Salesmen Spending Habits

Hey, guys, what's up? Matt here. And another episode of Coffee is for closers.

How we going, guys? We got James also today.

Yeah, today's episode is going to be all about finances and why salespeople seem to be always broke. I guess some of the mindsets that behind that and also how you can avoid that potential pitfall.

Yeah, yeah. And you know why spending habits of salespeople seem to be pretty outrageous. It's a bit of a meme. You know, we've seen that time and time. So you know what, what can you guys do to one, better manage your money and better predict your. Your income over the next, you know, few weeks. And what happens if that goes away? How do you support yourself?

Absolutely, positively. All right, guys, get the intro.

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Alrighty. So today just adjust my microphone. Yeah, today is all about finances, money. Why are sales people broke? Why do sales people spend loads of money on stupid and less money on good shit?

It's interesting other than it's fun, but just, just for clarity. Did you just call it a. Did you just call it a microphone?

Microphone.

Like a microwave?

Microwave, yeah. Yeah. I don't know. I don't know.

Sounds like it.

I'm not sure. Yeah, so it's an interesting one. Like, you know, there's always that meme of like, you know, the salesperson that just those stupid shit and it's like I really need to stop spending spending loads of money when I get my commission check in. Also me has like an alligator in the car. So I think, you know, not that I can talk. I've recently bought a pool table and an arcade machine. So, you know, it's for a different reason. Probably a little bit more calculated than most.

But I mean that's also a smart investment if it's a pay to play because we'll spend more money.

It's actually an asset, not a liability.

Yeah, like I'll put thousands of dollars through that thing in dollar coins. Right.

That's how I'm going to pay for my groceries. Just making everybody pay for the games. I think, like it's interesting one because I think it goes back through. Like generally people who are commission only salespeople are risk takers anyway. And if you're willing to do commission only, you're probably willing to back yourself.

Yeah.

And so, like, in my opinion, it probably comes down to the fact that you're just like, well, fuck it, I'm going to do even better next month.

Yeah.

So I know I do that.

Yeah.

I'll put up, I'll put myself in financial situations and be like, well, fuck it, I'll just figure it out.

Yeah, yeah, yeah. I joined my bank account a few weeks ago, pay off my partner's credit cards to be like, all right, well, fuck yeah. Now hustle. Let's get that money back up. You know, it's a good thing when you put that pressure back on yourself. But I know I was. The reason why we're on this topic today is I was sitting in the hospital last week, nothing like major, waiting for an operation one because I needed it and I wasn't a priority because I haven't, you know, we talk about this all the time. I need to purchase private health insurance. It's just something I keep avoiding. So I was in the public system and had to wait and I was there for three days as my operation got cancelled and I basically chopped my, my thumb off and it's my right thumb and it wasn't painful, but I was sitting there with so much time on my hands, unable to work, because I don't know if you've ever tried to send messages with your left, your opposite hand on your phone. It takes an enormous amount of time until you get used to it. As a matter of fact, just try writing your name with your left hand. It's, it's, it looks atrocious, right? And I was sitting there going, me, I have nothing to do. I've got no way to put any value towards this company because I'm sitting in this waiting room. I can't take calls because there's, you know, it's, it's a quiet place where people are sitting in hospital beds and stuff and if I leave to take calls, then I'm going to lose my spot in the line and I won't get that operation and I need it done so I can get back to work.

And I was a conundrum. Yeah, what a conundrum.

I was just thinking, like, lucky that I'm in a role where it's a phone sales gig, you know what I mean, where all I have to do is call people to make money. But, you know, what if I was a bricklayer? What if I was an athlete or Something like that. Where my ability to utilize my hands is my sole way of earning money. And that thought was like, well, lucky enough that we are salespeople, that we can do that. But it still seems to be a problem that people. Sales guys, have such outrageous spending habits that they never have money sitting there for a rainy day. And if the leads do dry up, they're pretty much fucked because they have poor finances, poor credit scores, and usually have absolutely minimal assets. And I thought that was a really good discussion point for today.

I think it depends if you value cash.

Yeah.

You know what I mean? Cash is a funny one. Like, a lot of people that I'm any sort of financial expert by any stretch of the imagination, but, like, a lot of, like, you know, if you value cash or if you value assets or if you value things or it also depends of, like, where you are in life. You know what I mean? Like, you start to prioritize different things. And so I think the real problem is that, first of all, salespeople are in a position where, like, money is maybe not super important to them.

Yeah.

Because they. It's one of the few jobs where, like, usually through effort and skill, you can just get ahead.

Yeah. Yeah.

There are some things, like, you know, there's never a lack of sales positions. No good salesperson has ever been out of work.

Yeah.

Like, it's intentional. I trained some sales guys right now who are not actively working, but because they choose to, because they're really good at sales, you know, and so, like, you can work as much as you want. If you're really good, you can go into any job, any industry, any whatever, and probably be quite successful. So I. I think, like, the access to things is quite simple and it. So you might not value it as much. And then, you know, you're sort of convincing people to spend their money every day. So, like, it kind of feels like whenever we have a conversation, you're just like, well, does it get us closer to our goal? Yes. Doesn't buy it. That's sort of like the only metric that we have previously been spending on, which has done good and some negative.

Yeah, yeah, totally.

Long story short, it's a. It's a difficult one because it's not.

Got a wedge either.

I just had to remove my wallet because it's got so much money in it. Yeah, that's Louis Vuitton. So, you know, it's just rough leather, you know. You know how it is. Yeah. So.

Damn things weighing me down all the time. I need to buy a new Belt. Yeah.

So it's just a weird one. Like, I think, I think when you find it easy to make money, like you're just going to be more, you're going to spend it more flippantly. And then when you're convincing people every single day to spend money, like you're just like, yeah, yolo, let's do it too.

Yeah. I mean it is part of being congruent. But there's some bad decisions, there's some very good decisions and what you should and shouldn't spend money on. Rest. Congruent.

Yes. I think it comes. I think it's a problem though because I think like a lot of like sales training for example, it's quite strange. Like sales is an enormous industry and sales training is a very big industry financially. But compared to the size of the industry, sales training is nowhere near as big as it should be.

Yeah, yeah. It's funny how sales guys can't come up with a thousand bucks to join a sales training program but buy them 1,200 doll Gucci shoes. It's crazy.

Yeah. I think like looking rich for a lot of people is more important than being rich. But if you have a look at like the personal training industry, the personal training industry is one of the highest investment industries in self development. Right. And there are like, there are a lot of sales coaches out there. But being in the sales realm quite, I really can't name that many that I would consider any good or even like that I would consider like middle tier. Right. There's kind of like Joe Blow who just has a couple of coaching sessions or who, you know, has a, you know, just a little Facebook thing that does where you can like coach three or four clients at a time.

Yeah, yeah.

And there's giant organizations, you know what I mean? Whereas like, if you look at, if you compare that to other industries, like there just aren't that many sales coaching businesses that are like moderately sized, 3, 4, $500,000 a month businesses. Most of them are just giant or tiny. And so I think that that's really because like salespeople in particular really don't invest in themselves that much. Which is why similar to real estate, like you don't have like in real estate and sales. Right. Which I guess you could sort of interchange like 1% of the people make 99% of the income. Yeah, yeah, right. But in fitness, like you don't get that. You don't get 1% of the trainers making all the money. You have a fairly even spread. And there's the Top guys and the bottom guys. Right. But like, it's not like that. So it's an interesting conundrum. It's like salespeople are notorious for spending money on shit, but don't actually, from an industry and from a like a per capita perspective, actually spend that much money on development and like, sales is one of the only jobs where literally the better you are, the more money you make.

Yeah, yeah, yeah. It's. It's funny that, because it brings me back to. I can't remember who was telling us the story. I think. I think it was Eli about. He met. Met Tai Lopez. Now I've. I don't have a very strong opinion on Ty. I don't know enough about him. I've heard horror stories, but I've also heard some good things. So who knows, right?

He's a billionaire, isn't he?

Me. Oh, well, so he claims. A lot of. I've seen a lot of people say that. He really is.

He's got a very nice library. It's next to his Lamborghini.

Well, he's more than that.

Ignore the Lamborghini. But what I really want to show you is these books.

So. And. And he had.

I think.

I'm positive it was Eli, right? And they had dinner and. And I told him it was like, spend the money on the Lamborghini, right? Because that's a more important investment because that buys credibility, whether you're credible or not. Because people see that and automatically tie that to success. That is the same as, you know, a Rolex, the same as a Gucci setup or all the. The designer brands. It's like, you can wear all that and that gives the per. Are successful and people will want to buy stuff off you regardless of your sales skills. And you could be struggling to make those payments. You could have that car being repossessed, but you don't see that behind the scenes. And I think that's probably why a lot of those spending habits are there. Because, like, all these big guys that are showing off all that. That shit, regardless of being talented at what they do, that seems to be the perception that it's more important. And then people follow suit and be like, I want to be like that guy. I'll buy all this stuff, even though I may not be able to afford it. Like, you could. Could have a 500 credit credit and, and still be rocking those Gucci sneakers. You know what I mean? But doesn't. Doesn't mean you can afford it, but you still have it.

That's very true. In the so it's an age of credit, right? So yeah, which is made being a sales guy way easier, you know.

Yeah.

But it's funny like also people are way more willing to buy something when they get to take it home.

Yeah, totally.

You know, like I think that's why I think like selling cars is easier than selling, you know, that's information.

That's also why like on YouTube, box openings and like that, like they get millions of views, right? Because it's the excitement of opening something and getting it even though you technically can't because it's not yours, it's a dude on the Internet. Just some, some neck beard sitting in.

His basement opening up a camera, mouth breathing, skin farmer.

No, no, like we can talk to.

Opening up, opening up, opening up GPU boxes. Gone. This is God, 437 threads. Anyway.

Yeah, it's crazy.

Yeah. So yeah, it's interesting one though. Like I think like I struggle to understand why salespeople don't invest in themselves. Obviously we're in the realm, we're around people who invest in themselves all the time and we have quite a high rate of that. But like you know, the realms. It's just very interesting to see because like I can watch someone like it being good at sales and I do consider myself to be fairly good at sales. It's like it took me a while to figure out like enough about it to be able to break it down to where I could teach it effectively but also do it effectively, you know. And so like it really is about education and time now. Time takes time, so you can't rush that. But like man, you would have to be batshit crazy to like not buy Cardone University. You would have to be batshit crazy to like not spend 997 on Jordan Belfort's straight line persuasion. You know, you can buy one of my calls for $147. Like if you buy one of my calls, all you have to do is script out exactly what I said. It's, you know, it's a no brainer. Now is having a script really helpful? It is helpful, but it's not as helpful as what you think it is because concepts are more important than, than words. And if you don't understand why you're saying what you're saying, it's very difficult if anybody gives you anything but the answers that you're looking for, you know, so that makes it really difficult, you know, like go to seventh level pay three grand for 12 months of portal access and NEPQ. Like man, you will be so much better by the end of that. You go through that 15, 20 minutes a day, go through the entire portal, listen to it on the way to work or whatever. And then like throw on this podcast and watch YouTube videos, stuff like that. Like, you know, put time into your education and like, you'll get so much better over the course of like 6 to 12 months. So like, your income will realistically double.

Yeah.

You know, if you just really focus on it and look at it as a craft. It's like you can't walk into a gym, put 200 kilos on the bar and just pull it. Like. But you can have a goal of pulling 200 kilos, but like, you have to go through the process.

Got to get to 50, 100, 150, 200 before you do it. Right.

By the way, There is a YouTube video of a power lifter. He's like a small power lifter and he goes in there, pretends to be a first time guy, hires personal trainers and just pulls 200 on day one.

That sounds like fun.

He's like, it's easy. Well, these Russian guys, he's easy. When do we start? It's funny. But Anyway, everything's on YouTube. It's great. I don't even watch TV anymore. I just watch YouTube.

I. I don't even have a cable plugged into my TV.

Yeah, I've got Apple TV and I use YouTube, Netflix, Stan, Disney Plus. That's it. I literally never watch television. And if there's something on television I want to watch, they all have apps on Apple tv.

Yeah.

And I just watch it on the app.

I. I've been in this house, I think now for nine months, and I got a new TV maybe two months ago and was only two months ago because it has YouTube and everything on it. It's a smart TV. It was only two months ago I plugged it in and went, huh, the antenna doesn't work. The line's been cut. Had no idea. Yeah, it's funny.

Did you get the new rugby extension on Stan?

I got KO. Yeah.

Yeah. I move into my new house next week.

Oh, you do? Okay.

Yeah, man, I can. Three stories, four bedrooms, three bathrooms, harbor views.

Harbor views. Okay. Speaking of spending money. Right.

Oh, dude. It's crazy, right? Like, for those of you who don't know, Sydney is very similar to like Manhattan.

Yeah.

Where like there's extremely limited stock, everything goes well. It's. It's actually unlike anywhere else on the planet because nothing sells for value. I know, I know. You recently bought what, a 5 million?

I was gonna say. Well, well, I would know because bought.

It off Ryan Sirhan this morning.

Yeah.

It's unlike any other environment in the world because nothing goes for ask. Everything goes for 10, 20, 30 of Ross. There was a house the other day, it was on the list. It was on the market for 7.4 million, went for 9.6. That's a hectic markup. Right. So this place was on for X amount because I'm renting this joint because I can't physically find a house because there's just none for sale. And the ones that do go for sale get snapped up 30 over asking a day. So I was like, I'm gonna go ahead and exit from that this market and try and find a rental anyway. Walked into the exact same type of rental market where people are literally bidding the rental. So like I ended up paying 12% more per week than what they asked.

Yeah, yeah. Because you had to. Right?

And I had to pay money up front.

How much? What three months you put down just to get it over?

One, two months?

Two.

Yeah.

Cool. It's reasonable in this day and age. You know, it's funny because two months ago that market would have been different because people were moving out of the, you know, three, four months ago people would have been leaving the city with COVID and everything.

They didn't do a year ago. The rent an all time low.

Yeah.

Now they're at an all time high. The market in Sydney, this is super boring for everybody. I don't care.

Yeah. Having a conversation, you guys.

Sales market in Sydney has. Has bumped 7% in a month, which is unheard of. You give me any other place on the planet. 7% growth in a month. That's not going to get 7% growth in five years.

That's amazing. If you're an investor, which most people don't really invest. Yeah, most people don't invest too much in Sydney. It's mostly like Brisbane and Melbourne outskirts.

If you've got shitloads of money, investing in Sydney is good because you buy cash for all the places and you get big rents. So you get three, four thousand dollars a week rent. All of a sudden you've got 150, 200 grand a year. Passive income and you park cash somewhere, you know what I mean? So if you have loads of cash, pay cash. Great. Anyway, that's sort of good in investing. One of the best investment strategies I ever did, I invested in property very early.

Yeah, yeah. That's my plan too.

I bought my first Property when I was 20.

Yeah.

And I've kept it to this day. So I have a few investment properties now, I think. Like, like one of the things, like, so if we take like a high performing salesperson like Marco, right. Marco's constantly asking me, like, how much, what we. You should invest. I'm like, well, you know, you've got two options, right? I always tell him, I'm not an expert. I actually told him to go to the wealth management guy.

That's what I said. Yeah.

And I was like, scarlet, wealth management guys. But essentially the stock market's outperformed every other market investment pretty much over the last 30 years, except for like bitcoin or something. But that's more of like a. Who saw that coming, you know, Some of you did.

I'm sure some of you guessed and claim you knew what was happening. You didn't put your life on the.

Line for that one.

No.

Yeah, yeah.

Do you own any bitcoin?

No.

Yeah, me either.

I. I don't regret not buying it because I had the option to buy it. I.100 would have lost it. Yeah, yeah, I think I would have lost. I just would have lost the hard drive. I would have lost the password. There's no way I'm gonna remember that. I fucking, I lose my keys, I lose my glasses, I lose my wallet. You think I'm gonna. I already bought 10 bitcoin back in the day. You think I'd still have them every day?

Yeah, I think I wouldn't invest in bitcoin for the purpose of seeing the value of it increase. I'd probably put money into it to hedge the American dollar in case that crashes because then it's not tied up in cash because it would have no impact on the value of bitcoin. So anyway, we shouldn't talk about that because I don't know what the fuck I'm talking about and that could be bad advice.

But I mean, if I'm a salesperson, I don't really want to have a shitload of cash. That's the thing. Because you're spending well, you get to the point where you have a lot of cash. Like nobody needs more than say 100 grand in the bank. Once you have 100. I mean, obviously some people do, but general people, you have 100 as a.

Percentage of your net worth to usually.

A big buffer, right? That's going to be like at least six to 12 months worth of expenses as a buffer. And like, you can figure that shit out. I mean, so like once you got More than that, like, start putting your money to work and you can invest and investing can look like buying courses. Like, if you take. And like, Ryan McCormick, who works for us, like, that guy will be a seven figure commission earner in the next two years. Yeah, I have no doubt, like, one. He's an intelligent guy, and he threw himself into development so hard. He had an investment that paid off, and he pretty much spent every single dollar he had on sales training. He went hard in the paint, like, talking big shack daddy in the, like, early 2000s. Went super hard in the paint and got coaching with me. Got coaching with road. Got coaching will, Got coaching with Jeremy. Did the inner circle, all of it, right to the point where I sort of told him. I was like, okay, stop now. You need to. You need to learn how to implement. Like, stop coaching. Stop being coach. Like, just go out there and do the thing and get some time, get some reps. But, like, he took it on like a sponge and he went through the process of like, okay, I can learn this process.

Yeah, yeah.

It's like, I'm gonna. I'm gonna throw myself into the process. I'm going to accept that, like, there are just a lot of things that I need to learn, and I'm going to go to individuals who are good at the particular things that I want to learn, and I'm going to pay them money in exchange for their time, and they're going to teach me what they know. Because, like, what you're doing is you're just trying to bypass time by doing coaching. You can figure stuff out, but it would take a long time. Like, I've figured a lot out in the last 12 months as a direct result of doing coaching with Jeremy.

Yeah, yeah.

Like, he gave me such a strong foundation and persuasion that I was able to go, oh, I see all these other things now.

Yeah. And it opens up more. All right.

It would have taken me five years to figure out the basics of persuasion, if ever, because it wasn't really on my radar before I started talking with him. So, like, you know, that, that, that decision to spend $40,000 on coaching, which was a significant amount of money, like, significant amount of money to us and to me, like, it was the best decision that I could have made because, like, it opened us up to a whole new world of selling. It made me 10 times better. And it's like that risk reward ratio of sales training. Like, nothing beats it in terms of risk reward because you can learn how to market, but you can't sell them.

And six months later, that's 1/8 the cost of your car that you could buy in cash. Almost. Whether the mess, like what an roi, you know, just on Ryan too, I don't want to dwell on that. But for the guys that are interested, I'm actually interviewing him on a weekly basis and we're documenting his entire journey of one, from going from his first sales coaching course and implementation. The things that he does to track the progress of how he went from a guy that is just an appointment setter to a seven figure salary as a, as a closer. So that we have like, okay, here's the key points of exactly what you need to do and people can follow his, in his footsteps of what it takes to, to just go out there and make shit happen. So stay tuned. We'll release that once we got halfway through it and start creating episodes and get it edited. That's going to be something really exciting coming up in the future. If those of you who are new in this industry, it'll be a very, very, very good learning tool.

Yeah, like just trying to prototype how you go from newbie to like successful sales person. Successful I think would be like, you know, 10k a month. And that's, that's a, that's a good successful salesperson. Obviously it's stage one or two. It's not where we want to end up, but I mean that's a decent amount of coin, right?

Yeah, yeah, it's good. Yeah. So it's basically like the road journey, but we're in a position now that you know significantly better. I know significantly better one, how to coach people, how to flip that switch for them to understand persuasion, that Instead of taking 12 months to do it, we can do it in six. We've halved that time it takes us to teach people to get to that level, which is very exciting for our business.

I think with the correct coaching, like you can become very good in six months.

Absolutely. Yeah.

Like I don't see anything, I don't see why you couldn't. So like especially with some of the stuff that we have now, like I think especially with the guys who are being coached internally the level of like nuance and explanation that we can get to grasp a concept. And I think I've realized in particular like that memorizing scripts is not super effective. Like you still want to have the script and know it, but memorizing it doesn't matter. It's all about understanding like why you're taking people through the process that you're taking them through and then Once you realize that, like, everything becomes so much simpler because you're like, okay, this is what they're experiencing and this is what I want them to experience. And this is what, like, the most likely outcomes of this are. And then I can figure out how to ask questions in a way that I'm only going to get specific answers. And it really just becomes like a puzzle and you recognize the patterns, you know what I mean? And then from there you're like, you're just putting together the puzzle over and over and over again. And the great thing about sales is, like, you're not having to com. If we look at it as a competition, which is a bad way of looking at it. But just for this analogy, you're never having to play that person ever again.

Yeah.

Right. So you don't have to be develop ways of being good at everything. You just have to develop a few really key areas that allow you to win a majority of the time. So I was explaining this to someone the other day, and it was like, don't try and get good at handling every objection. Just get really good at turning every objection into an objection that you can handle. Like if you look at Marco, for example, Marco uses identity frameworks and leadership frameworks for pretty much everything. Yeah. So any. And I use like perspective based frameworks and like urgency through, like, you run away faster than you run towards. I don't really know how to define that, but that's kind of what I'll say it as. So like, every objection that I get, I'll just go, yeah, that makes sense. Because we all make decisions based on our perspective, right? Yeah. And I'm like, sweet, you're in my world now. Like, you just agreed to that. Doesn't matter what you said. Yeah, I really need to check my finances. I need to speak to my partner. I really need to think about it. I need to consult my tarot card reader. Yeah, that makes sense because we all kind of make decisions based off our own perspective, right? You go, well, yeah, perfect. Now we're having my conversation. Because I know how to deal with that. I know exactly what to do. I know what to say. And you've agreed that you're making your decision because of your perspective. That's why you're making it. So all I have to do is change your perspective or show you that having a different perspective is more advantageous for you to get your outcome. Like, it's. It's actually really simple. As if you're Marco, you're going like, okay, is that what A leader would do, you know, something more nuanced and clever than that. But it's like we steer.

Gotcha.

Gotcha. We steer the conversation into what we want it to be, you know, so it's like we're taking the high ground, as it were.

Basically like, you know, where your strengths are and what you're good at overcoming. So you, you point the, the conversation towards that point, knowing that you're so good at handling that. So it's very easy for you to.

Yeah, yeah. And that's why, like, all of my calls end up sounding the same.

Yeah. When it makes it consistent.

Yeah. And so I was trying to explain that to some guys the other day. I was like, you just need a bridge. You know what I mean? The bridge for me is. Oh, that makes sense. Because we all make decisions based off our own perspective. Right. And they go, yeah, sweet. That just gives me such tremendous amounts of buy in. And I only realized I was doing that about a month ago.

Yeah. Too bad. When the guys listen to us jump on a sales call with you and you say, okay, so. No.

They'Re already sold. It's really easy these days.

You know what you're getting into.

Yeah. So they go, you want to do this or not, buddy? And then just guy, just pulling out a guy.

I had a guy message me about the closing code the other day, and he's like, oh, what else do you guys sell? I go, what's your credit card limit? Okay. You sure you want to ask that question? I go, you know what's going to happen here, right?

It's fun being in a position where you can joke about being good at sales and then people are like, ah. Because they help on the phone, they're ready to go.

Yeah. Yeah. And you can almost abuse that power.

The guys who close sales now for stuff, it's like 100% close rate always.

Yeah.

Because no one's hopping on the phone unless they're somewhat ready to buy because we're just gonna, like every better term, beat them up.

They know what they're getting into.

It's a pride thing. It's a pride thing.

We can't let you win.

Oh, no, we have. We have to. We have to make you win.

We'll. Objection. Handle for three hours straight just to prove a point.

I'll do that for sure.

It's a personal insult if you don't buy from me. And I, I don't accept that.

Yeah, yeah, exactly. Yeah. But, yeah, so that, that's one of the things that really was a Game changer. And I never could have done that without sales training. And this is not a big giant pitch. Just do sales training with us. Like, I don't. Perfect, honest. I don't care if it's somebody else or us. But, like, if you are a salesperson and you're out there and you're not making, it's your own fault. You don't have the necessary skill set. It's not your leads, it's not your industry. It's not the program, it's not the product. It's you. That's it. It's simple as that. Because, like, if you take Marco, I won't use myself because it seems disingenuous. You take Marco, put him in your.

Role, he'll beat you more than likely. Yeah, I'd be confident to say that in 99% of the cases, he's hungrier.

And he's very skillful. Like, he's a very highly skilled, very highly motivated person who will come in and see the angles. Go for it. Like, me and him yesterday, because we sold this German textiles factory, me and him were war gaming how to sell their product. And between the two of us, we came up with a really good kind of angle that we can use to kind of. Given how they currently sell, we can't change it because it is very manufacturing compliance with that kind of stuff, basically, to figure out, because they're so much more expensive than the competitors, what are they offering that no one else can? So there's a couple books that I wanted him to read, and then from there, we just kind of came up with it, and it's like, all right, cool. Like, we could go in now and sell that better than other guys, but just because we had a look at a couple of different angles, and that.

Was the tipping point for them, right?

Yes.

I'd love to listen to that call. Be cool.

But, yeah, sorry, you won't.

But, yeah, I know. I said I'd love to. I didn't say I would love.

I'd love to. Want to. If I mean, to listen to that call, it would be great.

I'd love to, but do I realistically have the time that's more important than doing it? No, I'm not gonna, but I would like to.

Yeah. No. All right. I think we're gonna wrap it up there because we have a meeting coming up soon. But I hope you guys liked it. I hope you guys, if you're watching this on YouTube, make sure to slap, like, make sure to hit the notification bell. Hit the sub button, stay around, Go and check out some of our other stuff as well. If you are interested in the sales process, there is a call, there is a YouTube video called the Sales Process. So make sure you go look at that. If you guys want to hear more of this stuff, you can also go out and check out the closing code, which is a Facebook group. Totally free, six role plays a week.

Feel free to check it out and go get congruent. Buy yourself a Rolex and some sales training. Make it happen.

Yeah, probably do the sales training, then the Rolex, but, you know, to each their own. Yeah, either way, guys.

Bye. Thanks.

Put that coffee down.

Coffee's for closers only.