Former Spec Ops Sniper Teaches Special Ed Class How To Take Out Enemy Scouts

I think, like, it's a transactional relationship. All right, sweet, we're live. All right, guys, this is a live stream, two seconds. Gonna be doing some role plays and whatnot, but we're gonna straight into it. So like, loyalty is the reason why it's bullshit in business. And in like, not in like business, but in like in the scenario that you're talking about is because, like, let's just say had this conversation, right? Like the guys, when they're at seventh level, they have quarterly bonuses. They missed the bonus by like a very small margin, right? Like I'm talking in the dollars. And I didn't pay it. They were like, oh, but. And I was like, you. I was like, what are you talking about? And they were like, oh, but you know, we should reward the team not hitting the goal that we set. Oh, but they're so close. I said, all right, cool, let's go ahead and pay it. But if we decide to do some discretionary spending and next quarter, the profit is down, but they hit it, Can I not pay them? Oh, no. I said, well, then you go back to work. This is like my exact words, right? It's because, like, that is a. That like there is a, is a line and you have to hit it, and if you're one millimeter off it, you get no reward, right? And so the, the loyalty is like ridiculous. So like, people used to come to me and they would go like, oh, I have a, you know, I have a, a job offer somewhere else. It's better like the, the issue. It's like ridiculous tribalism that people feel like with business, like business is some sort of, you know, kind of important friendship event. But the only people who sort of think that way are like the entrepreneurs that have no friends,

right?

And so. And they use loyalty as like a bullshit crux to try and get people to stay in situations that they shouldn't stand. Like, I used to see it all the time. Like former business partners of mine used to like, try and crowbar people with loyalty. And I just go, let them go if it's what's best for their family. Who gives a shit? Like, let him go. You know what I mean? Like, it doesn't matter. So I would say, like, now if you put yourself in a position to where to where you like, just don't have any pipeline of follow up and stuff like that, then I would say, like, that's more of a you thing. But if it's like just a shinking ship, like, I would just leave, like, who cares? And if they say, like, oh, you can't come back and you're good at your job, then they're retarded.

Yeah. Okay, that makes sense.

You know, like, I always welcome people back as your first. Who gives a. It's not tribal. It's like just. It's a place of work.

Yeah. My biggest thing is it's like, obviously my first offer that I've done. I'm just wondering, like, how long should I stick at it before I sort of start sort of branching out and sort of evaluating other options in the market?

I mean, I think as a good sales rep, you should be constantly evaluating other options. I think that you should do what's best for you and your family. And that was my advice to all my staff. You should do what's best for you and your family.

Cool.

And if I'm not gonna an offer, then you should probably take it.

Makes sense.

And people were always surprised and shocked. And that is my exact same advice every time. Always will be, always has been. All right, cool. Justin Turtle.

Yeah, Matt.

How you going?

Oh, yeah, mate. Not bad, eh? Pretty good, mate.

Just a quick one. I'm doing general advice with life insurance, disability, income protection, trauma.

Okay. Doing medley. I have all those things in Australia, so we should be good.

Perfect.

Yeah.

Reviewed lately, just quickly.

Savage.

Nice.

That's good.

That's good. Actually, it's expensive too, so you'd be. You'd be doing just on a quick one.

Just want to understand the dialing rules because we're doing metal leads now, because previously always we're getting leads through mortgage brokers. Just want to understand the compliance around dialing. Also, we're looking at bringing in 10 new leads a day. And then how that looks. And probably got a list of 100 leads at the moment. And what that looks like in terms of cadence from your perspective.

And you're. You're in Australia, right?

Yeah, that's right.

Sydney.

First of all, I need to state like, I'm an idiot. I don't know anything about compliance. Everything I say is probably made up and completely ridiculous and outrageous. Right. So we'll just start with that. Australia is a sort of little bit of a different place than the states because the rules are a little bit more ethereal than they are, like, locked in place. Like in the States, you've got, like, very clear, you know, no calling after 8pm or no calling after 9pm Nothing before 8am You've got three times in a day, maximum. You've got like seven times, like, it's very clear. Laid out. Whereas in Australia you're looking at like the can spam and you're looking at like the five A's or whatever it's called. Right. But generally speaking, okay, opt ins and non opt ins are different, right? So like non opt ins it's like can you cold call? Yes, we've got opt ins on this. So like you'd be pretty safe with like anywhere from two to four times a day, right. With like a maximum of seven to 10 attempts in a week. That would be like, I think like, you know, and then what you want to make sure is that, you know, if you're dealing with people all over Australia, your opt in should have what state they're in. Right. The reason being is because like otherwise it's really easy to call people in Perth at like o' clock in the morning.

We've got that sorted. It was just sort of trying to get the understanding of a cadence. What's the position on double dialing and stuff? Like at the moment I'm just sort of doing like wait, okay, because I'm doing sort of that we're gonna find the sweet spots. 8:30 to 9:30, doing like a cadence of about 20, 20, 20 each morning like that. With a list of let's say 25 and then going. Working down the list.

Yeah.

And then maybe doing the other ones at night, let's say after six.

Yeah, I think for you like obviously because you probably want to get both people on the call, right? You know, you got the partners and stuff like that. So you know, I would say that, that like, you know, I would have a look and I would, I would do it by time zone personally. So I would, I would, you know, start with Sydney and then work my way across the country. I would also, I mean this is going to sound bad and people can slay me in the comments. I would like ignore Darwin completely, you know, and just because like I've dealt in this world before and it just generally is a complete fucking waste of time.

Wi seems pretty good actually.

Uh, yeah, I mean like, yeah, I mean for selling, I've lived there, I don't want to move back. But right, whenever, whenever anyone gets on the phone from anywhere other than Sydney, I go, well you know, you work hard enough mate, you'll get here, don't worry, right? You keep your head down, you keep grinding, you'll get here one day, right? But yeah, so I would, I would just kind of like try and. Cause if that, if that 8 to 9 or the 8:30, 9:30 is a sweet spot. You've sort of got that four times, you know, or three times. Right. And you can really kind of maximize. I have a sheet, actually. Oh, that like we. You track your, your pickup rate per hour.

Per hour. Okay.

Yeah, yeah. So I've got this sheet. I'll put it in. Let me share my screen real quick. So. And I'll. I'll put the thing in here. But this is like. So basically this is like inbound, this is like outbound.

Right.

And so what I'll do is like just kind of mark this out. This is my time. And then I say I have a pickup right. In Australia. Man, you should be getting good pickup rates, right? Like pickup rates, like for all the dialer clients in Australia. It's like 20 to 25 pickup.

I'm only like 6 at best at the moment.

What are you using?

Oh, we're just using go high level.

Well, there you go, man. You're a piece of system. There you go. You're gonna make some serious money. Get on dialer.

We've only got one seat. Would you look at one seat?

Yeah, yeah, for sure. Let me see. I'm pretty sure I can get up. If I can get up without doing anything crazy. Like, this is. I don't even know if I can anyway, so I'll show you this first. So you just basically mark, you. You figure out what's bad, what's medium, what's good, what's great. And then from there you just go like, mark that per hour. You do that for like a month. Right. And then you've got like a great dialing schedule.

Yeah.

You know what I mean? I'll share this.

Yeah,

I'll show this here. I'll put it in the chisel.

Thanks.

And just last one. What sort of volume of bleach you think is worth number dialing a day?

Can you restructure that question? Sorry.

Like.

Like from a. A workflow type of thing, like getting through 20, 25 clients, 50 clients in terms of just initial dials each day, working into your. To your workflow, obviously doing first meeting.

I mean, it really. Yeah, it really just depends on conversations. Like, I'll show you. Like, like. So this is a Australian business, right. In a very similar industry to you. And from 500 dials, 100 pickups and 31 conversions. Right. So they have a 19.5%. This is Aussie client. Right. So it's like, you know, and that's not a lot of time to devote to, to setting. You know that.

Right.

17 hours over the course of, like, a month.

Right.

You know, like, she come. This is another Aussie business, right? 25% pickup rate.

Okay.

You know what I mean? So 51% contact rate. So as you can see, like, you know, the dials is sort of irrelevant because, like, if you have a good pickup rate, your dials will be lower, but your pickups are high. So, like, from $800, 200 pickups and 50 conversions, like, that's great. You know what I mean? So, yeah, like, it's good, you know? So I think having a good dialing scheme helps, like, for your volume, you could arguably use your phone. Now, the. It depends on your position in the business. Like, if it's your business, you know, I mean, which I'm assuming, so it is, then you can do that. If it's not your business, you can't do that.

Okay, got you.

All right, so, yeah.

Thanks, mate.

Appreciate it. No worries, bud. Someone's commenting. I'm glad I'm not the only one thinks GHL sucks Assad.

Yeah.

Yeah. Hey, whoever keeps telling me to write their sales script, I sort of can't do that. People commenting. How about. Hold on one second. How about Buddy?

Matt. Happy New Year, brother.

Good to see you too, man. Let's do it. Who's here? Ben.

Yep.

Yep. Can you be my project buddy?

Yeah.

Oh, did that guy close, by the way?

No, he's wiener. What? He might.

But he told me. He told me he's in.

I know.

He tells everybody he's in, bro. And then he just.

He's.

He's being a weenie.

I'm gonna give him a call.

Yeah. Anyway, thanks for talking to him.

I'll give him a call. That's unacceptable.

All right. Event. So lead generation for car dealerships.

Okay.

Zoom call. You want to sell more? Sell more cars.

Gonna move more middle, baby.

All right. Hey, Ben, it looks like we booked a call today for us to, I guess, for you guys to move more metal. Is that right?

Yeah, yeah, that sounds right.

Awesome, brother.

I guess.

So, what was it about the app that made you want to reach out to us and book this call?

I don't know. Just scrolling last night and it looked interesting, so I figured I'd see what you guys have got going on.

Yeah, for sure. And I'm sure you got, like, bombarded with a bunch of these ads, right?

Yeah.

Is there. Was there anything in particular? Is kind of, like, stuck out you.

No, I mean, just I liked what you guys were talking about, about, you know, selling more cars, so.

Okay. And how Many. How many cars you guys sell now, Ben?

We do, like, like, 200amonth.

Oh, cool. What's the goal?

I mean, I don't know. As many as we can, right?

Yeah, for sure. I mean, I'm sure that you've been wanting to grow this place since you guys have opened it. Is there any goal in particular that you turn ahead to? I mean, 200 to what? What are we turning?

Hey, that's good.

I mean, a lot. I mean, if we got to, like, 300, I think I'd be happy.

Okay, and then what have you been doing to get to 300?

That's good?

Everything, dude.

Everything.

Yeah, you know, we've been doing radio stuff. I pay for radio. I got billboards going on. I got one of those guys twirling the sign out in the front. Like, I've been doing a bunch of stuff.

How long have you been doing that for?

Well, a long time. I mean, I've kind of upped the efforts the past six months or so, but.

Okay, so it sounds to me that that's what you've been doing to sell 200 cars, right?

Yeah.

Okay. Have you been doing anything out of. Outside of that to actually move the needle towards 300?

Not really.

Why not?

Well, that's why I'm on the call with you, right?

Yeah, for sure. But why haven't you tried anything else? Like,

I don't know, dude. It just felt like, you know, it was time to try something new.

Okay. I guess. What kind of shifted recently then, for you guys to be like, all right, we gotta. We gotta start doing something new here for us to finally hit our goal and move 300.

Tell you what, man, you're way more pointy. You've been taking on the feedback. Yeah, like. Like, it much more pointy. Used to waffle, like, a. You know, get stuck in that. That's good, man. Like, I think that your expressiveness has got better. Like, it's far less robotic, and you're kind of like, you know, like, I think, inviting of conversation. I think that. I like the fact. I think your thought process was really good. Going into the what shifted? Question, I think was great. I think some of your questions were a little difficult to answer. Like, they were just worded in a way that was like, a little bit like. I felt like the only answer that Ben could give was the one that he gave, which is like, I don't know, man. You know, so. So it's sort of like, you know, like, that's so. I think maybe it was a brain Buffering thing. I was like, okay, so that's what you've been doing in order to get to 200 cars. But like, you know what I mean? So it was like, I think your br. Buffering a little bit, which I think is totally reasonable and fine. But, and, but I think like, I think a little bit more concise. But overall, man, I thought that was, that was pretty good. Well, like how have you been going recently?

So the one thing like, how do

you mean like in terms of your sales? Oh, good.

I've been testing new things. I've been pitching with that without pitch decks and I've been closing more. So I definitely feel a lot more confident. You know what's crazy, Matt, the one thing that did it for me was I watched one of the videos from a car that wasn't able to attend and it was something about you saying how you should be able to go towards other parts of the scripts and then bring it back up. You know what I mean? Like if you want to go to like a different part of it, like hey, how many like what do you like, how many more sales are you looking for? And then going back to actually get the other questions responded to. You should be able, you should be comfortable doing that. And I was like, oh, okay. Like it. A lot of people think that it's just like a one way highway, you know?

Yeah.

No, no, there's no rules. There's no, there's no, there's no sales gestapo. There will be when I'm, when I'm leader. When I'm leader of the world, there will be a sales gestapo. But until then, until then, right? That was good, man. I liked it.

All right, thanks.

You know, surprisingly not disappointing. It's always good to be not disappointed. Alrighty, who's is it? Chew. Chews up.

Yes, sir. Hey, just quick question for you. So I, I think my closing rate ratio is right now is about 30, 33 of people who I present to.

Right.

So

like I do a lot of dialings anywhere from like you know, about 300 to like 600 per day, just depending on the amount of people I talk to. Right. So the question I have for you is like I want to do more presentations. So should I instead of focus on just dialing maybe like outsource of my. Some of the activity into like you know, hiring a dollar or, or you know, investing more money to know maybe better, better dollar per se. What do you think, Matt?

Can you say that one more time? You, you would like figure you want to figure out where where you want

to get, like, how can I increase my. Yeah, where should I increase my, my resources into? So that way basically instead of me, just focus on dialing people maybe do like live calls or like, like live transfer or, or maybe like they're.

They're just different lead sources, right? So like, I mean you should, you should trial them, you know. But like, I don't know, you know, live transfer is way more expensive and then you've got the 10 to 30 second rule, you know, I mean, they go and all that kind of shit, right? So, you know, it just depends, like if you're good at dialing. It's a, it's a difficult ROI to beat. You know what I mean? Now if you're doing like 600, $600 a day, I would say that your dialer's shit. You just can't get through that many jimin. Like if your pickup rate is yeah, 2%, you're using wave or something.

I'm using Kixie.

Yeah, it's the same. So they're all the same. Just so you know, they're all in the Twilio. They're just like Twilio skin. But yeah, so like that's what makes it tough. Yeah. You know what I mean? Like when you have to dial like that crazy amount of like just. And you're listening to a dial tone for an hour and a half, like that's really difficult. So, you know, if that's the reality, then what I would do is I would use that pickup rate tracker. I would find what times of day the outbound is effective and then I would be outbound in that time because chances are like you're gonna get half decent pickup rates between 9 to 11 or something like that. And then it's shit from like 11 to 3, you know what I mean? And so like take live transfers from 11 to three, right? But like that's not gospel. I'm saying, like that is an idea. You would have to try it, bear it out, figure out your pickup rate per hour. The new dialer dashboard is actually going to be sick. It tracks pickup rate, dials per hour, pickups per hour and new leads in per hour. Which is going to teach people because rostering, I've actually realized, is incredibly important. And the rostering for you is when do I dial? Because that's what I would do. I would have a look at when is outbound really effective? Because you don't just want to be reliant on one singular source, like live transfer stuff and then just, just Play around with it like, there is no correct. There's just what works. And then that will shift and change month to month, quarter to quarter.

Gotcha.

Okay, cool. Thank you.

Yeah. Who's next? Jeff, My name is.

How's it going, man? Did your titles kill me on YouTube?

What's this one? Is it like, former special sniper teaches special needs kids how to. So I can't remember. Yeah, yeah.

I think last time you taught. You taught us Africans how to close. So thanks.

Yeah. Billionaire sales beast teaches poor Africans how to. How to close deals.

I do.

I said it was racist, and I said, Africa is a continent.

I was like, it's not a racist, people. So you. You helped me with my. Like, I think I was telling you, I struggled with, like, the beginning of the pitch. Not the pitch. Like, we gave it a call and I did the three categories. Yeah. Smoother. I was able to close a 10k deal. So this African kid is benefiting. So. Thank you, Bill. And there.

Nice one.

But anyways. Yeah.

So if I had to pick a continent that you were from, I'm just saying it'd be that one. How would you know? Exactly.

So I. I want to role play spouse. Objection.

Okay.

I'm on. I'm on a marriage offer. Yeah. So, I mean, it's already a tough enough as is. I don't know if.

Hell yeah.

You have any pointers before I go into the role? See me. I don't know.

Ben, can you be the prospect again? Is he here?

Yes.

Yes. So, Ben, you're a guy. You're not in your situation. You're in a troubled marriage.

Okay.

Yeah. I mean, so.

Yeah.

And you're gonna give, ironically, a partner objection to this marriage offer.

Okay. All right.

All right. Yeah. Okay, I'm ready.

Yeah. So that's pretty much everything, Ben. So. Yeah, it'd be 12, 000. How would you like to proceed?

Yeah, no, it. It sounds good. Like, I just.

Yeah, well, what sounds good?

Yeah, just like, you know, everything we talked about, you know, ABC getting me to xyz, but I just really like to go talk to.

What about abc exactly. Like or specifically makes you feel good about this?

Yeah, I think it's just like the. The accountability that it gives us, you know, having somebody there coaching us along the way is like.

Right.

What we really need.

Definitely, brother. And with the accountability piece, like, what is it about that specifically?

Dude, it's just like, you know, when. When you're fighting and there's no mediator, it's hard to know who's right. And who's wrong. So it'd be nice to have us, like, working towards the. The same thing.

Sure. Sure, brother.

Yeah, brother. So for you, then, if. As far as, like, getting that accountability piece, like, where do you like to go from here?

Yeah, I just want to talk to

her about it, man. Like, I just want to make sure that I can get her on board, because, like, if I don't, then what's even the point, right?

Like, that makes sense, and I appreciate you sharing that, Ben. I guess, money aside, do you feel like this could be the answer for you?

Yeah, I mean, I think it could, as long as she.

Yeah. What makes you feel like it could?

Oh, you just what we talked about, dude. Just, like, that accountability stuff. I think that, like, if, you know, if she can buy in, then, like, that could be awesome.

Yeah, that makes sense. And I guess in addition to the accountability, like, anything else that you feel like is, I guess, the key to the castle and helping you be able to become that man who she wants to be with.

I mean, it's a rough. That's a rough way of putting that, but I think I like the. I like the premise. I just think the wording could be tweaked, but let's keep going.

Okay.

Yeah, dude, I think. I mean, it's kind of the same thing. It's just having somebody to check me, too. Not just us, but me. Like, I'm sure I get in my own way, you know, doing things and having a different perspective is. Would be really important for me to make sure that I'm taking the steps to, like, be a better husband. Right?

Definitely.

Okay. All right.

That makes sense. So for you, Dan, just having to check with the missus, like, let's say that she was a fly on the wall on the conversation. Or better yet, let's say that she was a silent listener. I have her on three way, by the way. I'm just kidding. Then she's not. She's not on the call, but let's

just say

that's a bad.

Let's just say that. Let's say that she has the context that you do now.

Yeah.

Like, how do you think she'd feel about you, you know, getting that accountability that help just to become a better husband?

All right, so I'm gonna time you out here because for this offer and this objection, I think you got to go a little harder in the paint a little earlier and be like, what,

before the pitch or. What do you mean?

Well, this is.

This.

This isn't before the pitch is It.

No, no, it is after.

Yeah.

I was just curious, because the real. The real crux of it is what happens if she says no? So, like, you're kind of flirting around that you need to get to that foster.

So don't even do the price thing.

Well, like, probably not, because you're gonna get that next anyway. So you could do the first bit, be like, oh, like, why do you think so? Okay, makes sense. And let's just say you go to your wife and she says no. What happens then? Or you could wrap it up and go, okay, so at least you feel like it'll work then. Yep. All right, sweet. So let's just say you go to her and she says no. Because at the end of the day, whose responsibility is it to save the marriage? Like, who? Like, are you gonna. Either. Let's just say this goes well or it doesn't. But have you done everything, or are you gonna have regrets? Right? So it's like, if she says no, then do you do it, or do you just give up and you go, no, you know what? That I'm doing this. I'm gonna do everything I can do to make this work. Right? So it's like, ultimately, men, what do you want to do? This is your choice, dude. Not hers, not anyone else's. Yours. So you show her that you're gonna fix this, or you ask her if she wants to. You know what I mean?

So, like, that's.

That's kind of the line in the sand for.

For this.

Because, like, who cares about the partner's permission in a. In a saving marriage offer? Like, that's ridiculous. Like, especially if it's about being the man, you know? I mean, it's like. Like, yeah, I mean, does that make sense?

No, that makes perfect sense. I appreciate that. So basically, just. Just put a bow on it. I do the price thing because I think in the beginning when he said, like, sounds good, I just interrupted him. But let him speak his piece, do the price thing, and then just go for the jugular. As far as the spouse objection.

Yeah. Because the big thing is, like, what happens if she says no? Like, that is the. That is the most important thing about a partner. Objection. And they're going to talk around it. They're going to be like, oh, you know, that wouldn't happen. Stuff like that.

Right?

It's like, yeah, what if it does? No, you know, we have to talk about it. Okay, but what if she's had a bad day at work? Becky's been a. And she's like, you Know that Becky at work, right? She had terrible, terrible day, and she's just in a badass mood. You guys aren't communicating well as it is at the moment. And then you're like, hey. And she's like, no, listen, I just can't be. I just can't deal with that right now. Right. Do you go, okay, or do you go, no, this is what I'm. We're doing, right? You know, I mean, and I'm gonna lead us. Which is what she wants anyway. I'm gonna lead us into fixing this marriage. Like, which option do you take me? You know what I mean? So especially if it's like, if any of that stuff comes up about, like, you know, you know, a lot of these problems arise from, like, women having to be in their masculine. Because they have little beta cuck husbands,

right?

No, it is if you. If you meet like an unhappy corporate woman, like she has a fully blown baiter of a husband every time, it's like 100 strike rate and they're both miserable.

So one last question.

So would you just slap on the ass and tell them to make a sandwich?

Right?

The same. So.

So with that last question then would you. Would you even bother asking what would be her apprehension? Like, her biggest apprehension or just that noise, man.

Make him take responsibility.

Okay, cool, cool.

Like, this isn't like, this is a BMN offer. Be a man. Like, show your wife that you're gonna fix it.

Got it.

Either call the plumber or fix it yourself. Right? But one of you is going to be laying pipe. Hey, hey, hey. That was brilliant. That was. That was comedy gold, ladies.

That's good. All right. Thank you.

All right, let's go, Jake. Julius like that one, right? Julius looks like with that dirty mo.

I have a question. Sometimes I get these. I don't know if it's type A or what it is, but these people that come in for personal training and I. I find it kind of hard to get like consequence phase or commitment phase because, like, they're already getting a personal trainer now.

So it's like, why are.

There's no really consequence? Because they don't like the person. But I already kind of established the gap.

They don't like the person. They like the results.

A little bit of both.

They're not getting what they want. They're not satisfied. So, like, I kind of get the idea. It's too easy. They're not getting heard, that kind of stuff.

Yeah. Then like, not every offer has to be like a big. Not every sale has to have a big, giant consequence, right? So if you look at, like, the continuum of urgency, right, which is a thing I just made up, which I think I might have to remember because it sounds like a good YouTube video title is like. So you're starting here? Not yet. Why not? Why not? Sorry, I'm trying to make a sale for Ben. Why not? Ig. Sorry. IG ain't getting any smaller. All right? That was one of his things. He doesn't want to miss the boat, right? I'm gonna do. I'm gonna do a boat gif. That's what we're gonna do. Because he said he doesn't want to miss the boat. Boat.

He's so scared.

I don't know why he is. Don't miss the boat, buddy. Sorry. I'm having. I'm trying to. I'm trying.

I'm. Okay.

All right, so we got. So we got where they are now, right? And then we've got, like, the. The. The. The positive future state, and then you've got, like, their problems, and then you've got, like, their negative future state, which is a consequence, right? So with fitness, for example, like, you're far better off doing, like, a massive future state. And then, like, there are problems, and then, like, the consequences, like, you've already built enough, right? So, like, focus more on the positive future state. And then your consequence can be, like, you can do more, like, commitment questions. So you can be like, okay, cool. So you feel like it's time to make a change. Yeah. Why is that?

All right, cool.

Now or later? Now. You sure? Yep.

Sweet.

All right, cool, man. I think that what I do might actually work for you. If you want, I'll kind of take you through how I can, you know, have you stop dreading going to the gym, speaking to some douchebag, and start to be on team Fun with me.

And that's kind of like what I've noticed. Like, I just closed the deal earlier today, like, that it's not lots of this weird. Like, well, how does that. How does that affect you personally? Like, those kinds of weird things like that. It's not my personality. Sometimes I'm just logic.

And it works.

Yeah, for some people.

Yeah. Like, you just, you know, you'll sort of get a pretty good feel for it. But again, like, that, you know, urgency continuum, patent pending. You know, you just sort of think of it like that sometimes you don't need to ask consequence questions. If someone's, like, fat and, like. Like, horrible health and, like, asking that stuff kind of makes Sense, you know, I mean, but if someone's, like, in shape and just looking for, like a new PT, like, my wife always switches PTs, always because she was a PT. So she does, like three to four months of. When she tells them at the beginning. I'll do three or four months and I'm going to switch to someone else. It's not weird, you know, I mean, that's just what she likes doing.

Yeah.

All right, cool. I only got nine minutes left, guys, so I'll try and get to everybody. Simon. Hey, man. What are the metrics you look at when. When you, when you want to increase your commissions? For example, you look at job rate or closing rate. What are the most important metrics you look at? Well, there's nine metrics, okay. No, I'm just kidding. That was a joke because you're German. So close rate, I would argue, is probably one of the least important ones because it's a. It's a. It's a. It's more subjective than people realize. Because I could come into any team and double their close rate overnight, right? People can say, like, no, you can't for sure. Just make it really hard to get in the sales call, right? I just, like, lay down city, right? Their volume would reduce, okay, But I could double their close rate instantly. I could also half it. Just make it really easy to get on a call, right? Like, lead form straight into booking, just, you know, barraged with bullshit. Be like the Facebook marketplace of sales. So that's like, you're in control of that quite, you know, through qualification, pre qualification. I always just look back at, like, how much money I want to make, right? I've actually got a video coming out, I think, next week on, like, how to do projections for business and for yourself, right? But you want to, like, project out your year and then you, you say, like, okay, like, this is what I want to produce. And then you've, you've gotta create, like, what's called an M I N D. Like, it's the most important numbers and drivers. So it's just basically looking, going backwards from everything, right? And then from there, if you go like, you wanna do like an ideal. Not ridiculous, but, like, at the end of the year, I wanna be hitting these numbers, but I'm assuming your close rate's a little higher. Your show rate's a little higher. Do you know what I mean? Like, you're a bit better now than what you were. And like, let's say cash collection, because, like, there's no one metric. There's tweaking. Lots of little ones. Like one of the big ones that people ignore is time. If you have 90 minute calls, if you can get them down to 45, you double your income potential, right? It's an enormous lever that people don't really think about. So if I'm like, okay, by the end of the year, I want to have a 35% close rate within an average cash collection of whatever x is now, plus 1000, whatever, right? Which then increases your front end comms, right? For example, then I have, I want to go from 75 minute calls to 60. And then, and then you say all these things and that produces me 30 grand a month of income, whatever it is, right? You're like, right now I'm at. It would take me 42,000 hours a day in order to produce that, right? Because I have this. Then you line up all the stats, current and future, and you see which ones are the most wildly out. Then you just sort of like juxtapose or transpose that with things that are easy and hard. Like, close rate is a hard thing to fix. Like it just, There's a lot to it, right? So it's like, well, my show rate shift, okay? You are very much in control of your show rate. Even if they're booked onto your calendar without you, you are very much in control. I have taken over. I have put myself on offers as like a secret sales rep. The sales team has a 40% show rate. I immediately have a 90, right. Just because I'm not a. Like, there's so many simple things that you can do to get people to show up. Like you can call them beforehand. Like you can literally. They book in 5pm, end of your night. You call all of your appointments for tomorrow. Hey, man. Just confirming that you're going to shop tomorrow. If there's anything you need for me, let me know. Or you send them a text message the instant they book, right? Stuff like that. And you can get really high show rates, you know, I mean, and then from there it's like, okay, cool, cash collection. Like cash collection is a really easy one to move because you can just start pitching $500 more, right? Like it's not going to make a difference. But if I usually do two payments at 2500, I'm going to do one payment of 3000, one payment of 2500. It's like an easy thing that you can change that gets you more money, right? If you're then saying, oh fuck, my calls are 90 minutes, I need them to be at 45 then what you would do is you would then review your calls with the specific and singular minded focus of where are things taking too much time? Then you find them and you, because you're not now reviewing a call and like, for no reason going like, sucker, I'm good or whatever, right? It's just like, okay, that's a rabbit hole. How do I avoid it? That's a rabbit hole. How do I avoid it? Was that question productive? Was it not productive? So now you're actually like focused in and you're able to reduce the amount of time and you go, okay, I'm going to have a goal of reducing five minutes a month, right? And it's like, these are real tangible things that you can do. That's not rocket surgery. You know what I mean? Yeah. By the way, Hellman, is that guy next to you paying? Is he paying the membership? What's going on here? We got a freeloader here. I'm just kidding, buddy. Right?

Charge him.

You can stay. Right? These are a MasterCard, Amex or diners.

Right.

All right, so. All right, cool. Does that help?

Yeah.

Thank you so much. Yeah. Sweetness.

All right, cool.

I got time. I gotta do Halbon. I don't think I have time for yours. Your second one, G. I apologize, buddy. You're on mute. You like conviction?

No, that's all right. I even raised the hand there. Here. So we're good.

Okay. Cheat two.

Perfect.

Cool train.

Hey, question. So when it comes to spousal objection. Would it be better to pre handle like the beginning by asking them, hey, does your wife need to be here in order for us to, you know, make the final decision?

I mean, it's a bit crazy, isn't it? I think you can.

It is.

Does your wife know her on the call. Are we on a bit of a secret mission? That's my kind of go to. Right? It usually has like, they do like the nose laugh. Secret mission. Like it's one of those ones. But then like, there's nothing you can do to really pre handle it. Unless you like, just go hard in the paint and then in the coal. Like there. There's nothing you can do to truly pre handle that. Objection.

Okay.

You know, I mean, so like, because you just got to figure out if it's real or not. But I do like going, hey, does your partner run this coal? Are we on kind of a bit of a secret mission?

Here they go.

No.

No. Okay. They're supportive of you kind of, I guess, getting protection in place for the family so that in case something does happen, God forbid that you guys are okay and you're not, like, you know, sucking dick on the corner to be able to pay for the mortgage. Yep. Sweet.

Right?

You don't want your wife to be prostitute.

All right, perfect.

Let's move on. Right. So, you know, I wouldn't say that specifically, but, you know, the sentiment is there, so.

Yeah, perfect. Got it. Awesome. Thank you.

All right, good stuff, guys. Appreciate you for the people watching YouTube, you freeloading fucks. If you want to get on it, then you can click the link somewhere and give me some money. I know my. My kids would appreciate it because they're starving. Just help out a struggling entrepreneur. All right, team.

Thank you, Matt.

Have a good one. Bye. Bye.