How to Start Conversations That Convert

And so the way we go through these calls is just nice Q&A style.

There's—

I'm sure I could come up with some bullshit to just talk at you guys for 45 minutes, but I'd rather just answer your questions. So how can I help? Somebody kick us off.

So for kind of a— oh, rip it, Todd. I'll raise my hand.

Uh, it's all right, dude. This isn't school. You can talk. Go ahead, Holden.

Cool.

So for kind of identity selling, my idea is we're connecting kind of who they are with the actions we want them to take, right?

Yes and no.

Um, so I guess like, how do you come up with kind of the framework of like, these are like the actions that I wanted them— you want them to take, right? Because my kind of idea is like, you're selling to a mother, and with like health coaching, it's like, oh, you have to take care of yourself before you take care of others.

Yeah, this is super important. Uh, it's not just about connecting that to what you want them to do. It's also about listening to who they are and helping them feel understood, like using identity to help them feel understood. Uh, yes, I do offer private coaching. You can— if you shoot me a DM on Facebook or Instagram, we can talk about it. Um, but it's— if you help them feel understood, you can do both at the same time. And so I'll actually just share my screen. The, the issue I think with identity, and people are starting to talk about it a lot more, and I think this is what's causing the issue, is you have a bunch of people on YouTube and IG talking about identity that actually have no idea what they're talking about. They probably just heard somebody like myself talking about it and then they try to label and it worked, and they're like, oh, I'm the king of identity, baby. And I think there's a big difference between just throwing a random label out there and actually selling through identity. And if you're selling through identity, you have to— number one, you generally are not going to start doing it super early. You can, but it's not— when you do it early, it's not about connecting identity. It's just about creating more openness and getting them to relax a little bit more, usually, right? Versus like create— building the buyer with identity, using identity to build them into the buyer and to actually take action. That's different than just a label. And what I mean by that, a label is like we just are at the very beginning of the call and it's like, let's say they're from Georgia. And it's like, you know, I love talking. I was so excited when I saw you on my calendar. I love talking to people from Georgia. Every time I talk to somebody from Georgia, I don't know if there's something in the water down there or what, but you guys are just like the nicest people ever. Everybody's just like open, willing to talk about their problems. And then I talked to people from like New York, and it's like, they booked on my calendar to see if we could help them. And it's like pulling teeth just to figure out what the hell they want help with. And so that, that's a little bit different, right? But that's also— it's going to give me a small opening to where they're probably going to be more inclined to be open in those sorts of things. But doing something like that is not going to make somebody buy at the end of the call, to be clear. It might increase your chances slightly. What we're doing here with this identity that the The format that I'm going to show you guys is, number one, everybody here has to commit to using it ethically, because when you get good at it, you can get people to do almost anything you want. We all on the same page there? Cool. I'm sure if you weren't going to use it ethically, you would lie to me anyways, so doesn't matter. Um, it just sounded cool to say. So step 1 is seeding. You have to seed the identity first. That is step 1. And usually you're going to seed the identity a little bit into the call. What you're listening for is that moment where like you understand them and it's like, oh, I got it, I understand why we're here now. And the way I'm going to seed that is usually going to start with this. Okay, yeah, this makes sense. I get it now. Yeah, it sounds like you're just the type of person. It sounds like you're just the type of mother. Sounds like you're just the type of father, right? And it should be— it's a short and easy sentence. If you make it too fluffy and you— if you like, you know, if you— if you're like giving them all the kudos in the world it's weird. It should be a short and concise sentence that just says, I understand. It's like, oh yeah, no, that makes sense. Okay, it sounds like you're just the type of mother that, like, you know, you just realize that this stuff is important. And maybe I want to get to the mother part, like you're talking about, Holden. Like, with fitness, I want to connect it to being a mother and a leader, but they're not necessarily thinking that right now. Okay. Yeah, that— no, that makes sense. It sounds like you're just smart enough to realize that if we want different results, then we have to— we have to do things differently.

Yep.

See how easy that is to latch on to? Yeah, like super easy. Okay. Yeah, no, that makes sense. It sounds like you're just smart enough to realize that, like, your health is everything, and if you don't have your health, you really don't have anything. Yep. Cool. You know, let me tell you, it's refreshing.

It is.

They're just going to say yes to that because it's super simple, super easy. Everybody's going to latch on to it. And it's also just me telling them that I understand. Let me tell you, it's just refreshing to talk to somebody that is actually, like, reasonable enough to recognize that. You know, especially like, I mean, you're like a mom, you have kids. Right. And it's like sometimes it just burns when I'm talking to people because it's like when you have kids, what do we all know about kids? It's monkey see, monkey do, right? It's not do as I say. They never do that. They're going to do as you do. And so it's like it's more about being a leader. And, and I just say that because I talk to a lot of people and some people it's like, I mean, we all, we all want to do the right things and we all, you know, we all want to be healthy and that sort of thing. But a lot of people, they're just I mean, you know what I mean. They're not bad people, it's just they get in their own way, and it's like they're always talking about— never actually do anything. And then their kids do the same thing. I mean, you know what I mean. We've all seen a situation like that. And so that's stage 2. So step 1 is seeding. Sounds like that was the first sentence. Stage 2, now I'm gonna water. And when I'm— when I'm watering, this is the The really, really important— it's positive association, then negative association. So positive thing, negative thing. And again, if I go over the top with either of them, it's weird. So it needs to be conversational and not sound like some— like I'm, you know, I don't want to sound like I'm, I'm just like hailing them and worshiping them. But I also, on the flip side of that, with the negative association, I don't want to sound like I'm making the group of people that I'm talking about the devil.

And are you pausing during this to get buy-in, like saying like, right, do you understand and stuff like that? Or you just kind of saying it?

No, you're just saying it because if you pause and you say like, we don't do that in real life conversation. And so sometimes salespeople do that all the time. It's like, right? Do you understand? Are you with me? And it's like, that's weird, especially when we're talking about identity. If we're talking— if we're teaching them how to lose weight, that would make sense. I'm educating you. But if I'm just telling you, God, I love— I enjoy talking to people like you, and I'm like, right, you know what, that's weird. And so I need to get the whole bit out, positive and negative, which is why it has to be fairly short and concise. Let me tell you, it's just refreshing to talk to somebody who actually realizes that. It's probably come— it's probably because you're a mother. You were talking about your kids. It probably has something to do with that. You know, that's the thing about being a parent is you start to realize that as much as we want it to be do as I say, it's not. It's monkey see, monkey do. And it's just like there's something about being a parent that you're automatically like the leader because they're going to do as you do. And it's, it's just kind of sad, you know, because I talk to a lot of people and I'm not saying they're bad people or anything. Like, I just don't— you know, some people just don't realize it where it's like, you know, they want to lose weight. They know they want to be healthier, but they just never make time for it, you know? And it's like they're always going to do it tomorrow and tomorrow never comes. I mean, you know what I mean? We all know somebody like that. Step 3. So I've seated. I've watered. Now I need to shine some sun and then the plant will grow. And so how do I shine the sun? I'm going to then do this, and I can reword this a few different ways. But the question is, have you always been that way, or where does that way of thinking come from? And so what's happened now is I've seeded the identity, I've expanded the identity, and now I'm anchoring it. Seed, expand, anchor. And so that, that, that last question can sound a few different things, a few different ways. It might sound something like, I might just ask sometimes, have you always been that way? Like, were you raised that way, or where does that come from? Were you just raised that way, or where does that come from? But I can also soften it and be like, you know, I, it's, uh, Maybe I just love talking to people like you because, like, I haven't always been good at that. It was something I had to learn, you know, I messed it up quite a few times and, you know, just had to learn from my mistakes. Like, were you just raised that way or like, where does— like, where does that come from? You see it? Makes sense. And they don't always have to be in absolute succession either. Like, you could fit that into the script, right? You're on— you're in committed, and so I know what you're selling, and so I can— okay, yes, okay, I know that makes sense. It sounds like it's one of those things that it's like you're, you know, you, you, you recognize that like life goes on, and so you, you know, it is what it is if this continues, but you're also smart enough to realize like, okay, If I could do something about this, it'd probably make my life better.

Yep.

And then maybe I ask another question that's on the script, right? What, I guess, like, what, like, what has that looked like? Like, what stuff is it like? What is it holding you back from doing that you used to do? Oh, this, this, and this. You know, it's refreshing to talk to somebody like you that is actually smart enough to realize that, like, life doesn't have to be that way. And see, now I'm, I'm littering it throughout my script. And so I can still accomplish the script and the bit at the same time without just throwing the bit somewhere in there in the middle. I just layer it.

And will you ask a question early on to get them to tell you, kind of like a potential identity that you can then start doing this process with?

No, I'm going to take the identity from just the thing, the actions that they're telling me. The— what I'm listening for is the things that they're justifying, because that's what we're basically doing, right? As we're in the beginning of the sales process, we're asking them why they're here, which then forces people to justify their, their thought process. And then I take what they're— the things that they're focusing on as they're justifying, and I turn that into identity. So now they can't— there's no out because I'm not making the identity up and just throwing some label out there. I'm saying, because you're doing these things, these things, and you're just the way you're justifying it to me, because of the way you're explaining it, sounds like you're this type of person.

Yep.

And that's how I— that's how I make identity work every time, is it's not me just throwing a random label out there. I'm basing it off of the things that they're justifying to me. Now, the key to that is I have to wait long enough until they've justified And all I'm waiting for is just when I feel like I actually understand and I can get that sentence out. I'm just like, oh, that makes sense. And basically up until I'm there, I'm just clarifying.

And if you don't have like a label like mother or whatever, do you just say like person?

Yeah.

Cool.

Yeah, kind of guy. Doesn't work as well for females unless you are a female, right? Because you're not going to say, oh, it sounds like you're just the kind of woman, uh, the kind of girl. Like, usually that isn't— it's, it's clunky, right? So I just say person. But if I, if I, if I was a woman, then I would— I could say some shit like that because women can call each other girls, right? But if you're a man and you call the wrong woman a girl, you're now a misogynistic asshole. Trust me, I've been called one plenty of times for doing that same thing, bruh. Um, and, uh, yeah, girls don't like that, right? See what I did there? And so, yeah, you just have to not make it weird. Okay, yeah, that makes sense. Sounds like you're just the kind of guy But at the same time, if it's a dude that's 70 or 80 and I say that, 50/50, right? In that situation, oh yeah, it sounds like you're just the type of man. See the dynamic difference? They don't even have to be like any— anything above 60, I'm probably saying man. Maybe 50 to keep it safe, depending on the language they're using with me. 40 and below, I'm probably good with guy.

Can I— sorry, thanks, brother. I was going to ask, do you typically do that after like a certain part of the script? Is that like after— is that typically after the tangible? Is it after or like Like, where would you, I guess, put that in the script? Or like during, I guess, maybe the problem awareness?

It can kind of happen wherever. It can kind of happen wherever. Where I typically use it is into problem awareness. Like after, after kind of, because you have the beginning of the call, if you want to call that connection, sure. Right. In connection, it's like, why are we here? What's the goal? And then I have questions about what they're currently doing about goal. Which if you've been through any PQ, you would probably call those situation questions.

Mm-hmm.

And then at the end of those questions, I'm usually like, oh, okay, yeah, I get it. I get why we're here now. Sounds like this. Yep.

Mm-hmm.

And then I use that bit to go into problem awareness.

So that seed the identity is kind of the transition into problem awareness.

Mm-hmm. And then at the end of that, right, the end of that sequence that I gave you guys, it's like I can ask logistical question. Usually what I'll do at that point is I'll say, depends on what I'm selling, obviously, but this builds a ton of urgency because now what's happened, they've told me the goal, what they want. They've told me what they're doing about the goal, right? And now they've told me why the goal is important to them. Based on who they are. Not just logistical problems, it's who they are. I'm to identity. And then they probably just told me that they've been that person for a really long time. Have you always been that way, or where does that come from? And I've never had anybody be like, oh yeah, I just learned that a year ago. Every time it's like they tell me a story from 20 years ago, or yeah, I was raised that way, that's how my parents raised me. And then, um, it's just usually they'll either tell you a situation that got them thinking about fixing this, right? They'll start telling you a story and that's like what got them thinking about solving whatever problem you're solving. Or you just, so how long has it, like, I can tell it's super important to you. How long has this been on your mind? Or I can tell this is really important to you. It sounds like this has been on your mind for quite a while. If I'm— if I ask it as a question and everybody's giving me a short duration, then I'll change it and I'll do it like that. Okay, yeah, I can tell this is important to you. It sounds like this has been on your mind for quite a while. Yeah, it has. I guess I'm missing something. I feel like I'm missing something because I get it. I can— I completely get why it's important to you, but I feel like I'm missing something. Fill me in. You're holding out on me over there. Why don't you already have it? You know how much internal tension that just created? Because now I have taken what they want and what they're doing about it, linked it to who they are as a person, and they linked it. And now I'm just like, Okay, like, why don't you have it? And, and what's happening is they're starting to realize, oh shit, I'm not acting in accordance with who I am. And we— and as soon as people are aware of that, we have a big need to change it. If there's no awareness of that, then sometimes we won't even realize it. But we do it too. You guys ever gotten into a bad habit cycle? And then 3, 4 weeks in, maybe a month, it could even be 6 months, and you're looking in the mirror, you're like, who am I, right? You put on, you put on 10 pounds, you can't see your abs anymore or whatever, and it's like you're looking in the mirror and you're like, who the fuck am I? And all of a sudden you fix it, right? Because the awareness was there. And that's what that does, it just brings the mirror out and it's like, hey Makes sense, but why are you not acting in accordance with who you just said you were? This is a fun one. What's going through you guys' head? I know there's questions, but you're all being silent, but I can see the questions in your eyes.

Do you consequence them too, using that identity that like has been happening? And like, what happens if, you know, you never become that mother who does care about, or who does get fit for their kids so she can be the role model?

Um, you can. It just has to be like not weird. And so it kind of depends on how the identity lands. I'll usually do consequence or cost of inaction or whatever you want to call it. I'll I usually would do it as a statement first, see if I can get it as a statement and then ask the question because sometimes it's a question that like doesn't necessarily flow in a lot of our conversations. And if you're in an offer that, like if you're in an inbound offer where they've been through a bunch of organic marketing, you can ask whatever you want and you can push back on 'em quite a bit. But if you're doing like outbound or there's not a bunch of, like the marketing is not super strong, consequence can sometimes be pretty awkward. And sometimes it's like it pushes people the wrong direction where you've built this, you've had this entire sales call building connection, building rapport. And then, um, sorry guys, the blue light is just gotta be messing with my ass. Um, you built up all this rapport, all this connection, and then you ask the consequence question and they go, oh shit, none of that was real. This was a sales call. And they feel duped. And so I'll usually do it as a statement first, and I'll do it very similarly with identity. I'll say— so I do that bit, future pace, you know, we go through the future pace and I'll say, okay, yeah, this all makes perfect sense. Like, it sounds like you're just the type of insert identity, right, that realizes this is important, right? And you've looked at it in the past, or even if they haven't and you've thought about it, and really just like life's been busy and it's, you know, kind of gotten out of the way, but you know you probably should do something because it sounds like if things keep going how they are, that wouldn't be ideal. And then they will either tell me the consequence question, the answer to consequence, or they'll go, no, they wouldn't. And guess what I just did? Now there's social context to my, my consequence question. It's not a weird question anymore. It seems like you thought about that. What would things look like if they just, like, kept down the same path that you've been down?

I have two questions, Kaden.

Yeah.

One, like, industry-specific, like when it comes to the insurance industry, Kaden, is there like a specific way that you articulate it? What kind of like the natural demographic that, that maybe—

Final expense.

Final expense.

Yeah, I'll just show you. Let's pull up the sniper script, baby. I have this sniper hat. You guys want to know something funny? It's actually landed me in a couple of awkward conversations. I think I'm just going to start lying to people and telling them that I was a sniper because it sounds more fun. Um, but I have the sniper hat. It's for sniper insurance because of Matt Ryder. So somebody was a sniper. I've been wearing it. Ooh baby. And I've had twice now in the grocery store, these old freaking vets turn around to me and go, were you a sniper? I was a Marine. It's a pretty hilarious conversation. Um, so consequence— let me share my screen. This is how I do it, bro. That, that transition statement that I just gave you. But again, you have to, you have to tailor it around the person. It does have to— it needs to be tailored around the conversation you just had. But that's what it will usually sound like. I actually have liked Ideal way more than Easy.

Exactly.

Copy that. And then I'd like to kind of like just shift gears into like kind of like the outbound, the outbound, if that's okay.

Hold on. Let me come back to Todd's question because he was actually a gentleman who raised his hand, unlike you, you frickin' asshole.

Sorry, Todd.

All good, all good. Appreciate it, appreciate it, guys. Caden, how's it going? Appreciate the— all the value so far. I'm pretty new into the community. I'm just starting on this offer right now. It's health and fitness coaching for executives, high-end professionals. It's through LinkedIn, and I wanted to get some kind of feedback on more so at the beginning of my script. Um, I don't know, like whether it's the opener or just how I go into it.

So you're— are you cold DMing on LinkedIn and then LinkedIn ads?

LinkedIn ads. And then, um, a number comes in or a lead comes in, uh, so it's a two-call close. So the first call is, um, it could be one-call close if they're open, but chances are they're pretty busy. So within like 5 to 6 minutes, I try to get to, uh, basically right before emotion.

So hold on, you're giving me too much context, brother, and you're losing me. Okay, uh, initial reach out, they see an ad on LinkedIn and they reach out to you, correct? Well, they see an ad on LinkedIn, they click, and there's a lead gen form, so they fill that out and that comes to your company, and then you call them. Based on that lead gen form, correct?

Yeah.

Yeah. Okay, cool. And they're expecting a phone call, they just don't know when it will be.

Yeah, kind of like they still kind of click learn more, so they're not fully warm as in like, okay, like I'm signing up for it. Oh, necessarily just like learn more, bro.

They're high-end executives, they put their phone number in, they're not retarded.

Yeah, yeah.

So pretty much, yeah, they know somebody's calling them, brother. If you put your phone number in on a form, you know somebody's going to call you.

Yeah. Yeah, pretty much.

Yeah. Adam, you know that, right? Nassim. All right, cool. Just making sure. Yeah. You put your number in on a form, somebody definitely calling, probably a lot too. But that tells you something, right? That what that tells you is that you have a pretty high-intent person because they were willing to do that and they know the risk of doing that. Like, if I'm doing final expense insurance, sometimes they don't know the risk in doing that, right? And they regret it. They don't know. But if I'm helping people that are below the age of 50, 55, they know and they were willing to take that risk. And so that says something about intent right away. All right, call me. Let's hear it. Okay.

Yeah. So let's say, yeah, I'll just go into it. Ring, ring.

Hello, this is Caden.

Hey, Caden, this is Stas from Elite Performance Health. It looks like you clicked on our LinkedIn post about improving your health while managing a busy schedule. Does that sound about right?

I probably did.

Okay. Yeah. Just so I don't make assumptions when it comes to your health right now, what's the one thing you'd most want to improve? Health, routine, dropping weight?

I'm going to help you, brother. I hate that question. It's too early. It's a great question. Just too early. Outbound. You need a very specific format for outbound. And it's because if we ask them questions that are too hard and just make them— they can be great questions, but if they have to think within the first 20 seconds, people will usually hang up, or they'll tell you, I don't have time for this right now, I gotta go. They'll just give you random ass objections, and they're not random, they're real. And it's because they're feeling like, oh, I thought this was something that was going to be easy. You're asking me questions I have to think about, and I didn't want to think right now. I'm in the middle of my work day. Especially you're calling high-end executives, they're thinking a lot. And if you call them in the middle of that work day brah, cooked. And so I want to make it easy for them in the beginning. Um, let me just call you. It won't be perfect, but I'll just call you. Uh, ring ring.

Yes, speaking.

Hey Todd, yeah, this is just Caden. I was just— looks like you'd asked us to reach out to you. I'm with XYZ Company. You'd filled out one of our forms on Facebook about, uh, looks like improving your health as a high-end executive. Does that ring a bell?

Yeah, yeah, I think so.

Okay, perfect. Just a couple of quick things I need to confirm here. It looks like you put down that your— what did they put down, their age?

Uh, no, no, just I put the least amount of fields.

So what are the fields?

First, last name, number, email, and LinkedIn.

Okay, uh, just real quick here, I just need to confirm. It looks like the email address is 123@gmail.com, is that correct?

Yep, that's correct.

Okay, perfect. Well, the program is for busy individuals that have a busy schedule, and so I'm guessing that you're probably in the middle of something or about to be in the middle of something. And so this call is a pretty quick and easy one. Take 2 minutes here just to see if it even makes sense for us to talk any further in the first place. Okay.

Yep. Sounds good.

Perfect. So when you filled out the form and you reached out, I guess what What's going on? Were you looking to, and like, just look better in the mirror, improve energy, be a little bit more efficient, or what, what, what has you, you know, looking for this in the first place?

Yeah, a little bit of everything. Pretty much you, you kind of said it all.

Well, that's the thing is all of those things go hand in hand, right? Uh, if you're, if your health's not in shape, then you probably don't look good in the mirror. And if you don't look good in the mirror, usually you don't feel good about that cuz you know there's another level. And if you're feeling that way, you're probably not being efficient throughout your day. And it's a, it's a trickle effect and eventually you're just looking in the mirror and it's like, damn, I don't even look like myself anymore. Is that, is that about right?

Yeah.

Okay, well, walk me through what are you doing right now? Like, are you exercising or, you know, nutrition? What, what, what's kind of going on in that side of your realm right now?

I mean, it's ups and downs. Uh, used to do intermittent fasting, and I've been— now it's January, I've been trying to get back into it. The gym here and there, not very consistent.

Okay. Yes, to me it sounds like you strike me as the kind of guy that's smart enough to realize, like, to kind of figure it out, and you've probably done some stuff on your own before, but you probably also are working all the time. And so it's like we have to figure out how to do some of those things and, and keep it condensed and in a way that fits around your schedule. 'Cause ultimately you probably want to make money.

Well, yeah, that's the biggest thing. Yeah.

Okay, cool. Yeah, easy. And let me tell you, it's actually refreshing to be talking to somebody that actually recognizes that and realizes that it's like, okay, you know, I know I got to prioritize making money, but if I put my health first, I probably will make more money. I've just got to figure out how to make it all work. And I just say that 'cause I talk to a lot of people 'cause our programs are all for executives and it's like, I mean, I'm not saying they're dumb, but it's like sometimes I'll talk to them and they're like, I just don't have time. And it's like, okay, well, I mean, do you have 20, 30 minutes a day? Like, it doesn't have to be complicated if we do it right. I mean, you know what I mean? We all know somebody like that.

For sure. Yeah. Yeah.

Can I like, can I ask? Because like, for me, that was something I had to definitely learn. You know, like as I got further in business, I had to learn how to be more efficient. Were you like just raised that way? Like, were you just born that way? Or like, where did that come from?

Yeah, good point. Well, I mean, with, with the line of work that we're doing, we're always trying to be more efficient. And that was the same mindset that I thought I can— if it's possible to apply to health and fitness, that would work nice. It's just, it's been hard. To do this up until now.

Yeah, well, that's what we hear a lot is like— and, and for— in fairness, right, uh, most things, if you don't know anything about them and you're not focused on it, of course it's going to be hard, right? I'm sure business was hard in the beginning, and it gets a little bit easier the further you get into it. This is no different. You just have to— you know, ultimately our job is not to completely reshape everything you're doing But just to show you some different tools, techniques, and make it easy for you to actually implement it and be efficient. It sounds like the main goal here is efficiency. We don't want to— it sounds like we don't want to be working out and meal prepping for 17 hours a week, or even an hour a day, probably. Um, we just want to be efficient and take care of our body so that we can be more efficient in business and probably look better too.

100%.

Easy enough. Is this supposed to be a triage call? Because I've— at this point I have teed it up for a triage.

Yeah, yeah, triage. Okay.

Yeah, book it in right here. Um, okay, here's how— here's how this works. It's pretty quick and easy. Um, I've got another call that I've got to run to, and so let's just schedule another call where we can get back together for 20, 30 minutes and go over, um, you know, what, what our program would look like for you. And we can see if it would work. I'm pretty booked up. Monday, I've got— I could do noon on Monday, or I could do 5. If neither of those work, on Tuesday I've got a 3 o'clock or an 11 o'clock. Any of those work?

Yeah, let's do the Monday at noon.

Okay. Are you familiar— I'm assuming you're familiar with Zoom?

Yes.

Yeah.

Okay, perfect. Zoom work?

Yeah, that works.

Okay. Um, all right, I'll, I'll send you an email invite out, uh, to that, to that email. And then do you receive text messages here on this phone?

I do. Yeah.

Okay, perfect. Well, you know how this thing goes. I'm going to send you the invite. It's probably going to go to spam, so I'll text you and make sure that it came through. Could you do me a favor? Sure, uh, just, just respond to the text when I send it to you. Um, my assistant— I'm sure you probably have an assistant doing the same thing— my assistant just watches over my calendar like a hawk, uh, and so when people don't respond to the text, she'll usually remove the appointment. Um, and so just respond to the text, even if you do, like, even if you change your mind and you want to cancel or you need to reschedule, it helps me if you just respond to us rather than having us guessing. Is that fair?

It's fair. Yep.

Perfect. All right, I'll talk to you on Monday at 3.

Appreciate that, Caden. Talk then.

Boom.

Nice, nice.

I think that was 5 minutes.

Yeah, yeah. Now that's some good stuff. Good stuff.

Cool. Yeah, and it's just a basic structure. It's like intro, Right, which is, in my intro, you asked me to call you. Confirmation question. Frame. And notice in the frame, I get ahead of objections. Right, like a good frame should get you ahead of a couple of things that they're probably thinking, because the whole point of the frame is to put them at ease. Right, I don't— I hate the term status frame. Especially for what you're selling. Fuck your status, right? We all know what we're here for. Put them at ease, disarm them, right? And so, okay, well, here's how this works. It's pretty quick and easy. If you're right, like, you're busy. I'm sure that I caught you in the middle of something. And if you're not in the middle of something, you're about to be in the middle of something. And so this call is going to be a quick and easy one, really, just for us to get some basic information. I'll ask you a couple of questions just to see if it makes sense for us to talk again. All right. They say yes. Cool. Just grab a pen and paper for me. Let me know when you're ready. That's what I'll usually do. You don't have to do that, but it does help because now if, if I— if they grab the pen and paper, what do I have? I have focus. I have undivided focus. Because what else are they going to— they can't focus on that many things. I'm taking up literally their brain. By talking to them on the phone. And now I'm using both extremities.

Mm-hmm.

I've got them focused on me, and then I'm right into, you know, here's my name, number. I think I did that with you. Uh, I might not have though. Um, and then questions, which is just like, okay, what's going on? Why did you reach out in the first place?

Yeah, yeah. That's some really good stuff. Would you recommend it? So because I kind of saw the structure that you're running it to, as my script and what I have now is, uh, yes, I would say a little bit different than what you said.

I'm sure it is.

How much should I, um, yeah, should I just basically like do 180 on the whole thing, or—

should is a dangerous word, brother. You could.

What would you recommend?

I have no idea. Because I, I don't, I don't know you, you know, and so I have no idea. Um, in general, I would not recommend making an entire switch. In general, I would recommend changing small things because you, you, the— remember, in sales you have to be confident and you have to have conviction. And if you change everything, you're probably going to sound like a freaking potato because you're going to be confused, because you will be confused because you just changed everything. And the prospect doesn't know what you're confused about. They just think you're dumb. And so change things in accordance to how confident and convicted you can be. And some people can make an entire change and sound confident and convicted, and they roll with it. Some people need to make— literally change 2 words at a time. And so you just have to find your happy medium.

Gotcha.

All right, everybody. Jeff, I apologize. I don't have time to answer your question today, brother. I gotta run. So, and you have a good weekend and I'll see you guys next week.

Cheers, Kater.

Cheers, Matt.

Cheers.

Cheers, guys.