Beginner Reps get told the truth about sales by 15 year sales vet

Hello, hello, hello.

Going on, everybody.

What's good? How are the dowels going? Me?

Yeah, I did 70 today. Not that many.

70.

I started pitching the coaching as well.

Oh my God, bro. 70 because vacation day or what?

Working part time?

You can say that.

He's working.

Doing a side gig over there.

Yeah.

Jeff, how many did you do?

Is it a.

A gig?

Economy? Where's the ball street? Where's the bus of your balls?

I mean the Queen's, bro.

Division 11 raining sales. To me.

Yeah, it was. It was pretty packed, bro.

That's crazy.

That's the only division dialing. So it's pretty simple math.

Office hours. Office hours is where it's at.

Straight up.

Yeah. Who'd have thought working. Who just thought working would have. Would have led to more sales? It's absolutely mind blowing. Insane. Yeah. They said it couldn't be done.

And here we are.

Here we are. Here we are. Started at the bottom now. Right here. All right, guys, let's get into it. Let's go through some Q and A. The answer is work more. Hey, we can finish the remediation. All right, Ryan, I'm just gonna make you the co host real quick so people can be let in.

Absolutely. And then guys, raise your hands with a little emoji. That way I can call on you guys in order. But yeah, absolutely, Matt. I'll take care of everything.

All right, let's go through. Who's first? Leanna. Now you got questions. I can see in your face, buddy. Okay.

How do you handle the money? Objection.

Like, say I do it very well. Okay.

Very carefully.

So.

Yeah, like, how do you do that, Matt?

How do you think you do it?

Sort of. Well, do you? I don't know. Like, the thing is, do we have payment plans with.

With this? Like.

We don't.

Right.

On our band, we don't.

No. See, but you have packages, so you. But you've got. But you can. Well, there are. There are packages for the coaching. Right. But you can start off with a more intense package and then you can drop packages. Yeah, Right. So like that's how you do it. But it's the same process. So run me through like. Let's go through them.

Role play or just the process.

Just talk. Just talk me through it.

So the first thing you want to do is make sure that they actually think it can help them achieve their goal.

Right.

So you retie them.

Right. Okay.

And then after that, it's like you ask them if they would do it with the money aside so you get the buying back Right.

Okay.

And then from there I think, I think you go into like a logistical thing first. So you'd walk them down, and then after that it's like fair reframes. I'm not, I'm not. I'm not entirely sure though.

Okay. You should definitely try and sort of study that process a bit more. Because if you don't know the process, like, the words are sort of not really gonna. They're not. They're not gonna come to you. Right. First thing is you get rid of the objection. So money, money aside, do you feel like this is the answer for you? Yes. Get clarification. Trying. You know why, Right? Yeah, yeah, right. Then from there, get some more detail. What is it specifically that you feel like will be the most amount of help? Right. So just get more detail because that solidifies the point more. They say, oh, X, Y and Z. You go, okay, what are some ways that we can come up with the funds to get X, Y and Z? Okay, because they said that's the thing that they need. Right. Then from there they can explore options. So, like now you're on the same side of the table. That's where you can go to payment plans or you can go to dropping packages. You can go to credit card. You know, have you considered a credit card? Because they might go. Because I got a credit card. This and this and this. Right. So that's kind of where you explore and then you come up with a financial option that works for them. And the whole point is that you, you get. Yes, that works. You get a confirmation. Yes, that works. Is in the budget. Okay, how do you want to proceed from here? Then? They can go into a partner. Objection. They could go into a. Think about it. They could go into whatever. But you've got the money out the way. Okay, now if they give you another objection, doesn't mean it's some sort of fear based. No one's scared to buy supplements. Yeah, there's no fear objections. Like, just get rid of it out of your head. That's just a coping mechanism for bad sales reps. Like, there are like fear of success and all that kind of stuff. Like. But if you think, like, it's far less often than what you might think. It's like 5, 10% of the time also. These people have just bullshit. So, like, what are they scared of?

Yeah, and would that be like the. Think about it. And partner. Would that be a smokescreen?

What if they have to ask their partner? Like, it's just. It's a partner.

Yeah, okay, okay.

It is a partner objection. And then it's up to you to go down the rabbit hole and see whether or not, like, they're not lying to you. It's just what they feel at the time. Yeah, I got it. So don't. Don't look for smoke screens and fear objections. Don't look for that stuff. Just treat it as what it is, you know? Otherwise, like, you're gonna end up, like, all these reps that think that everyone who doesn't buy has a bad mindset. Yeah. And that's just, like. It's just, you know, coping mechanisms for shitty sales reps. Right. It's just a bad value proposition if people are like. If they don't want to buy it because they don't want to spend the money. It's like you just didn't do a very good job selling it, you know?

Yeah, that makes sense.

Yeah. Yeah. Alrighty, let's go next. Next question. Who's up? There's a for quiet today.

Yeah, Quite a bunch, Alex.

All right, Alex.

Yeah, thanks. All right. I am struggling with knowing when to cut a call off. Like, the idea being that perhaps this is just not going to happen and I should let them go. And so I've been doing this a lot today where I just try to wrap it up quickly. If I get an objection right at the beginning, I want to know if that's a mistake or not. But sometimes these people keep talking and want to keep talking, but they won't want to talk about the sale anymore. They've expressed from the very beginning they don't want to buy. And my inclination is to get to the next person. So I just wanted to hear what your thoughts on that.

I want to see, like, how often is that happening? Because if it's happening, like, a vast majority of the time, something you're doing is causing that. You know what I mean?

Yeah, absolutely. No, and I. That's what I'm wondering about. If I had to give you a percentage. This is just off the cuff. I'm going to look through my data today, but maybe 30 to 40% of the time on the call, so it might be me. And I. I'm just not sure what that's about either.

Yeah. Yeah. Well, let's do a role play and see how you sound. Okay. Yeah. Jeff, can you be the. The prospect? Jeff's run away because he's French. I'm on a sales call, like, the excuse. All right. Ryan, can you give you my prospects?

Yeah, absolutely.

All right.

Ring, ring.

Hello?

Hey, Ryan. Yes, hi. Ryan, this is Alex, one of your coaches here with Native Path on a recorded line. How are you?

Oh, not bad. Not terrible.

Good, good. I just want to touch base with you and get a few things confirmed on my side. It looks like we're sending everything out to 123 Fifth Street. Is that right?

Yeah.

Yep, that's my house.

Okay, very good. And as far as you coming on board here, I'm looking at your information. I know we're working on improving overall health and losing some weight. What brought you on in the first place with us?

Well, hell's bells, where'd I even begin, man? I mean, like, so essentially, I'm like £285. I'm a very proud 5 foot 11. And, yeah, the weight's been creeping on for, for quite a while. Right. Because I'm 32 years old and I'm not back on my fighting weight. Back in university, when I was in Beta Chi, I was, like, walking around, like, at 205, you know, playing rugby, and then I got wrestled and then wrestling. But then, you know, you get into the whole sounds like atmosphere and, you know, freaking. You got Becky over here getting freaking all pissed off at you at HR and, you know, freaking pizza parties and, you know.

Yep.

I run into this. I run into this a lot, and I don't know how to deal with it.

You do this?

I do. I get people who. I don't interrupt them. I struggle with it, to be frank.

What? Why don't you interrupt them? Why don't you interrupt?

I'm not entirely sure how to do it without coming off as a total ass, but I need to. I know that.

When you say you're not sure how to interrupt, what do you mean?

Well, I'm. I mean, Ryan just demonstrated beautifully. Right. I will try to interject with someone.

Hold on one second. When you, when you say. When you say interject, like, what's that?

So I'll just say. I'll just say something in response to what they said. Right. So, for example, you mentioned, you know, is that a fighting weight? Previous, I say, oh, that sounds great.

Fighting weight.

Yes. Okay. Use their own words.

Okay. Oh, my God.

Dude.

I was gonna wonder how long I was gonna have to do that before you picked up what was happening.

Yeah, no, I, I. Yep.

Sorry.

A little slow here, but I got.

You're right, you're right. Well, that, that, that means, like, it's not that noticeable, is it? No. Yeah, it's like. It's like you just ask them questions about the things that They've said.

Right.

No one's. No one's upset or angry about that. And then you like that. That allows you to redirect fighting way. Okay. You know, because, like, you're. You're establishing a cadence of, like, I'm going to ask a lot of questions.

Right.

And then it just becomes, like, quite normal.

Okay.

Yeah.

I'm going to give that a try this evening. Thank you so much.

No worries. It's a good practicing tool. You should, like, practice it day to day as well. Yeah. You know, it's just good to get used to it. Okay. We had a win. Good job. All righty. All right, who's next?

I have a quick question, if possible. I don't know how to raise my hand with the phone app.

So that's why you just hold the phone really high. It does it by itself. Yeah. Okay. Right.

So my question is, basically, I've had a couple of times the, you know, kind of. They come in. In their mind, they're not looking for a solution. It's kind of. They already purchased it because it's sometimes coming like, well, your. Your marketing said that I. It's all I needed to do was take the pill. So I'm not saying stagnant in front of it. I'm saying acknowledging. Yeah, completely. It's. It's not. It is like that the product will work. It's just, you know, on top of that, a supplement. Just a supplement. It works. In addition to. And that's what we're talking about right now, nutrition and all the other things that you could be doing to help yourself, X, Y, or Z, reach your goals or get away from pain. It's not working as much as I thought it would. So I was just wondering, how else could I manage that? When that comes up, them saying, why did you say this was everything I needed to do to then bring me on a call and say I should be doing coaching nutrition.

Yeah. Which is fair.

Yeah, of course. Because I don't know how to redirect that in a better way. It's working some of the time. They. They acknowledge it. They say, yeah, it's true. I should do more than just take a pill. And it goes really well from there. But sometimes they just crash against it and say, well, you. Okay, I acknowledge that, but you lied to me. So I don't know how to handle that correctly, you know, so that if you could help me with that, it.

Would be amazing, for sure. So there's like a sort of setup. It's like the mechanic kind of frame. I've talked about it a few times.

Yeah, I'm going to post it, Matt, because a lot of people have questions around this. I'm going to post it in the division that reframe because everyone made it.

Thank you. So it's basically like, so if we, we can role play it and that way it's like recorded but it's like, you know, so Ryan, you be the prospect and just give me, give me that one. I'll talk through it.

Well, you know, I'm really confused, Matt, because like when I ordered Aqua sculpt, that was going to be something that all I had to do was actually take the pill and like actually wait. But then like you're calling me right now and you're saying that I have to like do something else. I mean like I, I'm just, I'm not understanding or. There's a disconnect here.

Yeah, for sure. So, you know, a lot of the times what we see is that people who are looking for a product have tried a bunch of things in the past. Like have you, have you tried. Is the first thing you've ever tried or have you tried a few things before?

No, no, no. I mean I went on the Oprah Weight Watchers diet and then I did the Billy Banks Taebo a long time ago.

Oh, Taibo. Okay.

Yeah, yeah. So I mean, it's not the first time I took a crack at this. But you know, this definitely, you know, is.

And did they, did they ultimately, did they work? Like, are you happy with where you're at?

I mean, no, they didn't work at all. You know. Yeah, the point system on Oprah's was super annoying and then I followed but.

Like they did work for other people, right? Otherwise they wouldn't be so big, right? Yeah, yeah, yeah, yeah. So what we find is like, you know, a lot of the times where the place people end up, right? So I remember like I had this car once and it was like an old Jeep. I took it to like. There's one problem with that. I took it to like 12 different mechanics. Nobody could fix it. Everyone had it. They would charge me money and it was like it was an intermittent phone, right? And then I took it to one guy like after like a year and a half trying to figure it out and he was like, oh, I know what that is. It was like a 14 cent part. And I was like, oh my God. You like, what the hell? Like, how'd you know how to do that? He's like, oh, I've Seen it before, right. And it was just like so, you know, and it's the same as like performance vehicles, you know, like if you're, if you have a, if you have an F1 car, you can't take it to like your local like mechanic just not going to know what to do. And so if you've tried things in the past, like, maybe it's not that the thing itself wasn't working, it's just maybe that there's a level of tinkering that you need, you know, and that's not your fault, but it's your problem. Right. So are you open to maybe, like, maybe you're just outside of the box. Like the problems that you've been experiencing are just because you, you need a bit more help or you need, you're. You're. You're a bit more of a performance vehicle. Does that make sense?

I don't know if I'm a performance vehicle. I'm more of a John Deere tractor, but yeah, it makes sense.

Okay, well, either way, man, you don't want your local guy, you know what I mean? You don't want your local mechanic working on a tractor worth $500,000. Right? You want someone actually knows how to use a tractor. Yeah, yeah. And so what we find is people come to us and they've tried other things in the past and it's not their fault that those things didn't work. It's just that like they, they didn't find that like the tinkering. And what we find is that, you know, Aquasculpt and the supplements are a fantastic start and they work really, really well. But some people who have experienced things where they' hasn't worked, they need, they need the mechanic, right, to just constantly tinker and change things to make sure it works for their body. And like that sucks. You know what I mean? Like, you know, some people can take sleeping pills and it works and some people go super hyper, you know what I mean? And it doesn't mean that like the sleeping pills aren't good sleeping pills. It's just that they need a little bit more help, a little more tinkering and we got to problem solve it. Make sense?

Yeah, yeah, that makes sense.

Would that help you?

Yeah, yeah, because I'm just tired of, you know, freaking having to deal with this type of a thing where I really want to get this under control.

Yeah. Okay, well, we can do that. Right? So that seems like a much more leaned out kind of makes more sense. It also kind of makes them feel A little bit like, oh, the reason why I'm haven't got success is because, you know, I'm just different, which makes people feel good. Does that make sense?

Makes complete sense. Makes complete sense. Acknowledge it and diffuse it like that. Thank you.

Yeah, and it's like, yeah, man. Like, you know, and if you've never tried anything before, maybe that's the right. And if they come to you go, I never tried anything before. Never tried to lose weight. Like, the chances of that are one in a million, right? I mean, like, you want. So it's like. Well, I mean, like, if they haven't tried any before, like, it's such a rare occurrence that. No, I don't. You know, it's like, have you tried anything before to lose weight? Nothing. Okay, so what, you're. You're 40 years old and you're 50 pounds overweight. You've never once tried a diet? You've never once tried exercise? You know, I mean, like, it's. It's so incredibly unlikely. There's sort of no point. And if that's the case, I would go like, okay, welcome to the party, mate. Let me know how it goes. Like, whatever. Like, peace be with you. Okay, cool.

Thank you.

So, Jeff or Ryan, if we get that written up, that'll probably help.

Yeah, yeah, I just replied to a guy on the chat. I'll today write them up and I'll post it in the division.

Yeah, I've got. I've got my AI transcriber pendant thing on me as well, so I can. I'll grab it as well. Yeah, ditto. I'll just start. Go. Can you remind me to take the transcription from this and turn the mechanic frame? Thank you.

Yeah, yeah, absolutely.

No, I was talking to my AI thing.

Oh, well, I mean, we'll. We'll get it done on our end too.

Yeah. All righty. AI pendant's a game changer. Just go to the gym and say what I'm doing and just say my food tracks everything. It's good.

So.

Yeah. All right, who's next? Don't be shy, guys. You guys are weak.

We all batting. I think they're all making fails.

Yeah. Let's go, Jeff. Let's do it.

I'm gonna do outbound.

Okay.

Bundle. Aquascope.

Okay. Leon, you'll be a good prospect.

Okay, so focus on fat or what?

Yes. All right. Yeah.

So you bought some Aquasculpt, and. And I guess outbound, you.

Ring, ring.

Hello?

Hey, who's this?

Hey, Ryan. Can you hear me? This is Jeff from Coach as committed coaches. Can you hear me correctly?

Yeah, yeah, I can hear you.

Yeah.

I'm the French guy in the gym, as you can tell. Can you hear the French accent?

Yeah, I wasn't.

Well, now you know, I look like. You purchased some supplement mate recently.

The.

The Aqua Con supplement. Did you receive that okay?

Actually no, we haven't got it yet.

You ordered them?

Yeah. Today?

Yep. I'm in different time zone, but yeah. Today, yeah. Usually take like seven days for you to receive.

Great.

Sweet. So did you had any question about the supplement? I guess any support?

No, not really. I sat through the hour long video. It was bother.

What. What's going on?

I mean they said you have to watch it all, so. And I really need to get this way off.

So at least we know you're committed. Watch the full video, mates. You really. They barely watch it. Okay. So out of curiosity, what got you to. It must sound obvious to you, what got you to. To purchase Aquasculpt? I guess regarding weight. Weight loss.

Oh, well, you know, like I've been struggling with weight loss for quite some time.

Okay.

And it's like May right now, you know, getting into summertime. So I was thinking I kind of want to get down a little bit for summer so, you know, I can kind of enjoy what kind of event.

What's going on? You see yourself in bikinis over there or what? What's up?

Well, it's usually very cold here, so it's starting to get quite nice weather. It's okay. Still not that great. But I'm pretty sure in July you.

Want to look good out there.

Yeah, yeah, yeah.

It's my birthday, I'm born in July, so.

And so that go regarding the supplement, like how do you see the supplement? I guess helping you with that?

I mean on the ad it said it will make me lose weight. So I'm hoping it's gonna work.

You recall the ad? Because I think we have two video. We have an ad where you see a lot of women talking about the ice water and the pills. And you have the one with the testimonials. When you put the. You didn't book anything. Actually that's an album. My bad. Yeah. When you saw the video with the woman. Is that the one we. You know, you have the typical us woman talking about like drinking water.

Yeah.

Getting to pills.

Okay, that's the one. Okay, mates. The thing is those women who had amazing results, you know, with the pills, what do you think they had in place? If you think about it, that's a Good result?

Yeah, that's a good question.

That's, that's the enigma, right? Let's, let's figure it out.

Yeah, I'm not, I'm not really sure. I'm not really sure about that. Well, I mean, it must have been the pit, must have been the pills, right?

Yeah, yeah, yeah. Well, they work very well when you have a game plan in place. Now you might tell me, hey, listen, for this summer, I'm locked. I have the plan, mates will lose the weight and the peel are going to help me to get that way faster. Okay? Because the thing is that we, we make sure to manage the expectation. Because if you think you're just going to take the ice water and the pills and you don't have the game plan in place, that works. Or maybe you do, but if you don't have it, then it's going to lead to frustration, right? Because you're going to be like, yo, I don't understand. I, I went to McDonald's and I took my pill. I'm still like, what's going on? And like, you know, I'm going to call you again and you'll be like, like speeching in my face. So I don't want that to happen. So really, like on a serious note, right, like those women who had like the best result, I mean, they had the game plan in place and then the supplement on top of it. So really, like on a serious note, right, like those women who had like the best result, I mean, they had the game plan in place and then the supplement on top of it, skyrocket the result. So from here, really the discussion is that you might tell me, hey, everything unlocked again. I know to lose weight, I've done it before. But you did mention that something to me that I'm going to go into or we can explore, you know, possible help regarding that. You tell me.

I mean, it will depend what you mean when you, when you say this game plan. You've been a bit vague so far.

So yeah, when they see game plan. Yeah, when they have a game plan, basically they know to lose weight mate. Either they do sports, you don't have to, or they had a soul, like calorie deficits, you know, diets that help them lose the weight, because at the end of the day, losing weight, it's basically being a deficit and the pills skyrocket your metabolism, so they help you with that.

Right?

So that's basically it. But again, so you mentioned to me that, what did you say? In the past you've been I don't know.

I see, I see what you're doing. I just think it's a little bit. It's a little bit too vague. Like you're sort of. Yeah, it's a bit too vague and a little bit too pointy at the same time. It's like you're, you're, it's very leading. Yeah. I mean, so I think you just gotta, you just gotta lean it out a little bit and just, you're, you're, you're, you're doing a lot of telling. Yeah. You know, and so instead just like ask the questions and then probe on it. So, like, for example, really early on he said, like, I've been trying to lose weight for a long time, and I just would have gone, how long? Two years. Two years. That's a while. What have you been doing? You know, and so, like, you're getting off. That kind of. You're getting off the line and you're trying to. I feel like you're trying to pigeonhole them into a very specific problem statement. Right. Yeah.

I don't know.

To lose weight.

Yep.

Yes. But what if they say I do.

Then God blessing, I will sit doubt around it. I will just do my situation question.

Yeah. I feel like it's just a really hard way of doing it. I don't even think. I'm not even saying it won't work because I actually think it probably would because you're doing it. You're probably just going to bully them into it. Right. But I think that it's a hard way of doing it, whereas I think it correctly.

Actually, I don't even have the script in front of me. I probably messed that up. But yeah, absolutely.

You know, just go like, like the answer is like, they don't know how to lose weight like that. Like, that's the answer. Yeah, but like, they have to tell you that, and they have to tell you that through it being a benefit to them to tell you. Yeah. Right. So if they feel like you're trying to get them to say that.

Yeah.

Right. Then it's gonna, it's gonna be weird. Whereas if you just go, like, you know, I've been trying to lose weight for a while. How, how long's a while? Two years. Sheesh. Two years, mate. Like, what have you been doing? Like this. Is it working? No. Why not? Well, because I don't know what I'm doing. It's. It's done in two seconds. Yeah. You know what I mean? So if that's the outcome you want, like, Just go the easy route. Yeah, yeah, yeah, yeah.

I switch like the other. When he said that, I'm like, oh, I can broke in there easy, but I just want to win for my reframe. Okay, sweet. Yeah, perfect.

But like, conversational was good. And like, I like all that stuff. I just think. Yeah, you're like putting it on hard mode for no reason.

Yeah, I wouldn't just default. Default script. And when you drop the all along, I could have straight up being problem awareness in like 10 seconds in there.

Yeah, yeah. So just take the. Take the quick way because you know the time is going to be spent on the solution part, you know, like, so if you spend 10 minutes on problem, it takes too long.

Okay, sweet.

Perfect. All right. French is a span language. All right, let's go. Who's next?

Timor, Bring yourself. He was on the role play with me today on the closing code. Role play with Matt or me or Ryan?

The.

The reframe. You asked me on the supplement. I think you have to refresh my memory. I don't remember.

Yeah, I needed this. The reframe was really helpful. So I don't know if. Who wants to role play?

Yeah, let's do it. Let's do it. Who's up? Anna, you can be the prospect and then you can be the next sales rep.

Yep.

All right. One sec. Okay. Can you hear me?

Yes, we can.

Okay. Anna. Hey, Anna.

Hey there.

Hi, Anna, this is just Coach Tim with the gut drops calling on the recorded line. How are you?

I'm fine. How about you?

Good, good. Doing well. Doing well. I see that you ordered some supplements, is that right?

Yeah.

Cool, cool. Did you receive them or are you still waiting?

I'm still waiting. I just ordered it three days ago.

Okay. Okay, cool, cool. And I guess, like, just wanted to give you a call, welcome you on board, get a few things confirmed on my side, I guess. Like, what is it that brought you to us? Like, are you trying to lose weight?

Yeah. Lose the weight? Yeah.

Okay. How much weight are we looking to lose?

Oh, around ten pounds. Nothing serious.

Okay, ten pounds, not bad. And then I guess, is it more of like a recent thing or like, how long have you been wanting to lose that £10?

You know, I lose them again, then it's like years or something.

I'm sorry, say that again.

Yeah, it's two years.

Okay, two years. And I guess like, something happened recently that kind of like made you want to lose that £10 or what happened?

Yeah, well, I'm trying. Two years. I'm up and down up and down and.

What do you mean up and down?

But I cannot keep them off.

Okay. Okay. And then I guess, like, what are you doing right now to kind of like, help lose that ten pounds?

No, no, I eat healthy. I exercise like three, four times a week.

Okay.

I don't go out much. I cut the pops, so. Yeah.

Okay. And has it been working for you?

Yeah, as I said, I lose them, then, you know, I get.

And then. Why do you think you gain it back? Just curious.

Yeah, that's a nice question. I guess the eating habits, you know, sometimes.

Okay.

Yeah. It's like, I'm gonna eat some sweets sometimes. Yeah.

Okay. So what do you feel like is missing? I guess, in the way that you're trying to lose weight right now?

What is missing? What do you mean?

I guess, like you said, you, you try to, you know, lose weight. See, I'm, I'm a little bit lost. I don't know if you have feedback.

That's okay. That's what you hear.

Yeah, Yeah.

I feel like you're waiting for something. What are you waiting for?

What am I waiting for?

Yeah, I feel like you're, like, kind of waiting for them, her to say something very particular or, you know, because you were asking the questions, she was answering them. So what's like, where's the confusion?

I don't know. I was looking for more, like, just like, she was just kind of like, you know, surface level. That's why.

Yeah, but like, you just asked her very surface level, normal questions, though, and you've been talking to her for like a minute and a half. Did you expect her to go like, oh, it's because, like, my husband divorced me and I'm, you know, I mean, like, just, just like, you know. Oh, Tim, are you saying you sound like a guy that off the street, I should probably convey my deepest, darkest secrets too. You know what I mean? I, I, I, you know, I cry when I masturbate. You know, like, there you go. Like, like, I don't understand. Like, what do you, what do you want them to say that, that early, you know?

Yeah, that's a good point. I mean, I guess, I don't know. I, I, I got a little bit lost. I need to practice more, I guess.

Try it again.

Okay. Where do you want me to start from? Beginning?

Yes.

Okay. Co. Hey, can you, can you hear me?

Well, yeah, I can.

Hey, this is just Tim, Coach Tim from Gut Drops calling on a recorded line.

Do you start off with, hey, can you hear me?

Well, no, no, no, it's A weird.

Way to start our conversation.

Yeah. Just coached him here on the recorded line. How are you?

I'm fine. I'm fine. How about yourself?

Good, good. Doing well. Doing well. Yeah. Just. I see that you purchased some supplements. Have you already received those, or are you still waiting?

I'm waiting for them.

Okay, and then when did you order them?

Like, three days ago.

Okay, three days ago. So, yeah, it should arrive in about, like, seven, 10 days. But yeah, I just wanted to give you a call, kind of, like, welcome. You get a few things confirmed on my side, I guess. Like, what is it that made you interested in, like, buying the supplements? Are we losing. Looking to lose weight, improve overall health? Like, what's going on?

Yeah, well, I just want to lose 10 pounds, and I thought that supplements are gonna help me.

Okay, and then how long have you been wanting to lose that 10 pounds? Moreover, like, recent things, something happened or.

It's about, like, the last two years. I'm trying.

Okay.

A little bit of yoga.

Okay. And now what have you tried to kind of lose that ten pounds?

Well, I eat healthy. I exercise. I cut down some, you know, some pops, some sweets, things like that. I don't go out too much. Yeah. I try to, you know, take care of what I'm doing.

Okay, well, it sounds like. I mean, you're doing everything. Like, I guess, like, anything you would change about the way that you're trying to lose weight right now. Like, what's been missing, you think? And then how long have you been wanting to lose that?

What's been missing? Like, I don't know.

Yeah. Again.

All right. Why do you think you're. You're getting, like, is this what happens in calls? Usually?

I mean, I just try to, you know, would come come up with something, but.

Are you looking at the script?

No, not right now, but usually when I'm making calls, I look at the script.

Yeah. Okay. All right, cool. You got to learn the structure, man. Like, she's just answering your questions in a very normal way.

Huh?

Right? And, like, those are, like, totally expected and common answers. And if that's. If that's getting you muddled up, you just don't know. You. You don't know the process. You.

I think I should just get the script memorized, like, really good. So.

Yeah, that's, like. That's a good idea. You know, you got. You got to know that. Like, you got to. She's like, yeah, I've been trying to lose weight for a while. I've been training. I'm not really sure why? It's not working. You're like, yep. If only I had a product or service that I could offer you that was. You fix that exact problem in which you were telling me you have. You know what I mean? Like, you gotta. Yeah. Pick that up. Don't, like, memorize the script. It takes literally a day. Yeah, yeah. You know, you don't have to be. The memorization has nothing to do with smarts, you know? So just get in there and do it. Otherwise, like, pretend like your sales calls are in front of 500 people. If you did your sales calls live on a stage in front of 500 people, would you memorize the script first?

Yeah.

Why?

Because I don't want to, you know, mess up like I just did.

Okay, so is it your name on the zoom?

Yeah.

Okay, then it's your name either way, whether it's in front of people or just in front of one person. Either way, it's your name. Yep. Do it properly.

Yep, yep, I got it. Thanks, Matt. Okay, Appreciate it.

All right. All right, next person.

I am next.

As. As. That's exactly. That's exactly how Jeff would say, you.

Have to come back.

All right, let's go. All right. And. And you are the sales reppa, as they say in Spanish. Right. There's a female rep. Right. And Ryan or Trigger, you can be the. You can be the prospect.

How do you hear?

Very spicy Roleplay.

Awesome. Hey, Ryan.

Yes.

Hey, Ryan, this is Coach Anna here. I'm calling you from Aquascal. How are you?

Oh, hey, Anna.

I'm doing great.

Nice to hear that. Well, it looks like we are scheduled for now to talk about possibly getting some help with health and fitness. Is that correct?

Yeah, yeah, yeah. It's around that time.

Yeah.

Okay. Okay, awesome. So I'm in front of your profile right now. As I said, we are looking to lose 35 pounds. Is that correct?

It was when I filled it out. You want to update that to 38?

38. Oh, it's much over there, right?

Yeah, yeah.

Eating good over here.

Okay, awesome. 38 pounds it is then. So the purpose of today's call, Ryan, it's pretty simple. It's, you know, for us to ask each other some questions, have a conversation on your goals, and just make sure you have everything you need to get there. Does it sound okay?

Yeah, yeah, for sure.

Awesome. So kick us off a little bit here. 38 pounds. What is kind of motivating you to want to lose that weight?

So, like, the main motivation, I guess, is that, like, something happened recently where I'm a big outdoors person. Like, I really like hiking, I really like hunting. And I was with my buddies over there in Montana and it was just me and him, and then we were just walking up and I just, I couldn't keep up anymore, you know, Like, I felt really, really out of breath. And then my ankles and my knees and my hips, everything was just tight. And then we got in a, we got in a fight with a, with a cougar.

And that can be frustrating, right?

Yeah. And then anyway, we're in a situation where, you know, we were, we were hunting and then I couldn't get out of a situation, you know, fast enough and it almost cost me.

It almost what? Cost you your what, what was that?

Well, I mean, they were hunting, right? And then we're hunting this cougar and then he came after us and you know, we had a high tail it out of there and, you know, I couldn't.

It can be dangerous outside the wild, my man.

You need to hear that. Yeah, Dangerous.

My middle name.

Okay. Okay. And how long have you been looking to lose those 38 pounds?

Just so you understand this, this hunting trip was, I want to say, like six weeks ago where like it really kind of, you know, and made me think about like my decisions recently, you know what I mean? Like, like, like I just kind of looked up in the mirror one day and I was like, like, how in the hell am I this heavy, you know?

Okay. And when you say this heavy, like how this is kind of affecting you in your day to day life besides the hunting, I mean, you know, I.

Can'T enjoy, I can't enjoy my hobbies. And then like, I can't. My, my, my clothes are fitting a little bit tighter and you know how.

That makes you feel.

What do you mean? Like, just terrible, you know, like, haven't you been in that position before?

Okay. Would you say it's affecting confidence, self esteem or something like that or.

I mean, amongst other things? Yeah, sure.

Okay. Okay. And now I understand that the handing, it was the, the point that you realized to make that shift, but how many years you are carrying those 38 pounds.

I wouldn't be able to tell you that in particular, but I mean, it's been creeping up, you know what I mean? Like, I'm 32. Last time I was like in actual good shape where I felt good about myself. I was like 27.

So it has been trending up five years, right?

Yeah, yeah, more or less trending up.

And what got you and what is your current weight? Right now.

Right now, I am 285 pounds.

285. And we want to lose those 38. So we want to go down to 245, let's say. Okay, and the last time that you were down to 245, it was five years ago, right?

Yeah, yeah.

Pre Covid. You know what I mean? Before we got all shut down.

Okay. And have you tried something to lose that weight all these years or.

Well, I mean, like, yes and no. Like, you know, I hit the gym a few. Couple times a year just because, you know, I'm a cement truck driver over here in Tallahassee. And, you know, just the nature of the job, on my feet a lot, and then, like, my metabolism has always kind of kept me up. And then, you know, as soon as I hit 30, it's like someone just, you know, slapped me with the ugly stick.

Okay, when you say you. You hit the gym, like, have you tried, like, consistently or what. What have you been doing exactly to actually get rid of those bounds?

Well, I mean, like I said, like, it's always been, like, as far as consistently goes, I would want to say, like, I go two to three times a week, just, you know, you know, just go in there and just kind of lift some weight to get my body moving, get the blood pumping a little bit. But nothing. Nothing, like, formal, I guess you can say.

Okay, so it sounds like it wasn't so important for you before to lose the weight or what was the case here?

It's kind of harsh. I mean, I wouldn't say that it wasn't important, but, you know, it was just something that was always kind of like an ongoing project. But like I said, it didn't really affect me until, like, it was going into, like, the activities that I really enjoy.

Got you. But, I mean, I'm curious, like, what do you feel has preventing you from reaching your goal so far?

Sure.

I don't know, you know, I guess.

Okay. I mean, if you think about it.

A little bit, I mean, I guess I just didn't have, like, the right guidance.

Huh. What do you mean by that?

I mean, it's always been on my own. You know what I mean? Like, I don't know if, you know, the life of a cement truck driver, you know what I mean? You just kind of get the job and then, okay, go home and, you know, it's just, you know, I don't really. It wasn't really something I was paying attention to, so.

Okay. And trying to do it by your own those five years, how that has been going for you.

What do you mean? I mean, I'm 38 pounds overweight. How do you think?

Yeah, yeah. It sounds like you don't get the results you are looking for. Right?

Sure.

Would it be reasonable to start making some changes here in order to get different results or how do you feel?

Oh, yeah.

That's why I booked a call.

There you go. Okay. And then, I mean, like all these years that you have been doing by yourself and you didn't see the results? Like what has preventing you from asking some help, you know, some expert guidance from someone that.

Well, like I said, it wasn't really a problem until it started affecting some of the things that I really do enjoy. Like, I knew I was like gaining weight, you know, but it was like I always saw myself kind of the same. And then when, you know, my life got put on the line, that's when I was. I saw like my actual physical limitations when I had to confront my mortality and I couldn't get out of a situation as quickly as I could have before. And yeah, I mean, it's. It's been an ongoing thing, but it was actually where like what I have been doing is, you know, not working out anymore. So that's why I wanted to get some possible outside help.

Okay, got you. So let's do this just to see what we do here if can actually work for you personally. Right. Let's say we are sitting down, me, you, our coach is here. And we are about to create the perfect plan for you. In your mind, what kind of support and guidance do you feel you would need in order to get to your goals?

I don't know what's on the menu?

Well, I mean, what do you feel you would need maybe?

Well, I mean, I don't want to ask something unreasonable, right? Like if you guys can provide us, I guess, like what are the options that you guys have?

Okay, so because you said you, you need the right plan, right. So do you feel that some kind of guidance in the nutrition possibly or exercise because for every person is something different, right?

Yeah. Yeah.

I mean, it's something different. But like that's. I don't. I don't know. I don't know what. I know what. I don't know what I need. That's why I called you guys. Like, I guess, like what. What do you guys have available for me or how does this program work? Like kind of walk me through it, I guess.

Yeah. Okay, so let's say we create a plan for you that we are able to get you down those 38 pounds and you're down to 245 in the next four to five months. Right. What would be different in your day to day life?

I mean, I can go back to, you know, enjoying the outdoors without, you know, having to fear for my goddamn life. You know, I can get out of those tricky situations. You know, I can get back to that place, you know, I can, you know, fit better in my clothes. You know, I can, you know, go out to the dive bars and, you know, hit on them spicy senoritas.

Oh, okay. Are we looking to find a girl?

Yeah.

Yeah. Okay. How long have you been single?

Who says I'm single? I'm kidding now. No, no, no, it's not. I've been on my own for a while.

For a while. Okay. Okay. And how long you have in the baggage list to find a girl?

Oh, I mean, I'm, you know, it's just one of those. One of those things, you know, it's not really important.

It's not really important for you to find a girl.

I mean, you know, it's just catch someone's eye. But, you know, my main thing is just getting back to like, you know, get into my. My hobbies are really important to me. I don't like, you know, being idle.

You sound like you're an active person. Right. And would be for you, like to go back to that, that, you know, you can have that energy in order to do the things that you enjoy.

Yeah.

I mean, I hate the city. You know what I mean? I. I leave town any chance I get. You know, when I'm in the mountains, it's, you know, the fresh air, the quiets, you know, I just, you know, I just want to disconnect completely.

Okay. I love it. And let me ask you, like, why now? Why you don't. It's been already five years. Right. Why don't put it off a little bit and start next year, let's say.

Oh, because I wasn't damn attacked by a cougar a couple years ago. You know, like I said, I gotta confront my own mortality. And you know, it's one of those things.

Yeah, maybe you're not gonna be here. Right? Kidding.

If it was like, if it was like last time, you know, I lost. But I made a point.

Right.

Okay. Okay. That makes total sense. And so with the current process you have right now with what you are doing, like how close do you feel you actually are in order to get those results in the next four or five months to be where you Want to go and where you want to be and, you know.

Well, I mean, like, I. I wrestled, right. Like, I've lost weight in the past. I mean, I've done like the keto diet before. So, like, I know, like, if I have to drop fast, weight fast, I know how to do it. I can deplete my carbs. I can drink, you know, I can just, you know, spit water and chew gum and, you know, do that. But the faggot and. Yeah, I don't want to do that.

Close.

Do you feel you actually are in order to get those results in the next.

You know what I mean? I feel like there's a more sustainable way of getting it done.

There you go. And I'm not questioning that. You can lose the weight, right? Anyone?

All right, cool. All right, pause. I let that go for a while, but what was the. Russell Ryan's in Scottsdale fighting off cougars. What I'm doing to you, buddy? It's a rough place out there, right? Parents have been to Scottsdale. You know, it's.

It's a, you know, what's up?

It's cougar central. It's a scary place.

Big game.

Yeah, it is.

All right.

I feel like it's pretty good, Anna, but I feel like you're just like you're, you're. It's. It's a little bit. Not quite pointy enough. Right. Like, it's just sort of. It's. It's lacking a bit of depth into the conversation. Right. So. Because your tonality kind of stays the same the whole time, you know, like, you're sort of asking the questions, but you're not, like, asking them in a way where it's going to invite a deeper answer. So it's like that, like that secondary probe and, you know, like, slowing it down a little bit. You're sort of maintaining the same throughout the whole thing. It's like your instincts are good, what you're saying is fine, but it's like the execution of it just needs to be, like, a little bit more deliberate.

Okay.

You know, because, like, you know what to say. It's just now you have to go, like, I need to make them consider this more. So, like, sit in the question more and make them answer it in more detail and, you know, like, slow them down a bit. Right, okay. You know, because otherwise, like, you're accepting a more surface level answer than what you need to.

Yeah.

You know, like you're accepting it instead of going like, yeah, but really, you know, oh, it's just not a Priority right now to get a girl. Really? So if a beautiful woman right now is like, I'm in love with you and I want to have your babies, like, you say, no. Well, no. Okay. So, like, you're just not in front of the right women or like, what's going on? Why do you think that is? You know, like, you're accepting the. The lie that he tells himself.

Yeah.

And if you accept it, then he's gonna accept it as well.

Yeah, I hear what you're saying. Yeah. Okay. The tonality. And also, I want to ask you.

Something just a little bit more.

Go ahead.

Just hear the. Hear the. Like, you're a woman. Men, you all the time. Right. And you. And you know when they're bullshitting you.

Yeah.

You know, they're like, listen to it and go, like, I don't know about that. And like, you know, if, if, if you need to say things like, you know, hey, do I have permission to give you some, like, some honest advice on that? You know what I mean? And then like, they're like, yep. You're like, all right, cool. That seems like to me. Right. Don't be afraid to call people out. It's. It's a good thing for them and you can do it super politely, you know.

Well, like, hey, yeah, I have done this. But I mean, it's about, again, the tone of my voice that you said. So I come, like, rude to some people.

Yeah. But then like, it's like the lat. Like your accent can, like, can do that. Right. But you just got to say, like, you got to preempt that and go, hey, do you mind that? Can I give you some feedback? And sorry, my accent can make me sound a bit rude sometimes. I'm not trying to be, you know, this. And you say it right. So, you know, Right. Like, you just gotta. You just gotta kind of lean into some of those things and use it.

Okay. Okay. And I have one question. I'm trying to. My calls. I'm. I'm going without script the last weeks, and I'm trying to put the identity out, if that makes sense, to make them take their own sip. Right. And here with Ryan, I didn't find that how I could possibly have done it. You know what I mean?

And I, I don't actually know what you mean.

So, for example, you know, if I have a person that tells me, hey, I have done the keto, I have done the Weight Watchers, and I gain all the weight back, so there is a pattern that. Why that happened way. Because I Get rid of that diet, and I went back to my regular habits, right? So there is a pattern over there. So that means that the lack of discipline.

So maybe do, do, do you think a lack of discipline is going to, like, help you?

I mean, you mean in my calls?

Yeah. Like, is it going to help you sell someone going, I have a lack of discipline?

You know, I'm gonna ask, like, okay, and what do you feel those people that they are successful have that they allows them, right. To see that success. So they are gonna say what they're.

Gonna say and then, okay, yeah, but like, so you. It's a very different frame. If I say you lack accountability and I say you lack discipline. One is a character trait, right? And one is a thing that you can buy. You understand? Do you think the difference?

No.

Okay, so like, discipline is like, only you can be disciplined, right? Like, I cannot make you be disciplined. Only you can do that is an internal thing, right? So that means, like, I, like, I can't sell you anything to install discipline into you because discipline is doing things when people are not looking. Right. Accountability can lead to discipline. But it's like the bridge. It's, hey, let me be the person who supports you, right? Like, let me be your, you know, your backbone for a while. But, like, if you tell. If you get someone to admit to a lack of discipline, it's going to be very difficult to sell them anything.

Yeah, yeah.

Because you're saying your character traits are not conducive with success or as if I say, hey, listen, you tried a bunch of things. It hasn't worked. It's not your fault, but it is your problem. So what we do is we need to tinker, we need to tweak, and we need to hold you accountable to doing things consistently enough so we can figure out what works and what doesn't. Does that make sense? They're like, yeah, cool. So it's like those people who were successful, they had someone in place or something in place to ensure accountability and to ensure that they were able to do the things so that, like, testing could be done. That's why they have controls. That's why they have all that kind of stuff, right? You know, so it's someone there when you open the fridge, it's like, someone there to go, you sure about that, fatty? Right? You know? Yeah. You want to die alone? Yeah. So, like, like, that's not discipline. It's accountability. They're very different things, and they're going to be perceived in very different ways.

Yeah, yeah, yeah. And Also, there are the ideal criteria that he said. You know, I don't know, like, you tell me what you have. Should I go? Like, ultimately, whatever is the plan that I'm gonna give you, whose responsibility is it for you to get the results? Would that be okay there or what?

Yeah, you can do that there. You can do that there. I think what you guys want to realize is that what you don't want to do is have, like, predetermined outcomes, right? Like, the. The script or, like, the framework is going to take you to places, but, you know, the specifics of the place don't matter. You know, it's. It's like, if you're trying pigeonholing people into saying certain word tracks, it's very difficult because now you're having to do, like, mental ninjutsu all the time to try and mold them into, like, a very specific way of talking and thinking. It's really hard, right? And just not. Not a super good way of doing it. Like, you just need to go. You need to understand, like, on broader. On broader scales, right? So you've got, like, you know, I need to get this person to, like, understand they have a problem. Doesn't matter what their problem is. They have a problem, right? What is the problem? They. They're not. They're not losing weight. That's the problem. There you go. Done. Yay. Right. What's the solution? They want to lose weight. Okay. What's the specifics of that? You know? So, like, that's a much easier way of doing it.

Yeah.

Okay. All right, guys, I gotta run.

Okay. Bye. Bye.

Good stuff.

Take care, guys.