Matt Ryder teaches the "consequence phase" of sales: make prospects vividly imagine their failures if they don't buy. Paint the picture of what gets worse: stagnant income, family strain, mounting responsibilities. The gap between that future and success is what moves them to act.
Solving the problem is not enough. Getting to the solution is not enough. We have to combine that in what we call the consequence phase in order to make sure that the person does the thing. For the first time, we're going to explore what failure looks like. What happens if in 3 months' time your wife has given birth and you haven't figured out a way to get yourself into a 7-seater car? You're kind of driving around having to take 2 cars everywhere. Like, what happens then? So what we're designed to do in that consequence phase is get them to future pace out the failure in the same way we future pace out the success, because that's what creates the chasm to need to move forward. What I want you to do What I want you to do is I want you to write out your own failure. Right now, if you're at $5K a month and you're barely scraping by, what happens if that continues? You add kids, you add responsibilities, but you're making the same amount of money because you don't figure out how to grow your income. By you going through the exercise, you will have an understanding of how to take someone through that process.
