Customers a lot of times will give you a reason they're not buying and that is not the reason they're not buying You're just not very good at fighting out the real reason So I've developed a way to to make sure that any objection can be handled But when you've got the ability to hypothetically solve any problem any problem because it's hypothetical That gives you all the power in the world If that doesn't get them to move from a no to a yes, well, then that's not the real reason So one of the questions was was there a moment or specific situation which caused you to realize There was a difference between selling and closing Well, absolutely. I mean at the end of the day you guys sell a lot of things where people don't say no To me a closer comes in when the customer says no And a lot of times sales people talk to people like they're servants and they're customers and you know I don't want to piss them off. I don't want to lose a sale You don't have a sale until you make one The other day somebody said something I said well walk me through what happened They said and then he said and then I said and then he said and then I'm like whatever And I thought well, what were you thinking and he said well, I was thinking well if that's the case Then why don't you do this? I said why didn't you say that and he said well? I didn't want to screw up the deal and I'm like they didn't buy you left something on the table You have to be able to think and talk almost as if you're the expert and let me tell you something If they don't do business with this they misunderstood something Matter of fact if you guys want a new clothes I don't know if if you guys can use it or not But I use it all the time. I say listen There's only two kinds of people that don't do this The ones that don't understand something or complete idiots So what is it you don't understand and then they have to come up with something Because they don't want to be looked at as a complete idiot I mean I close with the with the little framework. I call logic It's it's leverage obvious gain intelligence and common sense You just use logic and you can close more deals and you can imagine Number one, if you want to close a deal you got to remember something The reason they're not moving forward you must find out what that is And it has to be the real one Most people will lie and they'll give you a smoke screen and it's not real Customers a lot of times will give you a reason they're not buying and that is not the reason They're not buying you're just not very good at fighting out the real reason So I've developed a way to to make sure that any objection can be handled You guys want to learn it? It's called Yeah, there's just one thing you do. It's it's just a hypothetical solution So when you've got the ability to hypothetically solve any problem Any problem because it's hypothetical that gives you all the power in the world If that doesn't get them to move from a no to a yes Well, then that's not the real reason. So someone give me an objection any objection I need to think about it Okay, now I'm going to hypothetically solve that So so Jennit if you didn't need to think about it and you were certain today would you move forward? Yeah Okay, now that just validated that's the real objection because she went from a no to a yes So that's step one moving them from a no to a yes, which is why I think until they say no You're not closing anything you're just selling them and a lot of times they'll just buy and you sold it good for you But that's not a closer a closer is someone that comes in after someone says no You then do logic so someone says hey, I got to get my partner Okay, if your partner were here and they told you to pull the trigger Would you do it right now if the answer is yes Then that really is why they're not moving forward folks So now you've identified the real reason they're not moving forward and that's the actual key That's the technique you're doing you're not worrying about anything other than I need to validate that that's the real objection Because if you try to close on something that isn't the real objection It's it doesn't work out very well You have conviction and certainty in everything that you say and do what led to you having that much certainty in business and in life Well, I think everyone should have that certainty once you start to age and you start to get common sense in your head You realize number one first of all everyone's not going to like what you're going to say agree So if everyone's not going to like it that means you must choose who you're going to try and make happy So if you if the choices between this person this person this person this person this person this person this person And people start to pick groups because one person's not not enough So I'm going to pick this group, but most people fail to pick themselves You make yourself happy if you guys don't like what I'm saying that like I don't need your validation for me to like what I'm saying And you guys should do the same thing man You guys are worried about other people's opinion at least people that don't say what they feel Don't have the certainty you guys witness with me. I think it's because you're not sure You're not certain and why aren't you certain? Well, it's not that you're not certain. You're Literally afraid of other people's opinions. You don't want to rock the boat You don't want to come across a certain way. You don't want to offend Well, I mean if the truth offends people well, then I don't know what to say now again That doesn't mean you'd be a dickhead either you can say things with empathy But if they're the truth and it offends people what kind of idiot gets offended by the truth Only an idiot would be offended by the truth How do you continue to always be learning but not mess up your sales process by tweaking things that you shouldn't tweak How do you continue to build up your sales skill without overthinking it or tweaking things that don't need to be tweaked you stop asking questions like that So See you're you're you're overthinking it now, bro like like how do you learn how do you always be learning dude? You have a open mind and a closed mouth like listen fall in love with learning and then try things out because again dude You had to try the things that are working right Mm-hmm But if you never tried them because you didn't want to screw up what wasn't working You'd still be selling nothing, but guess what we learned something then we try it Sometimes it doesn't work very well. Sometimes it's a little uncomfortable. That's because we need practice But you know you try it and all of a sudden it starts to work well Well, when do you change it when you want something else? Are you happy where you are, bro? Jacob you selling enough? Are you y'all done? I want to sell more. We get my readers on look at your face Okay, you all done buddy nothing else to learn you don't want to screw up the magic I can tell you this here's how you know when you should try new things Even though it might screw up your old things if you want something else if you're happy And you know it clap your hands, okay? But if you're not happy then learn new shit try new shit and do different shit Because what you're doing is getting you what you're getting what you're saying and what you're doing is getting you What you're getting so you want something else dude? You got to do something else Search people's videos you look them up you read books every day you get a book in your hand Because if we want to do something different We literally have to believe something different because the reason you do what you do is because you believe what you believe Whatever you believe is what causes your actions and choices so in order to change you literally have to change What you believe the only way to change what you believe is to get new information Hey, I like that. Let me try that boom boom boom pra- Oh, it worked. Oh, it no, it didn't see people are afraid to fail people are afraid to go backwards Sometimes you go backwards to go forwards But if you don't do anything different you're not going to get anything different. That's for sure I don't know if that answers your question, but sounded good didn't it? Brad what's going on happy Friday, man? I appreciate you being here talking with Thank you. Although just so you know, it's never happy Friday for me. Okay. I got you Is the good day though, right? Well that's a fact But like Friday signifies the end of our week here and then you have what's called week ends Don't make them week and don't accept that their week ends You got to make them strong ends, but Fridays to me are saddening because that means everybody goes home for the weekend All right, that down. I'll make sure I have that I like it my question is What is your why now and how has it changed as you became more successful over time? You know, I think I think my why in the beginning was to show everybody that I you know Was better than they said I would be I had one time someone tell me you're never going to amount to anything You're a bum really. I'm a bum watch this in the beginning It was more about just revenge right showing people proving people wrong I love to prove people wrong and then it changed to where now it's because you know, I'm worth that That's my why I'm my why in my kids, you know my family my legacy as you will as you start to get over You start to shift your wise my why right now is pretty much me in mine I want to make sure that everybody that I in touch is golden. Thank you Thank you so much for for the time today. We're better off every time we listen to you right. We really appreciate that Thank you for what you do Men my pleasure you guys are freaking kind especially coming from you guys because I mean you're I know that Alex is probably not around the office every day And you guys you know have other leadership, but Alex is still you know the the brand and so coming from Alex's team that that means a lot more why well because you guys already have a bad ass You know leader