The Last Podcast Episode You Will Ever Need to Close More Sales
Jeremy Meyer and Matt Ryder discuss sales techniques and strategies for selling to large audiences. They cover mindset shifts, specific tactics for closing deals, and how to prepare for masterclasses where you're selling to many people at once.
Welcome to the episode of Coffee is foreclosures. It's myself, James. Today. No big jacked James can't. But that's cool. And today we're going to talk about is the masterclass that we're currently doing. The preparation that me as a salesperson did in order to I guess try and get the maximum amount of sales and you know, I guess try and get the most out of a one to many selling environment and the thought process behind the preparation. So with that, let's cue the intro.
And we'll get into it.
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.
Yeah, cool. So for those like on timeline, we literally just finished filming day one of the master class with Jeremy Meyer.
Yeah.
We feel like it was pretty big success and this is the first time you've really put any preparation into presenting anything.
Yeah.
Like he wrote 14 pages of script.
Yeah.
Did you read it?
I did, I did. Word for word. Pretty much.
Well, there you go. Yeah.
Actually, yeah.
Well, I'm pretty good at reading from a screen these days.
Yeah. Yeah.
So what do you mean pretty good for you?
Never do it. How can you be good at it?
Well, and I still, I read from script.
Yeah, yeah, yeah, yeah.
Pretty much word for word.
Okay. Okay. Yeah, yeah.
I'm a script guy.
Yeah.
I thought you just had your script there and like, you know about the front.
Well, I've memorized it by now.
Yeah.
So. But I have it. I always have my script there. That's an important thing you tip for young players. Always have your script there so that you can.
Yeah, okay. So I guess the difference in my interpretation is you've got small amounts of parts on that script where you. Whereas this was like.
No, it's just paragraph.
Paragraph.
Yeah, it's 14 pages.
I thought it was a book. He doesn't have the buttons.
I had buttons though. That's one thing. I took that to another level. I had the womp, womp, womp, womp. Had fire. I had a bong. So that one, I don't think it's ever been used. Yeah, it's like a thousand dollar video. We don't use it anymore. We just use this and that mic, which you can't See, it's off camera because I have a dope ass camera. Now. If you're watching this, you're watching this in 4K 10 bit.
We might set it up on that table.
It's going to have to be for the boardroom. We're actually. This is the new. This is the new setup. So we're going to have something behind us. Right. I think we have the world's biggest light. I mean, I. I will do a photo of it, but it is literally, it's bigger than James. I was lucky enough on the last one that we did for the congruence Academy. Did somebody say congruence? Right. Comment Hashtag congruence Academy. He was the host. So he actually taught me what he was doing, why he was doing it. So I had about four sessions with him.
Yeah.
Because he took a percentage of the takeoff.
All I know is you press he made good money.
He probably made 30, 40 grand out of, you know, probably out of like five hours work plus a few sessions with me. So it worked well for everybody. But he kind of taught me the principles of preceding what you want to get out, what are the things you want to do when you want to do them. So I kind of had an understanding and I even went back and watched a few of those sessions that we had together because he's very, very good at everything. Oh, yeah, he learned from Tony Robbins. So I was like, okay, I took that and then I took what Brad Newman. Brad Newman has a very, very different approach. But after kind of comparing the two, I could see the similarities in principle. And then I took some of the word tracks that they did and I kind of broke them down into like, what are they trying to achieve out of each word track.
Yeah.
Then I kind of reworded the word track in order to, I guess be more reflective of me and my personality and insert some of my stuff. But I definitely had to like change the personality somewhat because I'm not like, hey guys, like, I'm not a super hypey guy in general. Neither is Jeremy. So today, yeah, I had to kind of turn it up to 11 today because you have to be the guy that's kind of like bringing the energy and bringing the funk. And, you know, that's one thing that like Brad Newman in particular is good at, that he's hilarious. Hashtag salesgasm. Those kind of stuff. So there are lots of really funny things that he did and things that I took from him and things I took from Eli. And then watching all the different master classes, I Kind of pieced together bit of a Frankenstein of what I think what I thought would, would work. And you know, the retention for the first day, we don't know how effective it is yet, but there were two first day we had like, yeah, just under 500 and we had pretty much everyone stay all the way through to the end.
I mean it was 1am for a.
Lot of guys and we went about 45 minutes over the allotted time.
Yeah.
So that makes sense.
Right.
We ended up with about 400, 500 to start, 400 at the finish. But we had, we kept about 90% of the attendance all the way through to the last 20 minutes.
Yeah, well, comment on the YouTube video as well. Like what we did well, what we can improve on. I know Eli, if you're watching, thanks for sitting the whole way through that two hours. I'd love to hear from you what.
We can do better.
Watching me do your pitch? Yeah, I gave him a shout out. I was like, I learned this from Eli. A couple of the exercises. I've got some other exercises tomorrow that are kind of. That are.
Yeah, the six inches. Yeah, well my six inches.
Yeah, exactly. There's only like. But also that stuff's from Tony, you know what I mean? So you know, and I'm sure Tony learned from someone so you know, until those kind of things and they're all like little, little word tracks and exercises to, to create a visual and emotional representation of a concept which we're trying to convey over the day.
So what did, what are some of the things that you took out of bread? Stuff that you applied? Like what are the things that he does really well in presenting one to many?
Yeah. So I think, and again, I'm pretty new at this, but I think what he did really, really well was like hold the energy of the group the entire way through. And his interjections were well timed, appropriate, powerful. He was almost like the Morgan Freeman. Right. Of the masterclass.
He doesn't have the buttons.
I had buttons though, that's one thing. I took that to another level. I had the, had fire, had a bo like.
That.
So that one, I don't think it's ever been used. Yeah, it's like a thousand dollar video. We don't use it anymore. We just use this and that mic which you can't see, it's off camera because I have a dope ass camera now. If you're watching this, you're watching this in 4K 10 bit.
We might set it up on that table.
It's going to have to be for the boardroom. We're actually. This is the new. This is the new setup. So we're going to have something behind us. Right. I think we have the world's biggest light. I mean, I. I will do a photo of it, but it is literally, it's bigger than James.
Yeah.
Right.
My kids could easily fit in there. It is comically enormous. But it's a nice soft lighting. James makes us look young and youthful.
I like my. My lighting usually medium, so medium. The soft is great.
Yeah.
I like my lighting hard and fast.
All I know is you press a switch, like, come on.
Right. Yeah. I set all this up. These microphones are just for, like, the best microphones you can buy.
Testing, testing.
Yeah, they don't do thing, but anyway, they look good for a podcast. You should probably have them here. Some people think that we're talking on microphones.
Right.
But we're not.
Yeah.
The audio to this is actually a bit better, but I can't be.
It's. It's hard to.
I move around too much. Talking to mic.
You come in, come out.
Yeah.
It's terrible.
Something else.
These need to be right there. I need to be real friendly.
Anyway, so that's. That's what Brett does well.
Yeah.
What does Eli do well?
Eli is very, very good at very good hand movements, very good presence. His presence is like charisma.
Yeah.
Charisma is, like, undeniable.
Yeah.
I think what he does best, from what I've seen, is like, the foundation laying for the end straight away. So he does, like. It's a separation. Right. So it's an us versus them. So, like, edifying the people that are there. Like, if you watch what I did today, I was like, you guys are the ones that this. You know, you guys are here. You guys the ones that are committed. You guys athletes. Right now we have 400, 500 people here today. We have a thousand people in the Facebook group, so we already know you guys are the most committed.
Yeah.
Right. But we can actually see the analytics of all the people that went into the landing page to join the free group. And we had over 2,000 people do that. So we automatically know that from 2,000 that went from a thousand that joined to 500 that are watching live today. You guys are the ones that are driving the needle forward. You are the sales athletes. You are hashtag committed. Put a hashtag commit. Right. So that is all a word track from Eli.
Yeah.
Right. Because what that does is it separates. It's the us and them. Right. So some of the sales tax.
Everyone wants to be the U.S. yeah.
Yeah.
All the sales tactics that you use in one to many are very like, it's similar but different to Light and Conquer kind of.
Yeah.
It's like you want to create a group mentality, a herd mentality, so people feel like part of a community, and they are. So that they can ride the swell forward. And then, you know, like, you get some of the. Like, you know, some of the closes that people do on stage are super interesting, where they'll go, hey, Listen, this next 30 minutes is only for people who want to learn how to make $30,000 a month. It's also, if you don't want to make $30,000 a month, I need you to leave right now. And then you literally stand there in silence on stage, and you wait for people to leave, and then you edify them. You go, okay, so everybody here, everybody stand up right now. If you want to make three. And then you start selling people hard on stage. And it just takes one person to walk to the back of the room.
And then.
Right.
Because there's. There's a couple of things there. One, no one wants to be embarrassed at the guy. That doesn't make that.
Yeah.
They don't want to admit that I'm not interested in doing this. So you kind of feel obliged to stay.
Yeah.
It's interesting.
Then there's fomo.
Yeah.
Fear of missing out. You don't want to be the, oh, what's this? This is. Yeah, it's a presentation gift wrapped, and you're sitting there with the gift. You're about to unwrap it. Be like, oh, what are they going to allow me to buy?
Yeah.
And then there's the herd mentality. You see one person doing it, like, oh, it must be good. It gives validation.
Yeah.
It's like, why. Why do people stand in the busiest line at the grocery store when there's an empty line right next to them? Why do people wait in traffic at the lungs? It's like, it does my headache. Because I never do that. But, like, one of the. One of the funniest things, right. That I do it. If you ever go to an airport, try this at home. I want to comment. Hashtag airport, right in the comment section. Wherever you're watching, listening to this, right? Next time you go there, if you go to the gate and it's full and there's nowhere to sit, and if.
You'Re with a group of people, you're.
With a group of people. Right this. Right. And they haven't even opened the gate yet. You go, all right, guys, I guess it's time to start lining up. And then your group goes and lines up. Right? Now, there's no reason to. All of a sudden, people will start getting up from their seat and they will start walking over and standing behind you in line. And I've done this multiple times. When they do that, you simply walk over and sit down in their seat.
Nice.
It is the most savage herd mentality move ever, right? Well, because they just do it out of herd mentality. They're all sheep's got, right? And then you just go and sit down. And they're like, it works.
I'd be so embarrassed. And I'd be like, you earned that.
Yeah.
Okay.
You go to a new city, right? You're in an area that you've never been before. You don't know what any of the restaurants are like. It's dinner time Friday night. There's four restaurants there. Yeah, right. You're walking past, you don't care what you want to eat. You're not after Japanese. You're not after steak. You're after whatever food with a group, right? You walk past three restaurants, have no one in them. One's jam packed with a line. Which one do you go to?
You go to the one that's jam packed. You go to the. That must be the good one.
Exactly.
Right.
No one's got to be in an empty car.
And it's like, we learn this in gyms.
Lock down here. Guys, just have a look at this. Guys, just have a look.
It's long. You want me to get scissors? Like, I can have a crack. Like, it can't be worse than that.
I wouldn't trust you to hold scissors.
You look like the. If I dyed you green, you'd look like the Grinch right now.
Oh, watch this. Ready? Let me see something funny.
Do it to the camera.
That's.
That's spot on.
It's a TikTok thing. So you hold your. It's hilarious.
Yeah.
Me and my wife sat there pissing ourselves, laughing, looking at ourselves in the camera for about 10 minutes, but nobody wants to go to an empty bar.
You know, it's the same as, like, gyms and retention. Yeah, right. Any coaching businesses, you see other people stop coming to the zoom sessions, Stop coming to the group sessions. You start to be like, oh, okay. And the biggest factor that we found was when things would go bust or when there'd be a massive decline is the retention rate. If that started to drip, it would Start to snowball because people in those little groups would be like, where's everyone else? This mustn't be worth coming to. They might be doing something better. They stop coming and like the moment you start to see a slip or an increase in like non retention, you have to fix it immediately before it snowballs and gets out of control.
Yeah.
And we've seen that in some cases businesses lately that it's just a nightmare for them.
Yeah, absolutely. Like people want to. People want to go to the party.
People want to be like.
Yeah, exactly. So I think that that's like there's some really cool. I think stage selling is a really interesting modality.
Yeah.
Like, I don't think it bears. And I could totally be wrong because I don't understand it enough, but I don't think it bears a massive amount of weight in what you do. One to one.
No, not like that.
And I don't even know if one to one techniques can really be really well utilized within one to many. Like I don't know if it's like, you know, like sprinting versus long distance. Right?
Yeah.
Sprinting will make you better at long distance. Long distance makes you worse at sprinting, you know, so if you wanted to be better at both, you just sprint. You know what I mean?
So I think that is some carryover to them. One because it will affect analogies, reframes, it will affect your ability to deliver. But like you can't ask specific questions. She's not getting answers. Right. So it takes away that power and. And vice versa.
You're not running out doing. Doing consequence in a 1 to many. I think you can definitely do it, but it's difficult, like. Yeah, you know, it's just a more difficult. I think, I think it's a more difficult way of selling, obviously because there are so few people who do it.
Really well and you have to crack those first few people to get that herd mentality.
Got to be good, but awkward, man.
Yeah.
Like when we did that congruence academy and then like Eli was supposed to do the pitch, he sort of got three quarters of the way through. And then his Internet itself, remember?
Oh yeah.
So I had to take over and I just went like it. I'm gonna go full dark and. Yeah, low it, man. And I went full awkward. Like I was calling people out. Jimmy, Jimmy, what have you done? Why?
Why?
Like it was maybe not the right.
Way to go, but it worked, man. We had like 160k in the day.
Yeah, yeah.
Like it worked.
Which one do you Think it's not really that much money, right?
Well, it's not, but it was like good days work. It was for 12 group sessions.
Yeah. Yeah.
You know, it was a great return. Paid for like half the office.
Yeah.
Supposed to pay for all the office and then some.
Until Ryan.
Shout out to Ryan, who took us.
To the cle twice as much material. Instead of taking it back, let's just use double.
Yeah.
Didn't help. The soundproof.
Yeah.
Anyway, it is what it is. He's a great guy.
Yeah.
But like, there is. I think there is some crossover. Right. I think we're not experienced enough to figure out how to utilize that yet. So it'd be interesting. In 612 months, redo this podcast with how we feel and I'm sure we're gonna have a very different interpretation of what can be transitioned.
Absolutely. And also, I've never seen Myron Golden. Been told that he's exceptional.
I've never seen Tony Robbins.
I've never seen. I've never seen anything to do with Tony Robbins.
No, Never.
I've never listened to a. I've listened.
To some of his books.
I have listened and read nothing.
Yeah. Okay.
I have known who he is.
Yeah.
Since I was like 5 years old. Because he's just super famous.
I watched Shallow Hell when I was younger.
I've seen that.
That was funny.
Yeah.
I mean, if I watched it now, it would probably suck.
I just thought he was the guy with the huge teeth and giant hands.
He is that guy.
Giant hands. But yeah, listen, I'm sure he's phenomenal, but I'm not like a mindset. Not self development dude. Like, I'm not that guy. I like developing skill sets.
Yeah. Yeah.
Because I've just never had. I don't think I've ever had an issue with mindset.
Yeah.
That's what someone with poor mindset doesn't matter. Right.
That's it. It's such a self licking ice cream. It is the mindset thing because you can be like, no, I just really need this skill set. And you'd be like, no, no, no, mindset was better than you would. You would, you would overcome that. And it's like, well, no, no, I want the skill set. Like, I can see why people are having. I can see people having a bad mindset. I. I understand that.
Oh, yeah, yeah.
Right. Like, I, I think people, but I think it's more to me, it's more specific. It's like, no, no, you have a self sabotaging behavior. Yeah. I think it wraps up into too much of a bow. Like specific issues.
Yeah.
I think it's too broad. And it's like anyone that is a mindset teacher, it's just like the perfect defense mechanism. Yeah. It's like, it's like, if. I know you are, but what am I?
Yeah.
It's like if I go, you're a racist. And you go, no, I'm not. And you guys. Exactly what a racist would say.
Yeah.
You know what I mean? You're like, well, this is a. This can't be. This is a loop.
Yeah, exactly.
You know what I mean?
It's like your mindset training doesn't work. Oh, it's just a poor mindset because you haven't applied yourself. It's like, no, you actually. What you do, that's something. Someone with a poor mindset, you just haven't opened up and given enough for it to work.
It.
You haven't.
It's worked hard enough. It's like, you know what?
Yeah.
And I understand that there's obviously a place for it, but like, for me, just in general, like, I've always just worked as hard as I could to get the result that I wanted.
Yeah. Yeah.
I've been to, like, mindset events before. No heaps and I've got out. This was really good. And I've been to other ones and go, you're foolish. You don't know what the. You're talking about.
Yeah.
Like this. How are people listening to you right now?
I think I was talking to Dan the other day. I just did a video.
He's got approved to. To go back to Perth. He's on the plane right now.
Well done.
Yeah, I was doing a video with him and it was kind of like. Because we're doing some development videos with him. So, yeah, if you're not on the YouTube channel, you might be watching this, but if you're not subscribed, make sure you subscribe. Hit notification bell comment. You know, down below if you want to see more. More content. Hashtag congruent. It's going to be congruent.
Right.
But I was kind of taking him through and he was like. He was like, okay, what do I do here when I do here? And I was like, dan, Dan, Dan. I was like, stop. I was like, you know the answers to these questions. And I was like, you're trying to make a simple process into something more complicated so that you can trick yourself into, like, reasoning why you're not good at it.
Yeah.
And it's also. You're giving yourself Permission to fail.
Yeah.
Right. Because it's like, oh, this is so hard. It's easier to like, ah, it was too hard for me to nail.
Yeah.
It's like, but it's not hard. Like, you break it down. It's so easy.
Yeah.
Like, sales is really, is really simple. Yeah, it's not easy, but it's simple.
It is simple.
Right? Like, same with, you know, people ask, oh, what do you do for follow up? Call people, man. Like, how much more complex does it need to be?
Yeah.
How often do you call them? How often do you think they need to be called?
Yeah, we had this conversation yesterday. Entertained training.
Yeah.
It's like some people need specific protocols.
What do I do in day abc? Yeah, there's no answer to that. Yeah, it's like you call me every day to follow up. Like, you lose a sale.
Yeah.
You call me a month later and I'm like, okay, yes. Right time, let's do it.
Yeah.
And it's like everyone's got a different cadence and the individual is going to dictate that. And it's like, you know, ask them the question, hey, how often are you okay with me touching base with you?
Yeah.
Hey, would once a week be okay? Would once a fortnight be okay? Once a month be okay? Do you want every, every couple days? Hey, why don't I just keep touch with you? Like, you know, every, like every couple days for the next week or so so, so we can figure out the logistics to help you overcome XYZ issue. Yeah, that'd be great, man.
Yeah.
You know, if someone's like, no, no, no, man. Like, I'm, I'm fully good to go. I just need like X amount of time and, you know, it's logistical and all that kind of good stuff. Then it's like, okay, sweet, I'll touch base with you in two weeks. Yeah, you know, like, it's fine, man. Like, people make it so people make things. It's because they have a poor mindset, Jim.
Yeah, I think it's self sabotage.
Yeah, yeah, it's. But it's just like people make processes more complicated than they have to be to give themselves a reason. Yeah, it's the same as like, if a business owner or a sales guy is like, oh, I'm not making sales because of Corona. It's like, okay, okay, dude. If you're making the problem bigger than you, you'll never even try and fix it. It's like one of the most damaging things you can say to a young overweight kid is you're fat because your genetics.
Yeah.
Oh, yeah. It's not true because you ate too much ice cream.
Yeah.
It's like, if everyone here today just looks at every single thing in their life as their fault.
Yeah.
And everything that's happened to them as a problem that they can solve, everyone's life will be infinitely better.
Yeah.
If you take responsibility for everything, even if you're not responsible for it.
Man, It's a freeing experience.
Right.
Like, we had a. We had a marketing meeting of the day because we got some news about some stuff we're doing. Everyone was like, oh, man. I was like, guys, stop. I was like, it's fine. All we have to do, like, there's no point about the parameters that we've been given.
Y. Right.
Let's just figure out how to work with them and create some diversification so we're not so reliant on that and we can pull back slowly over the next little bit. It's not a big deal. It's just a thing we have to deal with.
Yeah.
It's our problem to solve. It's fine.
And it's easy to look at that as, Like, I could pick that apart that. And find six different ways mindset affects that thinking. Right. Because you can rationalize everything back to mindset.
Oh, for sure.
It just doesn't mean you should do it wrong.
I use that in sales constantly.
Yeah.
It's like, oh, okay, well, the mindset was bad in the way that you're thinking about those parameters and you're looking to blame other people. Maybe we should explore. Lie down on my psychiatrist couch. We'll figure out what happened to. Cause you're thinking that way.
Yeah.
All the mindset guys out there right now, that's just because you have a good mindset. And I probably do have a good mindset.
Yeah. Right.
It's fine. But it just own your problems. Do you know why so much easier?
Because even if it was, somebody said, shut up.
Yeah.
Like, it doesn't need to be like, why don't you just do this mindset fix? It's like, oh, okay, I'll try that.
Yeah.
Then all that solves the problem of the mindset without needing to rationalize, label it into something that it's not.
Yeah.
Because you just get caught in the trap and everything's mindset.
Yeah.
Anyway, like, Dan's a great example. Like, Dan, like, just putting himself into a better environment. I think, like, sometimes there is a thing where, like, people need to see the success. People need to, like, you know, like it's really funny. It's like, you know, nobody ran the four minute mile until somebody ran the.
Yeah.
And now high school chicks do it as a warm up, you know what I mean? Like, you know, like Nobody did the 1080 on a half pipe, whatever until Tony Hulk did it. And now there's like nine year olds.
Doing it, you know, not even on a skateboard. They get a box out.
Yeah.
Doing crazy.
Right.
So it's like I think sometimes being just seeing something, you know, then drives things forward and I guess you call that mindset. But really I just think it's.
Is it or is it just belief that it's possible now?
Yeah. It's such a self thinking ice cream. It annoys me. But anyway, we won't get too sidetracked on that.
So we're talking about master classes and selling one to many. Yeah. What are the key things that you want going through that process that has major better salesperson?
I think like I don't. I'm not a preparer. Yeah, I think like, I think that's pretty safe to say. I'm kind of a shoot from the hip kind of guy. Oh yeah, yeah, yeah, aggravatingly so. But I definitely. Well, that's okay. In sales I prepare because I always write a script for what I'm selling and I always understand how to sell it and then I can pretty much tear it apart. But I just know my pro processes so well. I don't really have to do anything anymore. You know what I mean? So like I can go on and sell whatever.
Yeah, yeah.
But like I had to study that process pretty, pretty in depth.
Well, that is preparation itself. You prep, you prepared six months to be able to not do it.
Yeah.
You know, but like. Yeah, I don't like writing documents. But in this one I think like it was interesting because I'm not, I know I'm not good at it. I've never done it before. I was like, okay, I probably need to spend the time, spend the time. So I probably spent overall probably eight to nine hours, I would say over the last week kind of dissecting stuff. Maybe 10 hours dissecting things, writing up the scripts, the before, the middle, the after, like, you know what I mean? All that kind of stuff and figuring out what kind of engagement I want to get and how I want the people to feel at different stages.
Yeah, I reckon I spent about 10 minutes setting up the webinars and, and upgrading the thing as my preparation.
Yeah.
And then spent probably another four hours after everyone Was questioning, oh, is it going to work this time? Just going back, checking and testing just out of paranoia.
And Jeremy last time.
Well, I did ham all the tasks.
Last time we had 447 people register for masterclass. We sent out, I think we sent out like a confusing time zone.
Someone forgot to also upgrade the account.
Then we forgot to upgrade the Zoom account after we had just made fun of one of our clients for doing the exact same thing.
Well, the person who forgot was making fun of him, which was the ironic part. But yeah, like I had messages from Jeremy at like 3am and when I got up at 5, I looked at.
It, I just went, I stood through my arm.
You went late?
I was late, but I planned on being there about 10 minutes earlier. But I somehow had my phone. I got on my bed and I'd rolled onto it and it was like so broke. That's kind of, that's kind of what I prefer. That's kind of what I prepare. That's what I'm doing. I think it's, it's pretty interesting. If you guys watch the master class and you enjoyed it, like, let me know if you bought an EPQ if I did a good job. Let me know if you like. Nah, you guys just there for the free.
Let it know if it was clear that there was preparation because if there wasn't, never doing that again.
Yeah, exactly. Well, now I've done it once, now I don't have to do everything.
Exactly.
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Put that coffee down. Coffee's for closers only.
