Million Dollar Months with the Italian Stallion (Marco Cortesi)

All right, guys, welcome to another episode of Coffee is for Closers. Today we are joined with Marco Rotezniper, Italian style. Yeah, The Italian Stallion, head of Southern hemisphere sales. Seven figure per month. Closer. I think we should have that little moniker which I'll go into in a bit. Yeah, Long time member of the sales sniper team group, whatever you want to call it. So welcome, Marco.

Thank you, guys.

Coming up now, right, if you listen.

To this podcast, you will make your first million within three years. I'm going to repeat that. You will make a million dollars within three years of the first episode. You listen to. We don't want pikers. We're not here to save the manatees. We're here to make podcasts. You really want this? You, you listen and review.

Put that coffee down. Wanted to get Mark on the podcast today because last few weeks we've seen an enormous, I guess, increase in sales. I mean it's been steadily increasing over the last year. But just really wanted to have mon and talk about what it takes to be a consistent, very, very high converting sales rep. The difference between guys that are sitting there making 10k a month between the guys who, you know, Marco's on salary, so his common structures are a bit different, but the guys who can consistently pull in, you know, Marco's probably pulling in 50, 60, 70k a month in commissions for the company. Just converting it over 80, 90% week in, week out. And why we have to convert that high where it's all come from. So yeah, man, I guess just want to bring you on and there's a lot of salespeople listen to this podcast and first of all, from where you came from, what's been the big sort of mindset and thinking shifts that have happened over the last, I guess 12 months that have brought you to a place where you just like me, used to just beat the fucking people up. You sold for Cardone, we sold for fitness. We used to beat people up. Like, where are you at now in terms of your thought patterns around getting people over the line?

Totally, totally different. So before I used to think about the cell. Okay. That's the main perspective that change. So right now the approach that we have is like, how can I help? And there helps me mentally to be able to do more calls in a day because I used to get burnt out of the two, three calls because you have to fight with someone. But right now I'm not in an argue with everyone. So I'm just really in a position where I'm, I'm trusted advisors So I can help. And that changes the way how you see your job. Like you went from 3 cell to 20 by generally just trying to understand the situation rather than fight. That's the main part of it.

Just a bit of a background for everybody. Me, James and Marco all used to work for a gym chain company and James would like run stuff and then me and Marco would, would sell stuff. I think our style was very, very abrasive. And then when I went into the high ticket selling, I sort of carried that style over. But it was still very effective. But it was creating a lot of burnout and a lot of issues. And then it took us a little while to convince Marco to come over. Like how long it took us a few months to convince you to come over to the dark side? Many phone calls.

Yeah, I think we had a little bit of a contact on the maybe around March.

Yeah.

And after I made the big move on September.

Yeah, yeah.

Three days, one year. So yeah.

That's awesome, man. Yeah. So I think the evolution that I've seen as a, as a sales manager and James can speak to this as well, has been like, it's been really interesting to see because obviously you've gotten better and better at sales, but it's not until you've taken on the responsibility and in my opinion had the mindset shift away from complaining towards solving problems that you've really started to take things to a whole new level.

Yeah, I mean, I'm a person that listen a lot. Okay. To what people tell me to do. And I go, I'm lucky I got James. And always tell me like, don't complain about things that you can't control. Focus on things that you can control. And that is a big change. And made me say, oh, fuck, you know what? Until now I've been really focusing on the wrong things. Being complaining about the marketing was like, how can I change that? Do that. I can still make sales. So I found that a lot of people get into a way where they don't really listen to their managers because they don't think they're gonna get just different for me, because I'm willing to learn every day. And that's, I think, is what makes me progressively better or what I do, hopefully.

Yeah, like, I've seen a tremendous shift in you ever since we brought on Dan. And having you develop somebody, I think it's given you a back end into the, into the sort of the headspace of a salesperson and having you develop. Because the best way, in my opinion to become a Better sales rep is to develop a sales rep. And you.

Only really master something when you're able to teach it, right?

Yes.

And there's certain nuances that you've picked up that you understand what it's like to be on the other side because you're teaching someone. And some of that frustration comes through. You're like, I can see why you keep saying this now. And then once you'll be able to take that from a separate perception, as opposed to being the sales rep, you're able to fully understand and grasp the reason why things are done, why we do certain things, and therefore accept and run with it a little bit.

Yeah, exactly. Right?

Yeah. I think it's a good lesson for people because, like, if you're out there and you're at a spot where you're, like, plateauing meant develop somebody for free, it'll hold up a mirror to yourself. I'm pretty lucky. Where I get to help develop Marco and his sales skills. And we do our role plays and we do stuff, and I pick up on little things that he does, and I'm sure vice versa. But that kind of allows me to solidify some of those things. And they're all such small things. But, like, it's that kind of nuanced stuff that really allows you to dive deep and have a think about it and then take that to your own calls and my own calls. And because I'm still selling, which I think is an important component of being a sales manager, you can't just be the guy that does nothing, especially if you're in my position.

And if you want to take that to the next level, take on 20 intense.

And there is one thing I want to say which is really important because I being coached right now, because of course, like, part of selling is to be able to take action yourself. And the main things I've learned from the coaching I've done in the last few months, that people care more about other people than themselves. And that's why I've decided to train them. Because I was like, it helps me to understand things about me that I didn't know. And that helps me to sell more people because I get to know myself a little bit better.

So, you know, I totally agree. And I think the mindset between, okay, well, now that I'm responsible for. Because you're responsible for Dan, you're responsible for Balint, you're going to take on partial responsibility for Road Chef for a while and then responsibility for Steve potentially and managing. We know we had a chat Today around like, okay, like, I was like, dude, like, you know the accounts better than me. You go forward, you speak to the account owner, you tell them what you need and then if they can't provide that, then we can have another conversation. But if you need them to do something, then you can tell them that's what you need to do. Like your results are good enough to where you could tell people what to do, not ask. And it's like, hey, this is what needs to happen to get the results that you want. And for me that's awesome because that used to be all me. I used to do that for every single account. I would have to do all the assessments, have a look at everything, speak to all the account owners. But now it's like more and more it's you and Will taking that level of responsibility under yourself. And then you guys are starting to find ways to solve problems that I used to have to solve or James used to have to solve. We're all coming to me with five different funding options. I was like, finally, thank fuck. I've known funding was an issue for like fucking two months and I was waiting for you to fix that. Thank God you've, you've gone out there and find some good funding options. Or taking the, taking the now or taking the leadership on getting a new marketing agency for Vince because the marketing agency they were using was garbage and going like, no, we can't scale that account because it's a great account. And then the only way we're going to do that is if we have a consistent lead flow and then putting in place to mitigate any risk that we have through having a strong follow up game. It's really good to see. And I had a good chat with Will in the car about half an hour ago about all this stuff and about him taking some ownership over the guys over there. And I was like, these are some problems that I identify. You should have identified them already. If I'm identifying them, there's a problem. You should be telling me the problems, not the other way around. He's like, yep, that's good to know. So.

And yeah, just going back to that. Marco being able to tell, you know, clients and people what to do with their marketing, etc. As like a, you know, young junior sales rep coming in, don't expect to.

Be able to do that.

The only reason we can and he can do that is because he commands the respect when he's putting 300k into their businesses every week.

Yeah.

And the difference is the real difference is being a known element. If I come into a business and I can't sell it, it's not me. Yeah, 100%. And I will put hand on bible, it is not me. If we put Marco in a business and we're not getting sales, it's not Marco. And same with Will. We're known elements. So if we come in and we're like, oh man, this is really difficult. We're going to find a way to solve that puzzle. But there's some upstream issues that are causing problems to where three of the best salespeople in the coaching and consulting place on, on the planet realistically can't. If we're struggling, then like good luck with anybody else. Yeah. Because we, we sell at three times the rate of everybody. That's why that thing that I showed you the other day was that top 10. And if you're on that top 10 list, well done. But it was, you know, that top 10 list of sales closers or whatever like that. And it was like Dave Melman, who's just signed up to coaching with us was near the top of it. And he was 225,000 for the month. I thought it was for a week.

I thought it was. And then I said that's pretty good.

That's savage. No, but I generally thought that it was a week. And then I saw that it was the month of August and I was like, fuck, those are garbage numbers. Especially with some of the levels of volume that some of these guys have. Like Dave has 40 sales calls a week, 30 to 40 a week, all pre triaged in his diary. And Dave's a good sales guy, but we're going to make him. He's going to triple everyone on that list. Triple. And then they're going to have to ask why? And he's going to hear because I've been snipered. No other reason. And that's the reason why I took him on. So if you're listening, if you're listening, Dave, I'm going to make you into a savage.

I've been scouted.

Fuck you with the scouted. Jesus Christ. I'm surprised. I bet you anything our fucking, our values next week are going to go from scope to scout.

Yeah, inside joke.

That was funny.

I had to take the chess.

He keeps telling me to make things more snipery. It's like the. Do you know about sniper branding? That's branding.

When I shop uniform and it sells.

I get to, you know, I get told that by everybody. I'm so reluctant to do it. They're like, make more army stuff. I'm like, I don't want to be that douchebag that pretend, you know, has been. I do cool now. I can talk about the cool shit I do now. I make 10 times the money that I did when I was in the army. Fuck. Yes. So speaking of state of sales sniper, where are we at? Fucking crushing it big time.

Well, we just. 20 interns. Marco's gonna have a huge role in that and developing those guys.

Yeah.

Why don't you tell us about Marco dethroned me.

Oh, yeah. Yeah, we can talk about that. Most amount of sales. Most amount of sales in a week.

Okay. I don't want to put it in the things as Detroit.

I'm gonna smash you. No, no, no.

I know it's this one. Like, I have a lot of respect for you, all right? Because you're my mentor. You're the person that, like, if I am where I am right now, I have to give it all to you because apart from the. The role play that we put in the group calls is just, like, the amount of money that you put in the training for us, they get us.

For where we are.

So part of what I do is part of what you give it to me. The other thing is this one is. Yes. So I done. I've done more sales than you. No is a good. But I'm.

It's great. I love.

Doesn't really stop, like. So I've decided to take a big chance. Hopefully tomorrow we're gonna have the answer for that. And if that comes to my terms, then it's gonna be even bigger. And I'm so looking forward to it.

Yeah, we're gonna. We're gonna bail up Crozzy, make him do things our way. We're gonna bombard him with numbers.

It's more likely that I want to build the biggest sales cell structure and the biggest kind of sales department of the entire North America. And that's something that I think is what I'm capable to do, because I got an idea, and I want to. I can put the hours and I can put the effort for it. And he's a great guy. He's a great coach, which is difficult to come across lately, I would say, but.

Yeah, yeah, no, I think it's awesome. I think it's a great thing, and it's really good because it put, like, a little fire in my belly that I was like, oh, okay, okay. People are starting to get serious. I'm going to. I'm going to have to get back get back in the saddle. So I made four sales last week for Jeremy. I'll probably make another three or four this week because I got a few sales calls. But then in three weeks time, I'm gonna sell 30. So I'm gonna sell. I'm gonna sell so many. Everybody. Everybody crumbles at the thought of even attempting it. And I'm gonna sell half a million dollars. I'm gonna sell half a million dollars in a week. And I'm gonna set the buy very, very high. And then Marco's gonna beat it. And I'll be happy and I'll clap the whole way because I take a huge override. So if really I'm always winning. No, no, it's awesome, man. I love it, dude. I'm super glad because it puts a little fire in my belly. I think it's really good to see guys know that those things are possible and that it can be done. And to sell nearly $400,000 worth of contract value in a week is awesome. And that's an accomplishment that shouldn't go unsung. And it's better numbers than most dudes will get in a year, than most dudes will get in a quarter.

I have a feeling it won't go unsung. Just a little sneaky suspicion.

No. Yeah.

I'm sure there might be something coming.

Coming your way. It's all good. All good. What do you think is like, I guess the best advice that you would give someone who's in the position that you were in, where you're a pretty good closer, but you want to get to those world class numbers. What are the sort of shifts that you made that took you from where you were, say four months ago? Because there's been an enormous shift in the last three, three months. Really, it's really started to get exponential in the amount of sales that you've been doing.

All right. The number one which is the most important one is that one that you gave me, which is think like if you paying for the leads because that will allow you to change the overview what you actually. The way how you take calls and the way how you build a pipeline. The second thing is have a strategy. So that means that if you have to get 20 cells and you, you need to have 25 calls or 23 calls or I guess like 40 calls, whatever. Organize yourself. So put in a position where you go to any kind of streamline possible that you can see. Imagine ask your sister, your brother, your whatever to have people in front of you that you can get as much.

Yeah.

And the third one is don't forget that personal development is endless. So there is something that you can learn every day in things that you don't know about. It can be. Everything can be from the way how you speak, the way how you communicate, the way you speak English. That's me. And the way how you yourself so you never your top until like you can constantly learn, constantly improve yourself and people will give you certainty and people will buy for that.

What are you doing now for your personal development? That's endless.

I'm reading a book which is called Awaken the Giants for Tony Robbins.

Ah.

But the way I was. The way I read books is I read books and I take notes. Read books, take notes. Ready?

Okay.

What else you're doing?

You're doing. You're doing coaching with Tony Robbins, right?

Yeah, I'm doing coaching with Tony Robbins, which is one call a week. And we go through a little bit of personal stuff in life. Awakening the Giant is I'm reading, I'm watching Unleash the Power Within Yourself in the. On YouTube. And once or twice a week I do group calls with Dan, which we watch some of other group calls of January Minor that we do that on Saturday and on Monday so we can kind of get up to speed and in the mix. When I have no shows, I do role plays with him and I do follow ups with him.

So yeah, I just think there's a couple of things there. I think the mindset shift of acting like you've paid for the leads is one of the best things that you can do because it really gives you a whole new perspective. And if you can ask the influencer or the business owner that you talk to, hey, how much does it cost to get somebody onto a sales call? And they tell you, you'll be fucking flabbergasted as to how much it costs. Like it could take $1,000, maybe 15, 2,000 bucks. Hopefully it's 500 bucks. Best case scenario, it's 500 bucks. Yeah. And if you think about like, it's terrifying, like some of the numbers that these guys are proud of, where they're pulling in. 25 closes at 10 grand in a month and they've done like 120 calls for the month. It's incredible to me that those businesses are still running. So they might be running at half a million dollars a month, but I mean the amount of volume that they have to get and these closers are running commission only or maybe a tiny, tiny base. And I just don't know how they make any fucking money. There's so much on the table and I think they have such an abundance of calls that they just get lazy. They don't follow up, they don't ask for referrals and it just becomes too easy. And so like it's a difficult thing to train out of people, but you've almost got to like limit their abundance and give them KPIs on like we talked today, we need to have a KPI for referrals. Whereas you need to generate for every 10 sales you need to have one referral, something like that. And then we need to be able to have a pipeline thing where people can be held accountable to do their follow ups effectively. Because what gets you from being someone like I was making around 10, I was like at least $10,000 a week commissions when I was doing just commission only sales. And the only thing that was different between me and the other guy on the account was that I just fucking got after it. My close rate was better. My close rate overall from sales calls booked, that's including no shows is 50%, right? His was 40%, but I made three times the sales. So my close rate was actually like 80% from people who turned up. But if you just, I just. The only metric we had was ones that were booked. So if I booked in 10 sales calls, I would sell, definitely sell five, he would sell four. I made at least two to three times the amount of sales that he made on a monthly basis simply because I would just go in there, I would call the pitch list, I'd follow up. I had a pipeline and I just, I don't know what the fuck these guys were doing, man. It was just crazy. I was like, what, what are you doing? What are you so busy doing that you can't follow up with leads, that you can't ask for referrals that you can't. And to me, it's just baffling to me that guys just don't do that because I just don't want my income to be dependent on somebody else's ability to get leads. It's just, it's baffling to me. And it's one of those things that actually it's like one of the few things that I get the shits about when people complain about not having enough money, but they don't do the actions that they would take to ensure that their money and their income is secure. If you put any one of us like James hasn't sold for a while, but James can sell you put any three of us in any account and we're going to be the most successful person on the hardest. Yeah, yeah.

You know what I mean?

And also I can tell you from my side standpoint, I step inside any account with no ego at all. Like I remember. And I want to give a shout out to Troy, an amazing person I stepped into, into his account with like zero knowledge about a product that I didn't know. And I knew I was starting from zero. But what makes, you know, things up to speed is like, how can I get better on selling that things? So you have to reinvent yourself every time you go in. In the can't step with the ego.

Yes. You know, it took me three calls to sell Troy. Yeah. Really took it. It was a three cold close for Troy. Took me eight weeks. I had to nurture him. Those are the sales that you guys don't see, right? It's, it's so, it's so funny. The sales that I do like, I kind of, I sell for Jeremy, right? And those are the sales that I consider sales. But like today I sat down with that, you know, that dog company, they came back to me, they want to do that 100k and I'm just like, oh, how are we gonna do this now? So they're trying to get financing so they can. I'm sure we'll work it out. I'm sure we'll figure it out. Starting to think like the leads are yours is incredibly important. It gives you a whole new vigor amongst how you're going to go after the leads. It was a real mindset shift for me. Well, it wasn't for me because I was always the guy paying for the leads. I have this like, I paid for the leads for so long with gyms, but I had to follow up with people so fucking tenaciously because I was making no money, dude. Like, there's no money in gyms. Like, fuck. We were just working so hard to sell a $97 product. Really hard. It was to sell 97 bucks or 197 bucks, like it was tearing your fucking hair out trying to get these people over the line. We had to get so good at it. And, and, and like now it's just the guys. That's why it was funny. Like when we first started, we went to an agency for seven figure salespeople, okay. And we were like, yeah, we need some guys to help sell fitness. These guys are all seven figure closers selling business coaching. We're like, yeah, well we'll get them heaps of calls for fitness. There's like an unlimited barrel of leads. All they have to do is close them. I'll teach them how. They couldn't close a fucking door, mate. I had to put like, I, you know, remember how much I was developing these guys. They could not close a barn door. It was madness. And they're all seven figure closers. And then I kind of worked it out. I was like, wait a second. If you're selling a $30,000 package, how easy it is? You gotta sell 33 of those things in a year. That's it. That's a good month. That's a decent month. And these guys are selling that in a year and they're boasting about it and getting. I paid $7,000 for those people and we didn't have seven grand. Like that came out of my money. I paid for that. And it was a lot of money at the time. And the amount of they could not close a single fitness deal. And that's when I was like, oh, shit, man, this is a different game. And then when we started doing the marketing, I walked into Riley's marketing and he was like. Because we were doing the gyms for him and he's like, hey, can you close some deals for me? My Sales guy is 0 from the last 15 and I think I closed like 11 in a row. Yeah. And I'd never done a high ticket sale in my life.

Just going back to those guys that we hide, I'd be, you know, saying that they couldn't close fitness because it's harder.

Yeah, they probably, probably close an easy account.

I doubt they could close anything. You know, after going back and looking at it, some of them is rough.

It was rough, dude.

Between selling a $30,000 content to someone and selling a gym membership on the phone for 97 a week, trust me, the 97 a week is hard.

Yeah, it's way harder.

Tell me this is way harder.

Yeah.

How much energy and mental ability does it take for you to sell 30 gym memberships as opposed to selling 10 30k coaching packages in a week?

That's a good question.

Then like, what's harder? What fries your brain more?

The gym membership do? Because that isn't because of me. No, that's because of me. Because I used to start in a way where I was in a battle. There's a war zone. So you're getting that emotionally involved. And that doesn't help you in the long run because then you're doing 40 to 50 calls. You sign up like, let's say half of that, but you really drained. So, yes, it's hard if you sell in that way, but in the way how I sell now, as I was telling you before that I'm not in for a bottle. I mean, for listen. Really listen to understand. So they do the most of the talk.

I think, like, one of the biggest things that I found in your development over the six months that's changed for you is one your sales style. Right. What you just mentioned. And going to something that's less combative becomes less mentally draining. And I feel like your mindset has changed immensely to the point where losing sales and accepting that not closing everyone is okay. And when you've made those acceptances, like, okay, I can only control what the things I can control, and I should only react emotionally to the things that I can control. Having that change for you has changed your mindset significantly and allowed you to get to that next level because it becomes less mentally draining. You're not tired all the time. You're less combative because you're in a better mood. And to me, it seems like that's been the biggest change in. In your ability to generate sales, you know, and generate that next tier of income.

Yeah, it's exactly right. There is a lot of things that change in me, so I can change more people. People, you know, but that comes from getting older and doing the. And meeting different kind of people. That's.

That's.

That's part of it. But right now, I'm really in for the good. So if you jump on a call with me, I'm not gonna teach you something that you don't need. I'm gonna try to find a solution for it that can be your gap in your mindset, in the structure of the business or whatever. You go, before you used to. I used to push for yourself a solution for it. Yeah. And that's why it's difficult.

That's the. That's the thing as well, about when you get to the position that we're in, where we have the ability to pick and choose our clients, it makes. Makes a big difference. Like when you can really sit back and go, you know, at the moment I told Will, we were looking at doing this deal with this guy, and I was like, you know, because I want Will to start setting up those deals. And I was just like, do you get a. He's like, no, I think it'll be good. I go, well, are you just excited about it because it's setting up your first deal? I was like, or is he actually going to be good? Because if you have any inkling that he's going to be a douchebag, just say no now. And he was like, okay, let me think about it. I was like. I was like, because we can't, we don't need to. We don't need to do like an ego play. There's enough stuff out there in order for us to have plenty of opportunities. So we don't need to take on work that's not going to be like productive in the long term. I think those three things are pretty powerful and I think that some of those mindset shifts, they'll make a big difference. And I guess what's the single best development tool that you think you've. You've gotten over the last, say, six months that's gotten you to a position where you are one of the best in the world.

Patterns and behaviors of people. That's, that's like the biggest things. I never, like, I never saw a pattern beyond not making a decision a person. But right now I can change that no matter what the offer is.

What do you mean?

So, I mean, yeah. So some people approach it. Yeah. Having the right pattern and being congruency. Some people get on a call, but they're not in congruency with what they want to be.

The actions don't match the words exactly.

Right? Yes. Like, I love the fact I closed a lady an hour ago, you're saying this. And I pointed out to her like, yes, I love the fact that my clients always get back to me. You know, that that's in web development because it makes me feel fulfilled. But what I want for my business is freedom. I was like, wow, what are you saying? What you want to write doesn't really match up because if you want freedom, then you need scalability. So you have to change the values around and make your business. The things is getting rewarded.

It's the aha moment. Right.

You.

Yeah, yeah.

She was like, wow. I never seen from that.

As soon as you hear that, as soon as you hear that, you know you've sold somebody. The moment somebody goes, I never thought of it that way. You provided them with an insight that they couldn't otherwise get themselves. Therefore, you become a trusted advisor and you become the person with the insight. And all you're selling in coaching is you're selling insight. That's. That's all we're selling. And a lot of people don't realize that. People think that we're selling deliverables. They think that you're selling One on one coaching, group coaching, a website portal, this and this. It's not true. If you're out there and you're selling coaching, all you're doing is selling insights. So the deliverables are not important. You don't have to go through the deliverables. It doesn't matter. All you have to do is get the person to understand coaching, all you're doing is selling insights. So the deliverables are not important.

You don't have to be in a state of certainty. So I build a ritual behind what certainty looks like to me. Before I call, at least five minutes before I call, I listen to a song. It brings me back to what I feel. Every time I close the cell and I read something that I always read and that just gets me back. Like, okay, that's me, that's Marco. That's my alter ego. That's the person that I sell. And as soon the cells finish that I jump off. I was like, okay, now I'm the person that needs to be able to manage the person to be onboarded.

Yeah.

So I make a switch. I mean, I'm, I'm a different guy when you see me on a call.

And you've been on lockdown for what, six, six months now?

Yeah, but that's, that's not been bad. That's been a great experience because it teach me a lot about myself. I learned a lot.

See, the theme is here, don't whinge and about stuff, just make the best.

Yeah, exactly.

Go out there and get after it. It's not difficult. There's no lack of money out there. It's just a lack of people getting after it. Same as like leveraging debt. Right. Someone goes, oh, I don't know if right now is the right time. It's like, of course it's not the right time. Like if it was and everybody would do it. I just need the finances to line up. No, you don't. You just need to get a credit card and do it on that and put yourself in a position where you have to succeed if you know that you wouldn't fail. What would you do if you know you couldn't fail? Okay, go do that. Otherwise just like, what are we doing? The amount of times that me and James say it, let's do it. It's like once a week. Hey, should we do this? Ah, it, let's do it.

But you know, also is teaching people that is important to fail in life either. Like I tell them on this on the side, like, listen, this doesn't really matter if the program. Program can work or cannot work for you. It's really up to you the way how you put it in place. The most important thing is if something doesn't work, you change it. Because if you keep going to arm or something that doesn't work, then that you get insane.

Yeah. And it's just people who need to wait for things to line up. That's my heading. Obviously, I don't do my heading on the sales, but I'm just like, man, like, you're putting obstacles in your own way. It's like when people put timelines on things, when you don't need to put timelines or they don't put timelines on things that need timelines. Seems like people put unrealistic timelines on themselves and they refuse to put realistic ones. It's.

It's basically the equivalent of saying, no, I'm not doing it because my horoscope told me not to make a decision today.

I've been told that before.

It's stupid.

You know? You know, I. I got told.

I got told that they wouldn't do something until Trump won the election. And this is a guy who lives in Australia.

Something's going down, man.

I think. I think the hardest one that I came up with, when I came up with is a guy that the end, which I sold a guy in the end told me, yeah, I'm not gonna do it because I'm skeptical. And since I'm skeptical, I'm never gonna make a decision in my life.

You made a decision to be on this cold, didn't you? No, no, but what are you talking about? That's stupid. You realize how dumb that sounds?

But on that person, though, you have to be nice. I've done the issue nice on the guy, but what I told him is like, listen, what are you trying to say from my perspective is like, yes, I know how to do it, but I don't have the guts for doing it. And that's not being skeptical as being fearful is another kind of thing. So your conception is wrong. It's like, yeah, I'm fearful. Okay, let's talk about it.

Which is a good point. You have to define the objection. And that's what. That's what. That's what a skilled salesperson does. I get so many questions, man. It's like, well, what if they say this and what if they say that? I'm like, I don't know, mate. What if they do?

That's a classic trust objection that stems from fear.

Yeah. Ask the Right question. It's just questions. It's all it is. You just like the words that we say out of our mouths have very, very little impact with the questions that we ask. And the words that come back are what really guides and important which is why some of the most important questions that you can ask is what happens if you don't do this and you have to let them ruminate over that and you have to give them the space and the emotional, I guess give themselves the emotional leverage to be able to answer that question appropriate.

The the answer you get from someone is only ever as good as the question that you ask. You ask a stupid question, you're going to get a stupid answer.

You ask a good question, you're going.

To get a good answer.

Yeah, it's a good question.

We learn this from nbq. No.

Yeah, I think that's the best is the bees knees. If you want to learn more about nepq, ask me. I'm the head of sales for it now so. So think it's the best. Jeremy Miners method like it's by far the best method of closing. It's the simplest, it's the easiest in terms of concepts that you have to, you know, closing with like NLP frameworks I just find doesn't work for me because I don't have a background in nlp, I don't want to have a background in nlp. I have no interest in it. I don't particularly want to. I think that persuasion is a relatively simple thing as long as you understand the drivers behind why somebody wants to act or why somebody doesn't want to act. Once you understand that, you ask the correct questions and then you get them to answer it themselves. And if you don't like the answers that you're getting, you ask more questions to get the answers that you do want. And so that's what NEPQ does. You know it took me from really considering stepping out of sales. Like I mean I was so close. I was doing that many fucking sales calls and that many triages and banging my head against the wall and I was still getting sales and making money. But man it was tough because I was just in these 90 minute to two hour fucking slug fests with people. Objection. Handed them for 40 minutes trying to get them out the wrong way. And now I close people in 25 minutes and they're happy about it. They give referrals and they say hey dude, thank you very much. That was a really productive conversation. Instead of me trying to back them into corners that they couldn't logically get out of, which is a good way to create a transactional client. Which is why a lot of these sales coaches and sales trainers, that's why they. The only thing they can sell is sales training, because sales training is easy to sell. You know how I know? Because I sell shitloads of it. It's so easy. It, honestly, like when I started selling sales coaching, it made me lose all respect for sales coaches. So I was like, oh, well, this is too easy. You can, you can make. I could make 50 grand a week, but there's no long game to that. I mean, obviously it's a lot of money, but I would obviously hit a wall where I would burn out to the fact where I just wouldn't be able to deliver anything. But I could easily make five sales a week, easy. Make five sales a week and I'll guarantee I'll collect at least 5 to 10k up every person. But it's like, it's so easy to sell that it gives you a skewed perspective of what sales is. So if the only thing you're selling is a sales coach, as sales coaching, the tactics and strategies that you're going to get people to employ are fundamentally flawed because selling sales is different. It's too easy. So that's why I like to keep my feet in the game by having accounts, Jeremy's account, I mean, which is selling sales training. So that's going to be. That's. I chose it because it's easy. But I was selling Sirhant or I was selling Game Changers. I was selling this. I was selling this. I kind of dipped my toes in things because it keeps my game sharp and stuff like that. But, like, you'll see, man, as soon as you get onto the Jeremy account, dude, you'll be like, oh, this is so easy. It's not a lead quality thing. It's a, it's the. It's an easy thing to sell because there's a direct and immediate roi. There's not many things you can sell where you can say in four weeks you can double your income and you can. I can get on stripe and show them it's super easy. So that's the reason why, and I've told James this before, we're going to dominate and destroy everybody. I don't mean that in a bad way. I mean that like a funny way. But, like, because, yeah, because if the only thing you're selling is sales training, then your life is easy. If you're, if you. Because you can just sell people. You can get 15, 20 grand off them, you can coach them for 12 weeks, great profit margin, thousand dollars an hour. But you're never going to be huge. You're never going to be really big because the only thing you sell is sales training and it's too easy. So you get complacent and the sales tactics that you sell become outdated.

And also one thing is. I got to go. Because I got to go. I got a sales call. Is that we actually do the numbers that we post. If you're watching this podcast, it's important that you understand these things that we actually pull in the numbers that we tell you to. I know there is a lot of people that tells you seven figure CEO, seven figure there. Seven figure. We do those.

Yeah.

We don't have to tell people our numbers because yeah, the people would believe.

Yeah, people wouldn't believe them. Yeah. Like, they just wouldn't. Compared to everybody else in the high ticket coaching realm, we just decimate everybody. It's not even. There's not even a close second place. So, like if I put up our close rates and our cash collected and our contract value every week, people would just call.

If someone put up our numbers that we do, I would call too.

So I, I get it.

Yeah. I wouldn't believe it. And then I have to start destroying my stripe, you know, well, this is how much money we collected. And then that's just the whole. That's a dick measuring competition. I don't want to get in.

Yeah. Because, you know, you lose. It's like this. Anyway, gotta go, guys, for today.

All right, man.

Thanks for listening and tuning in.

Love you all.

Bye. All right. Watching Marco progress from just rough, raw talent in sales into, you know, into a force to be reckoned with. One of, one of the best, probably top five salespeople in the coaching and consulting space in the world. I think I see a lot of numbers, see a lot of people. You know, we're. We're up there, like in terms of my name, my. Us, a sales sniper and me, like, we're out there a lot. Everyone knows who we are now. And now that we. Now that we're doing the sales for Jeremy Miner, probably the biggest name in that coaching, consulting, sales training space.

That's actually good.

Yeah.

A lot of bigger names.

Yeah. Yeah. I mean. Oh. I mean, I'm talking about coaching and consulting, so not like Cardone and all those dudes are on a different stratosphere than us, but they're just sales in general, so. Yeah. Like, I mean, Jeremy's a big boy. And us being affiliated with him now and him saying that, yep, these guys are the best. That's. That's a. That's a big tick in the box for us in terms of affiliates.

And then, I mean, we had to win. That reference, so wasn't given to us.

Yeah, it was planned pretty well in advance. I knew what I was doing.

All one elaborate long.

It is. It's just a big. It is. You know, when I signed up for Jeremy, I was like, the worst case scenario here is that he just becomes a mentor. That is, that's the worst. And that everyone should think that when you sign up to a mentor, the worst thing that can happen is you just get mentoring. And that was from a podcast that I listened to about eight months ago when I was listening to this podcast. And it was a guy who talked about getting mentoring from these super wealthy people. And he was like, man, like, he wants to become ingratiated into people's lives. So, like, what value can I, Can I provide people? What can I do to people? And he was like a pt. He was like a qualified pt. And there's this like, billionaire dude that he was in, like, he was running like a mentoring group and he was in Spain in this five day retreat run by this guy, and the guy was fat. And then they had a gym, and the guy was at the gym working out. And then he just wrote him a little program. He's like, oh, here you go, dude. I write a little program. And then he did that program. And then all of a sudden he just kept asking him questions. And then they became friends. And then it was like, sweet. And the guy's still apparently doing that program to this day, like five years later. But yeah, like, that's, you know, like, what value? Because, like, you can provide value to Bill Gates, you can provide value to anyone because there's some element that you have that nobody else has. And so with me and Jeremy, it was the ability to manage sales reps at a really, really high standard and then get people trained in his methodologies quickly and up to a good standard, and then have all the management and standardization and practices in place to be able to scale that, which is something that he just didn't have. And so by us sharing the wins that we've had and by having a really good rapport and relationship with him, that started to build more and more trust. And then he started to reach out to me and ask if, you know, and that account's going to be enormous account. I mean, it's. The scalability of that business is tremendous. Yeah. Which will be awesome. So, yeah. So, like, I'm super excited from a personal level, like, it's pretty awesome to be asked by your mentor to. To come and head up the front end of their business. So I'm super excited about it. Actually, have a sales call tonight at 10pm but, yeah, so good stuff. I hope that was a good podcast. I don't know how they're going to edit that shit up, but again, please, like, subscribe help on the YouTube channel, leave us a review, do all that kind of good stuff, and hope you enjoyed the podcast. All right, guys, bye. Put that coffee down. Coffee's for closers only.