HOW TO paint the VISION (and take it away)

It's essentially making, making the sale three-dimensional, right? So it's not just like logical. Okay, not just logical. It's essentially like the actual desire itself.

Really sorry to cut you, bro, but can you hear me on my phone?

I can hear you, mate.

Yeah, right.

Cheers. Yeah, my headset's been mental. It's been working all day.

No worries, no worries, man.

Um, but yeah, so it's essentially to— so Future Pace is to turn like ambiguity and skepticism, okay, which is obviously what a lot of prospects, especially in the B2C space, deal with. Um, it's essentially to turn that into certainty and self-belief, right? So like using visualization to bridge both the logical and the emotional gap, right? So one thing that's really important to consider here, which a lot of people fuck up on, is that— and this is why a lot of people's future pace sounds fucking shit, right— is that we're not, we're not goal setting here, okay? Like, we're not— we're also not, not dreaming. What we are doing is we are anchoring real outcomes, okay? It's not just like what would be nice, okay? But it is like essentially having them feel as though they've already gotten the outcome. Okay, is this making sense to everyone so far? Just because if anybody's like stuck on anything I'm saying, just let me know. Everyone good?

Yeah, all good.

Sweet. So, so yeah, so we're not— so it's like they need to feel like they've already got the outcome. Does anybody know why, why we actually do this?

Is it because once you have, I think it's harder to let it go? That's why they give you things to actually hold in sales.

Yeah, kind of. Um, definitely, but it's a bit more deeper than that in terms of like why, why do we actually do that?

So can you ask the question again?

Yeah, so it's essentially Like, I— it essentially activates the identity that they want to have, right? And then it creates actual urgency to get there, okay? Because now it's like, you know, they can see what their life can be visually. Now they actually want to get there because it's very hard— and this is like actually true— it's very hard for the brain to understand what's real and what's not, which is why we need to make sure that when we're doing future pace, they actually feel as if it's real, right? So for example, if they— like, I'll use a shitty example, right? Let's say you know, somebody like, let's say somebody wants to get to, let's say just 5K a month or even 10K per month, right? Them living in Dubai and bustling around in a Lamborghini means nothing to them because first of all, 5 to 10K a month probably doesn't enough for that, right? So it's like if you start talking about Lamborghinis, it doesn't relate to what the person is actually aiming for initially. So it's then, then it becomes a dream as opposed to a reality. Right, but let's say somebody wants to just make 10, like, wants to make 10K per month so that they— because they've maybe got 2 kids, right, um, they want to put money aside for college, right, and basically just make sure the kids are safe and secure. We start future pacing on that in terms of that scenario, right, then they actually believe that it is real. Okay, um, so I've lost my fucking page.

There we go.

So what this does, all right, is it, uh, takes— it takes away the direction of their brain from essentially fear and confusion.

Right? And mainly just into clarity, okay?

So like, vague, vague goals become specific, right? Intentions become tangible, and commitment becomes actionable, right? It's, it's how we change phrases, because, you know, if you've been through the language weakness, right, it's how we change phrases from like I hope, like, I hope to get to 10K per month, or I am the man that makes 10K, but to, like, I am the man that makes 10K per month. Okay, that would be an example of one, right? Or it's like, I hope to be a good dad. It changes that to, like, I am a fucking great dad, right? So it's as if they are already, already there, right? So the way that we do it, especially with future pace, is that we have to create emotional contrast. Right, and after it's like, after we've identified pain, we're actually giving them something to escape and something to get to, right? So they want to escape the current situation, but now we're actually giving them something to get to. So like the path between where they are now and where they want to be. Okay, as well as this, and this is something my mentor taught me, is that when we do this properly, the people that we sell are actually going to be way more successful as students, right? So we actually have something to work towards, right? So the first question, okay, first question of Future Pace is bringing in—

another thing to consider is this is an experience, not a like part of a script, right?

The prospect needs to imagine this fucking vividly or else like it's shit, right? So the first question is essentially the opposite to current situation, right? So some— so let's say in current situation, um, someone is— what offer should we do? Someone name an offer. Someone name an offer.

Trading.

Okay, so somebody wants to, uh, what someone wants to get into trading, right? Uh, to leave 9 to 5, spend time with kids.

right, and make more money, right?

But let's say that they had a limiting belief of fear, right? Like, you know, fear of getting scammed, whatever it is, right? So the question, the very first question of future pace— this is, well, this is my favorite way to start it, okay?

When we look at the version of you, whether it's 6 months, 12 months, doesn't fucking matter.

Most importantly, the version of you that has let go of this doubt or fear, whatever it is, right? Let go of this doubt. You are in a position where you are able to spend time with—

you're in a— sorry, I forgot. You're in a position making X per month, right, where you're able to spend time with your kids and take them places without worrying about the bank balance, right?

To know that you've accomplished that, what will—

remember, what will, not what would, right?

Because we need to use certain language here. What will that moment be worth to you? Okay. So that is like the first question. So there's a few things to notice, right?

So there's the time frame, right?

Then there's also the version of them that is not like fearful, right? And then however much money they're wanting to make, right? But then it's essentially the polar opposite. So you know, this person wasn't spending enough time with the kids, so now they're able to spend time with the kids and also make, make enough money to spend time with the kids so they don't have to, you know, limit what they can essentially do, right? And then you're phrasing them as the person that's actually went out there and accomplished that, right? So you're putting them in the spotlight in the moment where they can look at themselves and know that they've done everything possible. Right, and then we're asking them, what will that moment be worth to you? Right, and a lot of the time, to be honest, you could fucking end Future Pace with that. Like, seriously, you could end Future Pace, um, with that question, right? However, I mean, most of the times they'll give you something, and then it just comes down to clarifying and proving. Okay, I Um, so like clarifying on what they mean, right? But then also bringing in like other people's perspectives. So if they're wanting to do it for the kids, it's like, and for you like as a dad or a mother, right? Let's say, you know, like let's use a mother for an example. For you who've done everything you can to make sure that your kids are happy, safe, and secure, how do you think your kids will feel seeing you happy with yourself once and for all, right? Like bringing in other people's opinions, right, and bringing it, um, full circle. Okay, there is another way you can do it, which, uh, my, uh, the guy, one of the guys that mentored me done it, and he likes to do it in terms which also works very well. There's not like a specific, like, this is the only way you can do future pace.

Like, you can do it really any way you want, right?

But what, what my mentor liked to do was he liked to do it um, in terms of like a day in the life, right? So the way he would do it is he would be like, walk me through a day in life when this is real. It's like, what time would you wake up if you didn't have to go to work? I'd wake up at 10. What time do you wake up now?

I'll wake up at 8.

Oh really? What's the significance of those extra 2 hours for you? Oh well, you know, I wouldn't be tired. Oh really? Okay. And like, what do you notice? Like, what's the first thing you notice getting up? Oh well, like, I'm able to 'You know, wake up next to my wife instead of having to leave early before she wakes up.' 'Okay, shit. And then like, then what would you do?' 'I'd be able to like have like breakfast with the kid.' And like basically just walk them through an entire like day in the life in that situation, which also does work, um, does also work very well, right? But the most important thing as well, and another important thing when we're doing future pays is that we essentially check for fear, right? So we need, once, when we're doing it, we need to make sure that the person actually believes what they're saying. So when we're going through this and it's like, in order to actually, and the most important thing is like, do you actually believe that you're capable of that, right? So like, after we've done all the clarifying and probing, got enough context, Do you believe you are capable of that?

Right.

And obviously we want to get a yes, right? Because if we don't, then it's a bit sticky. But then also it'd be like, okay, so when we look at that version of you, do they allow limiting belief to hold them back, right? To which the obvious answer is no, right?

At least I'd hope it's obvious, like, you know, for the prospect at least.

But it's like you're essentially giving them something that they cannot deny, right? Because there's no possible way them holding on to fear is going to get them to there, right? And then what we can do is it's like So if you want to have this future or legacy, whatever it is, like concrete and set, it's what actions do you need to align with right now? Okay. And then they'll basically explain, right, in terms of what type of actions they need to align with to be able to get there. Okay. Which then puts you in a perfect position to transition into consequence. Okay. Which I will explain, but has anybody got any questions on that? I know people have fucking questions. Someone ask a fucking question.

Like, come on, me grandma's—

me grandma's fucking funeral was more lively than this.

Come on, she'd been dead for fucking years as well.

You know when they ask you to know that you've accomplished what will blah blah blah blah? I know you're clarifying and probing, but to what extent again do you clarify and probe?

Basically just until, until you feel like you've got enough, right? So like, I would say a good tell, which it's not always true, but like I would say 70-80% of the time, once you're on like the family level, then you've got enough.

But like, even after already like kind of exploring that in current situation?

Yeah, because in current situation you're exploring how the current situation is affecting the family, whereas in this situation you're exploring how, like, the future goal will benefit the family. So it's a different thing.

Okay, right.

Anybody else, any questions? Or should we just go into consequence?

Consequence, I guess.

Cool. Consequence.

So now that we've got that, then we can say is like, we can ask a question like, because when we look at this future, who's in control of that? "Right, to which the obvious answer is me," right?

Like the prospect, me, the prospect, whatever.

And then what we do is we also can add in a little bit of confusion, right?

We can say, "Which also means what?" And they'll be like, "Oh, I don't know," right?

Remember, when prospects are confused or a little bit confused, they are the most suggestible, which means they are the least resistant.

In that moment, right?

So it also means that there's another side to the coin. The other side is we continue holding on to X selling ourselves short, whatever you want to say, for another, you know, however many years have been shown this, right? For another 6 months, 12 months, 18 months, whatever, right?

What does life look like at that point, right?

Now there's a couple of answers you'll get to this. Okay, most people will go with it. But if you're speaking to someone who has a very, not necessarily high ego, but somebody who is like, to be honest, it's mostly the people that are like super motivated, they're the hardest to consequence. Because they're like super eager to get going. But those are the people that actually need consequence the most, right? Because they don't, and they're probably not going to buy. And consequence really is the part—

I mean, every part of the call builds urgency, but consequence specifically builds a lot, right?

So the most common answer, right, is, you know, that would be shit, whatever, disappointing, whatever. And then you could just be like, why would it be shit? Or why would it be disappointing?

Right?

Or like, oh, that's— I mean, disappointing, that's a strong word to use. What makes you say that?

Right?

That's one side of it. The other side of it is people are like, oh, I wouldn't let that happen. Right?

To which the easy, easy response is like, well, you have allowed it to happen. Right?

Like, you have allowed this. Like, I'm not gonna let that happen.

Well, The reality is, mate, for the past 5 years it has, right?

People can't— they can't argue the truth, right? But then, so I'll go over— I'll go over the easy one first, right? And then I'll go over like if people are, you know, becoming a bit of a fucking issue to consequence, right? Um, so if somebody's like— I'll, I'll delete that one for now.

Actually, I'll type it up.

Right, well, it would be shit disappointing, right? And then this is the point where it's like, you know, like, what would you feel looking back in X years realizing you could have had XYZ, you know, whatever the goals are, but you allowed that limiting belief to hold you back, right? So you can do it like that. Another way you can do this to actually— this is a great frame to actually use going into this question, right? Is you can say this, like, this kind of reminds me of Have you ever seen that documentary by the BBC?

Right, and they'll be like, I mean, what documentary? Because you haven't mentioned it, right?

Once again, confused. Yeah, so you know the BBC, like the broadcaster in the UK? So they went to, um, a hospice, um, down south, and they went around to people and they asked them, what is your biggest regret? And do you want to know what's really interesting?

Getting them leaned in again, right?

To which they'll say yes. Maybe like, nobody actually named anything they did. It was always the stuff that they didn't do. So for you, what would you feel looking back when you're old and gray and realizing that you could have, you know, spent the time with the kids? You could have being that dad that you wanted to be, being that dad that they deserved, but you allowed fear to stop you, or you chose fear instead of that, right? Now we're really taking it fucking deep, right? And this is an uncomfortable question to ask, right? Like, this is a part of the call that's like— it causes the resist. Like, this part of the call, like, there's sometimes a lot of resistance here. But if you back out of that resistance, that deal is never getting closed because if the prospect feels like they can walk over you when you start to get uncomfortable and they start to get uncomfortable, they're not going to buy it.

Right.

So that is that part. I don't know why I just lifted my glasses up. My eyes were feeling better.

Right.

And then so you can add that frame there if you want, but you don't have to use it. And then the next question is, who would you be letting down by doing that? Right, obviously them, you know, the people who care about whatever. And then it's like, do you deserve that? No, obviously, is the answer.

And then do X deserve that as well?

To which the obvious answer is no. Right, so then the last question— well, the last main question is like, are you willing to settle for that then? Right, so the point of consequence is it's not like— it's not what happens if you don't do this program. That's when people do it shit. It's like, are you willing to basically settle for what you've already settled for any longer? Right, and then you can tie this down with like, why not, or 'Are you sure?' Right, whatever. Right, so that's like the main consequence. But if they give you like, you know, if they start to be a bit awkward, this is how you can do it, right? So if they say, 'Oh, that won't happen,' it's like, 'Well, it has, mate. So like, so what if it continues?' Right? Another thing you'll show with the consequences, people want to keep the conversation positive. That don't want to like— they just don't want to look at the cost of an action, right? So this is the way that I like to do it. I'm just going to copy and paste because I've already got written out, saves me typing again. Um, so it's like, let's say like the first question, like this, like most people will go there, right? Another way you can do it is like you can be like, you know, especially if you're dealing with like more like sophisticated buyers as opposed to like, you know, the average Joe, like if you're dealing with people, you know, that actually are already in like a good position, whatever, it's like one thing you can do at the start is to like essentially say like, as I'm sure you already know, right? And then you can basically see like the people I've seen with the most success in our program