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In the next three and a half hours, my business partner Yosh and I are going to cover everything that you need to know to get to your first $10,000 a month in commissions as a beginner. And if you don't know who I am, my name's
Complete high-ticket sales training to earn your first $10K/month using a proven 4-phase Impact Formula sales methodology.
Ask about this video. Answers come from its transcript only — with the timestamp, so you can check them.
Generated from the transcript and can be wrong — check the timestamp.
Key Takeaways
- Master the four phases of the Impact Formula to increase sales success: Intent, Logical Certainty, Emotional Certainty, and Pitch.
- Focus on modeling proven sales processes thoroughly before adding personal style or innovation.
- Understanding the purpose behind each script question improves sales effectiveness and confidence.
- Sales success depends on balancing logical and emotional certainty to motivate prospects to buy.
- Consistent practice and high activity levels in outreach are crucial for scaling commissions quickly.
What the video covers
- Andres Contreras-Grassi and his partner Yosh share a comprehensive 3.5-hour training to help beginners reach $10,000/month in commissions.
- Andres shares his personal journey from making $15K/month at age 16 to $1.1 million in company revenue at 18.
- The course focuses on mastering key sales fundamentals rather than overwhelming complexity.
- Introduces the Impact Formula, a 4-phase sales methodology: Intent, Logical Certainty, Emotional Certainty, and Pitch.
- Emphasizes the importance of modeling proven processes before innovating or personalizing sales techniques.
- Training includes scripts, verbal cues, body language, and psychological techniques learned from experts including an acting coach.
- The course is designed to be actionable, encouraging note-taking and immediate implementation of techniques.
- Andres highlights the need to understand the intent behind each stage of the sales call to improve effectiveness.
- The methodology is process-driven and can be mastered in about two hours to start applying immediately.
- Focus on optimization and mastering fundamentals before attempting to innovate or reinvent sales approaches.
Chapters
- 00:00Introduction and Course Overview
- 11:30Understanding Prospect Problems and Needs
- 24:21Overcoming Objections and Building Consequences
- 36:15The Impact Formula Sales Methodology Explained
- 46:31Phase 1: Intent - Focusing on the Prospect
- 58:30Phase 2 & 3: Logical and Emotional Certainty
- 70:30Phase 4: The Pitch and Closing Techniques
- 82:30Final Tips and Implementation Strategies
Full Transcript — Download SRT & Markdown
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Andre Conturus, and at the age of 18, last month, my company did $1.1 million in revenue, third-party verified online.
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But if you go back to the early days, while I was still in school, I was 16 years old in math class with a shitty haircut. I got to $15,000 a month in straight commissions. And fundamentally what allowed me to do this so quickly is
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I realized anything in the world—it's basketball, soccer, any sort of sport, any sort of study, whatever it might be—has a couple of key fundamentals that get you 99% of the results. In soccer, you can learn how to do it around the
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world, or you can just learn how to pass the ball, receive it, shoot—the basic stuff. And so my partner Yosh and I figured out what these specific fundamentals are, and that's what allowed me to get those results so
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quickly, only focusing on those. And for him, hitting $100,000 a month in straight commission selling at the age of 18, which is like unheard of in this industry. And so the following video, which is going to be three and a half hours, is
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the exact training course that we used to give to the companies that we work with, that we're training their sales teams, that literally allowed them to scale as big as some of our clients and do all the way up to 5 million a month in cash
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collected with their entire teams. So, I can guarantee you if you go through it, and I mean actually go through it—not on 2x speed, not just there on your phone scrolling at the same
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time, and you actually take notes—I can guarantee you you will implement at least one thing that tomorrow will allow you to start making more sales or even learn enough of the fundamentals to where you can get your first offer and
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start making money. Because this will cover everything from the basic script to verbal queuing to body language stuff that I learned from doing one-on-one sessions with Leonardo DiCaprio's acting coach. How to change people's identities to where they start acting in a
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different way and have a different decision-making process. All of it. So, that being said, enjoy.
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Now, you're going to get into the meat and potatoes of what the actual impact formula is. The impact formula was a sales methodology I sort of created over a five-year time span of, like, obviously making a good amount in
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commissions but also learning from a lot of successful people. And what I did is I sort of took everything they taught me, everything I learned in the past five years, and I was like, "Okay, how do I make a formula out of this?" And I'll
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kind of explain to you guys why I did that. I grew up as a kid with ADHD as a high school dropout. I am not a very talented human being, but I'm a very process-driven human being, right? I
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don't really have a lot of talent, but I can model anything. You tell me something to model, man, I'll model it. And so I asked myself, I was like, "Well, what if I created something, right, that worked for me,
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that could be a formula that could be taught?" And so there was a time I was in a company and I was the VP of revenue, right? So I would have salespeople that walk into the office and I
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had like four hours to get somebody who had never been in sales trained up in four hours, get them on the outbound calls the very next day or even that day. And so what it made me do is it made
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me get really good at training people, but it made me get really good at training people in a short time frame to get them good enough at the fundamentals where then they can go out there and perform and have a high level of
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activity while making them better. Okay? And so the impact formula is a sales methodology that you can literally learn in the next two hours of going through this whole course, right? Master it and literally use it on your phone
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starting today or even tomorrow. Okay, it's that good and it's that process-driven. And so what I want you to focus on as you go through this is how do I model everything? Okay, now there are four main phases to the impact formula.
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Okay, number one, phase one is going to be intent. Okay, phase two is logical certainty. Phase three is emotional certainty. Phase four is pitch. Okay, at the end of the day, there's only really two things your prospects need in order
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to set that appointment or buy from you. They need logical certainty, right? Because people buy based on logic, but they justify based on emotion. And they need emotional certainty. Okay? If you master these four phases of this methodology, you will not only make more
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sales, but you will be far more process-driven. And for most people, the key before you can start reinventing or innovating, I have a quote I, you know, whenever I speak to our B2B clients, I tell them it's like, "Forget innovation,
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focus on optimization." Okay? And so, it's the same thing here. When you learn this, don't try to change it. First, focus on modeling it and model what works for you. Okay? Once you find a way to model it, then add in your own
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taste to it. Add in your own style. Add in your own element to it. But the first goal you should have is how do I model this? Because once I model it, then you'll be good at it. Okay? Don't focus
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on innovating this methodology. This is a very process-driven way of selling that if you literally spend the next two hours looking at it, learning this, you can use it today if you really want to. But you need to focus on modeling
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this, not trying to reinvent it. And there are going to be questions and thought patterns I teach you throughout the next few videos that will literally show you how to get your prospects to not only open up more, but how do you
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get them to buy more by justifying to you why they want to buy rather than you trying to objection handle or justify to them. Okay? So, as you go through the next few videos, start taking notes on what you can implement starting
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today. So, in this video today, what I'm going to do is I'm going to give you a very quick synopsis and explanation of what you want to get out of every stage.
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So the issue with most salespeople is, number one, you don't actually know your script. Like, you don't know why you're asking the questions you're asking. You don't know the answers you want. And if you want to ask me the
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difference when I started going from 10K to 20K to 30K to 70K to 80K a month, whatever amount of money I made, the difference wasn't the script. It was my level of understanding. Okay? You have to understand your process inside out
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and you have to look at sales like it's a chessboard. The better you understand the game, the better you're going to be at it. Okay? So in this video, I'm going to make it very clear and simple. What
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do you want out of every stage? Because if you understand the intent behind every section in the script, what you're trying to get out of it, then you'll be more conscious about actually getting that rather than just hoping. Okay? And
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a perfect example of this is like if you look at people in jiu-jitsu, right? When they're on the floor, they're grappling, right? They're very intentional with the things they do, right? Why do they drag the arm? Why do
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they try to grab the leg? They are so intentional because everything is a setup, right? But they don't do anything unconsciously. And so I think sales is very similar where it's like you have to consciously understand
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why you're doing what you're doing because then it makes it easier on how you actually need to do that. Okay? So phase one, intent, you have one main focus here, right? If I was to make it clear, it is
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like you need to put the focus of that sales call or setting call, whatever it is, put focus on the prospect. Okay, a lot of salespeople when they start off their sales calls, right, they're g...
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going to go or you know what I'm going to do is I'm going to ask you a few questions the issue with that is you're making it all about you and in reality does the prospect care about you or
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themselves themselves so you have to make it about them and put the focus of the call of your questions onto them not you okay so the first thing you're looking for is you need to put the focus on the prospect. The second thing, and
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I'm going to explain this to you, is you need, and I would write this down as I write it. You need to get a tangible plus a past experience. Okay? Now, in terms of the scripting and the actual
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questions you need to be asking in order to get this, don't worry about that.
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That's later in the course, and you're going to see Andreas do that, and you'll see myself do it. Okay? I have to get a tangible. A tangible is another way of saying this is an overarching goal.
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Okay? So, as soon as I start off the call, which is why the first phase is called intent, I need to get an overarching goal for the person, right?
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So, I'll give you a quick example. If I sell fitness, my overarching goal might be, "Hey man, I want a better diet." Okay. Now, once I get that overarching goal, I have to get a past experience.
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Now, why do I have to get a past experience? Is I have to take it deeper.
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Okay. Let me explain what I mean by that. Most people when they enter in a call and they answer your first question, I need help with X. I need help with Y. Whether I sell fitness, business coaching, sales training,
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doesn't matter. Their initial answer to you is going to be what we call surface level. Because most people when they answer questions, right, and you ask them a question and they answer it a second later, it's not like they've
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actually thought about it. they've just given you the answer that they believe is true to them and that you want to hear. And so in order to prevent ourselves from building a gap and trying to sell somebody based on a surface
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level goal, we're going to double down by getting their past experience on why they believe they struggle with that.
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Okay? So an example of that is if somebody tells me they want to work on their diet, I might ask a question like, well, what have you seen so far that makes you feel like you don't have the
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right diet? Because that causes the prospect to then think about reasons of why they believe their nutrition isn't where they need to be if you're selling fitness coaching, for example. Okay?
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There'll be more details on the actual verbiage of it later in the course, right? Like I said, but main goal, get the focus off you, put it on the prospect, get a tangible, get a past experience. Those are the main things
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you're trying to get out of the first phase, whether you're a setter or a closer.
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Phase two in the impact formula is going to be logical certainty. Now, again, every prospect buys based on logic, but they justify on emotion. And we're going to [ __ ] hit both. Okay. Now, in logical certainty, there are a few
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things you're trying to get out of it. Okay? You're first of all, now that you have an overarching theme and you have a past experience, so you've built a bit of a gap. Now you're trying to understand the cause of the
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tangible/overarching goal. All right? So arching goal. Once I understand the cause of it, then I want to understand the problem. Right? So what is the gap if you will and then I simply want to probe which makes the gap
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bigger. This is something a lot of people get messed up. So now let me explain the rules of this stage if you're going to do it effectively. When you are in logical certainty, you are not making small talk. A lot of sales
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people get very uncomfortable when they're talking about a problem with a prospect. And so what they end up doing is they end up, you know, communicating with them, making small talk like, "Yeah, man, that must really suck." Like
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that, you know, that a lot of our clients deal with that. And the only thing you do when you create small talk is two things. Number one, you make the call longer, but you're making the gap smaller. And I'll give you a perfect
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example. If I am somebody that, let's say, I have a fitness problem. I'm overweight. And I speak to somebody and I tell them, "Hey, man, I'm really overweight." And they're like, "No, man.
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I completely understand like, you know, lo, you know, losing weight's very hard." All I'm sort of doing as a salesperson is buying into their objections. So the rule you need to establish whether you're a setter or closer doesn't matter. in logical
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certainty. No small talk. Okay, they are not a friend. You are not here to have a casual conversation. You are in taking their logical certainty, getting them to build a bigger gap which will give them more certainty that they need to solve
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this problem. If you make small talk and you increase the intensity of their problem, they're not going to buy from you. Okay? So again, in logical certainty, you're going to help them in understanding the cause of them having
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that tangible/overarching goal. What is the cause of it? What is the problem that they're facing because they have that tangible or they haven't achieved that overarching goal? And then you're going to probe the living [ __ ] out of it to make that gap bigger. Okay?
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You're going to make that gap so big that it causes them to logically be like, "I need to solve this." Cuz the more I probe in creating a bigger gap, which you're going to learn how to do in
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the later videos here, you're going to be able to create a much bigger gap that causes people to actually want to change. Okay? So, that's the explanation of logical certainty. To keep it simple again, no small talk. Understand the
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cause of the tangible, create the gap in the problem, and then you're going to probe out of it in order to build that logical certainty.
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Now, the third section of the impact formula is called emotional certainty. Now, if you're a setter, you're sort of not going to be going into this section.
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This is more for closers. But let me explain how this works. Okay, I have gotten the prospect to understand the intent of why they're here and I've created logical certainty of why they need to logically solve their problem.
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But the key to making all this tie together is now I have to create emotional certainty because people will buy based on logic, but they justify based on emotion. And regardless of what industry you're in, I have trained this
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formula in probably a little bit over 75 to 100 industries at this point. And every industry, it's the same concept, right? Buy based on logic, justify based on emotion. Okay? As a salesperson, you have to get people to emotionally
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connect with you in order to get them to buy. Okay? Now, I would write this down because this will help you in understanding the intent behind phase three. Phase 3's intent is simple. What have they done in the past to solve that
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problem? Now that we logically know it's a problem, what happens when they get what they need to solve that problem?
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Okay, few things I need to understand here. here. And if you guys, you know, all the people out there that love identity framing, this is where you can actually [ __ ] do identity framing.
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Okay, in this stage, I have to understand the thought process of why they haven't taken action. But in addition to having the thought process of why they haven't taken action, I have to get them to visualize in depth, not a
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dream, in depth if they solve it. So, I've gotten the intent. I've understood the logical problem. I have to understand as a salesperson and they have to understand as a prospect why they haven't solved it in the past.
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Whether that means they've tried but they failed. They've invested in themsel and they failed or they didn't try anything at all. I got to understand that [ __ ] For most of you as sales people, your sale is made right here.
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And I guarantee you this, if you suck at logical certainty, which I don't want you to, but let's pretend you do that at a 7 out of 10. You nail emotional certainty, man, you're going to sell everybody. And anything I've ever sold,
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it was the fact that I was able to get them emotionally certain on actually making a change. That's why they changed. And the reason I was able to do that is this [ __ ] right here. I was able
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to understand the thought pattern of why they haven't done something about solving their problem. And then I was able to get them to visualize the in-depth goal of what happens when they do solve it. And I wasn't I was able to
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do that without having a 2-hour [ __ ] long therapy session or a 10-hour long motivational session. I could do that within 5 to 10 minutes. And so later on in the videos down below, you're going to literally see how I was able to get
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people to understand their thought pattern. Not only did I understand it, but they understood it, which is why they realized it wasn't productive for them, right? And then I was able to get them to visualize what it looked like
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when they did solve their problem, which created this massive emotional gap of where they are now via where they want to be. Understand this. Write this down.
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What have they done in the past to solve their problem? And what happens when they get what they need to solve their problem, not what they want to solve their problem, what they need to solve their problem. Understand in this
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section, you are going to understand their thought pattern of why they haven't taken action. Not only are you going to understand it, but you're going to point a mirror to get them to understand it. And then you're going to
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get them to get them to visualize the indepth life they're going to have when they solve that problem. Whether it's losing weight, building their business, marketing, it doesn't [ __ ] matter what you sell. You're going to get them
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to realize that. Cuz if you can fix this [ __ ] of getting people and pointing a mirror at their thought pattern and how it hasn't helped them, and you can get them to visualize what the future outcome looks like to a level of depth
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that no other salesperson has been able to do with them, not even their own family, you're going to emotionally get them very certain on achieving the goal.
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And that's what you're going to learn here. Phase four, which is the final phase, is pitch. Pretty straightforward. Now, the way I'm going to teach you how to pitch is going to be a way that not only works, but it's very time efficient.
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Okay? Whenever your pitches or your presentation, whatever you'd like to call it, is going for 10, 15, 20 minutes, all you're doing is boring the prospect. Later on in the videos, I'm going to show you how to make a 3 to 5
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minute pitch, probably only 3 minutes, where it's short, concise, to the point. Now, the biggest thing I want to remind you when it comes to what I'm going to teach you later on in these videos about pitching, your pitching has to have a
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lot, and I mean a lot of context. When you've taken them through these stages, intent, logical certainty, emotional certainty, and now you're in the pitch.
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It's sort of where you tie everything together. There's no cookie cutter way of doing a pitch. I'm going to give you a formula you can follow to do your pitch. And there going to be gaps in that formula. The gaps in the formula is
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going to be the context that you need to add based on what your prospect is saying to you. Okay? So, this is not just about understanding the formula.
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This is about being able to adapt on the spot. Okay? So, just to be clear, phase four, pitch, 3 to 5 minutes. And the biggest thing in this phase I want you to write down on your pen and paper or
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typing it, whatever, is this is the section where you're going to bring all the context of everything this person has said you throughout the call. You're going to bring it in this 3 to 5 minute section to wrap it all up to get them
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bought in on pursuing your product or service that you sell. Welcome to the setting script breakdown.
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So, whenever somebody opts into an ad or requests somebody to call them or shows some level of interest, this is the script you're going to call them with and take them through in order to schedule them for the full Zoom call
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with the closer. And by the way, as we're going through the script, because we can think so [ __ ] quick, we're going to tailor the script to multiple industries, fitness, a lot of the common ones. That way, you can see how to
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actually apply the script into multiple industries. And if you're already on an offer, as I'm going through this video, create the script at the same time. Fill in all the blanks. That way, you have a script you can start using in the next
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[ __ ] 30 minutes. So, let's get into it. At the very beginning, we have to understand where is the prospect, the person you're calling at in terms of their mind. They have shown some level of interest in whatever product or
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service you're selling. Which means if they have shown some level of interest, they have some kind of problem or something that they want to work on or make better or solve. If somebody says, "I want to make some [ __ ] money,"
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that means they feel like they're not making enough [ __ ] money. And so by them clicking on the ad or responding to the post or whatever it is, they have admitted I have some kind of problem.
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So, our first goal on the call is we need to get a vague goal and a vague problem. Because as soon as we uncover that, if we can get them the first minute of the call, now that person is
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more bought into the conversation because it's no longer just a call for the sake of [ __ ] calling them and bothering them. Now, it's an actual call to solve a problem. So, now they're going to start actually paying
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attention. So, in order to get that, here's how you start the call. Hey, hey, is this this John? Yeah. What's up, buddy? It's just Annie from X and Y and Z company. Man, it looks like you whatever action they took downloaded XYZ
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guide for possible help with losing more weight, getting in better shape. It could be you purchased the guide on getting into high ticket sales so you can make more money online. Whatever the thing is that they did and the result
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that they wanted from it, all you're doing is reconfirming that. And then you just go, is that is that right? So, for example, if it's a fitness offer helping people get in better shape, they're fat as [ __ ] They want to get in better
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shape, then it's just What's up, buddy? It's just And here, man, from like XY andZ company. I I was looking here because it looks like you you filled out a form. I think it was about possible help, like losing a little bit more
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weight, getting better shape, all that jazz. Is that is that about right? Then they say, "Yes, it is." And then we move on to the next question. Let's imagine it was an offer helping people get into high ticket sales to make more money
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online. It would just go, "What's up, buddy? It's just Andy here from like X and Y, and Z company, man. I was looking here because it looks like you you downloaded I think it was a guide about possible help like getting into high
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ticket sales so like you could make more money online. Is that is that about right? And right there they're gonna say yes and then we go into the next question. Okay, easy man. Well, just to see if I could help you get a little bit
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more out of it because I might even be able to send you like a a bit of a more specific training for you. What was the main intent behind I guess downloading or purchasing whatever they just did?
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Like what were you hoping to get out of it? So for that fitness example again, easy man. So, just to see if I could help you get a little bit more out of it cuz I might even be able to send you
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like a a bit of a more specific training for you. What was the main intent I guess behind even like looking to possibly lose the weight? Like what were you hoping to get out of it? Was it more
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I guess like the energy aspect or like the confidence? Like what for you for the helping people get into sales, the bisop example? It would just go, okay, easy man. Well, just to see if I'd help you get a little bit more out of it
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because I might even be able to send you like a a bit of a more specific training for you. What was the main intent behind I guess even looking at like possibly getting into high ticket sales in the
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first place? like what were you really I guess hoping to get out of it? And then to that question, what are we going to get? A surface level goal. They could say, "Oh, well, I want to make more
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money. I want to have more energy. I want to be in better shape. I want to feel more confident. I want to be able to travel more. I want to have more time freedom." Those are all good answers. It
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just has to be a goal. What is the definition of a goal? And you should [ __ ] know this. It's something they want in the future. That is it. So, if it meets that criteria, then we can move
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on to the next question, which is to actually get the problem. Here's the psychology behind this because I want you guys to understand this. Not just know a bunch of words like all these Instagram gurus that don't actually know
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[ __ ] about sales. If somebody wants something, it means they feel like they don't have it. And if they feel like they don't have it, that is the problem.
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If somebody says, "I want to make more money," it means they feel like they're not making enough money. So that is the problem. If somebody says, "I want to lose weight," it means they feel like they're not losing enough weight. So
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that is the problem. Whatever they want is what they don't have, which is the problem. And so if they told me their goal, now by default, I know the thing that they don't have. And so I just have
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to ask a question to get what that thing is. And to do that, we're just going to ask, well, what have you seen that I guess makes you feel like you you don't have X. So using the fitness example,
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let's say they said, I want to have more energy. That is my goal. Then you just go, well, what have you seen that I guess makes you feel like you you you don't have as much energy as you'd like?
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Oh, well, I mean, I'm tired all day. I'm fat as [ __ ] I don't have any energy. I don't work out. I don't eat good. But I don't have any energy. If they told us their goal is they want to make more
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money. Well, what have you seen that I used makes you feel like you're you're you're you're not making as much money as you'd like. I guess, oh man, I mean, I work this [ __ ] job and it's cap.
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They don't give me any promotions. I'm making three grand a month. I'm living paycheck to paycheck. And you can plug in any goal that they mention right here and that'll give us again what they feel they don't have, their problem. So now
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at this point in the conversation, they are but it, right? We've uncovered a problem. We're like 30 seconds in. We're [ __ ] moving. We're rolling. And then all we have to do is now go into logical certainty. What is the point of logical
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certainty? We're essentially from a psychological perspective asking what are they doing now? What is their current strategy? Then uncovering more problems and connecting the two. Because if we can connect what they're doing now to the problems, what does it make them
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want to do psychologically? Push away from it. If you were fat and you were going to go on the my 600 lb life and one day you all of a sudden woke up one morning and you were like, you know
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what, I'm fat because I have a terrible diet. and you actually realize I'm fat because I have a terrible diet. What does that make you want to do psychologically? Well, I don't want to do that diet anymore. I want to push
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away because it's clearly not working. It's causing me all these problems. Clearly not working. I don't want to do that [ __ ] anymore. And so, again, that's what we want to do for the prospects, but for whatever problem they have. So,
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here's the exact script they use to get there. First, we just ask them, well, what are you doing to achieve goal?
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Whatever goal they mentioned earlier. Then we go and how long have you been using like that strategy for? And then we go and what caused you to like like like use that strategy like in the first place. So let's use the fitness example
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where they said the problem is they don't have enough energy and the goal is they want to have more energy. This is the script. This how you'd say it. Well, what are you doing to I guess like trying to have more energy now? Oh well,
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I mean I've been trying this diet where like it's a lot of proteins and a lot of veggies and stuff. Oh, really? And how long have you been I guess like using like that diet for? Oh, I mean the past
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like year, man. Oh, really? So not not like too long, man. What caused you to like like like like use that diet in in the first place? Oh, I mean, I found it online on this Reddit forum and I just
Speaker A
thought, you know what? Let's give it a shot. Great. Now we know everything about their situation. Now we can move into the actual problem section so that we can connect the two. Okay. So, do do you do you like it? I guess like besides
Speaker A
obviously not having all the energy you want to have, do you I guess like like that diet you've been using like like now though, if they say yes, then we go, "Oh, what do you like about it?" If they
Speaker A
say no, we want to force them to a yes. So we go, well, it can't all be terrible. Like, have you been using it?
Speaker A
What do you like about like let's start there. Why do we do that? This is a very common question because you have to understand that as a salesperson, if all we're ever doing is asking questions about their pain and their problems and
Speaker A
what's [ __ ] up about their life, they start to go, you know what, this guy is biased. All he cares about is my opinions cuz he wants to sell me some [ __ ] And so instead, as a salesperson,
Speaker A
we want to seem unbiased. That way, they actually trust us. And so first we want to figure out what they like about what they're doing. We want to speak about the things that they like because then when we go into the things that they
Speaker A
don't like, it's going to hit a lot harder and we're going to seem like, oh, we're neutral. Like I want to actually help you. So again, first you basically ask them, "What do you like?" And then after they give us that answer, then we
Speaker A
go, "Okay, I mean, it doesn't sound like like like terrible." I guess is there is there anything you would change about either like the the the the the diet itself or like the I guess like results you may get from it like if you if you
Speaker A
could though. And so again, literally all you have to do is just plug in whatever process they have and the result they would get from it. And don't worry, I'm going to give another example in a second with the high ticket sales
Speaker A
example. That way you guys can see exactly how to structure it for other offers as well. But great at this point after we've asked this sequence, what answer we can get to that question? Oh, well, I mean, man, like I I I just I'm
Speaker A
not losing weight fast enough. Oh, I mean, man, like I I I I just I hate the diet. Like, it tastes terrible. We're gonna get a deeper problem. And as soon as we get that, then we can move into
Speaker A
expanding on that pain to make it hit harder. So, first we just clarify. We go, what do you mean by that? Like, you're not losing the weight, I guess, like like like fast. Oh, I mean, man, I'm losing like half a pound a month.
Speaker A
Like, it's just it's not it's not going fast enough for me. How long has that been going on for to where like you're only losing like that that half a pound a month? Oh, I mean, man, like since I
Speaker A
started the diet, so I guess like the past 12 months, like it's just it's not been working. And without assuming anything, by the way, like will you putting in all that work, man, like following the diet for the past year,
Speaker A
but still only losing that half pound a month. Has that had an I guess an impact on like your your motivation actually keep going? And you can be real with me.
Speaker A
Oh, yeah. I mean, man, it's it's super demotivating. Like, I'm putting in all this work, but I'm just not getting any results. And what have we done? we have expanded the pain. So now in their head they're all [ __ ] up like what the
Speaker A
[ __ ] This is terrible. I hate this [ __ ] Whatever. And then at this point again we have now connected their current process, their current diet or whatever the thing might be to all their problems. So now they want to push away
Speaker A
from that and then that's when we go into the transition to setting them for the call. We won't go into that yet. I'm going to give you guys another example for logical certainty first. Let's go back to the example where we're helping
Speaker A
people get into sales. And the problem they mentioned is I'm not making enough money. I can't go on vacations. And the goal that they had is I want to make more money so I can have more freedom.
Speaker A
So first we're going to ask what are you doing to like I guess like try and make more money now. Oh, I mean man like at work I've been trying to get these promotions. Like I'm trying to increase
Speaker A
my income blah blah blah. And how long have you been doing that for? Like working at that job trying to get the promotions. I mean man I've been at this job for the past 5 years. Really? That's I mean that's a decent amount of time.
Speaker A
What caused you to like like like get that role like in the in the first place? And then we move into the problem section. Well do you like it? Like I guess besides obviously not making the money you want to make. Like do you I
Speaker A
guess like what you do for work like like now though? Oh yeah. I mean I don't I don't hate it. Oh. What do you like about it? Oh, I mean man it's just really like easy for me. Like I've been
Speaker A
at it for so long it's just like not challenging anymore. Like it's very comfortable. Okay. I mean it doesn't sound like like terrible then. I guess is there is there anything you would change about either like the the the the
Speaker A
the role itself or like the I guess time or financial freedom you get from it?
Speaker A
Like if you if you could though again what did I do? I just plugged in the process. What is the process he has for making money? His job. That's what he mentioned earlier. My process is I'm trying to get promotion so I can make
Speaker A
more money. So that's what I plug in here. What is the result? He wants more time and financial freedom. So that's what I plug in for the result. Like if you if you could though, and right there, he has to give us a deeper
Speaker A
problem. So for example, he might be like, "Oh, I mean, man, I'm not making the money I want to make. So I can't really afford to like go on vacations with my family like as much as I want
Speaker A
to." And then as soon as we get that problem again, we just expand. What do you mean by that? Like you can't go on like those those vacations. How much does it cost? Oh, I mean, man, like I I
Speaker A
just can't afford it this and this and that. And again, then we go into And how long has that been going on for, man? To where like I guess you're not able to actually go on those vacations because
Speaker A
we're like we're not making the money we want to make. I mean, man, ever since starting this job, like I never really had any savings or nothing. So, I couldn't really like go on those vacations. And I guess like you not
Speaker A
making the money you want to make, man, to like where you're not able to go on those vacations without assuming anything as a coach, has that had an I guess an impact on like your ability to really like create like that dream life
Speaker A
that you envision for you and your family? Oh, I mean, yeah, man. Like all I ever do all day is I just work. Like I I don't I don't have time to really do anything else. So again, what is the
Speaker A
pattern? We have now expanded the pain and we've gotten him to see that his current job, what he's doing now to try and make more money is not allowing him to go on these vacations and everything else. So, we've connected the two, which
Speaker A
again, psychologically for him makes him be like, "Fuck that [ __ ] Get that [ __ ] out of here. I want something new." And so, now think about it from a psychology perspective. And then we'll go into
Speaker A
transition. If he's been using a current strategy and now he realizes it does not work, what does that make you want to do? Obviously, you want to push away from it, but if you have to push away from that thing, what else do you have
Speaker A
to do? Well, you have to go towards something new because you can't just quit your job and not make any money.
Speaker A
So, now you got to do something new. which is why now at that point when they're like well [ __ ] what do I want to do that's when we go in the transition because we're the new thing they can do
Speaker A
to make more money or if it's a fitness example the new thing they can do to actually lose the weight a better diet and right at that point is when we go into the transition so great now let's
Speaker A
go into the script for the transition this how we actually schedule that final appointment the zoom meeting with the closer and that's where the money gets collected right so we start off so let's zoom out for a second man like in a
Speaker A
perfect world where do you want to be in six months in terms of like monthly income again this is assuming we're selling that offer helping people get them into sale so they can make more money, right? Obviously, don't use this
Speaker A
if it's a fitness offer. But then right there, they go, "Oh, well, I mean, man, like in 6 months, I probably want to get to 20K a month probably." And how far are you from that now? Just to see kind
Speaker A
of what that gap looks like. Oh, I mean, I'm averaging like 5K a month. Okay, sweet. Well, let's say there was a way to possibly help you kind of acquiring the right skills so you could I guess like go from that 5k month to like that
Speaker A
20k a month. Would you actually be like willing to invest in yourself if that's what it took to actually like get there?
Speaker A
Now, right there, any smart person ever will say yes. Any smart person will say yes. And once they've agreed they are willing to invest in themselves, even if maybe they don't have the money saved up right now, it means they are at least
Speaker A
willing to go out there and look for a way to get the money and then actually book them in. All we do is we just go, "Wait, well, based on what I've heard, man, of whatever problem they said." So,
Speaker A
in this case, oh, the fact that you can't really go on vacation because like you're not making the money you want to make. I feel like there might be a possibility of like being able to help you with really getting to that goal of
Speaker A
whatever the goal was. So, in this case, 20K a month. What I can do to help man is I can connect you with John, whatever the name of the closer is, and he could really dive deeper on kind of like where
Speaker A
you're at now versus I guess like where you want to be. And then if he feels like we could help, he could kind of walk you through like potential more advanced training so you could actually like learn sales, get to that 20k a
Speaker A
month goal. How does that sound? And right there, if you have done a good job of the entire process, they will say yes 100% of the time. And then all you do from there, obviously just sort out logistics, figure out what time they can
Speaker A
do it, schedule them with the closer, and then he will hopefully close the sale. If he's not completely [ __ ] and if he's actually gone through this as well, he will close the sale and you will get
Speaker A
paid. So just to recap, let's go through the entire thing again. Starting from the intent stage, the person has shown some kind of interest in your product or service, which means they have some kind of problem they're looking to improve or
Speaker A
solve. So all we have to do is get a vague goal and then get what that problem is. Then we go into logical certainty. And here we uncover what is their current strategy, what are they currently doing, and what problems do
Speaker A
they have? Because then after we attach the two together and make someone want to push away from what they are doing and therefore uncover something new and what is a new thing that they're going to replace it with, whatever the [ __ ] I
Speaker A
am selling because we're that [ __ ] good at sales. So that is the entire process start to finish. Then obviously just schedule them in. That is the entire script.
Speaker A
Okay, welcome to the first session and the first phase of this impact formula. Now, the next section is emotional certainty. Now, if you are a closer and you're getting, let's say, inbound appointments or even if you're doing your own outbound, this is the section
Speaker A
you want to start your sales calls off of. If you're a setter, do not go through this section just cuz it's probably going to confuse you. Make sure you go through Andreas's sections. But if you were a closer, this is where I'm
Speaker A
going to break down the exact framework I have used to make seven figures in commissions. Okay. Now, whenever you get an inbound lead, you're probably going to start off a call by recapping the notes of the setter. Or if you set that
Speaker A
on appointment, you're going to recap what you did in intent, right? And logical certainty. Now, once you recap that, it's going to sound something like this. Like, hey man, I know you spoke with XYZ or I know you and I had chatted
Speaker A
earlier and you kind of mentioned XY and how kind of it's inconsistent. That's kind of where you're at now, right? In a nutshell. And they're going to say yes.
Speaker A
Your very next question and your very next phase in the script is called emotional certainty. Now, realize one thing. Every human being needs to be logically certain and emotional certain.
Speaker A
This is the exact verbiage of how you want to do it. Now, the next question you're going to ask people is going to be what I like to call an identity shift. Okay? And what this question is meant to do, this question is meant to
Speaker A
eliminate the most common objection. So, take a sec right now and really think, what is the biggest objection you get?
Speaker A
Give you some example. If I sell fitness, the biggest objection I'm probably going to get by somebody is, "Hey man, like I'll just do it on my own, right? I'll just try to figure it out." If I sell business coaching, maybe
Speaker A
the objection I'm going to get is, "I'm just going to go figure it out on YouTube." If I sell sales training and I'm dealing with egotistical salespeople, right, maybe they'll say something like, you know, I'll just take more calls. So, what I want you to think
Speaker A
about right now is what is the biggest objection that your prospects give you? And then I'm going to show you how to frame this question. Now, there are a few different ways you can word this.
Speaker A
The way I like to word this is this. Okay, man. So, I guess just so I see the rationale or just so I understand.
Speaker A
What's the main reason you're even possibly looking for X rather than just doubling down on what you're currently doing and just continuing with why?
Speaker A
Okay, now there are a few ways you can do this. Few examples. Let's say I sell fitness. Okay, man. And like so just so I understand, but besides obviously wanting to lose weight so you can, you know, get into shape and feel better,
Speaker A
what's the main reason you're even possibly looking to kind of like get more of like a personal trainer rather than just kind of continue just going on YouTube and trying to figure it out like kind of the average people, right? So if
Speaker A
you notice that, notice the tonality and how I'm super curious, but what I'm doing in that question is I'm getting them to justify to me why the biggest objection that they would normally give me is invalid. And so this is when you
Speaker A
start playing with somebody's identity, right? and you start using identity frames through questioning, not [ __ ] reframes because all I'm causing the person to do is justify. Another example, let's pretend I sell business coaching. So, I might say something like
Speaker A
this. Hey man, like just so I see the rationale, but I guess besides wanting to like, you know, obviously like grow your business so you could, you know, make more revenue and increase your profitability, what's the main reason
Speaker A
you're possibly looking for more of like, you know, like a business coach rather than just maybe going on YouTube and trying to figure it out yourself?
Speaker A
And then what is the prospect going to do? they're going to justify to you every reason why they can't do that. And so now you've eliminated the number one objection. Okay? So what you need to think about is what is the number one
Speaker A
objection you might get from a prospect. That is what you add in to this identity shift and future pace question. Okay?
Speaker A
When you ask this question, you are very curious and skeptical. So watch my tonality and watch my facial expressions. I'm going to give another fitness example. Okay, man. And then so I guess just so I see the rational but
Speaker A
besides obviously like wanting to you know lose weight so that you're able to you know kind of like feel better get into shape but what is the main reason you're even possibly looking for more of like you know like a personal trainer
Speaker A
rather than maybe just like you know trying to figure it out like the kind of average person does and never lose weight like what's really causing that?
Speaker A
Well because of X because of Y because of Z. So notice that every time I go over the concept of like getting a personal trainer or getting more advanced training, I increase my hand motion here because I show them the
Speaker A
elevation rather than just I guess continuing just trying to figure it out on your own. Right? When I put my hand down unconsciously, the person internalizes that. Okay? So that's the first question you're going to ask. This is the question where as soon as the
Speaker A
prospect answer this, you're looking for answers like, "Oh, well, I don't want to do that because, you know, I can't figure it out or I've tried or it hasn't worked." I'm looking for a legit answer from this to actually figure out why
Speaker A
they don't feel like they can do it on their own. So, this question here is meant to sort of eliminate the do it by yourself objection, right? I'll just figure it out. So, make sure that when you ask this question, you get people to
Speaker A
justify to you why they can't figure it out. If I sell fitness, it needs to be something like, "Hey, man, you know, I can't do it cuz I've been overweight for 5 years, so obviously it's not working." If I sell business coaching, maybe they
Speaker A
say something like, "Well, you know, the business has hit a plateau and I can't grow it." if I sell sales training, right? The way I used to when I used to sell sales training, the way I would ask
Speaker A
it is like, "Hey man, just so I see the rationale, but you know, besides obviously wanting to, you know, like increase your commissions so you can make more sales, more commissions, all that jazz, but what's even the main
Speaker A
reason you're possibly looking at more of that advanced training rather than just, you know, going on YouTube like the average sales rep does?" And then they would justify to me why they wanted more advanced training. Okay, so that's
Speaker A
the first question. Now, as soon as I finish that, I'm going to go into my next question, which is this is where if you guys want to know where 90% of your sales remain as a salesperson, it's here. And this is what we call initial
Speaker A
question in emotional certainty, which is this. Think about it this way. I figured out the intent. I've created logical certainty. I've got them to justify to me why they can't do it by themselves. So, now what my goal is to
Speaker A
figure out is I'm trying to figure out what has this person done in the past about solving their problem. If I can understand what this human being has done, regardless of the product or service I sell, if I can figure out what
Speaker A
this person has done to solve their problem, which chances are they haven't done any, an overweight person who hasn't got a personal trainer in 5 years, hasn't really done much to solve their problem. And so my goal is to
Speaker A
frame the conversation differently of why has this person not invested in themsel to solve their problem or if they have invested in themsel and they haven't got the solution, why not? I'll explain how this would work. I'll give
Speaker A
you a few examples. Let's say I sell fitness. Okay, I'll keep it consistent with the role plays we're doing. Okay, man. So, before we started speaking today, I guess what have you done then about I guess you know getting more of
Speaker A
like a personal trainer so that you were able to kind of, you know, lose the weight, feel better, and like get into shape. Like, what have you done about getting more of like a personalized coaching plan? And let's pretend they
Speaker A
say, "Well, men, I haven't done anything. I've only done YouTube or I've only, you know, searched up random things on Google." I probably have to uncover why they haven't done [ __ ] about solving their problem. So, then I'm
Speaker A
going to go into my new line of questioning, which is going to be, okay, that's not a problem. What actually prevented you from like getting more of like advanced training or like a personal trainer so you could lose
Speaker A
weight and get into shape. Now, when I asked this question of what prevented you? I really want you to think carefully here. I'm looking for the truth, not some [ __ ] surface level answer, okay? And when I used to sell
Speaker A
fitness and I used to ask people this question, sometimes they would say things like, "Oh, I didn't even know I could." And I'd be like, "Well, hey man, there are gyms for a reason and those have been around for over a decade. You
Speaker A
probably knew something." This is the answer where most people will try to [ __ ] They'll try to tell you like, "Oh, I didn't know this and that." Total [ __ ] Every human being knows that they can hire somebody to solve their
Speaker A
problem. They have it. And it's getting them to own up to why they haven't. So when I used to sell sales training, it would sound something like this. Okay man. So tell me one thing like before we started speaking today like what have
Speaker A
you done then about getting more advanced training so you could make more commissions, more sales, all that jazz.
Speaker A
Like what have you actually done about getting more advanced training to get to that next level? And it's like man I haven't really done anything. I've only done like YouTube or company training.
Speaker A
Okay. And so what prevented you from getting more advanced training to get to that next level? And usually they would say things like oh well I didn't think I needed this and that. And so I'd repeat the question. And I'd be like, "Okay,
Speaker A
man. Like, that aside, what actually prevented you from getting more advanced training to get to the next level?" And the answer I was looking for in that question was the truth, which in this situation when selling sales training to
Speaker A
sales people was like, "Hey man, I was lazy. I thought I was good enough. Like, I didn't know I needed it because my ego was too big." I was looking for the truth, which usually was one of those
Speaker A
three things. As soon as I get what I need out of this question, then I'm going to transition into the next question to get them to own up of why now is the right time. Now, I'm not going to do it in a salesy way, which is
Speaker A
like, "Hey, man, like why now?" I'm going to go right into it. Okay, man.
Speaker A
So, what shifted? What shifted now that made you feel as if you needed more advanced training to get to that next level? So, what shifted now that made you feel as if you needed more of a coach so you could lose this weight? So,
Speaker A
what shifted now that made you feel like as if you need a coach to actually grow the business? So, notice the way this works. If in the what prevented you from doing something, I get a [ __ ]
Speaker A
answer, right? They give me some [ __ ] and they don't give me the truth. And if I accept that and then I go into what shifted now, I'm going to get a surface level answer for that as
Speaker A
well. So what you got to think about right now is like when you ask the question of what prevented somebody from investing in themsel or whatever the case might be. What answer do you actually want? Right? If I sell fitness,
Speaker A
I want an answer like you know I was scared, I was afraid or you know I didn't want to spend the money. This is where you figure out the real objection.
Speaker A
This is how you pre-handle it because this question tells you exactly what objection this person has had for 2 days, 2 weeks, 2 months, two years, doesn't matter that has prevented them to take the action to actually solve
Speaker A
this problem. This is how you pre-handle objection. Okay. So when I sold sales training again I wanted people to tell me the truth which was usually they had a big ego they were lazy whatever it was and then as soon as they would give me
Speaker A
the truth then I would transition okay man so what shift it down that made you feel as if you need more of that advanced training to get to the next level and then when I asked that question I wanted usually for people
Speaker A
it's an experience right so like they say something along the lines of like hey man like I just had a kick or hey man like you know I saw my commission check and it just it made me feel
Speaker A
depressed you know when I used to sell fitness and I used to say what's shifted now usually people would say you know I'm a father I'm a mother now or you know I just hit an all-time high on the
Speaker A
weight scale and so Now I know I need to do something. Okay, so that's just an example of like what you're really looking for. And then later on in the course, you're going to see actual like live role plays of like how this would
Speaker A
actually function. Okay, but that's the general idea. Now, as soon as I figured this out, right, I've create so understand what I've done here. If you look at all these questions in emotional certainty, the first section, I've created an identity shift because I've
Speaker A
got the person to justify to me why they can't do this on their own. I've got them to justify to me and themselves why they haven't taken action. And now I've also got them to justify what has shifted that makes them want to take
Speaker A
action. So now I've created what I call an identity shift. Now in order for an identity shift to stay true, I have to create a future pace and I have to create a destination that makes it worthwhile keeping that identity. When
Speaker A
people make an identity shift, give you an example. Let's say I'm overweight, right? And I watch a really inspiring motivational video or story about somebody who lost weight. In order for me once I go through that video, I have
Speaker A
an identity shift where it's like I don't want to be fat anymore. I want to be fit. For me to sustain that identity shift, I have to have a compelling future. Okay? So I'll describe it to you this way. Whenever somebody makes an
Speaker A
identity shift. Let's say I smoke, right? I smoke cigarettes. For me to quit cigarettes, I need to have an identity shift. Maybe I see somebody that died from cancer at 32 because they were smoking too many cigarettes. That
Speaker A
created an identity shift in my mind. But now I need a compelling enough future that causes me to say, "I'm not going to smoke again." Every human being needs a compelling future. And if you're going to get somebody to have an
Speaker A
identity shift, there has to be something that causes them to want to sustain that shift. In your situation, you're trying to get them to sustain it till the end of the pitch. So they spend the 5, 10, 15, 20 grand, whatever you
Speaker A
charge. But to sustain that, they need something to look forward to. Okay? Once I've created that, we're going to go into what I call future pacing. Now, this is how you do future pacing. Okay?
Speaker A
And this is why I was able to go a lot deeper in my sales calls because I actually mastered this. Okay? And this is how it works. Once you finish the identity shift, you're going to go into, okay, man, so let's say, you know, there
Speaker A
was a way to possibly kind of help you with, you know, being able to lose that 50 lbs so that you were able to kind of feel better and look better. So, so let's say, man, there was a way to
Speaker A
possibly help you with like, you know, getting those advanced skills necessary so you could increase your commissions and get to that 20 grand a month. What would that allow you to do? So, so let's say there was a way to possibly help you
Speaker A
with, you know, fixing your marketing so you could grow the business to that 200k a month, which is like, I think you said double of where you're at now. Like, what would that allow you to do? Same tonality, same verbal pausing. Okay.
Speaker A
Now, let me explain to you the [ __ ] difference of why you're going to make a lot more sales if you do it this way. I am not looking for them to tell me, "I'll have freedom. I'll be happy. I'll
Speaker A
be excited. No [ __ ] Sherlock. No [ __ ] If you lost weight, you would feel happy. No [ __ ] If you doubled your business, you'd feel happy. The difference is I want two to three tangible. Let me explain what that looks
Speaker A
like. So, hey man, let's say there was a way to possibly help you in like, you know, doubling your business to that 200k a month. What would that allow you to do? Oh, I'd be able to buy a house.
Speaker A
Oh, really, man? What type of house you want to buy? And where are you buying it? Uh, Texas. How much do you think that would cost you? Like give or take?
Speaker A
500 grand. Okay. So, you need to buy about like 100 grand for the down payment. Okay. And how far are you from like the 100 grand you need for the down payment? You got 20. Okay. So, you got
Speaker A
another 80 left to go. So, when I was in this section of the script, okay, I wanted two to three specific goals. So, they would obviously give me a vague goal, right? They'd be like, "Oh, I'd buy a house." Or, "Oh, I'd be able to
Speaker A
take a vacation." I'd be like, "Oh, very cool, man. Where you fine? Japan. Oh, very cool. First class economy. How you going? And you going by yourself? You taking the family?" So, they would give me, which most people do unconsciously,
Speaker A
a surface level answer of like what they actually wanted to do when they achieved the desired outcome. I then took those dreams that were just surface level and I made them deep. I went deep with them.
Speaker A
How much was their house that they wanted to buy? How far were they from the down payment? You want to retire by 50. How much money do you have in the bank? How much money do you need to
Speaker A
have? Okay, so you're $2 million away. You want to take a vacation. Where do you want to go? I want to take care of my family. Okay. In what way? You want to give your mom 20 grand? How far are
Speaker A
you from the 20 grand you need in the bank? I made it so specific, which caused them to then make this so-called dream a goal. The difference between why some people make more sales when they future pace and they don't is because
Speaker A
you get specific enough. Most of your prospects when they tell you a goal, let's say I sell fitness and they're like, I want to be able to, you know, have a better sex life, take my shirt off at the beach. I have to get them to
Speaker A
actually imagine like, "Hey man, you being able to kind of take your shirt off for the first time in 10 years, it's like, how does it feel being able to take your shirt off without all all that extra weight hanging on?" Oh man, it
Speaker A
feel great. Yeah, but what would you do? I'd be able to finally run without my shirt. I have to make this [ __ ] real cuz most people when they have a problem, whether it's in their business, their
Speaker A
fitness, regardless of what you sell, they've usually had that problem for a while. And so imagining what the future would look like to sustain that identity shift is different. In this section of the script, this last half of emotional
Speaker A
certainty, I have to be very enthusiastic. So it's like, "Oh, really, man? Where are you flying to? First class first class economy. How are you going? I have to be enthusiastic, which automatically makes them more enthusiastic, and that's how I'm going
Speaker A
to make the gap bigger. Okay, so just to be clear, whether you close a sale or not, your goal is to leave this section with two to three specific [ __ ] goals of what this person wants to do. A lot
Speaker A
of times when I used to sell sales people, they would tell me like, "Hey man, I want to be able to retire by X age." And I'd be like, "Okay, great. How much do you need to make?" And they'd be
Speaker A
like, "I need 4 million." I'm like, "Okay, how far are you from the 4 million?" "Oh man, I'm really far." "No, no, but man, how far?" Get specific. How far are you? Oh, I got about 100 grand.
Speaker A
Okay, so you need about 3.9 million left. Okay. And you make about 100 grand a year now. Yeah, man. That's not happening by 50. So, how much do you really need to make in order to get to that 3.9 million by the age of 40 if
Speaker A
you're 20 right now? Oh, well, man, I got to make 400 grand a year. Okay, since you're at 100 now, so we got to get there in 20 years, bro. Like, I made it so specific, which if you think about
Speaker A
what does that do? Makes the gap way bigger. So, think about two to three specific goals that your offer, what product or service you sell actually does. And you need to make it specific.
Speaker A
Now, once I make it tangible, I make it real, then I'm going to go into this next question, which is going to land so well because I've made it specific.
Speaker A
Okay, let me role play with you so you understand how it works. Okay, man. So, tell me one thing. You being able to kind of lose that 60 lbs, right? So, you're able to be the mom you want to
Speaker A
be. You're able to take that, you know, wear have that bikini picture while you run in the ocean, you know, you being able to feel that confidence of fitting in that, you know, dress you mentioned.
Speaker A
What would that do for like you personally, like being able to actually do those things? Okay. So, tell me one thing. You being able to like, you know, obviously get the business to 200K, right? So you're able to get that down
Speaker A
payment of 100 grand for that dream house, take that first class trip to Japan, you know, spend more time with the kids and take him on those vacations. Like money aside, what would that do for like you personally being
Speaker A
able to actually do those things? Okay, so tell me one thing, man. Like you being able to like, you know, triple your commissions and get to that 30k a month so that you know you get that extra 50 grand you need for the down
Speaker A
payment of the house, you buy that, you know, that Mustang at 50 grand that you're wanting, you know, being able to take your mom on that vacation. money aside, what would that do for like you personally being able to actually do
Speaker A
those things? Same tonality. Think about that question for a sec. The only reason that question lands as well as it does is because it's so [ __ ] specific, man. I take the context that they've given me and I simply attach it and then
Speaker A
I slow my pacing down. In this question, you're looking for deep answers. You're looking for answers like, "Man, I would feel amazing. I feel like a weight would be lifted lifted off my shoulder. I would I would feel like a different
Speaker A
person." Right? So when I used to sell fitness, usually people would say something along the lines of, you know, man, I would I would just feel like a new person. When I used to sell sales training, they would usually say like, I
Speaker A
feel like a weight would be lifted lifted off my shoulder. When I sold business coaching, it would be, you know, I'd finally be the father I want to be. This is where [ __ ] gets deep. And so you're very understanding when people
Speaker A
are telling you these answers, like this is where you're just nodding your head. You're like, that's sort of your facial expression. Okay. Now, to recap real quick, I've created an identity shift.
Speaker A
I've got them to justify why they can't do it by themsel. I've got them to understand why they haven't taken action. I've got them to understand what's shifted that's made them want to take action. I have then got them to
Speaker A
future pace tangible goals. I've got them emotionally bought in. But now we have one last step which is now I need to get them to realize if they don't take action. And so I'm going to give you a few examples of how you do this
Speaker A
after I ask you know what would it do for them personally. Okay man. So tell me one thing because you obviously have a great goal of why you're doing what you're doing, but human beings usually get after it when there's a big enough
Speaker A
reason to do something and a big enough consequence if you don't. Tell me one thing, man. What if you don't? What happens if you don't acquire the advanced skills necessary to become that 50k a month salesperson so that you can
Speaker A
take that first class ship to Maldives with your wife? You're able to get that 80 grand you need to put into your college, your daughter's college education, and you're able to be the dad you want to be. Like what if those
Speaker A
things don't happen another 2 days, 2 weeks, 2 months, 2 years? Okay. So, tell me what happens if you don't. What happens if you're never able to lose this 60 lb so you're able to fit back into those clothes you want to fit to?
Speaker A
You're able to become the mother you want to be and you're able to get the confidence you deserve? What if those things don't happen another 2 days, 2 weeks, 2 months, 2 years? Okay, man. So, what happens if you don't though? What
Speaker A
happens if you never get this business to that 200k a month business you know it can be? You're never able to take that first class vacation to Japan cuz you're working non-stop. Never able to be the dad you want to be. And you never
Speaker A
put yourself in a position to actually become the owner you've always wanted to do. and nothing changes another 2 days, 2 weeks, 2 months, 2 years. What happens then? So this is a question I'm going to ask and this is cost of an action. This
Speaker A
is how I create emotional certainty. Everything I've been doing in this section of the script in this stage is creating the emotional certainty of now I'm tying in all the context I've got before. I'm tying it all into cost of an
Speaker A
action. Now the good thing with this question is I can ask it in any tonality. I can ask it very casually, right? If I sell fitness, I'm not going to ask it very, you know, hardcore cuz it's something really personal. I can
Speaker A
also when I used to sell sales people I'll ask get very upfront. I'm like so okay what if you don't man what if you never acquire the advanced skills necessary to become that 50k a month closer so that you are able to x y and z
Speaker A
what if you don't do those things another 2 days 2 weeks 2 months 2 years.
Speaker A
So the good thing with this question is you know your tone matters but you can ask it curiously skeptically confidently you can ask it in any way you think is necessary depending on what you sell.
Speaker A
When I sold fitness I would ask it very calmly like hey what if what if you don't do anything about this though? I was very calm and I was very slow. When I sold to sales people, I was way more
Speaker A
confident when I asked them because they knew what I was asking. So, I was like, "You're gonna answer this [ __ ] question." Okay, so this is where I tie it in together. And the answer you're looking for, if you've done it right up
Speaker A
to this point, are answers like, "Man, I would really be disappointed in myself or, you know, I I don't want that to happen." One thing, if somebody tries to answer this question by saying, "Well, I'm not going to let that happen." Your
Speaker A
answer is going to be, "Well, you already have, man. That's why it's been x amount of years since you've been here." When I used to sell fitness, they would say, "Hey, I don't I really don't want to think about that." Yeah, but you
Speaker A
already are. because it's been 5 years since we've been overweight. And then I would reass the question. I'd be like, "So, we have to consider it. So, tell me what happens if you back into the question." When I sold business
Speaker A
coaching, "Oh, I'm not going to let that happen, right?" Ego, um, business owners, a bit of an ego. And I'd be like, "Well, no, man. You already have.
Speaker A
That's why your business has been at 50K." When I used to sell sales people, "Oh, I'm not going to let that happen, man." Well, no, man. You already have.
Speaker A
That's why you've been at 10 grand a month in commissions for the past 6 years. So, you have. So, tell me, what if you don't? And then I reass. Every human being has a cost of an action that
Speaker A
if they don't do something that something happens. Now once I ask this question, I need one to two tangibles ideally, right? So things like I'd be disappointed in myself. I wouldn't be the father I want to be. I would be
Speaker A
upset with myself. I'm looking for answers like that. But then I'm going to double down and I'm going to ask them this question. Any offer, any industry, you can ask this. So tell me one thing, man. What is the day-to-day feeling of
Speaker A
you 3 6 12 months from now knowing that you could have been at X, but you weren't? So hey man, what is the day-to-day feeling for you 3 6 12 months from now knowing that you could have been that 20k a month guy, but you
Speaker A
weren't? So tell me man, what is the day-to-day feeling for you 3, 6, 12 months from now and knowing that you could have lost the 50 lbs but you didn't? So tell me man, what is the day-to-day feeling of you 3 6 12 months
Speaker A
from now and knowing that you could have been that 200k a month CEO but you weren't? Notice the hand. You could have but you weren't. Notice the hand motions. This question you're looking for one answer and one answer only.
Speaker A
Regret cuz human beings hate regretting things. Cuz every human being has felt regret at some point in their life and it's a [ __ ] terrible feeling. The one answer you want to this question doesn't matter what you sell is, man, I' I'd
Speaker A
have a lot of regret. And that's exactly how they'll answer it every time if you get a good consequence. When I sold sales people, fitness, business coaching, no matter what I ever sold, when I would say, "Hey man, what is the
Speaker A
day-to-day feeling of you 3, six, 12 months from now, knowing that you could have become X, but you were Y?" You asked, you ask this question confidently, by the way. You're not curious. Like, what would confident?
Speaker A
What is the day-to-day feeling of you, man? 3 6 12 months from now, knowing that you could have been X, but you're why. You ask it confidently with certainty. And the answer you're looking for to this is, man, I'd have regret.
Speaker A
Once they say that, then you're going to go into the next section, which is the pitch. And in the pitch, as soon as they answer that, like I'd be regretful or whatever they say, you're going to be like, "Okay, man. So, are you willing to
Speaker A
continue settling for that?" I want you to hear that real quick. Are you willing to continue settling for that reality?
Speaker A
Not, "Are you are you willing to continue settling for that reality?" Now, why am I going to say continuing?
Speaker A
Cuz they're in that [ __ ] reality. So, subconsciously in their mind, I'm getting them to admit that they've been in that reality. So, your next question is going to be, are you willing to continue settling for that reality? And
Speaker A
they're going to be like, well, no, man. Okay, but why not? Every good diet starts on a Monday, new year, new me.
Speaker A
Why actually draw a line in the sand to make a change now? Why not just keep pushing it off? Well, because if I push it off, this and that, this and that, doesn't matter what they say. Depending on what you sell, the next thing you
Speaker A
can, you know, um, the next thing you're able to ask is, and whose responsibility is it? So, let's say I sell a fitness offer, I'm always going to say, whose responsibility is it? Because that's going to prevent the partner objection.
Speaker A
Now, if I sell business coaching and it's a CEO and it's an individual CEO, I'm probably not going to say, "Well, whose responsibility is it?" Right?
Speaker A
Because that'll just trigger his or her ego with without any reason. Are you willing to continue selling for that?
Speaker A
No. Okay. But why not, man? Every good diet starts on a Monday, new year, new me. Why not just continue selling for it? Well, because if I settle, then this happens and that happens. I can't settle. Okay. And whose responsibility
Speaker A
is it? It's mine. Okay. Well, based on what you shared, you know, what we're doing and what XYZ company's doing will work for you. And if you'd like, I can make a game plan now what it's going to
Speaker A
take to get you from where you are to where you want to go. And then you're going to transition into the pitch.
Speaker A
Okay. So once you have finished the pillars of change and the commitment of change, then you're going to get into your pitch. Now I usually like making my pitches between 3 to 5 minutes. So very short and simple and like to the point,
Speaker A
right? The biggest thing with pitch and I'd write this down is you need to add in context, right? So context, the way you need to look at a sales call is like a funnel, right? At the beginning, it's
Speaker A
super vague and as the call goes deeper and deeper, it gets more and more leaner and gets more specific. So all the context you've been collecting throughout this whole call, logical certainty, emotional certainty, that's what you're going to combine. So it
Speaker A
sounds something like this. Hey man, well based on what I've heard, man, like you know what we're doing will work for you, especially because you know how you mentioned earlier about kind of losing the 50 lbs and putting it together. So
Speaker A
feel it's appropriate. Let's make a game plan of how we're actually going to get you there so you can become that guy.
Speaker A
Will that be appropriate? Will that help you out? Either or you can say whichever one. And they're like, "Yes." Okay, man.
Speaker A
So here's how it works. Three pillars. Okay. First pillar slashstep is going to be X because you know how you mentioned earlier about how Y's has been going on and that's actually you know very common because a lot of our students just like
Speaker A
you in the same position are going through X. So the first step is we're going to do this second step X. So I'm going to give you a bit of a mini pitch if you will of like how I sold sales
Speaker A
training. That way it gives you an idea. Okay based on what I've heard man what we're doing and what XYZ's company's doing will work for you and if you feel it's appropriate let's make a game plan man of what it's actually going to take
Speaker A
to get you to become that 30k a month guy. Will that help? Cool. Okay. So write this down man. Do you have a pen and paper? Okay. So, pillar one, man.
Speaker A
Pillar one is going to be the portal because, you know, one of the things you mentioned earlier is how right now you don't have much of a structure, which is causing you to lose a lot of sales and
Speaker A
you don't really know what to do. So, the first thing I'm going to give you is going to be a proprietary training portal where you're going to learn exactly what questions to ask in what tonality. That way, you don't go in
Speaker A
guessing, but you go in knowing so you're not having the inconsistency. Make sense? Okay, perfect. Second step is going to be the coaching. Because one of the things you said earlier is how like right now you're not getting any
Speaker A
feedback, right? You're just really winging it. And here's the thing, man. If you continue winging [ __ ] you're going to keep getting the winging it result, which is where you're at now at 5K a month. So, the second step I'm
Speaker A
going to give you is going to be coaching. Now, the way that's going to work is twice a week, every week, you're going to be able to hop on and get call reviews because, you know, you said earlier is right now that because you
Speaker A
don't have the coaching, you really don't know what you're doing good or bad. So, every week, twice a week, you'll be able to hop on with me where I'll actually give you feedback on exactly what you're messing up on. And
Speaker A
those will be one-on-one calls. So, not only do you get better and you know what to fix, but you're actually able to get to that 20k a month predictably. Clear?
Speaker A
Okay. Easy, man. Third step. Okay. Third step is going to be the consistency because on a day-to-day basis, I want you to be able to get feedback because you're going to have the portal. You're going to have the coaching, but now I
Speaker A
want you to consistently make 20 grand a month. I don't want you to get it to 20 one month, but then you're down to five the next month. Okay? So, in addition to all this, on a day-to-day basis, you're
Speaker A
going to get Voxer access to me where Monday through Friday, every day, you can message me with questions, right?
Speaker A
Like, I got this objection, I lost on this, cuz let's say on Monday, you got to think about an objection. I don't want you waiting till Friday to get feedback cuz the amount of sales and commissions we're going to lose between
Speaker A
now and then are going to be far too many. So every day you'll be able to box for me to make sure you consistently get to that 20k. Clear man, you see why that's there? Okay. So tell me one
Speaker A
thing, man. Do you feel like that structure will get you from where you are to where you want to go? Yes. Okay.
Speaker A
But why though, man? Why do you feel like it would? Okay. Then I go into it.
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Now, one of the common questions I get asked here and if you look at the script here is you can mention the price at the beginning of the call or beginning of the pitch or the end. That really
Speaker A
doesn't matter. So I do beginning, right? So the way it works is I'll be like, "Hey man, based on what you shared, you know what we're doing is going to work for you cuz you know you mentioned earlier about X, Y, and Z. So,
Speaker A
let's make a game plan. Okay, so write this down. And the way the program works is the program is called Fitness Coaching 101. The total investment for it is going to be 8 grand. Here's what you get. Pillar one is X. So, you can
Speaker A
start off the call or start off the pitch by saying the price or you can do it at the end. I like to start it off my pitch by saying the price. So, it'll sound something like, okay, man, based
Speaker A
on what you shared, you know, what we're doing will work for you. And then I'll be like, okay, the way the program works is the program is called X. The total investment is, you know, 5 grand. Here's what you get for pillar one, pillar two,
Speaker A
pillar three. Okay. Now, here's the key in all this, guys. is as soon as you wrap it up, like pillar one, pillar two, pillar three, you need to be within 3 minutes. So you're only spending a minute per pillar, you're taking all the
Speaker A
context they've given you throughout the call and you're adding it into each pillar. Okay? And you want to have key words for the pillars, right? So pillar one might be consistency. Make the pillar name the result of what they
Speaker A
want, not just some [ __ ] right? Don't make it, you know, keto diet. No, consistency. Use key words that actually for the common human mind, they'll actually know what that means, right? So when I sold fitness, it would be, you
Speaker A
know, a custom nutrition plan. And then I would write consistency. Then I would write accountability. Right? Those were like the three key words I would have when I sold fitness. So it's something where they understand it and they can
Speaker A
equate their mind to the result, not just the process. Remember one thing, you're selling the result, not the process. Now when you ask this question at the end where it's like, "Hey man, based on what you covered, do you feel
Speaker A
like this can get you from where you are to where you want to go?" You are not asking that curiously. Conviction. Hey man, based on everything, you know, based on all those pillars, do you feel like that structure or that program, you
Speaker A
don't want to say program. I would recommend saying like structure or that process one or the other cuz then you make it less about the program. You get make it more about the result. But do you feel like that structure will get
Speaker A
you from where you are to where you want to go and they're like yes okay but why though man? Like why do you feel like it would? When you ask the why though you want them to describe reasons of why
Speaker A
they feel like the program will work for them but you also want them to go deeper than that. So if they're like yeah man it'll help me cuz you know I know this will get me the result. Okay but why
Speaker A
then why do you feel like it would? You want them to be specific cuz then it makes them that much more keen to obviously want to move forward with the product or service. And then you're going to be and then let's say you
Speaker A
prefer doing price at the end. It doesn't really matter. Do whatever works for you. You're gonna be like, "Okay, man. So, the total investment to put you in a position to get to XYZ goal will be eight grand. How do you want to
Speaker A
proceed?" And then you're going to go into objection handling. Simple, straightforward, simple. Make this simple. Do not make it complicated. Sell them what they want. Give them what they need. Okay? Don't try to talk too much about the process of how you're going to
Speaker A
help them. Make it very simple, straight to the point using the context they've given you throughout the call.
Speaker A
Great. So, let's go over the formula for objection handling. We're going to go over the exact scripting, how to flow between objections, because that's extremely important. How to get logistical out of the way and then go to fear. Absolutely everything in this
Speaker A
video. So, let's get into it. Number one, you have to understand no matter the objection you get on a call, you're always going to default to logistical.
Speaker A
Why do we do that? It's because in psychology, you have to think about objection handling as doors. If we have seven doors, for example, and each one is an outcome to the call that the prospect could choose. The mistake
Speaker A
people make is they try and force the prospect through the buying door. Instead, great sales people what they do is they close every other door until the last one left is buying. So the person ends up buying. And so the reason we
Speaker A
want to close the money logistical door first always is because if you think about it, any objection to some degree comes down to money logistical. For example, if somebody says it's a partner objection, well, if it was free, do you
Speaker A
think they'd still have to speak to their partner? Well, obviously not. So to some degree there's money attached to every single one. And so it's the easiest store to just close all of a sudden at the beginning. That way
Speaker A
everything else then we can attack individually. So, here's how you do it from the very beginning. Okay, not a problem, man. Like, money aside, if I gave you a duffel bag with like the full 10 grand, like would you actually do it?
Speaker A
Oh, yeah, of course I would do it. And why though, if I can ask? Oh, because of X and Y and Z, the coaching, blah, blah, blah. Yeah, because like you having the coaching in X and Y and Z. Like, what
Speaker A
would that actually do for you? Like, like more personally though. Oh, man. Well, like I could really be like have a lot more freedom. I could leave this job. I could be able to travel more with my family and X and Y and Z. Wait, man.
Speaker A
That that makes sense. Then, is it just that initial investment of like the $10,000 then? Or like if there was a way to possibly break it up, would it make it a bit more digestible for you? like financially. Oh, absolutely. It make it
Speaker A
easier. Okay, amazing, man. So, bills and expenses aside, then like cash on hand. Okay, cool, man. So, cash on hand, then bills and expenses aside, what do you actually have saved up at the moment? Just to see if I can help. Oh,
Speaker A
well, I have five grand saved up. Great. All we have to do, we have to change this to a payment plan that works within their budgetary constraints. The reason why is that another big mistake people will make is if you're trying to handle
Speaker A
a fear objection, but you don't actually know if it's logistics or fear. And then from here, we're going to put together a payment plan that works within their budgetary constraints. Is because a big mistake people make is they'll try and
Speaker A
handle fear before getting logistics out of the way. The reason that's such a big problem is that then they will start lying about their logistics after you've handled the fear. So, for example, you'll trap them in a fear box where
Speaker A
they know the right thing to do is to buy and now they feel pressured. They feel like a animal trapped in a corner and they're like, "Oh, I just can't afford it, man. Like, I don't have the and they'll start lying to you and it's
Speaker A
impossible to get past to lie because now they've already broken that barrier in their mind of like I can lie to this guy. I don't trust him. I don't like him. And so again, that's why we get logistics out of the way first and then
Speaker A
go into fear. So great, after we put together this payment plan, financing, whatever works within the budgetary constraints, then we go, okay, so with understanding that you feel like it would work within budgetary constraints and you feel it's actually like get you
Speaker A
to that point of like making the 20 grand a month, going on vacation, all that jazz, how would you like to proceed? And now from here, there's only two things that can happen. Really three things, I guess. They could say, "Yes, I
Speaker A
want to do it. In which case, great, you're done. Collect the payment, blah, blah, blah. Or they could go directly into fear, meaning they go, "Oh, man." Like, it's just it's still a big commitment. Great. That's directly into
Speaker A
fear. So, then you'd go down here, and I'll show you guys how to do that in a second. Or they could go into another logistical. So, either time or partner.
Speaker A
So, let's start with time. If they give us a time objection, here's what we do to handle the logistics of the time objection. We go, "Okay, not a problem, man. Always diffuse it. Not a problem, man. Time aside, like if you did have
Speaker A
the time, would you actually do it? Like, do you actually feel like it'll get you to that point of like being able to like make the 20 grand a month, go on the vacations, all that jazz? Then go,
Speaker A
oh yeah, like of course I do. And why though? Cuz what would that do for you personally? The exact same thing we did with money. Yes, you're going to do it again because again, you want it to be
Speaker A
top of mind. You want to remind them of it. It's not enough to know something.
Speaker A
You have to be reminded of it to actually understand it and act in accordance with it. So that's what we're going to remind them of. Then we go into the frame. The frame I like to use for time is the two people analogy. So I'm
Speaker A
going to show you guys how I do it. Well, can I can I make a suggestion, man? They're always going to go like, "Yeah." It's kind of like I'm a big believer in like there's two types of people in this world. The first is the
Speaker A
guy who goes, "You know what? I have my career. I have my wife. I have this. I have that. I'm super busy. Therefore, I cannot get in shape." The second guy is the guy who goes, "You know what? I have
Speaker A
my career. I have my wife. I have my family. I have my kids and everybody else. And that's why I have to get into shape. And that's why it's a non-negotiable for me to get into shape because I want to be the best possible
Speaker A
role model for them in the first place." But the question is like, which of those two people do you think actually ends up in shape and ends up going further? And they're always going to be like, "Oh, well obviously the second guy." Well,
Speaker A
why though? You have to make them justify it. Oh, because of like X and Y and Z man. like because like then they're more committed, they find a way to do things, etc. So, which of those two people do you want to be met? Oh, I
Speaker A
want to be the second guy. Well, why though? Again, make them justify it. The reason why, by the way, that we make them justify is because it's not enough to say, "I believe this." You have to make them agree why I believe it.
Speaker A
Because if they say why they believe it, and then they give us the consequence, which is the next part, now they're actually buying into the fact of that new belief. So, next we go. Yeah.
Speaker A
Because what do you think would happen if you don't? What do you think would happen if you decided to be the first guy who's like, "No, I have this, I have this, I have that. Therefore, I cannot get into shame." Oh, I wouldn't get into
Speaker A
shape. My life would suck and this and this and that would happen. The key here is you have to probe until you get deep enough. And then now you got to get the commitment to change. So you go, okay,
Speaker A
are you actually willing to like like like settle for that? You be like, oh well, no, obviously I'm not willing to settle for that. Like I I I can't have that. So what decision you feel like you really have to make, man, to put
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yourself in the best possible position then to like be that second guy, get into better shape so you can be that role model for your wife and kids. And then again, from here, two things I could say. either yes, in which case
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it's a closed sale, or they say, "Ah, it's just that fear objection." And that's when you're going into handling fear. And again, I'm going to show you guys how to do that in a second. So, those are the two options. They either
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go, "Ah, it's just that, whatever." And then now we're into fear, or it's a closed sale. Now, let's go to partner, right? If again, we did money logistical, then they go, "Oh, man.
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Well, it's just that. I need to speak to my partner, whatever." Here's how you handle it. Number one, again, we're getting them bought into the fact again like, "Yeah, it's going to help me.
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Value objection out of the way, etc." Right? So, like partner aside, man, like not a problem. Obviously, like partner aside, if she was on board and she was like, "Yeah, like honey, you have to like this. This is amazing. This is
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everything you need." Like, would you actually do it? Do you actually feel like it'll get you to that goal of like that 20k a month? Well, yes, I do. Well, why though? Cuz what would that do for you personally? Again, same thing. We're
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getting the buy into the fact that, yeah, the program works. Then we go, okay, so out of curiosity, man, like what happens if you go to her and you're like, hey, honey, like we need to do this. This is going to change
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everything. It's going to get us here. We're going to be on these vacations and everything else. And she says, no. like would you just kind of like do it anyways or would you just I guess kind of like give up on like actually getting
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like that 20k a month goal and everything else and from here again there's two options. They either go n I wouldn't really do it in which case I'll show you guys where to go no matter what we're going to go the same place anyway
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so it's pretty hard to get lost or they're going to go I would do it anyways. If they say this you make them buy into the fact well why would you? Oh because I understand like I'm the man of
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the household. I have to do this. I have to do that. Again all you're doing is you're softening them up. Then no matter what you're going to go into the analogy which is heavy as the head that wears
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the crown. So we go, "Well, can I can I make a suggestion, man?" They're always be like, "Yeah, of course." And it's like, "Have you heard the saying like heavy is the head that wears the crown?" Like, "Yes, I know it. No, I don't know
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it." The idea of it is like the weight of the crown, it's it's a thing Shakespeare said. The weight of the crown isn't the crown itself, right?
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It's not the jewels or the diamonds, the gold, like anything else. The weight of the crown is the decisions, the responsibility you have when you have that crown on. But was like back in the day, for example, the king, he was the
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one sending an army out this way. He was starting a war this way. He was responsible for hundreds of thousands of lives. Because as the king, it would not have been fair for him to take the burden of that responsibility and put it
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on anybody but himself. Whether it was the queen or his dog, if they even had dogs back then or his tree or anybody else. Because for you, for example, man, like who's actually going to be the one like getting on the sales calls,
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collecting the cash, making the commissions, all that jazz. Oh, it's going to be me. Yeah. And like who's going to be the one like going through the training, learning the skills, handling the objections, and everything else like actually make the money? Oh,
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it's going to be me. So then whose responsibility do you feel it really is?
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And again, I say this like out of love. like whose responsibility do you really feel it is to actually put you and your wife in the best possible position like get to that 20k a month goal that way
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you can like take everybody on vacation like be able to spend more time with them and they're going to be like oh well it's mine well why though again push back make them justify oh because like man like I I really understand like
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it's my job I got to do something and then you go so do you think it would be fair to I guess put the burden of that responsibility on anybody but yourself whether it's your dog your wife your cat
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your [ __ ] tree like anybody else like well no well why not again make them defend it oh because of X and Y and Z.
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And then now we consequence. Remember, it's always frame, push back, consequence, CTA. I'll explain that a little bit more in depth in a minute, right? But then we go because what what do you think happens if you do? If you
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take the burn of that responsibility, the weight of your decisions, and you put it in the hands of somebody with less context. Oh, I mean, they don't have the context, man. Like they wouldn't be able to make the best
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decision for me. And what do you think that would mean? Like even at a like at a deeper level, like if you have people with less context making the decisions for you. Oh, I mean, I wouldn't progress my career as fast and XYZ. Again, you
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just got to probe deep enough to actually get enough leverage and then you get them to commit to changing. And are you actually willing to like like like settle for that? Well, no, I'm not, man. So, what decision do you feel like
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you have to make, man, to put yourself in the best possible position to take that responsibility, do X, do Y so you can get to that 20K a month and actually have that financial freedom for you and your family? Oh, I got to do it. Or, and
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if they say I got to do it, again, that's a close sale. If they say, ah, it's just that fear objection. Great.
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And so, that's the only other option. We'll go over how to handle a fear objection now. Now, one note I want to mention right here is a lot of people, they'll come to me and they'll be like, "Oh, but on dress, I'll do that heaviest
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ad that wears a crown." And they'll still tell me like, "Oh man, I just got to speak to my wife." Understand one thing that is completely fine. The point of handling the partner time and money logistical in this specific way is we're
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not handling the fear of the objection. We're only handling the logistics of the objection. The logistics of the partner objection is the fact that they believe it is somebody else's responsibility. So if we get them to admit and agree it is
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my responsibility and they still say I need to speak to my partner. Well now logistics out of the or out of the way.
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So what's the only other option that it could be? Fear. They're just covering it up with a logistical reason, right? Oh, I need to speak to my wife. But in reality, it's just fear. They know it. I know it. So it makes it a lot easier to
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handle. And so that's when we're going to go into handling actual fear. So how do you do that? Number one, you're going to start with what we call the agreeance statement. Why do we use an agreeance statement? And this is a little bit more
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advanced objection handling, right? So bear with me. bad closers, mediocre closers, good closers, they try to handle every objection that comes at them. The issue with that is if the prospect gives you 10 different objections that you've never heard of,
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you had no idea they were going to give you. Who's at the advantage? The prospect is. Cuz you have no idea what objection they're going to give you next. They're the ones in control of that conversation. So instead, what do I
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need to do? I need to convert their objection into whatever objection I want to handle. For example, if they told me, "Oh man, like it's just a really big commitment. It's just really risky." Great. What was their objection? It's a
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big commitment. It's risky. If I do my agreement statement though, yeah, that makes sense, man. Because like ultimately like what you're seeking is like certainty, right? Like you'll actually get the result from it. You'll like you'll be safe. Everything will be
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good. They're going to say yes. Now, what is the objection? Is it still a riskier commitment objection? No. Now, it's a lack of certainty. And here's the key. Guess what? I have [ __ ] a million objection handles behind me. A
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million reframes for certainty. You know how many they have? Zero. So now I'm at the advantage. They're in my world. I am no longer in their world. Every great objection handler, every great salesperson does this exact same thing.
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Yosh and Matt Ryder, for example, they do it all based on perspective. I do it based on certainty because it resonates more with me. And then from here, you're just going to go into your four frames.
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Now, I don't have time to obviously go through all the four frames now because that would take way too long. I'll go over one specific frame to show you guys kind of the structure of it. However, after you go through your frames, if
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they still don't buy, and this is where a lot of people get messed up, your goal is not to objection to them until they buy for two hours. If they do not buy after four frames, which is usually
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about 20 minutes, you're literally just going to say an apology like, "Sorry, man. Like, I did everything I could to help you. Like, I know this was the right thing for you to like get you out of XYZ position, but unfortunately today
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I wasn't able to help you. I wasn't able to get you across, so I apologize." That's going to be a pattern, a massive pattern interrupt for them. They're going to go, "What the fuck?" And so now, it's going to make it very easy to
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follow up with them in the future if you need to. Or it's going to make it easier for them to feel comfortable reaching out to you again in the future if they feel like they need to do it. And the
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reason why we do this as well is because it's not worth it to objectional 2 hours to maybe get some payment plan or some small deposit or payment or whatever. I would rather objectional 20 minutes and use the other hour and 40 minutes to go
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outbound a dial, book myself more appointments with actually qualified people who are more committed and make more sales with those people that actually end up being piffs. So that's why you're not just going to stay until you buy, right? And then from there, you
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literally, it's the end. It's done. That's it. It's that simple. It's literally a formula. But with that being said, I promise you guys, I'm going to go through one frame to show you guys how it works. The structure of a
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reframe, and I'll show you guys as I do this. The structure of a reframe is number one, a frame. I'll make this way bigger for you guys. Frame, push back, consequence, and CTA. We'll make this way bigger. Frame, push back,
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consequence, CTA. So, if the prospect gives me a fear objection, it's like, "Ah, it's just risky, man. Like, it's a massive commitment." I go like, "Yeah, that makes sense, man." Because like what you're seeking ultimately is like certainty, right? Like, you'll actually
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get the result. You'll get to the 20k a month, all that jazz. You be like, "Well, yeah, I am." It's like, can I make a suggestion on that though? And be like, "Yeah, it's kind of like the interesting thing about certainty is
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like we all seek it, but it doesn't really exist." For example, if I say tomorrow, I want to go to the beach, let's say, right? I don't know the weather at the beach before I get there.
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Like, I could check the weather app, but has it ever been wrong? Like, well, yeah, of course it's been wrong. Yeah.
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Too many [ __ ] times, right? But if I never go to the beach, unless it's 100% guaranteed to be the absolute perfect weather, would I ever be able to go to the beach? They're going to go like,
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"Oh, well, no, of course not." Exactly, man. Same way in business. If I never actually invest into my skill set to like learn sales, get out of the 9 to5, get to that 20k a month goal, unless it's 100% guaranteed for me to get to
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that 20k a month, have the financial freedom and everything else the perfect way possible, would I ever be able to like invest and learn the skill set and actually achieve the financial freedom?
Speaker A
And they're going to go, well, I I I guess not. And if you really thought about it, man, like if you really consider it, could that be the reason we're actually in this position now where like we haven't invested in
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anything over the past year, even though we've known about sales because like we weren't really certain? They're gonna go, "Oh, well, I mean, I I guess like that could be the reason." Well, why though? Like, why why do you feel like
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that could be the reason? So, notice what have we done now? We have gotten the frame and now we're pushing back.
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Well, why? Like, why why do you feel like that could be the reason? Oh, well, because like I haven't had the certainty. So, I haven't invested in myself. I haven't learned the skill set.
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Blah blah blah blah blah. From there, we go into the consequence. Yeah. Because if I can, and I again, I asked this out of love, man. like what do you think actually happens if we keep having that mindset of looking for certainty in
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things before doing them even though certainty doesn't exist and then they're going to go oh man I got to stay where I'm at I'm going to stay in the 9 to5 job I'm not going to be able to actually
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like get into high ticket sales and do this and this and that and then here is the key we have to probe deeper the reason why is we need leverage to get them to change their belief will say and
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you'll hear people talk about this online all the time oh I was in a toxic relationship for a year and I couldn't quit it and blah blah but after a year finally I changed it people think oh it
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took a year to get out of the relationship. No, they put up with it for a year and then they finally had enough pain, enough momentum, enough consequence that they were finally like, I've had enough. I'm changing. Never
Speaker A
again. I'm never going back. And that's the moment in which they make the change. Sales works the exact same way.
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We need to get enough leverage, enough of that pain to make them be in that moment, I'm never going back. I'm done.
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I'm never going back to this. And then that's when you're going to be able to change the belief and actually sell them. And how do we do that? With the consequence. So when they tell us, oh man, like I would stay in the same place
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and this and this and that. Well, what do you think that would actually look like, man? Like actually like on a day-to-day basis. Oh, well, I mean, I would stay here. Like, I wouldn't be able to provide for my family and this
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and this and that. Again, you're just getting leverage for them to make the change finally. And then once you've gotten the leverage, you need to do the CTA. So, the CTA for the beach analogy, for example, would be like, right, man?
Speaker A
So, like rather than having this mentality of seeking certainty before actually taking action, what mindset do you think you need to have instead in order to actually put you in the best possible position to like achieve the level of success you want to have? You
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go, "Oh, man. Well, like I need to act out of like uncertainty, right? in order to actually like achieve that success and then that's when you ask for the sale again. So that version of human that's like actually thinking with the
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uncertainty, what decision does he make to put himself in the best possible position to actually learn the skill set so he can get to that 20k a month, have that financial freedom for him and his family and be able to like travel and go
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spend time with them. Oh man, well like I I just have to do it. And then boom, you've gotten the money. You've made the sale. Or if they're still being difficult and they want to give you a second objection, then that's perfectly
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fine. That's when you're going to go into the other four frames. And again, you're just going to cycle between them.
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And at the end of the fourth, again, you go into the apology and the end. So again, to recap, that is the basics of objection handling. You start with money logistical up here. Then they're either going to buy, they're going to go
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straight into fear, or they're going to go into a different logistical, either time or partner. Once they go into that, you're going to handle the logistics of either time or partner. And then again, they're either going to buy or back to
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fear. Once they go into fear, agreement statement, just a recap, and then you go into your frame. And again, your frame is a frame, push back, consequence, CTA.
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that will give you the leverage, get them to commit to changing and then that's when they will buy.
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Welcome to the section of closers training. I think this is going to be good for closers or setters. And I want to make this very brief, very short, but to the point. That way entering into this industry, if you're brand new or if
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you're somebody that's been in sales, you understand how to become a top tier sales guy. Okay? And I'm sort of going to share with you just five or four principles that I use over my 5-year journey to get to 100K a month in
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commission and sort of what helped me that I think like will be a good mental barrier for most of you to save yourself a lot of frustration. Okay. Number one, sales is a process-driven activity.
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Okay. Now, what do I mean by that? Every person out there is trying to make a lot of sales and trying to make a lot of money. I had a mentor that once told me something that has always stuck in.
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Okay? He used to be in the special forces. He used to kill people for a living. And what he would say is this.
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Sales is a process-driven activity that requires hard work and long hours. But you are not diffusing bombs or shooting terrorists. It's a process. So don't over complicate it or make it anything more than just that. And so throughout
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my sales career, everything I looked at was like it's a sales process. That's it. Everything in sales, it's a process.
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If I learn the process, I get better at the process. I get better. But I didn't over complicate it or make it seem like this big enormous thing which gave me anxiety, fear, any of that [ __ ] Okay?
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So if you're a sales person or you're looking to get into sales and you have a fear of like, man, this is tough. I'm going to be talking to people this and that. Just remind yourself it's a process. If you learn the process, you
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get better at it. Just like any other skill, whether it's fishing, whether it's marketing, you will eventually be really good at it. Understand it's a process. It's not based on talent or luck. Number two, long enough time horizon. So, a lot of people out there
Speaker A
are constantly finding ways to like get better quicker, right? It's the constant obsession of how do I get a business to triple? How do I increase my income?
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Okay, if I work hard enough, long enough over a long enough time horizon, I will eventually get good. If I don't work hard enough or I don't work long enough, I will not get to where I want to go. So
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the formula in your mind needs to be this. Skill plus work ethic equals success. It's that simple. Okay? If you right now are wanting to find a way to shortcut everybody's success, the only way you're going to be able to do that
Speaker A
if you simply work harder and longer. Okay? So to give you an example again, I had a mentor in my life and it had taken him 10 years before he had his first million dollar year in commission. And
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there was a period in my life where I was selling to sales people, right? So I was meeting with sales people. Some of these guys were making a million bucks and they're and they're 45, they're 50.
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And I remember being like, "Okay, if it took you, let's say, 10 years of working 8 hours a day to get to a million bucks in commissions. I want to get there in 5 years, so I have to be prepared to work
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double the hours because if I technically work double the hours, my work ethic is higher and I invest in my skill set, I can get there quicker." Okay? So, the game you need to play with yourself is if you want to get somewhere
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faster, just be willing to work more. Okay? The long way is the shortcut. So, it's going to take just as much time.
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The biggest question I get asked is, the 5 years it took me before I had my first seven figure year in commissions, would I have done anything different? And I think when I look back, the only thing I
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would have done differently is I simply would have been a bit more patient with myself because I think in the process of the frustration of wanting to get there quicker and sooner, I lost enjoyment out of it, which probably ended up slowing
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my progress. Not probably, it did. Okay? So, just understand that you are going to have to work hard enough long enough to get to your next target. And it's just going to take time. But if you work hard, you're consistent, and you work on
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your skill set, there's no way you don't get there. Alex Rousei has a really good quote where he goes over how, you know, I was always prepared to give anything and everything I had. And I thought if I
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did that over a long enough time horizon, it'd be unrealistic not to get my outcome. And so you have to look at sales no different. It's going to take time, man, to make a lot of money, whether you want to make 30 grand a
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month, 50 grand a month. But if you work hard enough, long enough, you'll get there. Okay. Third point, activity over training. The issue with a lot of people when it comes to sales training and like whether you're paying somebody or
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whether you know you're going through this course right now, which is 100% free, is this. Whenever you get feedback, right, in sales or you learn something new, the key to getting good at anything is high volume. You got to
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do a lot of it until you get good at it. Okay? And so for most people when they start off by learning a new skill, the number one advice you get is, "Hey man, do more of it." Right? Do more of the
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action or the skill set you want to get good at because in the process of doing more, you can get better. And so the key for most of you is this. There was a period in my life where I had paid
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somebody about 15 grand for one-on-one coaching. It was my first like big investment. Okay? And so every week I would have a one-on-one session with this guy. He would give me feedback on, "Hey man, do this, do And I think the
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difference between me and like every other salesperson that he was coaching was when he gave me feedback, I used to have 15 calls a day. So if you do the math on it, right, let's say 15* 75 is a
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35. 1* 7 3 105. Okay? And I had about a 70% show up rate. So let's just pretend it's 70 calls. So now to put it into perspective for all of you, whenever I got any sales feedback on those
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one-on-one coaching sessions, the next week I did 70 reps of the feedback. Okay? Now, if you look at just basic common sense, if I have 70 reps where I was able to implement the feedback I was being given via, let's say, somebody who
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had 40 reps and got the same level of feedback, right? The feedback was the same. It's obvious that the guy with the 70 calls who implements the feedback is going to win. And that's literally all I did. Every time I got feedback on
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something I had to do better, whether it was tone, whether it was my verbiage, whether it was something I had to tweak, I just did a high volume of reps of implementing that one thing. And in the process, I mastered it. I got good at
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it. And so, if you're asking yourself right now of like, how do I really get good at my job? The way you get good at sales, whether you're a setter or a closer, is you just need to talk to more
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people. And so my key in all this was like, how do I do the most amount of volume every time I got feedback, which got me better quicker. Stop asking yourself or stop training 5, seven hours a day and asking yourself, why am I not
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making more money? Because you're not [ __ ] talking to people, man. If you talk to more prospects, you make more money. It's really simple equation.
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Okay, so the key in all this is this. Get feedback. Go out there and execute.
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Get feedback, execute. Get feedback, execute. Every week, you work on something new or similar, right? If you suck at the intro of your sales calls, just work on that. But every time you get feedback, whether it's me from
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Andreas, or anybody you work with, go out there and implement a [ __ ] ton of volume of that feedback in order to get good at it. Because once you get good at it, man, then you move on to the next
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thing you're bad at. But if I don't do enough reps, then the guy who does 40 reps is never going to succeed as much as the guy who does 70 reps. Okay? So the key to all this is in order to get
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good at anything, you have to have a high amount of activity. People over obsess about training and they overtrain. It's kind of like somebody that's overweight that starts going to the gym and starts working out 3 hours a
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day and then gives up. It's the same concept, except most of you don't give up. You just keep scrolling through [ __ ] YouTube and Instagram or you'll keep watching these videos again and again. Get the feedback you need. Get
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the [ __ ] out there. Go in the real world. Do a high amount of activity.
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Figure out what works, what doesn't work, keep getting better at it, and then move on to the next task in your skill set that you need to make better.
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If I was to simplify my sales career, right, as somebody that has made seven figures in commissions and has trained a lot of people, I would literally simplify in this. Sales is a process-driven activity. Hard work, long hours. Okay, don't make it anything more
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complicated than that. If I work long enough, hard enough over a long enough time horizon, I'll eventually get my outcome. skill set plus work ethic equals success and have a high amount of activity over training. Work very hard
Speaker A
over a long time frame and you will eventually be successful. That is the mindset and the main principle is if you implement every day and remind yourself as you go through this journey, you will be successful.
Speaker A
Okay. So, what should your diary/calar look like as a high performing salesperson? Okay. I'm going to give you some tactful [ __ ] and then I'm going to give you some obvious [ __ ] that you need to follow. Okay. If your goal is to make
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more money, this is how you make more money as a salesperson. You talk to more people. Okay? So, when I was selling, I used to do 15 hours worth of sales calls seven days a week. So, just to put it in
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perspective, that's 15 calls from 6:00 a.m. PST down to 10 p.m. PST every single day, 7 days a week, no break. And I did that for four [ __ ] years, in order to get to my first seven figures
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in commissions. Okay? The way you want to optimize your diary space is to talk to more people is how you make more money. Your currency as a salesperson isn't your commission plan. It is how many times you can talk to people. And
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so here's how you I recommend you do it. Let's say you start your day at 8 a.m.
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and you're going to work let's say 10 hours, right? So you work from 8 a.m.
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down to let's say 5 or 6 PM. Okay? Your goal as a salesperson is to really just figure out one thing and one thing only.
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You need to optimize your diary. It's when is your highest no-show time. So let's say I sell a fitness offer. And my highest no-show, which is why you need to track your data. That's one thing as a saleserson. If you want to know how to
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organize your schedule, track your data. How many show ups? What's your show up rate? What's your no-show rate? What's your reschedule rate? Depending on the hours of the day where I know I have the highest no-show, right? So, just to give
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you an example, if I when I used to sell sales training, my highest no show rate was at about 12:00 p.m., right? So, 12:00 p.m. to 2 p.m. for whatever reason, I had a highest no rate in terms
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of people hopping on calls. So, what I did was I used to block out 12 to 2 p.m.
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And all I would do at 12:00 to 2 p.m. is dial referrals, admin, and follow-ups.
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Okay? So, literally what you want to do with your schedule if you're a full-time salesperson, and this depends on also how many inbound appointments you're getting. Maybe you're having to do outbound. It just depends. Okay? But look at your diary. Start tracking over
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the next 2 to 3 weeks when you get the most no-shows. whatever that time is, just block it out because it's like you're just [ __ ] wasting leads and wasting appointments for no reason.
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Okay? And so if that time, which usually for most industries, I've seen that like 12:00 p.m. is usually the highest no-show, right? Cuz that's usually around lunchtime. So people are late, they're carved up, they have low energy, right? Things of that nature. But figure
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out when your highest no-show ratio is or the highest time you get the most no sales at a certain time. And what you want to do is you want to block that out. Okay? So like if it's like for me
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it was like 12:00 to 2:00 p.m. on average. So 12:00 to 2:00 p.m. I wasn't taking breaks or [ __ ] around or going out to lunch. I was dialing, right? And so I averaged about $300 a day while
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making 100 grand in a month in commissions while taking about 14 sales calls a day. So I maximized overall efficiency where I literally worked, right? Your currency is how many how many hours a day you're talking to somebody who's a salesperson. So if I
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can talk to somebody for 10 hours a day rather than 8 hours, I am prepared to do that. That also means it's a lot of hard work and it is emotionally draining, but like that's life, right? And so I'm not
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expecting anybody watching this right now to want to work 15 hours a day or to be able to sustain it. I sustained it, but it was a very tough and it's not a life I recommend to most people. Okay?
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However, if you're going to work 8 to 10 hours a day, maximize those hours. Give it 100%. Right? Actually [ __ ] work during those hours because you'll be surprised about how much money you can make. Okay? So, just recapping real
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quick. Diary management as a salesperson is super simple. Okay? 8 hours or 10 hours or 15 hours, whatever hours you're working. Figure out your schedule.
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Figure out the times you have the highest no rate. And then anything during that no-show ratio is what you do. So during no-shows, right, I was calling people non-stop. I was outbounding, right? In that process, I was doing my admin cuz while I was on
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the dialer, I was on my phone finishing my admin. I was texting leads. I was getting referrals. I was doing upsells.
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It's all about how do I maximize my time to where I'm on the phone with somebody, right? While I'm dialing on clothes.io and it's going like I am trying to message people to try to see can I book an appointment?
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Can I have a referral? Can I do an upsell? Like what can I do to make money? Your constant focus when you're selling like for the 8 to 10 hours a day needs to be how do I talk to prospects
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or current clients that I can upsell but really your focus is how do I find money okay and so the way to work it out is just pick your schedule right and anytime you are not talking to somebody
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your goal is to talk to somebody it is that simple that is how you manage your diary that is how you structure your day in every day there's four main tasks you need to do sales calls pipeline/f follow-ups admin and referrals those are
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four tasks that if you do on a daily basis over time you will maximize your income. And if you even do that for the next two weeks, you'll end up finding deals you didn't think otherwise. Again, currency as a salesperson is how long
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can you talk to somebody? If you were talking to somebody or people for 10 hours a day, 7 days a week, compile that over the course of 3 months, you're going to kick the person's ass that's only relying on inbound and only talks
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to people for 4 hours a day. This is a currency game. And the currency of sales is how many times a day are you talking to somebody? Focus on that and you will make a lot more money.
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In this section, we're going to go over something very important. How do you adapt your script to the impact formula?
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Now, one of the biggest questions I get asked right now and sort of what I sell a lot of my our B2B sales training. So, when companies come to us for training is literally adapting their script. And so, while companies usually spend
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anywhere from 25 to 100 grand to get that done, you know, one-on-one with me, I'm going to show you how to do it in, you know, 105 minutes for 97 bucks a month. Okay. So, here's the formula for
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sort of how you want to build up your sales script and how you want to adapt it. Okay. The first step is this.
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Understand the question you're asking. Understand the answer you want. Third step is add the context needed for that answer. Pretty simple. Okay. So the first step I do any offer I have been on or I manage or I'm building out the
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sales script. I know the script, right? I know the phases intent, logical, emotional. I understand the principles behind the stages, right? So I understand the questions I'm asking. I know why I'm asking them and I know what's the thought pattern behind them.
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Which if you don't know what that is, go back up to intent and logical certainty and emotional certainty. That way you know the fundamentals. But then comes the most important thing that most people don't do, which is, okay, what's
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the answer you want? Countless sales managers and sales people ask questions, but they have no clue what the [ __ ] do they want the prospect to say. And excuse my French, but the issue with that is it's like having a GPS with a
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destination, but there's no destination. The issue with not having a script that you really know the answers to. It's sort of like having a sales script where there's no actual thought pattern behind, okay, what does this person need
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to say to know if this question is productive? So, for most people, you have questions you're asking, but you don't really know why you're asking them or what's the answer you want. So that's why your sales calls take longer than
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expected. That's why when you get surface level answers, you're like, "Why didn't I close this sale?" When most sales people tell me like, "I need to work on objection handling." It's like, "Well, what answer did you want?" I
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don't know. You need to know every question you're asking why you're asking it. Okay? There's a principle I want you to write down, which is this. Whenever you're adapting your script, okay? One of the principles I was taught by my
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first earliest mentor named Matt was you never ask a question you don't know the answer to. Cuz in sales, this is a process-driven activity. It's a chess game. I am playing chess and I have to be 10 steps ahead of you. If you know
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the answers you want to your questions, you are already 10 steps ahead of 99% of sales people because you fundamentally know what's the answer you meet want, which is why your sales call time is going to get shortened. But more
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importantly, you can add different context to get that answer. Okay, when you guys are building out your script for intent and logical certainty. So let's use fitness as an example and I'm going to build out a kind of a mini
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script here. Okay, so fitness I'm going to look at intent stage. The goal of intent stage is get the focus off me, right? So get the focus and this is literally how I would do it for any offer. So as I build this out, pause the
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video and build it out for yourself. Get the focus off you. Put it on prospect.
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Okay. Get a tangible/past experience. Now, if I'm selling fitness, for example, my tangible as an example of the answer I would want depending on what I'm selling might be better nutrition, right? Better strategy, better routine, right? Depending on what
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I'm selling and how the marketing functions on the offer, that might be what I want. Now, past experience might be none of the diets have worked. I keep gaining weight. It's been 20 years, right? Whatever it is. So when I'm ever
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building a script out, just like in this fitness example, I write out, okay, what's the answer I ideally want? And then the question becomes, okay, sweet.
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How do I ask a question that gives me this answer? So let's use tangible as an example. Better nutrition, better strategy, better routine. So in my mind, I role played. So hey man, like what what's it in specific I guess you felt
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like you needed help with from like, you know, John XYZ influencer so you could kind of lose weight, get into shape, all that jazz. Hey man, so so what was kind of the intent behind possibly reaching out to John? Was it more kind of the
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diet, the nutrition, and overall plan? Like what was the goal? Hey, hey, Mary. So, like what was it kind of you felt like you needed help with overall in order to like, you know, lose this weight, feel better, have more energy?
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Okay, that's an example of a question I would ask in order to get one of these answers. And then you go to past experience. Okay, none of the diets have worked. So, so what have you seen that makes you feel like you don't have the
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right nutrition plan? So, so what have you seen so far that makes you feel like you're not able to lose the weight? How much easier is it is it for me to create a script when I actually know the answer
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I want? How much easier it is to drive a car when you actually know how to use it? How much easier is it to do anything when you actually know what you want from it? Way easier. Imagine going on a
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dating site but like you not being able to put in filters of what you want and what you don't want, it'd be a [ __ ] show. So, your sales script is no different. You got to know the answers
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you want and then based on the answers you want, reverse engineer the questions you need to ask to get the answers you want. Your goal as a salesperson is if somebody was to ask you, hey, why are you asking that question? Why are you
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asking this question? You should be able to explain the thought pattern behind it. Now, just like I built out intent just now, I would write in the questions and then that's what I do for every stage. To recap, the way you adapt your
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script to your offer is this. What questions are you asking? What's the goal of the, you know, the stage? What is the answer you want? What is the context needed? Context is king. Okay, context. All right, I'm going to put
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this down below here. Context makes it easier for people to answer questions. When I add in more context behind a question, just like as the sales call goes longer and longer, my context gets more specific based on the tangibles
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they're giving me, the negative adjective they're giving me, right? Context and is kind of like a funnel. It starts off vague at the beginning of a call. It's open, but then it gets slimmer and slimmer. And slimmer and
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slimmer means the more context the prospect gives you, you are contextualizing the questions using the context and the labels they've given you. But context is the key between you getting a good answer or a bad answer.
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Context is what gets you a surface level. I just want to make more money to hey man, I really want to be able to, you know, have more freedom and income in my life. Context makes the world of
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the difference. So you want to figure out once you know the answers you want.
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How do I contextualize these questions to get the answer you want? Because based on that, you're never going to ask a question you don't know the answer to.
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When you add context, it makes it a lot it's like a sniper approach versus a shotgun approach. It's a lot easier to get what you actually want. So, just to recap, the way you're going to do it is
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this. What is the goal of the stage? What is the answer I want? What is the context that needs to be added to get that answer that I would like? Never ask a question you don't know the answer to.
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Build out intent, logical, and emotional certainty. That's how you adapt your script. This is the same principle I do.
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The difference is I this takes me about an hour or two to do when I build it for kind of our big B2B clients and big companies that come to us that again spend anywhere from 25 to 100 grand to
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get this done. and we put together a custom version. But this is the thought pattern. This should take you an hour to do by yourself. And then from there, you just want to get feedback and make it better and adapt it.
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Great. So, let's get into the video on mirror questions. Now, the first thing we have to understand is why do we use mirror questions? What's the purpose behind them? Because if you don't understand it effectively, proper, right? And there's two main reasons.
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Number one, every question in the process is there intentionally because they all feed off each other. They're all part of the process. And so, if you don't get an answer to a question, you're breaking that process. It's not
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going to work. A lot of times people will be like, "Oh, Andres, can I just skip this question or can I move it around?" It's like it's there for a [ __ ] reason. We don't just say [ __ ]
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for fun, right? So, like, you need to get every answer. And number two, think about this psychologically. If you ask somebody a question, they don't answer, and you move on. What are you teaching them subconsciously? Well, I ask
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questions, you don't have to answer, and I don't give a [ __ ] I'm going to keep going. And so, what's that going to make them think of you? Well, either the questions you're asking aren't important, or they're higher status than
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you. Therefore, they don't have to listen to you. Those are both very bad positions to be in on a sales call. Cuz then you start trying to objection, and they'll ask them consequence questions, they're never going to give you an
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answer. So, there's two parts to using an effective mirror question. Part number one, you have to call out the fact that they didn't give you an answer because that shows them subconsciously, I know you didn't give me an answer, so
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the next time I ask you something, you better give me a [ __ ] answer. And then part two is you have to reask the question in a slightly different way so it doesn't sound identical, but it gets
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you the same answer. For example, if I'm selling a bizop and somebody tells me that's a tangible, yeah, man, I just want to make more money. And then I ask them the experience question. What have you seen that I guess makes you feel
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like you're not making enough money? And they go, oh man, like I don't know, like I just always want to make more money.
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Maybe I wasn't being very clear that that's not the question I asked. What I meant to ask is you making more money though. Like what would that actually I guess allow you to do that maybe you you can't do now. So notice what did I just
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do? Number one, I called it out. No, no, man. That that wasn't the question I was asking. What I meant to ask is and then I reass. And you might be like, "Oh, but Andre, that's a completely different
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question." And so I'm going to walk you through the steps you can use to use mirror questions because you actually think about it. That question, the mirror I just used versus the first question, what have you seen? Are
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actually the exact same. They just sound different, which is your goal. So step one of building a mirror question is you have to ask yourself what type of answer am I looking for from this question. For example, if I ask a tangible question,
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right? So it's like, well, what was your intent on even like looking to possibly get them to high ticket to get sales?
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Like what are you what are you guys looking to get out of it? That's I'm looking for a tangible their outcome.
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Oh, I want more money, more time freedom, more financial freedom, whatever it might be, right? That's number one. What type of answer? Number two, I have to get examples of that type of answer. So for example, what I just
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told you guys right there, I want to make more money. I want more time freedom, more financial freedom. And then step three is I have to think of other questions, right, that could get me those same examples of an answer.
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It's very simple. So let's do some together. That way you start to understand kind of the principle of it as you model, right? Let's take let's say I'm selling a sales training offer and I'm asking the tangible question. It
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would sound something like this. Well, what in specific, I guess, do you feel like like you need possible help with them in order to actually make more sales, help more people, more commissions, all that jazz. So let's break it down together. What type of
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answer am I looking for? What they need help with? They're tangible, right? What are some examples? Oh, I need to get better at objection handling. I need to get better at using my tonality. I need to get better at lowering resistance. So
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now let's think together. What are some other questions, step three, that could get us those same example answers that we would get from that initial question.
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So one example I can think of right now, well, what do you feel like you need to improve on the most? I guess in order to actually like like make more sales, help more people, all that jazz. One example
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I can think of right now, well, what do you feel you really need to I guess improve on the most? Like in order to actually like make more sales, help more people, all that jazz. Right? That's one. Let's think of another one. In the
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conversations you're having that I guess like like don't move forward if that even happens like what are like one or two things I guess you feel like you could have improved on the most to actually like like change that outcome,
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make more sales, all that jazz. In the conversations you have that I guess don't move forward if that even happens.
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What are like one or two things I guess you feel like you could have improved on the most in order to actually like change that outcome, make more sales, all that jazz. So let's think about it for a second together. Both of those
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questions, what answers would those give us? Oh well, I needed to get better at objection handling. I need to get better at using my tonality. I need to get better at lowering resistance. So again, they're going to give us the exact same
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type of answers as the original question. That is the point of a good mirror question without sounding identical. Because if it sounds identical, then it's just going to trigger combiveness like, "No, man, you didn't answer it. This is the question,
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right?" And that's obviously going to cause a lot of resistance. But if we change it slightly, now we're able to get the answer we need without the resistance. So with that being said, I hope that was helpful. What I would
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recommend for you guys is look at all of the questions in your process and ask yourself, which questions do I get the most resistance on that they don't usually give me the answer? For example, the most common ones are typically going
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to be an experience question, impact question, consequence question. Those are probably the three most call. So then you go and you say, "Okay, if these are the three where I typically don't get an answer, then initial question that I ask." Well, great. I need to sit
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down. I need to do these three steps and I need to write mirror questions for those three questions. And then those are the three that you're going to start using when you get onto calls with prospects. One exercise I recommend as
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well, and this will get you better not only at finding these mirror questions, but also get you better at thinking on the spot. Realistically, there's going to be situations where somebody says something you weren't expecting, and you're going to have to make up a mirror
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question on the spot. And if you understand the principle of it well and you've trained yourself to think fast, you're going to be able to do that very very easily. So what I did early in my career, what Yosh did as well, Matt,
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etc., you sit across from somebody else. So in this case, you guys can take a member from Impact, somebody that you guys meet, whatever you want. And you literally choose one question. It could be the tangible, experience, consequence, futurebased, whatever you
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want. And you go back and forth changing the question, but again, it's a mirror question. Same outcomes, but wording it slightly differently until one of you guys run out of questions. And you literally just go back and forth until
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somebody loses. The reason why is because when you do that, your brain, when you say, "No matter what, I have to come up with a question." It's going to think of things on the spot under pressure that you never would have
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thought of before. So, you're going to get better at thinking fast and you're also going to come up with mere questions you never thought of. So, you're going to get better at thinking fast and also coming up with questions
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you never would have thought of in the past. In today's video, I'm going to walk you guys through identity shifting and sort of what that means and how you can do it and what's the most productive way to do
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it. Okay. So, the thing you guys have to remember about transforming identity or identity shifting cuz I feel like that word gets thrown out a lot. Identity shifting is simply getting somebody to think in a different way as if the
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person they want to be. Right? So, that's all it is. It's it's I'm going to take a human being and I'm going to get them to think about life or perspective differently. And so, an example I can give you, it's like if I take an
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overweight person that let's say wants to lose a lot of weight and I get him to think like a fit person where he starts making better choices. It isn't just about eating everything he can, right?
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and I have a line of questioning or a frame whatever you want to call it that I take them through that gets them to think in that way. Now the thing you have to remember about reframes or transforming identity is your sales
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script should do that right so if you look at the impact formula if you go question by question it is getting them more bought in onto shifting the way they're thinking right creating a massive gap you know there's a big
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emotional gap we get a tangible like the whole point of the script is to sort of help you with creating that identity shift right and so you want to mainly have a sales script that sort of does the work for you and so what I'm going
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to teach you today is the only frame I ever use right I have studied a lot of frames I've created a lot of frames I've mastered a lot of frames, but this is sort of the only reframe I do. And I do
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this reframe because this is sort of the sickest way that I've seen where I can sort of change somebody's way of thinking, right? And kind of change the way they're thinking about themselves or their decision-m process without going
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too deep. Okay? And so I'll tell you kind of how I made this that way it gives you guys context. So I had a manager one time named Kyle who's a really cool dude, you know, really good sales rep, right? And so he did a lot of
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NLP and a lot of things that were very complicated and he was good at it. The only issue is his sales calls were really long, right? So he'd have calls that were like an hour and 30, two hours
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long. Tony Robbins, another example, right? He's really good on stage. He does these identity shifting patterns, you know, where he gets people to change their languaging, the way they're looking at their life, etc. But again, it takes him like 2 to three hours. He's
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on a live event for 15 hours a day. It's different, right? And so for me, I was like, my questions will do the job of like shifting identity and getting somebody bought in into making a change.
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But how do I have like a reframe, especially in emotional certainty? The frame I'm going to teach you today, it's going to be midway into emotional certainty. So after you do the what prevented and what shifted, right?
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Because for me when I would do the what prevented and what shifted a lot of people would say like money and then I'd be like well what shifted now that made you feel like you know you want to
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invest in yourself to get to the next level and that worked right and then obviously when I went into creating like an emotional gap of the tangibles they wanted I was able to get them bought in on wanting to make a change but then I
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was like you know I feel like I still have to address that right when I asked them what prevented them as long as if it's external then I have to address it but if it's internal they say money time
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like and I go right into what shifted like that's good but I wanted to have a little bit more leverage where I can sort of get somebody to like really solidify that concept in their mind of what prevented them to take action on
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fixing their problem and what shifted now nothing really shifted it's just a matter of perspective right that you made a decision that enough is enough I want to fix this right but then I was like I need to find a way to take that
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and like encompass it because what prevented you fear money whatever they tell me okay so what shifted now that made you feel X to get to why well because of this happened because of that happened right they're usually going to
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say an experience or something where it's like oh I've just had enough or oh I'm about to have a daughter whatever they tell But after you do the what shifted and they tell you why they want to take action. I have to find a way to
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get them bought in to keeping that way of thinking. You have to get them bought in on like okay that's what shifted right what shifted for you was this and that's what's causing you to want to take action. However, you have to keep
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that identity up. So in fitness it's like what prevented you from getting a personal trainer? Oh man, I was just lazy. So what shifted now? Well, you know I spoke to my doctor or you know my wife and I just I really feel like I
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need to make a change. Okay, you really feel you need to make a change. It doesn't mean you have the identity of a fit person. So your identity is still of a fat person. You're just in a lot of
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pain right now, which is what's making you want to change. And that's good. But then if I hit you with a 10k price point, is the pain going to really override that amount of money? Maybe, maybe not. And so this is sort of how I
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created this frame where I was like, how do I sort of cushion myself? And that's why this is a frame. You don't use it every time. And if you're in a sales call and you don't feel like you need
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it, don't use it. But it's a really good frame that always sort of lands cuz it's a very general concept. And I've had to work a lot on kind of the wordings and the verbiage without making it too long,
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too short. And this is sort of what I came up with. Okay. So, let's say I'm selling whatever I'm selling. And I say, "Hey, man. What prevented you to take action?" And Miss, you know, prospect says, "Time, money, all the above." It's
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like, "Okay, man." And so, what shifted now that made you feel like you have the time or you have the money or you have X to get to that next level? Well, this happened. Okay, cool. And usually when
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with the what shifted, they're going to give you some type of experience, right? Like this experience popped up, which is why now I feel like I need to take my action. Okay, great. All because somebody has an experience doesn't cause
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them to change in identity. So the fat person that gets told by the doctor like, "Hey dude, you need to lose weight." You're just upset that your doctor made you feel bad or insecure, that's why you're wanting to lose
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weight. Doesn't mean you think like a fit person. When I sold to sales people and I say, "What shifted?" Well, yeah, man. I'm just tired of only making 10 grand a month or I'm just tired of feeling plateaued in my career. It's
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like, okay, cool. Like that's what's shifted, but that doesn't mean you've taken the identity of a high performing salesperson. And so the frame I would use is, and you can use this for any industry, any offer. It works for
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anything and I've used it on multiple different offers. And the way it goes is this. So, hey man, like what shifted now? Well, this shifted. Okay, cool man.
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The reason I ask you is because there's a big difference between wanting to be the 10K a month guy, wanting to be the guy that loses the 60 lbs and understanding and doing what it takes to be that guy. Okay? Like, I can think I'm
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that guy all I want, but it's not until I understand and I take the actions necessary that I actually get there. And so, I'll give you an example, right, dude? What do you want to be making monthly? How much weight do you want to
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lose? What type of relationship do you want with your spouse? I want this. Okay. And where are you at now? How far are you from that 10 grand a month? How far are you from losing the 60 pounds?
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How far are you from that relationship with your spouse? Okay, sweet. So, everything you've done up to this point, man, your kind of mindset and your skill set has got you to let's say here at 5K a month, at 60 lb overweight, and
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instead of if let's say I'm selling fitness, I might not say skill set. I might say your regime, right? So, you can change the skill set part depending on what you're selling. But everything you've done, men, has got you to this ex
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5K a month, bad relationship with your spouse, overweight, whatever you want to call it, but it isn't going to get you to the desired outcome. Otherwise, it already would have. So, is it worth keeping? And this is where you want to
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slow it down in terms of your tone. Is it worth keeping the same mindset, the same skill set that got you here, but isn't going to get you there? Well, no, man. Obviously not. Okay, but why not, dude? Why isn't it worth it? And so what
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I'm doing is I'm getting the person to sort of go deeper into why the same way of thinking, the same mindset, the same skill set isn't going to get them there.
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So there's both a logical aspect to it of like the process you've had, the skill set you've had, the regime you've had, but then there's also that more call it mindset woowoo part of like, okay, the way you've been thinking. And
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so this also sets you up really well for objection handling because it's like, yeah, man, that makes sense why you're giving me that objection because of the way of thinking. Okay. And so then it's like, okay, but why not, man? Like, why
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isn't it worth keeping that same way of thinking? Well, if I keep the same way of thinking, dude, then I'm never going to get there. Like, it's just, you know, well, obviously what got me here isn't going to get me there. Okay, cool, man.
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Because what happens if you keep the same mindset and skill set that got you here, but isn't going to get you there.
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Well, then I'm just I'm not going to be able to, you know, fix my objection handling. I'm not going to be able to lose this weight. I'm not going to be able to do X. Okay, cool, man. So, the
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question I got to ask you is not, do you want to make 10K a month, lose the 60 pounds, have a better relationship with your spouse, because everybody does. But the question I got to ask you is, are
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you committed to doing whatever it takes to become the guy that is able to make 10 grand a month, that is able to take care of his family, that is able to have a good relationship with your spouse,
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that is able to lose the 60 lbs. Are you committed to doing whatever it takes to become that guy? That's sort of the question I want to ask because at this point right in the sales call, this is
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what flows in really well into then the desired outcomes because as soon as I finish this up, I can flow right in where it's like, okay, cool, man. What does it actually allow you to do getting to XYZ goal? like what does that do for
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you? Right? So, this is the only frame that I sort of believe in and that I use up to this date. And you can do this on fitness, you can do it on pretty much any type of offer and it works just as
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well. And so, the key you have to remember with this frame is this. What prevented somebody to take action?
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Whatever they say. So, what's shifted now that's made them feel like they need to take action, whatever they say. This frame encompasses the way of thinking and it encompasses like the logical aspect of the skill set, the regime,
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whatever you'd like to call it. And so, the key with this is this. When you ask the question of what shifted now, you have to sort of get an experience from them. And if you if you ask the question
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of like, hey man, what prevented you now from like in the past from taking action to get to the next level, you have to get to the truth out of them. And the truth for them, it's going to depend on
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who you speak to, but you can't expect externalization. You can't accept it. And so what I mean by that is when you ask somebody what prevented them to take action and you get given answers like, "Oh, it was it
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was the economy, man. It was my wife." Then you have to address that. Because if I don't address that on the what prevented and I say what shifted for you, it's like nothing shifted for them because the whole point of what stopped
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them was outside of them, right? So that doesn't make sense. So when you ask the what prevented and they say money and they say as long as it's internal, don't try to argue with them on it. Don't try
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to fight them on it. Right? A lot of people they'll get somebody that says money or time or whatever they say and then they'll go into reframing or trying to overcome that way of thinking. It's like, yeah, but my questions will do
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that. If I consequence hard enough, they'll find the money, they'll make the time, they'll, you know, get past the fear, right? So you let your questions do the work. But as long as they give me an answer that makes sense, right, on
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the what prevented and it has to do with them and they're honest about it, then it's like, okay, what shifted now, man?
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That made you feel like you have the time, you have the money, you know, you want to overcome the fear to get to the next level. Whatever they tell me, they tell me. This frame is what you do after
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that. And this frame is meant to sort of accompany that like they have to have a new way of thinking, a new obviously strategy to fix the problem they have.
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And as soon as you finish this frame and let's say, you know, are you committed to doing whatever it takes? And they're like, well, yeah, man. I feel like I am.
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Okay, man. So, tell me though, you being able to get to XYZ, like what does that allow you to do? Like, what is actually going to commit you to getting to this goal? Not just the result itself, but
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what does it allow you to do getting to the goal that will make it worth it to commit to a new mindset and a new strategy, right? And so, you can easily segue into the bottom half of emotional
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certainty where you're able to get the tangibles. Okay? This frame will take you about a minute 30 to two minutes to implement, but it is very good in the perspective that it lands because it makes sense. It's logical. Oh yeah, that
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makes sense. Like my way of thinking got me here, won't get me there. Yeah, it makes like it's a very logical way of thinking about it, but it gets people bought in because you're getting the prospect to justify to you why their way
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of thinking or their skill set isn't going to get them there. And so like I can do this on any offer, right? I can do it on fitness. I can do it on relationships. I can do it with money,
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right? the the word skill set I might change. Let's say I'm if I'm on a skill set offer like if I sell fitness I'm not going to say your same mindset and skill. I might say, you know, the same
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mindset and the same kind of, you know, regime or the fitness regime you've had, right? You know, with the same, you know, mindset or the approach you've had to improving your relationship with your spouse, right? So, it depends on what
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offer I sell. But this is one frame that if you learn this and, you know, you're in a call where you sort of want to have more leverage or you just want to use it because you're like, you want to make
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sure cuz this guy is slippery or whatever it is, this frame will sort of do the trick for you because it gets not only is it very logical and it's like, oh, okay, that makes sense. But it's very much getting the prospect to
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justify to you, right? There's not a lot of you telling them besides the one line in there that's like, you know, what got you here isn't going to get you there.
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Everything else is getting the prospect to justify to you. And that's how you can start shifting identity because you're getting the person bought in on how their way of thinking isn't going to do it. And their mindset, their skill
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set, their strategy isn't going to do it. And then you lead right into what would it allow them to do by actually having a new mindset, a new skill set, a new regime. And so then what you're doing is you're creating a lot of pain,
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right? And a lot of call it discomfort by showing them that this right here, this way has kept you here. But these three desired outcomes and everything you want, it can get you here if you achieve this result. So from like a
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psychology standpoint, it's like I'm attaching pain to the way they've done things, right? Because it's not going to get them there, blah blah blah. But then I'm attaching also like the outcome if they actually get there. And so then in
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objection handling, it's far easier because it's like, you know, okay, dude, what's riskier? or like you know we all make decisions everything is way easier now that I have this frame in place because it's like anything you tell me
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like yeah it makes sense d because that's the way you think about things that's the way you think about your health that's the way you think about your business that's the way you think about your income and so this frame
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gives you a lot more leverage in objection handling because any objection they give you it's like yeah that makes sense because that's your way of thinking and you can sort of loop in that right and how that way of thinking
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got them here but won't get them there and because they've already kind of bought into that frame and bought into that identity if you will it's way easier to hold them accountable to it and objectionally Okay, so this is kind
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of transforming identity at like a base level. This is a very simple way of doing it. And so like after reviewing a lot of different sales calls, learning different NLP techniques, this is sort of what I believe is like the fastest,
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the easiest frame you can implement without it taking 5 to 10 minutes, right? But also knowing that you can get this done in 2 minutes and the prospect can only answer in one way. Again, you never want to ask a question you don't
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know the answer to. You want things to be as simple and clear as possible. And so this is my frame. Try it in your next call. it'll work.
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In this section, we're going to be going over a very in-depth concept called the six human needs. Now, the six human needs was sort of a concept I learned from Tony Robbins, and it was something I learned because I wanted to have more
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in-depth conversations. So, have you ever sold before where it's like, how do I go deeper with people with prospects where I understand them at a deeper level in order to sell them more effectively? I was at a point in my
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career where I think I was averaging maybe 30, 40k a month, but like I lacked a sense of connection with people where I really understood them. I was selling people very well, making good money, but I knew to get to kind of that next level
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in my career, I had to sell people with a different level of depth. And so that's sort of where the six human needs concept came in where when I heard Tony Robbins speak about it and he does this
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big thing on six human needs, I started relating it to sales and I found a way to use it in sales which gave me a better understanding of people which indirectly increased my sales and my ability to connect with people at a
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deeper level. Okay. And so I'm going to break down the six human needs right now. And the six human needs is something you understand about people which makes your calls better. It's not a frame or a technique you share with
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people on a sales call. It's something you understand which increases your level of understanding. Now according to Tony Robbins which I believe there's six human needs every human being has. Okay.
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And they go certainty, you have uncertainty, you have love/connection, you have growth, you have significance, and then you have so certainty, uncertainty love connection growth significance, contribution. Okay? Now, every human being, you, me, anybody have these six human needs. The difference is
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we value these needs different, right? So, somebody might value significance and certainty and another human being might value uncertainty and contribution. Now, let me give you an example. If I take somebody that is driven by certainty and I tell them to
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marry somebody driven by uncertainty, how's that really going to work out? Well, not too well because one wants to jump out of the airplane half the time and one just wants to stay at home and Netflix and chill. So, we all have
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different needs, similar needs, but we all value them at different levels. And so, the key for me became was if I could understand somebody's needs, then I know how to sell them. The section that is going to make a sale in your career in
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your script is going to be emotional certainty. Okay? I'm just going to call it EC, okay? Which stands for emotional certainty. So in emotional certainty, I kept asking myself the question of how do I go deep with people? Like how do I
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really understand what people want? And the way you understand what people want is you got to figure out what pushes them, what motivates them. Again, is change a matter of ability or motive?
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Well, it's motive. If I create enough leverage, enough change, I'm going to get somebody to [ __ ] make any change they want. But if I don't, I got to first understand what is enough going to create enough of an emotional gap. What
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actually does this person need that's going to cause them to say enough is enough. I got to change. So everybody has a different way of how they get leverage and motive to make a change. So let me give you an example. Let's say
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there's somebody that's driven by love and connection. Let's say there's a father who has three kids and he's really driven by love and connection. He wants to be the best fault and you're trying to sell him on significance in
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terms of what's the car you're going to buy, what's the house you're going to have, how does it feel making 50K a month as an example. He might give you decent answers, but is that really what the guy needs or is that are you putting
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your judgment on the guy? You're probably putting your judgment on the guy. So, think right now when you think about some of the prospects where you're like, I did all the right things. I got I figured out what he really wanted, but
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I got these tangibles and emotional certainty, but man, like I just didn't feel like we connected. It's because you didn't really understand what their needs are. Another form of what their needs are is what actually influences this person. What causes this person to
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say that I need to make a change and you're going to put me in a position where you're going to create enough leverage. Because if somebody's driven by, let's say, certainty and you try to create a gap on significance, they're
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driven by certainty. And so for them, the certainty of losing the weight so they're confident in themsel matters more to them than the growth of feeling like they're losing weight. Now, the two most common needs most of your prospects
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have, and these are also the two most ineffective needs human beings have, is certainty and significance. Most people are driven by always feeling certain, right? They always want to feel certain about themsel. And they're also driven by significance. They always want to
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feel significant. And so regardless of what you're selling, the key is I'm not here to change somebody's needs. It is not your job to change the six human needs. And again, the six human needs is something you understand. It's not
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something you say to somebody. But when I understand what somebody needs, when I can tell based on their languaging, right? Cuz I hear what they're telling me in logical certainty in the first half of emotional certainty. when I
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understand what this person really needs, it makes it a hell of a lot easier in the bottom half of emotional certainty where I'm creating the emotional gap, it makes it much easier to understand what this person is allowed to do. And so, if you go through
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the [ __ ] for example, you'll see like five, six of my sales calls. And what you'll notice in all of them, the questions are all the same, but the gap I build in emotional certainty is very different. And it's all based on their
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needs because one of the people is driven by love and connection while the other one is driven by certainty in his skill set. One of them is driven by they want to be feel certain in their skill set. The other individual is like, I
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want to feel love and connection. When you really understand what people need, it makes it easier. And so for many of you, and when I get asked the question of like, "How do I sell sophisticated buyers or how do I sell people that
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already have money?" It's not a question of how do you sell people that already have money, they just have a different need, right? So, let's say there's somebody that's making 400 grand a year and you're trying to sell them getting
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into, let's say, trading. They already have certainty. So, you trying to give them more certainty is not maybe how they want to do it, but let's pretend they already have certainty, but their biggest thing is they've always wanted
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to be their owner because they don't want to have to work under somebody. Maybe significance is one of their big needs. And maybe the other part of it is like they're like, "You know what, dude?
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I really have a lot of big goals in my life. And one of my goals in my life is, you know, I I make 400 grand a year in this corporate job, but I really want to be able to contribute to charity and
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like I want to be able to build a foundation for myself at my church or wherever it is. And I can't really do that, dude, because right now I'm capped at a job. Then they're driven by contribution. People are driven by
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different things. And when you understand what somebody's driven by, you know how to influence them. To influence somebody, you got to first understand what already influences them.
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What do they need? And so I'll give you one example. For me, at the beginning of my career, I was very driven by certainty and significance. So you could sell me on anything if you told me that I would have a better skill set which
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meant I made more income which meant that the world would appreciate me more. Now I got to a point in my career where I had a lot of certainty. I was making a lot of money and I'd stacked a lot of
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cash in my bank and I had gotten all the significance, right? I was the number one rep for three years in a row. I sold people 1 to 10. I got all my significance. So what did I end up
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doing? I changed my needs to growth and love and connection which is what it is today. I'm driven by growth and I'm driven by sense of love and connection.
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I got to interact with people to feel like I'm making an impact. That those are my needs today. So I want to be very clear. There's no such thing as a good need or a bad need. There are more
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unproductive needs that will probably cap you, but there's no such thing as a good or bad thing. There's just a need.
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And your key is when you can understand what somebody's needs, there's a level of depth you automatically have that you're going to create with them. And so, I'll give you an example. If you're selling, let's say, a father, and he
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gives you the surface level [ __ ] answer and emotional certainty of if I made more money, man, I would have free and you accept that answer. Now, obviously, if you've gone through emotional certainty, that section in the
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portal, you know, we have to chunk that down. But more than chunking it down, we got to chunk it down on the right things. Because if that father is driven by love and connection and he's telling you that he would buy a Lamborghini,
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that's not really what he needs. He's just telling you that because that's what he thinks he wants you to hear. But when you you when you can understand his needs and you can get after that and you can be like, "Hey man, Lamborghini
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aside, what does it actually allow you to do being the father you want to be?
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What does that actually allow you to do getting to that 20k a month?" So you being able to lose that weight, what would what would that allow you to do as the leader of the family? I have different ways of how I can use that. So
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the key of the six human needs are this. when you're in the bottom half of emotional certainty. Even an objection hand, you got to make a decision on what is this person's needs. Once you understand somebody's needs, you got to
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ask yourself, what is the need that is going to create the biggest emotional gap? But again, the six human needs, it's something that will give you a better understanding of people. And then when you speak to people, you'll start
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noticing different patterns. You'll notice people that are driven by certainty have different languaging than somebody's that's driven by contribution. Think about it. Somebody who's driven by significance, right?
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where it's all about them. Do they talk and act very different in terms of the answers they're going to give you based on compared to somebody that's driven by growth? Very different. And it one thing I want you to keep notice of is when you
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go through any of the sales calls inside, you know, the impact portal, really pick up not only on the questions and the answers, all this other stuff.
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What I really want you to ask yourself is what is this person's needs? Cuz what you realize is the questions don't change, but the level of depth in emotional certainty does change based on the needs. And so what I would challenge
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you to sort of do whenever you look at your own calls, but even you know my calls in the portal is what is the need that this person has. Start thinking about it. Usually there are top two needs. There are two needs usually
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generally above all six that people value the most. Right? Whether it's certainty significance contribution uncertainty or maybe for me like love and connection and growth. So people have usually two needs that they're valuing above all. And if you can create
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a gap on those two needs because you consciously understand what this person actually wants, your sales conversations change. And that's when that feeling of like, "Hey man, I feel like you understand me." or that emotional gap, you go so deep with somebody where the
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price and the competition is irrelevant. The reason you're able to do that is because there's a different level of depth. A few days ago is we had our a live event with our platinum partners, right? And one of the things we had done
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in that video is in that training is we went deep into the six human needs. And one of the questions I got asked which was like how do you really get good at this? The best way to get good at the
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six human needs is you got to first do it on yourself, right? What are your six human needs? As you're watching this video right now, what are the top two needs you value? And how does that change? So right now, if you're watching
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this and you're like, you know what, Yosh, I'm driven by certainty and significance. Let's say you're like, "Fuck, that's me." Not a problem. What if you instead of were driven by certainty, what if you were driven by uncertainty? Would the emotional gap
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that causes you to move be different? Probably. Cuz if you're driven by certainty, there's a sense of a bit of scarcity and you probably have a little bit of fear that's causing you to say, "I need a better skill set as a sales
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person. That's why you're watching this." Be somebody that's driven by uncertainty that's like, "Hey dude, I want a better skill set cuz I want to be able to use this [ __ ] anyway." If you're a sales person that's driven by, let's
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say, significance where you want to be the top guy and that makes you feel really good cuz maybe there's a manager or CEO in the company that you're working towards a VS. If you want to be a really good salesperson because you
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want to achieve love and connection and you want to make a lot of money for your family. Again, all people in different needs are still motivated. But the way I build leverage, the way I build motive is very different. Cuz the guy that's
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driven by certainty, it's how does it feel having the skill set. The guy that's driven by significance, it's how does it feel being that guy in the company that's the top rep. For the guy that's driven by love and connections,
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it's how does it feel being that provider for your family. So when people's needs are differently, you have different motive. Okay. So again, the six human needs is a concept you need to understand. Right? Later on in the
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portal, there's going to be a live training of me doing an exclusive training with our platinum partners where I actually break down the six human needs in like an hourong training session. But the thing you always want to ask yourself when you're selling
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people and especially in emotional certainty, when people are like, well, how do I build an emotional gap? You got to first understand what their needs are. And based on the needs, you got to target the one or two ones that you
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think are going to be the most important. What are the two top two needs this person have? And if you start building emotional gaps on that, you're going to have deep conversations, not long conversations, but you're going to
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have a level of depth in your sales calls and your convers sales conversations that you've never had before because you understand what influences them.
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In today's video, we're going to be covering the psychology of objection handling. Now, objection handling is its own art form, and you're not going to be able to do objection handling effectively the same way you're not going to be able to know your sales
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script effectively if you don't actually understand and have a formula. In this video, we're going to go over the basic formula of objection handling. Sort of the psychology behind it, the way you want to look at it in order to increase
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your commission. Now, I'll give you a few principles on objection handling. That way, this makes sense. And what you want to do is as we go through this, write this down. That way, you also have a deep understanding and you start
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internalizing this. First rule of objectioning is this. Expect the objection. Now, there's a lot of sales people out there that hate objection handling. The reason why you hate objection handling is because you think you shouldn't get them. The same way,
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the reason why you hate problems is you think you shouldn't have them. The good thing about objection handling is when you really understand the psychology behind it, you understand how to use the six human needs in it, you're actually
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going to end up enjoying it a lot more. Okay? So, when I get objections, the first thing is I expect, I don't react.
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Make that a routine and sort of a principle in your mind that whenever you get an objection, it's not about reacting to it. It's about expecting it and then knowing how to overcome it.
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Second psychology of objection. Objections and objection handling is really just a negotiation. What is the rule of every negotiation? Have more leverage. Now, you as the salesperson have more leverage than the prospect simply because you don't have the
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problem. The prospect has the problem and you have the solution to the fundamental problem. It is your ability to master this negotiation without you feeling like a salesperson but actually feeling like you're trying to help them.
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Okay. Now, a better way to look at leverage is this. If this person's going to make a change, what is change really about? Change is never about ability. It is always about motive. So, look at yourself for example. If you've ever
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done something in your life that you thought was impossible at one point, but then all of a sudden you broke past that goal, you hit that target, you accomplished it. What was that? Was that ability or was that motive? You had
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enough motive and enough reasons that said, "Fuck, man. I got to do this. I got to figure this out." And then you did. So, whenever you're in objection handling and people have this weird psychology of what they call limiting
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beliefs of, can I overcome this? You know, they're just broke. People are going to do things that they want to do if there's enough motive and leverage.
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If I have enough leverage to get [ __ ] done where I just like boom and I hit it and I'm going to find a way to make [ __ ] happen, you're going to do anything. the overweight person when they decide to
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finally lose the weight, they don't lose the weight because all of a sudden the nutrition became easier. It's because there was enough motive when the doctor said you got to lose weight otherwise you're dead, right? Or you're going to
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get broken up with by your partner so you have to lose the weight. So people aren't going to do stuff because there's abilities because there's enough motive and leverage. And when you start understanding that, then this stuff becomes a formula. Because if you've
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done your job at emotional certainty and you've created enough motive in the person, not only do you have that conviction as a salesperson to be like, I got to overcome this and help this person overcome it. But more
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importantly, they know they need to overcome it. So whenever you're looking at objection handling, always remind there's a split second you make the decision, right? Am I going to overcome it or not? There's that split second where it's like, am I just going to
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settle for this [ __ ] or am I going to run past it? And whenever you have that kind of doubt or that feeling, you always remind yourself, this is a game of motive, not ability. Anybody can find
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money if it's important enough. Anybody can move forward without speaking to their partner. Anybody can do those actions and if there's enough motive to get stuff done, it's going to happen.
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Now, this brings up another point. If you have leverage and you're going to create enough motive in somebody to get stuff done, the other rule of objection handling is the calmst person wins.
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Okay? Now, that doesn't mean my tonality is always calm. I can up my conviction if I need to, just like I am now, to get somebody across the line. Whoever is the calmst is the one who wins because your
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prospect is in flight or fight mode. There's an objection, there's fear, there's a sense of anxiety. You're not going to overcome it if you're going to be upset, if you're going to be pissed off, if you're going to be trying to
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overcome it. You're going to overcome it when you're calm. Just like the sales script, right? Intent, logical, emotional, certainty. What are you really doing? You have a formula where you know what questions to ask, with what tonality, with what answers you
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want. That's why you have a sense of conviction because it's not on instinct. It's a formula. Objection handling is no different. If you got a formula for how to do this, you're going to be a lot calmer. And the calmer you are, the
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better you're going to be. Okay. Now, how do I objection handle effectively? Next principle. The way you objection handle is you have to understand what influences this person to make change and leverage that. Another form of this is what is the identity necessary? What
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is the identity necessary for somebody to make a change? In the next section, we're going to go over the actual formula on objection handling, which is going to be reframe, push back, consequence called action. But in order to get somebody to change, if it's about
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motive, not ability, the question you got to ask yourself is what does the identity of this person need to be to make this change? What does the fat person need to think like, the fit person? What does the broke person need
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to think like the wealthy person? What does the person need to think like in order to make a change? That's how the premise of the conversation is going to be. You're going to base this conversation based on where the person
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needs to go and the motive this person has to make a change. You are not going to base it off of the ability or based on where they're currently at. A lot of times objection ending is this. You're
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just fighting against the person. And the reason is is because when somebody says they want to think about it or it's a partner or it's the money and they're making decisions based on their current perspective, their current outlook of
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the world, that is fair. But if you're going to get this person to make a change, it's not going to happen by getting them at the same level to look at their situation and get them to make a change. You got to elevate it, right?
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You got to elevate them to looking at life differently, looking at it from a different viewpoint that gets them to say, you know what, I got to make this change. And so the question you always want to ask yourself in objection is
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what is the identity need to be of this person to make this change. How does this person need to think, right? Not about how are they thinking now. How does this person need to think and whether it's a resourceful state,
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whether it's a motivated state, and that's the identity you're playing. All objection handling is is taking somebody's identity, changing it to where they realize that they need to make a change. Okay, so these are the psychology behind objection. Just to
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recap, number one, expect an objection. As soon as you go into how do you want to proceed from here? expect that you're going to get one. That way it doesn't annoy you. Second step, objectioning is a negotiation. Who wins a negotiation is
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the person who has the most leverage. And you have the most leverage as a salesperson because you don't have the problem, they do. You have the solution to that problem. Third step, change is never a question of ability, it's
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motive. And objection, I think, is no different. You're going to overcome all your objections when you can create enough motive in somebody, not because they have the ability. And that includes money. People can find money if it's important enough. If I put a gun to
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somebody's family and I say find 10 grand, they'll find 10 grand. So it is never a question of ability, it's motive. And the motive in the next section we're going to go over is going to be based on the six human needs. Now,
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next principle, calmst person wins. If you are jumping in objection handling, if you try to Cardone smash somebody, it's not going to work as effectively because they're already scared. You're only making it worse, right? You're making the situation worse than it needs
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to be. Fourth step, understand what influences somebody in order to get them to make a change in objection handling.
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Don't try to push yourself into them. Don't push an identity onto them that they don't already accept and know they need to be. Push an identity on this person to make a change based on where they want to go, not where they are.
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I'll see you in the next section where we will go over the actual formula behind objection handle.
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Welcome to the tonality section of the impact formula. Now tonality is very important in sales because at the end of the day once you know the script it's all about execution. And so for me once I had mastered the script it was about
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my execution. And so I have to turn my execution into a formula. Again I'm not a very intelligent human being but I'm a very process driven human being. And so when I was learning sales, I had to find
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a way to make tonality simple cuz tone was always complicated. I was like, I don't want to be something I'm not, right? And if you were a saleserson right now, implementing the impact formula or any formula, the key you're
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going to realize is you can't change who you are. If you put a persona on and that's how you make more sales, you'll eventually drop the persona. I remember when I was selling and I would try to act like something I wasn't, and it just
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didn't feel natural. And so what I'm going to teach you today is sort of how you can still be yourself while making a lot of sales, having good tonality, good facial expressions. Okay. Now, the number one most important thing in sales
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besides having the script is being able to chat with a human being. Whether it's a setting or a closing call, regardless of the offer, it's being able to chat with somebody where they don't feel like it is a sales script. They feel like
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it's a casual conversation with their friend. So, your goal at the end of the day is to make people feel like they're talking to their friend, not a salesperson. Okay? There are four tonalities that if all you did was
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master these, I'm sure there are 50 more according to some other [ __ ] trainer in the world, but there are four that if you master this, these were the only four I mastered to hit my commission goal, which was 100K a month. Now, the
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four are this. You have curious, you have skeptical, you have concerning, and empathy, and then you have casual. And I'll kind of describe how all of them work. Now, curious, you're going to do an intent and logical certainty. Okay?
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So, I want you to think about this. If I am a sales guy or a setter and I am trying to sell somebody or set somebody when I start off the call by trying to get the tangible, the past experience,
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creating logical certainty, I'm very curious because I don't know if I can actually help him, right? So, it's very much, you know, and let's say getting the tangible like, "Hey man, it looks like you booked in a call. I think it
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was like possibly getting some help with like, you know, being able to, you know, get a better fitness plan in place so you could lose weight, kind of get into shape, all that jazz." Like, what was it in specific you were wanting help with?
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So, I'm very curious on how I do it. I'm not like skeptical or very certain like, "Hey man, I know I can help you, right?
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I want to be very curious because I can bring their guard down." Tonality and your facial expressions are the execution of your script. And so even if you have a [ __ ] script, but you have very good tone and facial expressions,
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you will sell more. But if you have a good script and you have good tone and facial expressions, you will sell far greater. Okay? So curious is going to be an intent and logical certainty because that's still when you're trying to
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figure out the problem. The more curious you can be, the lower the prospect's guard drops, which is why they're going to be more open with you, giving you the tangible, giving you the negative adjective, really opening up to give you
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their problem. Now, skeptical is going to be emotional certainty. So, the first section of emotional certainty, which is like before we started speaking, what have you done about solving their problem, which most of your prospects, as you've come to realize, haven't done
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anything. That's where I have to be a lot more skeptical. It's like, hey man, why not? Like, what's actually prevented you from getting X to get to Y? I'm very skeptical.
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the bottom half of emotional certainty. Okay, so emotional certainty first half, the bottom half of emotional certainty when I'm building a gap on their desired outcome and I'm consequencing it. I'm going to be concerned and empathetic.
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So, this is going to be bottom half of emotional certainty. And I'll do a mini roleplay with you guys so you guys can actually hear the tone. Casual tonality is throughout the call. And I'll explain what casual is in a sec. So, I'm in
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intent stage. I'm in logical certainty. I have to be very curious because I want them to open up to me. So, if I'm very certain, they're going to back off. If I push, they're going to pull away. But if
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I'm curious, then they're going to pull towards me. That's the concept. Okay. Now, a lot of people ask, "What is a curious tone? And how do I have a curious tone?" Here's the thing, guys. I grew up with an Indian mother. Okay?
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Every time she got pissed at me, she'd squint her eyes and tilt her head at me.
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Pissed me off every day. But believe it or not, that's how I learned how to be curious. So, all you're going to do if you were trying to be curious at the beginning of the call is you're going to
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tilt your head. you're going to squint your eyes. And I'll explain to you how this works. If I say, "Hey, man. What is it you need help with?" VS, "Hey, man.
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Look, what is it you need help with?" Difference. If I tilt my head even more like like, "Okay, man. So, walk me through. What is it you exactly need help with?" Completely different. Okay.
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One thing I learned from one of my mentors is this. Your facial expressions are the remote control to your tone. If you want better tone, fix your facial expressions. And so, you have to use your face. Whether you're on Zoom calls
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or phone calls, doesn't matter. You need to engage your face and your facial expressions in order to get the right tone. Okay. So, let's say I'm a setter or a closer. Let's say I'm in intent stage, stage one. Hey man, it looks like
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I think you booked in a call. I think it was about possibly getting some help with like, you know, fixing your marketing so you could grow the business, make more revenue, all that jazz. Um, what what was it in specific
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you were kind of possibly looking for help with like in your marketing so you could kind of generate more leads? I'm going to be very curious. Okay. With tone, it requires practice. Tonality is a habit. So, you're not going to get
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this right away. You're going to have to practice it. And every time you look back at your calls where your tonality didn't work, you're going to realize, I didn't tilt my head. I didn't squint my eyes. Okay? The way you were going to be
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curious is you need to tilt your head and squint your eyes. Now, don't overdo it. Don't go like that. That's not that's not how it works. Okay? You need to be very curious. And so, the key behind all this, guys, is you have to be
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casual. Okay? The key to being being good at sales is making feel like people feel like they're in a casual conversation. The more casual I can be with my tone, the better I'm going to be. And a lot of
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people seem, you know, will ask me like, "Well, how do I be casual, Yosh?" I'm like, "The same way you would speak to a [ __ ] friend." How would you speak to one of your buddies? How would you speak
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to one of your friends? That's how you talk to people. Yes, it's a sales call, but I don't want them to feel like it's a sales call, so I should speak to them like I'm speaking to a normal friend.
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The only difference is I have a line of questioning. I'm taking them down. And that's the key to being good at sales.
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80% of my prospects that I ever sold didn't feel like they were in a script because I was super casual with it. I don't need to start off a call by saying, "Hey man, what's it in specific you want help with in order to increase
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your sales so you can make more commissions?" I don't need to do that. I can easily go, "Hey man, it looks like you booked in a timeout, like possibly getting some help with like, you know, increasing your sales so you can make
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more commissions, more sales, kind of all that stuff. Um, what what was it in specific you need help with like in your skill set so that you know you could make more commissions, more sales, all that jazz?" I can be very casual. Being
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casual for most people is very hard because like you're at work and you don't speak to your buddies the same way you speak at work when you're on sales calls. You need to find a way to combine them. Okay. Now, skepticism. Skepticism
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happens by leaning out. So, I am only skeptical in one part of the sales call.
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One part emotional certainty. Because that's where I'm going to get the person to justify to me why they haven't taken action. And so, I'll show you the tonality of how I do it. Okay. So before we started speaking today, like what
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have you actually done about like getting more advanced sales training so you could make more commissions, more sales, all that stuff? Okay, man. So before we started speaking today, like what have you actually done though about like you know improving your fitness
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regime or getting a personal trainer so you could lose weight, kind of get into shape, all that jazz. Okay, man. So before we started speaking today, like what have you actually done then about like you know being able to fix your
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marketing so you could get better leads, kind of grow the business, all that stuff. So the way I like to be skeptical is I put my hand like this again. facial expressions, your body, that affects your tonality. So, when I go like this,
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I'm sort of I feel like I'm leaned out. If I go like this, I don't feel leaned out. So, for me personally, and all of you are going to have your own way of doing this, my way of doing it is I put
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my hand like this. And so, in every call I usually take, my hand goes like this on that question in emotional certainty.
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Like, hey man, like before we started speaking today, like what have you actually done about like X to Y, right?
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So, I'm very leaned out on that question because I'm skeptical. I'm like, well, hold on. What has this person done to solve their problem? When I'm skeptical, people pull me in more. When I'm curious, people's guard are lower. So,
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think about this from a logical standpoint. In intent and logical certainty, if I bring their guard down because I'm very curious and I'm very casual, I get people a lot to open up to me more, which is what I want in the
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beginning of the call. Then, as I get deeper in the call in emotional certainty, especially the first half, that's where I'm doing more challenging, right? I'm challenging them on why they haven't fix their problem, why it hasn't worked. And so I have to be more
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skeptical because if I push back, they're going to pull me in. And because I've already created the gap in logical certainty, it makes sense why they would pull me in. Now, concern and empathetic. This is a tone I
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struggled with for such a long time. And for some reason, one day it finally clicked. I was watching a Tony Robbins video um where he was doing one of his like, you know, in-person things where he brings somebody on stage that's
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suicidal and he kind of walks them through a journey. And so this is how I learned this. Okay. If I want to be empathetic, all I need to do is slow my pacing, right? Some mentors are like, "Put your hands on your heart." I'm
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like, "Uhuh, too cliche. Can't do it. I'd die laughing if I did that." Right?
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I can't do it. And so empathetic and being concerned, I'm going to do in the bottom half of emotional certainty when I'm creating an emotional gap of, you know, what does it allow you to do if you accomplish X? And so, what happens
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if you don't? I'm very um empathetic. Okay? And so, the way I like to do that is I slow my pacing. So, I'll give you an example. I'll show you. Let's say a sentence like um what do you mean? As
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simple as that, right? So, what do you mean? Let's do that. If I want to be curious, okay, watch my facial expressions. What do you mean by that man?
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If I want to be skeptical and and what do you mean by that, though?
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And what do you mean by that? I can switch my tone. Let's use another example. Um, let's use do you like the first question in logical certainty? So, hey man, like do you like the current marketing plan you
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have in place like now? So, hey man, like do you like though the current fitness regime you have in place now?
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And and and so do you like like the current fitness plan you have in place now though?
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Same question. Now, obviously I'm not going to be concerned in logical certainty. That just sounds weird, but you get the concept. Okay, so again, four main tonalities you need to master.
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Okay, and this is the formula. Curious, you're going to do an intent and logical certainty. The way you're curious is you squint your eyes and you tilt your head, right? And so some people will go like that. No, no, just like what do you mean
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about that, man? You got to work on it. You got to practice it. I learned that from my mom. So, it's a bit different.
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Skeptical. First half of emotional certainty. I'm very skeptical because I'm getting them to justify to me why they haven't taken action, right? The way I'm skeptical is I lean out and I put my hand like this. I'm like, "What
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do you mean by that, champ?" like what what you know what's kind of prevented me in the past from like getting more advanced training to like get to that next level. So my pacing and skepticism is a little bit faster, but I'm very
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leaned out. In curious, I'm just very, you know, I tilt my head, I squint my eyes, I'm very like like, what do you mean by that? Okay, concerned and empathetic is going to be the bottom half of emotional certainty and
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consequence. And all I need to do is slow the pacing down of what I'm saying.
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And when I slow the pacing down of what I'm saying, it seems like I'm very concerned and it seems like I really care because what happens if you don't do anything about this though, man?
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You're never able to lose the 60 lbs so that you can take your shirt off at the beach, be the dad you want to be, and nothing changes, right? So, I can slow my pacing down. I automatically sound
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more empathetic and more concerned. This tonality is something that casualness just comes from chatting with a friend.
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There's no facial expression of how you do it, right? But I'll give you a key tip that helped me. And then from there, you got to figure out what works for you. When I used to hop on sales calls
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at the beginning of my career, I used to get nervous, right? Like I used to feel like, ah, this person knows I'm going to sell them when I sell to sales people.
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Whenever I would talk to a friend, I would always use the word bro. I'd be like, "Hey, what's up, bro?" And so for me, I was like, "How do I get myself to sound casual without making it super
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intense in my mind?" And so, literally what I would do is I'd hop on a call and I'd be like, "Hey, what's up, bro? How you doing?" And for whatever reason, when I started off a call by going
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saying it that way, where it's like, "What's up, bro? How you doing?" That mentally for me was a shift where I'd be like, "Oh, I'm just talking to a friend." When I used to say like, "Hey, Jerry, what's going on?" I'd be like,
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"No, man. I feel weird." Even right now, I feel weird saying it because it just doesn't feel like a casual conversation.
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Figure out what works for you. Maybe saying, "Hey, man. What's up? Hey, bro. What's up? Hey, what's up, man?" Right?
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Like, figure out what works for you. But you need to find a delineation that switches your mind from being like, "It's a sales call." to no, man, I'm just having a casual conversation. For me, it's bro, right? So, I'd be like,
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"Hey, what's up, bro? How you been?" "Okay, cool, man. Looks like you booked a call." and I'm right back into the sales call. Those are the four tonalities.
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Let's go over body language. Now, in this video, there's two main things you got to understand about body language.
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They help you number one because they are the remote control to your tonality. People don't understand this. A lot of people, they think, "Oh, I need to master my tone." In reality, like 90% of your tonality comes from your body
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language. It's very hard for me to tilt my head and squint my eyes, which by the way is the body language for curious tone, which I'll go over in a second.
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It's very hard for me to do that and just be like, "Okay, like that sounds really weird. Okay, that's curious, right?" Because I tilt my head, squint my eyes. And so the body language is a remote control to the tonality that
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you're using to come across. And ultimately, your tonality is what's going to determine how deep of an answer you get to the questions you're asking.
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So that's And number two, it's because it will make your questions much sharper. That's how you hook somebody's attention. If you're constantly talking at the exact same pace and you're just like "Hello hello hello hello," nobody's going to listen to you. They're
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going to lose interest. But if you have the proper body language, they can feel your energy. They can feel you and they can feel the question you're asking, which is going to make it much much sharper. So, first, let's go over the
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four main tonalities and the different body languages you need for each one. And then we'll go over a little bit of the more advanced stuff of how to actually make your questions land better and make them sharper. So, let's start
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with the casual confident tone. Now, the main thing you need to know for the casual confident tone is that the way it comes across is you need to have your vital organs exposed. The reason why in basic human psychology whenever you have
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your vital organs exposed it shows to other people's subconscious this guy is not threatened by the people around he feels superior to them. Therefore he does not have to protect himself. So all you really have to do keep your chest
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your vital organs exposed and keep your hands visible because that's another thing in human psychology. Whenever your hands are hidden behind your back in your pockets whatever they're like okay does he have a knife? Does he have a
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gun? Is he about to [ __ ] shoot me? And so that's not a great recipe for getting people to lower their guard. So just have your hands visible on the Zoom screen and then have your body language
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very very open and your vital organs exposed. Number two is the curious tone. Now, all you really need need to know for the curious tone, it's extremely simple. Tilt your head and squint your eye. Well, what do you mean by that? And
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that's naturally going to make you sound curious. That's literally it. Number three is the skeptical tone. So, for skeptical tone, the main thing you need to know is scrunch your eyebrows and lean back. So, if I say, "What do you
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mean by that?" versus, "What do you mean by that?" That's skeptical because I lean back and scrunch my eyebrows. So, you're going to use that for example when you're asking the question in logical certainty. Well, what caused you
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to do that? It's like, what what caused you to like do it that way? That seeds a lot of doubt like did I [ __ ] it up?
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Like, am I not supposed to do it that way? So that's how you're going to build the doubt before going to the problem, right? Number four is the concern tone.
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Now, this one you're not going to use as often, but you're mainly going to use it when you're asking consequence questions, for example, because it's going to make them feel like, okay, this guy actually cares. If they feel like
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you care, they're going to go a lot deeper into their pain, their problems, their emotions, because they feel like you're there to help them. So, the way you do it, lean in and raise your eyebrows, I'll use a consequence
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question as an example. If I go, "So, what happens, man, if you continue on the same trajectory with X and Y and Z problem for the next 2 days, 2 weeks, 2 months, even two years." Man, at the
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end, notice how I lean in and raise my eyebrows, cuz again, it makes them feel like I care. One other trick you can use, and this is a little bit more advanced. You don't have to do this.
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It'll look awkward if you don't do it properly. Put your hands somewhere near your chest or your body. So, for example, I could be like 2 days, 2 weeks, 2 months, even two years, man.
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And it's because to the subconscious, it signals my hand is on my heart. Your heart is where you usually care. You love for people. And so, again, it signals this guy cares about me. they're going to go a lot deeper. Great. So, now
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we've gone over the main four tonalities and the body language you need obviously to master it. Now, let's go over how to make your questions actually land. The biggest issue I see with people when they're trying to learn body language is
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they think, "Oh, if I flail my arms around in a [ __ ] circle, like you're like a [ __ ] Pokemon character or something, it's all of a sudden going to make it land deeper." It is not. You
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just look like a [ __ ] [ __ ] Instead, what you have to do is you have to make your body language match the actual words that you're saying to make the impact feel stronger. For example, if I say such a short phrase like good
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to great, but I do this, that makes no [ __ ] sense. And so, it's going to confuse somebody. They're not going to understand the impact as deeply. But if I say good to great, now in their mind,
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they actually understand what I'm saying. And it clicks at a deeper level. It's like double the impact as if I had no body language at all. And so, that's exactly what we have to do for all of the questions that we're asking. So,
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let's do a question together. That way, you guys understand it and I'll show you guys how to do it for yourself for the rest of them. First, I'm going to ask this question, no body language, nothing. And I'm going to show you guys
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how to actually do it the right way. Right? So if I go before you and I were speaking, were you out there looking for other ways to get more of that advanced training or what were you actually doing
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about that? So here it is with body language. Before you and I were speaking, like were you I guess like out there like looking for like other ways to like get more of like that advanced training so you could like XYZ goal or
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like what were you actually doing about that? Let's break it down together. Before you and I were speaking, I point between me and them. Were you out there looking? So were you out there looking behind us? Like were you out there for
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other ways to get more of that advanced training? Again, advance. So you could XYZ goal. The goal is in the future. So I dispel it like that or like what were you actually doing about that? This is a
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curious. What were you actually doing about that? So every body language I use is extremely intentional to match the exact words that I'm saying. That's why people really often on calls or just my YouTube whatever they'll be like, "Oh
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Andress, I feel like when you speak like you command control, like it's very clear. It's very sharp what you're saying." Like how does that happen? A lot of people think it's just because of my voice. And obviously I do sound
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confident everything else. But the biggest aspect is that yeah, I have the voice, but everything I do with my hands, my body language, my gesturing matches the words I'm saying, which makes it hit with double the impact.
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That's why there was a study that was done where they found 7% of your communication, the meaning that you transfer to other people when you're speaking comes from the actual words you say, 38% is your actual tonality, and
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55% is your body language. So, if you're just focusing on what you're saying, how you're saying it, you're getting less than half of your total communication and meaning. But if you put the body language into it as well, that's when
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you become a fantastic communicator. Now, to be very, very clear, this second part, the advanced part, that was not for beginners. So, if you're already doing 20 30K a month, for example, then start to master that stuff. And what I
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would recommend, go through your script, look at all of your questions, and write out, okay, what body language do I need to use for each parts of these questions, cuz once you do it enough times, it'll just become subconscious to
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you, and you won't have to think about it anymore on your calls. So, in this video, let's go over verbal queuing. There is three reasons why we're going to use verbal queuing, right? Number one, it allows you to
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control the pace of the conversation, the pace at which the prospect is speaking. Number two, it makes it very easy to interject. Cuz for example, if the entire and I'll go more in depth on this later. If the entire call I'm
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going, "Yeah, oh, really?" Right? That makes sense. And then all of a sudden, when I want to interject, I want to interrupt them. I go, "Yeah, really." And by by the way, when you said and then I just asked a question, that
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sounds very natural. But if I'm dead quiet, I'm just like sitting there and all of a sudden I go like, "Hey, but when you said it's obviously not going to work. It's going to sound rude." Right? Number three, it allows me to
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control the emotion which the prospect feels. So, first of all, let's go over at a psychological level what is verbal cue. And to understand that, we need to understand the psychology behind it, right? It all comes back to a principle
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called mirroring. So, in psychology, I'll use this as an example. If you see two people at a bar on a date, you'll notice at the beginning when they're not in rapport, it's a little bit awkward, it's their first date, whatever, they're
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going to be kind of like out of sync, like talking, figuring out, whatever. But if it goes well and they're actually in a rapport, you'll notice they start mirroring each other. So, for example, he might start nodding his head while
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she's saying something. She might start doing the same. He might start tapping his leg or cross his legs. She might cross her legs or start tapping her leg because it's mirroring. And the key is that there's always one person that's
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leading this interaction and the other person is mirroring their actions. That's what influence is. The person who's leading and the other person's mirroring them, he's the leader. He's the one influencing the other person.
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So, the way we can take advantage of that in a sales call is if we can be that leader and we can give them cues.
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That's why it's called verbal queuing. we can give them cues of how fast to talk, the emotion to have, etc. It's going to make them follow us in that regard. So, here are the steps that we need to master in order to actually
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start verbal queuing effectively. Number one, you have to pick five verbal cues that work for you. For example, mine are yeah really okay right damn.
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And then step two is after you have your five verbal cues, as the prospect is speaking on a sales call, you have to use it at different paces and tones to change the speed and the emotion which the prospect is speaking at. For
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example, if on a sales call the prospect is speaking way too slow. They're just rambling on and on and on. They will not stop. They're like, "Yeah, this, this, that." I'm going to verbal cue very, very quickly to make them speed up. For
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example, I might go like, "Yeah, really? Okay." Right. Damn. So, it's going to be a lot faster and shorter. At the same time, they're speaking way too fast. I'm going to verbal cue slower to make them slow down how they're speaking. So,
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it'll be more like, "Yeah, really? Okay. Right. Damn." Cuz that's going to slow down how they speak. they're going to start mirroring me. And it works the exact same way with emotion. For example, if I'm future pacing somebody
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and they're like, "Yeah, man. I would be here and I could do this and I could have this life and travel and be with my family and all these different things." My verbal cues are going to end in
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upward inflection because it makes it sound more exciting. Really? Damn. That's amazing, man. Super cool. Like it always goes up because that's going to match their emotion and make them feel it at a deeper level. The opposite, if
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I'm trying to make them feel lower emotion, for example, in the consequence stage at the very very end of the call and they're telling me like, "Yeah, man.
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Like, I wouldn't be making money. I'd be paycheck to paycheck. This would happen. That would happen." I'm going to be like, "Damn, really? Sorry. I'm sorry to hear that. Because me being lower pitched, ending it on a downwards,
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that's going to make them feel that negative emotion stronger. And the reason this is so powerful, I want you to think about this for a second. If you were a prospect on a sales call and you were telling somebody, "Man, I would
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make 20k a month. I could travel. I could take my family here and do this and do that. My life would be amazing." And they were just like, "Okay, really?" Right? Damn. That person, that salesperson is literally killing your
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emotion. You're not going to be able to feel emotion cuz you feel like he's dead. That's the power of verbal queuing. So, you have to make sure you're using this. Now, one exercise I always get the question of, oh, okay,
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Andre, like, how do I actually practice it though? Like, how do I put it into practice? The best way, in my opinion, is when you're having daily conversations with a buddy of yours, your family, you're hanging out, you're
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on a date, whatever it is, practice it very, very casually. So, as they're speaking, be very intentful about being like, "Yeah, really? Okay, right. Damn." Number one, they're probably going to find you more interesting if you're not a [ __ ] interesting person, right? So,
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that'll help. But number two, eventually, this will become subconscious to you. At the beginning, you're going to have to naturally be very intentful. I am gonna do this. I'm going to use this verbal cue. But eventually, once you've done it for so
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long, it'll be a subconscious thing. Naturally, when you're in a conversation, whether it's a sales call, whether it's just with friends, whatever it might be, that's just going to be your default setting. So again, to recap, number one, pick your five verbal
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cues. Number two, change the pacing of it and how you end it, whether it's an upward inflection, downward inflection, while you're speaking to people. And then number three, go out in normal conversations and just practice it. Be very intentful about it. And eventually,
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it will become subconscious. In this video, we're going to go over something that's really near and dear to me, which is pacing. Okay, tonality is probably one of the most effective things I've learned in my career. It's something that took me the longest to
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learn. And the reason it took me super long to learn is nobody found a way to simplify it in my ADHD mind of like what actually having good tone meant. So, I'm sort of going to give you guys a bit of
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a master class on how to simplify tone to the best of my ability. And like, if you guys use this, you guys will notice the changes right away. Now, I'll explain to you guys kind of how pacing became a thing. When I was selling, I
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was a very hardcore slappy happy salesperson. So very hardcore, just straight objection, things of that nature. Now, the issue with selling like that is you get you hit a cap, right? So like when you sell like that, you have a
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very high conversion rate, usually pretty good paid in FOs, but like you also have a high refund rate. You also don't make a lot of follow-up closes. So there is a cap. And it got to a point in
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my career where I was making about 50 60 grand a month in commission. The goal was obviously 100, right, which I ended up eventually doing. And I would say a big premise of why I got to that number
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was really knowing how to communicate with different people where I didn't have to change my personality. I could simply change my pacing to communicate something different. Okay, so there's two types of pacings, right? Only two.
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And I'll simplify it to you guys this way. You have fast pacing and you have slow pacing. Now, these are the principles. Fast pacing is usually going to be enthusiasm, curiosity, maybe even a bit of skeptical. Slow pacing is all
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about concern and empathy. So, I'll give you an example. I'll say the same thing and I want you to hear the difference in my tone. That way, it gives you context.
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If I go, you know, hey man, like what is that going to really do for you personally? Hey man, what is that going to do for you personally? completely different connotations. Hey man, it looks like you booked in a call. I think
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it was like possibly getting some help with like, you know, getting into shape so you could kind of lose weight, feel better, all that jazz. How can I help?
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So, hey man, it looks like I think you booked in some time. It was like possibly getting some help with like, you know, getting into shape so you could have more energy and feel better.
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How can I help, mayor? Completely different ways of how that's perceived. Okay, now there is a right time to do fastpacing and there is a wrong time to do it. Okay, it is not based on your personality. You can sell any way you
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want. Whether that's maybe you're more slappy happy like me, maybe you're more like Andreas, maybe you're more like Jordan Belelfford, I don't care. But there is a right time and a wrong time to use certain tones. And so to simplify
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it, this is how you want to look at intent and logical certainty is all about fast pacing. It's curiosity, right? It's like, "Hey man, it looks like you booked in a call. I think it was like possibly getting smoke with
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like, you know, being able to kind of get into shape so you could kind of lose weight and feel better." How can I help, dude? Negative adjective. Well, what do you mean by confused? Okay. And do you like it though? Like besides not kind of
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feeling good, like do you like the current fitness regime you have in place now? So the thing I want you to pick up on is this. Whenever you review one of your questions and you're like, "This didn't land." And let's pretend the
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context, the way you asked, like verbiage itself was on point. The next thing you're always going to want to look at is how was my tone? How did I communicate this? And the first thing we're going to look at with tone is what
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was your pacing? Okay, so intent and logical certainty is always going to be fast-paced. But the general rule of thumb when it comes to fast pacing, when you're trying to be enthusiastic, curious, or skeptical is you're going to
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do that in intent and logical. Now, slow pacing is all about concern and empathy.
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Slow pacing, you're going to implement it in emotional certainty. And all slow pacing is about is really getting the person to understand things from a different viewpoint. When I'm slow pacing like I am now, you're receiving the information quite differently than
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if I was fastpacing and I was talking a lot quicker with a different level of intensity where I was trying to communicate a different level of emotion. Okay? So in emotional certainty, you're going to be a bit more
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slower pacing, right? So it could sound something like this. Hey man, so like you being able to like, you know, take that trip, what what would that do for you personally? Like being able to do those things. So when you're slow
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pacing, you're also going to do a lot of verbal pausing. Your general rule of thumb in emotional certainty is it's slow pacing. So what kind of prevented you from like getting more advanced training to get to that next level. So
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what's what's shifted now that's made you feel as if you need that advanced training to get to that next level. So like what happens if you don't do anything about this and you're not able to lose that 60 lbs for another 2 days,
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2 weeks, 2 months, 2 years. What happens then? So slow pacing is all about communicating concern and empathy. And so you sort of want to look at your sales calls like an energy flow. It's like as the call is going, your job is
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really controlling the energy of the prospects and the way the call is functioned, which means intent and logical. You're controlling the energy by making it more enthusiastic and curious when you want their guard to be low. Emotion certainty is when it's all
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about like, you know, smashing past those limiting beliefs and those objections and creating that big emotional gap that makes the person have enough motive to make a change. But in order to do that, the pacing of how I
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communicate has to be different to get them to realize things from a different view. Okay? Our subconscious and conscious minds process information different. There's a reason why when people say, "I like slow music. I like sad music because I like fast music. I
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like upbeat hip-hop." It's all based on the pacing. Now, in objection handling, you're going to be doing a few different types of pacings to communicate. Now, objection handling formula is reframe, push back, consequence, CTA. Now, your reframe is generally going to be slow
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pacing. Not always, but depending on the frame, right? It's going to be slow pacing. So, to give you guys an example, and one of the analogies we go over is the island reframe, right? If you don't know what that is, don't worry. You're
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going to see it later on. In that reframe, it's very much slow pacing, right? Like, we all make decisions based on our perspective. But then there's points in that reframe where it goes, you can see the oceans, the trees, the
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woods. You get to see the world for what it really is. I speed up pacing because I want there to be a little bit more intensity and curiosity. But then there's certain sections where I slow my pacing because the view is never going
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to change north, south, east, west because I want a different tone and I want a different level of perception. I want them to perceive it different.
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Okay? So your reframe is generally going to be slow pacing. Push back is always going to be fast pacing. Okay? And the way push back is going to work, well, why though, man? Because you don't have to. Every good diet starts on a Monday,
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new year, new me. Now, why am I pushing back with fast pacing? Cuz I'm trying to be skeptical. After the reframe, they've bought in. They're like, "I know I need to do something." Well, why though, Chan? You don't have to. Like, every
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good diet starts on a Monday. New year, new me. Why do you feel like you have to? I'm going to push back because what are they automatically going to do? When I push back and I'm skeptical, what does
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a person usually end up doing? They pull you in. That's the point of the push back. Now, consequence again, slow pacing. Why am I slow pacing? Cuz I really want that question to land and I want to think deeper. I don't want a
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knee-jerk answer. I already got that in the push back. I want to So, okay, man.
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Like, why why though, man? You don't have to. Well, because I need to because of this. So, what's going to continue to happen, man, if you don't do and you stay at the same level? Well, then I'm not going to be able to get to where I
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want to go. Okay, man. Now, the call to action. This is your choice. Depending on who you're objection handling, you might increase the intensity and the pacing and be like, "Okay, man. So, what do we have to do then to put you in the
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best position possible so that when your head hits the bed tonight, you have done everything to get yourself to where you need to go?" And maybe you do that with a prospect that's really stuck in fear and so you're trying to do a bit of a
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pattern interrupt to really get them to that next level. Now, another example of a CTA is I might do slow pacing where it's like, "So, what do you feel like you have to do then, man, to put yourself in the best position possible
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to become the father you need to be? what actions have to be taken for that guy. Then I'm going to slow my pacing down. So pacing is a really fun thing, man, because it's like you can sort of
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control the energy and angle of any conversation. I could look at somebody and they're like, "Oh, well, I already make 10 million." 10 million. Okay. And I could move it. The good thing about pacing is you can control the way a
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conversation is perceived. And so pacing was, I would say, a really big part of my career of why I was able to kind of excel and hit my numbers because at a very early on when I was up, you know,
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at 50k a month, it was very much slappy happy and a very fast pacing. When I started introducing slow pacing, it changed how people felt cuz I could communicate the same thing with a slower pace and some part of them felt like I
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was being more empathetic and concerned. That is how pacing changes the game. And you want to do a combination of both.
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You don't always want to be slow pacing, otherwise you sound like you're the walking dead, right? You also don't want to be fast-pacing all the time, otherwise it's just a Tony Robbins motivational speech or a Grant Cardone smash, right? So, you want to use both.
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You just got to know where to use them. Okay? So again, just to recap, fastpacing enthusiastic curious skeptical, slow pacing, concern and empathy. Intent and logical certainty is where you're going to do more fast pacing. Objection handling is going to
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be a combination of slow and fast. Emotional certainty is going to be a little bit more on the slow pacing.
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Okay? Start consciously adding that to your script. In your script, you should add in parenthesis on like intent, logical certainty. Slow pacing, right?
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Or fast pacing and then emotional certainty, slow pacing. You want to add that in as a reminder. But pacing is literally the difference maker between you doubling and tripling your commissions when you learn how to do it automatically.
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So, in this video, we're going to be going over specifically how to follow up as a setter. Now, the reason you should be following up as a setter is because you have to understand one mistake a lot of setters will make, especially
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starting out or even with like intermediate level, like not experts yet, is they will set anybody who wants to be set. And if there's zero leads in the CRM, yeah, you should do that. Set everybody you can, but if there's a
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decent amount of leads, you should not be setting every conversation. The reason why is because chances are some of those leads saw a single ad from the founder of the company or whatever it might be, decided to click on it, and
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now they're there. And if you set them up for a call, you're expecting them to pay $30,000 or whatever it might be after having known the company for 90 seconds of a [ __ ] video. It's not realistic. So, that combined with the
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fact that as a setter, you need to be very careful about being in charge of how much money you're making. You cannot rely on the closers. Because for example, if you have a shitty closer that's trying to close the deals and you
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set them that lead that has only known of the person for 90 seconds only seen the company for 90 seconds of a video expecting them to spend 20 grand. It's a shitty closer. It's not going to happen.
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If you set them for somebody like me or Yosh, yeah, you have a better chance of them closing. But chances are you're not setting for somebody like me or Yosh or Matt. So here's what you do instead. At
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the very end of the setting call, if somebody's very new to the company and you have to set them and expect them to pay a [ __ ] ton of money, don't set them.
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Say this instead. So typically man, from here what we would do is we'd schedule you with Matt because from there he's kind of in charge. He's the guy who like builds plans for people of like how to get out of their current 9 toive job etc
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and actually like start their own like marketing agency so they can like achieve that financial freedom and like XYZ that you spoke about earlier. What I'm going to do for you instead though because I know obviously you're very
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very new to XYZ person obviously the founder of the company whoever's on the ads. I'm going to send you a training that he did that I think it'll help you specifically cuz you know you mentioned earlier X and Y and Z problem. So this
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training is really going to cover a lot of that stuff. So I'll send that to you go through that and then you and I can reconnect two or so days. That way you get a better idea of like if you feel
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like we would actually potentially be the solution for you. Would that be helpful? Nobody's going to be like, "Oh yeah, of course that would be helpful." Think about what you just did. Everybody talks about the takeaway close and the
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takeaway close doesn't work if you're asking for $20,000. Just be realistic with yourself. But in a scenario like this, whenever somebody feels like they can't have something, what does it do to their mind? They want to have it more.
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So, you're going to build so much more trust because you were like, "I want you to know more about the company and make sure that you feel it's going to work for you before you actually do anything." And you'll notice in their
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voice, they'll be like, "Oh, okay. I guess we can do that." So that's step one. Number two, schedule a call between you and them two days from now, 3 days from now, whenever works for both of you guys, obviously. Schedule a time on the
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calendar. Send them an invite. That way, it's actually there and they actually pick up the phone. And then step three is you have to send them a specific training VSSL or testimonial. This is the key. I'm not going to go deep into
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this obviously because this is a lot more kind of on marketing. What you need to understand for this though is you need to have specific testimonials for different avatars that are disguised as value. For example, in the previous
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company that Yosh and I were running that was doing 40 mil a year, it was a sales training company. So in that company, we had one testimonial for every single personality type or like unique situation. For example, if
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somebody was a single mother, we had one testimonial that was specifically for a single parent. And so we would send that to anybody who either they were a single parent or they had a lot of kids. They didn't have a lot of time with each one
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of them because that would resonate deeply with them. In those testimonials, it should be a conversation. So, recording of a conversation between you and them. You start off with the outcome that the person got and then you go into
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strategies like what do you feel like actually allowed you to like get that outcome like working with us. And then that's where they talk about like for example for the sales training company.
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Oh, I started doing this differently. I started asking this question. I started using this tonality. Whatever it might be. Then once you have this library of VSSLs trainings testimonials then when you're on that call as a setter, you're going to send them whichever one
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correlates to if they're in a unique situation, then send them that one. Or if they were in a specific industry, then we'd send them that one. So, you have to think about what are your main avatars that you have within your own
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company and get your offer owner or if you're good enough, you can just do them yourself. The offer owner will allow you to record those testimonials for the different avatars. That way, you can use them on your calls. Step four is when
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you call them back in 2 days, here's how you start the call. Hey, is this John?
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Yeah. What's up, buddy? It's just Andy here, man, from like X and Y and Z. We spoke a couple of days ago. How's it going, dude? How you doing? And there obviously he's going to be like, oh, we're doing good. Whatever. And it's
Speaker A
like, oh yeah, and by the way, man, silly question. I know obviously last time we spoke about like you having like X and Y and Z problem. We were supposed to reconnect today. Are you still looking for like possible help with kind
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of like how to like start that marketing agency like get to the 20k month financial freedom and everything else or you already found something and right there obviously they're always going to be like oh I'm still looking cuz it was
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really 2 days ago because think about it in psychology what did you just do to them? They just told you I am still looking. So it makes them feel in their own brain subconsciously well I am looking which makes them a lot more
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present with the conversation with you. Then you go, "Okay, and by by the way, Ben, did you have a chance to go through the training I sent you last time?" Obviously, like with X and Y, and Z person like covering X and Y and Z. And
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usually they're going to be like, yeah, I did. And you're like, what did you take away from it? I'm curious. If they say, "No, I didn't." You have to make them feel awkward, but you can't punish them because if you punish them, they're
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going to associate a negative feeling with you, and that's not a good place to be cuz they're not going to show up to the next call. So, you have to make them feel a little bit awkward. So, you just
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go like, "Jesus, man, what are we going to do with you? Get like kidnapped or what?" And they're like, "No, man. I'm sorry. I just got busy and this and this and that." Then, remember the last question was, "What did you take away
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from So then you're going to go, okay, like I guess you having X and Y and Z, whatever they took away from it, how do you feel like that would actually apply like to you though? I'm curious and be
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like, oh well, I feel like this strategy would help me here and make me more efficient and this and this and that.
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And all you're going to do from there is now you just set up the call with the actual closer. Use the exact same transition from the setting script.
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That's it. Tada. Now that closer, lucky bastard, is going to have an actually really good lead on his calendar.
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somebody who has had one contact point from the ad. Then they had a contact point with you on a call. Then they went through an entire training which is really just a hidden testimonial. Then they had another contact point with you
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and now you're setting them up for the closing call. So like that is perfect scenario for the closer. That's going to be an extremely warm lead. It's going to be very very well done. Much better than again you trying to set them a cold
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lead. Now the closer doesn't know what he's doing. He burns the lead, tries objection handling too hard and now nothing happens. There's no deal there.
Speaker A
From here I'll let y'all speak about how to follow up as a closer. So in this video we're going to be going over follow-up as a closer. Now, just now, if you're a setter, you've gone through follow-up as a setter by Andreas.
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Follow-up as a closer is just as important, if not more important, cuz this is how we get deals done. Now, you are not all going to convert at 100%.
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And so, the inability to follow up equals one thing. A lazy salesperson that is only dependent on new sales. And you don't want to be in that business.
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Let me give you an example. At my peak in my career, when I was making 100 grand a month in commission, I used to have to sell 80 to 100 new people every month at about 16 grand a pop to make
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100k in commissions, which was about anywhere from 7 to 800 grand a month cash collect. Okay, you are not going to be able to do that every month for 3 years. Follow-ups are what smart sales people do in order to manage their
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income. So that the months where they might want to work less, the months when there's Christmas, national holidays, where they need to know how to make money without just relying when marketing shits the bed, which if you've realized up to this point happens in
Speaker A
every company at some point, you have consistent follow-ups coming in through to manage your income. Follow-ups is not a should, it's a must. You must do it.
Speaker A
Okay? 20% of your income every month should come in through follow-ups. For most of you, especially if you're below a 30% conversion, 40% of your income should come in through follow-up. You're going to get to a point where you're so
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good at sales where you're converting at 55 60% where you won't need to do as many follow-up. Right? There was a point in my career where it was like, you know, 55% conversion, it was good income, and 10% of my income came in
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through follow-up. But until then, when I was at the 20 25% conversion, learning how to get better, I did do my follow-ups. Okay? Now, I'm going to show you the formula on follow-ups. And then I'm going to make it really simple for
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you. So, here's the way follow-ups work. If you are a closer, the way you're going to structure your follow-ups is you're going to have a 1 week, 2 week, 4 week, 6 week, and 8 week follow-up chart. Now, every time you don't make a
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sale, you should always, always schedule a follow-up call. Rule number one, always schedule follow-up. I don't care if that person was not nice to you. I don't care if you don't like that person, you always schedule a follow-up
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call because the likelihood of them showing up, even if you think it's super low, is higher than if you don't schedule it. And if anything, just mark it as free when you schedule it. But you always schedule it. Okay. Now, different
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people are going to convert at different times. That is just a buyer's journey. Some people will be ready to buy on the first call. Some of them, it might be like, "Okay, dude. This guy's probably going to convert in 2 months, 4 months,
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6 months, 8 months." Now, here's what your goal is. Every time you schedule a follow-up, you're going to put them in a sequence, right? So, let's say John is likely to convert in two weeks. He's scheduled to speak in two weeks. Bob is
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likely to convert in four weeks. Gary is likely to convert in six weeks. And Tom is likely to convert in eight weeks.
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Okay? Your goal every day, second principle, I'm going to show you how to do this, but you're going to block 30 minutes for follow-ups. Your goal every day when you do follow-up is how do I get the people in the 8week column to
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the six week column? How do I get the people in the six week column to the four-week column? How do I get people from the four-we column to the twoe column? It is a constant obsession of moving people through your pipeline.
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Now, there's two types of reasons why people are get into follow-ups and you're not able to usually convert them on the first call. Okay, this is second principle. You have problem unaware prospects and you have solution unaware prospects. So you have people that are
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problem unaware. They don't know and they don't believe they have a big enough problem yet to justify the 5, 10, 15 grand investment. And then you have solution unaware prospects, which are people that don't believe your company or who you work for, you guys are the
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solution to solving their problem. Now, it's not a good thing or a bad thing.
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That's just is what it is. And you got to be honest with yourself when you do your follow-ups, which is like what's going on. So give an example. Let's say Tom is problem unaware, right? This guy just thinks he's the [ __ ] and he doesn't
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think he has a problem. Gary is problem unaware. Same thing. Thinks he's the [ __ ] But let's say Bob, he's just a bit solution unaware. So, we're going to nurture him. Is the way you follow up and nurture them going to be different
Speaker A
if they're problem or solution unaware? 100%. If I'm when I used to sell people that were solution unaware, what do you think I was sending them? Testimonials, interviews where the founder of my company was doing an interview with a
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client. If I dealt with somebody that was problem unaware, I was sending more training, valuebased content of the offer that I sold to get them more nurtured. Right? So, I had different content I would send them at different
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times depending on what was the reason they didn't buy. And so every day when you block out 30 minutes for follow-ups, really what you're trying to do is you're trying to get the people from 8 week to 6 week, 6 week to four week,
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four week to two week, two week to 1 week, right? And then ideally one week to close. Every month, if you do this the course of 2 to 3 months, you're going to have such a healthy pipeline that you go into every month knowing
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that you have five to seven sales likely to close. And your level of certainty of like, okay, I want to make 20K a month in commission. I know 5 grand is coming in through follow-ups. If you don't do
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your follow-ups, somebody else will. or if you're most high ticket closers that are just lazy as [ __ ] you just will never make the money you want to make.
Speaker A
Okay? Every company's marketing will go up and down whether you like it or you don't, the economy will go up and down.
Speaker A
But if you have a strong pipeline of leads where rather than one thing per one of these boxes, you have seven people in the one week, seven people in the two week, six people in the four week, 15 people in the six week, 20
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people in the 8week, when you have this pipeline, you have a different level of certainty. So what you're going to do every day is you're going to block out 30 minutes a day for follow-ups. And in that time, you're going to do a
Speaker A
combination of texting, right? So texting is as simple as just shooting them a text. Hey dude, so let's say you know Tom problem. Hey, hey Tom, just Yosh here. Saw this video dude that I thought would be relevant for you about
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kind of like losing some of that weight we had spoke about. Just wanted to send it over to you. Let me know your thoughts. Hey Tom, I know we had spoke about like, you know, increasing your marketing and yada yada yada. Just
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wanted to send you this video. Hey Gary, I know we were talking about improving your sales skills, dude, so you can make more commission. This is kind of a video ex you know Yosh doing a training that I
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thought you'd like to see. You're going to have different content. So you're going to do a combination of texting. If you do more B2B, you might do emailing and then calling. Now the key of follow-ups is this. It's the 30 minutes
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a day doing follow-ups. When I want to follow up, let's say I want to get somebody from 8 week to 6 week or 6 week to 4, 4 to 2, 2 to 1, regardless. The whole goal is I need to be in constant
Speaker A
touch. So, with every follow-up, fourth principle is this. I need to have been in touch. And in touch means either texting or calling, I need to have two touch points a week with every follow-up. So, let me give you an
Speaker A
example of what this might look like. Monday morning, let's say 8:00 a.m. to 8:30 PSD is when you've blocked off for follow-up. You send all these people a text with some form of content, some form of value. It can be as simple as a
Speaker A
meme being like, "Where you at? How are the numbers?" Whatever you want to do.
Speaker A
Now, let's say on Monday morning you send a bunch of follow-up texts. Most of those people are probably going to respond to you Monday night. You are not going to respond to them on Monday cuz that's not the time for follow-ups.
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You're going to respond the next day on Tuesday at 8:00 a.m. again. So, think about it. You're constantly on their mind. The best example I can give to people, it's kind of like dating, right?
Speaker A
If I really want to go out with somebody, like I'm there's a girl I really want to go out with, what's the key? I got to always be in touch with her. I got to always be around her,
Speaker A
right? Cuz the more she sees me, the more likely we are to go out. But if she sees me inconsistently, she's going to focus on somebody else. Same thing with follow-ups and getting people to buy. If I'm constantly in touch with them and
Speaker A
every day for some excuse I'm always in touch, it makes it easier. You're going to text them or call them the next day.
Speaker A
Let's say I send a piece of content to Tom next day. Hey Tom, I you know, let's say I send a a video to Tom and Tom responds saying, "Hey man, thank you.
Speaker A
You know, we'll go through it later tonight." I'm not going to respond to him Monday. But then Tuesday, I might call him up and say, "Hey, what's up, buddy? Tom, yeah, what's what's up, man?
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Just your I saw your text, man. Did you get a chance to go through it?" "Okay, sweet, dude. How was that for you?" Great, dude. Yeah. Yeah. I just wanted to send you that cuz I want to make sure
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like, you know, in the meantime before we kind of move forward with this, you're still kind of getting better and we can still work on some things. What's kind of the plan, man? What's changed?
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We chatted. Okay, no stress, dude. Yeah, let's keep in touch. I'll try to send you some other stuff if I see it being relevant. Okay. How are you, by the way, doing on kind of collecting the funds so
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that way you can invest in yourself to get to XYZ, whatever it is, the product or service you sell. Okay, sweet, dude.
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Yeah, no worries. Let's keep in touch. Okay, hang up. 30 second, 45 second conversations. Follow-ups is not a game of having hourlong conversations or trying to convert them right away. You are just maintaining your outputs.
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You're maintaining your touch points. Okay, so you text them on Monday, let's say, with content. you respond to them on Tuesday. You text them again on Wednesday or Thursday, you respond to them the next day. So throughout the
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week, you have a minimum of two to three touch points with every prospect. So they remember you, they appreciate you, and if you're actually giving them value to fix the problem and solution unaware, they're going to be in touch. And the
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KPI you're aiming for, depending on what your close rate is, it's going to be different closer to closer. You want to get a minimum of 20% of your follow-ups to convert. So let's say on average you have a 30% conversion, right? So let's
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say out of you have out of 40 sales calls a month, you're able to convert, let's say 30%, which is 12, right? So let's do the math. Okay? So let's say you're speaking to 40 people a month. If
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we do 40 minus, you know, 12. So, let's say you do a 30% conversion, four times three, that's 12. That's 28. Let's say out of 28 people, you're able to convert an additional 20% because you followed up with people correctly. 20% of 28,
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let's say on average, so let's do 28 divided by 002, you're closing probably an extra two to four deals. Let me do that section again. Okay, so let's say you're doing 40 calls a month, right?
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Out of 40 calls you're converting, let's say you're converting a minimum of 30%, right? So, let's do 3, that's 12. Okay, so 40 - 12, that's 28. Now, let's say you converted 30%. So, you closed 12 deals, but because you did your
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follow-ups, you closed an additional 20%. So, 28 time.2, that's 5.6 deals. So, let's say six deals more. You converted four deals at a 30% conversion or 12 deals at a 30% conversion. You just added an additional six deals. So,
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you just increased your cash collection, your income by an extra 50% without necessarily more work, but more organization, without needing more leads, just simply by doing your pipeline. The power of follow-ups is when you're an average closer, which
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it's not a bad thing to be average and want to build yourself up. But if you're doing good, you can easily seem great by simply doing your follow-ups and putting in effort. So again, just to recap, your follow-ups as a closer every day, block
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out 30 minutes. You always schedule a follow-up call. You're going to create a spreadsheet or on a paper, whatever you want to use, 8 week, 6 week, 4 week, 2 week, 1 week. Your whole goal every day, every prospect, you're going to define
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why they didn't buy. You're going to be honest. Are they problem unaware or solution unaware? Just saying they don't have money is not is not the answer.
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Problem or solution unaware. And the second thing you're going to do is you're going to have a minimum of two touch points every week with every follow-up. And your whole goal is getting Tom from 8 week to 6 week, Gary
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from 6 week to four week, Bob four week to two week. If you fundamentally do that over the course of 30 to 60 days, you will start making follow-up closes.
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And that is how you maintain your income and you make a hell of a lot more money.
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That's how you do follow-ups as a closer. In this section, we're going to be going over referrals. Now, referrals is the oldest way of making money as a salesperson consistently. Referrals is not going to be 100% of your income, but
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there are a ton of businesses and people out there that have built literally their entire business just on referrals, which is ineffective as well. But 10% of your income should come in through referrals. Start noticing the pattern of
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what being a successful salesperson is. It's not just inbound or new sales. 50 to 60% is new sales. 20% is follow-ups, 10% is referrals, 10% is upsells. You're creating what we call an ecosystem. Now, referrals, kind of the way I describe
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referrals is your referrals are based on the client journey. So, let's say this is Bob, okay? And Bob just invested 5K to lose weight. So, let's say fitness.
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Bob's pumped. He's like, "Dude, freaking ready to lose these 40 lbs." Now, Bob has a client journey that he's about to go through. There's a there's a word you're going to hear me use often, which is success points. Success points, as it
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was taught to me by one of my mentors named Matt, were points of a client journey where the client experiences success. And those are usually times that the client is the happiest.
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Emotions are the highest. There's this level of certainty that the client has in himself or herself and the product or service or the company he or she is deciding to choose with, which is yours.
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So success points is when the client has a belief of absolute certainty that this is working. I'm seeing progress. And this is the issue. If you were selling a bad offer or a [ __ ] offer and clients
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aren't getting results, your ability to upsell and get referrals are going to be little to none because you don't have success points. Now, we don't want to overdo referrals or upsells cuz that just triggers resistance. So, let's say
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client signs day one. Let's say this is day one. And let's pretend based on the product or service I sell, and you should map this out for whatever offer you have. Day 10 is when the client first starts noticing, let's say in this
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situation, a little bit of weight loss. And then day 35, on average, the client really notices tremendous weight loss.
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Day 60, the client is in shape. You know, they've quit that addiction. They've lost that wave. They've tripled their business. And then let's say day you know 75 the client has achieved the overall desired up right so you have
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these different success points. Now the key about success points is success points need to be taken advantage of and you really want to structure it correctly. So with referrals what is a referral? People always ask me like what's the most important thing in a
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referral and it's not how you ask it. It's just [ __ ] asking it. Every 10 sales you should make. This is the KPI.
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Okay this is the KPI all of you should aim for. This was my KPI. For every 10 new sales you should make two referral sales. So for every 10 new sales, you should make two referral sale. Every 10
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people that buy, you're going to ask all of them for referrals based on your success points. But then you should be able to get at least, let's say, four or five referrals. And out of four or five, two of them should buy. The key of
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referrals is this. Day 10, client gets results. You're literally the I'm going to give you the script. It's going to be the simplest script you've ever heard for referrals. But most of you aren't going to do it, which is why you're
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never going to succeed at this. But if you make this a routine, a standard that I'm going to ask for referrals no matter what, you will make more money in the long term. So here's how it works. Day
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one, I'm going to ask for a referral. Why? Because if you look at the emotions prospect Bob is feeling at at success points, which is happiness, emotion, certainty, they're going to feel that right after they buy. They feel like
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they've made a change. So you're going to say, "Hey man, how do you feel, Bob?
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I feel great, Yosh. I feel like I'm going to lose the weight. I feel really excited." Okay, what are you looking forward to the most, man? Okay, so who else do you feel like, you know, you might know that you feel like is
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struggling with kind of the same weight and wanting to lose the weight that you feel like I could help? Same way we've done with you today. Who else do you feel like you know? The key of referrals is don't settle for no answer. They're
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like, "Well, I'm not sure." Well, have you thought about it, Bob? Like, who else do you really feel like you know?
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Because our our goal here, man, is to really help people lose as much weight as possible. That's the mission of XYZ Fitness Company. Who else do you feel like you know? Well, I I do have these two friends. And what are their names
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real quick? Okay. Jerry and Mary. And and why do you feel like we could help them? Well, they're also overweight.
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They've kind of struggled with this. We go on walks together at the park. Well, if it's easy, Bob, just to make it easier for you cuz I want you to focus now on your weight loss. Why don't you
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make an introduction with me via text with them? I can have a chat with them and make a game plan like I did with you today. And then if I can help potentially, they can also be in, you
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know, the XYZ training like you'll be. But then even if not, at least it gives them a step in the right direction.
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Would that help? You're always going to frame it in their benefit. People will give referrals if they like you. That's another thing. If you're a shitty salespeople, and this is something I experienced where when I used to go too
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hard on the pain and objection handle too hard, even if I would make the sale, they would never give me referrals cuz who would introduce their friend to an [ __ ] So, you want to get to a point
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where based on the six human needs and knowing how to sell people effectively? People that give you a lot of referrals, it's because they want to. And usually out of 10 sales you make, there's always that one person that loves you because
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you really helped them and they're going to give you 50. So, really, the way referrals work is you have one or two people that just love you that give you a tough. That's how it usually works.
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Now, that is literally the verbiage of how to ask for a referral. Why do you feel like, you know, we could help them?
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And then, okay, do you want to make an introduction and then I can take care of it. Guess what you're going to do to day 10. Day 10. Hey Bob, how are you feeling? Man, I've lost 5 lbs. Great
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man. What are you looking forward to most in the future? Great. Who else do you feel like you know, Bob, that you feel like I could help? I might change the verbiage a bit where I'm like, "Okay, Bob, now let me ask you one thing
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cuz my big goal for this month actually, Bob, is to make sure I can help five more people. Who else do you feel like you can maybe introduce me to that could be struggling with the same weight loss
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goals kind of like you are?" And now that you're already seeing momentum, well, I have these friends. Great. Make an introduction, Bob. Day 35. Hey, Bob.
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How are we feeling? Okay, great, man. Hey, Bob. I have 10 more people I want to help dude. Who else do you feel like you know I can help? Great. Day 60.
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Amazing. Bob, you lost another 20 pounds. Who? It's a constant repetition that at those success points, I'm constantly asking for referrals. This is why it's really important to sell something legitimate because if you don't believe in what you sell, you're
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not going to want to ask for referrals. 10% of your income every month, if not more, if you really get good at referrals, 20 to 30% of your income is should come from referrals. The good thing about referrals is this. It
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doesn't cost your company anything. So, when you get to a point where you're so good at referrals, if I'm a salesperson, this is how I did it. I'm demanding a higher commission. Give you an example.
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I used to make 9% commission on average. Nothing crazy. I got to a point where I was closing about 50 grand a month cash collected out of the 5 to 600 grand a month I was collecting on just
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referrals. So I went to my manager and I said, "Hey dude, this doesn't cost you guys anything. The biggest expense in every company is marketing 99% of the time. I want 15% commission." And after a bit of negotiating, they're like,
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"We'll give you 14%." I'm like, "Duh. If you get good enough at referrals, not only are you in control of your income, but rightfully so, you should demand a higher commission. You want to frame it correctly, but you should totally get a
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higher commission." And so when people ask me, "How do I get referrals?" Just ask. But you got to know when to ask it.
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I think referrals are more of when you ask it and takes less skill. Upsells are about when you upsell, but also how you upsell. Referrals are more about when you ask it, not even necessarily how you ask it. And again, out of every 10
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people you sell, there's always going to be that one person that just loves you that's going to want to unload a bunch of referrals to you. Just because you've changed their life in such a profound way if you learn how to sell correctly
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that they want to send you other people. Just to recap, referrals based on success points. Success points meaning happiness, emotion, certainty when the prospect is the most likely to feel those feelings. Day one of sale, day 10, day 35, day, 60, day, 75, whatever your
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cycle is. Okay, these days are not specific. Depending on what you sell, you're going to look at the client journey, speak to the client delivery team and be like, when does the prospect achieve the best results, those are the
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times you want to book in your 10-minute check-in calls where you can then ask them for referrals or give them a call.
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That way, you can check in with them then when they're likely to get the results so you can make a referral.
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That's how you do referral sales. So, in this video, we're going to be going over upselling people right now.
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Number one, step one upselling. Obviously, you need leads to upsell people in the CRM, clients, etc. Now, there's two ways to get these people.
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Number one, which is the easiest, you can literally just call a list of clients from your CRM or whatever it is, have a conversation, pretend to be a customer service rep. I'll show you guys a script in a second how to actually do
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it. That's the first way. Second way, if your company gives you access to do this, is with SMS or email blast, right?
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On most of the big CRM, close io, go high level, etc., they have what's called a workflow where you can send one mass text to everybody in the CRM in a specific list. So you could put the list
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of clients who have been clients for more than four weeks, for example. Right? This is an example of a text I built for that last company I was working with doing 40 mil a year, etc.
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where all the workflows and everything that was ran for a period of time were all made by me or the cash was collected by me and that department was doing about a mill. So here is the example.
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Hey Andre, Andy here from XYZ company's client support team. I saw you join XYZ program XYZ weeks ago. We're giving away complimentary coaching sessions in exchange for some basic feedback on the program. Feel free to schedule here while we have spots. And then it just
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had the link to be able to book a call. Basically from there, we just have a [ __ ] ton of people book in all thinking it was a coaching call or a feedback call, whatever angle you want to use,
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right? And then this is a script you'd follow. Now, regardless if it was on that call or if I was cold on the CRM, this is the exact process or the structure you're going to use on those calls. Number one, you have to lower
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their guard by pretending to be from customer support. So it' be someone like, "Hey, is this this John? Yeah, what's up buddy? It's just Andy here from like XYZ's customer support to you, man. How's it going? I saw you join XYZ
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program like XYZ time ago. I just wanted to check in to see kind of private complimentary training or something like that. What's been your feedback so far?
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And right there, they'll give you feedback. Oh, well, it was good. This happened blah blah blah whatever.
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And then you ask, and what kind of results have you gotten so far, I guess, like from the pro. So again, you're really selling them on the fact that you're from customer support, you care about the feedback, etc., because their
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guard is going to drop straight to the floor. Step two, we got to reestablish their new goal to rebuild that gap, right? So, for example, let's assume when I ask what kind of results they gotten so far, let's say I'm selling
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sales training. They were like, oh, my close rate increased 5 or 10%. Then I would say something like this. Hey, well, I mean that's fairly decent like increasing your close rate 5 10%. What's kind of next for you then? Like what's
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kind of like the next goal? And they'll be like, oh, well, I want to increase it another 30% for example, right? And then step three is we got to find a problem, right? Because now we have the goal, now
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we got to get the problem. Because that's what establishes the gap, the difference between where they want to be and where they are now with all their pain, problems, and emotions, right? So from there we just ask and what do you
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feel has kind of prevented you then from actually like getting to like XYZ new goal like even though you've had the program and so right there they might say something like oh well I mean the actual scripting stuff has been really
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good but it doesn't really go deep enough like the identity stuff and so I feel like I don't have that down yet and so like that's what I want to work from there I'd probe like one or two times I
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just be like what do you mean by that? How do you mean by that etc to like go a little bit deeper and really like establish it and then from there you go into step four which is the expansion.
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For this the key is you're going to have to come up with a creative way to do this for your offer. And the key is your goal with step four with the expansion is getting them to feel like you
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actually understand their scenario. Because if they feel like you don't truly understand them, it's going to come off terribly to them cuz it's going to be like, "I paid for this program. I haven't fully gotten the results yet and
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now they're trying to get me to spend more thousands of dollars." So, it'll feel like a scam. You guys are just baiting them for money. But if you actually understand their scenario and they feel that, they're going to be a
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lot more open to potential more advanced training and all that type of jazz. Here's what I mean by an expansion. It needs to be like a bit of an analysis.
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For example, right? So, if I'm selling sales training, I could have them do a role play. So, for example, let's imagine in the problem they told me, "Oh, man. Well, I can't handle money objections very well." Then I can be
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like, "Hey, like role play with me for a second. Like, I'll be the prospect. You be the sales person." "Yeah, man. It's really expensive." And I'll just make them role play on the spot, right? If I'm selling something like fitness
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coaching, I could do a breakdown of what's their daily caloric intake, what are the meals that they're eating, when are they working out, what type of workouts are they doing, all that jazz, and really break it down nitty-gritty.
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If I'm selling B2B marketing services at for an agency, for example, I could do a breakdown of all their numbers in the ads manager. So it could be like their CPM, their CTRs, like all the specific numbers because once again, that's going
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to make them feel like you actually understand their scenario where they are. Then after you do this analysis, this breakdown, this expansion, you go into step five, which is the transition to setting up the closing call for the
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upsell. Here's how I would recommend you go about it, and this is exactly how I did it, how I trained the entire team to do it, etc. Right? You literally just go, "Can I make a suggestion, man?" I
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try to help you with kind of like increasing that close rate by like that 30% goal. They like, "Yeah, of course you can make a suggestion." I think about it kind of like this. If I had three people, let's say they're all
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trying to get a six-pack. And one of them is, I don't know, let's say he's reading some fitness, like casual fitness books, just hoping it kind of works out. The second guy, let's say he's watching like the YouTube videos
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online, right? Back from co, like, you know what I'm talking like the workout videos, right? But the third guy, he actually gets a personal trainer. Like he's in the gym every day. He's putting in the work. He's getting after. Who of
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those three people do you think is going to get that six-pack the fastest? Oh, well obviously the third guy. And then you have to make them defend it, justify it. That way they actually understand it and internalize it, right? So you just
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go, "Why the third guy?" Oh, well because he has the most advanced help and like the most specific information for him and everything else. And then you go, exactly, man. Like same way for you. Like I don't think XYZ program was
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bad, right? Like obviously it helped you increase your close rate five or 10%, but based on kind of what I've heard of like your goal of like increasing the close rate by like 30 40%. If I'm going to be completely real with you, I just
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don't think it's what's going to get you there. It doesn't have like that individualized kind of support for you specifically. If there was a way to potentially help you with kind of getting like more of like that advanced
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help, kind of like that personal trainer like for sales and you felt like it would actually put you in a position of increasing that closure rate by the 30 or 40%. Is that when you'd actually be open to exploring? And right there,
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every single time they're going to be like, "Yeah, of course I'm open to exploring it." Because again, they're a client. They're not going to be like, "Fuck no, I don't want to explore it." So be like, "Yeah, I'm open to
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exploring." Now, one thing that's extremely important, watch this back and see the tonality. I do that. Yeah, man.
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I'm not saying the XYZ program was like bad, so what am I really saying? It was bad. But I didn't tell them that, so they can't get offended. Then I say, "But if I'm going to be real with you,
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what does every human really want? What does every human crave? People that are real with them, that are honest, that are authentic, especially in a world where there's so [ __ ] few of those people left." So again, watch the
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tonality. That's extremely important. And then at the end, when they say, "Yeah, I'd be open to exploring it." Then here's what you do to tie it down and really make sure your show up rate to those calls is amazing. You go,
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"Okay, man. So here's what I'm going to do. I'm going to connect you with John." He's like one of the VPs of the company.
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Like he's very in charge of like a lot of the backend kind of systems and stuff. So he could kind of see where you're at in terms of the program. There might be even a possibility that we're able to credit like everything you paid
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for XYZ program. It's like a new one if he feels it'll help you a little bit more. That way like you're not spending any extra money but you're still getting like all the advantages of the program and if anything you got some of that
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time for free. Would that be helpful if I did that for you? And they're going to be like, "Oh yeah, of course that'd be helpful." And now the chance that they show up is going to be way higher
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because in their mind it's like, "Oh, I'm getting this unique one-time opportunity. Like I need to take this, right?" And so the show ring to go way through the roof. So with that being said, now you've set up those calls, the
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show rate is going to be pretty good. One thing I recommend as well, if you have some kind of VSSL or some kind of testimonial that's speaking about the more advanced program that you think that new closer is going to pitch them,
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then send them a training or the VSSL, the testimonial, whatever it is before that call. Make sure they go through it.
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So, what I would recommend, send it to them on the call and just go like, "Hey, by the way, I'm going to send you this training that XYZ did based on kind of what you mentioned of like having the
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trouble with like the price objections and stuff." I think that'll help you and it also covers a little bit more about like some of the more advanced programs that you have an understanding going into it. I'm going to send you that
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right now because I've been having some issues with with links today. So, let me know if it opens. And then right there, literally just text it to them. Make them open it live on the call. Because after you get off the phone with them,
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they turn off their phone. Next time they open it, what's the first thing they're going to see if they open the link? They're going to see the video, the training. So, the chance that they go through, it's going to be much more
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likely. With that being said, now you've gotten them through the process, you've booked the call, and everything else.
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Now, I'm going to leave it to Yosh to explain the closing process for those upsells. In this video, we're going to be going over how to do upsells as a closer. So, now that you've learned kind of how setting up work, I'm going to
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walk you through closing up. Closing up requires a little bit of a thought pattern. So, I'm going to go over kind of the thought pattern behind them and then I'm going to go over the actual scripting. Okay. So, a lot like
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referrals, what upsells are about is upsells are really about success points. Now, if you've gone through the referral video, success points is pretty much the feelings when the prospect is doing the best, right? So, emotions of a success
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point is when they feel the absolute certainty that they it's a good thing they made this decision, right? Usually, they're happy because they're getting the result they want, right? So, that's how they're feeling. Now, you're going to have different success points in your
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product journey. For most of you closers, it's very important you guys know what you sell and what the result is. Because if I can understand the different points in the buyer's journey where they're feeling what we call the
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success points, the certainty, the happiness, it makes it a hell of a lot easier to know when I should upsell.
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Okay, so the key behind upsells is this. How do I build enough reciprocity based on what I've already given to them where they feel excited where then there's a next step? The key of an upsell, jot this down, is this. What is the UVP? The
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UVP is the unique value proposition. There's three reasons why usually people will upsell to your next level, your next tier of product or service. Okay?
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Number one is the next level has more, right? So let's say you sell coaching as an example and you sell a program where they get a weekly coaching call. Maybe in the program above they get two coaching calls. Next reason people will
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upsell is it's better. Another form of better is more efficient. So let me give you an example. Let's say you sell an offer where they get access to group coaching and then all of a sudden in the offer above that they get one-on-one
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coaching. we can make the equation that it's probably better and more efficient the fact that they get one-on-one. The third reason is more likely to occur.
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This section is more about how you frame it. So let's say I sell a product or service where they get group coaching and it's 6 months. But the difference is in the group coaching it's not it's let's say I'm selling like fitness
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coaching, right? In the 2.0 product, they get access to a general diet or nutrition plan. But then in the 3.0 version they get access to a custom diet and nutrition where I take their blood test. I create a nutrition based on
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their blood deficiencies and what nutrients they need more or less. So I can automatically say that the result is more likely to occur. So there's three reasons why people upsell. They get more of what they already bought which
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ideally if it's good they want more. Right? It's better so it's more efficient meaning that they get a sense of more personalized training or the product is delivered in a more efficient way. Or third the results are more
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likely to occur. So if I sell fitness maybe they go from getting access to one training call a week to three inerson training sessions a week. for better and more efficient. It goes from group training to one-on-one training for more
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likely to occur. Instead of just putting a random nutrition plan and just getting their, you know, body fat percentage, I do a blood test and I make it feel more custom. So, those are generally the three reasons why people want to upsell.
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Now, in order to upsell, if we look at our success points, there's different reasons why people are going to upsell.
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Now, the key of an upsell is I don't want to upsell people right away. The main thing you're going to do in the buyer's journey is you're going to ask for referrals cuz there's different referrals you want to get at different
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times in order to get somebody across the line. Okay? So, as soon as somebody has the first win, you need to edify their wins. This is why pipelining and keeping in touch with your leads. The thing with upsells is you don't want to
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not be in touch with your lead for like 6 months and then try to upsell them because then they know it's a technique, then they know you're a sales guy. So, the key of upsells is always schedule calls with your clients, right? So, what
Speaker A
I always tell people is you want to do a 21-day check-in. So, when I was selling people, I used to sell about, you know, 80 to 100 units a month at my peak at 15 grand a so what I would do is I would
Speaker A
schedule in one day out of the month for just check-in calls with clients. They were 10-minute calls and I used to have like 80 to 100 of them. So, it was a good amount. I used to spend like, you
Speaker A
know, 10 to 12 hours doing check-in calls. Boom, boom, boom, boom, boom. And I would just be like, "Hey, man. How's it going? Tell me a little bit about how the program is going, what's good, you know, what do you need more help on?
Speaker A
What are we focused on for next month?" It was check-in calls. So, they felt like I was kind of I used to call myself like an accountability coach. I used to be like, "Hey man, even though you've bought, I'm going to hear be there for
Speaker A
your journey. I want to make sure you're taken care of. So, you know, once a month I want to connect with you. That way, we can make sure we're hitting XYZ result. Is that cool?" And they're like, "Man, love that. Really appreciate
Speaker A
that." Okay. So, I used to do 21day check-ins. Your goal every month is block out one day where all you usually in a given month there's always one national holiday or some type of holiday where people take off. Columbus Day,
Speaker A
Christmas, maybe not Christmas, but you know what I mean. Like Columbus Day, there's Halloween, right? You want to pick a holiday where it's not time off, but you can do check-in calls. Okay, one day out of the month, all you're going
Speaker A
to do is do check-in calls. And on that call, it's 10-minute calls. Hey man, how's the program going? How's life?
Speaker A
What do you need to work on? What are we focused on? And your whole goal is, let's say in this program, let's say I'm doing fitness. We'll use fitness as an example. Let's pretend my first check-in is 30 days, 60 90 just to keep it
Speaker A
simple. Okay, let's say at the 30-day mark on average people lose 10 lbs. 60-day mark they lose 20 and then 90-day mark ideally they achieve the overall outcome which is 30 lbs. Okay, my whole goal is I'm going to edify the process,
Speaker A
right? There's a reason why when I go on a date for the first time, I don't just get married right away on the first date cuz that doesn't make sense. There's a process, right? You got to build it up.
Speaker A
Upsells are no different. I'm going to edify the process. If I try upselling them at 30-day mark when they've only lost 10 lbs, it's like, well, I want to stick with what I currently have because it hasn't got me the overall results, so
Speaker A
they don't understand the value of getting more. If I try to upsell in the 60-day mark, maybe in the 60-day mark, it makes sense cuz they've lost 20 lbs.
Speaker A
But they still might feel like, well, man, it's a 90-day program. I want to complete the 90 days, but at the 90-day program, they've achieved the 30 lb weight loss, but then the question is, well, hey, Josh, why would they upsell
Speaker A
then? They've already lost the weight. Is the next program more? So, will it keep them more consistent? So, then as a salesperson on the call, you want to frame it that, hey, you need to be more consistent. So, what if we put you in a
Speaker A
program that's a bit longer lasting to make sure that now that you've lost the weight, you keep it off. That could be one way you frame it, right? Is the next framing is, hey man, you've up to this
Speaker A
point had a very, you know, general kind of our basic training, but in the 2.0 version, you're going to have more advanced where it's more one-on-one and that's going to help you more. Do I frame it that, hey man, right now you've
Speaker A
lost the weight, but now we need to really fix your metabolism and different things. So, we're actually going to do a blood test in the, you know, 3.0 version of the program where we make it better.
Speaker A
What is actually going to cause somebody to upsell? You got to really think about that. What is the UVP? The unique value proposition of the next product above that really causes the person to be like, you know what, dude, I've hit
Speaker A
these success points. And then ideally at the end of the program or midway in the program, depending on the product or service you sell, whenever it's best, but based on the success points, that's when I upsell. Again, when you upsell,
Speaker A
your product or service either needs to be more of what they already better or it needs to be more likely to get the desired outcome that they're ultimately after. Now, the sales script of how you're going to do upsells is going to
Speaker A
be very basic. It's not the most complicated thing. And you know, if you're having a setter or if let's pretend you are the setter that's upselling them, ideally that you should have them have a good client experience where they want to upsell with you. The
Speaker A
thing with upsells is upsells aren't laydowns, but they also shouldn't be difficult. If your product or service is delivering the value of what you sell, people should want to upsell, which is why it's important you don't sell for a
Speaker A
scale. Now, when I jump on an upsell call, let's say I decide that I'm ready to upsell this person. The first thing is you're going to recap. So, it's going to sound something like, "Hey man, I know you spoke with my XYZ setter, you
Speaker A
know, Andreas. He told me kind of a little bit about where you're at, dude.
Speaker A
kind of mentioned like you've been in the program for I think it was about 90 days and he told me some stuff but I kind of wanted to hear it right from you man like what do you feel like is going
Speaker A
well first thing you're going to do is you're going to figure out positive what do they like about the program get them to edify this and you want a verbal cue here like oh okay really man that's solid man what about the kind of the xyz
Speaker A
has been the most helpful the training what's been the most helpful so here you want to let them talk the second step right you're going to let them do this for on average 2 to 3 minutes 2 to 3
Speaker A
minutes you want them building a bigger gap of why they actually liked it the second thing I'm going to do is what's next so it's like hey man okay that's great man so walk me through now what what do you feel like you want more help
Speaker A
with in order to get to that next level. So, what do you feel like you want more help with, man, to get to that next level of your help? What do you feel like you want more help with to get to
Speaker A
that next level in your marketing? What do you feel like you want help with to get to that next level in your sales skills? Notice the framing on that question. It's a very vague question, but what am I trying to get? A tangible,
Speaker A
an overarching goal or problem? They solved a problem. Now, it's time to create a new one. So, what is next? What is it that you feel like I guess you need more help with to get to that XYZ
Speaker A
next level? You're going to get the tangible. And then from there, you're going to probe, notice the pattern. All of a sudden, I think we're going into logical certainty, right? So, it's not the same like the sales script. It's a
Speaker A
little bit different because it is an upsell, but it's very similar. So, let's say they tell me, "Hey man, you know what I feel like I need more help with is just more custom one-on-one training.
Speaker A
I feel like I would be able to lose the weight, fix the business, improve my commissions." Okay, great man. And so, you having more of that one-on-one, I guess. Why is why is that so important to you like now though, just so I
Speaker A
understand? Well, because if I have that, it's really going to help me with X, Y, and Z. I'm going to be able to, you know, really get to that next level, and this is why. Okay, great, man. And
Speaker A
so, you being able to have XYZ, what does that allow you to do? So, what would that allow you to do? Notice the pattern. Now, I'm in bottom half of emotional certainty. I'm going to skip the first half cuz there's no reason why
Speaker A
I'm going to add that. There's no context to it. But I'm going to move to the second house. So, man, you having more of that one-on-one training, like what do you hope that'll allow you to do? Ah, okay. That makes sense, man. And
Speaker A
so, walk me through the goals now that you've lost the 30 lbs. You've cut your marketing cost in half. So, now that you've figured out the probe, now it's about the next section, which is what does it allow them to do? Notice the
Speaker A
pattern bottom half of emotional certainty. So, you being able to kind of get more of that one-on-one training.
Speaker A
Tell me the goal, man. What you know, what do you hope that allows you to do?
Speaker A
Well, you know, if if I had more of that one-on-one training, I think now now that I've lost, you know, 30 lbs, now I want to gain muscle. Okay, great, man.
Speaker A
And so, you being able to, you know, kind of gain that muscle, what does that actually do for you? Same concept. I'm going to go back in and ideally in the what would it allow you to do? I'm going
Speaker A
to build two to three tangibles just like I did on the initial sales call then personal, right? Okay, man. So, tell me this. You having the one-on-one training, what do you hope that'll allow you to do? Well, man, like you know,
Speaker A
I've lost the weight, but now I really want to build muscle. Okay. And you being able to build the muscle, what would that do for you? Well, I really want to be able to, you know, compete in this bodybuilding show. I want to do
Speaker A
this. I want to do that. And so you being able to do those things like what would that do for you personally? Now the next step is going to be consequence but you need to frame this properly. If
Speaker A
you try to consequence it's going to seem weird because you've talked about all the positives. They're already a client. And so what you're going to say is you're going to say something like this like hey Mary I just want to say
Speaker A
like you've already succeeded really well which I'm really happy about. But I guess tell me this like it's funny how you've created this new standard. You like you achieved this goal but now you've created a new one which I love
Speaker A
but just like kind of when you and I originally spoke with big goals come you know we got to set big targets and we got to set consequences. So, I just want to say kudos to you for hitting this
Speaker A
goal, but now that you set a new goal, which I love, but what happens if you don't hit that XYZ goal and you don't get more of that kind of one-on-one training to get to that XYZ goal? Like,
Speaker A
what kind of happens then? Slow your pacing. Sound very concerned. Well, you know, if I don't hit that, like, you know, even though I got here, I just I know I can get there and I really want to get there. You're going to
Speaker A
consequence them on them not hitting the full potential of the fitness goal, of the marketing, of the mindset, of their sales skills, whatever it is. The reason upsells I was able to make so many upsells was because I didn't consequence
Speaker A
them not achieving the goal cuz they bought the original program to achieve the goal. I consequenced them not getting the XYZ tangible to prevent them from hitting that new level. If I'm going to upsell somebody, I got to
Speaker A
create a new gap. So that way my UVP, the unique value proposition hits home.
Speaker A
Once you consequence, then you're going to go into pitch. Your pitch is going to be like, "Okay, well here's the thing, Mary. I mean, based on what you shared, I think, you know, I think there might be something that's going to get you
Speaker A
there. you're in our like XYZ kind of basic level which obviously got you results which I'm happy about, but based on this new level you're talking about, we're going to need something different.
Speaker A
So, if you want, let's make a game plan of what that new level is going to look like and what it's really going to take to get there. Will that help you? And then you're going to transition into the
Speaker A
pitch. And just like the pitch, the pitch is a little bit different when it comes to an upsell. You're going to tell them the different elements they're going to get in the next product that will cause them to buy. So, an example
Speaker A
of what that would sound like is, okay, Mary, so you know how originally you had this, you had X. Well, in order to kind of get you that XYZ next level result, I'm going to give you why this time. So
Speaker A
the first time you just had like basic, you know, one weekly call. Instead of that, what we do in the 3.0 version is you actually get two calls a week, which is going to help you with XYZ. Now, you
Speaker A
know how last time we gave you kind of a bit of a generic nutrition? Well, that helped you with weight loss, but building muscle is different. So instead of having just the Y generic nutrition, we're going to give you the W custom
Speaker A
nutrition, right? And that's really going to put you in a position to build that muscle, grow your business, fix the marketing, improve your sales skills.
Speaker A
That'll be key. Now, the other thing, Mary, was you've been very consistent in the past 90 days, but it's going to take a different level of accountability to build muscle via than, you know, just losing fat. So, I'm also going to give
Speaker A
you access to Z, which is going to put you, you know, Z is what you had before, but now I'm going to give you why because Y is really going to help you with XYZ. So, what you're going to do on
Speaker A
the whiteboard is you're going to show them what they had before. And notice the key. I'm showing them what they had, but then I'm also showing them how they're getting more, more efficient, better, and how it's more likely to
Speaker A
occur. So the difference between a pitch for a normal sale and a upsell is in the upsell I need to show why they're getting more of what they already bought in the upsell it's better and then the result the new result they want is more
Speaker A
likely to occur by getting into this product and this next product rather than the current product they've already had and then at the end of it just like a normal sales call. Hey, so do you feel like having more of kind of that XYZ
Speaker A
kind of tangible you mentioned and kind of this structure, do you feel like this will get you kind of from where you are to this next level now that you're wanting to get to? Okay, but why though?
Speaker A
Why do you feel like it would? And so out of all the kind of new pillars of X, Y, and Z, what do you feel like is going to help you the most? X. Okay. Well, I mean, Mary, I mean, you already crushed
Speaker A
it in kind of 2.0. If you feel it's appropriate, let's get into 3.0. Let's start building this muscle. Let's start getting to 40K a month rather than just 20. Let's start fixing the business. So, let's do yada yada yada. So, notice one
Speaker A
thing. Upsells are very similar to sales. Now, I want to be very clear. The only difference is on an upsell call, this call will probably go 15, 20 minutes. If the product has worked, you've done good check-ins with the
Speaker A
person, this will probably take you 20 minutes max, if that, because they're a lot more keen on answering questions because they've got the result, they're a lot more o open, you've had those success points, so it doesn't feel
Speaker A
weird, okay? And it shouldn't. Just so you guys know, I'd write this down. The KPI is this. 10 to 15% of your income should come through upsells on a given month. So, if I make 30 sales a month,
Speaker A
five should come in through upsells. Upsells are not supposed to take more than 15% of your income. They shouldn't, unless you just have a really effing good product. But upsells 10 to 15% of your income. Follow-ups another 10%
Speaker A
referrals another 10. 60 to 70% of your income comes in through front-end sales. The other, you know, 30 to 40 comes in through upsells, referrals, and follow-ups. So now you're creating an ecosystem. This is how you upsell as a
Speaker A
closer. Okay. So let's go through some mindset questions. Now the first one is, how do you stay energized throughout the entire day with the amount of calls that you're taking? Great. So let's dive into this.
Speaker A
So number one, I think the most common misconception is a lot of people think it comes down to sleep. You hear other research and other people talking about, oh, you need 8 hours of sleep to be maximum productive and everything else.
Speaker A
Yeah, but you know what the issue is with those statistics? They are made for the average person. That's the whole point of what a statistic is is the average of thousands of people that are being researched at the same time. So if
Speaker A
your goal is not to be average, but to be out of average, to be exceptional, you cannot act based on what the average person does. For example, if I take one person who's super driven, they're super passionate, they have a life mission,
Speaker A
they want to accomplish things, they have all these things going for them, and they only sleep 4 hours a night. Or I have somebody back from my high school sleeping 8 hours a night, who hates their [ __ ] life, gets home and says,
Speaker A
"I don't know what the [ __ ] to do with myself." Who of those two people do you think has more energy, even though this guy's sleeping 8 hours? Obviously, the first person, the second most common belief is people will be like, "Oh,
Speaker A
well, it comes down to food." No, it is not food. The last big meal that you have, take Thanksgiving for example.
Speaker A
After you eat all that food, you stuff yourself with [ __ ] turkey and everything else. Do you go and be like, "Oh, I have so much energy. I'm amazing.
Speaker A
I'm going to go for a [ __ ] run. You the soap and pass out cuz it does not give you energy. It is necessary in order to have energy the same as some sleep. But it is not what determines
Speaker A
your energy levels. They're very different. So then the question becomes, well, what determines your energy levels in psychology? So the first thing we have to understand for that is what's called a state. Now, a lot of people think, oh, energy is like this magical
Speaker A
thing that just like hits me while I'm sleeping. No, it's not that. Energy is really just a state. I'll give you an example. Everybody has had a point in time where they were so tired, they were so down, long day, end of the day,
Speaker A
whatever, they can't even remember how to spell their own [ __ ] first name.
Speaker A
And everybody's also been in a state at some point in their life where you're so high energy, you're so passionate, you want to get after it and everything else. You can remember things that happened to you 10 years ago you didn't
Speaker A
even know happened. The difference is not your memory. The difference is the state that you're in. So the question naturally becomes, well, what determines your state? And it comes down to two things. The first one is called anchors.
Speaker A
What is an anchor? An anchor can be a thought, a memory, a something physical you do, something you see. It could be a conversation, something that somebody tells you that triggers certain thoughts and reactions in you. For example, if
Speaker A
you remember when you were 5 years old, you were a little kid, you woke up on Christmas morning, you have your whole family, you're excited, you want to go open all the presents and eat cookies and whatever other [ __ ] if you
Speaker A
slept 4 hours the night before, you would still wake up with just as much energy because your thought as soon as you wake up, oh, it's Christmas morning.
Speaker A
I'm going to go open the present. It's going to be an amazing day. And so those thoughts are an anchor that triggers a state inside of you of high energy, of excitement. At the same time, if I tell
Speaker A
you right now, think of the worst memory you've had in your entire life and you think about it for 10 seconds, you're going to start to feel a little bit of negative emotion because there's a state that's attached to that memory. And if
Speaker A
you're thinking with that state, you're not going to have that level of energy and excitement anymore. So that's what anchors are. Now, number two, and I'm going to attach these together in a second. Number two is your physiology.
Speaker A
What physiology means, if I tell you right now, think about a depressed person, a random person, whether it was like the quiet kid at school that you saw in high school or whatever, like think about a depressed person. If you
Speaker A
visualize that person, are their shoulders tall and back or are they sled over? Are they breathing shallow or deep? Probably shallow. Is their head down or is it upright? Oh, it's down.
Speaker A
Are they walking fast with purpose, with intent or are they walking slow and just kind of straddling along? Obviously straddling along. If I tell you on the other side though, think of an athlete, somebody about to walk out onto the
Speaker A
field of the Super Bowl. Is that person their shoulders like hunched over, whatever, or they back? They're back.
Speaker A
Are they breathing deep or shallow? They're breathing deep. Are they walking just kind of like, "Oh, I got to go over there." Are they walking with purpose, with intent? And a lot of people what they mistake is they think oh whenever I
Speaker A
feel this state then that's what happens. Whenever I am this person then I start acting like this with the head and the shoulders and everything else.
Speaker A
It's actually the opposite. It's acting in that way that determines your state. For example, it would be very very hard for me to be all hunched over like this and quiet and whatever and feel super high energy and super passionate. It's
Speaker A
very difficult to do that because your body your physiology determines your state. So now let's combine the two topics. The anchors with the physiology.
Speaker A
The key is if you can make an anchor that involves your body, your physiology, that makes you rapidly move, that's going to be able to change your state like that. And if you can do that multiple times a day, anytime you feel
Speaker A
tired, you start feeling down, that's immediately going to make you passionate and high energy again. So, let's go through an exercise, you and I. Now, let's make an anchor for you together.
Speaker A
And then you can determine whichever one you want to use after that. If you were super tired right now, and I told you get down and do 5 minutes of push-ups.
Speaker A
After those 5 minutes of push-ups, I can [ __ ] bet you you're not going to be as tired. Now, here's the key. That's only leveraging physiology. that's not leveraging the anchor yet. So, how do we turn that into an anchor? Right? If you
Speaker A
did that, every time you felt tired, you did five minutes of push-ups multiple times a day for the next 3 months. Let's say after those 3 months, your brain would start to create a shortcut, a connection that goes, okay, anytime I'm
Speaker A
tired, I do push-ups. And then I feel this higher level of state. And what it does over time is it creates again that shortcut to where now I don't have to do 5 minutes of push-ups anymore. I can do
Speaker A
1 minute and feel the same effect. And then eventually, give it another 3 months, now I can only do, I don't know, five push-ups, 10 push-ups, and I feel that same level of energy again. That's when it's turned into an anchor through
Speaker A
repetition. When your brain makes an association with doing something with a new state, then anytime you do that thing, you feel the new state. Now, my recommendation that can make it even more drastic for you is if you do some
Speaker A
movement that is weird, it's unusual. It's a pattern interrupt to your own body, to your own mind to where it goes, well, what the [ __ ] is going on? That's going to make you much more suggestible to a new state. Right? So, if you do
Speaker A
some kind of weird movement, it makes this a lot easier. For example, for me, the one I use, this is my second time doing this on camera. I don't do this very often, right? I do one where I move
Speaker A
my arms up and down really fast and I breathe in and out very very quickly.
Speaker A
And what that does, this is an unusual movement for me. So it pattern interrupts me. And because I've done it for so long, I've been doing it for a year now. Anytime before I record any piece of content, course, podcast,
Speaker A
whatever, I have an inerson meeting, I'm taking a sales call, I always do that before because it get it puts me back into that state. Even if I didn't get sleep, even if I didn't eat it. So I'll
Speaker A
show you guys. I do like and if I do like 10 of those, that's already enough for me immediately to be back in state. It reminds my brain of that new state. But so again, what are the steps for you? Pick an anchor that
Speaker A
you want to use. What is a physical thing that you can do that's kind of weird, it's kind of silly, but a pattern interrupts you and it makes you move a lot. And then anytime you feel tired, just do that over and over and over
Speaker A
again to change your physiology. So at the beginning again, you might have to do it for 5 minutes. For me, that movement I would have to do it for 1 minute and I would do three sets of it
Speaker A
at the beginning, right? So 1 minute break, 1 minute break, 1 minute, right? Cuz if not, I'd run out of breath. So pick your thing. Number one. Number two, every time you feel down, you feel tired, you feel in a bad state, do that
Speaker A
until you improve your state and you have to be very conscious about it. And then number three, do it for long enough for a long enough time period to where eventually your brain makes the shortcut and then that's how you have like a life
Speaker A
hack, if you will, where you can always be high energy whenever you want. So that is the principles that is the fundamental of having high energy. In terms of supplementation, I get asked about caffeine a lot as well of like,
Speaker A
oh, do you drink a lot of caffeine? Whatever. I probably have one to two Red Bulls a day, something like that, right?
Speaker A
It's not like I don't recommend you take a ton of caffeine because eventually you're going to become reliant on it and then that's where it's really really bad because you're going to eat a lot of it and it's gonna be really bad for your
Speaker A
health. So if you want to have a coffee or two or three a day, whatever like great, that's fine. Do not overdo it though and that cannot be the source for your energy. You need to get it from
Speaker A
yourself and this just becomes again what it's meant to be, a supplement. So that being said, that's it for energy.
Speaker A
Have a blessed day. If you have any questions, ask me or Yosh on a group call.
Speaker A
And the next question is on dress. How did you deal with loneliness early in your career? Okay, so for this one, honestly, this is going to be more of a reality check than a solution because this is something you're going to hear
Speaker A
Alexi talk about a lot. For example, there is a period in time where number one, you want to be around these successful people cuz you realize you're a smart guy. You realize people I'm around is the person you become. So,
Speaker A
you're like, "Oh, right now I'm around all these [ __ ] losers. I don't do anything with their life. I want to be around these successful guys." But the reality is you have not accomplished anything in your life to be able to
Speaker A
deserve to be around those kind of successful people. But at the same time, you also know, well, if I keep being around those old people I used to be around, nothing's going to happen. I'm just gonna [ __ ] fail. And so, there's
Speaker A
a period of time naturally where you're right here, and you have to go up to here being completely alone. You have to choose to be lonely in this period until you've accomplished enough to where now you're actually able to hang out with
Speaker A
these people that you wanted to be around. And the biggest issue I see is people will come up with stories in their mind of why they're having a hard time. Like, oh man, I'm just a very social person. I'm just this. They'll
Speaker A
put labels on themselves and excuses for different things of why it's so hard for them. But in reality, what that does is it just gives you a barrier, gives you an excuse to be able to speak to these
Speaker A
people that you shouldn't be around. What you have to do is instead you have to get that all out of the way and just have an honest conversation with yourself. And that's what I had to do as well. You have to be like, "Okay, great.
Speaker A
I have two options. I hang out with these people and I [ __ ] fail or I be lonely on purpose, build myself up to be able to be around these people." And when it's that honest of a conversation,
Speaker A
remember, the truth is always going to set you what? It's going to set you free. When it's that honest of a conversation, it's very hard to intentionally be like, I'm going to pick this version, the loser version of me
Speaker A
that's going to hang out around these [ __ ] people. The other thing it comes down to is hunger. Hunger to actually be around the people you want to be around and live the life that you want to live.
Speaker A
For me, for example, when I was earlier in my career, right, before I met Yosh and everything else, and I just had my business, it got to 36k a month and it crashed, went all the way down. Now I
Speaker A
was trying to get into high ticket sales and become a [ __ ] savage. I had to have an honest conversation with him because I heard a video from a guy Tony Robbins, multi multi-billionaire, super successful guy, helped a lot of people,
Speaker A
fed billions of families around the world. And he said something very important that stuck with me even to this day. He said, "There's going to be very few opportunities you're going to have to be in the rooms you want to be
Speaker A
around and achieve the level of success you want to have. And when those opportunities come up, you have to do whatever it takes financially, time-wise, location, whatever, to put yourself in those rooms to achieve the success you want to have or you're never
Speaker A
going to make anything of yourself cuz you're always going to be drowned and held back by those old people in your old life because proximity is power. And I took that to heart and that's why I completely cut off any of those old
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people I used to be around. I literally and I I'll try and pop up the text on the screen. I literally texted them, I will not speak to you for 6 months. I have to do this. And I took that to
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[ __ ] heart, man. Over those next, I believe, four months, I invested, I think, $25,000 into myself. I dropped out of high school. I ran away from home halfway across the country without telling my parents, even though they're
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the most loving parents. Obviously, they didn't understand Korea and everything else, but most loving parents in the world. But I did it all because I understood that you have to be willing to do whatever it takes to get into
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those rooms. So again, to recap for you, number one, understand that is a time period that any successful person who does it as a young age has to go through. they have to go through this loneliness and they have to push through
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it. And then number two, any opportunity you get once you've achieved some level of success, etc., or whether you want to pay your way into the rooms, etc., take those advantages as soon as you can. You have an opportunity to get a coffee with
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a really successful guy because you've been working your ass off for a while or the owner of the company you're selling for, take it. Do whatever it takes because then if they see the right character traits in you, that will
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expand your network and you will achieve the level of success that you want to have and no longer be lonely.
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In this video, we're going to be going over self-esteem as a salesperson. Okay. So, the main reason and the probably the biggest question I get asked is how do you maintain self-esteem? And for somebody like myself, for example, that
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built a very pretty good career for myself pretty early on. Self-esteem is something I've got a few principles around self-esteem. So, the key that I've done behind anything I've ever wanted in my life, whether it was, you know, a certain amount of income, a
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mindset, whatever you want to call it, is I have rules. And more than rules, I've got principles I follow that help in building it up. Okay. Self-esteem comes from a few fundamentals. First principle of self-esteem is I have to do
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hard things. The only thing that actually gives us self-esteem. What is self-esteem? It's a sense of absolute certainty or conviction in yourself that you feel confident with who you are. So if I'm overweight, I'm not going to have
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self-esteem that I can lose weight, but I might have a lot of self-esteem and let's say my career if I'm crushing it.
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That was me. At one point I was making great money, but I was fat. So self-esteem comes in my eyes from doing the right thing at the right time the way you need to do and actually getting it done and not giving yourself any
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[ __ ] excuses, right? And so here's what I believe. If you don't have what you want in your life, stop telling yourself the story of it's because I don't have the time, I don't have the money. That's [ __ ] It's because you
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haven't committed yourself where failure is not an option and you find a way. The best way to get the [ __ ] island is burn your [ __ ] boats. And so self-esteem I treat very similarly where it's like if I do hard things, I build
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self-esteem. If I don't make X amount of dials a day, how am I going to build confidence and outbound? If I don't objection handle where there's some of those calls where I, you know, I give up too soon, then how am I ever going to
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build self-esteem and objection? I'm not. So self-esteem in my eyes comes from doing hard things. The second thing is this. Self-esteem has nothing to do with money. And let me explain what I mean by that. I'll tell you a bit of a
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story. Okay? If your self-esteem and your identity is established how much money you make, you are going to live a very unhappy, unfulfilled, but more importantly, you're never going to know what your potential is. Cuz the fact is
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meeting your needs is very easy. It is very easy to meet your financial needs, you fundamentally do not need more than 10 to 20 grand a month. And so if your only goal is trying to make money and
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your self-esteem is established how much money you make, you are not going to live a great life. You are not going to become great. You will be average. Okay?
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And so there's a period in my life where I'll share a story where when I had left my last company, seventh level, it was 5 years, right? I spent five years with that company. I built that company, made
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a lot of money, etc. I built the sales team. I had done all this work. And I remember when I left, it was this weird feeling of I felt like I lost my identity cuz so much of my identity was
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established to that company cuz I built it, right? My former CEO, Matt Ryder, who's current CEO of Impact, he had ended up leaving. And I felt like I was such a big part of that company. So when I left, it was like a part of me had
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left. And I remember I was on this walk and I was just feeling, you know, lack of self-esteem is what I said. I was like, I have low self-esteem. And I get a text by, you know, one of the old
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employees there named Victor who still I think is there. And he sends me a text being like, you know, hey Josh, I just wanted to reach out to you and let you know that, you know, you've really changed my life and you know, everything
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from the mindset to the skill set like I'm will for forever be grateful for you, man. And you know, if you ever need anything, please let me know. And I remember in that moment having that bit of a paradigm shift, right? You know,
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when that weird slow motion thing is happening where somebody says something or you see something that makes you think differently. And that was the moment where I was like, you know, hey, I can that's selft talk. Hey Yosh, that
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was you. Like that text that came through, that was you. You were the guy that made that change. So whether you were in the company, outside of the company, whether you had a lot of money, whether you didn't have, like, who
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cares? That was you, Yosh. You made that change in that guy's life. And that was the moment I sort of made the decision that, you know what, my self-esteem is no longer established to the money I make, the company I work for. It's not
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established to how big of a penthouse I live in. It's not established to the watch I wear. It has nothing to do with that. Self-esteem is who the [ __ ] you are. What do you think you are? And if
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who you are is money, if who you are is the AP you wear, if who you are is the materialistic things you have, that's what your life is. So self-esteem has nothing to do with money. Now the person
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you become in order to make a certain amount of money. Sure, I have a lot of confidence in myself that I can make money. Making money is a skill. And I have that skill and many of you are
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trying to learn that skill. That's amazing. So the way you build self-esteem is number one, do hard things. Number two, your self-esteem has nothing to do with the money you have or the materialistic things you have. Your self-esteem has everything to do with
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who you are. And you can tell, here's something. Always remember this when it comes to self-esteem. I can tell a good salesperson versus a bad salesperson based on how quick they change things depending on how bad the week or the
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month is going. I know I'm dealing with an inexperienced salesperson when they have one day where they don't make enough sales and they're like, "I'm going to change my script. I'm going to change shit." You're going to change
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your entire process that's worked for 2 months because of one day because something's wrong, right? No. If you converted 50% and 10 people say no to you in a row and then 10 people say yes to you in a row, should you change
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anything? No. You have 50% conversion, 10 in a row said no, 10 in a row said yes. So now I want you to think about it. Would you change your stuff if a few amount of people said no in a moment? In
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a certain period of time, people said no. You would. Most sales people would because they're not experienced enough because they have a lack of self-esteem.
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So as soon as something goes wrong, they think it's a them issue. So just to recap, self-esteem is built from doing hard things and has nothing to do with your money. If you want to build self-esteem, do harder things. I have a
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lot of self-esteem when it comes to sales. I have a lot of self-esteem when it comes to my health because I've had to build that stuff. I used to be 100 pounds heavier than I am now. I've built
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the body I have today. I've built self-esteem into sales cuz I've done $800 a day every day for years on it.
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I've done 15 calls a day, 7 days a week. I've made sales on referrals. If you want to build self-esteem, stop making money about self-esteem. Stop establishing your identity and your self-esteem to a material or to a number. Start establishing based on who
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you are. Who you are is what's going to make you happy, not what you have. And so, the way I've looked at self-esteem, and I think a big part of the reason I've sustained working hard or the hours
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or the success is because who I am has nothing to do with what I have. Who I'm trying to become has everything to do with how this word makes me feel. Do I feel I'm just some rich dude that's
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unhappy or do I feel like I'm actually fulfilled? Am I some dude that only takes inbound leads a day because I don't know how to do outbound. I'm not a sales professional, which means when the marketing goes down at the company, my
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income goes down. Or if I built the skill, which indirectly has built my self-esteem because I did the hard things. That is how you build your self-esteem as a salesperson. It's doing hard [ __ ] and becoming the best you can
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be. And that's how you do it in any skill, let alone sales, which is purely based on performance. So set targets of what are you going to do to build your self-esteem. There's no magic pill. And if you take drugs to build your
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self-esteem, those will eventually wear off. What are you actively going to do on a week to week, month-to-month basis to build your self-esteem? Think about that. And then just make sure you execute and you do enough volume where
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failure is no longer an option. That will build your self-esteem. How do you overcome feeling of burnout as a salesperson? The one of the biggest questions I get asked is over my 5ear selling career of working those 18 hours
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a day, 7 days a week for 5 years on end. How did you sustain burnout? I think burnout was a very common emotion that I felt at the beginning of my career. But when I sort of understood burnout and it
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was a conversation I had with one of my mentors named Will and this fundamentally changed how I looked at burnout and I can tell you one thing that I outs most sales people. I made 100k a month in commissions for 2 three
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years in a row consistently month after month after month. And yes, I had a good skill set. I got smarter. I got better.
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But part of it was because I stopped believing in the concept of burnout. Okay. So I'm going to go over kind of my principles of burnout, how I look at it.
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And I had this conversation with my mentor named Will. I'll tell you about Will real quick. So it gives you cont.
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Okay. So there's a period in my life where I was making 20 to 30 grand a month. I think I was 16, 17, whatever it was. And I was making great money. Like for my age, for what I was doing back
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then, I was my eyes the king. But I was working a lot. I've been working 18 hours a day, seven days a week for probably five, six years in a row. Like, you know, that was 2 years in. I'm
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feeling tired, man. Like my body is feeling tired. And so I go to Will and Will was a badass, right? So he was an ex- special forces. He used to kill people for a living. He had been on over
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like nine deployments. He was in his 50s, absolutely shredded. Like he had a high standard of how he functioned in his life. And I remember going to Will one time. I was just like, "Hey dude, like I feel burnt out." And I asked him,
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I was like, "How did Will, like when you went on all these deployments, I mean, you were killing people for a living for [ __ ] you know, close to 10 years, like how did you never get burnt out?"
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He's like, "I did." He's like, "But burnout isn't real." And I was like, "Well, what do you mean?" And he said, "There's two reasons you burn out in life. Number one, you lose sight of why you started. Number two, you believe
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that this will never end." And so, one of the things he would bring up is like in special forces, right? Like when you're going on these big deployments and back then there was the war between kind of the US and, you know,
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Afghanistan and the Taliban. So that, you know, a lot of people were going on deployments. And one of the things he would say was people around him and in general would feel the feeling of burnout. Not because they were actually
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burnt out, but it was because like they lost sight of why they started. Why did you start the journey? Right? There's a quote I always love which is how comes after reasons come first. If I have deep enough reason to make a certain amount
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of money or to achieve a certain goal, I'm going to find a way to get it done because change is never about ability, always about motive. Right? So the first thing is people burn out because they lose sight of why they started. The
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second reason is they believe this will never end. So most people when they go on deployments, for example, the way he described it was they believe that the war will never end. And so they feel this feeling of burn time because they
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don't think shit's ever going to get done. And so if you believe in your mind that the grind will never stop, this will never get easier. It's kind of like an overweight person that believes that the weights won't get easier or the
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nutrition won't get easier. It will. It just takes time. And so the way you want to overcome burnout is first of all, stop believing in that [ __ ] There's no such thing as burnt out. Your body is
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fine. You are not dying. You still have bones. If you sleep 7 hours a day, you phys you scientifically cannot burn out.
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You're fine. It's a mental game. So the first thing is this principle number one. Reasons come first. Solutions come after. If I have deep enough motive, again, what is change? Ability or motive? It's motive. I got to have
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enough leverage. This [ __ ] that we do selling people, it's no different than who we are. So, if you ask me, "Hey, dude, how do I prevent myself from getting burnt out?" You got to have a deep enough motive to get things done.
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You got to have reasons because big enough reasons will always overcome how strategy is easy. Reasons are hard. And if you have deep enough reasons to get anything done, lose the weight, have the relationship, make a certain amount of
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money in commission, it's good. Most people have a list of things they should do, right? I should work out. I should make a lot of money. I should. I should.
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I should. I should. What changes for you is when the should becomes a must. When suddenly the thing that should happen has to happen. When I tell you guys I had to make 100k a month, I cannot say
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with any deeper reasoning other than in my soul I had to make 100k a month. If you ask anybody what was Yash Kajar's mission from the age of 15 to 18. It was to make 100k a month. That is what I
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lived for. That is what I dreamt. That is what I I was singularly focused on that one thing only. Nothing else matter. Now for many people it's a very unhealthy way to live life. That's very imbalanced. How did you not burn out?
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cuz that was my [ __ ] identity. I had to make 100K a month. That was who I was. I'm not recommending you do that.
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And if that number doesn't motivate you or that number isn't strong enough for you, don't have that as your goal. But if your goal is 20K a month, 30K a month, whatever it is, you got to have deep enough motive. And your reasons are
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going to push you through those days, those times where you don't want to make the dollars, where you feel demotivated, those are the reasons. The second thing is you got to always understand that there is an end in sight. This too shall
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pass. There will eventually be a time where you get good enough. I am so thankful to the 18 hours a day, 7 days a week I did from the age of 15 to 18 cuz it built my work ethic. And today, while
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most people can't go more than an 8 hour workday without bitching or moaning or having to take a power nap, I can function 20 hours work. I don't recommend that. It's definitely not good for your body. But I can do that if it
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came to that. That's character. Man, woman, culture, it doesn't matter. That is your character. That is what a leader does. So, if you ask me what's the way to not get burnt out, I'd say two things. Number one, it's what you focus
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on. If you focus on I'm tired or this is never going to end, that's how you're going to feel. But if I focus on the reasons of why I started this journey, there are a lot of times in the journey
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people will say, "Come on, Josh Yosh, you've made 80k a month, bro. It's fine." Or 50k a month, it's fine. But what you focus on is what you feel. What you feel is ultimately what action you take. So don't focus on what's wrong
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because what's right is always there as well. Focus on why you started this journey and focus on the fact that this two shall pass if you just keep it up.
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That is how you overcome burnout.
Topics:high ticket salessales trainingImpact FormulaAndres Contreras-Grassisales methodologycommission salessales fundamentalssales scriptsemotional sellinglogical selling
