Certified Best looking closer helps ugly setter be less bad

I was making dials right now. Okay, um, alrighty, let's get amongst it. We'll open it up for Q&A. Let's keep the queues nice and tight. All right, uh, Total.

Yes, sir. Um, I would appreciate some feedback in regards to the script. —And also, you were mentioning last week that you would use different openers for the webinar registrants that didn't attend, the ones who, you know, left early before the pitch and the ones who, you know, I think you mentioned like abandoned carts. Do you have any suggestions Maybe if we start off with that, do we have any suggestions in regards to the openers?

Well, I mean, you have a different opener depending on what they've come in from, right? So like if someone's a website inquiry, you're not going to be like, you're not going to say the same thing as if somebody's just bought a product. Yeah, for sure. So like, yeah, like, and if they've abandoned the cart, you're not going to say the same as someone who bought. right? Or, you know, I mean, or someone who didn't abandon cart because like they're coming through different contexts. So like, you know, they're subtle changes, but you're not going to use the same thing for everybody. So how that lead comes in, otherwise it ends up sounding overly generic, you know, like, hey, this is, this is, you know, this is Matt Ryder from Impact Team. I saw that you inquired. It's like, hey, this is Matt Ryder. I saw that you downloaded our objection handling guide. Did you manage to get that? All right. Yeah. Did you go through it? Oh, sweet, man. Like, what'd you get out of it? Okay, cool. Right. So like, that's if there's a download. If they've purchased something, I can do something similar. Right. But again, that very opener is going to be dependent on the subject. If it's a tonality guide, hey, it looks like you downloaded our tonality guide, mate. Did you manage to get through that? All right. The email we have here is XYZ, right? So again, it's just those small changes that you use in order to make the context of you calling them actually make sense.

Do you have any suggestions what that will sound like for the webinar?

Uh, well, I don't know anything about the webinar.

So like, um, in a nutshell, PACE explains the The Gator method. By the way, how familiar are you with the context on the Gator method? It's— Yes, I'm like enough.

Yeah. Okay.

So that's pretty much the rundown.

And so what's your opener at the moment?

It's just say, this is Rene with Paysys team. I saw that you attended the webinar about maybe getting into real estate. Is that correct? And then take it from there. Yeah, cool.

What's the core problem that the webinar is designed to solve? Have you watched it?

Yeah, we're actually running webinars every 2 weeks. I guess, what do you mean by that? Like when you say like the core problem—

Well, like, you know, why would you download an objection handling guide?

Because you have a problem with or you run into objections. Exactly.

So like, when I talk to that person, that's going to be the context of me talking to them, right? Whereas if like they're down to get your first sales gig guide, right? That's going to be a different thing. So I have to know what problem is the thing trying to solve. Like, so like, what's the— if we, if we go through like the marketing of the Like, that's what it is, because it's an opener that gets you in the door, right? So it's gotta— it's gotta— you have to understand, that's why it's important to understand the marketing mechanism of how they're coming through. So like, what is the value proposition of that? And then it's like, cool, because if you say to get into real estate, but what if they already have 7 properties? Do you know what I mean? Now I know that's like maybe somewhat unlikely for Gator more for like the other one. But like, still, there might be a slightly different thing. Like, whatever the marketing is saying is the problem, you need to use that, which is why it has to be slightly different, you know. So you need to keep up to date on the marketing. Like, because if the messaging is get into real estate, then that's fine. But if the messaging is like, learn how to leverage a passive income using real estate, it's just a different It's a different conversation. Hey, looks like you watched the webinar about potentially leveraging real estate to get a passive income. Is that right? Yeah? Am I making sense?

You're asking me right now if that is one of the value propositions?

No, I'm asking you if what I'm saying makes sense. Yeah, for sure. So that's how you write the script. Yeah, it's based on the reason they came in.

Would it possibly help if I share real quick the 3 avatars? No, but like, give me context.

What I'm saying is like, you have to go through the marketing, and if you want to create like a bespoke script for each one, which I think is a better way to do it, You have to do it based off the problem and the solution that's been promised for getting to the webinar and watching the webinar. So you have to go through that piece, then from there, go, okay, cool, they're coming in for this reason. And then I write it that way. Because if it's like, hey, you know, leverage real estate to create a passive income, right? Versus get into real estate. Right, they're just very different. So what's getting the people in?

One clarifying question in regards to that. How would it look differently if the person left the webinar possibly earlier or if it was a, yeah, like an abandoned cart lead for example?

Like how would you— Well, abandoned cart lead, you can do more of a customer service type frame. Hey, I saw that you tried to purchase X. It looks like it didn't go through for whatever reason. What ended up happening with that? Okay. Right. So you can try that frame or you can try the other ones. But the key is like, you're not going to know which one works best until you kind of like problem solve a few of them. Mm-hmm. You know, but you want to have like an understanding of where they've come in because an abandoned cart is a different lead to someone who like registered but didn't attend. You know what I mean? Like they're just in different places. They've also seen different things. One's seen the pitch and one hasn't. Mhm, right. Yep, makes total sense.

Um, is it okay if you take a quick glance over the, the script?

Yeah, but like I said, I don't know the marketing, so I can't make any adjustments without that.

Okay, I think, uh, this will clear things up though.

There we go.

Or is there a way I can—

you can't Can I share that with you somewhere?

Is there like a whiteboard or something that I can—

I think I just have to add you as a co-host. There you go.

Okay, now I have the ability. Yeah, you should be able to share your screen. Yep, no, it should be, should be working. Thank you so much. Do you see that?

Uh, yep.

So these are the, the avatars, by the way.

I mean, your structure is fine, but again, it's like the specifics of like getting into real estate are like, it's a variable. Right. So like, just make that a variable. Okay. Right. And what attracted your attention to about the— what attracted your attention about the webinar is kind of a weird question. Okay. It depends on like, did they register or did they— if they didn't, if they registered, didn't go, like, what, why did you like register? Or like, what prevented you from attending? I mean, so like, you can try a couple of different ways, but again, you've got those like kind of variable things. Do you already have a full-time business or are you still employed?

This should be like a bucketing question.

Yeah, that seems like a, you know, like if you go, what attracted you to like registering for the webinar? Like, why'd you do that? And then from there, like you go into, they're going to be like, oh, well, you know, they're going to give you some vague kind of bullshit answer, which is fine. Then you go into like a bucketing question. Now you know who you're dealing with. And then from there you can go into like problem awareness.

Right.

So like I would just work on that. I would just— so that you attended, right? Attended is obviously a variable. And then getting into real estate, I wouldn't pigeonhole everyone to getting into real estate. I would have a look at the marketing and see like what the actual value prop is, like what they're learning on the webinar, because like whatever it was, like it's not— I doubt the value prop is like get into real estate. It's probably like there's an additional thing there. Right. Yep. So yeah.

Using other people's money usually, like without having to risk your own capital. That's the value proposition.

Yeah, so you could go like, you know, looking to, you know, do something about getting into real estate through, you know what I mean? Or like learn how to leverage blank for real estate, right? So again, make it more specific and to what it is that they signed up for and it'll be a more interesting conversation to them. And then you'll be able to get to the core outcome faster.

Yeah, absolutely. Um, do you feel like this bucketing question makes sense if they are employed and, uh, they're like— no, I don't. How would you tweak it possibly?

Uh, I just don't— I, I like— what makes you feel like—

on this one here? Because it's pretty much based on—

I would remove any reference to money.

Even if that's what the target audience wants.

Yeah, but like, it's just a bit on the nose to say it this early. Or you could say like, do you want to replace your day job or do you want to like add extra? You could say like, or you're looking to build on something outside of your day job, something like that, right? So it's like, it's less money driven, but it's outcome driven. Yeah.

Okay, then I will go a bit more, more in depth into the—

thank you so much. No worries.

All right, Marco. Hey, Matt, uh, this is my first time on one of these calls with you.

Just to be respectful to— sorry, mate, you're super quiet. Can you hear me now? Uh, yeah, it's fine.

Is that any better? Uh, yeah, it's right.

Yeah, it's right.

Okay. Um, first time on one of these calls with you. Just to be respectful to like the nature of the call, are we keeping it strictly to tonality?

Uh, no, we don't have to do that. Okay.

I guess like, let me ask you how you deal with an objection after someone's already made it, made it a very clear yes towards jumping on board. This was one of my calls that I had today. And he even said yes to the payment terms and then kind of pumped the brakes. And it was like the whole objection handling was around reframing his perspective of like the way he's making decisions. Yeah. And then when we came to making a decision at the end, it kind of came up again.

I'd really relooped it 4 or 5 times, but I'm curious, like, do you feel like you gave it a good, a good crack though? Like you sort of did all the right things?

I felt like I did all the right things and I was asking myself the question of how far can I toe the line? Of like putting it really in his face in terms of the consequences without burning the lead. And I didn't push it too hard because like I haven't towed that line too much, right?

So the only way to know the iron's hot is sometimes is to touch it, right? So like I would go too far and then knock it back, right? Like go full fucking dickhead mode at one point, right? Or like as much as you can, right? Obviously this means different things for different people. Um, but, and then sort of figure out where that line is and then start to play hopscotch with it, I suppose. Um, but the other thing is, like, just because they didn't buy doesn't mean you can learn anything from it. Yeah, of course, you know. So, like, if you feel like you did everything like you could within the realms of, like, I kept it professional, I, I, I, logically they were like, yes, I need it, I want it, I just can't— like, there's some people that are just pussies, man. Like, you just, you know what I mean? It doesn't mean that you can get them to do it. Yeah. It doesn't mean, and it doesn't also mean that like going further is better because that person might come back around. It's just the way that it works out sometimes. So what you wanna do is just like try to, and this is for everybody, try to get away from like even paying any attention to individual instances, right? It's a difficult thing to do, but it's hard. It's just a useless proposition. It's like, You know, if like if I'm shooting on a range and a gust of wind comes by, like I don't make an adjustment because it was just a random gust of wind. It's like if it becomes a sustained wind, then yes, I make an adjustment. Yeah, but can I learn? Did I do anything wrong and I still missed? It is what it is, right? These things happen, you know. So what you want to do is you're— a no sale should be as good of a representation of you as a salesperson in your process as a sale, because there can be no difference between the two sometimes. Yeah, right. So sometimes you just got to go like, oh man, I fucking— I crushed that call, like knocked it out of the park. They didn't buy. Oh well, it's what it is, right? So get used to that because it's a good mentality to have, because then you stop making micro changes. And small nonstop changes are like really, really tough to get away from because you just sort of like are constantly changing, which then like— think of like the multiverse. Right? Like every time you do something different, it creates a different stream. So like the variability is what makes it more difficult. Then you have to have more word tracks and actions on, whereas the key is to be like as consistent as possible and confine the parameters of the call and keep it on a track, right? And like, that's the key. And if you do that well, then like you'll get better and better at the process. But like there is no process that sells everyone. So, and you can fuck it up and still make a sale. So like, you know, do you learn anything from that? No. Do you learn anything from doing it well? It's like, meh, who cares? So just look at things in patterns and you can sell 10 people in a row and then not sell the next 10 people in a row and you closed at 50%. You learn nothing, right? You just got 10 non-buyers in a row. Who cares? Like don't make a change. Who gives a fuck? Right? Because like you can't go from the best to the worst, right? You're just like, you're just you, you know? So, um, but in saying that, like, if that's a pattern for you, right, um, then like maybe you're not driving enough urgency throughout the call, or maybe you're not doing a really good job of tying off that logistical and like getting the yes a bunch of times. Yeah, I mean, but if that's not, if that's not that common, and like, mate, I've done an hour and a half long objection handling sessions with a guy, just can't just won't do it. It's like, well, man, fuck, I gave it a good hard crack. Fucking peace be with you, brother, you know? Yeah, yeah.

I felt like around the takedowns and all that, like, this is probably the most I've pushed it in terms of like getting to a point where it almost felt like a little too much. Yeah, even I was like, are we 100% on board with the back of this? Like, what makes sense for you, the pathway you want to take, and we can get your result? And he was like, yeah. And then when it came down to it He was like, battering on price so he could fix his garage. And I was like, bro, like, your relationship's falling apart and you're telling me that this is a solution to it? And instead we're speaking about how we can save $1,800, you can put it towards your garage. Like, what, what are we doing here? And I even asked him the question quite frankly.

That's pretty fair. That's a fair question.

Because he was like, the price point was $6,800 and he was like, 5K is what I'll pay. I was like, at what point did you decide the quality of your life is worth $5K?

Oh, savagery! Well played, sir. I like that a lot.

And he was like, no, I agree, like, you can't put— you can't put a value on it.

But you did, right?

Well, that would have been the play, right?

Yeah. I mean, listen, there are probably always things that you could do better, right? It's like having an argument with your missus, like, in the shower at fucking 2 AM. Who's that? Oh, sorry, hold on a second. Something was playing in the background. Sorry. There you go. Um, yeah, so there's always things you could do better, but if you felt like you gave it a good heart crack, then like just listen to it and see like, okay, is there something I didn't catch in the beginning that you could have tied down harder? Yeah, so, all right, cool. Uh, Alex.

Hey, what's up, Matt Ryder? So, wait, can you hear me okay? Yeah. Okay, perfect. I just got a new headset the other day, so hopefully the mic quality is better. So, uh, since we last spoke, my calls have been probably 5 times as good, specifically for the archetypal people that aren't necessarily making the money they want. The problem that I'm running into now, I've noticed that the people that are already doing good that want to you know, do better. I'm having a little bit of trouble establishing a good experience in the top half of the call. So I was hoping we could review a call and you give me feedback on how I could have improved the execution of my questions better. Okay, cool.

So like, uh, the leads who can afford it, you're having trouble building a gap?

Uh, not, not the people that can afford it. It was this, just this one guy who, he basically has a welding business. And I don't know if I didn't understand the tangible properly or if I asked the experience question wrong, but I wasn't able to really build a gap as to why he was looking to add something on top of his business.

Okay. Is this a consistent problem for you?

Yeah, for this buyer archetype, pretty much. Okay. And what archetype is that? People that are already making good money that are— people who can afford it. Yeah. Yeah. People that can afford it that are looking for just like additional income that don't necessarily have any like massive pain.

So the leads that can afford it, you're having trouble building enough of a gap.

God, you're making me feel like an idiot here.

Yeah, that's exactly what I said in the beginning. So yeah, okay, it's all right, we got there in the end. I was right, I just had to convince you. Um, sweet. So now you're, you're right, you can share your screen, your cost. Okay, perfect.

The good news is I'm on Chrome this time, so we're not going to have the same tech issue.

There we go, he grew up. Make sure you share the tab, not the screen. Yeah.

Okay. Also share tab audio, Chrome tab. Perfect. There we go. All right. Can you see my screen? Yep. Okay. Set the speed to 1 so you can hear tonality. Cool.

Good afternoon, County Industrial. This is Bob. Hey, Bob. It's Alex here with Jordan Lee's team, man. I just had a quick minute to give you a call here. I'm seeing you are booked with my team for tomorrow to learn more about the AI opportunity, right? Yeah, correct. Okay, good. Just a quick one here. We should have sent you over two very specific videos, but we had a bit of a tech issue. So for like half the people, it never went through. Did you ever get two videos?

Okay.

Yeah, I already watched them. Okay, great. And just because, uh, while I got you on the phone, you're gonna be, uh, you're gonna be speaking to one of our senior partners, Brent. I can sort of forward him this info. Were you looking into AI to like maybe implement something into an existing business, or were you looking to maybe start something new? What were you, uh, actually looking for here? Not really sure yet. Oh, I'm trying to understand it a little bit more to see how it can either, yeah, create a new business to diversify or incorporate into my existing Okay, pause it.

Uh, describe to me whoever— his tone.

His tone sounded calm.

What else? Annoyed? No, he was definitely— he was the opposite.

No, I don't know, sounded very laid back and sounded—

he sounded really interesting. He had a, like, a nice tight upper— oh, like he was like, yeah, sweet, I'm happy to answer this, right? So like, that dude's Good to go. Right now, what's the point of this call? Because he's already booked a call.

Pretty much just to create like a mini gap so the closer can continue from emotional certainty, start by rationale, and then just cut the call in half.

Fair enough. It seems like someone holding your dick in a urinal, but okay. Right, like, um, I guess it's a nice to have, but you know, um, all right, press play. This is a good lead. This guy is super inviting, you know what I mean? I would say like your goal should be to understand that like in your head that the need they have is matched by what we provide and that they show up. That would be like my goal as the setter, right? Like I'm not super concerned about like going too deep on anything. You know, but like, press play.

What is it that you do? Uh, we sell welding supplies, equipment, welding industrial supplies. Huh, interesting. So I guess, what have you seen that makes you feel like AI could help with that? I don't. That's what I'm trying to find out.

Fair enough.

I, I will tell you, given, uh, given that business, there's likely not much that, uh, yeah. Yeah, there's not much that you could really do to make like a meaningful impact. So the focus would likely be around sales.

Yeah, I mean, apart from like one AI agent to like maybe a receptionist, there's not much you could do.

But you don't know anything about the business. Fair point. Like, what does he do?

He's got a welding company.

Yeah, and they do sales, right? You know, you know he's not a welder. You know he sells welding equipment, right?

Yeah, also fair point.

What do your agents do?

Yeah, they help with— good point—

they help with sales. Oh my goodness, it's almost like it's perfect, right? It's industrial supply, man. He's not a welder. He said we sell Yeah, right.

Part of why I— part of why I went down that direction, I wanted to get him into the bucket of starting a new business because the rest of the process I can do that much more easily.

Nah, dude, that's crazy. That's a crazy thought process, Alex, right? That's like you, like, selling a dating offer and going, have you considered dudes? I hear they're super easy to fuck. Like, that's what you've done. Right? Like, I have a really successful business. Have you considered ditching that and starting a new one? Fucking wild, bro, right? Like, you gotta— like, uh, first of all, like, if you're outbounding, like, uh, copy and paste that guy's website real quick. Like, do that before you call them, right? If you're doing B2B, you just go countryindustriesupply.com. And you have a look and go, hey bro, whenever your website— hey bro, it's just, you know, it's just Matt from fucking XYZ AI people. Yeah, so you put together the team, is that right? Yeah, sweet dude. Hey, we had a couple of email issues sending out the resources, did you manage to get those? Yeah, cool. Did you go through that? Awesome dude. Hey, I was going through your website, man, I like what you do. Um, you know, what kind of sparked your interest into learning more about AI?

I just wanted to see if I can improve my business with a Okay, how so? Oh, just, I mean, I know it's out there. I'm not using any sort of AI, and I want to see if, you know, you guys can help with anything.

Okay, do you have anything in mind where you were like, oh, this is kind of the problem that I want to solve? Because obviously, like, it can do a lot of things, can probably do less things what people think, right? You know what I mean? If you're looking for someone to come in and, like, you know, replace, you know, genuine human interactions, probably not quite there yet. But, you know, there's a lot of other things that sort of can be done, so go. Like, you know, you snap your fingers in a magic world, what do you—

what is it that you guys do? How do you help businesses?

Right, well, we do it a lot of different ways. I don't actually fucking know, so I'm gonna go like I have my throwaway elevator pitch. What we do is yada yada yada yada yada, my problem statement, right? You know how a lot of businesses, they sort of have all these processes that are going in the background, I mean, but like with the transition to AI, they can sort of optimize a lot of those, both front and back end. Well, what we do is we go Does that make sense? Yeah, it does make sense. Okay, cool. Yeah, and then I go like straight into it, you know what I mean? And then it's like, all right, cool, man. So like, you know, uh, I think that what we do might actually help you, right? So you're speaking with XYZ, you know, um, I just want to make sure that, you know, you had all the context. Is there anything that you need from me in between now and then to make sure that you have a super productive call? No? Okay, perfect, man. This is my number if you need to reschedule or something comes up. We get it, life gets in the way. So feel free to reach out to me and we can get that sorted for you. They just show up every time.

Okay. Yeah, I need to start doing it that way.

Yeah. Now, so like when you're doing anything B2B as well, like going to their website is like the cheat code. Hey man, checked out your website. Looks like you're doing some cool stuff. What kind of— it just shows a level of professionalism that most of these people aren't willing to go to. Okay. Make sure you do it though, don't pretend. Our website's broken as well. What do you mean? Uh, bye.

I was gonna ask too, 'cause a lot of the, all of these calls, they're already booked. It's more so again, I'm just doing the first half of the call, closer taking over from the second half. And then I'm also pretty much getting a pulse on whether or not they're broke and actually qualified for what we do. Would you say that's the best, you know, the best time, the best thing that I could be doing with my time? Or do you think I should just be focusing on like pure outbound? Because I'm getting 2% commission off of these that close, and then outbound I get 5%.

I mean, like, dude, this is like fucking taking candy from a baby for 2%. Like, you just— hey man, what's going on? Sweet, see you then, bye.

Honestly, that's why.

Yeah, that's like the—

I don't know, for like skill set development.

I don't know. Oh no, it's for sure not good for sure. Outbound is for skill set development, but like, you know, 5% is fucking good for outbound. Like, fucking good. You can figure out like how to search and create your own smart view that has like the best leads that didn't book themselves. You could probably set fucking 10 a day through SMS.

Yeah. Oh, that's actually good. Yeah, because I mean, the thing is too, a lot of the closers on this company, they just don't follow up at all. So like the other day Dude, I literally got it. I got it.

Have a smart view set up, uh, as soon as somebody is marked as no sale.

That's actually— yeah, that's smart. Because I got a deal the other day, a $10,000 deal. The person, one, didn't even know you could break it up into 12 payments and just had 2 questions, so we just teed it up.

$10,000 deal, 15% commission. Beautiful. Yeah, man, just play smart, not hard, you know?

Okay, I'm gonna listen to this recording back, and that whole role play we did, I'm gonna start implementing that with the B2B. Okay, cool. Uh, I was gonna say, any other like feedback or execution for going forward?

Just the one thing, just, just what we talked about. There's more things, but like it's too much. So like do that and then do more later.

Cool, Matt, I appreciate it.

No worries. Dennis? Yeah, so I just wanted to go over kind of— I've been losing like at least— so just for context, I'm in real estate and I've been losing at least like 1 deal a month to like lower competitors just charging less. So instead of charging our like the standard 4% that we, we, we've been charging, there's a lot of people's 2.5%, 3%, kind of like lowering their pants and just fucking— but, um, so I was kind of curious, like I don't really have like a great process when it comes to that. Like it's kind of just like, uh, if he, if he's willing to kind of like lower his price on his commission side, then like what happens when you guys—

but why did— why do they get it? Why do they even— why are they speaking to other people? Are you— are you sending them your listing contract after the meeting? Are you like, okay, I'll send you the fucking contract, and they're like, oh yeah, like I'm speaking to 3 other brokers, can you send me over the—

is that what you're doing? Well, like 95— well, obviously maybe it's because my skill level is not there yet, but 95% of what we do is like, uh, second contact, third contact, like years out. So we meet with someone, evaluation, and then a year out we speak with them again, right? And sometimes a year out from what? From like the first evaluation. Like we give them the evaluation on the home, we do our process with them, and then a year later everything is like lined up.

Yeah, so like when they're ready to sell, when they're actually ready. Exactly. Yeah, exactly. But now they're going to go through and they're going to go through real estate agents in my area. You're going to be one of them, and then they're, they're going to pitch 3 of you against each other, right? Yeah, exactly. That's, that's the process that every single real estate has done forever. So let's just say we're, we're role-playing and I'm like, um, yeah man, sounds good dude, just kind of like send me over the contract, I'm interviewing 2 more agents and, uh, then we'll, we'll be in touch. That's—

well, it wouldn't be that, it would be afterwards they have someone else that calls them to do an appointment with them. Like, it was kind of like wrapped up.

If they've signed a contract No, they, they haven't signed a contract with us.

Okay, so you're saying I should pre-handle it in advance? That's what the—

no, no, no, no, no, sorry, I don't know if I'm not being clear. You have a listing meeting with someone, right? Yeah, yeah. And then you want to sign a listing contract?

Yeah, yeah. And then the guy goes, well, you know what, I'm getting all my stuff in a row, like we're about to just sell, we just need to like clean the house. Get everything ready, and then 3 weeks we get that where we— oh, we met someone and, uh, you know, they, they can do that.

Yeah, so why, why, why don't you just get them to sign the contract there and then when you're in the house with them? Like, what do you say to my thing? Okay, cool, man. Yeah, dude, what we got to do is just kind of get the house cleaned, get everything sorted out, and then like, you know, we'll be ready to go in like 3 weeks. So if you just send us over the contract, we can have a look at it, and then, um, we'll kind of go from there. That's, that's, that's pretty standard, right?

Yeah, it's just, uh, what do you say? They'll, they'll just say, yeah, no, for sure, when we take the pictures, we'll sign the contract, take all our invoices for the property and whatnot, and we'll go through.

Yeah, so like, what do you say when I say that?

I kind of just say, yeah, okay, yeah, yeah, yeah, yeah.

Well, like, would Ryan or Han accept that? No, definitely not.

No. Why not? Because he knows how flaky people can be.

Yeah, but like, also, like, he's not going to lose the contract. Yeah, of course. Right. So how would you like handle the objection? It's an objection, right? You know that, right? It's just an objection. Yeah, of course, of course. So handle it, handle it.

Okay, on the spot.

Okay, so tell me the objection.

Let's say, okay, yeah man, it sounds pretty good. If you just send us over the contract details, I think we're gonna be good to go in like 2-3 weeks. The house clean. We might look at one or two other brokers, but like, all in all, sounds all right. If you can send over that contract, we can have a look.

Okay. And that's for sure, you want to make sure you take the steps necessary. Like, based on everything we went over, do you feel like, like, what we're doing could actually get you from where you are to actually like where you need to be?

Uh, yeah, for sure. I mean, I'm sure you guys can sell the house, right?

Okay. What's, what specific aspects that we went over maybe like are more talking to you, let's say?

I mean, it seems like your marketing's good and like, you know, you guys have a track record, so I don't see why it wouldn't work.

Okay. And is this more like a conversation to where— yeah, so I would be lost there. I wouldn't— like, I know that I would be lost.

Yeah. Yep. Okay. So, uh, think this through. What are you?

What am I to them?

Yeah.

Well, I'm the marketer, I'm the consult, I'm the guy that's gonna organize everything for the home.

Yeah, salesman for the home. Salesperson.

Yeah.

Do you— if I'm— if I want a salesperson working for me, what do I want?

Somebody who's gonna get things— like when somebody walks in, I guess you get stuff done on the spot.

Like, are you exhibiting that in any way, shape, or form by going, okay, No. And then walking away and losing the deal. Okay. So if you give me that objection, I go, Dennis, you put me in a tough spot, buddy.

Meaning?

Sorry. Well, you want me to be your sales rep? You want me to be your sales rep? Yep. And you want me to, like, get out there, hustle, get after it. Sell your house, and I'm assuming kind of like, hey, someone puts an offer in, I'm like chasing them, right? You want me to like chase them? Yeah, sweet. But you want me to like accept that you're going to go away and come back 3 weeks later? How do I represent myself and how I'm going to like represent you as my seller when I'm your sales rep if I don't practice what I preach? So do you want the sales rep that like chases down deals and gets the deal done, or do you want the guy that like 'Yeah, sweet, let's get back together in 3 weeks because like my deals move fast.' Like, which one gives you a better like ability to sell your house? Yeah, the first one for sure. Okay, so I kind of have to be that guy, don't I? I can't be one guy for you and one guy for everybody else. Yeah, okay, I see. Okay, so now it's going to take us a little bit of time to get everything together, but like I can't start doing that until, you know, until you sign the contract.

Mm-hmm.

So like, you know, you can interview another bunch of guys, but you're just going to give them the same thing, and then it's going to be like, okay, and do you really want those guys kind of selling your house, or do you want me? He's going to go out there, get after it, and like get contracts signed. You know, somebody's gonna get the job done. Okay, well then I gotta prove to you that I can do it. We gotta sign this contract, brother. Yeah, but do you know how hard it would be to say no to that?

Fuckin' so difficult.

I've taught that to real estate agents, and all the ones who do it, they never— one guy got 97 listing meetings in a row.

Meaning 97, how do you mean?

97 from 97. 97 straight yeses. That's fuckin' ridiculous. Yeah, you know why? Because none of those bitches ever handle objections. Yeah, yeah. And especially it's even better if you're like the third one. You'd be like, they, you, they let you— oh, interesting. I'm the guy who chases down leads, gets contract signs. If they're the guys who are like, oh, we'll do this via email, yeah, man. Is that what you want for your house? Yeah. That's how I used to sell Sales Sniper. They would give me like, okay, we've got interviews lined up with a couple more sales agencies, and I was like end. And I was like, and you don't need to go to them because you're gonna sign this contract because we're not getting off the phone without that happening, which is what you want from me with your leads. So how do I do that if I don't sit here and handle every objection until I'm blue in the face? Did the other guys allow you just to go and be like, yeah, we'll email back and forth? Like, really? Well, their fucking names so I can shame them. Yeah, yeah, maybe like, oh yeah, and I'd be like, do you want killers or do you want fucking— let's get the email chain going. Yeah, yeah, I want killers. Okay, well, you're in front of one. So like, are we doing this or what? Do I need to keep going?

Good.

Yeah, so now there's like no like Band-Aid fix, right? Because now it is a $10K deal, even the one that I have now, and place. So like, I don't know, how would I Band-Aid fix that? Like, is there an easy way for me to— because now the guy's like already like, he's, he's in with the other guy for sure. He's completely sold himself in his mind that he wants to take someone at 2.5%.

Oh, well, you fucked it. So like, it's what it is. Yeah, but like, there's not, there's not that much more that you can provide. There's not that much more that you can provide, mate. You're— this is the kitchen, right? The sale is done. The sale is not selling houses. Selling houses is fucking easy. Right? Selling, getting the listings is where the sales is done. That's the sales meeting, right? Like, this is the kitchen. Thanks, mate, I got this, right? But like, getting that contract signed, that's your sales. That's where you focus on your sales. Houses sell themselves, like, good market. But it's just like, it's market dependent. I mean, like, you can't convince someone to fucking buy a house they don't want. It doesn't work that way, right? So makes sense. You just got to start doing that, script it out, think about it, and then fucking go for it. And like, just don't take yet no for an answer. Just don't be the guy that just go to listing meetings, go with contracts signed out, how filled out, here you go.

Yeah, yeah, with all the information, of course. Yeah, I, I have a quick, quick question, like it's extremely quick. So I— there's an area that I've been farming for like a year now, and we, we're about to just put up two really expensive listings inside. I know you spoke to Ryan. What would you do to like market the shit out of them but also leverage them into more? I know it's kind of like not a sales question, but I may have no fucking idea.

Like, I could probably sit down and think about it, but I'm not Ryan. Yeah, I speak to him pretty regularly, but like, I'm not him. He has a course on that. You can buy it. I used to sell it. Is it worth it? Yeah, it's good. Yeah, yeah, okay. Yeah, his courses are good, man. Okay, everything he does is fucking quality.

Everything he does is quality. Yeah, yeah, yeah, it's crazy.

He doesn't do anything in half, mate.

Yeah. Okay, let me let someone go. Thank you.

Cool. Uh, what's up, Matt? How you doing? Good.

Cool, man. Um, so I have a call here.

Do I have to do a sales review?

Sales call review? Sure. Which part?

Um, definitely the beginning part. Um, this one's from today. Um, I'll give you a little context on my offer. We teach basically guys how to build like their personal brands, um, for like recruiting guys organically. So through their pest control businesses, uh, solar, door-to-door teams, stuff like that. Um, and I'm more so kind of interested on your feedback with the, um, how to like cut guys off. Because I'll get on a call with them and they'll just spew out their entire, you know, like life story on me, like the things they've tried. Yeah, like, like it'd be able to like kind of get back on track and like, okay, like, cool, man, like what do you actually need help with instead of just giving me all this info right away? Interesting.

So, um, he picked up on it. I don't think he did. Sorry? No, he didn't. He didn't pick up.

Oh yeah, you cut me off.

Yeah, I get it. Okay, yeah, I get it.

So just speak open. Okay.

All right. No, I said cut off, so I asked you a question, but I just repeated what you said and put an upward inflection to make it into a question, right? That makes you go back and then go down. Okay. That's easy. What the hell? And you didn't even notice. You're right. I didn't.

Go back on it. All right. All right. All right. Loading.

Ready? That's it. Do you mind if I—

do you want to see the call still?

Yeah. Yeah.

Okay. Thanks. Yeah. This is from today, by the way, too.

So. Oh, so. Cool, man.

Awesome. Well, honestly, I want to say like kudos for you for actually like making time for it, you know, instead of just like kind of keep putting it off like the 9 to 5, you know, like everyone else.

So, kudos to everybody. Thanks, man. I appreciate it. It's, uh, yeah, when you're, when you're an entrepreneur, it's not the easiest thing in the world to carve out a whole week to do family stuff, but yeah, you gotta do, you gotta do it if it matters to you, you know?

So exactly, exactly. Well, cool, man. Well, uh, let's dive in here. Uh, I spoke to Matt Ryder a little bit beforehand. He gave me kind of like a brief kind of rundown on like where you are, um, in terms of like the business and everything. I told him to keep it brief though, just to, I want to make sure I got all the context from you specifically. Um, make sure nothing got like lost in translation. But, um, yeah, man, knowing all that, like, how can I help?

Yeah, so, um, I, I mean, I really, I just clicked on one of Bryson's, um, one of his ads, and, uh, where I'm at is I, so I'm the VP of sales for a pest company. Okay. And, um, we are, we're at about 120 reps hired. We'd like to hit 250 reps. Yep. This year. And so we just We're kind of not on pace. Yeah. Um, I have 4 regionals that report to me and our style up until now has been very much like organic, like, um, kind of like family vibes. Like if you, you know, someone you go to school with or family members, we're, it's a lot of like Utah, Idaho, kind of low-hanging fruit recruiting. Okay. Um, and we just, we need to step on it. So like, um, sure. I've met with another group or 2 that's kind of more like Indeed focused in terms of like their lead gen. Yep. However, I feel like I've spent quite a bit of like energy over the last year or two building somewhat of a brand on Instagram. Yep. And obviously I don't, I mean, I have like, you know, 2,000 followers. I don't, it's not a very, I don't have a lot of reach yet, but I do feel like I post content. I have a group that runs that for me. So I know that like part of your guys' value prop is like, I think like the content component. I guess my question is, or the thing, the biggest thing that I like, I'm just poking around at and looking for is a partner that can help me with the backend. Um, all right, cool.

He talked a lot.

Yeah, man, I know, like, holy—

yeah, like straight away. I mean, this year, like, you know, this year. Yeah, man, it's like a month left. Like, yep. Be like, how long you been trying to do this? All right, cool. So how many more do you need? 130? Like, realistically, by how long? This. Okay, so what have you tried? Okay, did they work? Why not? Okay, so what's shifted recently to where you really want to fucking dial this in? Like, what's the urgency behind it? Because it seems like a lot to do in a small amount of time. Well, I'm gonna get fired if I don't. Oh, say less. Which is for sure the, the vibe I'm getting, right? Right. Um, but you gotta cut them off earlier because like That was— it was going down and then it started going this way into like early pitch territory. What do you guys do? How much does it cost? How is it different? Yeah, yeah, right. So, you know, it started getting real useless. I don't care about what they're currently doing. I just need to know that doesn't work and that's enough for me.

Gotcha. Okay, and do you get their goals like at the beginning?

I see like I get like an overarching goal which is just like recruit more people. That's it. That's all you need. Then from there you're going to get more later on, right?

Well, those are like tangible, right? Like they don't have higher quality.

That's the overarching. It's like not the specific, but it's like, it's like, I want to lose, I want to lose weight. Cool, that's enough. Then it's like, I want to lose 20 pounds. It's like, I want to lose 20 pounds so I can, I want to lose 20 pounds so I can, so I feel right. Does that make sense? That's like the— yeah, but you just gotta— cutting off is easy, man. Just go. If they start running like that, just put yourself on mute. Right, or like turn your camera on and off. Yeah. Oh, sorry, mate, my internet's a bit funky. Uh, you'd said this, like, what do you mean?

Yeah, that's great, I like it.

Right, just like pattern interrupt. It's in person, you can be like, I'm sorry, there's a mosquito. Sorry, when you said this, what would you mean? Right, go— or do the Jeremy. Whoa, whoa, whoa, whoa, you're on fucking page 43, I'm back here on page 4. When you said this, what did you mean? Oh, okay. And then instantly into another question, like boom, right? This, okay. And then when, and then you're like, boom, the next question, right? The key is to like take away the white space. So interject, then take away the white space to retake the control.

So find or wait until you get what you need from them or cut them off when you're not getting anything and to back like into a mirror question, like asking the same thing. It's the easiest way.

Just say you didn't understand. Gotcha. Sorry, mate, this year? Yeah, why is that? Like, surely that's a curious question, do you know what I mean? Yeah, yeah. 130? Sorry, did you say 130? Yeah. Oh, okay. So like, what's the reasoning behind the number, right? So now you can just take him down a different path, you know.

Also, you got to do it like quick.

Yeah. That makes sense. That makes sense. Also, this guy was in the car, um, with his family on the way to the airport, and I didn't want to give him a price on the call because he was probably—

you probably don't want to pitch that guy. Yeah, another call, be like, hey man, I don't want to like have you try and go full in-depth. You got wife, kids in the car. Like, you should be concentrating on far more important things. Okay, so like, when are you in a position to where we can sit down and kind of go over this to see if this could actually make sense for you? Right? Just end the call early because like that guy's not buying under any circumstances. Yeah, yeah. Like he can't even concentrate, he's got fuck kids and this whole thing going on. Yeah, like it's just not a good buying environment. Yeah, yeah, right? Okay, cool. All right, Jackson. Jackson is shorter. Mike not working. Fucking Mike. Do you have a question? Had you written it down? No. Did I not see it? Okay, sweet as. We'll move on. Uh, David.

Hey Matt, can you hear me there? Yeah. Great. So I do a lot of calls to people who register for our webinar, as Renee. I was wondering when they don't attend the webinar, I never ask them like what prevented them from attending because I think it's just as you said, like if it doesn't change the prescription, I just don't ask it. So I want to make sure if that's the correct thought pattern or—

It's valid. You could try both and see what works better. Like you won't know, but like you have a reason, which is good. Okay. Right? So like you have a reason, but it like, you might try it and then go, I wonder what happens if, and then you try that opener for a week and then see what happens. Do you know what I mean? Like you, like there's no right or wrong. It's just sort of like what works and sometimes you just don't know. So you take your best guess, you have a reason for it, and then from there you make an adjustment, right?

Okay, like trying to figure out if the reason they didn't attend correlates to a problem that I may solve. For example, I don't have the time, I got caught up in the—

It doesn't need to be, like, it's not that deep, you know what I mean? Like, you can, there's no, again, like hard rules. It's like, hey, like, what prevented you from attending? Like, maybe it's a good question, maybe it's not. It's hard to tell. But from like a reasoning standpoint, I think that you've made the right call by trying the other one first. Right? So like, it's a good call, but you won't— you can try both and kind of see what happens. You just got to mark down the data and figure it out because like, you know, there are some funky ways of doing things that work, right? But you just don't know.

Okay, and then I got another question. I saw a podcast of yours talking about AI and like how advanced they are to roleplay in English. The reason I ask you this is because I work in Spanish, but I'm trying to like get better in English so I can move to a US offer or something like that. And right now I'm practicing with an AI, but it's not that good. I don't know if you have any recommendations on that.

I don't know. I'm not really into the AI roleplay space. I'm sure there are some, but I don't really have a fucking preference. I know ChatGPT is pretty good. Really? Yeah, like it's fine. It's like, it's a great language model, works fine. Okay, just talk to it. Hey man, what's going on? Like, it's the most conversational of all of them from, from my experience. Okay, okay, just so you know guys, I am 10 minutes over, so we got to be quick. So Jack, thanks Matt. So I just wanted to ask, uh, if I have a call with someone, right, and then let's say I book them in for a follow-up like a month later, How do you go about getting them back in the kind of emotional mindset where they're ready to buy on that follow-up call? Well, like, you know, I would only book follow— I don't really like booking follow-up calls. Yeah, neither. You know, I just kind of like follow up with them, right? But like, it should be someone who really wants to do it, who's finding the solution, not someone who couldn't overcome the objection. That's like a pretend follow-up, you know what I mean? So it shouldn't need to reestablish any of that. It should just be like Did you do the thing you were gonna do? Yep. Sweet. Okay, let's do it. All right, that should be it. If you're having to like reestablish it, then you're like reigniting an old lead, then you have to just kind of go back through the process again, right? Because it's a very different thing. Yeah, that makes sense. That checks out. I got my notes. Cool. All right. Yeah, yeah, yeah, yeah, yeah, there we go.

Um, yeah, Matt, so I wanted to ask, I have a very bad show rate, so I have a 34% show rate. I do pure outbound, no inbound. So, but I'm closing 54% of the people who show up. So there's a part of my setting call that I would want to review if that's okay. It's like 2 minutes.

Uh, sure. I don't think it's going to, we're going to glean a ton of insight from it personally. Um, but we can give it a crack. Let me see. Beneath, what's your question while this is getting loaded up?

Uh, so, so my question is, on my script at the start, um, I asked them what is the intent behind them wanting to join, uh, work with us. It's a tax situation, but then I go into emotional certainty asking, so just so I understand the rationale behind this, Why don't you just double down on what you're doing? Why get our help? They said, I just told you, it's a tax— I need to save on taxes. I get that more often than not. I just want to know if I'm— if there's a better way to land that particular question, or if I'm not thinking it right as well. If you want to see my script, I can show it to you.

No, I can, I can tell you just need to reword the question because if the outcome is happening like that consistently, you just got to reword it, right? So like, that seems like an obvious question if you're doing it that way. Seems like an obvious answer. So like, you know, you would, you would take, like maybe take it down a different pathway, whether you're going like, what has changed recently? Or like, what makes you want to do this now? Or what makes you want to get some help with it? Right? Rather than just kind of doing it on your own. You know what I mean? Or like make it plan or process, right? Or you could just make the question super, super vague. Right? But again, have an outcome for the question. Is it to remove the DIY objection? Then word it one way. Is it, is it like you got to have an outcome for the question? It can't just be there for no reason.

It is basically there for them that they get better results. They can't do it on their own to remove that.

Okay, so you're trying to get rid of the DIY objection. So like, yeah, you can do that a number of ways, but it's like, and you know, if you've already answered the question, why not do this by yourself? It's like, that's the whole point of it. Then you're just double speaking. So like you would need, you would need to then take like the other part of the objection that you come and then like insert that in there because it hasn't already been answered.

Well, what do you mean other part of the objection?

Well, you said that you gave me— you said like do it by themselves and get better results and stuff like that, right? So you're trying to solve multiple problems. You can't solve multiple problems with one question, like otherwise, like it's going to be too vague to answer properly. So what they're doing is they're attaching onto the thing that you've already spoken about, which is going to give you a 'like I said.' So just remove that component and then insert the other component. Okay. Okay. Okay. All right.

Cool. Yeah.

Yeah. You're gonna have to share your tab. It's not gonna work. You're sharing screen, not tab. I clicked on share audio.

Is this— can you hear this?

Okay. I can hear for some reason.

So I go through discovery and then the main objection we get is I want to go through the course first because they purchased like a $17 course. Yeah, but I'm going through this analogy, right?

You know how to do different exercises, all that type of jazz. Third person, he gets a personal experience.

One second. And now, like, so it's never—

that's never gonna work. And wanting to get to 25, it's more than double.

It's not working. I thought you said it was. No, no, no, no, it's— I can hear it. It's just that it's never going to work. I mean, it will work in some circumstances, but you can't overcome that objection when it happens. You have to stop it from happening. That's the most— so like, what you've done is if you have a buyer lead, right, and then you ask them about the problem they came in is why they— it's the— hey, what's the problem that you want? Essentially what you're going to do is like, you bought this thing, why why, right? Like, what's the problem you're trying to solve? Then what you do is you build upon larger problems, or, and then you go like, if you're able to solve those problems, like, what solution would you want? All of that re-solidifies the purchase. Mm-hmm. So like, the only objection you'll ever get is, hey, I just want to go through the course first.

Right.

I see. So then you can have some wizardry at the end of it, and it's not going to do a fucking thing. Because like you, you, you did it. So you have to set up something like what you're doing well before. So you have to do it well before the pitch. So you have to find like, what is the crux between the thing that they bought and what I'm offering? Like, what's the different thing, whether it's coaching, accountability, whatever it may be, and then come up with a way of like transitioning the conversation into In order to solve your problems, you require— maybe you require this, and then anchoring the solution to the new things, right?

So what I do now, I think that's similar to that. So my transition on every call is, um, imagine there's people wanting to lose weight. First person just watching videos, second person gets— yeah, but you're doing it after, you're doing it at the end, right? After my discovery, that's my transition then. And then I go into booking the call after I get agreement on a personal trainer.

Yeah, so like, that's— I mean, that's fine. Like, you're like, you're inevitably going to get that objection, right? Because it's a buyer lead. Like, that is the buyer lead objection, right? I want to try this first. So like, what I do is I try and make them feel special. I should be like, have you ever tried things in the past that didn't work out? Yep. Sweet. Okay, do you think it's because you didn't try, or just like, you know, wasn't perfect? Okay, cool. We're like, I was dyslexic as a kid, so they put me in the dumb classes. Then from there, they have a teacher that understood how I need to learn. And so then I was able to thrive. It wasn't that there's anything wrong with the system or the structure, it's just that it needed to be tailored for me specifically. Does that make sense? Cool. Okay, cool. So in the past, like, what have you tried? Okay, cool. So are you open to maybe that, like, you need— like, you might be one of the people that just needs to see things in, like, a slightly different way? Yep. Sweet. Okay, cool. Let's just say you're able to get that feedback, that slightly different way. Like, what would you want to achieve? Then from there, like, that's— so that's how I do it. Right. Okay.

That makes sense. That makes sense. I'll review that again. I think it'll make more— one quick thing as well, Matt, and I saw a recording before you. What's your opinion on like the willing to invest question? So let's say there was a way to help you XYZ. Would you be willing to invest in yourself if that sort of took—

it's completely dependent on the amount of opportunity that the sales team has. Put it in. It's a great, fine question. Just if you're stacked Use it. If you're not, don't. Right. I'm completely accustomed to it. Like, there's no, there's no right or wrong. All right, cool. Jackson. Um, pleasure to meet you, man.

I'll make this quick for you. So at the bottom part of the logical certainty, I run into the impact question. Often I get resistance. People say it inspires them, right? Like, uh, as an example, yeah, some people have bad issues with cold calling. Um, they can't get their scripts down right. And I was going into that and I said, okay, like, how is that? Like, had an impact on you? And it's inspired me to get better. I can't really dive deeper into the pain. I often get resistance. I've tried kind of mirroring it, but like, I run into that a lot. I'm just wondering where you think I'm screwing up around there.

The answer makes no sense.

Yeah, because, well, I'll be like, oh, like, how long have you been struggling as far as cold calling goes? Like, as far as getting, let's say, um, getting that introduction down pat. Oh, I've been struggling for 6 months. Okay. And like, how's that— how has that had an impact on—

just change it. So what shifted recently where you really want to get to help with this.

Okay, good. And then how do you deal with multiple people on calls for B2B? If there's like multiple business owners, do you target like one specific person or do you just—

generally speaking, I ask for like a spokesperson.

Yeah, should I ask that before call? Should I get my setter to do that or—

uh, no, you just do it on the call. Okay. Like, hey, it's hard to have like a 5-way conversation, so like if I'm gonna direct, obviously everyone can answer, but if I'm going to direct like as a main person, who's that? And then anyone who uses us, we ours is usually the decision maker. Anyone who uses like I, me, my, or mine is usually just a fucking pleb. Okay, okay, thanks. That's a good answer. Cheers. All right, all right guys, have a good one. Bye.