🔥 Inner Workings Of An 8-Figure Sales Team (Live Objection Handling + Role Play)

That's the importance of, like, role playing and listening to calls is just to understand and identify exactly where you are in the sales cycle, exactly where you are at every single objection. It's literally like a game because you've just done it so many times.

Brandon, it's costing calling. How are you, man?

I'm doing well. How are you?

That's good to hear. Yeah.

Good.

Long time no speak. I thought I'd just give you a buzz, post our initial discussion. How's your day been? That's a long time in this game.

Cool. Yeah, I'm well.

That's good to hear. I. Yeah, like I said, I thought I'd give you a buzz, post our initial discussion. I did send you out some extra information since we last spoke. Did you get a chance to look through it?

Yeah, I did have a quick look through.

Awesome. What'd you think?

Look, to be honest with you, I really like what you guys are doing. I like the sound of everything that you put forth to me. I guess I got a little bit confused. I thought that it was like all in per month. I didn't think that was the ad spend on top of that. So it is definitely a lot more than what I was looking to spend just to shoot you straight.

That's okay, man. No problem at all. And when you say a lot more than you want to spend, tell me a little bit more about that. Is that in comparison to your targets? Like, is there still a lot of money if you're able to achieve those?

No, it's not. If we can hit them, it won't be. But just like forking out, I think the whole thing comes up to about, if I'm not mistaken, Correct?

Yeah. So that's. That's inclusive of the funnel, which belongs to the business, and all your ongoing traffic expenses as well. But keep in mind, Brandon, like, that's with the view to be able to achieve the target that you've mentioned.

Right.

Like, if you get an extra listing per month, which is what you're after. Right. And that generates you that extra 60 to 80 thousand dollars a month. Right. Clear on top of what you're already doing, then that seems like a worth of deal, right?

Yeah.

Cool. And so that's basically like where we're at with the whole thing at the moment, Right. So, like, as you mentioned to me, like, we don't have any alternatives right now. Like that word of mouth and referral, like, that's dried up for you, right?

Yep.

So let's just park this aside. Like, let's just say that we take this off the table, right? What other avenues are you going to use to be able to get those extra listings?

Every month we're looking at doing this, like, where we put an ad at the back of the receipts in our local supermarket around our area, like just in the listing area that we want to run ads in.

And you reckon that will get you that extra visibility that you need?

I don't know. Without having run it.

Yeah, look, and look, that might well work. It's definitely worth giving everything that you can try, like, while you're at it. But the reality is, man, like, if you want to be able to get like an extra listing, so if you want to be able to get double the amount of business, right, and you've been the game for 15 years, it's going to take more than that. And you told me that in the initial conversation. I think, you know that that's probably why we're on the phone right now. But that's really what it's going to be, what it's going to take for you to be able to take this thing to the next level, right? Because if you were to say to me, look, I just need an extra sale every three months or something along those lines, or every six months, it's a totally different story, right? Very small things can cause that or very small changes. But in a case like this where we really want to be able to double it and take it to the next level, it is going to require getting this message out to a lot of people in your local area who are already looking or interested. Does that all make sense? Like, do you feel like. Do you feel like the receipt game is going to be enough to get you.

I was waiting for the question. Yeah, look, it does.

Yeah, no problem. And look, that's basically the basis of the proposals, right? You mentioned to me, like, we have to do this one way or the other. You mentioned that if we don't get this done in the next six or 12 months, you go under, right? It's not really worth you being in business anymore, right? And you mentioned that you're a 10 out of 10 committed. So we need to make this happen one way or the other. There's not a chance where it's like, hey, it would be nice to have. This is the must have, right? And that's basically what we've put this proposal upon, right? So my question to you, Brandon, is do you feel clear and comfortable with everything? Do you literally just feel like it's a matter of the Outlay or the money?

A little bit of both.

Okay, cool. And so, well, let's leave the money. Aside from now. What's the other side? What else do you have concerns about?

Yeah, that's where. That's where I feel like you should have gone straight up in the. In the beginning, because don't forget that, like, you've got him on the ropes, but you're trying to sell him right now rather than have him sell himself. Like, the whole shocker shopper docket thing, like, you allow. You should just allow him to deconstruct that and for him to, like, just fall on his old sword there. Because don't forget it's pull, not push. Like you're trying to close a deal. We're not just trying to get him into a frenzy right now and say yes right now, and then never get the docusign back. We want to eliminate strategic, any and all options to make this look like the only viable solution and the best viable solution to solve the problems that he's got right now. Like, that shopper docket thing is stupid. I was just throwing out. There's an absolutely stupid thing. It's ridiculous. Right? So the way that it's ridiculous is you just get him to arrive at that. Come on, man. Like, do you really think that you're most itchy to buy the best prospects that you can get are out there looking at the back of shopper dockets and saving them on magnets on their fridge? Do you think that?

Of course not.

Of course, man. So come on, like, how long have you been thinking about actually putting a digital strategy together?

Three years now.

Right. And so, like, what do you think is going to change if you put this off for another three years? I don't know.

I guess might come out of COVID and word of mouth and referral might start flowing again, I guess.

And do you feel confident in relying on that?

Not the double.

Right. So what we want to do is, like, keep on going down this route of asking the questions so where he realizes himself, and then you're just creating, like, that space in the call for them to almost close themselves, because we can get them to confirm and say yes on the call, which we do a lot of the times, but then those deals don't close, and it's because, like, we're afraid of taking the call to some place where we're not going to get the answer that we want. You have to remove that, completely detach yourself from that, and really just double down on the, like, what else are you going to do. What are your other concerns?

Fully valid. Because like, recently I've been able to like make it happen and get people to a yes on the call, but obviously I'm not doing it deep enough because they're not fully convinced and fully sold. They don't get the docusigns back on time or sometimes at all. But I can't get them to say yes on the call. You know what I mean?

So like, that's because you're a great salesperson. But don't like, don't like, just allow like you want to really button it down on that call because we're not. It's not an impulse purchase. Right? It's not. And especially on the agency side, it's even different mechanics next to the QG environment where if you get them to say yes on the phone and get their credit card, the deal is done. The agency thing, it's like a long dance and it's a much higher ticket that you're asking for the only. And then this is said that you close all those other options and instead of saying shocker, Docker, he's going to hit you with, look, you guys are all the way in Melbourne. So I have got in contact with a company here, an agency here in Ontario that my friend recommended and I did speak to them last week and they're going to send me out a prop. But you know, they're coming in at like 1800 bucks a month. So it is a lot different. So how is any different to what you guys do to what they're going to do?

Yeah, absolutely, Brandon. So, like that makes sense. You have to have a look at all your different options. With that said, like, just be aware, like, you will also find people who offer it to you for 500 bucks a month. Right. Like, you can definitely find those options out there. The question is, what's going to give you the result that you need? Right. You're 15 years deep. Now. You have been burned before, right. And you said that you don't want to go down that path again. There's a difference. Like what's this competitor guaranteeing for you for that? 1500amonth.

Oh, yeah. There aren't any guarantees.

Yeah, and that's what I mean. Like, we're able to charge $300 a month if that's the case too. Right. But what we're basically saying is, like, we're working across 400 plus different industries. One of our best industries across all of those is property, real estate and related industries. You see in the case studies, right? The video that I sent you, there must be three or four in that alone. So we're hundreds of hundreds deep in this space all around the world, right? The strategy that we prescribed you is the same one that we use ourselves and for our biggest clients that got you on this call, right? So what I'm basically saying is that you're not exactly selling a can of coke, you know what I mean? Neither are we. You're selling a house. It's a very considered purchase for people. So we need to be able to take them through that journey, right? Give them the information they need and have that automated and qualify them so by the time they even get on the phone to you each and every month, you know, these people meet your minimum requirement, right? You've already told me about all the can kickers and all the shit leads you've received in the past. This is a way to be able to circumvent that, right? So that's really what we're offering. We offer guarantees in writing for this particular service. We offer an automated and qualified service to get these leads on the phone with you. And that's what you need in a space like this. You don't need any of those 3, 500.

Again, I would stop, like talking so much and allow, like, it to be a conversation at this edge, right? Because, like, I'm going to say yes to you right now because you're hitting all the points, right? You're doing the, like, you're doing the complete mini bomb. But you have to. Does you have to throw in that? Does that make sense? How does that sound? Like you have to get that, that temperature check when you're going in for that close, right? So just don't focus on freaking unloading the whole cannon on me and saying, like, hey, we've got this. So many agencies, we've got this, we've got that. And like assuming what the problem is without buttoning down at each step of the way, right? The price was the same. Who would you go with? Those guys or us? You guys. Okay. Why? Oh, man, I just. I love the whole process in booking in. I read the book, fully, completely agree with, you know, King Kong's philosophy on everything. Okay. Why else? Oh, like you guys are all the way in Australia and you got me to book a call in here in Canada. All right, awesome. Like, do you think that's going to be worth an extra bucks a month? No. Yes. And then dive into what that is. It's got to be like a dance. It can't just be, like, me delivering that without asking the questions, because otherwise, I don't know how much of it is hitting. Right. I don't know if he's really resonating with it or he's just sitting there and just taking it because I'm verbally abusing him with all of, like, the different selling points that we have as an agency, and then they feel like that they're being sold to and they're not buying, and people hate that. So you got to make that. It's got to be, like, a decision that they are coming to, not that you are selling them. Right. It's a. It's a very strategic. There's a very strategic difference. So, like, that's one of the things that, like, you've been. You've been getting quite a bunch of props out, right? Yeah, but, like, a few, like, two rough months in terms of getting a yes on. On the next step of those. Am I correct in saying that?

Pretty much, yeah.

Yeah. So it's just revisiting, like, this whole process saying, hey, Blake, do you have five minutes? Let's do a role play. Brian, Dave, do you guys have it? And go through this whole process? Is this something that Blake does really well in these closes Is he just starts asking them lots of questions.

I think one of the other things, too, is you can kind of, like, build that, like, to, like, comparison, like, for this other eight. Like, if this guy's a real estate agent. Right. Who are already going to be hard to sell. So let me ask you this, man. Like, if there was another agent that was willing to sell one of your client's house for $1,000, what would you say to them?

Perfect.

What kind of work do you think that that agent is going to put in to sell a home where they're only going to make 1000 bucks in commission? There's no incentive for them to perform.

And do you see, like, the pauses and the cadence, right. How it's not like it doesn't feel like call is being like. It doesn't feel like there's pressure building on. It's almost like he's slowing down to give that person time to process things. Then where would you go, Blake?

Well, I mean, I would just kind of dive deeper into, like. Yeah, look like, what do you feel like is the amount of level of work that they're going to put in to basically sell that home when they're charging a thousand bucks to do so, man, you're in a competitive space. You're talking to me where your Average home is 10 to 15 grand in commission. You know you're going up against some major agencies out there who are spending tens of thousands of dollars a month. So how in your right mind could you go out and compete with these guys where they're going to be running a campaign for you for 1000, 1500 bucks a month? It's impossible. It's going into a gunfight with a knife. You know you'll lose every time. But if you realistically want to get an extra two to three deals, like you told me in our initial chat, this is what you need to spend. Does that make sense? And if that's not your goal, if you don't want to do a two to three extra deals a month and you want to get one maybe every month, or, sorry, one every other two or three months, then maybe you should go down the route of spending 1500 bucks a month. But I can tell you that that's not going to help you achieve your goals. You've been thinking about this for three years. Imagine the amount of revenue that you just lost by not having a successful strategy implemented. Doesn't that bother you?

Preach, brother, preach.

So let's just take time out of the equation. You've been thinking about this for three years. This is what we need to do in order to get you to generate an extra 250 grand a year. What do you think, man? Ready to rock and roll?

That's lit. I'm ready to buy.

But yeah, that was really good. And there was a lot that went on not only with the strategic question answering, but just really removing the pressure from the call. His tonality changing, downward inflection. He's like his heart rate's not accelerating. He doesn't feel like he feels like he's going to lose the sale. This is a path that he has walked thousands of times. He knows every blade of grass along this path because he's been there so many times, right? So that's just where you want to be when you get into this close. Like, that's the importance of like, role playing and listening to calls is just to understand and identify exactly where you are in the sales cycle, exactly where you are at every single objection. So it's just like, it's literally like a game because you've just done it so many times. You're like you. You do not ever sell high ticket by pushing. Ever. It's always done in exclusivity. It's always done with pulling. Is there time in the sales cycle where you do A little bit of the push. Yes. But even, like, in Blake's example right there, like, he did lean into it a bit where he said, like, hey, look, you've been thinking about this for three years, but it's like, almost the way in that you deliver that. You know what I mean? It's not like you've been thinking about this for three years. So, like, why don't we just, let's go ahead, get this done for you now. Blah, blah, blah, blah, blah, blah. It's more of a, like, you've been thinking about it for three years. Think about all the deals that you haven't gotten as a result of stalling. How does that make you feel? Does that frustrate you? Right, so it's a little bit of push, and then he'll lean back and then go back into the pool.

The difference is Costin, he knows where. He knows the outcome of what he wants from that, but he's getting that person to arrive there. So the only way you can do that is by asking questions, not telling, because you know that you want that outcome. You just need to ask the right question for him to admit it himself, because it's that much more powerful.

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Sam.