please write this back without the numbers etc that are in the margins



00:45:49.599 but are you in enough pain is the
00:45:52.000 question you ask the person so for those
00:45:54.240 of you who are unwilling to make a
00:45:55.800 change because it feels contrary to like
00:45:57.800 I don't want to do I don't want to seem
00:45:59.000 salesy I don't want to I don't want to
00:46:00.640 help people like whatever right like is
00:46:03.720 your current situation more painful then
00:46:06.520 the change that you'll have to go
00:46:07.839 through or experience to get to where
00:46:09.200 you want to go and so the last one is
00:46:11.160 hypothetical I actually really love this
00:46:12.520 this is a great framework overall for
00:46:14.240 overcoming lots of different obstacles
00:46:16.000 um or objections that present themselves
00:46:17.960 but the hypothetical and there's lots of
00:46:19.079 ways of phrasing this which is like
00:46:20.079 you've probably heard the Unicorn
00:46:21.000 clothes you probably heard like if this
00:46:22.480 were perfect would you do it on want a
00:46:23.800 scare from 1 to 10 where would this
00:46:25.280 program be if 10 was amazing one was
00:46:27.359 terrible you know where is this they say
00:46:28.920 a number and you say cool what would
00:46:29.920 make it a 10 why isn't a one like you
00:46:32.000 guys heard this scripting before so you
00:46:33.760 guys are like no please talk slower um
00:46:36.920 the reason I said we have to learn the
00:46:38.160 principles behind it rather than
00:46:39.160 memorizing the script is that it all is
00:46:40.520 based on one thing which is hypothetical
00:46:42.280 which is if this were perfect would you
00:46:44.680 do it because you get a hypothetical
00:46:46.480 agreement and they say yes if it were
00:46:48.440 per the thing is that if you're like if
00:46:49.920 this were perfect would you do it if
00:46:51.240 someone says no then you're like girl
00:46:53.119 okay like let's take five steps back
00:46:56.520 this my breath
00:46:58.640 smell because the thing is they've
00:47:00.440 actually told you a lot there it's like
00:47:01.640 it has nothing to do with the stuff
00:47:02.880 you're talking about they don't trust
00:47:03.800 you and now we can talk about that right
00:47:06.440 so it's a great question to frame like
00:47:08.040 where are we and so it's like if this
00:47:09.480 were perfect would you do it sometimes
00:47:10.800 they'll laugh if you ever poor they'll
00:47:11.960 laugh they'll say yes right and so then
00:47:14.079 you get to flip it and say then what's
00:47:16.160 difference between Perfection and what
00:47:17.160 we've got and the thing is is that
00:47:18.200 people are very hard they don't actually
00:47:19.680 know how to generate making a program
00:47:22.599 cuz they're not going to like know all
00:47:23.599 the things you can deliver on the spot
00:47:26.000 right and and so they're like most of
00:47:28.480 the time they'll be like I don't know
00:47:30.839 you're like right well because it sounds
00:47:32.119 like it's nothing to do with the program
00:47:33.599 it's all about to do with you so let's
00:47:35.040 talk about that right and then all of a
00:47:36.920 sudden boom one step closer to the truth
00:47:39.680 does that make sense yeah all right and
00:47:42.920 that's why we do hypotheticals so if it
00:47:44.760 were perfect what's missing and then if
00:47:47.280 you can if it's if they do give you an
00:47:49.640 answer and they're like I just don't
00:47:51.240 want to do broccoli and you're like I do
00:47:54.160 green beans would you do it they're like
00:47:56.440 yeah you're like great green beans it is
00:47:58.760 sign here right
00:48:00.599 like some you would be [ __ ] amazed
00:48:03.160 how many times [ __ ] like that happens
00:48:04.520 it's like one crazy thing it's like well
00:48:05.960 if we didn't have that would you do it
00:48:06.960 like oh yeah
00:48:08.440 sure where were you 10 minutes ago right
00:48:11.520 and that's how you do hypothetical okay
00:48:13.000 we're making we're making progress you
00:48:14.440 still with me still digging okay
00:48:18.839 cool Authority all right this is one of
00:48:21.720 my favorite F and so this one instead of
00:48:25.119 having three I really just have like one
00:48:28.240 very good statement of reasoning that
00:48:30.160 you should understand okay this is real
00:48:32.359 [ __ ] so this is more of a process than
00:48:34.960 it is anything else but the spouse or
00:48:37.680 decision maker is not there right now
00:48:40.440 note for you guys a lot of you guys have
00:48:41.920 had the opportunity to go talk to a
00:48:43.000 spouse but a lot of you guys don't have
00:48:44.040 that in your business right like spouse
00:48:46.599 ain't there and they leave they're not
00:48:48.880 coming back right or they are but very
00:48:50.880 small percentage don't wait for it okay
00:48:53.000 so what we have to do is try and
00:48:55.000 sidestep it by isolating the objection
00:48:57.280 and casting aside the partner because
00:48:58.680 the partner is not there so how could
00:49:00.040 they object anything they don't even
00:49:01.079 [ __ ] know who you are right and so
00:49:03.119 the idea is and again this is assuming
00:49:05.400 if you have a really long-term thing
00:49:06.880 then you want the partner to be there
00:49:08.799 right like ideally that's what you have
00:49:10.000 but if you don't have the opportunity
00:49:11.079 then you got to go through the next step
00:49:12.119 all right which is what do you think
00:49:14.160 they wouldn't like and then they will
00:49:15.799 tell you and then you just overcome the
00:49:18.160 thing which has nothing to do with the
00:49:20.960 spouse because spouse isn't there right
00:49:24.200 very easy s side step does that make
00:49:25.640 sense this works really well
00:49:27.480 it's like why wouldn't they It's like
00:49:28.599 because they don't want me to fail o
00:49:30.400 they don't want you to
00:49:32.240 fail let's talk about you and so this is
00:49:35.400 the process that I walk
00:49:36.920 through do they approve of your current
00:49:39.040 struggle they happy that you're
00:49:40.920 struggling no okay then why would they
00:49:44.880 not approve of something that's going to
00:49:46.839 fix something they already don't approve
00:49:48.640 of right they're not happy with how
00:49:50.799 you're currently doing why would they be
00:49:51.839 against something that's already making
00:49:52.920 them
00:49:53.640 unhappy
00:49:55.319 right right
00:49:57.160 well let me ask you this and they pause
00:49:59.640 like if the rules were reversed and your
00:50:02.000 husband needed this to make what he
00:50:05.400 wants his dreams happen or your wife
00:50:07.799 needed this program to make her dreams
00:50:10.119 happen would you support
00:50:12.319 her then why wouldn't you support you
00:50:15.839 right right and I think the real problem
00:50:18.880 that we're dealing with here and this is
00:50:20.160 the kicker this for
00:50:21.880 everybody is that you're asking for
00:50:24.240 permission instead of support
00:50:27.280 because it is your life not theirs and
00:50:30.240 what happens is if you give that power
00:50:32.400 to them and then two years from now
00:50:34.960 you're still fat you're still poor
00:50:38.000 whatever it is who are you going to
00:50:40.200 blame them and so that's when you have a
00:50:43.440 resentful marriage because you didn't
00:50:45.200 own your [ __ ] and so I'm not saying you
00:50:48.119 shouldn't like explain the decision to
00:50:50.359 them but the way you explain it to them
00:50:52.440 is what I just said which is if I don't
00:50:54.440 do this for me I'm going to end up
00:50:56.799 resenting you and I don't want that and
00:51:00.040 instead of me bitching to you every day
00:51:01.359 about how we don't have money or about
00:51:02.440 how I don't like my body I'm now doing
00:51:04.839 this and I'm joining a group of support
00:51:06.720 of community of people just like me and
00:51:08.799 crazy enough for some reason doctors go
00:51:11.079 to college right right that makes sense
00:51:14.160 they go to medical school lawyers go to
00:51:15.680 law school but where do entrepreneurs go
00:51:17.960 there's no entrepreneur school no one
00:51:19.920 teaches the stuff but it turns out there
00:51:21.799 are people who teach it just for this
00:51:23.119 specific industry and I can take
00:51:24.799 failures of a thousand people in pack
00:51:26.720 into a
00:51:27.920 year and it's one10 the price of a
00:51:31.640 4-year
00:51:32.799 degree right and so instead of whining
00:51:35.040 to you what I commit to is I'm going to
00:51:36.799 show up and be a better husband a better
00:51:38.359 wife a better partner I'm not going to
00:51:39.799 [ __ ] to you about this the stuff
00:51:40.920 because I'm going to take this seriously
00:51:42.119 I'm going to go all and I'm not asking
00:51:43.559 your permission I'm just asking for your
00:51:45.280 support all right that's how you can
00:51:47.119 overcome it because I'm going be real
00:51:49.160 with you it is about them and you have
00:51:52.000 to believe that like you can't say this
00:51:54.079 unless you believe it because like you
00:51:55.839 will you save marriages by showing
00:51:59.599 people that they are the ones in control
00:52:01.640 because if they keep saying my husband's
00:52:03.240 not going to let me buy a weight loss
00:52:04.960 program what do you think she's secretly
00:52:06.640 saying can't believe you won't let me do
00:52:08.480 it right if that's real if she's using
00:52:11.160 it as a foil you sidestep you get
00:52:12.680 yourself right but that might be the
00:52:15.079 real thing and if that is the thing then
00:52:17.359 you have to let them step into that and
00:52:19.760 that's where you know having that's
00:52:21.839 where like having a three-day no sweat
00:52:23.720 guarantee or something like that is also
00:52:24.880 helpful it's like hey sign up and I use
00:52:27.680 I use a lot of aapor and humor in my
00:52:29.319 selling and so I'd be like hey Cindy if
00:52:32.599 you sign up and you tell your husband
00:52:35.599 and he's upset you have and and when he
00:52:38.400 sees you he's like girl I don't want you
00:52:40.280 to get in shape I want you to stay
00:52:41.920 overweight I want you to put those
00:52:43.200 sweatpants on I want you sit on that
00:52:44.760 couch reach your hand a bag of Cheetos
00:52:46.760 put the the Cheetos fingers on there I
00:52:49.280 want you to create generational unhealth
00:52:52.040 I want you to live 10 years less long I
00:52:53.960 want you to see our grandkids I don't
00:52:55.400 want that right I want to marry a
00:52:57.000 younger better you sooner because you're
00:52:58.880 going to have a heart attack if he says
00:53:00.359 that to you you have him call me and
00:53:02.079 then they're like cracking up and you're
00:53:03.040 like okay okay listen sign up three-day
00:53:05.640 no sweat like if he if he does tell you
00:53:08.160 that he just wants you to be out of
00:53:09.240 shape and never leave him because uh
00:53:11.480 because he doesn't want you to get you
00:53:12.480 hot cuz he's insecure if he says that um
00:53:15.240 yeah just let me know all right so like
00:53:17.200 the whole time you're just joking and
00:53:18.359 stuff but the 3day guarantee helps like
00:53:20.040 nudge a lot of these people over is that
00:53:21.599 cool you guys get that one
00:53:24.599 okay sweet
00:53:27.640 and so that goes for you right like it's
00:53:30.040 it's about support not permission that's
00:53:31.880 the bottom line right support not
00:53:33.839 permission because otherwise you're
00:53:35.160 going to blame them for your lack of
00:53:36.359 Dreams being realized rather than
00:53:38.040 blaming the person that should which is
00:53:39.319 you all right so this is avoidance now
00:53:41.720 we're getting to the core we've gotten
00:53:43.760 rid of time we know that you've got time
00:53:46.040 and the best time to do it is today
00:53:48.240 because you're going to be busy forever
00:53:51.079 right value we know that you can't
00:53:53.520 afford it if you can't afford it you'll
00:53:55.319 buy it if you can't afford it it's a
00:53:56.319 great great reason to do it and if the
00:53:57.680 value is there then there's no reason
00:53:59.559 not to do it because it'll pay for
00:54:00.599 itself right what's money good for
00:54:02.359 anyways you're going to pay for the
00:54:03.040 program regardless you want to pay him
00:54:04.599 less time or more time value is not a
00:54:06.920 problem fit you got to step into new
00:54:09.240 identity right you've got to be willing
00:54:12.119 to change and the question is just
00:54:14.280 whether the pain that you're
00:54:15.680 experiencing is less than the pain of
00:54:17.599 the change that it takes to experience
00:54:18.720 the next thing right if they step into
00:54:21.599 that they're good because it's not about
00:54:23.880 resources it's about resourcefulness so
00:54:26.359 the fit's not an issue Authority they
00:54:28.920 have to own it it's about support not
00:54:30.839 permission we all here do you feel like
00:54:33.000 we've peeled the layers back on your
00:54:34.680 prospects and they're just laid bare
00:54:36.680 naked there just you've solicited the
00:54:40.359 sale now you got to close all right
00:54:43.680 avoidance so now they're like wait wait
00:54:45.720 I need to think about
00:54:47.599 it so now that we've exhausted I'm
00:54:50.960 putting this as emphasis we've exhausted
00:54:53.480 all outside reasons now we are finally
00:54:56.440 talking to someone in power and that is
00:54:58.240 what a good coach does we don't make
00:54:59.799 decisions for people we help them make
00:55:01.720 decisions so here's I have to think
00:55:03.839 about it not sure give me a hand who's
00:55:06.359 dealt with somebody who say thinks that
00:55:07.760 way all right at least one person here
00:55:09.760 no I'm kidding all you guys that you
00:55:10.799 guys are great so this is how I divide
00:55:12.680 this up past present future and so
00:55:15.720 hopefully this should already before I I
00:55:17.200 dive into these give you simple
00:55:18.920 Frameworks to work through time you've
00:55:20.400 got macro micro when then right you've
00:55:22.760 got you got value you're thinking about
00:55:25.000 it's not a lot of money even if if it
00:55:26.440 were a lot of money it's not a lot of
00:55:27.440 money you're going to pay for it either
00:55:28.400 way like you have the simple Frameworks
00:55:29.960 that you can walk through you might just
00:55:30.920 hit them with one and if they hit it
00:55:31.960 with again you hit them with the other
00:55:33.119 angle because they're logical Frameworks
00:55:34.920 they're not scripts that's why I made
00:55:36.359 them bubbles you don't have to memorize
00:55:37.520 it just got to understand it
00:55:39.400 past so like I need to think about it
00:55:42.520 and so the thing is is and this the
00:55:43.839 first bubble there is if someone's like
00:55:45.200 I feel like this is happening so fast
00:55:46.559 any we get that one like I just I just
00:55:48.480 got on the phone with you I don't really
00:55:49.680 know who you are and you're like hey
00:55:51.599 this is not a fast decision right you've
00:55:53.079 been making this decision for the last 6
00:55:54.440 years you continually make the decision
00:55:56.319 we're doing to say is deciding you're
00:55:57.280 actually going to do something about it
00:55:59.240 right how long you wanted to lose weight
00:56:01.039 a long time so this is not a fast
00:56:03.280 decision at all but the thing is is that
00:56:06.160 and this is where you go sunk cost so if
00:56:08.599 I were talking to you guys I would say
00:56:10.720 you you know you bought tickets cuz you
00:56:12.480 saw some ad you registered there you got
00:56:15.599 your flights you got a hotel you blocked
00:56:17.960 the time you flew here you listen to
00:56:20.680 this whole thing you're 6 in from gold
00:56:23.760 this isn't a fast decision at all you
00:56:25.480 did all these to get here because it's
00:56:27.359 important to you so don't let that
00:56:29.280 Distortion stop you from getting what
00:56:31.520 you want right it's fear right let's
00:56:34.920 face that what are you afraid of having
00:56:36.680 happen which by the way I took the slide
00:56:38.880 out but my two favorite questions to ask
00:56:41.359 in a in a sale that I feel like are the
00:56:43.039 fastest to cut through is what are you
00:56:46.119 most afraid of having happen if you buy
00:56:48.720 what are you most afraid of what's the
00:56:50.599 worst thing that you envision in your
00:56:52.319 mind and if they're not sure I just fill
00:56:53.960 in the blanks I'm like I take your
00:56:54.960 credit card I swipe over as as much as I
00:56:56.720 possibly can I go to Vegas I put it all
00:56:58.680 on black and then I go to Monaco where
00:57:00.839 they can't extradite me fair enough and
00:57:02.480 they're like I was not thinking that and
00:57:03.720 you're like
00:57:04.680 right so what's the worst you know like
00:57:07.200 what's what's the real thing they're
00:57:09.160 like and then they're like you know I
00:57:10.880 just hav bought so many programs before
00:57:12.799 you're like right let's talk about that
00:57:15.520 right and so I'm going to skip one
00:57:17.440 forward and then I'm going to go back to
00:57:18.680 it this is one of my favorite obstacle
00:57:21.599 or objection overcomes it's I call it
00:57:24.200 don't let it burn you twice and this you
00:57:26.400 can see the date it happened yesterday
00:57:27.799 this girl texted me or me April 6th she
00:57:30.119 said it's crazy to think that I had a
00:57:31.720 sales call with you 6 years ago and I'm
00:57:33.280 kicking myself in the butt for not
00:57:34.480 jumping on this is yesterday right like
00:57:36.559 I don't even own the company anymore and
00:57:38.119 I said you let a bad decision burn you
00:57:39.599 twice once when you made your poor
00:57:41.119 investment but a second time when you
00:57:42.760 let that bad investment stop you from a
00:57:44.400 good investment it would be like anybody
00:57:46.760 ever have a boyfriend or girlfriend in
00:57:48.319 middle school or high school that
00:57:49.520 they're not currently married
00:57:51.000 to anyone just like just come on help me
00:57:54.799 out here okay
00:57:56.920 it would be like having a bad eighth
00:57:58.720 grade boyfriend or girlfriend and being
00:58:00.440 like you know what men aren't for
00:58:04.119 me all coaches suck right there's good
00:58:08.319 coaches there's bad coaches there's
00:58:09.640 crazy ass [ __ ] and there's crazy ass
00:58:11.160 dudes you know what I mean like there's
00:58:12.599 also good ones and so the things is if
00:58:14.559 you stop if you let the bad one prevent
00:58:16.559 you from the good one you get burned by
00:58:18.400 being with the bad one and because you
00:58:20.039 let the bad one control your next
00:58:21.720 decision right and so when someone has
00:58:24.520 had a bad experience with do doing keto
00:58:26.720 or whatever the [ __ ] right or you had a
00:58:28.839 bad experience with some program that
00:58:30.520 you did or did not do or they didn't
00:58:31.920 fulfill whatever either way don't let
00:58:34.839 that burn you twice because no matter
00:58:36.680 what you're going to have to do you're
00:58:37.480 going to have to do these actions
00:58:39.359 whether you're part of the program or
00:58:40.400 not you're got to do these workouts
00:58:42.319 where you're part of the program or not
00:58:43.559 doesn't matter you're going to have to
00:58:44.799 do it so you might as well do it but
00:58:46.559 somebody's going get you there faster
00:58:47.760 right let me go back one real quick so
00:58:50.680 it's not a fast decision and this is
00:58:52.880 another one that I love which is do you
00:58:55.079 think that you're maybe in this position
00:58:56.880 because you have struggled to make a
00:58:57.960 decision in the past you have waffled
00:58:59.760 when it came time to make to make the
00:59:01.280 hard call have you been in this
00:59:02.839 conversation and said no before yeah do
00:59:06.119 you think that's why you're here yeah do
00:59:08.799 you think that might be the reason you
00:59:09.799 should change
00:59:10.880 that yeah okay let's change it one
00:59:14.599 decision change your life and the last
00:59:16.599 one is like are you tired of another
00:59:18.640 year of almost right tired another year
00:59:21.079 of almost hitting your goals of almost
00:59:23.079 getting to 10K a month of of almost you
00:59:25.680 know Hing the team that you wanted of
00:59:27.280 almost retiring your your wife or
00:59:28.839 husband or almost moving into the
00:59:30.000 neighborhood that you wanted to move
00:59:30.920 into or almost being able to pay for
00:59:32.359 your kids Recreational Sports rather
00:59:33.720 than not being able to because you can't
00:59:34.680 afford it you're tired of another year
00:59:36.400 of almost well if you're tired of
00:59:38.280 another year almost then we can't do
00:59:39.160 what we're doing to get here for another
00:59:40.839 year because we're going to get another
00:59:42.319 year almost and so the question isn't
00:59:44.599 what it cost you but how much has it
00:59:46.559 cost you to not decide up to this point
00:59:49.760 right the cost of
00:59:51.880 inaction and I think that when we think
00:59:53.640 about our lives in Reverse we never
00:59:56.039 never regret the things that we did we
00:59:57.319 regret the things we didn't do the
00:59:59.280 opportunities that we let pass by and I
01:00:01.640 think that if you can let that person
01:00:02.680 step into that power they will make the
01:00:04.319 decision to help themselves like this
01:00:06.039 person did not all right present so
01:00:10.680 depends on who you're talking to
01:00:11.559 someone's talking about past stuff then
01:00:12.640 you do with the past stuff the second
01:00:14.520 frame for avoidance is present which is
01:00:16.400 they just don't know how to make a
01:00:17.240 [ __ ] decision right and so you have
01:00:19.240 to help them make a decision and so this
01:00:21.039 one the rocking chair is one that I just
01:00:23.280 for some reason have used a tremendous
01:00:24.640 amount of time especially when I was
01:00:25.480 selling weight loss
01:00:26.520 is to be like I just really really need
01:00:28.359 to think about it like totally
01:00:30.440 understand well let's walk through like
01:00:32.359 what that looks like you're not going to
01:00:33.359 like go home sit in the rocking chair
01:00:35.240 you know smoke a cigarette because of
01:00:36.640 course you're not healthy yet right
01:00:37.839 you'll quit when you're healthy right
01:00:39.520 you're smoking your cigarette and you're
01:00:40.680 like H am I going to do this weight loss
01:00:42.480 program right you're just sit there and
01:00:43.720 stare into the clouds like I wonder no
01:00:45.720 of course now you're get in your car and
01:00:46.799 you're going to realize you got to pick
01:00:47.599 up Timmy from soccer practice you got to
01:00:48.799 get groceries you got to cook you got to
01:00:50.079 clean you got to pick you know go do the
01:00:51.319 laundry got to do all these things right
01:00:53.440 and then 3 four 5 days from now you're
01:00:55.319 going to put on that pair of jeans and
01:00:56.599 it's not going to fit you be like
01:00:58.760 [ __ ] and just there you'll have made the
01:01:01.839 decision you'll keep living your
01:01:03.799 life and so let's just make it now
01:01:06.400 because the reality is that it doesn't
01:01:07.599 take information to make decisions sorry
01:01:09.799 it doesn't take time to make decisions
01:01:11.240 takes information and I'm the only
01:01:13.400 source of information you got so let's
01:01:15.960 talk I'm here I'm here for you let's do
01:01:18.480 it right because that's the fallacy is
01:01:20.799 that people think they need more time to
01:01:23.160 make decisions because they assume they
01:01:24.839 will get more information in that time
01:01:27.119 but if you are the source of the
01:01:29.119 information then time does not help them
01:01:32.039 and so let's confront it now and let me
01:01:33.480 answer the questions you have to make
01:01:34.799 the decision one way or another does
01:01:36.720 that make sense yeah all right and so
01:01:40.000 then they're like well then [ __ ] how do
01:01:41.160 I make a decision you're like glad you
01:01:42.440 asked so there's three things that we
01:01:44.280 got to understand do you believe that
01:01:46.640 this product or service is going to help
01:01:48.079 you achieve what you want yes or no
01:01:50.880 they're going to say yes right and if
01:01:52.880 they don't you can confront it note all
01:01:54.839 of these are confronting decisions so
01:01:57.520 we've moved all the way down the onion
01:01:59.279 right we're at truth now and all like
01:02:01.599 the theme of the of the last bullet is
01:02:04.559 confrontation we have to confront the
01:02:06.520 decision we got to peel it back and be
01:02:08.440 like are we going to do this or not
01:02:10.240 right because we already got out the
01:02:11.359 time we got out the fit we got out the
01:02:12.839 SP we got everything out of the way it's
01:02:14.480 just you do you think that this is going
01:02:16.680 to help you get closer to your goals yes
01:02:18.680 or no two do you trust me to fill to
01:02:21.960 fulfill my word that I said I'm going to
01:02:23.440 help you I'm going to do these calls I'm
01:02:24.520 going to do these workouts I'm going to
01:02:25.440 do whatever right three this is the mo
01:02:28.000 probably the most important one do you
01:02:29.880 think it'll work for you and if they say
01:02:31.839 no you say why not and then they have to
01:02:34.279 defend why not and then it's very easy
01:02:36.960 at that point it's a 6inch putt right
01:02:39.359 and once they say yes to all three which
01:02:40.680 is usually what'll happen be like cool
01:02:41.920 we'll make the decision together do you
01:02:42.839 know how to make the decision they'll
01:02:43.960 say no you go through the three and the
01:02:46.000 last question is they said yes yes yes
01:02:47.440 it's just do you have or have access to
01:02:50.200 the amount of money to get started do
01:02:52.279 you have the MX do you want me to help
01:02:53.799 you enroll in an MX cuz I want to I want
01:02:55.599 to help you I'm good either way but if
01:02:58.599 you believe that this is going to help
01:02:59.720 you get closer you believe that what I'm
01:03:01.279 saying is true and you believe that you
01:03:02.720 can be successful it's my moral
01:03:04.319 obligation to get you going and do
01:03:05.480 everything in my power to help you get
01:03:06.880 the money or get access to it because
01:03:08.599 the real R is if I was giving you a
01:03:09.760 Ferrari right now for $5,000 you'd find
01:03:11.680 the money if your landlord needed you to
01:03:13.480 come up with $10,000 because you had
01:03:14.760 background and payroll you'd find the
01:03:16.359 money so find the money let's do it
01:03:19.079 right
01:03:20.640 three who wants to make informed
01:03:22.799 decisions yes
01:03:26.920 how can you make an informed decision if
01:03:29.079 you haven't even tried it huh so this is
01:03:31.960 when you have some element of trial in
01:03:34.240 the program or some sort of guarantee
01:03:36.039 which is why I'm a big fan of guarantees
01:03:38.240 it's like well you can't make the
01:03:40.119 decision to buy that's informed until
01:03:42.680 you're on the inside so I'm not even
01:03:44.319 asking you to make a decision right now
01:03:46.119 I'm just asking you make an informed
01:03:47.200 decision which you can only do on the
01:03:48.799 inside and if after 30 days I'm not what
01:03:50.880 I said this product doesn't do what I
01:03:52.440 told you I didn't fulfill my promise and
01:03:53.880 you don't think it's going to work for
01:03:54.839 you you let me I'll give you the money
01:03:56.680 back low pressure you get someone to
01:03:59.119 decide by not
01:04:00.400 deciding even easier does that make
01:04:02.640 sense think that'll help you close yeah
01:04:06.200 all right and then uh this one is it
01:04:09.640 depends on who you're selling to but
01:04:10.720 sometimes if you a logical person it's
01:04:12.160 like do you know what deciding even
01:04:13.839 means like where the atmology of the
01:04:15.799 work comes from it's dcad which is Latin
01:04:18.520 which means to cut off to kill off and
01:04:21.160 so the question is which future are we
01:04:23.720 killing off today
01:04:26.039 are we killing off the future of the
01:04:28.319 dreams that you want are we killing off
01:04:30.640 the future sorry are we killing off the
01:04:33.680 future of of not doing anything and the
01:04:37.720 life that you've lived up to this point
01:04:39.880 because indecision is a decision
01:04:41.680 inaction is an active decision right and
01:04:44.240 so it's just which one are we killing
01:04:45.279 today we killing your dreams or we
01:04:46.480 killing your past second and last one
01:04:49.760 future so we talked about past so if
01:04:52.200 they're thinking about the past the
01:04:53.160 things that hurt them don't let it burn
01:04:54.200 you twice Etc right they don't know how
01:04:56.319 to make a decision rocking chair this is
01:04:58.240 how you make a decision three things you
01:04:59.599 have access to money great let's get
01:05:01.079 going you want to kill your past you
01:05:02.000 want to kill your future right awesome
01:05:04.000 we're talking about the future this is
01:05:05.400 actually magnifying pain which
01:05:08.119 is cool you got here it's been 5 years
01:05:10.599 you've been struggling how's another
01:05:12.559 five years sound what if we just keep
01:05:14.960 doing let's go with indecision let's
01:05:16.480 look at it what does five years of you
01:05:18.279 doing what you've been doing look like
01:05:20.440 and is that a place you want to be no
01:05:23.440 you got to change the change let's do it
01:05:25.440 right
01:05:26.720 and then you go right into let's
01:05:27.760 consider the options which is
01:05:30.400 like like this is logic right so let's
01:05:33.160 consider the
01:05:34.599 options option one you do the thing get
01:05:38.200 the result life is awesome option two
01:05:42.400 you don't do the thing you don't get the
01:05:44.240 result because you didn't do the thing
01:05:45.760 option three you do the thing but then
01:05:47.079 you don't get the result all these are
01:05:49.000 the options I can happen in front of you
01:05:51.279 because we have a guarantee they're all
01:05:53.520 risk-free except for one of them only
01:05:56.079 one of them has a true guarantee of not
01:05:57.480 getting you where you want which is
01:05:58.760 walking out the door so which risk-free
01:06:00.880 option do you want the one that's
01:06:01.760 risk-free that guarantees that you're
01:06:03.480 not going to get there or the one that's
01:06:04.839 risk-free and has the potential to get
01:06:06.200 you where you want to
01:06:08.000 go right that's not an emotional close
01:06:11.359 it's logic and if you have an offer
01:06:13.079 that's set up that way you should be
01:06:14.319 able to close most people as long as
01:06:15.640 they don't think you're an [ __ ] right
01:06:18.480 okay this is one that's more around
01:06:20.559 urgency because again this is avoidance
01:06:23.000 if someone says I I'm still not sure I
01:06:25.880 want to think about it more whatever you
01:06:27.440 say well you're not going to struggle
01:06:28.760 forever right like you don't want to
01:06:30.640 struggle forever you're going to do
01:06:32.000 something about this whether it's weight
01:06:33.279 loss business whatever they're going to
01:06:34.839 say yes you're like well if you're going
01:06:36.920 to fix your business eventually you
01:06:39.720 might as well start fixing it now so you
01:06:42.200 can start enjoying the fruits of that
01:06:43.319 labor sooner would you prefer making
01:06:45.599 more money faster or slower what's your
01:06:48.079 preference great so if you're going to
01:06:49.319 do it eventually you might as well do it
01:06:50.599 now does that make sense it's a little
01:06:53.240 nudge this is a final one that I just
01:06:55.240 really like from a framing perspective
01:06:56.720 which is instead of a like this has to
01:06:59.880 be my savior this program has to get me
01:07:02.880 to an ifbb Pro bikini body and I'm 100
01:07:05.680 pounds overweight probably not realistic
01:07:09.119 right reframe the question is do you
01:07:12.920 think that making the decision is going
01:07:14.160 to be help you get closer or further
01:07:16.520 from your goal that's it because if we
01:07:19.039 keep making decisions that keep getting
01:07:20.279 us closer we will get there eventually
01:07:22.440 but if we make decisions that get us
01:07:23.680 further away we will not get there and
01:07:25.640 so do you think that this is going to
01:07:26.680 get you closer to your goal than what
01:07:28.039 you're currently doing yes what are we
01:07:30.359 waiting for we don't need to be snipers
01:07:32.039 we need to be directionally right we do
01:07:34.079 that long enough we'll get there does
01:07:35.440 that make sense that helps you too
01:07:37.720 because we have this fear of
01:07:39.039 perfectionism is this going to be the
01:07:40.680 one probably not but it will get you
01:07:43.599 [ __ ] way closer right because I can
01:07:45.880 tell you there's no one program that
01:07:47.160 changed my life but the the decision to
01:07:50.039 buy education changed my life forever
01:07:53.200 does that make sense yeah all right boom
01:07:56.720 and so let me let me look at the top we
01:07:58.559 have no reasons left not to own the
01:08:01.039 power that you have it's just you all
01:08:04.640 right and here's bonus number six and
01:08:06.880 you can use this as one of like there's
01:08:09.480 some closes that you use all the time
01:08:10.720 you always go back to right the reason
01:08:13.279 you are telling yourself not to do this
01:08:14.599 is the reason you to do
01:08:16.198 it how long do you want I can't afford
01:08:18.560 this to be on your list of problems in
01:08:20.080 life the fact that you don't have time
01:08:22.120 is the very reason you need to do this
01:08:24.799 the fact that you're so dependent on
01:08:25.839 your spouse is the reason you need to
01:08:26.960 take this decision and own it right the
01:08:30.359 fact that you're not sure about the
01:08:31.319 person that you want to be is the very
01:08:32.359 reason that we're going to help you get
01:08:33.279 it in this program so whatever the
01:08:35.000 reason is is usually the biggest chain
01:08:37.319 that you're holding on to is the thing
01:08:38.439 that you're enslaving yourself to is the
01:08:40.080 thing that you're casting your power to
01:08:42.359 if you break that chain power comes back
01:08:44.319 to you and so the very reason that
01:08:46.198 you're holding yourself back is
01:08:47.479 typically the very reason that you need
01:08:49.000 to do it so hopefully this helps you
01:08:51.279 realize that you and your clients are
01:08:52.560 always in complete power did I
01:08:54.158 accomplish that
01:08:57.520 awesome thank
01:09:03.080 you and like I promised at the beginning
01:09:05.158 My Hope Is that you become more powerful
01:09:06.399 by making decisions rather than letting
01:09:08.120 life make them for you all right so
01:09:09.880 here's a few final
01:09:11.120 thoughts fortunes are created by taking
01:09:14.040 a lot of risk with a little bit of money
01:09:16.960 fortunes are maintained by taking a
01:09:18.560 little bit of risk with a lot of money
01:09:21.319 and every one of those people that was
01:09:22.640 self-made takes a lot of risk with a
01:09:24.880 little bit of money and sometimes you
01:09:26.399 need to take that step because it's the
01:09:27.640 only way to build the fortune all right
01:09:30.920 and if everything that I've ever made in
01:09:32.319 my life all right sorry everything that
01:09:34.238 I've made in my life is a result of
01:09:36.158 investing in my own education it has
01:09:38.479 gotten me far higher returns than any
01:09:40.520 stock any real estate any crypto right
01:09:43.399 any whatever buy a mile and people say
01:09:46.719 like it's all about investing yourself
01:09:48.120 like I just I think it sounds a morphus
01:09:50.120 it's like Buy experience and
01:09:52.839 skills because no government can take
01:09:55.640 that from you no divorce can take that
01:09:57.760 from you nothing can take that from you
01:10:00.120 and I come from a family where so we're
01:10:02.920 Persian and so my my parents had to flee
01:10:06.560 Iran During the Revolution and so they
01:10:10.719 had land and houses and other stuff
01:10:14.280 right and my uncle was uh the brother to
01:10:19.080 a guy who started the lottery in Iran he
01:10:21.679 owned the lottery because you can do
01:10:23.080 that there right very rich rich and so
01:10:27.040 my dad and him he went to London my dad
01:10:28.880 went to the
01:10:29.840 US he had no
01:10:32.080 skills and he was able to just forge
01:10:34.320 enough money to buy a print shop and he
01:10:36.040 lives above the print shop in London and
01:10:37.920 still to this day that's what he does
01:10:40.480 and went to visit him it was incredibly
01:10:43.159 sad seeing just like well once once
01:10:45.560 incred and his wife my dad gave her a
01:10:47.840 scarf and it was like a nice scarf
01:10:49.120 apparently and she just baled she's like
01:10:51.040 I used to have rooms of these and now I
01:10:52.520 have nothing and blah blah blah blah
01:10:53.840 right my dad came to the United States
01:10:55.880 with
01:10:56.800 $1,000 but because he had skills he
01:10:59.520 built it all from scratch and so I mean
01:11:02.280 he was a doctor as all Middle Eastern
01:11:04.360 and Indians are
01:11:06.280 um right doctor lawyer accountant
01:11:09.560 engineer anyways um the only four
01:11:11.760 approved
01:11:12.760 paths but when we say invest in that we
01:11:15.800 come from a place where like it was
01:11:17.400 literally all taken the government was
01:11:19.480 like that's our house now that's our
01:11:22.400 land now that bank account is our bank
01:11:24.840 account now
01:11:26.239 and so that was why it was so and like
01:11:27.960 that might be a benefit for me I had
01:11:29.880 somebody who was always like it's the
01:11:30.880 only thing no one can take from you and
01:11:33.120 so why would you not invest in the one
01:11:35.159 thing that can never be stolen can never
01:11:36.640 be taken and compounds with time and it
01:11:39.440 increases your capacity to make money
01:11:42.360 increases your capacity to
01:11:44.679 live and so I like to think of the
01:11:47.040 Investments that I've made in myself as
01:11:48.280 bricks on a bridge and so if I'm on the
01:11:50.719 bottom left here and where I want to be
01:11:53.000 is the top right is right looking like
01:11:55.480 The Nightmare Before Christmas now
01:11:58.000 um you're going like there are many
01:12:01.040 skills that it takes to cross the bridge
01:12:03.400 right and just like you have an
01:12:05.360 arithmetic teacher in high school once
01:12:06.880 you learn calculus you're not like that
01:12:08.440 guy was a load of [ __ ] calculus is what
01:12:10.560 no you have to learn things in sequence
01:12:12.840 right and so the thing is is that when
01:12:14.679 we build this bridge it's one brick at a
01:12:16.159 time and I always come back to the same
01:12:18.159 question which is is this going to get
01:12:19.760 me closer to where I want to go I don't
01:12:22.560 need it to get me there I just need to
01:12:24.560 get closer and if I get better I'll get
01:12:26.840 there eventually right as long as I
01:12:28.719 don't stop moving and so that's why
01:12:30.920 that's that what I've dedicated my life
01:12:32.000 to education my mission is to document
01:12:34.159 and share the best practice building
01:12:35.239 world class
01:12:36.360 companies because when you realize that
01:12:38.280 you are the source you realize that
01:12:40.440 Superman is not coming it's just you and
01:12:44.320 every decision that you make is a vote
01:12:45.760 towards or against the person that we
01:12:47.239 want to be and so the question for you
01:12:50.000 is that are your decisions voting
01:12:51.400 towards the person that you want to
01:12:52.719 become or just more of what you already
01:12:54.679 have
01:12:56.520 and so people ask me all the time how do
01:12:57.960 you move so quickly and the answer is I
01:13:00.120 know how to buy time and the follow
01:13:02.280 question is how do you buy time you buy
01:13:04.000 Time by buying the time took other
01:13:05.719 people to make mistakes that taught them
01:13:07.320 the lessons that's how you do it right
01:13:09.320 that's that's the heck and so right now
01:13:12.080 the ignorance of not knowing how to
01:13:13.480 create a million dollars a year is
01:13:15.639 costing you a million dollars a year the
01:13:17.560 fact that you don't know how to make a
01:13:18.560 million dollar a year is costing you a
01:13:19.880 million dollars a year think about it
01:13:22.120 right and so therefore you should always
01:13:24.320 be willing to invest money to increase
01:13:25.840 the capacity for your income because
01:13:28.520 once you have it that capacity pays you
01:13:31.320 forever you're increasing your ability
01:13:34.000 does that make sense we're widening the
01:13:36.239 pipe and so when I thought about this I
01:13:38.880 just added zeros to it and I was like
01:13:40.120 it's [ __ ] costing me a billion
01:13:41.520 dollars a year not knowing how to make a
01:13:42.760 billion dollars God right but it's true
01:13:46.880 because the thing the number one tax
01:13:49.120 that no one appreciates or no one
01:13:51.320 respects is not the tax of the
01:13:53.360 government it's not capital gains not
01:13:55.360 income tax it's the time tax of
01:13:58.360 ignorance someone asked Lela yesterday
01:14:01.080 what's the number one thing that people
01:14:02.480 from 0 to 10K are messing up you don't
01:14:06.040 know what the [ __ ] you're doing that's
01:14:08.159 what's messing you up you're ignorant
01:14:09.760 you have no idea you're eating an orange
01:14:11.159 like an apple no clue
01:14:13.159 right and it's not because you don't
01:14:15.159 have the processing power it's not
01:14:17.159 because you don't have the ability to
01:14:18.400 reason it's because you just don't know
01:14:21.360 and so the goal is to pay down the time
01:14:24.159 tax of ignorance fast as humanly
01:14:26.080 possible and the only way you do that is
01:14:28.120 by educating and investing yourself
01:14:30.400 right specifically investing in
01:14:32.880 experiences that build skills so make
01:14:36.080 the decisions that to help yourself
01:14:38.280 Implement like crazy take ownership
01:14:40.480 because we just discover that all the
01:14:41.960 other [ __ ] is not real is literally a
01:14:44.800 distortion of reality that anything that
01:14:46.800 you give your power to that's not you is
01:14:49.480 fake you're making it a false god in
01:14:51.719 your life and your prospects are too and
01:14:53.760 you now you know how to confront those
01:14:55.800 when your mind tries to play tricks on
01:14:57.239 you and realize that there are no silver
01:14:59.760 bullets no program is going to save your
01:15:01.960 life all right but some things can move
01:15:04.520 you close to your goals and when those
01:15:06.719 rare opportunities present themselves
01:15:09.440 take them all right because either you
01:15:11.960 win or you learn and both of those get
01:15:14.639 you closer to wherever you want to go
01:15:16.440 all right and so a wrap up with this 10
01:15:21.000 years ago I had to that was me a Swanky
01:15:26.159 uh you know when I was a consultant
01:15:27.760 looking cool was actually after I don't
01:15:29.800 even have a good picture when I was a
01:15:30.840 consultant but there's me in a suit
01:15:33.840 um and I I knew I hated the job that I
01:15:37.639 had um I made okay money but I just like
01:15:40.480 I just really wasn't happy um and I
01:15:44.560 emailed 40 gym owners and I was like hey
01:15:46.280 I think I want to get in Fitness can
01:15:48.120 somebody like help me out one guy was
01:15:50.560 like sure you can work for free I was
01:15:52.040 like awesome uh that guy was standing
01:15:53.760 back to y and anybody know who Sam backr
01:15:56.760 is raise hand jeez okay well seven
01:16:00.480 figure Sam is what he used to be known
01:16:02.239 as he actually died during Co um which
01:16:04.560 is really sad for me because I really
01:16:05.639 looked up to Sam and the thing is is
01:16:08.280 that when I got to his office I
01:16:11.080 literally drove across the country from
01:16:12.440 Baltimore to LA or Chino Hills which is
01:16:15.239 where he was and I showed up without
01:16:17.159 notice and he was like you're a
01:16:18.360 psychopath I just met you from the
01:16:19.400 internet and I was like I'm here I'm
01:16:20.639 ready to learn he was like I'm going to
01:16:23.080 lunch and um
01:16:25.560 but right after he came back from lunch
01:16:27.600 uh he was like all right so you should
01:16:29.719 join my my Mastermind and I was like I
01:16:31.719 don't have a gym he's like that's okay
01:16:34.560 it was a gym Mastermind
01:16:37.440 um and I didn't I mean like I was 22
01:16:40.760 like I did not have a lot of money um
01:16:43.520 and he was like well it's 10 grand and I
01:16:46.600 was like I I don't know and he's like
01:16:50.080 you need a [ __ ] commit man he's like
01:16:51.600 you've been waffling back and forth I
01:16:53.400 had had multiple phone calls with him
01:16:54.639 before left um he's like I think you
01:16:57.159 need to draw a line in the sand and
01:16:59.440 thank you God you know thank God he did
01:17:01.480 cuz I did take a step over I had no idea
01:17:04.280 what the [ __ ] I was doing but I was
01:17:05.920 trying to start paying down the time tax
01:17:07.320 of ignorance and I got around a whole
01:17:09.080 bunch of other Fitness professionals and
01:17:10.960 I learned way more from all of them than
01:17:14.080 I ever learned from Sam but because of
01:17:16.440 that my belief started to change the
01:17:18.120 ways I saw the world Chang the traits I
01:17:20.040 started to embody change and started
01:17:21.760 taking steps The Mastermind I got from
01:17:23.679 Sam is not what made me $100 million but
01:17:26.400 it got me on the right path towards
01:17:27.800 making it over the years of having
01:17:29.159 hundreds of salespeople work for me I've
01:17:31.000 seen these nine things that the best
01:17:33.480 sales people do differently than
01:17:34.880 everyone else and so if you boil it down
01:17:37.040 a salesperson has three jobs to do they
01:17:39.440 have to maximize the number of
01:17:40.880 opportunities they have they have to
01:17:42.360 convert the highest percentage of those
01:17:43.920 opportunities and and this is the
01:17:45.360 important part they have to do it
01:17:46.719 consistently for a very long period of
01:17:48.199 time and so the nine things they do
01:17:49.760 differently will fall elegantly into
01:17:51.400 each of these three buckets let's start
01:17:53.159 with the first one which is maximizing
01:17:54.600 lead needs or maximize the number of
01:17:55.960 opportunities that a salesman
01:17:59.040 has so right off the top I've never seen
01:18:01.840 a salesperson who does the most in a
01:18:04.040 company have the lowest amount of hours
01:18:06.600 worked I've yet to have it you know what
01:18:08.000 maybe there's a special snowflake out
01:18:09.400 there but every company that I've owned
01:18:11.280 and every company that I've looked at
01:18:13.280 the guy who works the most hours is the
01:18:15.840 one who sells the most deals and so
01:18:18.480 maximizing opportunities comes in a
01:18:20.080 number of different forms so number one
01:18:21.800 is that they have the total most hours
01:18:24.000 available per day because you should be
01:18:26.360 available when the prospect is available
01:18:28.400 and that means sometimes working long
01:18:29.719 hours it sometimes mean working weekends
01:18:31.440 and yes businesses also pay rent on
01:18:33.480 Sundays and so you can make sales on
01:18:34.960 Sundays so my software company Allen
01:18:37.280 scheduled 4,000 plus appointments per
01:18:39.440 day across a number of different
01:18:40.760 Industries and so we got to see all the
01:18:42.560 way from click to close which companies
01:18:44.480 were selling the most people and we
01:18:46.239 looked at all the different data so
01:18:48.320 times of day number of days per week you
01:18:50.800 know speed between text responses number
01:18:53.199 of characters and text response all
01:18:54.880 these different variables CU I had two
01:18:56.120 data analysts that looked at this to
01:18:57.679 figure out how could he maximize
01:18:59.040 throughput for any business and
01:19:00.440 obviously sales a big component of that
01:19:02.400 and the single greatest lever on
01:19:04.840 throughput across all companies was the
01:19:07.960 number of total available time slots
01:19:10.800 which means availability was the
01:19:12.920 strongest predictor of total sales and
01:19:16.159 let me give you a tactical example of
01:19:17.560 this when Leila and I were traveling the
01:19:19.800 other day we went to a different city
01:19:21.719 and she wanted to get her nails done or
01:19:23.080 something and so she she just pulled up
01:19:25.280 Yelp and looked at the one that had the
01:19:26.880 top reviews called them up and they said
01:19:28.520 oh I'm sorry we don't do same day
01:19:30.120 appointments and they're like we can
01:19:31.560 book you in for 2 days from now and she
01:19:33.000 was like yep don't care called the next
01:19:34.679 one same thing called the third one and
01:19:37.040 then they were like yeah we can take you
01:19:38.360 right now and boom she went in and the
01:19:40.320 thing is is that both those other
01:19:41.639 business owners the first two business
01:19:42.920 owners that said no lost money and the
01:19:45.360 next time she comes to that place she'll
01:19:46.960 probably go back to the one that she
01:19:47.960 went to as long as they did a good job
01:19:49.600 and so trying to be egotistical about it
01:19:52.159 rather than accommodate customers it's
01:19:53.760 like well we're so
01:19:55.239 great you just lose money now if we
01:19:58.760 maximize the total number of time that's
01:20:00.520 available for the salesperson to sell
01:20:02.400 then the next part of maximizing their
01:20:04.159 opportunities is getting as much of
01:20:05.880 their day as humanly possible filled
01:20:07.920 with the best opportunities and so the
01:20:10.920 second subunit of this
01:20:13.880 is they will pull up calls and so the
01:20:16.560 first thing is if you see a call that
01:20:17.960 gets booked or you book a call that's on
01:20:19.800 Thursday and today's Monday if you have
01:20:21.520 a time slot that's open you grab your
01:20:23.679 Thursday appointment you drag it into
01:20:25.320 today because today appointments always
01:20:27.120 have higher show up rates and if you
01:20:28.679 pull it up then they're even more
01:20:30.560 interested and you can close even higher
01:20:32.199 and you can have two or three calls by
01:20:33.960 that same Thursday time so you increase
01:20:35.360 your sales velocity now a correlator to
01:20:37.360 that is if you look at your calendar and
01:20:39.280 you've reached out to a prospect and
01:20:41.080 that person has not responded back and
01:20:42.679 now it's the same day and they're coming
01:20:43.920 up in a few hours well what do you do
01:20:46.440 well the best salespeople pull that time
01:20:49.159 slot and say hey sorry I didn't see that
01:20:50.840 you confirmed why don't we do the same
01:20:52.360 thing for tomorrow you can push it out
01:20:53.679 one and then try and fill that time slot
01:20:55.719 with somebody who is responsive even if
01:20:57.679 they're later in the week and that
01:20:59.239 increases your total number of calls per
01:21:01.719 day and so fundamentally the perfect day
01:21:03.800 for a salesperson is that they have call
01:21:05.679 back to back to back to back to back
01:21:07.440 with the best possible leads that are
01:21:08.840 the hottest that day I learned that
01:21:11.040 little tactic about pulling up because
01:21:12.600 we had one of our companies uh was in
01:21:14.400 solar sales and they had one rep that
01:21:17.040 massively outperformed everyone else and
01:21:18.679 I was like what is this guy doing and so
01:21:20.760 what he was doing was he would whenever
01:21:22.600 a new appointment would book he would
01:21:24.239 immediately called the appointment to
01:21:25.880 qualify the lead cuz that checks two
01:21:27.679 boxes one is he says okay is this person
01:21:29.320 qualified to buy if the person was he
01:21:31.520 had two decision paths if they had the
01:21:33.040 time right then he would just go
01:21:34.440 straight into closing because he was in
01:21:36.199 offthe call sop and then by getting in
01:21:38.560 contact with the lead became on the call
01:21:40.639 in terms of his sop and if they said
01:21:42.320 they had time right now he just went for
01:21:43.719 the sale that maximizes his time on call
01:21:46.360 if they said no then the reason for his
01:21:48.360 call was that he had an opening later
01:21:50.000 that day that he was trying to fill up
01:21:51.800 and so he either takes the moment now
01:21:53.199 that he's working the lead and turns it
01:21:54.360 into into a sales call or he fills
01:21:56.120 another slot later in the day and turns
01:21:57.920 that into a sales call both of those
01:21:59.639 things maximize the number of sales that
01:22:01.360 guy was having and this guy was selling
01:22:02.719 like four times more units than the
01:22:04.800 second best guy on the team and then
01:22:06.480 they obviously saw this and then adopted
01:22:08.080 it companywide and then of course I saw
01:22:09.719 it and adopted it across all my entire
01:22:11.000 portfolio and let me double down to why
01:22:13.080 that's so powerful because not only does
01:22:15.480 the salesman have two opportunities to
01:22:16.840 sell now or later that day he also opens
01:22:19.480 up the slot later in the week for
01:22:21.199 availability for another customer that
01:22:23.320 can't make it today to to book that time
01:22:25.520 then because what I have found and we
01:22:27.199 saw this with the software was if you
01:22:28.880 have fewer time slots people may still
01:22:30.920 book with you but they are not booking
01:22:32.719 at the most convenient time for them
01:22:34.719 you'll see schedule rates but then show
01:22:36.400 rates will drop because it's not the
01:22:37.960 time that works for them ideally and so
01:22:40.480 you want to make it the most
01:22:42.000 accommodating so it's not just are is it
01:22:43.560 convenient or inconvenient it's how
01:22:44.840 convenient is it if I have a a tight
01:22:47.080 deadline and a hard stop and I've got
01:22:48.719 something that I'm stressed about
01:22:49.639 afterwards I might be able to schedule a
01:22:51.600 call then but I might not be in a in the
01:22:53.719 mood to buy high but if I say you know
01:22:55.880 what Sunday afternoon I'm free I'll have
01:22:57.239 all the time in my world I'm going to
01:22:58.440 have zero urgency to get off the call
01:23:00.880 I'll listen to you and I'll be in a
01:23:02.000 completely different Zone and that might
01:23:03.480 be when I'm in receiving hands in terms
01:23:05.400 of prospect brain mode for
01:23:09.159 buying and so one of the things that the
01:23:11.960 best sales people have and this is
01:23:13.239 something that companies should provide
01:23:14.920 but often don't is that you have two
01:23:16.920 Sops meaning standard operating
01:23:18.280 procedures you have an on thee call sop
01:23:20.440 which is what you say when you're
01:23:21.400 talking to prospects and you have an
01:23:23.000 offthe call sop which is what do in
01:23:25.120 between the vast majority of companies
01:23:27.040 don't have an offthe call sop and
01:23:29.440 they're losing tons and tons of money
01:23:31.719 because they just say yeah just work the
01:23:33.480 leads in the meantime when the total
01:23:35.600 amount of output that a salesman has is
01:23:37.679 so correlated with the amount of
01:23:38.920 opportunities they have and they get
01:23:40.480 those opportunities by the time they
01:23:42.040 have when they're not on the call and so
01:23:44.280 they should have two separate checklists
01:23:45.840 if they don't have them in front of them
01:23:47.000 and this is what the best sales people
01:23:48.159 do is this is what I'm doing when I'm on
01:23:50.320 and this is what I'm doing when I'm off
01:23:51.600 and you can just switch hats as soon as
01:23:53.120 you're off you start at the top and
01:23:54.560 you're like I'm following with this
01:23:55.600 person I'm following with this person
01:23:57.080 I'm dragging this person forward I'm
01:23:58.679 canceling this appointment and they have
01:24:00.400 high
01:24:03.199 Activity one of the things that we do
01:24:05.280 across all our companies and I learned
01:24:06.679 This Acronym from my friend shiron
01:24:08.560 bamfam which is book a meeting from a
01:24:10.400 meeting which is that the best
01:24:11.639 salespeople never finish a call with a
01:24:13.480 prospect not knowing when the next time
01:24:15.159 they're going to talk to the prospect so
01:24:16.760 that Prospect should never fall into no
01:24:18.520 l they should never fall between the
01:24:19.920 cracks where they're like I don't know
01:24:21.480 and so if you get to the end of the call
01:24:22.560 and they're like yeah let's uh connect
01:24:23.840 offline we'll you know we'll Circle back
01:24:25.400 up and we'll find another time no you
01:24:27.639 have to address it at that time because
01:24:29.239 if for whatever reason like a Time
01:24:31.320 obstacle is still an obstacle and you
01:24:32.880 can resolve it right then you both have
01:24:34.320 your calendars up you can both make the
01:24:35.920 decision if someone's like well I'm not
01:24:37.440 sure then you actually address the
01:24:39.239 concern like isn't this a problem for
01:24:40.600 you how much you losing every day not
01:24:41.960 implementing this solution in your
01:24:43.000 business how much like how much of a
01:24:45.000 problem is this in your life and why
01:24:46.280 isn't it this something that we'd be
01:24:47.760 doing sooner right and so you want to
01:24:49.400 address those things because that is
01:24:51.080 these are obstacles and so if you just
01:24:52.760 get off the call Jolly then you actually
01:24:55.040 lose more sales so you always book a
01:24:56.960 meeting from the meeting here's three
01:24:58.440 more things that the best salese will do
01:25:00.840 number one is that they don't take
01:25:01.960 rejection personally because they're
01:25:03.400 going to reach out in more volume than
01:25:05.800 the mediocre salespeople and so you can
01:25:08.679 see on a CRM how many Outreach attempts
01:25:11.239 and how many follow-up attempts that A
01:25:13.520 salesperson is having between calls and
01:25:15.760 it correlates with the number of calls
01:25:17.679 that they take and so they work their
01:25:19.679 leads harder and that's because if
01:25:21.560 someone before they've scheduled a call
01:25:23.520 you know say has something mean they're
01:25:25.080 not like oh my gosh I can't believe this
01:25:27.000 or if someone no shows they're not like
01:25:28.560 well I'm not going to work the rest of
01:25:29.480 my leads no one really cares about me
01:25:31.239 like wo is me it's no they know it's a
01:25:33.080 numbers game and they just keep plowing
01:25:34.880 something that I've noticed the best
01:25:36.440 salespeople do is they have something
01:25:37.800 called a kill list and so those are
01:25:40.040 those prospects that you're like this is
01:25:41.679 a whale or this is a really good
01:25:43.239 Prospect and they they sure they have in
01:25:45.679 the CRM sure they have them in the place
01:25:47.239 that they're supposed to have them but
01:25:48.360 they also have it somewhere else that's
01:25:49.960 visible so they can always think about
01:25:51.960 it and like that's like an everyday list
01:25:53.960 it's like I got to get back to these two
01:25:55.480 guys I got to make sure that these ones
01:25:57.440 I'm going to put extra attention to
01:25:59.440 because they're high value deals now the
01:26:01.600 last element of what the best salese do
01:26:04.440 for increasing their number of leads is
01:26:06.159 that they create their own opportunities
01:26:08.080 so sure they're going to get the inbound
01:26:09.719 leads from marketing they're going to
01:26:11.159 get the people you know the leads that
01:26:12.560 are handed to them but the best salese
01:26:16.199 know the value of referrals and so the
01:26:18.800 way they do that is at the end of the
01:26:20.080 call or at the time that it makes sense
01:26:21.719 they say hey do you know anybody else or
01:26:24.520 my favorite way of asking is who do you
01:26:26.159 know because it forces the prospect to
01:26:28.239 answer the question with a not yes no
01:26:30.040 but with a name you say who do you know
01:26:32.639 who is as awesome as you now it's a
01:26:34.320 compliment who would also benefit from
01:26:36.080 this so now I'm giving them a compliment
01:26:38.520 by by by asking them for the referral so
01:26:40.600 I kind of like have a like a nice guy
01:26:42.040 sandwich there so like you're amazing
01:26:44.000 who else do you know who's like you who
01:26:45.159 would love to do this with you or with
01:26:46.600 us who could benefit from XYZ right now
01:26:49.800 sometimes if they say no one then
01:26:51.600 sometimes like this is where Rapport is
01:26:52.920 important but you could say say
01:26:54.360 something like why do you hate me so
01:26:56.040 much and they're like what do you mean
01:26:57.560 it's like well I only can assume that
01:26:59.040 you hate us because you don't want
01:27:00.239 anybody else to know about this amazing
01:27:02.960 thing and you probably hate your friends
01:27:04.520 because you want them to suffer as well
01:27:06.719 right and if it's because you don't
01:27:08.080 believe me then let's talk about that
01:27:09.400 but otherwise like why are we not
01:27:10.520 getting your friends in here because I
01:27:12.080 can promise you you'll be far more
01:27:13.119 successful if you have more people you
01:27:14.159 know who are in it so in the spirit of
01:27:16.320 bamfam book a meeting from a meeting if
01:27:17.880 we consider this to be a meeting if you
01:27:19.480 would like us to help you more with your
01:27:21.280 sales process acquisition. just started
01:27:23.199 a workshop division where my sales
01:27:25.159 director my team will talk to you
01:27:27.080 specifically about your sales your
01:27:29.159 process your scripting so we can
01:27:30.639 Implement some of the things that we
01:27:31.560 know work in our portfolio into your
01:27:32.920 business ASAP we do other stuff at the
01:27:34.920 workshop but we also talk about sales if
01:27:36.760 that's at all interesting you can book
01:27:37.960 your next meeting by going to acis.com
01:27:39.679 clicking the scale button and following
01:27:41.119 the steps and if you're qualified my
01:27:42.639 guys will reach
01:27:45.119 out when I had a team in a different
01:27:47.719 portfolio company we had one guy who was
01:27:49.400 outperforming everyone else by a huge
01:27:50.840 margin this one wasn't as big as the
01:27:52.239 pull-up thing that was massive this was
01:27:54.199 was about 50% higher than the number
01:27:55.840 number two guy and we were like what is
01:27:57.760 this guy doing he was brand new and that
01:27:59.320 was what was interesting is like brand
01:28:00.639 new going to the top leaderboard is not
01:28:02.000 very common because that means that
01:28:03.800 they're doing a different process right
01:28:06.080 and so he was following the script and
01:28:07.560 we listened to the calls like this is
01:28:08.679 the same call and so when we called him
01:28:10.239 up we said what are you doing
01:28:11.000 differently and the thing is he was
01:28:12.639 multiplying his leads and so what he did
01:28:15.000 was at the end of the calls he was just
01:28:16.280 asking who they knew who would also
01:28:17.639 benefit from this thing and I think they
01:28:19.199 were they were selling um some sort of
01:28:22.199 uh tickets of some sort and so he was
01:28:24.520 saying who else wants to come with you
01:28:26.040 who else would you like to bring and
01:28:28.400 it's just a simple little thing that he
01:28:30.239 was doing but by doing that he was
01:28:32.000 increasing his sales by 50% because the
01:28:34.920 referrals even though only one out of
01:28:36.639 three or one out of four people would
01:28:38.040 refer the referral close ratees like 80
01:28:40.400 or 90% And so if you think okay I take
01:28:43.400 you know four calls and I close one and
01:28:47.320 I ask for referrals in all all four and
01:28:49.639 only one of them gives me referral but
01:28:51.080 then that referral then closes then I
01:28:54.239 take my one sale out of four and turn it
01:28:56.119 to two out of five if you're a business
01:28:58.119 owner thinking about how valuable just
01:28:59.960 implementing that is consistently is