Real Coaching. Real Calls. Real Results.

Hello.

It's okay, folks. We'll see how that goes. What the heck is happening? Good morning. Yeah, we'll be with you in a minute. I'm just trying to figure out, uh, one thing.

What up, Matt Ryder?

Well, that's bizarre. Uh, all right guys, you can go ahead and, uh, start— you can start asking some questions and stuff like that. Just kind of raise your hand, but I'm just trying to figure out something because I scheduled a live and it's just not, uh, it's not working for some strange reason. But go for it.

Yeah, cool.

Good to go.

Yeah, yeah, that's right, man.

Look, um, Merry New Year and shit, uh, first off. Um, take part. I'm curious, like, just loyalty-wise, so like, how long would you say to be like staying at one company, you know? You know, how much should you give to one company? How much sort of shit should you take? Or is it on a— like, just your opinions on it, you know, doesn't have to be right or wrong.

Um, I don't know why anybody would bother with— like, I don't— loyalty is, uh, in business is kind of like— I think you should be loyal to your business partners, but I don't think any employee should be loyal to their employer and vice versa. Um, I think like it's a transactional relationship. All right, sweet, we're live. All right guys, this is a live stream. 2 seconds. Uh, we're gonna be doing some role plays and whatnot, but, uh, we're gonna get straight into it. Um, so, uh, like loyalty is the reason why it's bullshit in, in business, and in like, not in like business, but in, um, like in the scenario that you're talking about is because like let's just say I had this conversation a lot, right? Like, uh, the guys, when they're at 7th level, they have quarterly bonuses. Um, they missed the bonus by like a very small margin, right? Like I'm talking in the hundreds of dollars, and I didn't pay it. They were like, oh, but— and I was like, fuck you, like, what are you talking about? And they were like, oh, but you know, we should reward the team. I said, reward the team for not hitting the goal that we said? Oh, but they're so close. I said, all right, cool. Let's go ahead and pay it. But if we decide to do some discretionary spending and next quarter the profit is down but they hit it, can I not pay them? Oh no. I said, well then, fuck you, go back to work. It's like my exact words, right? It's because like that is a— that like there is a— there's a line and you have to hit it, and if you're 1 millimeter off it, you get no reward, right?

Yeah.

And so, um, the, the loyalty is like ridiculous. So like, people used to come to me and they would go like, oh, I have a, you know, I have a, a job offer somewhere else. And I would go, it's amazing, man, you should take it if it's better. Like, the, the issue comes from this like ridiculous tribalism that people feel like with business, like business is some sort of you know, kind of important friendship event. But the only people who sort of think that way are like the entrepreneurs that have no friends, right? And so, and they use loyalty as like a bullshit crux to try and get people to stay in situations that they shouldn't stand. Like, I used to see it all the time. Like, former business partners of mine used to like try and crowbar people with loyalty, and I just go, hey, let them go. It's what's best for their family. Who gives a shit? Like, let them go. You know what I mean? Like, that doesn't matter. So I would say, like, now if you put yourself in a position to where, um, to where you like just don't have any pipeline to follow up and stuff like that, then I would say like that's more of a you thing. Um, but if it's like just a sinking ship, like, I would just leave. Like, who cares? And if they say like, oh, you can't come back and you're good at your job, then they're retarded.

Yeah, okay, that makes sense.

Like, I always welcome people. Who gives a shit? It's not tribal, it's like just a place of work.

Yeah, my biggest thing is it's like obviously my first offer that I've done. I'm just wondering like how long should I stick at it before I sort of start sort of branching out and sort of evaluating other options in the market?

I mean, I think as a good sales rep, you should be constantly evaluating other options. I think that you should do what's best for you and your family.

Okay.

And that was my advice to all my staff. You should do what's best for you and your family.

Cool.

And if I'm not going to match an offer, then you should probably take it.

Makes sense.

And people were always surprised and shocked. And that is my exact same advice every time. Always will be, always has been.

Awesome.

Thank you, man.

Yeah.

All right, cool.

Justin Turtle.

Okay, Matt, how you going?

Oh yeah, mate, not bad, eh? Fucking Pretty good, mate.

Just a quick one. I'm doing general advice with life insurance, disability, income protection, trauma.

Okay.

Doing metal leads now.

I have all those things in Australia.

Yeah.

So we should be good.

Perfect. You had it reviewed lately? Just quickly.

Savage. Nice. That's good. That's good. My shit's expensive too. So you'd be doing well.

Just on a quick one. Just want to understand the dialing rules because we're doing metal leads now because previously always we're getting leads through mortgage brokers. So just want to understand the compliance around dialing. Also, we're looking at bringing in 10 new leads a day and then how that looks and probably got a list of 100 leads at the moment and what that looks like in terms of cadence from your perspective.

And you're, you're in Australia, right?

Yeah, that's right.

Sydney.

Okay. Yeah. First of all, I need to state like, um, I'm an idiot. Uh, I don't know anything about compliance. Everything I say is probably made up. And completely ridiculous and outrageous, right? So we'll just start with that. Australia is a sort of little bit of a different place than the States because the rules are a little bit more ethereal than they are like locked in place. Like in the States, you've got like very clear, you know, no calling after 8 PM or no calling after 9 PM, nothing before 8 AM. You've got 3 times in a day maximum. You've got like 7 times in a week. Like it's very clearly laid out. Whereas in Australia you're looking at like the CAN-SPAM and you're looking at like, um, the 5 A's or whatever it's called, right? But generally speaking, okay, um, opt-ins and non-opt-ins are different, right? So like non-opt-ins, um, you know, it's like, can you cold call?

Yes.

Yeah, we've got options on this.

So like you'd be pretty safe with like anywhere from 2 to 4 times a day, right? With like a maximum of 7 to 10 attempts in a week. That would be like, I think like, you know, and then what you want to make sure is that, you know, if you're dealing with people all over Australia, your opt-in should have what state they're in, right? The reason being is because otherwise it's really easy to call people in Perth at like shit o'clock in the morning.

We've got that sorted. It was just sort of trying to get the understanding of a cadence. What's the position on double dialing and stuff like that? At the moment, I'm just sort of— That's illegal everywhere. Right, okay, because I'm doing sort of that where I'm finding the sweet spots, 8:30 to 9:30, and doing like a cadence of about 20, 20, 20 each morning like that with a list of, let's say, 25, and then going, working down the list, and then maybe doing the older ones at night, let's say after 6.

Yeah, I think for you, like, obviously, because you're kind of want to get both people in the pool, right? You know, you get the partners and stuff like that. So, you know, I would say that, that, like, you know, I, I would have a look and I would, I would do it by time zone personally. So I would, I would, you know, start with Sydney and then work my way across the country. Um, I would also— I mean, this is going to sound bad and people can say in the comments— I would like ignore Darwin completely. Um, uh, you know, and, um, just because, like, I've dealt in this world before um, and it just generally is a complete fucking waste of time, right?

WA seems pretty good actually.

Uh, yeah, I mean, like, yeah, I mean, for selling. I've lived there. I don't want to move back, right? Whenever, whenever anyone gets on the phone from anywhere other than Sydney, I go, well, you know, you work hard enough, mate, you'll get here. Don't worry, right? You keep your head down, you keep grinding, you'll get here one day. Right. Um, but yeah, so I would, I would just kind of like try and— because if that, if that 8 to 9 or the 8:30 to 9:30 is a sweet spot, you sort of got that 4 times, you know, or 3 times, right? So you can, you can really kind of maximize. Um, I have a sheet actually, oh, um, that like we do track your, your pickup rate, uh, per hour.

Per hour.

Okay.

Yeah, yeah. So I've got this sheet, I'll put it in, uh, let me, um, share my screen real quick. So, and I'll, I'll put the thing in here, I'll put the link. Um, but this is, uh, like, so basically this is like inbound, this is like outbound, right? And so what I'll do is like just kind of mark this out. This is my time, and then I say I have a pickup rate. In Australia, man, you should be getting good pickup rates, right? Like pickup rates, like for all the dialer clients in Australia, it's like 20 to 25% pickup.

I'm only like 6 at best at the moment.

What are you using?

Oh, we're just using GoHighLevel.

Well, there you go, man. You're in a fucked piece of shit system. There you go. You're gonna make some serious money, get on dialer.

Um, well, I've only got one seat. Would you look at one seat?

Yeah, yeah, for sure. Okay. Um, let me see. I'm pretty sure I can get up. If I can get up without doing anything crazy. Like, this is, uh, I don't even know if I can— anyway, so I'll show you this first. So you just basically mark—

you, you put—

you figure out what's bad, what's medium, what's good, what's great. And then from there you just go like mark that per hour. You do that for like a month, right? And then you've got like a great dialing schedule. Yeah, yeah, you know what I mean? Um, I'll show this here. I'll put it in the chat. All right, thanks.

What's—

and just last one— what sort of volume of leads you think is worth number dialing a day?

Uh, can you restructure that?

Like, from a workflow type of thing, like getting through 20, 25 clients, 50 clients, in terms of just initial dials each day working into your workflow? Because obviously doing first meetings, applications—

it really, yeah, it really just depends on conversations. Like, I'll show you, like, like, so this is an Australian business, right, in a very similar industry to you. And from 500 dials, 100 pickups, and 31 conversions, right, at 19.5%, this is an Aussie client, right? So it's like, you know, and that's not a lot of time to devote to setting, you know, that Right.

Yeah.

That's 17 hours over the course of like a month. Right. You know, that's all right. I'm just like, she come. This is another Aussie business, right? 25% pickup rate.

Okay.

You know what I mean? So 51% contact rate. So as you can see, like, you know, the dials are sort of irrelevant because like if you have a good pickup rate, your dials will be lower, but your pickups are high. So like from 800 dials, 200 pickups. 50 conversions. Like, that's great, you know what I mean? So, um, yeah, like, it's good, you know? So, um, I think having a good dialing system definitely helps. Um, like, for your volume, you could arguably use your phone. Um, now, the— it depends on your position in the business. Like, if it's your business, you know what I mean, which I'm assuming it sort of is, then you can do that. If it's not your business, you can't do that.

Okay, gotcha.

All right, so thanks, mate.

Appreciate it.

No worries, no worries, bud. Um, someone's commenting, I'm glad I'm not the only one who thinks GHL sucks. Also, darling. Yeah, yeah. Hey, whoever keeps telling me to write their sales script, I sort of can't do that. People commenting. Um, uh, Calvin, hold on one second. Happen, buddy.

Matt, happy New Year, brother. Good to see you.

Me too, man.

Uh, I just want to role play a little bit if anybody's up for it.

Oh yeah, all right, let's do it. Uh, who's here? Ben, are you here? Yep, yep. I can get my prospect, buddy. Yeah, man.

Yeah.

Oh, did that guy close, by the way?

No, he's wiener. Just— he might, but he's—

he told me he's in.

I know, he tells everybody he's in, bro, and then he just— he's, he's being a weenie.

I'm gonna give him a call.

Yeah.

Anyway, thanks for talking to him.

I'll give him a call. That's unacceptable.

All right, so, uh, lead generation for car dealerships. So this car dealerships, okay, Zoom call. You want to sell more, sell more cars, we're gonna move more metal, baby. All right. Hey Ben, that looks like we booked the call today for us to— I guess for you guys to move more metal, is that right?

Uh, yeah, yeah, that sounds right.

Awesome, brother. I guess, uh, what was it about the ad that made you want to reach out to us and book this call?

I don't know, I was just scrolling last night and it looked interesting, so I figured I'd see what you guys have got going on.

Yeah, for sure. And I'm sure you got like bombarded with a bunch of these ads, right?

Yeah.

Is there— was there anything in particular that's kind of like stuck out to you?

Um, no, I mean, just I, I liked, uh, what you guys were talking about, about, you know, selling more cars. So, okay.

And, uh, how many, how many cars you guys sell now, Ben?

Mm, we do like, uh, we move like 200 a month.

Oh cool. Um, what's the goal?

I mean, I don't know, as many as we can, right?

Yeah, for sure. I mean, I'm sure that you've been wanting to grow this place since you guys have opened it. Is there any goal in particular that you turn ahead to? I mean, 200 to what? What are we trying to have? That's good.

I mean, a lot. I mean, if we got to like 300, I think I'd be happy.

Okay, and like, what have you been doing to get to 300?

Everything, dude.

Everything?

Like, yeah, you know, we've been doing radio stuff. I pay for radio. I got billboards going on. I got one of those guys twirling the sign out in the front. Like, I've been doing a bunch of stuff.

Okay, and how long have you been doing that for?

Well, a long time.

I mean, I've kind of upped the efforts the past 6 months or so, but Okay, so it sounds to me that that's what you've been doing to sell 200 cars, right?

Yeah.

Okay, have you been doing anything out of— outside of that to actually move the needle towards 300?

Um, not really.

Why not?

Well, that's why I'm on the call with you, right?

Yeah, for sure. But why haven't you tried anything else?

Like Um, I don't know, dude. It just felt like, you know, it was time to try something new.

Okay, I guess what kind of shit did recently then for you guys to be like, all right, we gotta, we gotta start doing something new here for us to finally hit our goal and move 300?

Tell you what, man, you're way more pointy. You've been taking on the feedback. Yeah, like it. Much more pointy. You used to waffle like a fucking You know, get stuck in that. That's good, man. Um, like, I think that your expressiveness has got better. Like, it's far less robotic, and you're kind of like, you know, like, I think inviting a conversation. I think that, um, I like the fact— I think your thought process was really good going into the what shifted question. I think was great. I think some of your questions were a little difficult to answer. Like, they were just worded in a way that was like a little bit like, like I felt like the only answer that Ben could give was the one that he gave, which is like, I don't know, man, you know. So, um, so it's, it's sort of like, uh, you know, like that, that's what— so I think maybe it was a brain buffering thing, right? It was like, okay, so that's what you've been doing in order to get to 200 cars, but like, you know what I mean? So it was like, I think your brain was buffering a little bit, which I think is totally reasonable and fine. But, and, but I think like, um, I think a little bit more concise, but overall, man, I thought that was, that was pretty good. Well, like, how have you been going recently?

So the one thing, like, how do you mean?

Like in terms of your sales? Oh, good.

I've been testing new things. Um, I've been pitching without, uh, without pitch decks and I've been closing more. So I definitely feel a lot more confident. You know what's crazy, Matt? The one thing that did it for me was I watched one of the videos from a call that I wasn't able to attend. And it was something about you saying how you should be able to go towards other parts of the scripts and then bring it back up. You know what I mean? Like if you want to go to like a different part of it, like, hey, how many, like, what do you like? How many more sales are you looking for? And then going back to actually get the other questions responded to. You should be able, you should be comfortable doing that. And I was like, oh, okay. Like, it— a lot of people think that it's just like a one-way highway, you know?

Yeah, there's no rules. There's no— there's no, uh, there's no sales Gestapo. There will be when I'm— when I'm leader. When I'm leader of the world, there will be a sales Gestapo. But until then— until then, right? Um, that was good, man. I liked it.

All right, thanks.

Uh, you know, surprisingly not disappointing. It's always good to be not disappointed. Yeah. Um, all righty. Uh, who's— is it Chu? Chu's up.

Yes, sir. Hey, I just— quick question for you. So I, I think my closing ratio right now is about 30, 33% of people who I present to, right? So, um, I, I like, I do a lot of dialings anywhere from like, you know, about 300 to like 600 per day, just depending on the amount of people I talk to, right? So the question I have for you is like, I want to do more presentations. So should I, instead of focus on just dialing, maybe like outsource some of my, some of the activity into like, you know, hiring a dialer or, or, um, you know, investing more money to, I don't know, maybe better, better dollar per se. What do you think, Matt?

Can you say that one more time? You would like figuring out— you want to figure out where you want to get—

like, how can I increase my money? Yeah, where should I increase my, my resources into so that way basically instead of me just focus on dialing people, maybe do like live calls or like, like live transfer or maybe like They're just different lead sources, right?

So like, I mean, you should trial them, you know, but like, I don't know, you know, live transfer is way more expensive and then you've got the 10 to 30 second rule, you know what I mean? Like, and all that kind of shit, right? So, you know, it just depends. Like if you're good at dialing, it's a difficult ROI to beat, you know what I mean? Now if you're doing like 600 dials a day, I would say that your dialer's shit. Um, it's like you just can't get through that many, do you know what I mean? Like, if you pick up, there's more than 2%. You're using Wave or something?

Uh, I'm using, uh, um, uh, Kixie.

Yeah, it's the same shit. So they're all the same, just so you know. They're all on the Twilio. They're just a Twilio skin. Um, but yeah, so like, that's what makes it tough, you know what I mean? Like, when you have to dial like that fucking crazy amount of like just and you're listening to a dial tone for an hour and a half, like, uh, that's really difficult. So, you know, if that's the reality, then what I would do is I would use that pickup rate tracker. I would find what times of day the outbound is effective, and then I would do the outbound in that time because chances are like you're gonna get hoppy pickup rates between 9 to 11 or something like that. And then it's shit from like 11 to 3, you know what I mean? And so like take live transfers from 11 to 3. Right, but like, that's not gospel. I'm saying like, that is an idea. You would have to try it, bear it out, figure out your pickup rate per hour. The new dialer dashboard is actually going to be sick. It tracks pickup rate as well as dials per hour, pickups per hour, and new leads in per hour, which is going to teach people. Because rostering, I've actually realized, is incredibly important. So like, and the rostering for you is like, when do I dial? Because You know, yeah. But yeah, so that's what I would do. I would have a look at like when is outbound really effective because you don't just want to be reliant on one singular source, right?

Correct.

Do this, then it's like, okay, I'm going to do this much outbound and this much like live transfer stuff and then just play around with it. Like there is no correct, there's just what works and then that will shift and change. Month to month, quarter to quarter.

Gotcha.

Okay, cool. Thank you.

Yeah, uh, who's next? Uh, Jeff, my name is— how's it going, man?

Um, did your titles kill me on YouTube? Uh, just wanted to say, what's this one?

What's this one? Is it like former special forces sniper teaches special needs kids how to— Yeah, I can't remember.

Yeah, yeah, I think last time you taught, you taught us Africans how to close, uh, so thanks, appreciate it.

Yeah, I think it was billionaire sales beast teaches poor Africans how to, how to close deals.

I do want to—

I said it was racist and I said Africa is a continent, dickhead. Well, I was like, instead of racist people.

So you, um, you helped me with my, um, Because I think I was saying I struggled with like the beginning of the pitch, not the pitch, like the beginning of the call. And I did the 3 categories, lot smoother. I was able to close a $10K deal. So this African kid is benefiting. So thank you, Billionaire. Um, but anyways, yeah, so I, I want to roleplay.

If I had to pick a continent that you were from, I'm just saying, it'd be that one. How would you know? Exactly.

Uh, so, um, I, I want to roleplay, uh, spouse.

Objection. Okay.

Um, I'm on a, I'm on a marriage offer. Um, yeah. So I mean, it's already tough enough as is. I don't know if you have any pointers before I go into the role play or if you wanna see me workshop it.

Ben, can you be the prospect again?

Yes.

Yes.

Yep.

So Ben, you're, you're a guy, you're not in your situation, you're in a troubled marriage.

Okay.

Um, you know what I mean? So, yeah. Uh, and you're gonna give ironically, a partner objection to this marriage offer.

All right, all right. Yeah, okay, I'm ready.

Yeah, so that's pretty much everything, Ben. Um, so yeah, it'd be $12,000. How would you like to proceed?

Yeah, no, it, it sounds good. Like, I just, uh—

Yeah, well, what sounds good?

Uh, yeah, just like, you know, everything we talked about. Um, you know, ABC. Yeah, getting me to XYZ. But I just really like to go—

And what about, um ABC exactly like, or specifically makes you feel good about this?

Yeah, I think it's just like the, the accountability that it gives us, you know. I think having somebody, uh, there coaching us along the way is like, right, what we, what we really need.

Definitely, brother. And with the accountability piece, like, what, what is it about that specifically, dude?

It's just like, you know, when, when you're fighting and there's no mediator, it's hard to know who's right and who's wrong. So it'd be nice to have us like working towards the, the same thing.

Sure, sure, brother.

Yeah, brother. So, um, for you then, um, if like as far as like getting that accountability piece, like, um, where'd you like to go from here?

Yeah, I just want to talk to her about it, man. Like, I just want to make sure that I can get her on board because like if I don't, then what's even the point, right?

Like, that makes sense, and I appreciate you sharing that, um, Ben. I guess money aside, do you feel like this could be the answer for you?

Yeah, I mean, I think it could as long as she's—

yeah, what makes you, uh, feel like it could?

Oh, you just— what we talked about, dude, just like that accountability stuff. I think that like if, you know, if she can buy in, then like that could be awesome.

Yeah, so that, that makes sense. And I guess in addition to the accountability, like anything else that you feel like is, I guess, the key to the castle and helping you be able to become that man who she wants to be with?

I mean, it's a rough Yes, that's a rough way of putting that, but is it— I, I like the, I like the premise. I just think the wording could be tweaked, but let's keep going.

Okay.

Yeah, dude, I think, I mean, it's kind of the same thing. It's just having somebody to check me too, not just us, but me. Like, I'm sure I get in my own way, you know, doing things, and having a different perspective is— would be really important for me to make sure that I'm taking the steps to like be a better husband, right?

Definitely. Okay, all right, it makes sense. So for you then, um, just having to check with the missus, like let's say that she was a fly on the wall on the conversation, uh, or better yet, let's say that she was a silent listener. I have her on three-way, by the way. I'm just kidding, Ben, uh, she's not, she's not on the call, but let's just say Ben's wife, that's working weird. Let's say that she has the context that you do now.

Yeah.

And like, um, how do you think she'd feel about you, you know, getting that accountability, that help just to become a better husband?

Yeah.

All right, cool. So I'm gonna time you out here because for this offer and this objection, I think you got to go a little harder in the paint a little earlier.

And be like, what do you mean?

Well, this isn't before the pitch, is it?

No, no, no, it is after.

Yeah, because the real, the real crux of it is what happens if she says no. So like, you're kind of flirting around that. You need to get to that faster.

So don't even do the price thing?

Well, uh, like, probably not, because you're gonna get that next anyway. So you could do the first bit, be like, oh, like, why do you think so? Okay, makes sense. And let's just say you go to your wife and she says no. What happens then? Or you could wrap it up and go, okay, so at least you feel like it'll work then.

Yep.

All right, sweet. So let's just say you go to her and she says no, because at the end of the day, whose responsibility is it to save the marriage?

Like, who—

like, are you gonna either— let's just say this goes well or it doesn't, but have you done everything, or are you gonna have regrets? Right? So it's like, if she says no, then do you do it, or do you just give up and you go, no, you know what, fuck that, I'm doing this, I'm gonna do everything I can do to make this work, right? So it's like, ultimately, man, what do you want to do? This is your choice, dude, not hers, not anyone else's, yours. So you either show her that you're gonna fix this, or you ask her if she wants to? You know what I mean? So like, that's, that's kind of the line in the sand for this, because like, who cares about the partner's permission in a saving marriage offer? Like, that's ridiculous. Like, if— especially if it's about being the man, you know what I mean? It's like, like, you know what I mean?

Does that make sense? No, that makes perfect sense. I appreciate that. So basically just, um, just to put a bow on it, I do the price thing because I think in the beginning when he said like, sounds good, I just interrupted him, but let him speak his piece, do the price thing, and then just go for the jugular as far as the spouse objection.

Yeah, because the, the big thing is like, what happens if she says no? Like, that is the That is the most important thing about a partner objection. And they're going to talk around it. They're going to be like, oh, you know, that wouldn't happen, stuff like that, right? It's like, yeah, what if it does? No, you know, we have to talk about it. Okay, but what if she's had a bad day at work? Becky's been a bitch and she's like, you know, fuck that Becky bitch at work, right? She had a terrible, terrible day and she's just in a badass mood. You guys aren't communicating well as it is at the moment. And then you're like, hey. And she's like, no, listen, I just can't be— I just can't deal with that right now.

Right?

Do you go, okay, or do you go, no, this is what I'm— we're fucking doing, right? You know what I mean? And I'm gonna lead us, which is what she wants anyway. I'm gonna lead us into fixing this marriage. Like, which option do you take, man? You know what I mean? So especially if it's like if any of that stuff comes up about like, you know, you know, a lot of these problems arise from like women having to be in their masculine because they have little fucking beta cuck husbands, right? No, it is, right? If you meet like an unhappy corporate woman, right, she has a fully blown fucking beta of a husband every time. It's like 100% strike rate, and they're both fucking miserable.

So one last question, um, so would you ask—

hey, this should be just slap money off some time, make a sandwich, right?

That's it.

So, so with that, last question then, would you, would you even bother asking what would be her apprehension, like her biggest apprehension, or just—

nah, fuck that noise, man. Make him take responsibility. Okay, cool, cool. Okay, like, this isn't like— this is a be a man offer.

Be a man.

Like, show your wife that you're gonna fix it.

Got it.

You either call the plumber or fix it yourself, pussy, right? But one of you is going to be laying pipe. Hey, hey, hey, hey, that was fucking brilliant. That was, that was fucking comedy gold.

Appreciate it, man. That's good. Thank you.

All right, um, all right, let's go Jake. Julius liked that one.

What was up, man?

Julius with that dirty mouth.

I have a question. Um, sometimes I get these— I don't know if it's Type A or what it is, but these people that come in for personal training, and I, I find it kind of hard to get like consequence phase or commitment phase because like they're already getting a personal trainer now. So it's like, there's—

why are they consequent?

Because they don't like the person. But I already kind of established the gap.

They don't like the person, they like the results.

Uh, a little bit of both.

They're not getting what they want, they're not satisfied. So like, I kind of get the idea on it's too easy, they're not getting heard, uh, that kind of stuff.

Yeah, like, not, not every offer has to be like a big— not every sale has to have a big giant consequence, right? So if you look at like the continuum of urgency, right, which is a thing I just made up, um, which I think I might have to remember because it sounds like a good YouTube video title. Um, it's like, so you're starting here? Not yet.

Why not?

Why not?

Sorry, I'm trying to make a sale for Ben. Why not? IG.

Sorry, how you doing?

How'd you—

how'd you—

ain't getting any smaller. All right, that was one of his things. He doesn't want to miss the boat, right? I'm gonna do— I'm gonna do a boat GIF. That's what we're gonna do because he said he doesn't want to miss the boat. Boat.

He's so scared.

I don't know why.

Yes, and don't miss the boat, buddy. Sorry, I'm having— I'm trying, I'm trying, I'm doing deals. Okay. All right. So we got, so we got where they are now, right? And then we've got like the positive future state. And then you've got like their problems. And then you've got like their negative future state, which is a consequence.

Right.

So with fitness, for example, like you're far better off doing like a massive future state and then like their problems and then like the consequences, like you've already built enough.

Right.

So like focus more on the positive future state. And then your consequence can be like you can do more like commitment questions. You can be like, okay, cool. So you feel like it's time to make a change? Yeah. Why is that? All right, cool. Now or later? Now. You sure? Yep.

Sweet.

All right, cool, man. I think that what I do might actually work for you. If you want, I'll kind of take you through how I can, you know, have you stop dreading going to the gym, speaking to some douchebag, and start to be on team fun with me.

And that's kind of like what I've noticed. Like, I just closed the deal earlier today like that. It's not lots of this weird, like, well, how does that, how does that affect you personally? Like those kinds of weird things like that. It's not my personality. Sometimes I'm just logic and it works.

For some people, you know. Yeah, like you just, you know, you'll sort of get a pretty good feel for it. But again, like that, you know, urgency continuum, patent pending, you know, you just sort of think of it like that. Sometimes you don't need to ask consequence questions. If someone's like fat and like, like horrible health and like asking that stuff kind of makes sense, you know what I mean? But if someone's like in shape and just looking for like a new PT, like my wife always switches PTs, always. Because she was a PT, so she does like 3 to 4 months at one. She tells them at the beginning, I'll do 3 or 4 months and I'm gonna switch to someone else. Like, it's not weird, you know what I mean? Um, that's what she likes doing.

That makes sense.

Uh, all right, cool. I only— I got 9 minutes left, guys, so I'll try and get through everybody. Uh, Simon, hey man, uh, what other metrics you look at when When you want to increase your commissions, for example, do you look at job rate or closing rate? What are the most important metrics you look at? Well, there's 9 metrics.

Okay.

No, I'm just kidding. That was a joke because you're German. So close rate, I would argue, is probably one of the least important ones because it's a It's a, it's more subjective than people realize because I could come into any team and double their close rate overnight.

Right.

People can say like, no, you can't for sure. Just make it really hard to get into sales school. Right. I just like lay down city, right. Their volume would reduce.

Okay.

But I could double their close rate instantly. I could also half it, just make it really easy to get on a call, right. Like lead form straight into booking. Just, you know, barraged with bullshit, be like the Facebook Marketplace of sales. So, um, that's like, you're in control of that quite, you know, through qualification, prequalification. Um, I, I always just look back at like how much money I, I want to make, right? Um, I've actually got a video coming out I think next week on like how to do projections for business and for yourself, right? But you wanna like project out your year and then you say like, okay, this is what I wanna produce. And then you've gotta create like what's called an MIND, like it's the most important numbers and drivers. So it's just basically looking, going backwards from everything, right? And then from there, if you go like, you wanna do like an ideal, not ridiculous, but like at the end of the year, I wanna be hitting these numbers, but I'm assuming your close rate's a little higher, your show rate's a little higher, You know what I mean? Like you're a bit better now than what you were. And like, let's say cash collection, because like there's no one metric, there's tweaking lots of little ones. Like one of the big ones that people ignore is time. If you have 90-minute calls, if you can get them down to 45, you double your income potential, right? It's an enormous lever that people don't really think about. So if I'm like, okay, by the end of the year, I want to have a 35% close rate with an average cash collection of, you know, whatever X is now plus $1,000, whatever. Right, which then increases your front-end comms, right? For example, then I have— I want to go from 75-minute calls to 60. And, and then, and then you, you say all these things and that produces me $30 grand a month of income, whatever it is, right? You're like, right now I'm at— it would take me 42,000 hours a day in order to produce that, right? Because I have this. Then you line up all the stats, current and future, and you see which ones are the most wildly out. Then you just sort of like juxtapose or transpose that with things that are easy and hard. Like, like close rate is a hard thing to fix. Like it just, there's a lot to it. Right? So it's like, well, my show rate shit. Okay. You are very much in control of your show rate. Even if they're booked onto your calendar without you, you are very much in control. I have taken over. I have put myself on offers. As like a secret sales rep, the sales team has a 40% show rate, I immediately have a 90%, right? Just because I'm not a retard. Like, there's so many simple things that you can do to get people to show up. Like, you can call them beforehand. Like, you can literally— they book in 5 PM, end of your night, you call all of your appointments for tomorrow. Hey man, just confirming that you're going to show up tomorrow. If there's anything you need from me, let me know. Or you send them a text message the instant they book.

Right?

Stuff like that. Um, and you get really high show rates, you know what I mean? And then from there it's like, okay, cool, cash collection. Like, cash collection is a really easy one to move because you can just start pitching $500 more, right? Like, it's not going to make a difference, but if I usually do 2 payments at $2,500, I'm going to do 1 payment of $3,000, 1 payment of $2,500. It's like an easy thing that you can change that gets you more money, right? If you're then saying, oh, fuck, my calls are 90 minutes, I need them to be at 45, then what you would do is you would then review your with this specific and singular-minded focus of where are things taking too much time, then you find them. And you, because you're not now reviewing a call and like, for no reason going like, uh, sucker, I'm good or whatever. Right. It's just like, okay, that's a rabbit hole. How do I avoid it? That's a rabbit hole. How do I avoid it? Was that question productive? Was it not productive? So now you're actually like focused in and you're able to reduce the amount of time and you go, okay, I'm gonna have a, a goal of reducing 5 minutes a month.

Right?

And it's like, these are real tangible things that you can do that's not rocket surgery, you know what I mean?

Yeah.

By the way, Hal, but is that guy next to you paying? Is he paying the membership? What's going on here? We got a fucking freeloader here. I'm just kidding, buddy.

Charge him.

You can stay, right? Visa or MasterCard. Amex or diners, right? Um, all right, so, uh, all right, does that help? Yeah, thank you so much. Yeah, sweet. Um, all right, cool.

I got time.

I gotta do Halban. I don't think I'll have time for yours, your second one, Chi. I apologize, buddy. You're on mute. You lack conviction.

No, that's all right. I even raised the hand there. Here, so we're good.

Okay, Chi. True.

Perfect.

Cool.

Hey, um, question. Um, so when it comes to possible objection, would it be better to pre, um, handle like the beginning by asking them, hey, does your wife need to be here in order for us to, you know, make the final decision?

I mean, it's a bit salesy, isn't it? I think you could say like, does your wife know we're on the call or we on a bit of a secret mission? That's my kind of go-to, right? It usually has like, they do like the nose laugh.

Mm-hmm.

You know what I mean? Secret mission. Like it's one of those ones, but then like there's nothing you can do to really pre-handle it unless you like just go hard in the paint and then end the call. Like there, there's nothing you can do to truly pre-handle that objection.

Okay.

You know what I mean? So like, because you just gotta figure out if it's real or not, but I do like going, hey, does your partner know we're on this call or we on kind of a bit of a secret mission thing? They go, no, no, no. Like they know we're on the call.

Okay.

They're supportive of you kind of, I guess, getting protection in place for the family so that in case something does happen, God forbid. That you guys are okay and you're not like, you know, sucking dick on the corner to be able to pay for the mortgage. Yep.

Sweet.

Right. You don't want your wife to be a prostitute. All right, perfect. Let's move on. Right. So, you know, I wouldn't say that specifically, but, you know, the sentiment is there.

So.

Perfect. Perfect. Got it. Awesome. Thank you.

All right.

Good stuff, guys. Appreciate you. For the people watching YouTube, you freeloading fucks. If you want to get on it, then you can. Click the link somewhere and give me some money. I know my kids would appreciate it because they're starving. Just help out a struggling entrepreneur. All right, team, have a good one. Bye.

Thank you.

Bye-bye.

Bye.