Q&A with Matt and James

Hey, guys, what's up? As Peter McKinnon would say, Matt here with another edition of Coffee is for Closers. I've been in a YouTube loop on photography recently, James. So, yeah, I've got a lady boner for Peter McKinnon.

Never heard of him, but it sounds like he's a photographer on YouTube.

He is. He's a very good one.

Cool, cool, cool. All right, so welcome to another episode. Q and A. Q and A. So what we'll be doing today is answering some of the questions that you guys have either DM to us, which makes it very hard for us to answer because we get so many days. So keep it to the post if you want it answered properly from the post.

Where can they post that, Jim?

In the closing code group. So the link will be in the description if you want to join and ask some of these questions. Because we'll do a Q and A on a monthly basis. That might slow down if we keep answering the same questions, but also a couple some of the really good questions that have been asked to me personally or that we've had on the lives that we can go in and give more value to. So cue the intro.

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 listen and review. Put that coffee down. Oh.

Ah. Savage from you.

You took it first time. All right. Had a few.

Found average. I don't know why you get off on it so much.

You're planning that for six months, you son of. No, you can see Ben in the background. If they have a cop to man, say, hi, Ben. Ben's our new Q and A. Number one. Who's Ben? Who's that bearded. Who's that bearded Adonis in the background? He's our new head of operations. Yeah, yeah.

Helping out with some processes and stuff like that to. To get sales sniper operating on a better level. So you might seem for the next couple of episodes, while we're waiting on getting into the. The actual office.

Oh, my God. You know how Many times on YouTube I've said, can't wait to get the keys Next week.

Gonna be good next week. I know, right back and forth. But anyway, let's. Let's rock into some of these questions. First one, how do I get free leads every Day you pray. That's a. That seems more like of a joke of a question than anything, so. Thanks, Charlie. I love the gift.

Yeah, I think it's. I think, I think if I was to say what he's doing, like, how do I get leads? And I think we've heard. Answer the question.

It's not a serious question.

Yeah, well, how do you do it? I get. I get free leads every day. So, you know, I've managed to figure it out.

Produce heaps of content, metric, fuck.

Tons of free valuable content, and then people just somehow want to work with you.

Yeah. And you just sit there and wait, wait in your dms, People just do.

Like six months to a year of really quality content, expecting absolutely nothing in return. And then eventually the gods will be nice to you, start giving you people who want to give you money.

Thank you, Zeus.

There you go.

So next question. What's the best way to pre handle finance? Objections in the questioning stage of a call for a non ROI offer. So it sounds like weight loss niche, so fitness, I would have immediately gravitated towards. Yeah, do we have any resources where we've covered this before on a podcast. I feel like we might have.

I don't know. But in the closing code, I go extraordinarily in depth into this. So hopefully that person is not a closing code member because if they have. Just utilize the resources that are with you. Because I believe it's in the non roi, one of the four non ROI selling modules. I go into how to pre handle finance. But the long answer is Jimothy, if I can call you Jimothy, is basically you want to have a sequence where you casually break it down. So for weight loss or for anything non roi. So it could be like a dating offer, it could be whatever where you're trying to find budget, you need to have it relatively early in the piece. Like if you're following an NPQ structure towards the problem awareness stage. If you're following another structure, maybe you call it discovery within the first 10 minutes or 15 minutes of a call before you started really going into any sort of salesy aspect. And then the acronym I use is faster, which is fast food, alcohol, stimulants, tobacco, entertainment, restaurant. And then for women I put B for beauty. And men I put H for hobbies. And then what we do is break down their current financial situation. But in the terms of like casual conversation or in the terms of, say, if you're doing weight loss, which this person is, then it would be in terms of like calories and meals and so be very specific. So I'll do it real quick because I can, I've done a few fitness sales. So I go, hey man. So like just kind of want to find out more about you and what it is you do, like a day to day, week to week in terms of your health, your fitness, nutrition. So if it's okay with you, I can just ask you a few questions about that and we can see this being like low hanging fruit. I would say they go, yep, sweet. I go, all right, perfect. So average person eats three meals a day. How many meals a day do you eat? Like Monday to Friday. Like how many? Three meals. Four meals? Yeah, three meals. Okay, so you have 15 meals. Two Monday to Friday. Yep. Around weekends it's the same. On weekends I have four meals. Okay, cool. So four and four, that's eight plus the 15 plus. So you're having like 23 meals a week, is that right? Yes, it is. Okay, cool. Of those 23 meals, how many do you cook yourself? Okay, now notice I was very specific. How many do you cook yourself? Okay, I don't want to say fast food, I don't want to say takeout, because everyone has different connotations of what that actually means. Whereas cooking yourself is relatively straightforward. Then from there I'd go, all right, cool. So from the ones that you do, what do you have? Okay, and the ones that you don't, what do you do? Like is it usually breakfast, lunch, dinner? Like what do you usually buy and how do you buy it? And then I'll go through and break that down and I can say things like, well, you know, like the reason why I ask is because at a restaurant, mashed potatoes is mashed potatoes. Sorry, At a restaurant, mashed potatoes is very different than at home. At home it's mashed potatoes. In a restaurant it's mashed butter, a little sprinkling of potato in there. So there's a much calorie difference. Right. And I can just kind of break through as I can just kind of break it down. I can figure out how much alcohol they're having, I can talk about calories, I can how much tobacco they're having. They, if they smoke. You should never not sign up a smoker especially to like a non roller offer because smoking is so expensive, but you basically want to be casually breaking down what they do on a day to day basis looking for low hanging fruit. Then once you've gone through that, at the end of it, I say, hey, just before we go any further, would you. Would you be open to possibly reducing some of those activities so that you can get to your goal faster. Yes. Okay. Do you mind telling me why? Okay, that makes sense. Moving on.

Cool. Yeah, it's pretty straightforward. We'll go into that in obviously far more detail in the closing code, particularly the models mentioned before.

Yeah.

Anything else you want to touch on with that one?

No, it's. It's pretty simple. Just don't do it after they've already given an objection because they'll just lie to you.

Yeah, yeah, absolutely. Okay. Timing means everything. All right, next question. How do you work on building the crescendo and then closing just at the right time? How exactly do you take the prospect on that roller coaster ride then close at just the right time? Specific questions and tactics. I think what Brian is asking there is how do you pick and choose when to pull the trigger and go for the close?

It's pretty simple. First of all, I take everyone through the same process, which is that any PQ1 which if you want to find out exactly what that is, we'll put a link to where you can book a quick call with someone and they'll take you through an nep Q sales process. But basically, like, it's the moment that I've established the consequences of an action once I get the right answer and it's like, okay, what happens if you don't? I've done a bunch of in depth training on that. I think on maybe on. No, I don't think I have it on the YouTube channel, but I did a very, very in depth live training in the closing code group which we go in there, which is kind of the group for the podcast even they got different names. If you're wondering why they have different names, we have a like a paid. It's like 50 Aussie dollars a week. Feel like 50 bucks a week and you get six role plays a week with a coach plus a whole bunch of other stuff like a portal which has all this stuff broken down. That's why it' it the closing code. In case you've wondered. It's the program name. That's why the Facebook group is called that. But I did a really in depth live training other day where I talked about this specifically. And the link is the recording is still in there. Yeah, it's basically going like once you have the problem, then you can get the solution. Once you get the solution, then you can have the emotional tangible tie down. The tangible is like what they want. The emotion is like the why. Like Simon Sinek Would say, once you get that, then you've got enough to then go through and assert consequences of an action. Once you have consequences of an action, a real consequence, then you can go ahead and structure your pitch. Until then, it's just. It's just too much like you. The pitch means nothing without any of that.

Yeah, yeah. I mean, and really, if you don't know when and where to. To do that, you need to really reevaluate your script because it's probably very much out of order. And with your script writing, when you're structuring that, you are structuring that with certain checkpoints. Okay. Working through this part, the aim is to get this out of it. Bang, ticked off, Move to the next stage, move to the next stage, move to the next stage. Then it logically flows through that order until you get to the point where it's time to pitch.

Exactly. Yeah.

That's pretty simple. All right, next one from Aaron. He wants to know, as you just touched on a moment ago, what are some of your free resources that you have? Where do we find them? And likewise, outside of the closing code, is there any other paid resources?

Yeah, so we have obviously the closing code Facebook group, which we do like the closing code program is $25 for your first week and then $50 a week after that, or it's $100 every two weeks, I think. And that gets you a portal of the role plays. But even the Facebook group, if you just remember the Facebook group, you get to watch all the role plays, which I think is pretty cool. I don't know anyone else who does that. But if you want to be a part of them, you have to pay. I think it's fair enough. And that's a pretty good value. We also. I also do an exclusive live training in that Facebook group every week that usually goes for about two hours. And it's like a big Q and A. I actually sold a guy live last week, which was fun. And then what I'll do as well. I also have the podcast, which obviously you're listening to now, also have a YouTube channel called Matthew Ryder, which has three things. It's got like a lifestyle vlog, which I'm new to, so give me a break if they suck. And then we have an educational video every single week, a pure educational video week. And we also have, when we also stream the video, the podcast onto there. And then I've also got a long, in depth, hyper analytical video once a month, which I've yet to release the first one because it Takes me forever to film them. But yeah, so that's, that's. And then we have an email list and we also have our website which is sales sniper.net and if you go to free resources, man, we have live sales calls, we have one live sales call. We have SOPs for like how to get referrals, how to do all that kind of stuff. So you go onto there, that also puts you onto our mailing list and you get reminded of all the good stuff that we do.

Yeah, I think the easiest way is to get onto that mailing list and get notifications when there is new resources and whatnot because they'll come out to you and be hand delivered from our courier.

Exactly. And then yeah, we also sell the seventh level stuff as well. So because we're Jeremy Miners sales team. So there you go.

There you go.

Okay, go check it out. Like subscribe.

Yeah, I think the users place get on that newsletter to get like all of our free content and then join that. That Facebook group closing code and then he's even as free content. You can see everything that we do in those trainings. And if you decide, oh well this is really valuable, I might get something out of it and sign up Super.

C. And there may or may not be a course coming out specifically on reframes, metaphors and. Objection. Handling.

Yeah, it's been a bit going on in the back end when we can finally get that done because we keep it just adding to it bothered doing it. Well, we just keep adding content, you know, so interesting. All right. What would you do differently with a sophisticated buyer and unsophisticated bias in discovery pitch. Objection. Handling. I was waiting for that because nothing.

Go watch my YouTube video.

Yeah, I was gonna say let's just resurrect. So the answer to that question is going to be a Hyperlink to our YouTube video on sophisticated and unsophisticated buys.

So I'll give you. Okay, so it depends on what they mean. If they mean with the traditional meaning of a sophisticated buyer, which is like people with money. It's just stupid. Treat people with money the same way you treat people without money. People who say like, oh yeah, the guy's doing 10 million. Like I used to. It was funny. Right. When I used to sell. I saw this business coaching program and I used to treat the people who were doing like $5 million a year different than the people who are doing like 250. And now that I'm the business owner of like a multi seven figure business, it's like I'M just the same dude. Like, I'm better at certain things. But I would like, I would hope that you'd take me through the same sales process. And because I took them through a different sales process, I bought into their bullshit that they had less time and that they were this. That they were this and that they were this. It's like, no, this is not a thing. So don't get bought into it. Take them to the process. The guy who tells you, mate, I'm a fucking straight shooting action taker, this, this, this, like, just give me the brass tax. That guy's a non buyer or you need to slap him around a little bit to get him into alignment so that you can actually like go through your process. Because if your process works on people doing 500k, your processor work on people doing 500 million. Now there is a caveat there. If it's like a B2B process rather than like a business to individual. Like if you're selling someone who, like, if you're selling a boardroom, but the core tenants of sales and persuasion are the same. It's just that, like how you deliver that in terms of a process might be different, but that's just a very different sales process thing. Which would only be like, if you have to get through decision makers. Like the average US company has 6.3 decision makers, right? So if you're dealing with like a bigger company that has all those people, then you're going to have to jump through a few more hoops. But in terms of like how you interact with people, it's the exact same. Now if you're talking about sophisticated versus non sophisticated, whether I explain it, which I think makes more sense, obviously it does to me because I'm the guy who said it is that sophisticated buyers are people who understand the industry that you're selling in. Unsophisticated buyers are people who don't understand the industry. So what I mean by that is like fitness is all unsophisticated buyers unless they've had significant fitness industry experience. So I could be selling Jeff Bezos, but if he's never had a personal trainer, I still have to treat him as an unsophisticated buyer. Because price shock has nothing to do with how much money you have, it has to do with how much money you think something will cost.

Yes.

If I was to put, if I was to bring it, yeah. If I was to bring a Martian down and put a Bentley in front of him and a Volvo, he doesn't give a fuck. He's not going to be surprised. Like, you know what I mean? If like you could charge the same for the Volvo as you could for the Bentley, there's no surprise there because they don't have any value. There's no preconceived notions. Whereas if I just take some guy off the street and I was to whack a Bentley sticker on a Toyota, he would think it cost five times what it did. Because there's a level of sophistication where he has an understanding as to the perceived value of things. So that in that inverse, in that case I would add certain things to the sales process because price shock is a. And it's a very difficult and not very often spoken about objection of which I feel like I coined the term price shock because I've never heard anyone else say it, but it might have been bled into my subconscious somewhere. But yeah, like if Jeff Bezos has only ever paid $8 a week for a crunch membership, which obviously probably unlikely, but. And then you go and tell him that personal training is 150 bucks a session, even though that's obviously absolutely no money to him, he might be surprised and not see the value.

Yeah, people still value things even if they have excess of it. That's usually why they get excess of it. But in the discovery pitch and objection handling phase, you don't really change anything for them unless the answer they give is so well off base that you need to adjust and to the question that they provide you. Right. Which is unlikely if you're doing your job well. Next one.

The sophisticated buyer thing is a crutch. This is a good little controversial sound clip. The whole sophisticated buyer thing is a crutch that shitty salespeople use to explain why they didn't sell someone.

I'd agree. Yeah, for sure. All right, next one. And I'm going to go ahead and answer this. What is your referral process, Connor? We jump on the, the free resources section of our website, salesniper.net we have a download there for our SOP around referrals.

It's the key to referrals is just fucking ask everybody.

Yeah. It's simple.

That's a very in depth sop right where it goes over like how to ask and has scripting behind it and all that kind of stuff. But the SOP should just be ask everybody. Like the amount of guys that I get coming to me. Like my, my one on one sales coaching is pretty expensive. It's like five to eight thousand dollars a month depending on how Often you want to see me, right? But. And like, the amount of dudes like, yeah, I want to get more money. Which I was like, sweet, man. How many times you ask for referrals? They're like, none. I'm like, sweet, step one, go ask everyone for referral. Oh, sweet. Hey, sweet. I tripled my sales this month. What a surprise.

The. The simplest way to answer that question is ask when they buy, ask when they get a result. All right, from there, if you need like, detailed process, go download that SOP and it'll. We'll go into more detail.

I'm pretty sure in that SOP we go through how to create high points.

I'm fairly sure we do.

Yeah, yeah. So there's some cool shit in there. But go in there. You got to give me your phone number if you want it though.

Well, it's a trade, right? So we can spam you and follow up and ask you for referrals.

I promise I won't call personally. How about that?

Our job is performance based. At the end of the day, the client's influencers are waiting to see those results. How do you find the right balance between savage mindset to achieve those great results and then being detached from the sale type of mindset? Interesting, interesting question.

So the exact same mindset. Just because you want to make all the sales doesn't mean you have to care about each individual pool. The key, the key to that, man, comes from really being confident in your process. So if you're really confident in your sales process, like, I don't get why you care. Like, I want to make all the sales. Right. Like I do. Yeah. And trust me, dude, like a year ago or maybe two years ago, I don't remember when every time I didn't make a sale, I would lose my ever loving mind. But it's because I had a really combative style of selling.

Yeah.

And I was in like a boxing match with people and I felt like, you know, I needed to win stuff like that. Whereas, like, now, if I don't sell someone now, it's like, what a weirdo. Like, I fully, fully have. Fully feel that way. And so I don't really care if they don't buy because, like, I know that my process works. You know, the next one probably will.

Yeah. Yeah. I don't think these are opposition mindsets. Right. It's kind of like the. That whole taco word. What do we want? Hard shell or Sofia Porcio Les to los dos. Why don't we have both me and.

My wife that's like one of our catchphrases. We're like, should we get this one or this one? And I would just go, porque no las dos. That's exactly what I do.

Right. It's like, why don't you have both? There's no reason why you can't be savage and detach from. From the sale. You're detaching at a different point. Like, you're going into life with a savage mindset. You're going into a sale being detached. Right. They. They aren't mutually exclusive of each other. It's not. You can have one without the other. You can have both and just turn it up.

Yeah. You have to. Have to. Have to. To really get maximum amount of sales, you have to be detached from the outcome of the call.

Absolutely.

I used to listen to that, and I used to hear people say that, and I was like, fuck off. I just didn't think it was, like, possible, I guess. And then, like, it really hit me when I went in the Matrix. I got plugged in. I got plugged in about. I don't know, about six, eight months ago, I would say. I plugged into the Matrix and started seeing all the ones and zeros. I was like, I see how people work.

We call that coding.

Yeah. But from then, honestly, like, I was totally fine with it. If someone didn't buy, it happened less and less and less, which was cool. And the less I sort of cared. I think, like, people genuinely, like, got the fact that I was like, hey, I'm here for you. That's cool, man. If you don't want to buy, that's cool. Like, it doesn't mean I let them off the hook. And that's one thing. Like, yeah, I will throw everything, including the kitchen sink at someone during the sales call. So, like, I'm not going to give up on the sales call if that sort of. So maybe that's where, like, the miscommunication is, you know? It's like, yeah, dude, just fucking think about it. Let me know. Like, that's not. That's just being a bad salesperson.

But detaching from the sales call is not letting it go. It's not getting emotionally invested in the outcome if it does go wrong.

Yeah, exactly. And then I think just realizing that, like, you can't hit a bullseye every shot, you know, like, you're gonna miss. You're not going to sell someone. I remember I had a sales call ages ago. It was, like, the toughest prospect I've ever had. The guy just Would not give me an inch. And I was doing heaps of sort of like, mental gymnastics to try and get him. And I got him really close. Like, I really did. I got him from. I got him really close. Any other call, I just had a Chuck, and I was like, man, that was cool. I was like, oh, I didn't sell the guy. And I was 100% sure he was gonna cancel the next call because we scheduled a fall. I was 100% sure. But I was like, man, I threw the kitchen sink at that dude. You know? I was like. I was like, that was a really good call. I was really happy with how that call went. Because if I do that 95 times out of 100, they buy.

Yep, yep.

You know?

Absolutely. All right, next question. What is the structure of a loop? While you were speaking there, I drew a little. Little diagram. If you can see that that's a loop. That's the structure. You just bring them back. I'll let you elaborate.

It's like a circle, but cut in half.

Yeah. Y.

Next question. Okay. The structure of a loop. So I know. I know what he's talking about. I think I did a YouTube video on. Objection, cycling. So we'll link that video. Whoever is doing this, link the video. It's called cycling objections or Objection, cycling. So essentially what it is, is it's like if you go to our website and go to free resources, the objection handling matrix lays out exactly how to do this. Not in exhaustive detail, but enough detail to do it, but not so much that you get confused. And we may or may not be coming out with a course. It's probably a good idea anyway. So what you want to do is if you can picture. If you're. If you're listening to this picture, like a roller coaster, right? Doing like a loop to loop. Okay. And so, like, where you enter that is like. Is like what you're trying to get out of the objection, right? So you're trying to. And for the way I had to handle objections, I try and I try and get away from. Do you or do you not do the program to what actions need to be taken to get the outcome that. So that's the beginning of the loop. And then I go. And then whatever road they decide to take on, I'm going to bring it back down to that same point, which is. Okay, so given all that, what actions need to be taken? So it might be like a fear reframe around decision making. Might be a hesitation reframe. It might be a partner objection. It Might be a money objection, it might be a think about it objection. Whatever it may be, you just bring it back to that. And then we're just always a constant series of loops. Because that's such a, a benign question. What needs to be done to get the outcome? That's it. And if your pitch is structured correctly, the agreed upon or framework, the agreed upon fact is that yes, the program is. The program will get me the outcome. So you no longer need to talk about in terms of should I or should I not do the program because you've already established that that will help them get the outcome. Now all you have to do is establish what do they need? What's the first step? What do they need to do to get the outcome. And you can get more and more specific as you go. And you can have more and more emotion urgency in that as you go using like word choice and tonality. But the YouTube video describes it much better.

Yeah, interesting. Okay, I like that was a good, good little roundabout way, like a loop of explaining it without going into extreme detail and taking the whole, the whole podcast for, for that question. Next one I close a non roi offer. Typically I have people on the phone unsatisfied with their career and want more meaning by becoming therapists. The issue I face is that the curriculum is five years and when the gap is built correctly, people want something to change job quickly. So I have the objection of length. How can I balance between the gap building and the urgency to get a result asap?

I too have had the length objection.

Say that again.

I too have objections over length.

Yeah, definitely not girth though.

Like a travel sized cocaine buddy. All right, so the objection is just selling a five. He's selling a uni course. A five year long course.

Yeah. So he wants to, he's trying to get people that want to become a therapist and change career path. However, it seems like they're not qualified yet. So he needs to get them to make a decision. But then they have to go and do the course for five years before they are registered and can actually start making money and change their career. I think that's the issue. The issue on that is get better marketing because you're targeting the wrong people to sell you.

Yeah, I mean also like if that's what needs to be done, like you can't not be a therapist without it. Right. So I think like if it was me and I was selling that course, I would add on like a one day NLP certification.

If it was me, I'd have a drop Song.

Yeah, I would just have like. Yeah. So your first month is a NLP certification. So you can start to like coach people on the side before you become a therapist. Like that's what I like. I would try and look for a solution to the problem because I don't think a sale, I don't think a sales technique is going to solve that problem. I think the problem is like, that's a really fucking difficult thing to sell. So like it's a five year course. Like you're essentially selling, you're selling like a university degree. So.

Well, so. Sorry. I think what they're selling is they want to go into business and he's selling potentially the coaching around how to be a better therapist. But the people aren't qualified as therapists yet. So it's like, why would. I mean, for me, like, if I wanted to become a therapist, I'm not buying a course on how to be a better therapist if I'm not, if I haven't yet been accepted to go to uni where.

That's stupid. You're just talking to wrong people. That's like, that's like having a coaching for doctors. But you're talking to high school students.

Exactly right. So, Hamza, I do apologize if we've misinterpreted.

Yeah, I apologize. But if I, if, if I look at it from the other direction, I assume that we're wrong in that.

Yeah.

Try and find some sort of like quick NLP certification that you can get people onto as a drop sell and nurture them. Or even if it is like you are selling the five year course. And again, I'm confused as to what the question was. Then have that there. Anyway, I think that that solves a lot of problems, but I don't think like, you know, five years of someone's life. I mean, Jesus Christ.

Yeah, he could also just be selling a five year course. That's like. Yeah, yeah, it's a, that's a tough one if. Because I don't know what courses are five years without being through a recognized institution, you know, so. Yeah, we'd have to know more. Sorry, buddy.

Next question, next question.

As a salesperson, how do you pick your clients better? I. E. I've got someone in my DMs that is asking, you know, they typically choose and accept the offers based on the commission structure and the amount of perceived dues and accept the offers based on the commission structure and the amount of perceived work that would be required.

No, don't do it.

Which is not what I Would do.

Yeah. So, okay, so find out what the current stats are and listen to some of the sales calls. Mm, that's key. Because what you don't want to be is somebody's white knight because you're probably not good enough to be. To be perfectly fair, there's very few people who are good enough to be the white knight of a business. And even then it's like a. It's not. It's just not a great position to be. And I've been in that position before. Yeah, it's a lot of pressure. And then so I would go, okay, can you run me through what your current stats are? What's the show up rate? What's the close rate? Now, if it's really high, I would be very dubious and say, how are they getting to that? Why don't they just keep their same team? So I would really dig in on the numbers.

All work that would be required.

No, don't do it.

Which is not what I would do.

Yeah. So, okay, so find out what the current stats are and listen to some of the sales calls. Mm, that's key. Because what you don't want to be is somebody's white knight because you're probably not good enough to be. To be perfectly. So have it. Like, what's their revenue? And then how many sales are they making? Like it. Just make sure the numbers make sense.

Yeah.

Like, you know, remember. Do you remember that guy who recently got a clickfunnels to comma club who makes like no money but charges his clients there through his. Yeah, yeah. So he charges the ad spend. He only makes about 20 grand a month, but he makes 100 grand a month because of the ad spend or something like that. Right. So he told us he makes 100 grand a month. And I was like, okay, we'll consider working with you. Went through the process and I was like, there's just something not right.

Hold on a second.

Yeah. Like, yeah. And I was like, okay, well, wait a second. So how much. How many clients do you have? Okay. And how many sales you make a month? What's your revenue? I was like, where is this additional 70, 80 grand a month coming from? Oh, we charge ad spend. I was like, you can't count that as revenue. It's fucking. It's a passed on cost. It's a flow through to Facebook. But anyway, that's what got him is 2 comma clubs. So what I'm. There's very few people who are good enough to be the white knight of a business. And even Then it's like a, it's not, it's just not a great position to be in. I've been in that position before. Yeah, it's a lot of pressure to. Clearly a very, very legit award that should be taken very seriously, which is.

Why we're trying to get one.

Well, we don't even use fucking, don't even use clickfunnels.

But yeah, but the other things that you want to look at is the consistency they've had over the last couple of months previously. You want to be able to look at the business owner again, see how much money they're making, see how many clients they have, have a look at what that retention is like because the retention plays into a lot of their delivery. Have a look at that delivery, do your research, check around Google, see if there's any like poor reviews. And the biggest thing is like make sure they're not just like they've just started their business, you know, because they don't really know.

And then so I would go, okay, can you run me through what your current stats are? What's the show up rate, what's the close rate now if it's really high I would be very dubious and say.

You know what they're doing and you're having your income dictated by someone that isn't in a position.

Yeah. Also what's their plan if all the leads go down? Are they gonna pay you money if they don't, if they can't provide a lead for six weeks, like what's, what's the, what's the actions on plan?

Yeah. So you really got to look at the back end stuff and how the.

Business are they getting to that? Why don't they just keep their same team? So I would really dig on the numbers also have it like what's their revenue and then how many sales are they making? Like it just make sure the numbers.

Make us uprights to understand if that is going to be sustainable for you long term. And if it does seem like that, then do it. If not.

Yeah. Also looking straight to make sense. That's yeah, like you know, remember. Do you remember that guy who recently got a ClickFunnels 2 comma club camera maybe Zoom in on this one people. If someone's offering you like 50% commission.

Oh geez, don't seem that far.

They're a scam.

Say that again.

If someone's offering like 50 commissions, they're a scam.

Oh yeah, you can't afford. You don't like any legitimate business doesn't.

Have Those profit even 30% is fucking stupid.

Yeah, it's crazy.

Like, it's too much. It's just too much. Like unless it's a course for like a grand and there's no fixed cost. Who makes like no money, but charges his clients there through his. Yeah, yeah. So Austin, they just have an iron tight and they just want someone to come in and sell it. And they're going to offer you three or four hundred bucks a sale. Dude, fucking take it. But they're either a genius, like a proper certified genius who's cracked the code on like getting the highest return of ad spend ever and then like having fully automated delivery that's actually good. Which, like, I don't know anyone who's done that yet. And then. Or they're a fucking scam. He charges the ad spend. He only makes about 20 grand a month, but he makes. So chances are it's like an Amazon account and they're gonna pay you stupid amounts of money and they're not gonna deliver anything.

Yeah. And if there is delivery on something.

Makes 100 grand a month because of the ad spend or something like that. Right. So he told us he makes 100 grand a month.

And I was like, or access. You know, that isn't just like stock stuff. Standard copy paste. You have to think if they can pay you that much, where is that money coming from in the rest of that bit?

Okay, we'll consider working with you. Went through the process and I was like, there's just something not right on a sexist. Who are they not paying?

Yeah, who are they not paying?

The tax man.

And if they're not paying someone, then things are going to fall over. You know, they could not be paying the coaches, therefore the coaches don't do a good job. And if your commission structure is based on ongoing commission, then you that way.

Also have a lookout for key things. Like if they'll only pay you through pay. Yeah, like, yeah. And I was like, okay, well wait a second. So how much. How many clients do you have? Okay, PayPal. Super dodgy because of the callbacks from PayPal. Same as if they'll only pay you through credit card. That's super dodgy as well. Like, so that you want to be able to take your pick. You want to be able to tell them like how. How they should deliver stuff to you. Because all the clawback stuff, like I've seen, I know people. We had it done to us, remember? Dude clawed back like six months of commissions out of our account. And then I roasted him we ended up back. It took. Took five months.

Yeah.

You know, we hadn't even where we hadn't worked with that guy for six months.

He just got desperate one day because his business was collapsing. Like, oh, I can possibly pull money from here. And then I shut it down and I get to keep it, you know. So, yeah, you got to trust the people you're working with. If they seem slimy, then don't work with them.

Yeah.

All right, next question.

And how many sales do you make a month? What's your revenue? I was like, where is this additional 70, 80 grand a month coming from? Oh, we charge ad spend. I was like, you can't count that as revenue. It's fucking. It's a passed on cost, it's a flow through to Facebook. But anyway, that's what got him is 2 comma clubs. So what I'm.

When speaking to investor types who are looking for another passive income stream, they earn well. No need to take the opportunity. What's a tactic you would use to create that desire? I sell it. Done for you agency and complete with done for you Amazon and Walmart. And usually they are shopping us to compare.

I didn't even know Warm one had a section related to that, but there you go. Clearly a very, very legit award that should be taken very seriously.

I believe there's probably a Walmart online where it competes with Amazon to some degree. Probably not amazingly successful, but I could be wrong. Seems logical.

Yeah. It's all about finding out what they want. You find a problem, you find the solution, you get the tie down, you do the consequence, that's it. It's going to be the same answer every time.

That's from sean. He's a 2 comma club award winner as well. He's a legit one. I've seen his stuff. So shout out to him.

Yeah, it's really all about like finding the right problem. Like they're there for a reason. Everyone's got a reason, man. Everyone's got a reason. So all you got to do is find it and then from there figure out like, what is the tie down for this? What's. Wait, what's. What's the emotional reason for wanting that outcome?

Is there anything specifically you do to find that reason differently to someone that doesn't really need it and which is why we're trying to get one.

Well, we don't even use fucking. Don't even use clickfunnels.

But anyway, just shopping around, I would.

Just hope that the marketing would weed that person out or if you're doing it, yeah.

But the other things that you want to look at is the consistency they've had over the last couple of months previously.

Two step or whatever. Like it's not your job as a salesperson to sell the medium.

You want to be able to look at the business owner again, see how much money they're making, see how many clients they have, right?

Like if I'm selling Amazon, right? Like an Amazon FBA offer or whatever. I coach if the person doesn't know anything about Amazon. Like it's not really my job, you know what I mean, to make that a reality. It's my job to take the person who has an interest in Amazon and get them to buy our Amazon. I'm not like a marketing person, you know, so I would extend the process out if that was. If I was getting a lot of that. I'd probably end up doing like a four call close or I'd have like some webinars and shit in between. I had like a 15 minute, a 15 minute, a 15 minute and a 30 minute and I would try and sell them like that.

Have have a look at what that retention is like because the retention play. Interesting. Okay, there you go. I hope that helps. Sean, last one that we've got on this thread is how would your, how would your approach look like when cold calling and trying to open up that call? Now just note and I, I say this every time I get this question asked in our role play is neither of us are cold calling experts. All right? So take what we say with a grain of salt. And we always want to be transparent and not take our advice, which there could be better ways to do it because I know Jeremy does things different to what we would assume is the best way to do it. But my advice is what is into a lot of their delivery? Have a look at that delivery. Do your research when you're cold calling. And let's say, because I had this come up the other day, if you're trying to get in touch with it, check around Google, see if there's any like poor reviews. And the big thing is like make sure dentists for coaching for business. Coaching for dentists, right? Do your research so they're not just like they've just started their business, you know, because they don't really know about them. You know, when you speak, make sure you say, hey, I'm not. Look, you don't call up saying, hey, I'm looking for the, the business owner or that you do your research, get a name and Say hey, it's just this, Bob asked me to touch base, you know what they're doing and you're having your income dictated by someone that isn't in a position.

Yeah.

Also in regard to this, do you mind if we can make an appointment to speak to him? You know that's how I would personally go about it. Obviously if getting that research is impossible then there is going to be different strategies. But if you can always do the research.

Yeah, so like we're starting a cold calling department, seventh level. So I know a little bit about cold calling. I've seen all the training, I've never done it myself but yeah, like you know, it's a, it's a definitely you have to, there's certain softwares and stuff like that they need to have in place I think to do it effectively. Also you want to have things like sales navigator and stuff so you can DO research on LinkedIn to get through them. You also want to have like your gatekeeper scripts and then you want to have your decision maker scripts. So you need to have your process. What's their plan if all the leads go down? Are they going to pay you money if they don't, if they can't provide a lead for six weeks, like what's, what's the, what's the actions on plan?

Yeah, so you really got to look at the back end stuff and how the business.

But generally speaking like the opener. And if you want more information about this, go to Sales Revenue operates to.

Understand if that is going to be sustainable for you long term and the.

Facebook group and then there's more cold calling stuff in there. You can just say hey, can I have some help on cold calling? You'll get more help there. But it's essentially like hey, this is just Matt from XYZ company. I'm looking for James. Yep, this is James. I go, just, just wondering if you could help me out for a second.

If it does seem like that, then do it. If not.

Yeah. Also looking straight to go. Yeah, for sure. Because the natural reaction is to say yes when somebody asks you for help. You go, well I'm not sure if you could but I'm, I'm just wondering if you would be open to exploring any hidden gaps in your sales process that might be costing you guys sales every month. Would you, would you be open to that? That's generally speaking like the average cold call open that we teach at seventh level.

Cool, cool. All right. I think there's no point trying to go into more detail on that. When there's other resources that are better than us. At least at this stage anyway. Talk to us again in six months when we've headed up that old cold calling unit.

Mr. Marcos, I wanted to speak to that because he used to do it for Cardone.

So that's all the questions that we have there. Matt, have you had any questions, like really good questions that have popped up in any of the trainings that you've done that people have asked me? Like that's a really good topic that.

We could camera maybe zoom in on this one, people. If someone's offering you like 50%.

Oh, Jay's done some that far.

They're a scam.

Say that again.

If someone's offering like 50% commissions, they're a scam.

Oh yeah, you can't afford. You don't like any legitimate business doesn't have the Dom perhaps go and go into or nothing you can think of?

No, not really. I mean I had people ask me personal questions so I can go through those if you want. I'm 36 years old. Even 30% fucking stupid.

Yeah, it's crazy.

Like it's too much. It's just too much.

Long walks on the beach.

I do. I like p. I like pina coladas, getting caught in the rain. I mean all that kind of stuff. I got two kids living in Sydney looking for a house. If anyone's selling a nice one, let me know. Especially if you're selling a really nice one for super expensive and want to take a bath on it, that'd be great. Yeah, fair.

We'll trade your sales training so next.

Time you can sell it higher more than most mortgage. Mortgage payments. My sales train. Like unless it's a course for like a grant and there's no fixed cost. Yeah. But yeah, if you guys do have any more questions, careers or doubtful points that you want to know below, make sure you hit us up in the comment section on YouTube. Make sure that you go to YouTube. Matthew Ryder. You like subscribe? Hit the notification bell so you can get updated every single time we do another post. Make sure you just have an iron tight and they just want someone to come in and sell it and they're offer you three or four hundred bucks a sale, dude. But they're either a genius, like a proper certified genius who's cracked the cup. You subscribe on this one, make sure you share this out to your friends, your family, co workers, your bro workers, anyone who you think is going to benefit from this stuff and then let us know in the closing code on like getting the highest return of ad spend ever and then like having fully automated delivery. That's actually what. If you listen to this, if you listen to the podcast, and for God's sake, sign up, give us $25 reduce and see if you like some of the role plays. And if you do stick around, if you don't, then fucking beat it.

Thank you, guys. Appreciate your time and thanks for listening. Don't forget to like and subscribe. Bye.

Bye. Put that coffee down. Coffee's for closers only. Good. Which, like, I don't know anyone who's done that yet. And then. Or they're a fucking scam. So chances are it's like an Amazon account and they're going to pay you stupid amounts of money and they're not going to deliver anything.

Yeah. And if there is delivery on something or access, you know, that isn't just like stock standard copy paste. You have to think, if they can pay you that much, where is that money coming from in the rest of that business?

Who are they not paying?

Yeah, who are they not paying?

The tax man.

And if they're not paying someone, then things are going to fall over. You know, they could not be paying the coaches, therefore the coaches don't do a good job. And if your commission structure is based on ongoing commission, then you're fucked that way.

Also, have a lookout for key things, like if they'll only pay you through PayPal. Super dodgy because of the callbacks from PayPal. Same as if they'll only pay you through credit card. That's super dodgy as well. So you want to be able to take your pick. You want to be able to tell them how they should deliver stuff to you. Because all the clawback stuff, I know of people, we had it done to us. Remember that dude clawed back like six months of commissions out of our account. And then I roasted him. We ended up.