12 Million in Sales in 30 Min – Eli Wilde

Alright guys, welcome to a very special episode of Coffee is for Closers. We finally have managed to deconflict diaries long enough to get Eli Wilde on the program. Welcome, Eli. Welcome, buddy.

What's up, buddy? Glad to be here, bro.

This is exciting. So yeah, today what we're going to go over is, well, who knows? We don't know. We haven't planned it, but I'm sure it'll be interesting. So this is going to be a rabbit hole.

Yeah, yeah, it's long too. And just before we even starting this, we're getting into so many open loops, which is a technique.

There we go. There we go.

You know exactly. A lot of threads everywhere, but it's about to get tight knit, you know, There we go.

Metaphors. I like it. Yeah, Ruined today. I've been told I got the bulls, like the double bulls going.

So he just took off his laika's hat, so.

Exactly. If you listen to this podcast, you.

Will make your first million within three years.

I'm going to repe.

You will make a million dollars within.

Three years of the first episode.

You listen to we don't want pikers. We're not here to save the manatees. We're here to make podcasts.

You really want this? You listen and review. Put that coffee down. So, yeah. So super excited. So I don't know if people like really, really know, like we brought you on to help train sales sniper. You were like the first person that I ever encountered in the high ticket closing realm. And so like I remember I was, I was sitting down and I like my, my journey was I just did fitness sales, like you know that. And then from there I did like a marketing sales. I did really well in that. I remember I asked for $300 commission from a seven and a half thousand dollars program and they laughed at me and said, I will give you 400. And I called Jimmy and I was like, these chumps are going to pay me 400 bucks to do a phone call. I was like this. Then from there I sold 15 out of 16 calls and from there went to like a business coaching offer where I made like 12 grand in commissions on the first week. And I was like, jimmy, we're done with fitness, we're doing something else. And then I signed up to the 21 day, the very first 21 day sales mentor thing. Yeah, yeah, it's just where I saw you and Taylor and all this kind of stuff and I was like, oh, what's going on here? Yeah, it's cool. That was the first Thing I saw.

Then you went all in, man. Your evolution's been amazing. I remember because I was coaching you and your team a little bit and I said this best stuff I actually got from this guy Jeremy. And I told Jeremy, when I did a thing in my Facebook group, I said, you're going to make a million dollars off of me promoting you. Because nobody knew Jeremy and just you. He's going to make probably more than that this year. So, yeah, man, I've been collecting mentors and bits and metaphors and analogies from Tony and like a hundred other people. So it's been great seeing how you lead your team and now I'm learning stuff from you, man.

Yeah, like, I think we've gone very niche, which is. Which is good. I'm a fan of like, just kind of being good. That's why, like, I was always. Even in the army, I was like, I'll just do like one thing and do it well. You know, that was kind of my thing. I'm like, I'm not a person. I'm so, like, singularly focused. I'm not a person who can. Who can multitask and do different things at once. And I don't. I like to kind of stay in my lane. I mean, so kind of just do my thing, try and do it really well. But I think, like, one thing that I admire about you, that you've done really well is you've been able to kind of like go into so many different things and adapt into what you do and kind of pull from all different situations and people and like, Tony, like, I gotta ask, man, like. Cause I don't think I've ever asked, like, what was it like the first time you went out with Tony and watched that dude pitch a giant room?

You know, for me it was like. And going back to the. You know, I'm sure we're gonna touch on the congruency piece. You know, that was part of my power in selling. But I saw Tony speak at something called the Learning Annex. Now there's something called success resources, but they would do these seminars with like 30, 40,000 people. And it was two days. It'd be like the headliner was actually Donald Trump. At the event I went to is 2005. Suze Orman, Robert Kiyosaki, all these people. And it was like a lot of like, pitch fest from stage. And at the time, I had been like, in a really bad place. I was a struggling actor. I had some ups and downs, was pretty, pretty down. So I was into self Development, working on my confidence. And I found nlp and it really aligned with me. And then somebody said, you should check out Tony Robbins. I was like, who's Tony Robbins? Got the book, then got the CDs. And then like a week later he was doing this, you know, a speech at this, at this thing. It was 97 bucks, which was a stretch for me. And he was supposed to speak for two hours. He spoke for four and a half. And at the end of it, he's like, I coach, you know, Michael Jordan, all these people and President United States. If you got anything out of these four effing hours, spend four effing days with me, I'll change your effing life or give you your effing money back. And he was so certain. And most of these other guys, other than Trump, Trump was pretty, pretty savage. And he would engage with the audience. Everybody else kind of had like this canned pitch. And Tony was like running out in the audience and grabbing people. And man, I was. It was 40. It was, I think it was 46,000 people at the event. And Tony's a big guy, but I was all the way in the back. So Tony was like a dot on a screen. And I could feel his energy. And it's interesting now he doesn't do any of the selling at his events. And you know, even people hiring you guys, they kind of want it. There's like the coaching hat and the sales hat and it's, you know, people have a weird aversion to sales. So he, you know, outsources that. But I mean, he was savage and he did a lot of these analogies. Some of them I've kind of, you know, made my own and everything. But it's really, it's an interesting thing because, you know, and one of the principles I teach is as, you know, people do things for emotional reasons. And he's got that one tool. I'll talk about the triad where how do we get people into what we call the buying state and Olymp Pre handle their limiting buying beliefs. In his book or his program that he originally did in like the 80s, it was called Mastering Influence or it was called Power to Influence. You know, he talked about urbans, lurbans and drab. And so he's like creating this, you know, this association to and breaking down all the limiting buying beliefs. And before I lose that train of thought, urban lerb and drab urban emotional reasons to buy now, Lurbon logical reasons to buy now, drab dominant reasons to avoid buying. And so he's like, doing all of this, and he's doing the nlp, but just getting people in, like, a frenzy and people are just on fire and providing a real experience.

It's a good thing. He seems like a good dude because, like, that power for evil is like. I mean, that's what Hitler did, right? Like, he just, like, he was so charismatic. Got not to go dark, but got him into a frenzy and then just made people do stuff.

It's crazy the things you can get people to do when they. They buy into that. I mean, just look at every cult, right?

Yeah, man.

Yeah.

You know, it's interesting with Tony, though.

He would, like, go out to the audience and do there. Be, like, somebody suicidal or depressed, and he'd do an intervention right there on somebody. You're like, is this real? And sometimes they would take hours, and he would just be right with that person so present. Like, he's crying, that person's crying. Like, 20,000 people start crying. And it's like, I've never seen anything like it. And that's a whole tool within itself. So, you know, it's interesting. And one of the things that I did that made me really successful because I wanted to be like Tony. I would be in an environment could be like a used car lot or. You know, it's interesting with the online model, people usually book a call, they raise their hand. I have a problem. But I was going to companies. People don't go to work to spend money. They go there to make money. And I'm in there, and people didn't want to hear what I had to say. Didn't want to buy anything, didn't want some motivational speaker. And so I had to really train a lot of these tools. But if I had somebody really resistant, it could be even the boss. I would do things within the room to isolate people or I connect with somebody. Sometimes, like when I was new, I'd find the friendly eyes and. And I might do an intervention with that person right there. And people would be like, holy shit.

Right there.

Yeah. And also, if somebody was challenging me, I would go really deep with that person. And, you know, people like, man, look at the. Look at the balls on this guy. And authentic and kind, you know, and, you know, just really, like, digging in. And for me, it's like, what was really driving me. Of course I wanted to make money. Of course I wanted to be number one. But I had this sense of congruency in this mission. Like, I wanted to have an experience that I had because I really did Think it would change their life. And also I was committed to growth. And so there was a whole team of like 10 salespeople. Initially it was about 12. And we all had the same job and it was not an easy job. And this is, you know, 16 years ago, Tony wasn't famous like he is now. It was like Tom Hopkins, Zig Ziglar, Brian Tracy, all these other people trying to sell stuff at real estate companies, commission based companies. But, you know, there'd be really shitty meetings. And I remember Tony saying this, he took other people's meetings. And so there would be meetings, I have to drive like two hours and I wouldn't even make any money because I was taking somebody's meeting and I have to like take, you know, give them the commission. I was like, I'll do it anyway. Because my goal wasn't just to make money. I wanted to get good. And I was like, reps. And so I was like, I just need to start speaking more, I need to do more calls. And so I was like, whatever it takes.

It's so true. I think, like, people really underestimate volume. Like, man, volume is like, it's the key. It's funny. I got it. We got a video because we're looking for some setters for full time setters. So I put it out there and I sent everyone to who's like our prototype setter, right? He's the savage. But the kid's hungry. And I mean like, literally the. When we first met him, we had to send food to his house.

Wow.

Right? Like, literally, literally hungry. Like, like, literally, like he came to us and he was like, we haven't like. I think, you know, he had like $97 in his pocket. You know what I mean? I'm talking like, I think, I think he said he had $0.87 in the bank at one stage. And then so I was like, sweet, you're on a bass, you're on this, you're on this. He like porn guitars to do some courses and like just a real like go. And now he's doing well, do you know what I mean? Like, he's closing deals, he's doing really well. He's removing himself from super situations. But like, when he was like, yeah, man, like, we need some, I was like, fuck. So I was like, where's the nearest Safeway? We'll just get it all delivered to your house. Like, let's just do that for the next few weeks and then you should be fine. You know what I mean? So. But like, he sent me A. It was like, this is what I'm going to kind of talk to him about. And it was about, like hunger. And it was about like, if you're like, he's done. I think he started with us in September. He's done. I think it was like 9,000 calls.

It's a lot. Yeah.

So, you know, some of it's sort of cold calling. Some of it's like appointment setting. You know, it's a combination of everything. But it's just like that, that amount of reps, like, it's very difficult to replicate that if you're just like, you know, doing the whole, I'm going to quit my job and become a closer, you know, like that sort of thing. Like, you can't. You have to start there because the. You need interactions. And that's what I tell people. Like, because, like me, take me and Marco, for example. We have really good close rates are very consistent. But there's like, we did. We called leads for 10 years. Like, we just called leads. I called hundreds and hundreds. I was doing hundreds of dollars every day for years just because that's how I thought it was done. I literally didn't know there was anything as an appointment funnel until about two years ago. And then I was like, oh, this is way better like that. But if you started there, you're kind of. You're starting at a massive disadvantage. It's like you had to go around all these difficult situations, you know, Whereas if the hardest kind of sales environment you've ever been in is someone setting a coal for you, it's like, oh, it's a tough place to start from, man.

Yeah. At that thing, I use my rent money to sign up for upw. Like, I, you know, and when I went to it, I was like, all in. And he also says you can go there for the first day and a half and get your money back if it's not everything. But that's kind of how they get you because it's amazing. And I figured maybe I'd get my money back or whatever, but I was like, involved and, you know, I was there and it just, I was just all in. You know, there's like that all in moment. And I was so hungry. After the event, though, Tony talks about, it's not your lack of resources, like money or time, it's your lack of resourcefulness. And the ultimate resource is human emotion, hunger, drive. Like the most successful people in the world. And of course, like, I sell courses. You sell courses. We all have courses. But you figure, like the first person to figure it out. They didn't have a course. They had a commitment to do whatever it takes. And it's like Steve Jobs says, you can't connect the dots moving forwards, only backwards. But somebody's got to have a vision and hunger to push through everything. Then they reverse engineer it, and that's the teaching. A lot of people in the space now are kind of, you know, regurgitating other people's stuff and all of that, but the first person in any industry, it's like that drive and that resource. I used to always tell this story about a guy that I met in Chicago. He had had this dream of going to the Olympics, and he made it, made it there, but he. The crazy thing was he had lost his legs, and he ran a race in the Olympics without legs. Other people have legs and, you know, they can't get themselves to walk around the block to say, you know, to lose weight. It's like that thing getting people into that state is amazing. And we say that it takes three main things to make somebody successful. Hunger is number one, and you can't teach that. Second is a vision that's bigger than yourself because you'll make some money, you'll take care of your needs, and then you'll stop. And then the third thing is strategies. And strategies are important, but that's the least important of everything, because if you're like, I'm going to effing figure this out, then you reverse engineer it. So strategies can definitely help and can change everything, but it's honestly the least important. Yeah.

One of my favorite analogies that I've been sort of using a lot lately in, like, coaching and sales and stuff like that is like. Is a bear chasing a person, you know, like, who gives up first? The bear is just wanting to eat something. It's wanting to be satiated. The consequences for the person are so catastrophic. So it's like you're running away from something so much faster. Like, I had a conversation with Ryan Sirhan, one of our clients, and he talks about this moment called the wall, which is like the moment that you'll never go back to. It's like. And it's constantly shifting, but it's like, there is no going behind the wall for him. He was 2005 and he had didn't have enough money to buy food for dinner. And he was. And I mean, look at him now, 16 years later. The dudes worth, like, you know, $80 million, right? And. And it was just like, that's amazing, man. He is a Driven human being. Like, I speak to him like probably once a month and he is incredibly driven. He gave me some KPIs. He'll be on the podcast in a couple months. He gave me some KPIs, I got a hit and then podcast.

But one guy's commission check, I'd love to get right.

Yeah, meet somebody like that. Good looking guy, could probably model, be a spokesperson. You see people, I lived in Los Angeles for a while and you see some people, like, they get their needs met or they're modeling and they get all this attention. I'll touch on some of the things that have really shifted me. And obviously having Tony Robbins as a mentor, six human needs, like what he's doing to turn around those interventions. Kind of my whole thing was, I was like, if he can turn around a suicide, I can turn around a sale. Really figuring out what drives somebody. And most people, they want to be significant, they want to get attention, they want likes, they want money. But once they get that, they kind of lose their drive. Some dude like that, you know what I mean? It's pretty amazing. A guy like that just keeps on pushing so hard.

Yeah, it's a really interesting thing because I speak to him a bit and his motto is expansion, always in all ways. Right? And so he was like, we will sell everything to everyone. Whatever you need to do to make more sales, you tell me and I'll do it. And like, I'll tell him like, hey, man, we need a webinar. He's like, yes, sweet. Two days later, he's got a crew of 16 people shooting in four different cameras in AK and having it all professionally scripted out. And they're shooting a three hour webinar. Like, it's, it's, it's, it's done. You know what I mean? Like in the level of savagery that he operates at. And I remember I came to him once, it was a really good lesson because we had to restructure the sales because I basically, like, I helped build that program. That program didn't have anything. They were just like, we have an idea. And I was like, okay, I know coaching. So I was like, I can help you build the coaching program out and what you need and do the hiring, all that kind of stuff. So we built that program together. But it sort of came to me and I was like, hey, we need to restructure the sales. So I need to like hit the pause button for a couple of weeks. He's like, no, no, no. I was like, well, I need to do this. He goes, no, when I sell a building, I don't, like, tear the building down to build the building again because I don't like the fucking bedroom configuration. I just. I fix the bedrooms on the top while I sell the ones on the bottom. He goes, you will build the new team and manage the current team, and then we'll have a changeover. And I was like, okay, boss. But it was such a. Like, you know, it was a good moment because, like, for me, I was kind of like, going, well, this is the easiest option for me to do this. And he was like, I don't give a fuck what the easiest option is, man. Like, I want. I want to maintain sales, and I want to put all the infrastructure that we need place, but we can do both at the same time and you will just do it. And I was like, okay. And we just did it. I was like, fuck. And I was like, oh, man. Like, that's. That's a good lesson for me. I was like, I rarely do it, but it's like, that was just the easiest option that we had in front of us.

Yeah.

I was like, but you know what I mean? And the way that he said it was like, no, it was so, like, I was like, oh, okay, dad. It was. It was a very. Like. I was like, okay, good lesson. And that guy's my age. Like, we're the same age. I think we're like four or five months apart. And he's, you know, he's so successful and so driven, but also, like, he's a cool guy. He's a really cool guy. So he, like. And also he gets up at 4am he does workouts every single day at 4am he sends, like, emails to his team and his clients, like, the coaching clients at like, 4:30am While he's in the gym. You know what I mean? Like, getting after it. So, like, you know when you wake up, if you're in the States, like, oh, Ryan's already. Ryan's made $5 million today and done a workout. What the fuck have I done? You know? So he really does, like, lead by that example, which for me was a big. Like, I did a. I actually paid the 10,000 bucks to have the meeting with him because I wanted, like, a proper strategy meeting on how to, like, lead the team effectively. And he like, the strategies on how to lead the team. And I was like, okay, this makes a lot of sense. And your team. Yeah, so, yeah, so it was like, nobody works for you. Everybody works with you. He goes, as long as you can remember that. Like that is a huge thing that you do and you need to be the guy in front. Like you need to. To be the one who is the best and leads by the example. Because we have very similar models. Right. Like the agency model. The sales agency model is almost identical to the brokerage model. Right. And the most successful brokerages are built by the extremely successful agents because then they have the systems and the structures and then it takes a long time to where like you don't want to be in the game still because you have to have that lead by example until you can build enough people up below you who are now the new leaders to then just lead from the top. So it's very interesting. Like when I made the connection between the two business models, I was like, ah, he's the guy who I need to pay the money to. To.

I have a couple resources that I could send you. I mean I've trained, you know, thousands of companies and a lot of stuff. Like I did some training at Salesforce which is. They do nine billion a year. Yeah. And so it's interesting some of those.

Just a little company called Salesforce.

Yeah, yeah. You know, I trained a lot of their different. I was doing my Tony Robbins thing, but they asked me to always expand and I got to. You know, it's interesting this sales game, you know, I'm always coaching people and I have people that I coach privately and all that. And I was saying to some young guys the other day, I said, you know, even in this high ticket game, being on the phone, there are things around the sale. So you know, like working out with personal relationships, your standards like the sub communication. Because some opportunities come and you know, it's interesting with real estate, for example, probably 80% of my market that I've sold to has been real estate agents. And I'm like you, it's like I'm selling to salespeople so I can't use like the feel felt found. I had to really dig into their world a little bit and they were gonna test me on that. But you know, it's, it's. It's just a different way of thinking that you have to align with these people and real estate people, you know that world. So many things I could go into. But real estate people, interesting world. Yeah. You know, it's like. Cause I remember saying too because I would go in there and I'd say real estate people for example though they are. They need to be entrepreneurial, have their own marketing and leads and systems, but they have employee Mindset. And so they're. But they need to be entrepreneurs. They're like, oh, I'm waiting for leads and all of that. But I said to people, I'd say, like most people go, there's a guy named Tom Ferry or Mike Ferry, which is his father. It's the premier sales training for real estate agents in America. And I'd say to him, I'd say, I would start my presentation, I'd be talking and do all my thing and I'm connecting with the audience. And I'd say, look, all of you here, let's, you know, you all have a similar presentation. Let's say there's, you know, John up the street and you got to do a listing presentation for this person and say three of you, you know, this is going to happen. Three of you are going to get that same listing appointment and they're going to do a. You're going to do a presentation pretty much the same, and they're going to choose one of you. Why will they choose the one? Same word, same presentation. And when I work for Tony, we had the same script, same price point, same products and everything. I would often outsell my peers by 5x, you know, it's like they're doing, you know, my last cycle, I had 700 high ticket sales in a couple months and I was working part time. And the next top person in the company had 200, you know, working twice as much as me.

Yeah, yeah.

Big difference, you know? Yeah. It's like. And I would always rate myself on a scale of not one to 10, but one to Tony because I'd be like, man, Tony could have got that person. You know, it's like, now we listen to Jeremy, I'm like, you know, Jeremy probably could have got that, you know, or, you know, or this person I was, it would just drive me crazy. Like, you know, I wonder if that person could have done it. So I was like, I'm all in on everything.

I have the same mentality. I go, someone could have sold that person. And it doesn't even necessarily mean that they're better than you. It just means that they are better at that particular puzzle.

Yeah.

Because every sales, conversation or interaction, whether whatever it is, it's just a puzzle that needs to be put together. And that's why I like sales and why I think anyone can be good at sales. Because it's like, just start from the edges, man, and work your way in.

Yeah.

And like, the more you do that, the more it happens, the more natural it becomes. And you Just start to see the patterns before they get there. And that's really it. Because I was terrible at sales, like, naturally not good at it. When I used to do it, I was bad. My business partner, when I opened my first gym was the guy who was like the good at sales guy. I was the marketing guy. So I wrote all the copy, did all the ads, and I was the one that generated the leads and he would sell them. And when I tried to sell, it was a backup. And I was terrible at it because even though, like, my personality is so straightforward, I really struggled to, like, say what needed to be said in order to kind of, like, really put the truth.

It's interesting you got that shirt on. I remember, like, the first maybe, like half dozen times I talked to you, though, and I said this to you because there's like this. This nuance. And you picked up the Jeremy stuff really well. Some people, their sales go down because of all the neutral language and they lose that authority piece. But you got, like, there's an external st in an internal stance. You're like a bull. It's like you got this certainty, and you're just really strong, and you can use those softeners in the tonality and stuff, but it works very well.

Yeah, but if you're already soft and it can be a real problem, messes people up.

Speaking of another analogy related to the bear, one, I meant to interject this. You might have heard this before. It's like in Africa in the. The. Whatever it's called. The planes.

Whatever.

Yeah, Savannah. Yeah, the. The lion gets up. Like pride, rook. That's it. The lion gets up, and if it's late to get up and doesn't get a head start, it'll starve to death. And the impala, you know, gets up, and if it doesn't get moving, it's going to get eaten and it's going to die. So the analogy is, doesn't matter if you're the impala or the lion. When the sun gets up, you better get moving or you're dead. You know, it doesn't matter, like, who you think you are. It's like that, you know, it's a race out there. And it's not like I'm this or that. It's just, you better get moving. You know, it's like, aside from all the strategies and all these things, it's like that mindset, that commitment, that certainty is what's really gonna make somebody figured.

Out, interestingly, because, like, what's. What's your. Like, where Are you going? Because obviously you're a hardworking guy. Like where's eli Wilde in 10 years time?

You know, it's interesting because there's like this sales thing and you know, I connect with Marco about it and you know, they had me do the sales pitch for Business Mastery for Tony Robbins and it did multiple eight figures. Not because of me, because the brand, the system and all of that, but that's been my background and so it's interesting. Your selling style as a side note is very similar to a friend of mine, his name's Brett, he just left, he's staying here, stayed here last night. He's done roofing stuff. I've got another friend we're kind of coming together with. Long story short, I've seen Tony do all this stuff with Business Mastery and he says he owns like 60 companies or something like that. It's not like he's managing them. Every day he comes in, they do some consultative stuff. But long story very short is this Covid has made things amazing for me being home and being able to work. But I love being face to face. All my business has been face to face, you know, eye to eye, doing events and I'll do that online. But we're getting into me and some friends are creating like a sales accelerator where we'll accelerate the sales for companies using our systems and processes and I'll write the scripts and we'll manage the teams, all these things. But we want ownership of those companies. The first kind of company that we're doing, it's actually, it's fine that I'm saying this because we're just kind of solidified it this weekend and some last minute stuff, some negotiations still happening. But the first company we're going into, first industry is solar. And so we'll have a team of killers and we'll, I've learned so online it's killing it. And so I've seen people that are very average at sales, making seven figures a year. And so we'll build a team and the long term play is for me to create like a really iconic sales brand. I'm actually doing a training tomorrow for a guy to work on my personal brand and all these things because I would have been fine my whole life being like the behind the scenes guy for Tony Robbins. I don't want to be famous or any of that. But now I'm like kind of embodying it and like I'm going to start doing YouTube like you guys, I'm going to do all these things, do the marketing do some things around me, but it's going to be kind of like Elon Musk and Tesla do some things so I can promote this company that'll be a sales accelerator. And one of my like kind of strong suits has been relationship building. I pretty much know everybody in the industry. Nobody knows who I am, but all the people that are worth knowing, like, I mean I could text Tony Robbins right now or this person or Tai Lopez or something. Like I know people and I've spoken on their behalf or I spoke at Ty's house a bunch of times like eventually to create some of this draw around myself, but also some of the processes, some of the unique mechanisms that we can market to and then eventually put these in companies and get a back end, get a percentage ownership and do exit. So I want to learn all of that stuff. I've seen Tony talk about it, Business mastery and I have friends that have exited companies for like 5, 6, 7, 18 times multiple. And I'm like, man, that's interesting, that's exciting. So that's a long term play. And I've got some friends and mentors right now that are just a lot smarter than me. And I've been doing this stuff for a while.

That's the people to hire.

I'm like really fortunate we're partnering. So I put money in and we're peers and I'm getting to sit like a fly on the wall in these conversations that are like wow. And you know, just talking about concepts that have just been foreign to me. I've heard of them but really seeing it happen has been, has been great. So that's a long term play. Buying and selling companies, accelerating them, putting them the sales processes, dialing in systems and then if you can get ownership, you know, it's one thing to ask for commission or you know, say 10 or $20,000 for coaching. If you can get that. It's a different strategy.

And yeah, we got equity in seventh level. That was sort of.

Did you really?

Yeah, we're taking equity in a lot of the companies that we work for because we do something very similar where we'll come in, obviously give them that sales staff. But a lot of the guys that want to scale massively, they need more than a salesforce because they don't understand how to use it. They don't understand how to integrate that with their marketing, how to integrate with their sales process. So we usually come in and say, okay, well you know, you can pay us commission, we'll do sales for you. Or we can negotiate some equity and we'll come in and we will run the entire thing from that perspective.

A lot of people don't realize, like, I've scaled businesses to eight figures. So like, I kind of, I understand, I understand like the mechanisms behind the actual business. I have the business acumen. Not like, you know, it's getting better and better and better. There's definitely some certain areas that I need to work on which we're kind of looking at now, but in terms of like that visionary role of sort of like looking at the business in different sort of avenues that we can go down to make money and sort of diversify and look for the profit margins. Like, that's sort of what I do well. Which is why we were able to get Sales Sniper, like in January, like of last year. We pretty much just start like Sales Sniper really only started properly in like October of 2018.

Yeah.

And we were doing like 20 or 30 grand a month in January and then we did like 400 grand a month in December.

We. So we'd only really got a roll on about a month before you came on and started doing some training and stuff with us. That's probably when we first started getting into it. We've also got some pretty, pretty crazy ideas, business wise that we've been speaking about lately.

I'm gonna buy a fucking two million dollar boat. I got some ideas, bro.

Sales.

Sales Sniper S a I L S It's gonna be a. I got, I got some ideas, man.

Jeremy and I years and years ago I had a sales agency and I kind of just ruined myself from it. But we were gonna do like a corporate thing and we were back and forth, you know. It's interesting. Jeremy's so good and I bought like five, six years ago, I bought one of his things and I was like, how does nobody know this guy? And so I really, I'd say actually now you and I probably know the NEPQ stuff. Not as good as Jeremy, obviously, but outside of anybody else. Yeah, yeah. So I really mastered it, you know, John. I reached out to him. I was like, man, this has really helped me out a lot. And nobody knew him. We talked, we.

So we'd only really got a roll on about a month before you came on and started doing some training and stuff with us. That's probably when we first started getting into it. We've also got some pretty, pretty crazy ideas business wise that we've been speaking lately.

I'll buy a fucking two million dollar boat. I got some ideas, bro. Sales, Sales Sniper S a I L S It's gonna be a. I got, I got some ideas, man.

Jeremy and I talked about partnering together like years and years ago. I had a sales agency and I kind of just ruined myself from it. But we were gonna do like a corporate thing and we were back and forth. You know, it's interesting. Jeremy's so good and I bought like five, six years ago, I bought one of his things and I was like, how does nobody know this guy? And so I really, I'd say actually now you and I probably know the NEBQ stuff. Not as good as Jeremy obviously, but outside than anybody else. Yeah, yeah. So I really mastered it. You know, Jerry and I reached out to him, I was like, man, this has really helped me out a lot. And nobody knew him. We talked about year and a half ago, maybe about a year and a half ago and I said I'd do whatever to help push him out there and because it's just so good and you know, I'll talk to him more about some other things. Maybe we all do some things because I'm getting more into the one to many model we were talking about. And for me, kind of one of my taglines as well is that sales should be not transactional, transformational. And Tony's kind of on his way out, you know, kind of going back to what am I going to be doing in 10 years. I think he's going to be done doing the events. I've got some other friends that do transformational type work. There's Landmark Forum Mitt, where people really get like an experience. And with sales you deal with so much rejection at times, you take things personally you shouldn't, but we do. And so I want to do these events where I teach sales skills but really focus on the mindset and the leadership. I really do believe it's a lot mindset. My stuff's mindset heavy. Not like scripting all that stuff. So you know we want to do these events and you know we're going to have a board break. Well, we're going to do the first one like a month. And so we're testing some stuff now. I'll do a small pop up one but people will get like a box kind of like this sent to them and like this one has like a water bottle, a journal, all these things in it, swag bag and give them some really cool stuff and only be like a hundred bucks. And then we'll do a board break on the first day and we'll, you know, just some really Cool stuff. I've got some friends that teach, like, hypnosis, and we're gonna do, like, you know, just some of these kind of more emotional things. But I've seen it, and it, you know, just seen it transform people. So, yeah, that's what I want to do.

Yeah. I think, like, as far as pure sales, like, for me, any PQ is a framework. For me, it's the best framework out there. Like, it. It makes so much sense, and once you understand it and then I think you can adapt it to yourself. I think one of the things that people get lost in. And now I actually made an implementation guide for any pq. It's like, this is how you implement it properly, because people just do silly things, right? They learn something new, and they go like, okay, someone's gonna teach me a different way to squat. I'm just gonna go on the bar and do my max and figure it out, right? So, like, they. Like, that's why people can sometimes drop, because they're learning concepts they don't understand. And then they get themselves into positions they can't get out of because, like, essentially, they're trying to put the puzzle together backwards. They're starting with the middle, but, you know. You know, and so, like, what. What ends up happening is, like, they end up losing their authority, and all these kind of things happen. So I created actual guide for. For any pq. But, like, for me, like, it was a game changer when I just had, like, oh, we had to do this phase, this phase, this phase, this phase, this phase. And then once I kind of got that and it clicked, I was like, oh, sweet. I can push people down. Yes. Wait a minute. I can sort of push people down the sales cycle and then listen for the tonal cues to make sure that I'm getting the right answers. And then it was like, when I figured out how to go the right. This is the right answer or no, it's not. And just stay in the saddle until I got the answer. That's when everything clicked, and I started going, like, consistently over 80% because I was like, that's not the answer. Let's circle back. How do I get them deeper, Deeper, deeper.

I'd like to see that. I like to see that. Yeah, it's. You know, for me, it's like, I. I used to hate breaking down sales calls. It's still not my favorite thing, but I've gotten, like, really good at it, and I trained just on that, like, these little things over and over again. Two of the master things that I teach. And I'm actually going to do a class on this soon. I got a class here and inside of my free Facebook group in 14 minutes. But we teach sensory acuity and behavioral flexibility. Like acute sensitivity, like to somebody's tone, there's like, yeah or yeah. You know, it's like people don't hear stuff because they're focused on the next question and not, you know, feeding things back. And so that, that little bit and a lot of it comes from being self conscious, conscious of yourself as opposed to being connected. And so you have to kind of disappear and really connect with that person. And so you have to know what you're going to say and know your outcome, know where you want to take somebody because you're leading somebody. But I always said this. It's like if I'm trying to lead somebody to a sale, they're going to feel that. So I always said for me, my target, I wasn't trying to, you know, push somebody to take action or even make a decision. I thought, what precedes actions, decisions, what proceeds that are thoughts and feelings. And so all behavior is preceded by an emotion. And so I could say, you know, Matt, well, here's what you might want to think about or have you stopped to consider this? And so I have these targets. So I know there's six human needs. Certainty, uncertainty, connection, significance, growth, contribution. And I'll be able to ferret out somebody's values, like what they really want and figure out those gaps. And I'll, I'm aligning with them, but I'm also pulling apart those gaps. But I'm really trying to get them, I'm clear what I want them thinking and feeling about themselves, about me, about the environment, about the timing. It's like, hey, since we're all home, there's a short window of opportunity. So there's not fake scarcity, like, hey, only got three spots left. It's like, hey, because there's a real window of opportunity. Everybody's coming online right now and that window is going to, you know, it's like the gold rush. It is going to close. And every day people are coming in. Still good now, but you want to be ahead of the curve. Every single day, more and more people are going to be ahead of you. You know, and so, and then here's a. You want to hear a really good analogy that I used to use a lot the seminar, I'd say, I remember it was right around the Olympics. And I'd say, who here likes the Olympics? You know, who Here likes sports. And a lot of people like, yeah, whatever, say also. I'm like obsessed with that. I love this stuff. And what I think is fascinating is like, you have the best in the world and we all want to be really great, but these people are like so freaking good. They've dedicated their whole entire lives to this outcome. And in the Olympics you have the person that gets the gold or the first place. And then what separates the first place and the loser? The last place person, say 10th place is often like a fraction of a second, could be like a tenth of a second. Winner versus loser. And you and I will probably never go to the Olympics. We're probably never going to play professional sports. Business is our sport, business is our game, it's outcome. And in the Olympics you have the person that gets the gold or the first place. And then what separates the first place and the loser? The last place person, say 10th place is often like a fraction of a second, could be like a tenth of a second. Winner versus loser. And you and I will probably never go to the Olympics. And what's interesting is imagine this. Imagine there's two people, they get all the information. We're never going to play professional sports. Business is our sport, business is our game. I'm going to wait two weeks. They come back two weeks later, has the information changed? No. And what's interesting is imagine this. Imagine there's two people, they get all the information and one person takes action and they just run with it. The other person says, oh, I'm going to think about it, I'm going to wait two weeks. They come back two weeks later, has the information changed? No. Only thing is they're two weeks behind the other person that implemented. And so if you want to guarantee yourself failure, take time to wait and think about everything. Only thing is, they're two weeks behind the other person that implemented. And so if you want to guarantee yourself failure, take time to wait and think about everything. You're just always going to be behind. And so people like I'm telling these stories and analogies where it's like, yeah, you gotta decide. And so I would do this whole thing anchoring to identity. I did this bit around that book, Think and Grow Rich. I'd say out of all these 17 principles, number one principle that holds people back, you know, the one that they can tell is going to guarantee you success or failure. It's decision making ability. When you call a company, you ask for the what maker. That's right, decision maker. Write that down. And I'd have people write down and say, in business, anybody who can't make a decision is useless. Write that down. People who can't make decisions are useless. And so if you want to connect with decision makers and be in rapport with them, people like people who are like themselves. So you want to connect with a decision maker, you have to be a what? And by the end of my talk, people are like, I'm a decision maker. I'm a decision maker. I'm a decision maker. And then at the end, it's pretty hard not to make a decision at the end. You know, can you. Jumping up and down and all this stuff. So that's like.

People hate when they're like a lack of congruence in what they say and what they do in the whole way through. I think the thing that people screw up when they sell is that they do that. They try and point that out and like a contrast and compare method, I think, come frozen. I'm sorry, how do you. They try and like, like, like. So people. Objection. Handle. They're. They're. They're too combative. Right. So I can. Objection. Handle someone for an hour. And it stays a relatively. It stays a positive, engaging conversation. Like, I've got a call. Like, I'll. I'll send it to you. Um, I sold a guy. I knew what I was doing wasn't going to work. I knew, like, I knew, okay, I can take them through the script, and this is not going to work. I'm going to have to. Objection. Handle for a long time. So I might as well just get it over with. So I pitched super early. And I just do what I called cardone smash. I was like, okay, I'm just going to pitch really early. I don't need the information. I know I can get him. I know it's all fear. I can just tell. So I'll pitch you, bro. I just hit it for an hour and then I got it right. And it's Hitendra, the guy that's in the inner circle program, right? You probably saw, right?

So for myself, there is, like, when I recognize that that's a sensory acuity. But also there's like, triggers for myself, like anchors. Like, you hear a song, you think you're a high school dance. You smell, you know, a perfume, you think your wife. So there's these triggers, and I really condition myself that when I recognize something, I would be able to, like, flip into a different part of my brain and use a strategy. And so it's like, like, if you have to think about what you're going to say, you're already lost. So it has to be stimulus response and. And really create this frame. But when there'd be that resistance, one of the things. So, like, you can hear something and it would condition a series of events or an anchor. But I had certain things that I would say to neutralize the situation. Kind of like somebody says, you know, some resistance, not a problem. Well, here's what's great. The thing is that I would always say is, well, well, let's. Let's look at the situation together. And even when I would start the call, I would say it's a huge thing for.

Objection handling. Because it's no longer objection handling.

It's not solving a problem.

Yeah, yeah.

And when I would kind of frame the call or connect with somebody, I'd say, hey, you know, I want to make sure that we maximize our time together. So there's like three words, not hey, I am going to talk to you about my program and your company. So every. In the beginning, we maximize our time together. How we could possibly collaborate to see how we can really get your team up to par, you know, so it's like us, almost like us, me and him against, you know, his team. I'm talking to a boss or a manager, and it's like, there's usually some conflict with. And I would align with the boss kind of against the team in some ways and say, well, you know, do you have, you know, your salespeople, Are they prospecting? You're spending. I'd say you're spending all this money on ads or leads. Are they following up? Are they prospecting? Are they doing this?

Yeah, that's problem finding as well.

What's that?

You know, it's problem finding. I actually sold a B2B deal for seventh level with a company that makes a lot of money. They make about $22 million a year, and they were converting really well. And I sold them because I basically figured out they were just doing warm leads. They weren't cold calling or. Or door knocking, remember? And I heard you. And they do solar. And they do solar. It's like, well, dude, you got a. You got a doorknob. Like, that's, you know, that's. Yeah, solar. Yeah, they do solar. And one, like one other thing. So they do. They do two different things, but get yourself. Yeah, it's super.

Get it.

Go out there and get after it. You know what I mean? I was like, how did you make your money? Like, how did you build your company through door knocking? And cold calling. I was like, interesting. It was like, fuck, I didn't even think of that. And I was like, sweet. Like, how do you want to proceed from here? But, but yeah, I think like just going back to that. Yeah, that combativeness, like getting on the same side of the table and then like not coming after it. So like all the underpinning of my, of my stuff is all about perspective and just what, what do you need to do to get the outcome that you want? Like, I don't care about you doing the program. It doesn't matter. It's just like, are you making decisions based off the perspective you have or are you making the decisions based on the perspective that you want to have? And what series of actions need to be taken regardless of how difficult they may seem now? What, like, what do you need to do? You know, because people don't just end up on Everest. Like there's a series of very difficult actions that have to be taken, but the payoff is worth it for them. And so I don't want to underestimate or undermine the significance or difficulty that making these decisions has. But like, you know, prolonging it doesn't make it any easier. You know, you can stand at the bottom of a giant staircase and look up at it for a very long time before you just decide to take the first step. It doesn't, the staircase doesn't get longer, doesn't get any shorter. You know, so yeah, and that's sort of like the underpinning of all of my objection handling. And it makes it very uncombative because I can just loop everything back to the one thing which is, okay, what do you need to do to get the outcome? And then I can add urgency and add emotion. So what do you need to do to ensure that you get the outcome? So you can, okay, what do you need to do that. So when you go to bed tonight, creating like a visualization pattern. Because everyone always thinks about their problems at night before they go to bed. So last night they thought about it. Are they going to think about it tonight or are they going to go to bed with the knowledge that they're actually taking the actions required to get the outcomes? And so I just add visualizations and stuff like that as we go and it tends to stay relatively non combative. And so I can. And it's an engaging conversation. And to be honest, I think like half of objection handling is just not running out of constructive things to say. And then you don't just go, well, I guess we'll schedule a follow up because the person put you in a position where you feel cornered and you don't know where to go. So I never try and give binary choices. I always try and give large choices, but then lock the doors as I go. So the person has the perception of having any option available. However, I've already locked all the doors, so I know there's only two or three ways they're going to go. And so I know what to do and what to say through each door. That makes sense.

Yeah, I've got some cool analogies around that that I'll share sometime. I've got a class I got to prep a bit.

You got to go.

I was going to say we should end on that and be respectful of you guys.

I mean, not that people don't know, but where can people find you?

There's this thing called Facebook.

Oh, it's new, the Facebook.

You know, that's pretty much all I've done this year. I'm. You know, we'll have to talk sometime. I am going to do a YouTube thing, but Facebook, just my personal profile. I've got a free Facebook group. We're changing the name of it right now. It's Elite Level Influence, which stands for Eli. It's the worst name ever.

I like it.

It's easy. Yeah, that's the thing. You know, I'm actually doing a training in there in three minutes to. To the group. But yeah, just on Facebook is my thing. I'm behind on the social media game and so we're dialing all that in like right now. So. But yeah.

Okay. Awesome. All right, well, I'll let you guys. Thank you very, very much. Everyone go check out Eli's stuff. He's extremely good at what he does. Thank you very much for coming on. Yeah, if you haven't, which you probably have if you're listening to this podcast.

Much appreciate.

Thanks for coming, brother. You have a good day, dude.

Awesome. I'll catch up with you guys soon.

All right, guys, that was our little episode with Eli that I hope you guys got something out of it. Don't forget to subscribe to the podcast. I've had a look at the analytics and some of you fuck still haven't subscribed. So how about you go ahead and be congruent and get on that. If you want people to subscribe to you as a person and you subscribe.

To me, get enough flex on this. We'll organize a part two with Eli because I feel like there was a lot of doors that hadn't even been opened yet.

Well, we chatted for, like, 15 minutes before we hit record.

All the good stuff you guys missed out, so I do apologize. But, yeah, I think we'll have to organize a part two.

Yeah.

Don't forget to go to the Facebook group. Go to the closing code if you want to sign up and give us some cash. It's 25 bucks the first week. Funny story. Eli's actually in that program, so he was one of the first guys to sign up, and he's still doing it, too, so there you go. I don't even know if he knows, but he is. All right, guys, thanks for coming, and have a great day.

See ya.

Bye. Put that coffee down. Coffee's for closers only.