Episode 21: Missed Fortunes: The Critical Selling Strategy Your Podcast Is Skipping with Brian Mayoral, lead sales trainer for Tony Robbins

Welcome to Healthy Profits. This is Samy. Today is the episode you do not want to miss. If you're not selling from your podcast, you're missing out on fortunes. And in today's episode, we're going to show you how to sell from your podcast, no matter what your product is, no matter the price, no matter the objections, no matter the resistance you're getting. And I'm interviewing the one and only Brian Mayoro, the lead sales trainer for Tony Robbins. We cover everything from how to get the proper ascension model out of your out of your podcast to the strategy and the formula that you need to have a successful sales call. Things that I was even missing. So if you're not making money from your podcast and you're not converting sales from the leads you're generating from your podcast, this is a must. Listen and or watch wherever you're at. So enjoy the episode. Hey, guys. Welcome back to the Healthy Profits podcast. I've got Brian Mayoro on the line with us today, and this is a doozy. He is the lead sales trainer for Tony Robbins, and I wanted to bring him on today because I met him at a 2x mastermind and he blew me away with his ability to sell. And I know that we are a health and wellness company company and what we do is. Or we are a health and wellness podcast monetization company. But what better guest to have on than to tell but Brian, to show us the power of selling and selling from a podcast. So if you've ever had any problems, which a lot of our guests do, Brian, and our clients, they have, they are not totally sure how to monetize their shows first, but monetization comes from knowing how to what, sell. And so I was so honored to have you on because if I've had probably 20 shows that had to drop off because they couldn't monetize their show. And that sucked for all reasons because I felt it kind of hurts when you see a client not be able to make it because their show's not monetizing. It was growing. It just wasn't monetizing. So we really, really focused on how to monetize shows. But what we were lacking was, like, how to give them a framework on selling. Thank you for being here. Did I get that right? The lead sales trainer for Tony Robbins and a former PE Teacher.

Yeah, former PE Teacher turned number one national sales trainer for Tony and now running my own organization. And one thing that you said, Sammy, caught my attention. It's not being able to monetize, like, at the End of the day, most of the people that get into health and wellness want to serve and want to help other people. I think if you're listening right now, whether you're driving your car on the treadmill, no matter where you're at, you're probably taking a pause and you're like, I just want to, I just want to help. I believe we should live in a more. A vital country. I believe we should live in a more vital state, a more healthy state of emotion, whether it's mentally, physically, emotionally, whatever it is. And I agree with you. And I would also say that selling.

What just happened to your nervous system when I said the word selling? Did you freak out? Did you get nervous? Did you?

I, I think I had a little bit of a, a butt clinch.

So if you're one of those clinchers, when you hear the word sales, I want you to think about this really quick. Selling is healing. Or wherever you're at, just take a mental note. Selling is healing. What I mean by that is that everyone on planet Earth has a problem. And if you can help them solve that problem, you're healing that problem. And for those of you who are in the health and wellness space, if you got into this business or you got into your line of work because you want to help people, then it really comes down to getting them to say yes to your program and service because you can't help them if they don't start.

Ooh, that's some fire right there. I, I really, really love that you tied that in, because healthy helping people sell does not always equate to healing people. So I absolutely, absolutely agree with that. And then how did you, you know, how did you get to be in this space of selling from PE Teacher to selling? Like, how did that happen? Because you got sold into that somehow. I just. Curiosity. I want to know a little bit about that background. And for our listeners, the reason I ask is because I really want them to know how useful this is and the, the trajectory you took because it really is a cool story.

I appreciate it, brother. I have a really good friend. His name is Chandler Parag. I hit kind of rock bottom in my life where I was a junior high school PE teacher. It was like 3:45 in the morning. And I remember it's like a Wednesday afternoon. The lights were off. I was eating Del Taco. It was two tacos, a burrito, French fries and a Coke. And I remember flipping through SportsCenter. And then I just broke down. Like, I just broke down crying. I'm like, what am I doing with my life? Like, when did I become the person? At like 3:45, I stopped living, waiting to just go to bed, wake up and go to work the next day. And I needed some help. I needed some force outside of myself to figure out what was that next step for me. And so my buddy Chandler Parag set up a call with his sales rep from Tony Robbins. Her name is Marshaw Henderson.

Shout out to Marshanda.

Shout out to Marshawna. Marshawna gives me a call. You're never gonna believe this, Sammy. But I was at recess, literally like straw hat, whistle collar, T shirt, short shorts, like yelling at kids, stop running around. And she calls me and she's like, hey Brian, you know, you know your buddy Chandler told me that you might be interested in going to Unleash the power within with Tony Robbins. I said, unleash the who with what? And she said, unleash the power within with Tony Robbins. I'm like, what is that? And she's like, well, it's a seminar by a guy that can help you turn your life around and get to the next level. What was the first question you think I asked Sammy?

How much does it cost?

How much was it? It wasn't.

When is it? None of that. Why? Because what poor people in poor mindsets ask is, what do I, what do I have to give up? What rich people ask is, what's the roi?

Oh yeah, that's good. Write her down. Her.

And then. So this happened three or four times. I kept hanging up on her, hanging up on her. I don't have the money. I don't have the money. Like, you know, Kevin Hart says in his, in his stand up, he's like, what had happened was my bank account and my living.

So I had to move some money from my checking account to my savings account. What had happened was exactly.

And I came up with every excuse in the book, man. And long story long, I ended up get into credit card going to the Tony Robbins seminar. And Tony said one thing from stage. He said, if you want something in your life but you don't have it yet, model someone who already has the results. And so I'm sitting there and I'm watching Tony Robbins change the lives of 15,000 people. We walked over that night. I'm like, well, I'm a good person. I got into teaching cause I want to help people, but I also want to make a lot of money. And Tony's doing that, helping a lot of people, making a lot of money. So I modeled him. It took me 16 months to get that position with Tony Robbins. I interviewed called, and then I would spend all of my money going to Tony Robbins seminars as a volunteer. Literally the guy who would usher you to your seat just so I can get in front of the right people within the company who would eventually introduce me to the people that would end up hiring me. And so I got there. I took off like a rocket ship after that seminar. Quit my teaching job, went into software sales, ended up on Tony's team. Broke a couple records there. And I. I didn't do it because I was a great sales professional. I did it because, at the end of the day, the best salespeople are the people who care the most.

Yeah. Oh, I love that.

I found a lot.

That was awesome. I think I actually got a credit card for my first Tony Robbins thing, but that was, like, way before your time. You were probably, like, two. That was 1995. I got my first credit card and bought the Unleashed Power Within DVD diapers. Oh, good.

That's so great. So then you. That led you into the sales. Sales piece, and now we're here. There's so much we could dive into deeper with that. But I just want to, like, give our crew some really cool, juicy nuggets, man. Thank you so much for letting us know, like, your story. I love that. Like, there's that. That moment, the rock bottom moment where you do. You just take inventory of your life, and you're like, dude, I'm eating del taco at 4. Morning. What's happening? What is happening? So awesome. Fast forward. I meet you at the 2x the 2x conference here. That mastermind that we just met at. Heard you speak to some of the things that you're trying to create in your space. Right? And I was like, wow, this kid is sharp. I'm transfixed. You got on a call with me and you showed me some really smart tactics on how to do my sales calls with the Healthy Profits podcast in our mastermind, right? And even, like, on enrolling people into our service, which is how to. What's not even how to. We do it for you. But enrolling people in. What we have is a 3,000amonth retainer, right? That's like over six months. That's an $18,000 investment, which I know, when done properly, is the best thing you could ever do for your business, right? I fully believe that. But totally, that is a heck of an enrollment to do from Warm lead in general. Right. And so what I wanted to do is backtrack, because a Lot of the people that are on are listening to our show. They don't have an $18,000 product that they're, they're selling, but they do have entry level 50, 100 and $500amazing pieces of product. Plus they have incredible testimonials because many of them have a brick and mortar where they have been helping people along the health journey. So I just had a couple different questions I wanted to just tee up, ones that I've actually heard from a lot of our, a lot of our guests. And some of that is stuff that's relevant to what they're going through. And I just wanted to ask a couple of those for you if that's cool and if you, if you don't like them, just tell me. But it's all good. One of the things that I love is, is seeing great stories inside of sales when somebody is presenting their podcast and doing stuff. How we know the importance of storytelling. Is there a formula that you like to use when you embed stories? We know it's important in the sales process, but where do you use a story in the sales process? And maybe even in relative terms to us, is there, can you think of a, a great way to use stories in selling from a podcast?

A hundred percent, first and foremost. Thank you. And you've shown me, Sammy, how you can use podcasts to monetize and scale a business. And I'm a big believer in what y' all are doing as well, because at the end of the day, you can have the best product and service in the world, but if you don't have anyone to share it with or share it to, it doesn't matter. And you are helping people getting out there. And I've seen the work that you do, and it's phenomenal.

Thanks, buddy.

Of course. And that said, nobody likes being told what to do, or at least most people don't like being told what to do. So no one likes wrong. No one likes to be. No one likes to hear that things aren't going well for them. Right. I bet you if you walk in a room right now and, and, and a room of 10 people and you tell each one of those 10 people what's going wrong in their life, you're not going to make very many friends. And so the concept of storytelling, no matter what setting that you're in, is being able to teach a lesson without being direct. It's being able to rub someone in, have them think about what you're saying in their own life. This is what's called Going into a trance. So when someone tells a story, what ends up happening is the listener goes into a trance, and they immediately start reflecting that story into their own life, and they start to mirror what's going on in their life with the story that's going on. So if I were to tell you right now, I had a friend who was literally looking for what's his next step in his life, and he hit to. He got to a spot in his life where he was confused around three decisions that he needed to make. And before he made those decisions, he decided to consult with a friend. And what he realized is when he asked those questions, what he was really seeking for was approval to make the bold and courageous decision that he knew inside of his heart that he should make. What did I just do there, audience? I told you a story about someone who had to make a tough decision, but knew the answer to that decision, but asked for help because he wanted support with being courageous. So that may have made you, as the listener, think about a decision or choice that you're making in your own life where maybe you're asking for support or maybe you're waiting for the right decision to be made, but what you really know in your heart is you know what you want to do. You just need to be a little bit more courageous. And so I taught you that lesson without telling you that you need to be more courageous.

I love that. Oh, go ahead, continue. Sorry.

Yeah. So the. The. So that story. So what you always want to do is understand what is the person that you're listening to's problem. In other words, what we call it at 2x is ita or your avatar, your ideal target audience or the person that you want to sell to. So when you're on a podcast, you're gonna say, okay, who is the person that I would most likely want in my service, that I serve the best that I know I can change their life or change their outcomes? And you ask yourself, what are the top three problems that they have? And then you ask yourself, what are the three outcomes or goals that they're looking to accomplish? And then you say, how does my product or service create a bridge between the problems that they have to the outcomes or solutions that they are looking for? And how do you do it in a unique way? And what are some of the internal roadblocks that would cause that person not to move forward with your product and service? In that storytell, you state the problem. You talk through the journey that that person might be going through, and then you also talk about how that person overcame their internal dialogue or their internal belief systems and emotions into saying yes to creating a breakthrough in their life that would get em to an outcome. Does that help?

Yeah, that's great. What are the three main things people are always trying to improve?

Is it pretty consistent in terms of their business or their life?

I think overall it's always going to be their life. At the heart of it, there's only relationship finances. Those are the three, right? The three main.

Those are the main three.

That's amazing. And then how do you build trust with people to let them know that you are the answer to help them build that? Especially in an online, like in a podcast space. And we'll get to what to do sequentially. But is there a formula that you found that helps you, especially now that we're selling, everybody's selling online right now. Is there a, is there a kind of a formula, the formula that you use when you train? It's like here's how you get to the meat of those questions. Here's how you get to the, to them answering. Like for example, yesterday I was on a great sales call, I got on there and I go hey, what are you trying to, what is stopping you from getting to getting your message out? And she gave me the craziest long winded answer. And I was like whoa, whoa, whoa. And I remember in the moment I was like how do I get this chick back on the rails with answering question? And I was like this is like she's so far gone. But I didn't know how to reel it back in. And I think that's like, that's one of the things like time is money. So I was like how do I get you to answer the real thing that money, health or finances. I am not getting there because of such and such thousand percent.

One to many sales would be a situation like what we're in where we're talking over a podcast talking to many people. And so when you're speaking one to many you don't have the luxury of objection handling. When you're in a one to one sales setting you have conversation and you have the ability to hear those objections. And so in one on one conversations I, I'll give it to you really simple. I'll give you like the best a plus version that I can give you in 30 seconds because my courses are like eight weeks long on this exact topic. What I can say is first and foremost you always at the beginning of every conversation you want to build rapport manufacture report. So you don't want to fake it. Like, how's the weather? How are you? Oh, my God, I'm so excited. Do not do that. Okay, here's the line that you always want to start with when you get on a call. I teach this to my students, and it changes the game. Rather than saying, I'm so excited that you're on a call with me today or thank you for joining, you're not thanking them for anything. Here's the line that you want to say. I'm glad you decided to book this call with me today. I'm going to repeat that again. I'm glad that you decided to book this call with me today. It sets the tone that they made the decision to jump on the call. But also, you're saying it with the type of energy that's neutral. You're not trying to be overpowering, but you're also not trying to be submissive. Right? There are three different sales postures that anyone can be in at any different time. You're superior, neutral, and inferior. In a sales cycle, you want to try and be in that. In a neutral posture as much as possible. So when someone joins a call, you don't want to be too high, you don't want to be too low. You're saying, I'm glad that you decided to book a call with me today. Then you take them to what I call Happy Talent. What are the goals and outcomes that they're looking for? I use Happy Town whenever I'm in situations like this because it's simple and easy to grasp. You have them visualize in their mind what it is that they want, why they want it, and why it's important to them. Why do we do that? Because the brain, if it can imagine it, it can imagine that it's real. There was a study done where they asked two groups of people to shoot free throws from a free throw line. They asked group A to visualize shooting free throws for a month and group B to practice actually shooting free throws for a month. Then they brought both group A and Boot B Group B back at the end of that month to test to see how far they've come along. Do you know that the group that did visualization was off just by 1 percentage point versus the group who actually practiced free throws that entire month? So what does that tell us? The brain Imagine it happening. It's like it's real practice. So you want to get them at the beginning of that call, the first half of that call, to imagine their outcomes. I have a business that's doing X, Y or Z and results. I have a body that's doing X, Y and Z. I have health and I feel X, Y and Z way. Okay, then you turn that conversation back into. Then we take them to sad town. We take them to the reality that they're not there yet. Hey, I, I'm, I'm overweight by 50 pounds and I really want to lose these pounds because I'm getting married or whatever it is. You take them to the pain that might preventing them from getting to those outcomes. Lastly, in the conversation, you create the bridge. The bridge between where they want to go and where they're at and realizing the fastest path to get there is by going through your product or service. That's how you do it. In a one on one conversation, in one to many like this, you can do the same thing. But now you're going to have to use storytelling and you're going to have to debunk objections in a crowd setting.

Damn, that was so good. Okay. I just thought of like the last 20 sales calls I did and how many times I came in real hot, real hot. So I love, I love that you, man, if you guys are listening to this, if you can remember that frame, you let them realize they decided that was huge. I love that. And so that kind of even leads into like overcoming the objections. Right? How do you, you typically overcome objections when people have those. Like a lot of times people are like, man, Sammy, I gotta, I have to talk to my business partner, I need to talk to my wife or things like that. Right. And I've known this coming into some of the sales calls. So when one of our, say one of our podcast clients is going to sell their coaching service, they know it's kind of a higher ticket item. How do they go about prepping for the objections? I guess that's, that's one of the things that I've heard a lot like how do we get over objections on price for our services?

Yeah, I think where most of our sales students when we train them come fall short when it comes to objection handling is they try and handle every objection as if it's new and different. When it really comes down to it, there are only three objections that people have. Some of you are about to yell through the your earbuds right now. There are only three objections that people have. Number one, it is value or product fit. Okay. The number like the reason people aren't saying yes is because you don't solve a specific problem for them. So that's the first Thing you have to give them per the perception that the problem you are solving is 10 times greater than what you're asking in return. You have to do that first. Second. The second kind of objection that comes down are external objections. Time, money, support. Support from a friend, family member, spouse, loved one, the boogeyman. Doesn't matter who it is, a business partner. They're gonna get support from somebody else. So that's objection number two. Don't try and differentiate them as if they're all different. They're not. There's value and product fit, which is one. The second one is external reasons. Time, money, support from somebody else. The third reason and the most important reason why people say no are internal reasons. I was on a podcast five years ago, Sammy, and that person didn't make any money. So therefore your program's not going to make me any money. You're like, what? That was five years ago. You're a different person today. And then it had nothing to do with me or my service. But in their mind, they've connected the two. And so it's the internal beliefs, the internal dialogue. I've tried this in the past. It won't work for me. Especially for those of you who have weight loss programs. Oh, I tried. I tried Jenny Craig 10 years ago and now I'm trying a whole 30. And your program is different. And so they're all the same. And, and they make that up in their mind as to why they can't move forward. So you have to understand and you have to chunk them down into which objection is it really? Do they see the value? If they see the value, then you go down to objection number two, which is what are the external reasons that they have as to why they can't move forward? And the third is down to their internal reason. And then in our company we have a five step objection handling framework. I'll give it to you right now. This right here, I shared with the number one fastest growing company on Inc 5000. It helped them grow by over 2 million in revenue in their first quarter of using it. Step number one is align with the prospect. You never ever want to combat the prospect. You always want to align with them. So Samy, if someone says, hey, this is a little bit too pricey with me, you're not going to say, what do you mean it's too pricey? You're going to say, I, yeah, I can, I can totally appreciate how this price would be something.

What do you mean?

What do you mean I can totally appreciate. I can totally appreciate that you like making smart financial decisions, right? So you align with them. Doesn't mean you agree with them, but you align with them. You call them out. I can totally appreciate how you would want to make smart financial decisions. You're calling them to a higher identity when you say that. Because you can hold them to that identity later in the sales cycle. Because you can say, well, if you can build an roi, then isn't the smarter financial decision for them to actually move forward?

So that's why you want to call them to that identity as soon as the objection hand is by aligning with them. So I can appreciate how you like to make smart financial decisions. Call into that higher end identity that's aligning with the process. Second thing you do is you distinguish between a boulder and a pebble. How big is this objection? Is this like an immovable object or is this a small objection? Let me give an example. Sammy, really quick. If I told you right now to run outside and lift up a car off the ground, could you do it?

No. I mean, I would probably have to get other resources and do some other shit. But no.

There you go. So that's the exact thing. So everyone who's listening hear this. The brain, the first thing that it wants to look for is how it can't do something.

But I didn't give Sammy any rules of how he could lift that car. And if he gave himself just a little bit of time and freedom and grace, which he did, he said, I'd have to go get other resources like a crane or a tow truck or a carjack, but eventually I could do it. And so when you are in the sales cycle, you have to determine, is this a boulder or a pebble? The bigger the boulder, the more that you have to take them through the sales cycle again. So you go right back into the happy town, Saptown. If it's a pebble, you continue to move forward through the objection. Once you distinguish between a pebble or a boulder, now you want to start getting them to see the problem in solvable terms.

So finding ways, if they say, I don't have the time or I don't have the money, say, I can totally appreciate you make financial decisions. Is finances the only thing that is holding you back? Yeah, it is. It is. Okay. And now we're going to distinguish between a boulder problem. Is this a situation where you're like, hey, I am like up to my eyeballs in debt and I'm in the red. There's no way I can move forward, or is this a Situation where it's just a little bit outside your budget this month. But if we could get creative, we could find a way to do this.

If they say creative and we can find a way to do this, then you move and you help the problem solve its firm. So if there was a way for us to get creative to show you how you can still invest in this but not go over your budget, would that be something that you might be interested in? So now we define the problem of this being out of their budget in solvable terms.

Love it.

Then you go to step four. You help move them to action. Okay, so if we were able to do this for you and get this spread out over two payments, would this be something that you're interested in? Well, maybe. Okay, so help me understand, Mrs. Prospect or Mr. Prospect, you did want X, Y or Z outcome, Is that correct? And is the reason that you wanted X, Y and Z outcome is because you've been doing this for three to five years and you're really looking to break through? Yes, it is. And what happens if you don't do anything else about it? Like what happens if you keep doing what you're doing today? Are you okay with that? Well, no, I'm not okay with it. So how important is this for you to be able to move forward on this? Because the program that we have works. We have podcasts that are working for.

Dozens and dozens of people that are getting them an roi. So I know monetize, monetizing your podcast works. Are we really. Is the question that we're really asking here is, does the podcast work or do you believe that you can make it work? Hmm. It's that I'm not sure it will work for me. What if we had a support system for you so that we can give you every chance available to make it work? Yeah, I would need hand holding. That's exactly what we do. That's the done for you program. That way you don't have to take it on heavy lifting under your shoulders. Now, the first step that I need from you, because I'm. I don't want people in this program. Now you push it away a little bit. I don't want people in this program who aren't committed. We're really only looking for people who, like, are going to step up. So if you're kind of person who is going to spend the money and not actually do it. I'm not sure if. If you're the right person for us, but you don't peg me as that kind of person. Because you make smart financial decisions and you wouldn't have joined up to this call if you didn't want to break through.

I love that. I love that.

Then you act the decision. So all we would need today, all we need today is. And then whatever the financial commitment is.

I love that. I think one thing to note too, if you're listening to this guys, or if you're just watching this, there is a sincereness to how you are really supporting people to understand what they need to do to have a better life, what they need to do to make a better decision for their company and, or, or the, the family. Right. That seems so sincere. I was literally thinking of how many of the conversations I've had thus far, whether or very.

Me like thinking of an objection. Oh man, how am I going to get over this? And I took my eye off of the service of what they need. Right. Because we have. And I believe this. Absolutely. And I've seen it. Right. We do have the solution to what people's problems are, but I need to know where we need to emphasize our solutions. And I think that happens a lot with people. So if you're, you're thinking about this like, oh yeah, I do have a great solution. I'm thinking of this great podcast that my friend started. It's a parenting podcast. And she's like, I just can't pay people to purchase the, the stuff. And she's having a hard time figuring out like, why are people not purchasing this stuff to help their kids? And I'm like, oh man, I just thought of her. Christina, when you watch this replay, I'm thinking of you with the conscious parenting. And it, it really is okay. Where. What's the biggest issue you guys are having right now? Do you want to continue this path? Right. And I, I know she's just not hearing what they're saying. So that was brilliant. I love that. And that's. That was a very natural and as you guys know, sales, that was a very natural integration into the closing process.

Yeah. And at the end of the day, a lot of people have different hardcore objection handling strategies, so on and so forth, but the one liners and all that kind of stuff, like, they're nice and they're. That's like, that's like putting great pay on a Toyota Corolla. Right? Not going to be a Ferrari. The, the human being is the Ferrari human being. Words are coming out of. You are the sports vehicle. It's not the words, it's the way that you're saying the words. And the sincerity behind those words. So where most people get it wrong and in today's world, right in our marketing centric world, you're going to hear a lot of people say, well I'm going to teach you hardcore closing or hardcore objection handling. You're going to be best objection handling. They're, what they're doing is they're marketing to you because they're trying to give you an easy fix. But what you really need is the human being that's solving it. You need to believe in what you're actually selling totally. And at the end of the day, the only way to believe it is to actually sincerely care. The questions that you ask are, are, are important. The sequence in which you ask those questions are important. The one liners are just pain.

Yeah.

And so if I can give that sequence to you again, it's align, distinguish between a pebble or boulder, shift their focus back down to what's possible, define the problem and solvable firms terms and then move them to action.

I love that. Thank you for that. That's so good, guys. That's the writer downer. That is the writer downer. Writer downer. The writer downer. How about when it comes to taking people sequentially out of, let's say social media, off of a TikTok, off of an Instagram, off of, out of a podcast, is there something that you would suggest that we do? Like I know that you probably suggest send them the proposal right away and make sure they make a decision without you there. Right. That's exactly what you say when trying.

To get someone to take action from a podcast is the question. Yeah, yeah. You always want to start with the hook. The brain tends to focus on what's not going right or what's going wrong. And so most people are going to move to action because of the pain that they're experiencing, not because they want to experience greatness in their life.

Totally.

Most people will run faster away from a tiger than they will to go chase a million dollars. Why? Because pain is a good propellant. And so what you want to do is speak to the pain, also known as what we would call in the industry, a hook. You want to hook them and you want to use if then statements. So if you're someone who is struggling with building a sales team or closing deals confidently or you have great conversations but you can't seem to get people over the finish line, you may want to learn how we can speed up your sales cycles and decrease the amount of people that are ghosting you by having our Follow up proposal technique right in the palm of your hands. We actually have that giveaway at. And then you state where it's at and have them go take action.

I literally was like, hey, do you actually have that, Brian? Cause I'm running into that shit.

Where do I get the it's if statements? So this is where it comes down. Like at the beginning of this call, we talked about your avatar, your ideal target audience. What problems do they have? Right?

Yeah.

You're going to see something like this if you're someone who has problem A, B or C, right. And that has caused you blank frustration, any type of emotion. That's not good. So frustration, anger or doubt or fear or whatever it is, if that's caused you X, Y or Z, then you're probably going to want to solve that because you want to get to these results, these results and these results.

Yeah.

The great news is, is we've made it super simple for you with this one resource.

So good, so good. And again and again I'm like, hey, what is, what's the resource, Brian?

It is. I can sense the triggers that are going off in my head to find a solution as fast as possible to get to what I need. Even though you're not selling me anything, you're just like, listen, here's what, here's what you need to do. If you have this, then you need to actually get this because this will solve what you have the issue with. You almost don't even have to put anything in there. You are, you're emotionally hitting these triggers, which in a great thing is helping me figure out what is it that I need to apply a solution for, which is so weird I never even think of that. This is so good, Brian. Okay, so this is about the point where we have the best retention for shows. People usually have about 35 minutes that they listen to our show. So we're coming up on that right now. I want people to know all about where you're at, what they can do to connect with you. I'm also going to have this obviously in our show notes and things, but what is the best thing that you want to have our listeners do and go to so they can get. Because you have a bunch of great free resources, you've got some amazing trainings. If I, I'm already excited to train my entire sales staff that we're going to be building and currently working on building here soon, especially with systems. What is, what is the one thing that has made you guys such a specific and such a sought after Sales training company.

The fact that we don't train to have closers, we train sales professionals. Most companies out there are fly by night training companies who are looking to market to you to get a quick win. What we do is we build long term partnership and relationships. 90% of our clients have referred us or given us a testimony or case study and we believe that growing in a way where we only grow if we're getting deliverables and results for people is the key. So we our mission at Sell up is we empower people to make life changing decisions and we essentially help people make those decisions every single day by getting them results. So if you want an integrity based sales model that will help you win more business but also keep clients for longer term, long lifetime value, we're the kind of company you'd want to work for. So what differentiates us, what makes us special is our ability to train on integrity based sales.

Love that. So good too. I mean I get targeted for sales stuff all the time and I'm like, oh, they're just marketing to me. But that is so great. Thank you so much. The link to all of Brian's resources and his company are going to be in our show notes obviously. But thank you so much for the value packed episode guys. I know we have so many health and wellness entrepreneurs listening to this show right now. If you are looking how to take a certified lead from your show and find out how you can truly solve the issues that are going on with their world in a beautiful and then take a listen to this podcast one more time because there was so many writer downers in this one. I, I've been taking notes as we've been talking. I'm like 23 minutes was good. 19 minutes is another sticky part. This is good. So thank you again so much Brian. We can't wait to have you back. I'm excited to start some of the sales training with you with our team and myself as well. And I'll be honest Brian, I have over 25 years of sales and hearing this back again, I know sales doesn't change over time. There's a, there's an exchange of emotion, there's. But the way that you've packaged it has really, really up leveled my ability to feel like I can serve people. So thank you so much for, for being here on the Healthy Profits podcast. Anything you want to leave them with you good.

Yeah, I'd love to leave them with something. So what we can do is they can go to our website and if they jump on a call with their team, we'll give them a free sales audit. Plus give them a free free sales audit. And then we'll also we'll also create a script on how to ask for the business in a one to many audience.

Oh that's so good. I'll talk to you real soon. And you guys keep podcasting. It's so great to be here with you with our amazing guest and talk to you guys soon.

See you soon.

Now that was a great episode. Thanks for joining us and tuning in to the Healthy Profits Podcast.

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