Ok, It’s Time to Take This Seriously!

All right, guys, welcome to another episode of Coffee is for Closers.

I am Matt and this is James. How are we, guys?

Yeah. So today's podcast, we've got new software, we got new microphones. Hopefully you see a marked improvement. I'm back in my home studio instead of in that reverberating echo box that I was in for five weeks.

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 list. We don't want pikers. We're not here to save the manatees. We're here to make podcasts. You really want this? You listen and review.

Put that coffee down.

Tell us. Tell us about how you got back home. It's a funny, funny story.

Oh, yeah. So got back home. So I was in Sydney for five weeks. We flew over. Obviously we had to. We were in day three, I think, of mandatory quarantine. So getting quarantined at the moment. But like a day later, they changed the laws mid flight. So anyone like the next day, if we'd have flown out the next day or two days later, there was a family that flew out and they landed and the rules were different and they had for it and the government said, nope, now you have to do quarantine in a hotel. You owe us $7,000. If you don't pay it, you're gonna be arrested. So, yeah, so we're quarantining in the house. Luckily, had we have left a day or two later, we would have had to do that and gone into a crappy hotel, paying too much money, which would have been no good at all.

I would have said, arrest me. The fine would have been cheaper than the step.

Again, I would have just flown back to Sydney and gone. You can. You can keep that. But, yeah, interesting times that we live in. I don't want to go into any political rant, but I feel like I live in China at the moment.

How long were you stuck in Sydney?

Well, it took 10 days for the quote unquote visa to get approved. It said 48 hours on the box, but 10 days and we had to apply twice. So, yeah, it's pretty crazy process at the moment having to get a visa to go back to my own home. But I'm here now. So here we are. We've got brand new recording software. We're using Riverside FM as opposed to Zoom. Hopefully it's higher quality video, higher quality audio. Uh, we got some new cameras. We Got some new mics. We got some more mics coming as well, so we'll try.

We, we ordered a bunch of really good mics and apparently they were out of stock when we ordered them, so we had to go buy new ones again.

You know, it's funny, I've been going back through because I'm trying to get the video stuff set up. So we're going to get some, I think some Sony A7 cameras, which are a couple of grand each. So we're going to buy a few of those so we can start doing some really high quality video stuff for YouTube because we're going to take this seriously, as you can hear by this podcast, versus the rest of the audio quality from the last ones.

And what really sparked those changes, I.

Was on the podcast with Pat, the Canine Paradigm. They have about 30,000 listeners, 30,000 downloads per podcast. And they had. I went in studio with them and they had like a full Joe Rogan setup. And then when I heard the podcast, I was like, the audio quality is so good.

And then listen to ours and we're like.

I was like, ours is garbage. So we'll take it seriously. But I hope this sounds better, it feels better. We're going to start to take the content, the YouTube, the Facebook, the Instagram, the LinkedIn, the podcast, all the content, super seriously. Start to have a super high production value because we want to create this into a bit of machine that everyone can enjoy on multiple platforms long term.

Yeah, a hundred percent, Just, just growing in all aspects. We want, I guess, the content side to keep up with the growth of the rest of the business because they're both tie into each other and it's just good all around. Really.

Yeah, I mean it's one of those things that people always plan to do and then people don't do it. And that's why like they start to get busy and then they struggle to stay busy because the content piece just doesn't. Just doesn't stay. And you know, we haven't done any paid advertising. I think I've done like $18 of paid advertising in the 18 months you've been a business.

Well, we did some paid advertising when we first started just to find some reps. Yeah.

But which actually works really well. I had one reply, hired him and he's still here now. Yeah, Marketing is definitely not our thing.

No.

Sort of understand it because obviously you ran the gyms and I understand how to do it and like the concepts and I understand how to look at the data and then make some Assertions as to what's going on, but in terms of the actual clicking of buttons and the creation of the content, like the creation of the ads, I have no idea how to do it.

So much easier to have someone that knows what they're doing do it.

Yeah, exactly.

As is where everything I. E. Podcasts.

Yeah. Charlie Valor from Valor Media. So I contacted him. His team is listening to this right now, so well done, team. Yeah. This brings up a really interesting subject. I was having a conversation the other day on marketing agencies.

This could go into very funny direction in multiple different directions.

I think there are some great ones. I haven't met many. I know some dudes who I think I really respect and I think are good at it. But for my money, I don't know how to do marketing, but I know how to market my business. I know who my client avatar is. I know exactly what they want to hear, I know who I want to attract, and I know the things that I need to do to attract them, which is why, like, organic works so well for us. But I really feel like if I got a marketing agency to come in, they would fuck that up.

Essentially, our marketing agency is the guys that run the podcast and do all of our content because that's where our marketing is going to come from until we hit a stage big enough where we need to advertise to bring people to those platforms so that they can discover us. That's what I think anyway, at least for specific parts of the business.

I think you're right. To me, it's crazy. People go out there and they've been in business for like 22 minutes and they go, I'm going to hire a marketing agency. When they haven't figured it out themselves. Like, if you haven't figured out how to get leads yourself, you don't sort of know that stuff. I just don't see an agency being able to do it.

It's even funnier when the business that they are an agency for other people can't get themselves leads.

Yeah, that's pretty common.

I find that the funniest thing ever.

That's common. I feel sorry for them, though, because, like, getting leads for a marketing company seems like the hardest thing to do. From what. From what I've seen, it seems, like, really difficult because I think, like, there's no trust. Zero. I'm going to put the little world in there so you can see. But there is zero trust for marketing agencies because I think there's not a single person that I know in business that hasn't been burned by a marketing person. Same with sales. But it's funny, you know, people also try and outsource their sales. I literally had a call this morning with a guy who's been working with a couple of dudes that we know who have done a good job with them. It's Andrew Poulton and Andrew Goson. They've been doing. He did, like, just a tiny bit of coaching with him, nothing major. He did, like, apparently Andrew Poulton's got a sales course. He did that and he said it was really good. I was like, yes, sweet. He's like, so just really need a closer, because I'm just struggling to close calls. I was like, oh, how many calls he's done? He goes, three. I didn't sell any. I go, you don't have three calls, bro. I was like, it's not much of a data set. I was like, how do you know, sucker, if they're just garbage leads?

Keep going, bro.

Yeah. And like, I just said to him, and he's like, oh, can you get me a closer and. Or do some recruitment or do some training? I was like. I was like, no. I was like, just sit back. He listens to the podcast, actually. He's probably going to hear this. He's a good guy.

Yeah, take some more calls then.

Yeah, just take more calls. Yeah. And the thing that I said to him, I was like, you can't get a closer, or at least anybody good until you can provide some consistency and some data. And then also, you don't have anything to measure them against. So if you're going to bring in a closer, you need to be able to go, well, I have had 100 calls. Of them, 60 have turned up. Of those 60, I closed 30. And the ones that I did close were this, and the ones that didn't close were this. And so we're going to close at 30%.

Yeah. It's also, if you bring someone on and he makes one sale out of three is already better than you, which doesn't make sense.

If he makes 0 out of 10, you've got no data because you're like, well, you just go, well, it's the leads. And you go, I kind of have to take your word for that. You did 0 from 3. If he does 0 from 10, there's no difference.

So, yeah, who's to say you didn't do another seven calls and get zero also, you know, Exactly.

So there just isn't enough data set, which is why I think we harp on about it a lot. But, man, that data piece is so important. That's why we had that data studio stuff, all those dashboards created, so that we could start to really pull together.

Figure out if it's the leads or the salesperson, and then put the time into whichever it is to make work.

Yeah, and I think that that's allowed us to kind of really steer the direction of the entire company, not only the salespeople. And, like, that's why the packages that we've been selling for our internal stuff have been getting bigger and bigger and bigger. I mean, sold two $80,000 plus packages in the last two weeks with a couple of other hundred thousand, dollar eighty thousand deals that are in the pipeline just kind of waiting to go through because we have the ability to get that data, put it together, read it, put together the SOPs, which we can talk about in a minute. Because we got Jess on board doing all of our SOPs.

That's also, you know, those deals, that's 100% of leads have decided to come on board with us.

Yeah, we haven't had a no so.

Or even close to a no. You know, but that could speak to the clientele that we're speaking to. You know, there's not really much competition for what we do and with the other people that offer that in such a detail. And we're only really speaking to very heavily established businesses that are doing two, two to half a mil a month.

Yeah, it's an interesting space to start playing in. And then with some of the other stuff that we have in the pipeline, you know, dude's doing $10 million a month. So it'll be interesting to see kind of where it goes and what it ends up being. I'm pretty excited about it over the next sort of 612 months with some of the partners that want to start working with us, which would be fun. But. Yeah, let's talk about the systemization stuff that we've been doing.

Where to start with that?

Well, essentially what we wanted to do is we have all these systems, all these processes in our business, and it's all sort of written down, but nothing unstructured. Yeah, it's a bit unstructured, but it's just the way it's done and we do it that way and it works really well. We're just like, okay, let's spend the time and we're going to get a VA who's really smart, one of our VA's gen to do it. But then we knew, Jess, what's it, what's your Business called assistance.

Yeah, the assistants.

Yeah, the assistant. So shout out to Jess and basically she was like, okay, it's going to be X amount and then we'll get together, you know, once a month. I was like, no, no, no, no, let's just do 10 hours Zoom calls over, over 5 days we'll word vomit everything and then you just sort it out. And sure enough, she's been doing it.

So killing it too.

Really pretty. Systems, processes, flowcharts and just closing seven days. Yeah, and which, which you now know is called a standard operating procedure because we, we taught you that halfway through day two.

Yeah, we've been putting SOPs in for everything. I didn't know, I thought it was standards, something procedures. But anyway, beside the point. I knew what they were, just not what they stood for.

But yeah, that's been super powerful because it's allowed me to kind of go back through and kind of really shore up things like follow up process, referral process, like no sale processes, onboarding for clients. And it's like, oh yeah, sweet. Okay. You know, the referral process is a huge one because that's how I'd always done it. But I don't think I'd done a very good job of teaching our guys what to do with like a referral process. And it's like the process for anyone listening at home is like have a real assess your delivery from like a no bullshit perspective. And it's like, okay, from 1 to 10, how good or how bad are we? The better you are, the longer you can push it out to about a maximum, I'd say of like 21 days. So the moment you bring that person on, also the type of business you have, it might be for like a business coaching thing. They might really not get any wins for the first seven to 10 days. So you might want to do it like when they're going to get that first win point. Right. And then with like fitness it might be a bit earlier because they can lose a kilo in the first week. They're all happy. But then it's like whatever that is, whatever you decide, have that process, it's like on that day, reach out to them and then start your referral scripting, which I won't go into in this call, but you know, start that referral scripting, start the process and make sure that you do that for every single sale that comes through and then have a way of checking off that you've done that. For us, we use close IO so it's like as soon as you Sell them, say it's 10 days later, create a task for 10 days later to then ask for the referral so that when you go in. And always make it on a Friday, okay? Because that way every Friday you have your slots for referrals and you got your slots for follow ups. And that's what I always did, but I just think I just took it for granted that I've talked about it, but no one's really ever done it. And that's why I would always get one to two referrals a month, which is just easy sales. Call them up. Hey man, Just, you know, really appreciate the opportunity to be able to help you. I was just wondering if you have a few minutes to kind of go over how you think we helped you out the best, and then from there going to ask for referral, create that seed. If they don't have one there, just sort of plant the seed, follow up later. And then with the people who you don't sign, I have a follow up process where it's like day seven, day 14, day 28. And then once a month for 12 months, that automated outreach. And once you start to get a pretty full pipeline, you get somebody like a VA to come in that you can pay 5, 6, $700 a month and then go through the whole process for you where they do all the text and email outreach and then, you know, random calls to kind of get booked into you. But that's how you keep that full pipe. And as our close personal friend of mine, Grant Cardone, would say, the strategy is to have a full pipeline. But he's not wrong. You got to be good at sales. But I mean, having a full pipeline makes it a hell of a lot easier.

That does, yeah. If you get more people to pitch, you're going to close more Simple. Simple as that. Now if you're a better closer, you're also going to close more. So both need to work, you know, in tandem with each other.

You know, it's funny, right? Like having, having to look at some of the stats, say Will, for example, like will great closer, crushing it at the moment. But nearly everybody signs on like a follow up. So like it's super interesting. Whereas Marco, there's not very many follow ups done. You know what I mean?

So you'd be surprised. Marco gets a lot of sales, not necessarily from follow ups, but he does a lot of cold calling leads that never picked up and eventually gets in touch with them and books them in to a sales call or closes them on the first sale. So That's. Is that technically a follow up or is that a new.

I'm just saying like a follow up required. You know what I mean?

Yeah, yeah, yeah, totally.

Yeah. So it's really interesting though, like different sales styles. So it's like if I was to have a look at Will's pure close rate on the first call, it wouldn't be great, but his close rate overall is great. You know what I mean?

Yeah.

You got to kind of take into account whereas like, for me, like 80% of my calls are one call closes or at least like, you know, from like there are not many follow up required just because the way that I sell is a bit different. And then with Marco, the same thing again with him. Heaps and heaps of most of his sales or at least he gets a deposit. He gets a quite a high level of commitment on the first call. But it's an interesting thing because sometimes you just have to understand how you sell and like the pros and cons of what you do. And like, it's not necessarily what you close in the first day. I don't really give a shit about the close rate if the overall outcomes are good. But I just found that super interesting. Like really diving deep into the data over the last couple months and seeing kind of different people's what works and what doesn't and how that kind of affects the overall outcomes. But from what I can see, man, like Will just has a constant pipeline full of people that he farms over and over again. And he has a great follow up process. I might get him on the podcast to describe what he's doing. I think he's actually talking about that in, in the closing code. He has a whole section on how to farm clients.

Yes. Sweet as. That'd be awesome. That'd be very worthwhile if we do a podcast specifically on follow up sequences, referrals, et cetera, et cetera. Anyway, going back to how we got into that with just coming on, it's good having a second insight for especially over people that aren't system driven and a little bit narrow minded. Just jump in the elevator. There's. It's really good to have that for her to be able to point out some of the things in our processes like day, day, day, map that out in specific orders and say, hey, have you thought about this? Let's input this here. Let's do that. Let's map it out so that we have a really good visual representation rather than having an idea in our head so we can see that and be like, oh, that's missing here, that's missing here. And going over that process, it's really nailed down those, those referrals, the follow ups, some of the scripting issues, how to get better at scripting through an actual, I guess, standardized process, which is, is awesome because it's going to increase our close rates and more importantly increase our total sales as opposed to close rates.

And the process does like doing some reflection on this, the process does like half the job for you. Like a really good sales process. It does a lot of it and a really bad sales process make it nearly impossible to sell people. And so like having that client journey mapped out, which is something that we've been working on with a bunch of the clients is like, okay, from the time they book, like tell me exactly what happens because like, let's just make sure there isn't that beacon that's saying don't buy my stuff, don't buy my stuff. And I think a lot of people have those things in their process and they just don't really look at it. And they try marketing programs and they try sales stuff and it doesn't work. I have a sales coaching client. Again, we've only done one or two sessions and it's not really enough to get to the bottom of stuff. And if you want things to work straight away, it doesn't really work that way. You've got to sort of understand the things that you say. You got to understand the process that you take people through in order for things to work. And like you have to allow that to develop and take time and be patient because a good process takes a while to learn because there's nuance to it and nuance is really important. And it's frustrating when you see people who want things to work straight away because there's nothing in life where if it's worth doing, it's going to work straight away. Nothing at all.

Except for jumping on the pokies. You get lucky. Don't do that. Yeah. And then that brings us into the whole no show reduction system that we created. Right. Which comes from a full animation, an analysis and audit of what happens before we get on the sales call. Maybe you can talk a little bit about that and how we, we implement and what, what we look for to I guess get more sales from the point of, I suppose analyzing the funnel on a. Not a marketing.

Yeah, so it's about like looking at the client journey, making sure that there's no things that are really going to put somebody off. You know what I Mean, which is, which is a really important part. Because you want them to disqualify the wrong people but not put people off because of some sort of sales resistance thing that's being.

Are you willing to spend this?

You know, you know what I mean? But like you want to disqualify in the way where it's like, you know, these are the categories that our ideal clients fit into. Let's make sure that you're in that.

Category so we don't waste your time.

Exactly. But then also like, then your sales process wants to qualify people. So your goal is to put as many people who fit that avatar through as possible. Which is why I hate disqualification frames. Unless it's like super specific. I was pretty involved in the creation of the marketing funnels and the sales funnels for Sirhant stuff because it's Ryan and because he has such a profile, we can afford to have more of a disqualification frame.

Yeah.

Don't hop on the call if you're not wanting to do this. Because we think we act. We do. There is no think about it objection on this. And so but because he has such a massive profile.

But that's authority, right?

Yeah, it's just pure authority. You know what I mean? So you can do that. And there's a couple people that I think can do that. Like Vince Del Monte does that quite well. And I think it comes off as authentic because it is real. There is an abundance of people, there's an abundance of money. If you put people off because they don't fit your avatar, that's a good thing. But if you have a process that is just crazy assumptive and it's just things that give people a bad vibe, which is really easy to do with old school marketing and sales tactics, then that's the kind of stuff you really want to keep an eye out for to make sure that you don't do it. Because that's what's going to cause people to no show, to not want to turn up, to be put off to feel like it's a bad situation. They get that inkling there's just somewhat off. And if someone's having a bad day, like the last thing you want to do is hop onto a sales call with someone that you think is just going to pull the over your eyes and try and trick you into giving.

Money just so far away to have a no show or not build rapport.

Yeah, exactly. And no shows are like they are the lowest hanging fruit in everyone's business. Who has a marketing funnel?

Oh yeah, if you increase your, your show up rate, you increase sales and cash collected almost linearly with the show up, right?

Yeah, exactly. That's been a big one. Also, speaking in cash collected, having an, having a good proper look at your funding options and how you actually get people to give you cash. Because I find a lot of people, like they just take the minimum payment required. Which is why it's been interesting. Introducing a cash collection bonus with one of our reps will super interesting to see. As soon as you heavily incentivize how much cash somebody collects, he's been collecting a hell of a lot more cash.

Instead of drop selling, you put three people, put people through funding.

Exactly. It's been, he got a 13,000 or $15,000 paid in full on Sunday I got a notification through. But yeah, it's really interesting because you know, he used to sell a lot of programs and it was always like, yeah, I collected the first month, signed agreement done. Collected first month, signed agreement done. And it was like, hey, we'll pay you a percentage of cash collected. And it's like, oh, okay, well now somebody's paying the first two months instead of the first month. They're paying the first three months instead of the first month or they're paying in full or. It's super interesting to see the shift in somebody's mindset when like it really benefits them to collect more cash.

Also having the option to do so which was not there previously, helps out significantly to the business owners we work with. Because a lot of that time that money's put back into the budget.

Exactly. So like liquidating the persons, the businesses, or the influencers we want to call them, marketing faster is so important. Like, and this is where I think a lot of closers get it wrong. Right? And I speak to a lot of young salespeople and they're like, I want 20% or 25% and I want this. I'm just like, guys, that's just, that's why none of these relationships last long. Because everybody wants 20%. They want to sell a 10k program for three months, they want to sell it over a payment plan, they want 20% up front. They don't give a shit if the person continues. They just want their money and, or, or they selling a 30,000 program and they want $5,000 commission. It's like, first of all, who do you think you are, right? Getting $5,000 for a 45 minute phone call. You're insane. And then you've got to have a look like if you collect Paid in fulls. You should get paid a bunch of money. I have no doubt about it. If you're getting $30,000 paid in fulls for somebody, you're in a heavily negotiable position. Because if you're the guy who's good enough to get everyone to pay in full, that's awesome.

But when you, you're paying 2,000amonth and they have a retention rate of 50%, which is all, they're not seeing all that cash, you know, so plus they've got the marketing budget on top of that. In a lot of cases, for you to get that 20%, that business owner is cash flow negative for three or four months.

Yeah. And that's why like, and we've done that to people before. We sort of. Before I sort of knew or figured it out. Like I was, you know, we're getting paid a heap of money and then all of a sudden they run out of cash. And I'm like, how can you run out of cash for getting you so many clients? Then you kind of dive deep and it's like, well, it cost a thousand bucks to get the person on the call. Let's say we're closing at 50% just for ease of math. So it's $2,000 that they're paying per sale, plus another $2,000 commission and the thing's $2,000 a month. They're paying $4,000 to get that person, plus they have delivery costs on top of that. So you're looking at like probably three months to break even. And some of these people might have 30, 60 or 90 day lever to leave it. So they have a 90 day lever to leave it and the person doesn't stay. Let's say it's 50% go through rate. Man, they're losing money. No wonder it doesn't work out. And I think this is a maturity thing from a sales.

Yeah. And then you come in and you have a slow month. All right.

It's a lot of pressure. That's a lot of pressure on somebody. So like, you know, I think, I think you can definitely command 20. I think it's going to be on lower like 10k for 3 months, all paid in full or you should take it as the cash is collected with that backend retainer. And don't get me wrong, like there are some clients that we're going to be signing up soon that are $10,000 a month. Right. And it's a 20, you know, 24% commission. But they're super high profit businesses and They've done their numbers and it's on the monthly recurring. Right. So I mean, there's different ways to skin the cap. But I don't think that a sales closer should be able to come in and demand those kinds of things. So really what you want to do is kind of figure out like what we've done with a bunch of businesses is add a joining fee of 1000 bucks in the first month, which. Yeah, so it's like, okay, well you have to pay us minimum commission is 1000 bucks. And then we want some sort of backend recurring or something like that. But we'll add that thousand bucks to the first month. So if you're 2,000 bucks a month, your first month is now 3,000. And then we get that thousand straight away. So we're paying our own commissions and that's been a great way to do it. So we can just command. Because I don't like taking commissions over split periods because one administration, it's really difficult to manage. And also it's just a mad hassle. It's like, okay, if I'm getting two grand commission, I'm getting a thousand here and a thousand there. I'd rather take 1500 and be done with it. I'll take less commission, but I know I'm getting the whole. I know I'm getting maximum amount. And it's fair for us and it's fair for the business owner. And then like, because there's a lot of work that goes into making sales, obviously, but I think a lot of closures. The reason why they don't get work or why it doesn't work is because from a new business owner or newish, 20% sounds fine and it is in some cases. But then the retention rate goes and then all of a sudden, man, and that relationship turns super sour super quick. Not many relationships to do with sales. And amicably they usually end shittily with someone not paying commissions because they're broke, because they're not managing well or whatever it is because they're not retaining well and that makes the salesperson shitty. Or the salesperson has a bad week and because the margins are so razor thin after two bad weeks, which is totally normal and like acceptable in my opinion, then it all goes to shit because like they just don't have the cash flow to sustain or busy looking for a new job, it ends really quickly because the sales closer comes in and has talked themselves up so much that they expect to be closing day one, when in reality it's going to take Two weeks to really get yourself bettered into it. To be fair. Doesn't matter how, doesn't matter how good you are. Like, you have to learn the product. There's going to be all kinds of random questions that you get that you're not going to have the answers to.

Which is why we stagger our call volume when we take someone on. It's like, let's, let's, let's take these calls. We'll start off with some calls, right? Then we need to do our due diligence, listen to them, assess them, give feedback, get them better. Then we assess the load. It's like, okay, cool. We've taken four calls, we've listened to them. This was good. This was the close rate. What we need to change to get this better is this, this, this. Let's implement it into the script. Great, We've nailed that. Let's increase call volume from four to eight calls. Yeah. Might take nine calls booked into the calendar to hit that. Four calls, take it. They could get 100% shot. Right. And we take more calls than expected. But you roll the dice, see what happens there.

Yeah. It's about titrating that core volume. And I just think setting an expectation of like. And I mean you can set the. I've set the expectation a thousand times and maybe we'll go, ah. But it's like, no, no, no, like it's not going to be, it's not going to happen in the first couple of weeks. You probably won't get a sailor. If you do, it'll be one, maybe two. We have to give this time to develop. We have to understand it's a process. Like, this is not an easy thing. Getting someone to give you 10, 20, 30, $40,000 over the phone, that's not the easiest thing in the world. Let's make sure the guy has some time to actually develop it and then have a level of expectation where we can go, okay, like this is our process, this is our journey. And that has to be mapped out from the beginning. There's not many people that I've pitched into our service that I haven't got. I'm very clear on that. And I think I'm probably one of the only ones. It's like, this is not going to be super quick. And if anyone tells that to you, they're just bald face lying to your face. It has to be done in a very particular way and there has to certain step off points and if you're not willing to do it that way, that's Cool. But that's. I'm not willing to put my name to it if I can't do it a way that I know it's going to work. Yeah, man, I think that was. That's 30 minutes. So from here, guys, if you do like the podcast, I'd love you to leave a review of specifically how we helped you today. You know, what is it that you got out of it? What is it that you think you can use moving forward? And leave that in the review of however you consume this podcast. Also, if you'd like to know more about the closing code, which is our low ticket, $50 a week, no contract, sales, training, then the link will be in the description. You can go ahead and sign up to that. And yeah, guys, we hope you enjoyed the podcast.

I'm Matt and I'm not Matt.

Okay, cool. So it's Matt and not Matt. As always. Like, subscribe, share if you don't like it. I don't particularly care, but I'm having fun. So have a good day. Goodbye.

See you guys. Bye.

Put that coffee down.

Coffee's for closers only.

Sent or 25%. And I want this. I'm just like, guys, that's just, that's why none of these relationships last long. Because everybody wants 20%. They want to sell a 10K program for three months. They want to sell it over a payment plan. They want 20% up front. They don't give a shit if the person continues. They just want their money. And, or, or they selling a 30,000 program and they want $5,000 commission. It's like, first of all, who do you think you are, right? Getting $5,000 for a 45 minute phone call. You're insane. And then you've got to have a look like if you collect paid in fulls, you should get paid a bunch of money. I have no doubt about it, right? If you're getting $30,000 paid in fulls for somebody, you're in a heavily negotiable position. Because if you're the guy who's good enough to get everyone to pay in full, that's awesome.

But when you're, you're paying 2,000amonth and they have a retention rate of 50%, which is they're not seeing all that cash, you know, so plus they've got the marketing budget on top of that. In a lot of cases, for you to get that 20%, a business owner is cash flow negative for like three or four months.

Yeah. And that's why, like, and we've done that to people before we sort of. Before I sort of knew or figured it out. Like I was, you know, we're getting paid a heap of money and then all of a sudden they run out of cash. And I'm like, how can you run out of cash for getting you so many clients? Then you kind of dive deep and it's like, well, it cost a thousand bucks to get the person on the call. Let's say we're closing at 50%, just for ease of math. So it's $2,000 that they're paying per sale, plus another $2,000 commission, and the thing's $2,000 a month. They're paying $4,000 to get that person, plus they have delivery costs on top of that. So you're looking at like, probably three months to break even. And some of these people might have 30, 60, or 90 day love it or leave it. So they have a 90 day lover to leave it. And the person doesn't stay. Let's say it's 50% go through rate. Man, they're losing money. No wonder it doesn't work out. And I think this is a maturity thing from a sales perspective.

Yeah. And then you come in and you have a slow month. All right.

It's a lot of pressure. That's a lot of pressure on somebody. So, like, you know, I think, I think you can definitely come in 20%.