you have any questions or you want this actual download, let me know and I am happy to send it over to you. And just let us know either in the comments or let us know if you're in our school group, let us know there. But this is our entire process. So intro rapport, identify partners, discovery phase, diagnosis, pitch phase, collections phase, objections phase. And so this whole thing should take you about 45 minutes on a call. Oh, and then last thing, never, ever, ever, ever, ever send your clients a proposal without first going over it with them on the call. Because when you send that, you lose all control in the call and it puts in a really tough spot.

Well, I've got one. One other thing, too. Between, between the discovery and diagnosis phase. If you come into a call with packages that you made that you feel may not fit going, you know, after. After going through discovery, you want to cut it after discovery. And what I'll usually say is, you know, hey, got all the info I need today. Let me take this back to the team. We'll brainstorm a strategy for you guys. You know what day this week works best to review that together. Implying.

So you're saying cut it after discovery if you feel like they're not quite there because you don't want to force the call.

Yep, exactly. Because, you know, the diagnosis is, you know, I have a plan. You know, I'm saying that I have a plan and a strategy. It's like, okay, well, you know, then what's the package look like? Well, I don't have anything, so.

Right.

Best to cut it after discovery and then do the second half of the call at a later date.

Yeah.

100% viral media network. Apologies if this was covered earlier, but how do you even get clients interested with you at the first place? Yeah. So you might want to look at our live from last Thursday. We talk about how to develop an inbound system. And so what we do there is the whole process with developing an inbound system is getting leads coming to you and getting people to reach out. Book a time on your calendar and then book a sales meeting like we're going through right here. So this is one small part of the entire process. But if you want, there's a lot of YouTube videos on my channel going over how that actually works. So just let me know if you have any questions on that. Let's see, guys, if we don't have anything else, we will wrap it here soon. Yep, absolutely. You got it. No worries. Let's see, anything else, guys, Any other questions, we will wrap it here. Let's see. Ethan, anything you're going over with clients specifically this week? Anything that comes up on the, on.

The sales side can be anything.

Sales side.

Yeah, I guess, you know, pertaining to sales, I would say with discovery just, I mean, you and I talk and we talk about it on, you know, the sales meetings in the morning. Is the, the sale is made in the discovery.

Yeah.

On the call. Like if you don't dive deep enough and just barely scratch the surface, they don't get in to enough pain by time we get to diagnosis. Yep. And then using, you know, what we call chunk down questions, how do you feel about that? Do you feel like that's sustainable? How long has that been Going on to really get to that. You know, that second and third layer beyond the first question.

Yeah, yeah. People don't make a change until the pain of their current situation is greater than making a change and actually doing something about the problem. Right. So, like, the person who is very overweight doesn't make a decision to get fit until the pain of being overweight outweighs the. The pain of actually making a change and working out, getting a clean diet, all that jazz. Right. So that's super, super key. Let's see.

Yep. Logic and emotion.

Yep. So you would only send the proposal, though, if, for whatever reason, you don't close on the call. So a couple different things here, Landon. If so, we always push to try to close on the call, but if it's a situation where you just can't close on that call, sometimes that happens. What I would do is I would. You can send the proposal if they ask. I wouldn't volunteer it, but what I would do is I'd schedule another. I'd schedule another call, get a calendar commitment at that point. Schedule another call. Hey, when is another time? What time works in the next couple days? Schedule that next call, and then if they want to see the proposal, you can do that. What I wouldn't do is wait for them to get back to you because that puts you in an inferior position, and it's really hard for you to follow up without looking needy there. Yeah. What Ethan was talking about, closing on a discovery makes more sense than sending a proposal. Proposal. Absolutely. Yeah. 100% absolutely. Let's see, guys. What else? Any other questions? Anything else? You got us for a couple more minutes here, but if we have no other questions, we will wrap this thing up and hopefully this is helpful. Let me know in the comments if this is helpful for you guys. And we will keep doing this. We do these every Tuesday and Thursday at 2pm Eastern. So let us know some good, good questions today. Yeah, absolutely. Great questions. Let's see. I think that is it, guys. If you don't have any other questions, let us know. Thanks for hanging out with us. If you have any. Anything you need from us or any questions, there's a link down below to check out more about what we actually do. And. And we will see you guys in the, uh. In the next training here on Thursday. Everybody. Have a good week.

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