How to SELL LIKE a FREAKING CHAMPION MARATHON with COACH BURT, Cody Askins, and Nate Auffort

Hi, I'm coach Michael Burt to get a free copy of my book Inside the Mind of a monster. Text 678-506-7543. Text to get a copy of my book Inside the mind of a Monster, and I'm going to turn you into a legendary creature.

Are you ready? Are you ready?

All right. I see people jumping on tonight. Good evening, Coach Michael Burt. I'm very, very excited to be joining with you tonight. We're gonna get Nate off for it up on here. We're gonna get Cody Askins in here, and we're gonna get this party started. And I'm excited. I am excited. Malcolm. What's up, big guy? We're gonna get some old friends, some new friends. I'm gonna look at the attendee list and go through Amanda Banks. What's up? Andy Garrison, Brenda Spray, Cassandra Chris. Chris Clay Johnson. And we see a lot of. A lot of old friends coming in tonight. So I'm really, really excited about this. Dan, Diana, Eric. Eric De John's on here. You guys know that guy Cody asking for me to compete with Eric Dejan? I gotta take my shirt off, man. Show my muscles, right?

Yes, you do. Yes, you do.

He's got big muscles. James. Jeff does.

Hey, I knew you guys are gonna have a cool background, so, like, I don't have studios. Like, I'm not big time like you, so I just had to get a cool background and even, like, compete with the Cody Askins and Michael Burt.

So I love it. I love it. All right, I'm going through the list here. Heidi Sellers. What's up? James Schmolz. Janine. Jeff Smith, Jessica Green. Jimmy Fox, Joe Buckner, Jonathan Kathy. Katie Pace, Kim Dunn, Kimberly. And they're still adding folks. Laura Watson. What's up? All right, I want to say hi to everybody that joins us. I want to welcome you to the coach, Burt Celathon. Because, you know, I was sitting around and I was thinking about, you know, what, what can we do to really help people during this period? We've all done webinars. We've done a number of things. But I thought, you know what? Nothing happens until something is sold. And so many people. If I've heard this once, I've heard it 477 times, Nate. All for it. It's real hard to sell anything right now. Nobody's buying anything. I can't get anybody on the phone. I can't do like, like, like, if I hear one more time, I promise you guys, I'm gonna pull every bit of my Hair out now, here. So, so I thought, listen, I was a basketball coach, high school basketball coach, that the very first thing I had to do when I was 18 years old is I had to sell a guy on giving me the job as a head boys basketball Coach. Took me 14 straight days to sell him. Then at 21 years old, I had to sell a principal of the second largest high school in Tennessee and to give me the job as the head basketball coach when he gave me. Objection. Right then. Then when I was 25, I had to sell my first book. Then when I was 31, I had to sell people on. I started a new company. Then I had to sell Grant Cardone on, get me on the 10x stage. Like, like, like I could sit here and go on and on and on about sales. That, that and thinking about tonight, just key moments in my life, man, that I had to sell something, had to sell a conviction. I had to sell that I was a person of interest. I had to sell an impression of increase. And what I've been telling my sales team during this period is, look, there is a convincing that has to go on. You have to sell them something. Like, it's not automatically going to sell itself. So tonight we're going to get into these concepts of selling at the highest level. We're going to get into the concepts of basic selling. What I mean by this is, how do you get people on the phone? What's the first thing you say to them? How do you build rapport? How do you disarm people? How do you sell to different personality styles? How do you overcome. Objection. How do you build momentum toward the close? Like, what's your best tactic to close down a big deal? Okay? And I think that's what people want to know. So I want this to be interactive, okay? For all the people that are on here. We're going to have probably 70 to 100 people in here. I want you to ask questions. I want you to. I want you to. I want you to push back. And I tell people, man, I've been getting really raw in the podcast I've been doing. I told, I told my wife, I said, I don't know if you want to watch some of these podcasts I've been doing because they've been asking me hard questions and I've been given raw answers because I'm tired of fluff, man. I'm tired of all the fluff. I'm tired of the BS that people give. I'm tired of giving a answer that everybody wants to hear. I'm going to give you what, what's the truth about what I think. And some people will like it, some people ain't gonna like it. Okay, so I've got two really studs here tonight that, that I've got to know over the last couple of years and, and I'm really, really excited about them being here because they are true sales machines in their own way. I've got to know Nate Alford. He's been in our higher level club. Both of these guys have been a higher level coaching program, 20, 25k and above coaching program. And I've done events with them, I've watched them, I've listened to them sale and they're both very, very, very good. I'm gonna give both of them a chance to give an overview of what, what they're doing right now. So everybody knows because some of you may or may not know them. Okay. And if you're on here, you probably know me from something, right? My name's coach Michael Burt. I believe everybody needs a good coach in life. I believe a good coach can change your whole freaking life. And I believe that those that have a coach earn three and four times, if not more money than those that don't have a coach. I believe who is coaching you matters. Okay? Just like you would turn your kid over to a bozo coach, you don't need to turn yourself over to a bozo coach. You need to be coached by world class people. And both of these guys have been coached by world class people. By the way, they both spent hundreds of thousands if not millions of dollars on personal development. They both believe in it and they both sold at the highest levels producing millions and millions of dollars of revenue. So I'm excited about it. So we got Nate all for it in Dallas, Texas. Nate, welcome to the Sellathon with coach Burt.

Hey, thank you. I'm honored to be on here. Wasn't too long ago I remember meeting you at Cody's event and I tell the story, but I went to 8% nation. I was sold on that. I remember picking up the phone and I called Cody and next thing you know I'm dropping a credit card for the front row ticket. So good job, cod. I get what they say, good salesmen are always easy to be sold. Right. And I was in the insurance industry and I had heard of Cody, but I really, I wanted to get to know who he was because I got to meet a lot of people and you know, this is kind of new to me. Still not like a zoom meeting but like, just the whole world of social media, you know, up till about a month ago, my last post was, I think me and my wife, when we got married eight years ago. So I just don't. I'm always so busy, and I'm a private person, and I just never. Not to me. I just never really cared what everyone else was. Was doing. I was like, I had enough stuff to do on my own. And so I had heard of Cody. I didn't get a chance to know he is. But, like, you know, you see people online and then you meet someone in person. I don't know if you guys ever been there before, but, like, they're completely two different people. Like, they have this, like, cape they put on, I guess, or mask or Persona, and it's like going, who are you? Like, you sounded all really good on the computer, but, like, who are you? Right? And so, like, I wanted to get a chance to meet him. And long story short, you were a speaker at the event, and we had a break, and he had all the VIP for questions and answers. And that was the moment where I had a network marketing background, which you guys know. And I learned from a mentor who was his prime. He was making a million dollars a week. I mean, back when it was cool to make a million dollars a week, not like now, if you make a million dollars, you should give it all away and drive a Prius. This is like back when it was cool, the Trump era, I call it, where he had a $20 million yacht, he had a plane and 52 cars and a 7 Lamborghini. He had a Porsche where actually the car where Elvis Presley shot a bullet hole in the steering wheel when he got. He had this whole car collection. And, like, I was enthralled with him in my 20s, right? And when I got a chance to know him, he taught me so much stuff about success and negotiating and people and how to sell and how to succeed. And, you know, I. You know, I had an opportunity to go to a lot of his trainings, but, like, a lot of the times not him so much, but a lot of people that were his trainers would talk about. We'd have a session of, why are you doing this? You know, and they turn the lights down, and then the music would get soft, and I'd be sitting there and everyone's scribbling away. I'm doing it, and I'm just like, I have no freaking idea why I'm doing this. I don't want to be broke. You know, Like, I was broke my Whole life. I don't want to be broke. I like nice stuff. You know, that Rolex looks really cool, and the light shines on the diamonds, and I can barely see it. Your arm. I mean, like, I didn't know, right? And so, like. And again, it's not like I don't have reasons why I do things, but it wasn't like a driving force when I got out of bed and said, I'm doing this because. And I remember going. One of his trainings, and he said, nate, you know, he started asking people, what motivates you? Someone goes, money. He goes, really? How come you're not rich? Then he goes, what do you mean? He's the. Money's not a motivator. If money motivated, you'll be rich. Well, my kids motivate me. Well. Really? Well, how come you're not taking care of them the way you should? Because if your kids really motivated you. So if something motivates you, it gets you to do it no matter what. Like, no matter what. And so anyway, I was sitting there, and you start talking about prey drive. And if you guys have been around coach, you know, he's the number one activator of prey drive on the planet. And when you started talking about that, I just went, oh, my gosh. Like, I don't have to know why you saw that. You find your why along the way. And I did find my why along the way, but it clicked for me, going, man, you know, that's what I want to learn. I want to learn how do I activate people's prey drive, and how do I activate my prey drive? It was funny because you talked about the five areas of how your prey drive is activated. I'm like, check. I'm on that one. Check. Being around people bigger than me, Check. When I'm back in a corner, I was like, I guess I have a very highly easily activated prey drive. So that's where I got a chance to meet you, Coach. And I remember we went to a lodge. We had an 8% nation get together, and I can't wait for this one coming up, because we stood there. I don't know if you remember this. We took a picture, and it was me and you, and I said, how cool will this be one day when I show this picture and this. I didn't even know you. You know, I was the first time in your class, probably thought, like, who is this goon?

Right?

I said, how cool will it be when I take the same exact picture and we've got thousands of people behind us and we're doing a training together.

Yeah.

And that's what's coming up, you know, So I mean, it's like I get goosebumps. So you can see it. Probably not. I don't want to get too close, but it gives me goosebumps and chills because I was also taught that writing out your goals and having blue cards that are friendly to the subconscious mind and reading them in a present tense, that you do that. And I go through these every day, morning and night, when your mind's the most programmable, your subconscious mind. And one of my goals was to get to know Cody and do things with Cody. One of my goals was to get to know you and do things with you. And it's crazy. It's like a mind hack. I got it because I was a good cheater in school. I know none of you guys ever cheated before, but I was good at it. I really was. I had some really good ways to cheat. Don't hold against it. But you get to cheat, you get to hack your mind. You get to program like a computer. You know, that's why I got taught early on. It's like, hey, I'm not the smartest guy in the world. I'm not the sharpest tool in the drawer. I'm definitely not the brightest light bulb. How's that saying go? I don't know how the dumb saying goes, but what I was smart enough to do is learn from wealthy people and go, hey, if I got a mind, I can program subconsciously to have it while I'm sleeping, to go out and find ways to create wealth in my life. And I'm talking about wealth spiritually, financially, physically, mentally, socially, not just money. That kind of gets it out of the way so you can actually pursue what's really important in life. So, yeah, so this is super cool that I'm actually on this webinar. When you asked me, I was like, wow, that's two things in my blue card. Boom, right onto the bat. And you guys had no idea I'm over here, you know, reading these goals and programming my mind to do that. So it's kind of cool.

Well, I think you said a couple of big things that I want to draw out to the group here is you had an old fashioned mentor who would get up in your grill. And if I'm not mistaken, your mentor had a saying, do you want to be right or you want to be rich?

Which is bigger? He goes, which is bigger, your ego or your bank account?

Yep.

I remember one Day I said this, I think let you go. I go, man, I got an idea, I got an idea. And he goes, really? How much money you make last year, kid? 30, maybe $38,000. He goes, I made $22 million. What's gonna happen if I start listening to your ideas? Well, he goes, I don't want to see what happens to that. Why don't you just pay attention? Do what I tell you to do. Yeah, you can get what I got. It was. He was very old fashioned like that. But I needed.

Well, that's. That's what I'm saying is those of you that are on here, you know, I was asking a guy one day, this is important to the sales game. All this is gonna tie into the sales game because I was asking a guy one day what he thought I should do. And he came back to me. He's one of my good friends, and he said, hold on a second. Did. Did you make four or five times the amount of money that I made last year? And I said, yes. And he said, well, you don't need to be asking me, because I don't know, I don't know how to tell you to go do that. I don't know how to tell you to get to the next level. Like, you don't need to be getting advice from me. And I think some people out there get advice from a lot of people, and you need to be selective about who you get advice from. So people always ask me about coaching. How do you pick a coach? Well, you need to look at the demonstrated capacity of the coach. What have they done in their life? What have they created? What kind of results have they got themselves? Okay, you don't want to go to a broke financial advisor. You don't want to go to a doctor that smokes. You don't want to go to a physical trainer that weighs 300 pounds. You don't want it. Like, what you want to do, guys, is you want to go to somebody who knows how to do it, and it's shown that they can do it. So, Nate, we're going to get into, you know, selling tonight. You bring a lot of methodology to it that you studied. You know, different techniques, different strategies, different, you know, word tracks that you use, which I really, really like. You know, I'm not as scripted as a lot of people think. A lot of people constantly ask me for scripts. I have core beliefs when I sell, and I have frameworks that I use when I sell. I have the four steps of the sale that we'll get into tonight. I have the five steps to overcoming objection that we'll get into tonight. Right. I have frameworks, but I don't use script. I do have closes that I'll talk about tonight that are my go to closes. You know, one of my favorites is I can't help you till you commit. But Cody, once you commit, I'm not gonna let you fail. You know, nothing happens until you take action, right? So. So, so I'm excited about that. So that's Nate, all for it. He's got a very successful team and a successful business, and he sold millions and millions of dollars, and we're gonna get into that. And just, just as a side note, he absolutely scared me to death in his McLaren one night in Texas. And so scared, driving through subdivision at 150 miles an hour, that I thought I was gonna throw up before dinner. So I just said, nate, you don't, you don't have to do that with me, man. I mean, I drive 50, 60 mile an hour, man. My, my little Range Rover, you know, it don't go. It'll go 150. So. So that was just an experience. You. You, each one of you will need to experience. Now let's talk to Cody Askins. Cody, you are running an organization. You're a young guy. How old are you?

29. Getting old, man.

Cody's a young guy, but he's got a big, big, big set of guts on him, which I really like. And he's willing to take risk that 9.7 out of 10 people are not willing to take. And I think that's probably what one of the things I like about him the most. And he's teaching people every day how to sell. But he's not only selling certain products and services and different things. He's also selling tickets to events, which is one of the hardest things in the world. I don't care who you bring to an event and how good they are. I don't care if you said you're going to give away $20 million, there would still be people that would buy one $97 ticket. And so we're gonna get into that. How do you sell people to get to something? How do you. How do you commit to something where you get an arena that's got 2,000 people in it and you, you know, and you, and you, and you have the guts to go for it, you know, so. So Cody, tell the folks tonight, really about what kind of organization you're running right now. A lot of these are insurance people, but Some of them are not. We've got telecom people on here. We've got mortgage originators on here. We got real estate agents on here. We got doctors on here. I mean, everybody wants to know how to sell at a higher frequency. We're gonna get into that. Just a second. But I want people to know who you are.

Yes, sir.

Yeah.

Thank you so much for having me, too, brother. And, Nate, we got. We got that you drive McLaren out in the first 16 minutes. And I didn't have to say it this time. That's amazing. Nate is a beast, by the way. So I'm super jazzed that all three of us are on this together.

I love it.

So I got started in sales at 19, calling out of a phone book, you know, learning I'll transition and tell my story quickly. I. Then I was 20 years old in college, playing basketball full time, 21 credit hours a semester. I went to a recruiting meeting for insurance. There was 10 people in the room. The sales manager said, hey, all 10 of you stand up. We stand up. We're sizing each other up. We're looking around. He says, all right, nine of you sit down. You know, and you've been telling me to tell stories, right? So here we go. And so he says, all right, 10 of you stand up now. Nine of you sit down. He's like, one of you still standing? He said, maybe one of you will make it. I'm like, dang, dude. That's a real positive way to start this whole deal. But deep down inside of me, I've always been a very competitive individual, right? High drive, high D, high. I. So I said, you know what? Going to be that person. This dude does not know me yet. And so in that moment, I established a goal, and I wrote it down. Like Nate talks about, I'm big on goals. Write down goals every day. And I wrote down, I will earn $100,000 my first year in the insurance business. I dated it, I signed it, and I hung it up on the wall of my cubicle. And then every day, I went out to make that a reality. From cold calling and cold door knocking while going to school, while playing basketball tournaments, games, practices, all that could use a lot of excuses. And in eight months later, I'd earned 117 grand. I guess I was 21 at that point. And I've just always loved sales, man. A lot of people struggle with building rapport, overcoming objections and closing deals. And I do believe, like Tim Story says, everybody's got a gift. My gift is getting people to Make a decision right now.

Yeah, that's good.

It just is. And we do have, we do have several companies, five different companies doing different stuff. One of them is selling tickets, which is the hardest thing in the world. But we're getting better at it and I'm actually enjoying the challenge, I'm not gonna lie. And so I, we're selling marketing, we're selling, you know, on the other side of building, we're selling insurance, we're selling tickets, we're selling consulting, which we've sold seven pretty good size annual consulting agreements to insurance companies in the last four weeks. So we're starting to get better at selling that, you know, and being around you and everything you're doing is helping me be a better coach and sales coach for the insurance industry. And just overall I'm learning every day and loving plugging into people like you, buddy. So thank you for allowing me to be on and appreciate everybody being here.

Yeah, thank you. Thank you to both of you. And I want everybody on this call to know both of these guys have been at my 25k level. They both been through my million dollar coaching summit and both of them are going to make hundreds of thousands of millions. They're really going to make millions of dollars speaking, coaching, training, leading. And so I'm proud to see students of our academies that are going out there and really doing it at a high frequency. You said a few things I want to bring up to the group. There's stats out there that show less than 12% of salespeople that was 12% of Americans will ever break $100,000 of personal income. 12%. Okay. And so when you broke $100,000 that early, that's a big thing that many, many people will never break. Until you learn how to sell something, you'll never break $100,000 of personal income. Now the stats on small businesses are this. And you really gotta learn how to sell to get to these levels. Less than 4% of small businesses will ever break a million dollars of revenue. 96% of small businesses in America will never produce a million dollars of revenue. That's top line sales, guys. Top line sales. Okay? It's not profit. So I talk about this in my book Single digit millionaire. If you hadn't got it, the likelihood of you becoming a millionaire is very minimal. When your own business don't produce millions of dollars because you don't have enough excess cash left over and you don't have enough excess cash left over if you don't have a primary skill. Cody talked about his primary skill being bringing a person to a decision. This is an incredible skill to have when you're selling. How many people hesitate? How many people need to talk to somebody, think about it, sleep on it, pray about it, Bring in a person. Number one thing you can do is bring a person to a decision to get them to take action. So let's start off. We're going to go through everything you can think about. Like I said, we're going to go through how to get attention, how to start the conversation. It's going to be a lot of fun. So let's have some fun tonight. First question. I feel like. I feel like I'm Steve Harvey on the Price is Right. It's not Price is Right. It's the other game show he's on. Right. Because I got these questions that I want to ask you. All right? And I'm just going to go quick. Try to keep your answers, you know, tight, because we got a lot to cover tonight. And we're going to take questions from the group. Selling, right? Selling in today's economy. Selling in today's economy. Coronavirus, period. Hard or easy? Nate, you go first.

Better. Simple. Easier.

Explain why.

Well, I guess if you're selling vacation travel, vacation packages, it may actually. That would actually be easier, too. So I'm trying to think one that could be harder. I don't know. But the industry I'm in, because that'd be really great, you know, if you've been on vacation for two months, pretty good time, you'd probably be locked up and you want to get out, don't you? Imagine you on the sandy beach here after being quarantined for three. I mean, that'd be simple. So I'm trying to think of one that would be hard. But the insurance industry, I mean, I was at my kinesiologist today because I messed up my backlog. And he asked me the same question. He goes, how's business? I go, business is awesome. He goes, yeah, well, what if they told you this? I go, try me. And he said something. I was able to come back with the answer for him because, I mean, very simple. I guess I'll just use it for this transition. Coach, do you ever think that anything ever like this or bad could ever happen again? A pandemic, whether it be worldwide, nationwide, in your state, in your county, or even at home, where either your health, your finances, or your life could be in jeopardy, or your job, do you think it could ever, possibly ever happen again?

Yes.

Right. So how would it be if you were in a situation where all those things were protected currently as we went through the pandemic, because here's what I know. We can't go in the back. We can prepare for the future, can't we?

Yes.

So if we know it's going to happen, it would probably make sense to be prepared and have something put in place. So when it happens again, you're not in the same situation you are now, wouldn't it?

Yep. Great.

You know, that's just a very. You said keep them tight. So, I mean, there's a little bit more involved with that. But, like, you know, it's. It's very. It's very difficult. You know, someone goes, I don't have any money. I'm really concerned about my job. I said, wow, that. I completely understand. I really feel bad for you. I understand. You know, I was in the same spot you were a couple weeks ago. I was like, so, like, are you up to date on the news since you shut your cable off? And they go, what? I said, are you up to date on the news since you shut the cable off? Like, you do? What's going on? He goes, we didn't shut our cable off. I said, oh, I'm sorry. I thought you said you were title money. Forgive me. I was confused. So I could get you going on that, too. So, like, they'll do things. I just act and say things like that. I got to make their brain realize, my mentor said this. And I'll hand it back to you. When someone gives you an objection or says something, your job is to hold a mirror up in a very nice way and smile and said, what you just said is the dumbest thing I've ever heard in my entire life. But they got to come to that conclusion because now you have complete control. And when they realize, whoa, that that was stupid, I'm telling I can't afford money to protect my family, but yet I'm paying more for my cable bill than what's going to cost me to put my family in a situation where I could protect them. But I didn't have to say that, did I? He said it to himself in his brain with his wife sitting there going, am I not worth your cable? The price you pay for cable? You know, so that's the things that I was taught to do a lot.

Now I want to bring something out there because there's a couple people that use a method like this. You know, if you ever study Robert Cialdini on influence on pre suasion, which is the new Book he has out pretty interesting cat. He calls it seating. S E E D I n G. And those are questions that you ask to pre suede a person in a sale. For example, Nate, you would consider yourself a progressive person, right? Nate's gonna. Yeah. You, you. Would you say you're open? Would you say you're open to new possibility? Would you say you're open? Right. You consider yourself an open person. Would you consider yourself wanting to play at a higher frequency than what you currently are? Like, you believe you have another gear that you can hit, right?

Absolutely.

Okay, so see, he just said three yeses before I started talking about my coaching program to him. Mm. Right. You consider yourself open minded. Yes. Okay. And they did certain studies where they would go out on the street and they would ask people a question cold turkey with no pre suasion. We're gonna. We got a new product coming out. Would you be interested in the new product? We want to put you on the list. We just need your name. And only like 37, you know, small percentage. I think about 15% of people gave them their name and number. Then they walked up to people and said, would you consider yourself an adventurous person? And those people said, Absolutely. Almost 90 something percent of the people gave their name and phone number to get on the list to get the new product. But after he seated the question. Okay. And so we also talked about environments. If you went up to a beautiful lady in front of a donut shop and asked her, ask her certain questions to go out with you, she may say no. But if you ask her in front of a flower shop, there was a much higher probability because flowers are associated with being romantic. And so settings are important to selling. So when Nate. When I heard Nate say that, heard that kind of seating, you know, his mentor may have taught it a different way, but he was asking questions to kind of get the person ready to be interested.

Same thing. Minor agreements, trial closes. I think Coach said, get seven minor agreements. If you can get seven minor agreements, most likely 90% of the time, on the eighth time when you ask for your clothes, they'll say yes. I was like, no, it doesn't work. He said, practice it. Practice it on your kids, practice it on your wife, practice it on your friend. I started practicing it and I'm like, this is pretty crazy. Like, I didn't have to anything to do with the product. I would just say, you know, whatever, and I'd get them to say yes.

You know, well, you know, if you ever watch me speak, at every time I speak I start with my beliefs. I believe everybody needs a good coach. I believe a good coach can change your life. And I say, how many of you in the room have ever had a good coach? And the people that raised their hand are the most likely to meet, hire me as their coach, and buy my products. And how fast do I know that? I know it in the first 15 seconds of the presentation. Yeah. So I know when I'm walking around a room. If you watch Tony Robbins, if you watch the show, you know, I'm not your guru. They preselect who he's gonna call on. He doesn't just randomly walk out there in the audience and pick people. He picks the person that the team has done research on and said, this dude has got a lot of problems. Pick him out of the audience and do an intervention with him. These are the 12 people that are suicidal. These are the seven people what they already know. So the way I know who I want to call on when I walk out into the audience, like you see me do or like I do at Cody's conference, is when I see people raise their hand and be engaged, I move toward those people. And if I just pat them on the back as I walk by them, you know, when I call on a person when I'm doing zooms by their first name, those are most, almost always the people most likely to want me to be their coach when it's over. So it's this concept of understanding. I'm seating, and I'm getting you ready. Right. And when I have an ask, there's gonna be people that take. But I can show you how to know in 15 seconds. Cody, right now, during this period, easy to sell or hard to sell?

Every company we have is up in the last four weeks, and two of them specifically have doubled. So I would also say easier. And I would say, like, to answer your question of why, it's because people are. People are like, well, especially what we do. People are captive.

They're available.

They can't say, I don't have time. They can't say, I'm not home. They're picking up the phone more, you know, like, people need help with a variety of different things right now more than ever, you know? And I think that I really believe right now is probably the easiest time to sell a product since I've been selling. And I also believe that so deeply that if someone misses out on this opportunity, they're gonna look back and say, dang, I should have really took advantage of this time.

From a business standpoint, yeah, More millionaires are made during economic periods like this than any other time. And I want you, what I'm hearing both of you guys say that I want to make sure the person gets out of here. Look, you can't control the response. All you can control is the stimulus. And I've said it once, I've said it a million times, you got to have the mindset of King David. King David had a mindset that it's going to be a fight, but by God, we're going to find a way to win. That was his mindset until he stayed home one year from going into the fight and that's when he saw Bathsheba bathing on the rooftop over there. He got himself into trouble the one year he don't go into war. What's the lesson for you of that? You get yourself into trouble when you don't go into battle. Guys telling you these two guys go into battle every day and they got a mindset. They may, they go to bed tired, they wake up hungry sometimes, I'm sure they wake up irritable just like I do. Sometimes they go home frustrated just like I do. But they get up the next day and they go back into battle. And that's what I respect about them.

Do you think it's easier to sell in this today's environment or harder? I had to hijack it for that one.

You know what's interesting? I'm gonna tell you that. Here's what I. There have been some things. This is. I'm glad you asked me because I was gonna answer that too. It's been easier to sell bigger coaching packages to people today than cheaper coaching packages. Okay. Now the interesting thing is it's been harder to sell a 1497 or a $99 a month or a $49 a month to people because people at that income level are so scared they will not invest in themselves. Big time people. I was coaching a hundred million dollar company in London, in Singapore this week. They said we may only do 40 or 50 million, but coach, we're interested in you being our coach. Now here's the deal. They know they're going to be off their numbers, but they're still investing big money into their coaching program because they understand the value of a coach. It's why there's a difference between an accredited investor and a non accredited. Accredited investors understand the significant, you know, the sophistication of risk. Non accredited people don't. Right. And because they've not dealt with that much money, big time people are still spending money on things because they know, alright, so. So there's certain things I'm selling that have been easier to sell and there's some things I'm selling that have been harder to sell. But I don't know until I get into battle. I signed bigger contracts during the recession of 08 guys than almost any year that I've ever coached. And you know why? Part of it was I was ignorant. Meaning I had no, no consideration whatsoever. I was a basketball coach turned businessman. People would ask me, how much is it going to be? And I just roll out of my mouth, $125,000. I didn't think about it, I wasn't scared to do it. They would go, okay, let's get started. Three years later I started to have all these thoughts, well, maybe they can't pay for it, maybe they can't afford it. Maybe I shouldn't ask for it, maybe I should lower my prices. My own brain got in the way and I'm going back to that young kid 10 or 12 years ago that wasn't scared of anything, man, I'm just going to ask and if you don't like it, you don't like it. If you can't pay for it, you can't pay for it. If you want me to bring, give you a different product, but having multiple products, Nate, during this period has been very vital. We opened a publishing division during this cycle and we have all kinds of people that our team is writing books for at 5,000 to 15,000 a pop. Because now people are home, they've got some time to focus on their book. They don't want to write the book. We got a guy that writes the book for them and he'll do it at an economical price and he can do it in a 60 to 90 day window. So I pivoted. I got a health division that we're signing up people in our health division. Right. That's a big thing for people right now. So what I've done is I've had these other divisions on my mind and I said, this is the right time to open. Let's go, let's do this. So that'd be my answer.

That's cheap to write a book, man. That's 515ks.

Yeah, it's real cheap. Now, second question. And I got some questions on here. Eric White just joined us. We were joking around today that we may do a telethon. You know, Jerry Lewis used to do those telethons. And my team was talking about doing a 24 hour telethon where we just go 24 straight hours on something, and it just be so ridiculous. And we, you know, we get on there and. And I said, eric White's not. It's not Jerry Lee's. Jerry E. You know, he get dressed up in a tuxedo. Be Jerry E. Now, second. Second question. We'll start with you, Cody, then we're gonna come to you. Nate, how do you get a person's attention on the phone? Because I hear a lot of people say this. We make 80 calls a day, my office, 40 in the morning, 40 in the afternoon. There's. There's a reason we do that. It's based on a law of diffusion and innovation. But. But I hear a lot of people say, man, I called 80 people, couldn't get one of them on the phone. What do you do, Cody, to get people on the phone? Because if you can't get their attention, you can't get a sale. What's your tactic? What's your tactic?

Yes. So I've got. I've got my team, like, pre qualifying and setting me up with some bigger client calls every day. And I'm learning that I've got to be in control within the first several seconds of that call. So I'm jumping on the phone in control, and a lot of times I'm asking something that is insane off the wall, makes no sense, but it gets their attention, right? There's a burst of energy, and I'm in control from the very beginning. So I may jump on the phone, and I don't even know anything about the person. I may say, dude, it sounds like you're pretty much ready to get started working together, aren't you? And they're like, dude, I mean, maybe, you know, And I'm like, well, dude, within the next 10 minutes, that maybe is going to turn into a Yes, I can guarantee you that.

Right.

It's just a different confidence level, a different certainty. But like, when I. Especially when we're selling training and consulting and coaching and tickets and stuff, like jump out and punch them in the mouth and gain immediate control of the call.

That's good. That's good. And use a little bit that shock factor, you know, I say on a scale. Here's what I say, Nate, on a scale of 1 to 10, how serious are you about this? Because, Eric, why you only puts me on the phone with serious people? I only want to coach serious people. Now, on a scale of 1 to 10, how serious are you? And they'll go, oh, I'm a Six. Sounds like you're ready to go. Then you don't need to be at a 10 to get started, right? So how do you. How do you, Nate, get a person on the phone? Let's say you're trying to get Coach Burt's attention, right? And Coach Burt's busy and he's moving and he's circulating around planet Earth and he's running wild and he gets a bunch of phone calls and emails every day. How do you get me on the phone?

Do I have a relationship with you? Am I trying to sell you something? Have I never talked to you?

Let's say you don't. Let's say for the purposes of this, you don't have a relationship with me. Maybe you met me at 8%. Maybe we had a nice talk up in the, up in the private rooms that Cody Cody creates. You know, that sounded kind of weird. The private rooms? The, the, the VIP room.

I wasn't at those private rooms.

Hey, that's an extra.

That's a special package that he sells. That's kind of undercover. The. But, but the VIP room. Let's, let's say you and I met at the VIP room. I thought you were a cool dude, you know, but, but, but that's it, man. Then you come back and you say, look, Coach Burt's on my hit list, okay? Coach Burt's on my hit list. He don't know he's on my hit list, but he's on my hit list, okay? How do you get my attention?

What am I. What? I guess there's several ways I would do it, but how. What am I want to. What do I want to get your attention for?

To explain your services? You want to sit down with me and go through your. Go through your debt free life? You want to go through the presentation with me? But you met me one time. But you really don't. You don't have a relationship with me. What would you do to get my attention?

Well, one of the first things I do is figure out how I can offer you something before to get your attention for you to call me back. Number one.

Okay?

So whatever that would be. Hey, listen, Coach, really great to meeting you. I'm super interested in your coaching program. I just had a quick question for you. Now you're gonna go, whoa, everyone's tuned in the wiifm. It's the world's favorite radio station. What's in it for me?

Right?

That's what they're all in tune for, right? So if I can get your interest to go, what's in it for you, then most likely you're going to respond back to me. Whatever that is. That's basically how I would do it. And I love the fact the scale of 1 to 10, because if someone's interested in me, that's exactly or shows any interest. It's funny. It's exactly what I was trained to do. Hey, coach, On a scale of 1 to 10, one being, I got a lot of irons in the fire, you're someone I'm thinking about working with, but I'm not quite sure you're one of the people that I'm interviewing for. Or 10 being, hey, listen, I know you've done. I've known your success, you've done. I've seen your track record. I'm your clay. Mold me. Show me what to do. I'm ready to get moving forward with you. Where do you see your fitting? Because this call could go a thousand different ways. Where do you see yourself fitting in on that scale? Well, I'm a seven. Okay. Is that based upon time or money or what is that 7 based on? And what do we need to do to get you to a 10? And then they basically just. I call it the gathering information phase. Whether you're selling, whether you're recruiting, whether you're doing anything. Okay. My mentor is hardcore. He said, if you give people enough rope, they'll figure a way to hang themselves. Right. If you give people enough rope, they'll figure a way to hang themselves. And he would keep talking about gathering the ammunition. So I don't want to get off track there, but just basically I'm. If I'm trying to get a hold of you, I'm going to try to figure out what can I bring to you of value. So then, therefore, because again, if I bring something the value of you, then you kind of. If you're any type of a decent human being, you almost feel vested that you have to listen to me or do something. At least listen to me about something.

So, yeah, I want to pull something out, he said, because I thought that was really, really good. He first called me and said, I'm interested in your coaching. Okay? Now if you call me and said, I'm interested in your coaching, you know, you're going to get a call back either from me or somebody on my team, okay? And I think too many people lead with trying to tell about themselves. Man, I've been in business for 25 years. I've been really. I'm really, really good and. Right. And go back and watch the Interview I did with Steve Sims and this goes into person of interest, Steve Sims, the modern day wizard of Oz, right? The art of making it happen, Blue Fishing. And he said, if I walked up to you, if you were with Bradley, you guys were in a bar in Vegas, and I walked up to you and said, man, I've had dinner with Elton John, I've done this. With Elon Musk, I've done this. What would you say, Coach Burt and you? I would say, man, who is this? Who is this dick, right? Like, who is this guy? But if I, but if I walk past you, because I don't really know you, and went to the corner of the bar and had a sip of whiskey and Bradley said, hey, did you know that that's Steve Sims, like the modern day wizard of Oz? Like, he's the guy that makes it happen. He wrote the book Blue Fishing. Then he's the buyer versus the seller. This is why you really want to become a person of interest. The more you become a person of interest, the more people come to you. You don't have to go to them. Your. Your demand is incoming versus outgoing. And we'll get into person of interest later. But, but the idea of person of interest is you are an interesting person, you're living an interesting life, you have an interesting methodology. You've done something interested. So now there's an inflow of people coming to you.

Well, with Cody, whether he knows this or not, telling that him. Because I was looking for some final expense leads and then they said, Cody Askins. Why do I know that name? I started looking up Cody Askins. Of course, he's all over the place. And that's how I met him. Cause I told his guy, I said, really? I really love to talk to Cody. Oh, he's busy. Something. Well, I have a team of about 100, 200 people and we're really interested if I can get these leads to work potentially. I mean, it was probably five minutes Cody was on the phone with me selling me a ticket to 8%. Well, I got his attention at least, right? So I was able to get your attention for you to sell me something which was good.

And I think you need to do. I think you need to do. You know what I do is we create short one minute hype videos. And I think every person on planet earth should do this. You have a philosophy. Cody has a philosophy. Nate has a philosophy. I have a philosophy. We create one minute real hype videos that we can use on Instagram, but we use them very much in the sales cycle. Because I'm trying to get the attention of a CEO. I'm trying to get the attention of a person. I'm trying to say, man, this is my beliefs. Click and watch this one minute video. And it's me moving about the world, but it's a voiceover with me talking about, hey, I'm coach Bird. I believe everybody needs a good coach in life. I mean, and I have a thought. Hey, I want to do one on competitive intelligence. Hey, I want to do one on my legacy selling system. Hey, I want to do on my follow up. And I can't tell you how many of those people come back to me and go, man, those videos. That video got my attention because it's short, but it allows me to just punch them. Boom. This is who I am. Like it. Don't like it. In, out, okay? So when I'm trying to get a person's attention, I call, okay? I leave a great voicemail with a bunch of energy, like Cody said, right? Hey, this is coach Michael Burt. I believe everybody needs a great coach. Many times I say so and so. Told me to call you. I'm calling you right now, okay? And then I don't get them. I leave a great voicemail. Then I immediately voice text them, hey, this is coach Burt. Mail just left you an incredible voicemail. You got to check it right now. Then I send a video. Hey, hey, this is coach Bird. I noticed I hadn't heard back from you today. Right. Left you a great voicemail earlier today. Let's catch up tomorrow. Then I send them one of those hype videos. In the meantime, before we connect, watch this video. Now. I've gone to get their attention 1, 2, 3, 4 times. Whether they respond or not, I really don't care. A lot of the big deals I closed, they never responded. They literally never responded to me. Until one day I got a phone call. Hey, I need help. You've been in my face. I had a chance to check you out. It looks like you're really, really good. Can we. Can we sit down and talk about it? So I want you to understand the concept of the core offer. Many times you don't leave with the core offer. It's just. It's just the seating. You're letting them know who you are. Watch. This is why I have YouTube videos, is really important. People can go there and watch thousands of hours of YouTube videos about you and go, man, I like this dude, okay? I watch certain pastors every morning, and I feel like I know them because I've watched them every morning that I woke up every single morning. I mean, if I met him, I'd be like, man, I've known you for thousands of hours and you build affinity, okay? So I want you to use some of these tactics. If you're not using these short one minute videos to get a person's attention on your philosophy, you really need to be. To me, that's one of the best things we do to get a person's attention. And if they come back and say, I'm not interested, Would you rather know in 15 seconds or chase somebody for 15 months? 15 seconds, you know, so. So when they come back, say, look, I'm not interested. Great, thank you. I'm not looking for. I'm only looking for people looking for me. So thank you for letting me know that there's no such thing as rejection, by the way. Some will, some won't. So what? Some will, some won't. So what? That's what you got to think. I'm. Who's next? I'm looking for people who are looking for me. There's 7 billion people. All right, Nate, this one's for you. Once you get a person on the phone. This is for $500. Once you get a person on the phone, how do you. I have four steps to sale. Initiate, I disarm. I locate a significant problem, and I offer a compelling solution. Okay? So for those people writing that down, those are my four steps to the sale. I take. I initiate call, email, bump, nudge, video, voice, text. I initiate. All sales starts with initiation. Too many people don't initiate. Then I disarm. Nate, where you at today? Nate, when's the last time you drove. Drove somebody crazy in that McLaren, right? Then Nate tells me. Then I'm like, oh, man, I remember that night. I disarmed through connection. I build rapport, people, okay? Then I come back and locate a problem through discovery as I'm talking to him. And I have a structure. I go through Nate, I'm gonna give you three areas. Where do you think you're losing money? You're losing money in your explanation of service, your selling system, your follow up. He goes, man, my follow up sucks. Okay, great. If I could show you my. Here's what I'm gonna do, Nate. I'm gonna send you my million dollar follow up ebook. And I broke it down for six hours. I'm gonna send this to you to watch, and then I'm gonna follow back up and see. Then I'm just building my value. I'm not necessarily Trying to sell him something, right? Then I'm just pushing him to something. Hey, Nate, I'm going to be in Dallas, Texas on this date. Would you come be at this event with me? I'm going to break down my million dollar follow up system. Right? Then he comes and sees me. That's when he goes, I like this dude. I want to get in at 25K with Coach Burton. Okay, now that's my four steps to the sale. What? When you get a person on the phone, what are your steps to the sale?

Man, I didn't have to go through all those steps. You closed me, right? The VIP lunch. That's not fair. I guess I'm easy, right?

The early adopter, innovator. Early adopter.

What's funny is I'm writing down all your steps and I go, it's going to sound like, oh yeah, your sonic coach does. I have a five step program, you have a four step program. But it's the same steps, you know, it's identify, gather the information, attack and confess. Logic and reasoning, and then they give them the solution, you know, so I'm identifying, right? I'm sitting down there, I'm finding an area of common ground. I may be asking about their mom, dad, brother, sister, aunts. Don't say this the wrong way, I do care. But that's not why I'm asking those questions, right? I'm disarming it like you talked about. But I'm building a common ground through the report, right? And I'm trying to find an area of commonality where I can have a bridge. Because people like, people like themselves, they just do, you know, I used to be a smoker. Some of my best friends ever made. When you're out smoking a cigarette because you're smoking and they're smoking, or you walk into a bar, you're like, you know, you don't even know the person. They gotta, you know, Ohio state cap on or a T shirt on, you're like, oh, like I, oh, You know, next thing you know, you're at the bar having drinks. Like people, like people like themselves, right? So I'm gonna be in that identify stage, right? They don't want to gather the ammunition. What I mean by that is it sounds like an awful analogy, but this is how I was trained, so I'll use it. Most salespeople, they walk into a sale and they think they need to have this script like you talked about or memorize or some one liner that's gonna be able to get them. And so they'll go in there. So many people come back to me. I said exactly what you said. But they go in there and they're like, they're like, the person's not dead. Well, because you're shooting a gun with empty bullets, there's no bullets in there. My mentor said that they have the bullets in their hand and unless you ask them questions, they're going to hold on to them. So you're going to be shooting blanks. How you get those bullets to put into your gun is by asking them questions, gather the information and they'll give you all that you need to know. How can you offer a solution to a problem that you don't know exists? And so many salespeople, including myself in the back of the day, I sell them on a solution without even knowing what their problem was, Right. People don't need to be sold. If your car breaks down on the side of the road and you got a flat tire and you go back and try. I remember that happened with my Denali. I didn't know where the frickin spare tire was. It was underneath and I'm like looking for it, you know, underneath the mat. Like it doesn't even fit there. Right. I'm a car guy, but I don't know anything about cars. Right. And you're looking for this, the tire, what do they call it, tire iron or something. Take lug nuts off and you don't have one. And then some guy pulls on the side of the road and gets out of the car and goes, hey, look, you need some help? I got a tire iron in the back of my car and that thing to take the lug nuts off, would you like it? Yeah, because I got a problem and this guy's got a solution. But like if he comes pulled up the side of the road and stands there for four hours talking about how great a screwdriver is, I don't need a freaking screwdriver. I don't want the screwdriver. I don't need the screwdriver, right? So when I'm in that gathering information, I'm finding out what is their problem that my product can solve. And if they don't have one, I help create one. Because if I can create a realization in your mind that you have a need for what I have, you will buy anything that I'm selling. I did it in network marketing for my mentors training. I did it in credit card processing. You know, I did it in insurance. You know, Cody's always likes to talk about my car. He likes to talk about how I wrote, you know, so much insurance my first month, it was because I knew about people, right? If I came in you, I said, hey, I'm with Visa, MasterCard. And you did credit card processing, right? Oh, we have 20 of us came in last week. I'm all set. I'm with my bank, right. I have a great rate. You know, Instead, I'd say, hey, if there was one area. If there was one area about your business that you'd like to change, what would it be?

Yeah, what would it be?

Well, you know, if I can get some more customers, and then, boom, now I had a track. So if I could show you how you can increase your customers by 10, 15, 20% and save money in your bottom line, would it be worth 15 minutes of your time to spend talking to me? How are you going to do that? Guess what? Now I got them. So I'm gathering the information, right? And then I'm going to attack and confess. It doesn't mean I pounce on them like you talk about with the prey drive, but they attack and confess. I'm going to attack the position where they're coming from, right? So I can. So I can confess to them that their objection they're going to give me isn't going to work, right? They call it attack and conf. And I can go into different details, part of the sales presentation. But at this point in time, after I gather the information, I'm gonna start testing what objections they're gonna have at the end so they don't use them for me at the end. Does that make sense?

Yeah.

Like if money or time and what I got taught to do, it's kind of where I. You're watching a TV screen, coach, and I don't know what you're watching without me gathering information and going through that attack and confess. I don't know if your TV screen. You're watching sports, and I want you to watch the Olympics, you know, and you're watching football, and I want you to watch the Olympics or I don't know if you're watching SpongeBob and I'm trying to get you to watch the Olympics. You know, there's a big difference between changing your mindset from football to let's focus on the Olympics versus you're watching SpongeBob and Patrick and SquarePants, whatever it is my son's favorite show when he was little, and I'll try to get you to watch sports, right? So my job at that point in time is to figure out what TV Screen are you watching and how can I get you to watch my TV screen? For example, imagine you walked into your dream home, coach. And you walk up the marble stairs. There's pillars on each side, the doors swing open and you're going, that's not my dream home. That's what sales guys do. It's not my dream home. My dream home is a log cabin bear rug and I want five deers hanging on the wall. How do I know what TV screen you're watching? Because I can talk about your dream home. And if I'm trying to force feed my thoughts and ideas about my dream home, I lost the sale. But if I have all the information, then when I come to that point where I got to create a realization in your mind that you need what I have, you'll buy whatever I'm selling. Then I can visualize you. Hey, imagine walking your dream home. That wood door, you can hear it creak as it opens up. You smell the burnt ashes from the fire last night, man, there's this bear rug lay on the floor, you know, most beautiful, you know, buck on the corn. You're going, yeah, man. Are you going to be able to get there with currently what you're doing right now?

No.

But if you could do this, this and this, that could be a reality in a handful of years. But if you don't keep doing, if you keep doing what you've been doing, that's not going to be a reality, is it? No. Would you like it to be a reality?

Great.

I can help you by doing this. So that's kind of the, that's the simplicity. Identify, gather the information, attack and confess. Then the logic and reasoning is what sales guys get really screwed up on. That's the least important part of the sale. And people spend so much time on it. Yeah, you'll make emotional decisions, not logical. Logical backs up the emotional decision you already made. With logic, it goes, okay, that makes sense. My sales presentation, insurance is no longer than five minutes. I talk about five minutes of insurance because their brain goes, oh, okay, that's how it works. No, they're living their life without my product. And they are living it and they're living my life with the product. So I create a pain point. I take.