Real High Ticket Sales Call Breakdown (Every Objection Handled)

Today's episode of the Remote Sales podcast is a little bit different. Most weeks we talk about sales, whereas this week you get to see sales happen live. A little while ago in our student community, we ran a training called the objection beatdown. Now, we put one of our closers and one of our students back in the room together because not long before that, the student was a prospect on a sales call with that closer, armed with every objection under the sun. Now after what felt like a sales marathon, he joined. He became a student. He's

now a successful setter at an elite company and he's completely changed his life. So we had them relive the sales call. I wanted to go through what was going through the closer's mind, what was happening for the prospect and what emotions were coming up because here's the interesting part about this sales call. The prospect was already sold. He done all the research. he wanted to do it and he still spent half an hour finding reasons not to because he was scared. Now, that's what sales is about, emotion. Manage your own emotions while having the EQ

to work and influence the prospect's emotions. So, heads up, this is a raw recording of an internal call. We had some fun. The audio is not studio quality, but you'll get a really good look at what the world of high ticket sales looks like when you're on a sales call. Here's the objection beatdown. We go 132 minutes as well. So, we're going 12 rounds with the objection. So, let's start. We'll start from the start, get a vibe from the sort of get-go, and then we might sort of head towards the pitch. >> Hey, how you

going, Bobby? >> Good. How are you, >> man? Living it up in Bali, eh? >> What's it, bro? How was your day? It was good. It was good. It was a It was a day. It was a day. Um I was actually just kind of waiting to get on the call to be honest. Like like in the back of my mind I was just like, "Yeah, you know, go hang out doing prospecting and stuff like that. I'm just like the more I do it, the more I'm going on. This probably isn't for me." >> Yeah,

man. Yeah. I had a call just then, my most recent call. And this guy was so rude. So rude. So I had to go 20-minute walk. It's glad that you came 20 minutes late cuz I went for a walk. He just comes on and he's like um like obviously I said the frame and I'm like, "Yeah, I'll ask you a few questions." And he's like, "No, let's cut to the chase. What do you sell? How much is it?" >> Oh, mate. Yeah, we've got a few different options that tell me how much it is. And

I was like, mate, like what's wrong? Like obviously what's wrong? >> Most people I can't stand them. A lot of people fold, but I'm just like, >> yeah, you got it. You got to bend in the fire a little bit with those ones. Give it give it give it give them the same uh energy they give you almost push back a little bit, you know? >> Yeah. Like punches, but then it gets to a point where you're like, "Come on, bro." Like, and he was in sales. He was in sales. So, I got what you

say when your prospect says this to you. >> What do you mean? Oh, he was trying to like prompt you. He was trying to >> just to really make sure that they're actually getting to their goal. Cuz that's what we do in these calls. We talk about their goals, why they want to get. So it's good to actually see them I guess transition into making a reality. It's awesome. >> No, I love that man. >> He's a guy I bought Michael a few weeks ago and he's coming out to Bali. So meeting him on Monday

like very transactional. Just transactional sell. Sometimes I'm even like worried back and stuff. >> The context guys, me and we had an appointment setting call I think earlier that day or maybe the day before and we kind of got to the nitty-gritty. So there was a lot of report in this call >> and you you didn't really frame or anything because of the uh Yuri sort of gone through things. >> Last call the day we both had nothing on. I think that's why it lasted as long as it did. >> Yeah. I feel like Bobby

did a really good job with >> related past this. >> Yeah. Pass sharing the screen. I think that over there's a few different ways that we can break it up depending on who we speak to. Are you cool if I ask like a few financial questions just to see how we can break it up? >> Yeah. Definitely. Okay. So, let's go to >> Yeah, let's do it. >> Two ways of doing payment. One is paid in full where you can save a little bit of money up front or we can do payment plans. >> Now,

paid in full, the cost of the program is $8,400. Payment is 9,800. >> Payment plan is 9,800. Yeah. What's the benefit over? >> There's a few different ways that we can break it up depending on who we speak to. Are you cool if I ask like a few financial questions just to see how we can break it up? >> Yeah. >> Okay. So, one thing here with finance, when we get to finance, uh, when we're looking at at payment options, notice how Bobby asked that question around permission. So, he asked, are you cool if I

ask some questions around your finances? So, where he's going here is the open wallet. Correct, Bobby? >> Yeah. Yeah, that's it. So, how much money would you have set aside now that you could invest into your training where you're not going to be eating baked beans for a few months? >> How much money do I have set aside that I could invest where I'm not? It's a weird like a comfortable amount. Like I can tell you our minimum we do require three grand. >> But the reason why I ask this is the more you pay

the more attention you pay. >> That's why I don't like to just let people in with three grand that easily. >> Yeah. >> You know what I mean? Because if they have five grand, they're going to pay more attention and they're going to get more results. >> Yeah. >> So it's three grand to get started, but if you do have more, honestly, it doesn't affect me how much you pay, but you will do better in the program. >> Yeah, that's true. Like I could probably I'm more interested in doing Hayden full just because you can

save some money there. >> I've got questions actually around around this. I'm Asian, right? >> So So hopefully guys who've been you've been role playing, you've been sparring the open wallet. What we're doing here is again can you someone brings up a finance question you then instead of offering a solution we want to understand what do they have set aside that they could comfortably invest in getting some training or getting some uh you know getting some help with with the goal. So it was it was a great way that you have opened him up here.

So let's see where it go hit me with my >> it's in my it's built into my DNA so to speak. I never want to kind of devalue what you guys do or what Chris does stuff. I understand there's an expertise to it and there's a process and there's a system here and that's what you're paying for, right? Something that works. Um like is there any room for like negotiation on this at all or is this the this is firm? This is the price. It doesn't go any cheaper. I would imagine like there might be

like sometimes where well actually I don't know but sometimes there might be sales and like special deals and stuff like that but does that ever happen here? >> No, we we did have a financial year sale where it's like $500 off >> but no, we don't do discounts and I respect you for asking because I've done the same as well. I ask for discounts everywhere I go. I'm in sales. I have to. Um, my parents are Irish. I'm from Ireland. That's very like almost Asian like. I'm always asking for discounts, so I can respect it.

However, >> if I give you a discount, the next person that hops on call with me tomorrow who doesn't ask for a discount, is that going to be fair on them. >> That's fair. Just testing you, bro. This is a good This is a good company. Yeah. I wouldn't want to just I love that. I love the fact that, you know, discounts stay actual discounts and it's not like a a tool that you can use. Oh, man. Out of budget slightly, to be honest. Like I was hoping it was kind of coming it was going

to come in at like six or seven. Um >> well let's take money out of the equation for a second. >> Yeah. >> Say you had the Actually, let's just say it was free, right? Let's just say free. >> Would you do it? >> Would I? Yeah. If it was free, definitely. Of course. Yeah. >> But why would you do that? Cuz like it's still a lot of time, energy, commitment. So like why actually invest that into yourself? >> Why would I? >> Yeah, cuz like even if it's free, it's still going to take time,

energy, commitment. Like why would you even go ahead with the program? What will that do for you more personally? >> Couple things. I mean, I like what you guys like stand for. um the poor Chris by association just going to be >> what I'm doing here guys is obviously men he's talking about the price I was out of budget I'm trying to get him back into a buying state I want him to start listing all the reasons as to why he should do this before I start going for the reframe cuz if I start going

for the reframe while he's just thinking about price the reframes aren't going to land as hard and it's just going to be you know you're the sales guy but if you get him into a buying state as to why he actually wants to do this what it would do for him more personally. It becomes a lot easier for you to start reframing because they're in a buying state if that makes sense. Yeah. So, we're reframing them back to results. So, typically at the end, we spoke about this this morning on sparring for those of you

who are there. We spoke about when you get to the price and you're pitching price, where do people go? We've got we spent the whole time talking about their problems, talking about what they want, which is value or results. And then we're at the end and what can happen is that all of that goes out the window because now they're focused on price. So we have to consistently get them back to thinking about results. We have to remind them about results. So we're reframing back to results. So money aside, would you do it? Why do

you why would you want to do it for uh why would you want to do it? It's powerful because he's going to tell Bobby mean's going to tell Bobby why he wants to do it and why it's valuable as opposed to us putting those words into his mouth. So you can see the questions that Bobby's asking. He's not selling. He's simply asking questions. He's not selling at all. He's not pitching. He's um he's making men qualify, which is which is perfect. >> Been around people that are, you know, killer closers driven uh that invest in

themselves that would buy yeah by association which kind of elevate me and my level and my frequency, my my kind of my way of thinking. Um, and realistically, yeah, I do feel as though sales I' like I've already invested too much of my time and effort into it to not sort of follow through and just try to find a role that is aligned with what I'm looking to do and that would thick. But most importantly, I need to find something that feels like I have conviction in it as well, which is which is what um

what you guys offer, which is different. I feel like what other people do, which is the career side of things. >> Yeah, man. >> Yes. >> Oh, that's like I believe in it. Like I believe in it. It's just the whole at the moment like the cash flow is really tight. I'm not messing up saying it. >> Yeah. I get it. I get it. And we all make decisions based off our perspective. And right now, your perspective is the person who's making, I hate to say this, $30 >> a job that you don't like. But

in order to get results, we have to start thinking and acting like the person that we want to become. Because the man who is making 200 grand a year and who is working remotely, >> maybe coming back 6 hours a day so you can focus on your content creation. What does he do? >> Executes. Just gets it done. Yeah. >> Why does he do it though? Why does he get started? Yeah. Why would he just get started rather than maybe thinking about it? >> Why? >> Yeah. like what's his rationale behind investing even though it's

out of budget. Why would he actually do that? >> Yeah, because I mean you keep doing the same thing you get the same result. Um if you want to change you actually nothing changes if nothing changes. >> So just into the chat what are we working with here? What is Bobby playing around with here? It starts with I because we're talking about min but we're talking about multiple versions of min. We're talking about the part of men that want >> identity. >> Yeah. We've got B1 B2 or we've got >> the shadow version of me

and then we've got the best version of me and we're talking about two different people. We are talking about identity nice work. >> So when you say out of budget, what what do you mean? Is it the paid in full or >> the payment plan? >> Both. Yeah. It's like the paid in full. Like I technically if I stretched myself I could do it but it would be eating into just money that that it's kind of and like you know >> Yeah. Your comfort zone. >> Yeah. Um >> do you mind if I tell my

story? >> What was that? my story. >> Yeah. >> And this is why I can hold people accountable to pay in full because if someone comes in and they they have the money, but the payment plan is just easier for them to go ahead with. I'm not saying this is you. I'm just using other people. >> I push them to pay in full because what happens is when you pay in full and you don't have a backup option, it has to work. You burn the boats. You're forced to make it work. That's what I did.

I had a little over 8 grand in my name. So, when I paid in full, it forced me to make it work. So, I was so committed that it had to work. Does that make sense? >> Cuz there was no backup option. And yeah, it's uncomfortable. But at the end of the day, does this change happen inside or outside your comfort zone? It's a good one. Yeah, definitely outside Definitely outside the comfort zone. Definitely outside the comfort zone. But oh man, this one's looking. >> Let me ask you this. Let me ask you this. If

you knew you wouldn't fail, if you knew you got to 20k a month, 6 months from now, would you pay full and get started today? >> 6 months from now, if I knew I knew, >> if you knew you were going to be making 20k a month, 6 months from now, if it was certain, you knew you were going to get there, would you pay for and get started today? >> Yes. If it was certain, it was it was right. So, it's just the uncertainty of knowing whether this will work for you or not. Yeah.

Yeah. You know what? >> It's fair. It's fair. You're doing something new. You've never done this before. I get it. But like the thing about >> So acknowledging acknowled So notice how Bobby comes back. So he's leading, but then he comes back to pacing. So throughout this pro, you'll see Bobby, you'll notice that he he leads through questions, through providing observations, providing perspective. So that's leading. But you can't spend your whole time leading because people will start to disconnect. And so when he when he comes back to saying, "Yeah, but I get it. I understand.

I understand where you where you're at." That's pacing. And that makes them feel heard and understood and of course disarmed. So much more willing to be led. So you notice it's just constantly back and forth. You're not spending too much time in leadership or in that superior frame. You're moving back to equal pacing. Anything anything further, Bobby, that you want to add to this? >> Yeah, 100%. I feel like I feel like storytelling as well um is huge, especially me because I'm a student. I've been through the program. It's such an advantage for me to

say, "Hey, I know what you're feeling. I've been in your situation." Even the story before then when I said I didn't have much money to my name. I didn't have much money to my name. So, I'm able to resonate with them. If you guys can use your own personal stories when you're objection handling, I think that's so powerful because people buy off people. And if you're able to resonate with them, um, even tell them a time that you were scared about something, I think it's super powerful in sales. >> Any story as well. So, if

you've got your own story that's relevant to this, I mean, it's very rare that you get to sell something where you're you literally are the product like Bobby, but then when you're moving into a process, maybe a program where you're selling something that you maybe don't have a relevant story on, what are we using? We're using client stories. We're using stories of our most successful clients and students, people who have come through who had the same fears, had the same anxieties, had the same worries and were maybe in worst position and were able to do

XYZ and made it work. So again, stories, they do something with the brain. They help us understand things a lot a lot more than if we just gave an instruction. Um, super powerful big the most the most powerful reframing tool is is telling us being able to share a relevant story. And you want to have those stories preloaded for the objections that you're getting. >> You're never actually going to be 100% certain about this until you actually what until you actually do it. >> But hence why I was just kind of thinking I'm like a

part of me, I'm not going to lie, is going to thinking can't I just get started doing something at a much cheaper price point with my writer and then that way I still have the the stability of what I'm like, you know, the little you know the comfort zone so to speak. Kind of like build up from there rather than going like >> jumping inside your comfort zone. M. >> So, you're looking for the the cheaper option in case this doesn't work out. It won't be as much of the dent in your bank account. >>

And I had a call with a guy a few weeks ago. It's actually the guy that I'm meeting on Tuesday. >> Mhm. >> One that's coming over. >> He wanted to go work for another guy. He wanted to go join his program, which was like 4K. And the reason was he said, "You guys are a better program. I don't think his program is as good, but he's cheaper." And his rationale behind it was if this doesn't work out, then it won't be as much of a dent in his bank account. That's what he told me.

And I was like, "Bro, you're starting this off with that mindset of, well, what if this fails? I would suggest don't do either of our programs. >> Fully commit. You got to back yourself to a point where this has to [ __ ] work now. >> Fair. Fair point. I hate to be like this cuz I I understand being on the other side of it as well. >> Yeah. >> What would you say if I was like I'd have to I'd have to actually run this actually with my partner if I was to I mean

I told her yesterday that I was like if it comes in under six if it comes in under seven honestly I was like six or seven. >> If you give me a partner objection we we can go there but I'll show you how to handle it. >> Maybe maybe come on this call to see how I handle objections and now you're going to [laughter] learn. How do you get your training? >> Pretty much free training. Free training. No, at the end of that, she's not going to be able to, you know, outsourcing power to help

if you really change. >> Hang on, hang on, hang on, hang on. >> By the way, what was going through your head at the moment? Do you remember what was going through your mind at this point? You you told your wife that you were not going to make a decision. You jumped on not thinking you're going to make a decision. What was happening in your mind? >> Huh? Oh, yeah. So, I I was like, "This guy's good." In my head, I was like, "Oh [ __ ] I think I'm getting sold." And then I I

just I didn't I didn't know what I didn't know how to respond. I'm like, "This is all making sense." Because he's done so much work. I know we skipped over the the first, you know, part, but he threw a lot of ground work on pre-handling objections, getting me to sell myself into it. And like by that point, I'll be honest, I was kind of like, "Oh, just this is perfect." Like you you couldn't offer me anything better, you know? >> Yeah. But in that moment, in that moment, I remember what he was when he was

talking about like himself and relating to me and um saying, "Look, because I've done that, you know, I've been there. I've made that decision already. This is why I can I can actually I qualify to guide you through this process as well." I felt very comfortable talking to him then. Like I I felt like I felt super heard and understood. >> So, there was there was something there to Yeah. Haven't >> And was it for you at this point? you you were feeling excited because you felt like you it was the right thing. It was

the right pathway. When price came, price kind of that was where it sort of you started you your backside started to clench a little bit. Things started to get a little bit fearful. >> It was getting really real like I was feeling butterflies, you know? It was like fear and excitement definitely feel the same way. I couldn't quite like I couldn't I was feeling excited at the prospect of like this on the other side of this is my like my my outcome but I was also feeling fearful cuz I'm like oh I got to put

the money first like I got to pay you know what I mean [laughter] so yeah >> cool I'm going to pay a high ticket sum of money to do a high ticket program it's going to teach me how to sell high ticket so and uh it's definitely not a low ticket and and that's the thing as well like you want to do something and then it comes time and the fear kicks in. So, do do you feel like this at this point, this sort of resistance is you just going working through some some of that

nervousness, excitement, but nervous? >> Yeah, like in in the back of my mind, I'm I'm still thinking I'm like I'm on the fence about it. Like I'm pretty sold. I still need the okay from my partner. I didn't think that was going to come out of nowhere. I'm I'm definitely feeling like a lot of fear at this point still. >> So, you're sold. You're sold. It's the right thing. >> Yeah. And >> there's not there's you're like 10 out of 10 on the program, on the process, on everything else. >> Yes. This is all for

you now. This is all like 100% just like just getting commitment out of me. >> And you've now had two calls. This is you've gone through you've already been on the call for an hour and a half here. So this isn't an hour and 30. So you've been you've been an hour and 30 plus a triage call. So you've got a fair bit of relationship now. You've also built a fair bit of trust at this point. So if you're watching this thinking, [ __ ] this is this is something that happens every call and it

really we need to build that groundwork of trust and it only it really this type of objection handling is relevant and and works if someone is really sold and there's fear and and there's a bit of fear holding them back. Um you wouldn't want to do this to someone who you just you know you've had a 30-minute call, they're six out of 10. >> Yeah, 100%. Maybe you're trying to sell with um that marketing offer you were trying to you were selling, Bobby. >> Yeah, man. Like I would only do this objection handling if I

know someone is sold and it's really just fear because I would be doing them a disservice by allowing them to go think about it or just believing their objections. So the number one rule in objection handling is you cannot believe their objections. That's what I tell people all the time. As soon as you give in, you're actually doing them a disservice. Especially if you believe in what you're selling, you have to be able to sit there and object objection handle people. It's just something that you should do as a closer, not just for your sale,

not just for your commission, but for that person because they've probably been thinking about this for a long time and whatever's been holding them back the whole time, if you allow that to hold them back when it's time to make a decision, you haven't done your job properly. So, so, so sell. So, Grant Cardone wrote a book called Sell or Be Sold. One of my mantras going to every call call day was I'm selling or I'm being sold. But I'm either selling them on their vision or I'm buying their [ __ ] excus as to

why they can't do it. And again, I'm selling them on their vision, not selling them on the program. I'm selling them on their vision or I'm buying the BS excuse that's holding them back from why they can't do it. And as sales people, sometimes we we do get into that that oh yeah, cool. Yeah, yeah, you need to think about, yeah, no worries. Let's let's follow up. Oh, yeah, cool. That yeah, no worries. That all makes sense. Yeah, all right. Well, let's let's just I'll send you an email. But realistically, there's so many sales that

you're gonna lose if if you allow that to happen if if you allow >> it's like now he's given me a partner objection. As the objection handling goes on, there's going to be less acknowledging and clarifying. I'm just going to go straight to reframe because I know it's [ __ ] So, I'm not going to acknowledge. I'm not going to clarify. I'm just going to go straight to reframe and put him back into a responsibility frame. So, it's his responsibility cuz right now he's trying to externalize. Uh, sorry Min, but you're trying to externalize onto

your partner. I want to bring you back into just the mindset that it's your responsibility to make this happen, responsible to actually show up to the program. Is that going to be you or your partner? >> Yeah. Okay. >> And who's going to be responsible to not only show up, but make sure that this works. Is that going to be you or your partner? >> Me. >> Right. So, knowing that it's your responsibility to actually show up, do the group coaching calls, do the study, and make sure you get to the 20k month. Do you

think it's fair to shift that responsibility of the decision-m process onto your partner knowing that it's going to be you who's going to be doing it? >> No. Why not? >> Why not? >> Because you could be accountable to your actions, right? If you're going to do something, make it work. >> And the reason I say that is your partner can be the reason that you do this. Like you might go speak to her and she says, "Yeah, go ahead." But she can also be the reason that you don't do this because you could say,

"Hey, it's an online course. It's going to cost me $8,400." And she doesn't have the context of our conversation today. And she might tell you, "No, go the cheaper one because we want to go on holidays to Gold Coast." >> And then you go and doing the cheaper one. You're not going to be as committed. Subconsciously, you're not. >> Let's bring it back. So, I guess I'm just there. What I'm really trying to get like what I'm trying to get to is is this going to is this going to work for me? Yeah. Kind of

bringing it back there. I feel like I'm tripping over myself here a bit, but like is this going to work for me for some reason? >> And then you're always you're always going to be there's always going to be a sense of uncertainty. >> Like I said, the thing about certainty is you're never actually going to be 100% certain until you actually go and do it. So until you actually go and do it, it's really just about taking that first step. Now, taking that first step, it's really just the fear of taking that first step.

But the thing about fear is you can let it do two things. You can let it constrict you and keep you where you are and go for cheaper options or not even go for an option at all. Or you can grab that fear and shape you into taking massive action and actually backing yourself and putting yourself in the best position possible so that you can get to your goal of making 20k a month. >> Which one would you rather let it do? Would you rather let the fear constrict you and hold you back >> or

would you rather let it shake you >> into getting to your goals? >> Always going to be there. It's not going to go away. And if you want to go think about it, it's just going to go get worse. >> Totally. No, I'm definitely with you. I'm not going to think about it. I'll make a decision whether I I go yes or no here on the call. But like I want to do it. For some reason, I feel like I need security. Like I feel like I just I feel like I need that right now.

>> Yeah. You want a guarantee. I get it. We all want guarantees. But at the end of the day, and be real with me. >> Yeah. >> Nothing is ever guaranteed in life. >> Nothing. >> Other than death and taxes, nothing is guaranteed. >> Mhm. >> Now, knowing that nothing is guaranteed, what we can do as human beings is put ourselves in the best position possible so that we become our own guarantee. So, this program, do you think that puts you in the best position possible? See, >> cuz like in the back of my mind,

I'm still thinking like, what if I did it myself? But it ain't working right now. So yeah, >> why not do it yourself? Let's go down that avenue. Why not do it yourself? >> Just cuz I feel like I really need a community. Like I need other people that are doing it. Like you know, prior to this, I would always say like I'm like I need mentors. Like I need people in my life that I can like go to and ask stuff like I want people that are like further along, not just like financially, but

also >> and look, you're smart for saying that because a lot of sales people, I'll be honest, I get on calls with people all the time and they say, "I'm going to go do it by myself." >> They're usually the people who end up getting capped to 10K a month because they're never actually investing themselves. Plus, it's congruency. How are you going to sit here? What do you want to say? Was there for a second? What could you see yourself selling now? >> I thought business. >> Does Does anyone know what I just did then?

If you were listening carefully to me, if anyone wants to put their hand up, no one, anyone, you got your microphone on. Do you know what I just did then when I said you're smart for saying that? Because a lot of people XYZ. >> No, I actually don't. >> So, this it taps into identity. Min said he wanted to do it himself. I said, "Why not do it yourself?" And then he lists me all the reasons as to why he shouldn't. And I said, "You're smart for saying that." So, I'm rewarding what he has said

to me. What's leading towards a sale? I've rewarded it. You're smart for saying that because a lot of people, especially sales guys, they would try to do it themselves. But where do you feel like those guys end up? So, you're separating him from the guys that do try to do it themselves because they do have a strong sales background. So, that is quite deep, but it it taps into identity. Again, I'm pushing him towards someone who does actually invest in themselves. >> Us versus them. >> Was going to be it, bro. >> I mean, there's

a there's a whole lunch list of of objections popping out here. I wasn't expecting the do it the DIY min. >> Yeah, the DIY. >> Damn, there's some journeys going on here. [laughter] >> I feel like I'm watching like a I feel like I'm watching Breaking Bad. Like this 10 series of just different story lines. Like I I like the idea of selling business coaching because I want to go into business and then I was like oh that would be cool but then yeah that's a part of it too. It's like I actually kind of

like had a whack at it and it didn't on the outside looking in the company was a great company but then you know what I mean like >> well let's example let's use for example let's say you're selling business coaching. Oh did you want to say something? >> Yeah. Sorry Bobby bro. Can I get my uh my MacBook charger? It's just like >> go for it. All good. >> Give me a second bro. Sorry. >> Don't run on me. Okay. >> It's happened. I love how consistently you're not moving and you're just staying in the

same spot the whole time. You're just laid back. You're chill and just taking it as it comes. So have a that's a good that's a good observation Max. Have a look at Bobby's body language. So if we want to listen to Bobby's body language, his tonality. So we've spoken about lots and lots of movement and you know lots of expression being lower credibility, lower status and less expression less or less movement more being still lower pitch tonality. So here is downward inflections. He's not upward inflecting. His pitch sounds very certain. He doesn't sound like he's

questioning himself. So he's very much in his composure. So that's really the client prospect needs to borrow your confidence and certainty at the end. If they feel you lack certainty. So if you're feeling this mean's feeling a bit nervous, he he he wants he need he now needs to borrow he needs to borrow certainty. He needs some of yours. And if you're not displaying it, then he's got no he's in debt. He's in debt of confidence and certainty. So Bobby is a big ball of certainty right now. And so you can feel it. And what

what comes from this though is preparation. Nothing will make you feel more confident and certain is preparation. You can tell Bobby is drilled. How well drilled is Bobby feeling at the moment? You guys know he's been here before. He's prepared for it. He's ready for battle. Give me whatever you give me whatever you've got. I'm drilled on it. I know where I'm going. I know how I know how this goes. Nothing gets you more confident than that than that preparation. >> So being congruent means you have done something that you're going to ask someone else

to do if you know. So the sales people who are scared to invest in themselves, but they're going to sit there and ask other people to invest in theirelves and they'll sense it. They'll sense it through the screen and you won't speak with conviction because when certain about taking that first step, you're going to let them off the hook because you would have been in that situation before as well. >> Good point. But on a business coaching offer, a lot of them, they go, "Well, I mean, what are your credentials, right?" As opposed to more

of that congruency thing. I've invested in myself, you know, before. It's not that. But yeah, I mean, look, we're talking about like in the grand scheme of things. I said I was okay with six or seven, like two and a half or whatever. I wanted a bit like a drop in the bucket in the grand scheme of things. when you're talking about the money on the other end that you're supposed to be making off off the back end of learning this. >> Well, let's look deeper. I made 8K my first month. I had no sales

background. You have a sales background. >> What if that's like a double-edged sword? Because I'm like I got bad habits built into me, you know? I had to learn it from from from scratch, you know, in solar. And then I'm not >> I would argue against that because you already know sales. So now you can just like redirect your brain pathway to what you know knows makes sense. Does that make sense? Probably didn't >> in my brain. I didn't quite vocalize it as well as I did. >> I get what you mean. I understand sales.

Like I know sales. Um what I'm saying is um doing the the business coaching offer just now cuz technically that's my you know what that's actually what I'm thinking about like I'm like what if I go into my next remote closing role and it's just like this one and I'm like >> yeah that's >> that's why we're here man I don't want you going into another role like that cuz you'll go crazy and then you'll start off as a real estate agent from scratch and I don't want that for you. >> Oh you're good you're

good Bobby. Bobby mate. Wow. I like that. I like I like your approach man. I genuinely when I objection handle people, I'm doing it to them. It's not me versus you right now. I'm on your team. >> Cuz look at this. Let me show you this. And this maybe this analogy will help you see what I'm trying to say right now. Let's go back to our drawing. >> Okay. Can you see that? Pause here for a sec, Chris. >> Yeah. >> Yeah, bro. Right now. So, when I do my discovery, some of you guys probably

know cuz I've I've closed you, but I map out 1.0 2.0. So, when I'm going through success and and cost of inaction, we map this out. So down the left hand side, that's Min's current situation. That's his 1.0. Up on the right hand side, that's his 2.0. That's his goals. That's everything that he's listed out to me. He wants to be making 200 grand a year, start his content creation brand, potentially move to Gold Coast or Melbourne. So now I'm coming back to this and I'm going to use an analogy, the mountain analogy. So you'll

see that. So this is where you are. This is where you want to be. So you're literally looking at a mountain. Okay, this is a mountain. Might have snow at the top. Who knows? But right now, you're at a crossroad in your life where you can either stay at the bottom of the mountain or you can go up the mountain. Up the mountain is where you want to be. Right now, I I tell people this all the time. I'm at the top of the mountain. I've taken that first step. I've bet it on myself. I'm

now at the top of the mountain. I'm living in Bali. I'm experiencing what it's like to make it in high ticket sales. Now, I'm willing to walk down the mountain and meet you halfway if you take that first step. But what I'm not willing to do is walk down the mountain, step behind you, and push you up. I'm not going to do that. >> But if you want to meet me halfway, I'll be here for you, bro. So will Chris. So will Shnie. So will Brad. We will be here for you. But taking that first

step, that's on you. And the first step is the hardest. I'm not asking you to climb Mount Everest. I'm asking you to take that first step because the second step is easier. And so is the third and the fourth and the fifth. But it's just about taking that first step. If you genuinely want to be making 200K a month, living in Gold Coast Melbourne, having the opportunity to start your content creation brand, and you got to make a decision, and you got to take a step, but I can't I can't help you take that step.

And taking that step is hard. It's going to come with a lot of doubt, uncertainty, uncomfort. But you got to be willing to commit to deal with that. Otherwise, you're going to be in the same situation and you can go down the same spiral that you've been doing for the past 6 to 12 months. >> So, it's up to you, you man. If you want to take this first step, let's do it. If not, then that's all good. But don't ever come up with a reason for yourself internally as to why you never where you

want to be. >> You guys decided you decided, well, that should be good. So, you made up for this or what? >> You're funny. >> Um, okay. Cool. Let's see. So, if we make this happen, I'm going to on board you right now. If you want to make it happen, I'll on board you. I'll give you access. That's about 5 minutes. Sorry, but I'm actually I'm gen like dude like going to put me under, but I'm like go back up. But that's the whole point. That's the whole point. >> And there's saying that because there's

two people that I speak to. There's one that says, "It's just a lot of money or I don't have the money so I'm not going to do anything." Or there's a guy that says, "I don't have money, but that's why I do something." Because if you had the skills, if you had the right job, what would you have more of? >> If I had the right job, more >> if you acquired the skill sets and you had the right community and you're in the right role, what would you then have more of? >> Everything. Yeah.

More time, more money. >> So money actually isn't the problem. It's just a symptom of our problem. The problem is we don't have the skills or the community. We're in a good paying job. So we need to fix our problem cuz money that's just a symptom. That's just a consequence. >> You know what I mean? >> Yeah. So you mean going doing this course is going is going to help me close on you. >> Who do you think? >> Uhhuh. >> Who do you think I learned this wrong? Interesting. That's interesting. >> Do you think

I'm a good closer? >> Yeah, bro. Like, you know, you see the fire, you know, be able to like for me above anything else, it's like I want to be I want to make sure I can help the other person, you know, I help person. I wasn't equ to close my last job because I just didn't believe in that like hand me. I just didn't believe in it. >> Y >> but it really feels like you believe in what you're selling in like you said it doesn't even feel like you're selling something, right? I believe

it. >> Then what do you want to do? >> I won't do it. You want to do it? Okay. So, I'll whack it on my credit card. >> [cough] >> I could whack it on my credit card, get the paid in full, but then I have to pay I have to pay interest on that. If I was to accumulate interest, it is right now not. >> But if you quickly get the skills and you quickly get a roll, how long is that interest going to be sitting there? Not too long. >> All right. 100%. Like

I need be honest, bro. Like I think this is what I need cuz then it opens me up to a community. I I'll land a roll quick. Maybe not as quick as old mate on old guy, wasn't it? 6 days, but like I'll probably get one in I'll get one in like 30 days or something like that. And then if provided that I I know that it's a good opportunity, I'll do the work and then I'll make money back. >> I'm up your ass as well. I'm going to hold you accountable. I'm not a coach.

I'm not a coach, but I'm going to hold you accountable. >> Cool, bro. >> You're going to get messages off me. >> [ __ ] Let's do it. Let's do it. Honestly, why not? Honestly, why not? Yeah. I'm trying to make I'm trying to make it make sense. Honestly, why not? >> Yeah. [ __ ] man. I didn't ask. I want to [ __ ] yes. I don't want I don't want any of that. I want Bobby. You know what? It helps me overcome my limiting beliefs. We're gonna [ __ ] do this. >> Yeah.

>> Well, yeah. Yeah. I do feel I'm feeling pretty stuck right now. >> I'm I'm not saying this is going to be comfortable. It never is. Like I said, it's just taking that first step. And it's still going to be scary after you take the first step, but the next step is easier. And the next one's easier, easier, easier. This right now, what you're feeling right now >> is the hardest part. I promise you. I know this because I've been in your situation. I didn't have much money to I've been asked to invest this be

in all the time. >> That's it, bro. It's it's you're stepping into a new way. >> I thought about it as a non-factor almost like that's how I felt like I almost didn't care like um yeah almost like I didn't care like it was like >> amount of money and I was [ __ ] scared. I know what it's like. Trust me, I get it. I'm not saying you shouldn't be feeling like this. I get it. >> Make a decision, man. >> 100%. See, the reason is I I think I've grown like it's not that

me being on the receiving end of this. I've actually been on the receiving end before and I've made the investment, you know, and um first two times around it didn't like I didn't get a result out of it, you know. So that's only that's the that's the main hesitation behind all. >> Well, let's look at this. What was the investment in? >> First one was business coaching. Okay. At the company that I ended up working for. [clears throat] >> I went to it was fantastic. >> Yep. And the next >> and then the next one

um I was in a sales role. This was stupid as hell. I was in a sales role but I invested in a business coach because I I wanted to go back into business and then stress from KPIs and then with the stress from KPIs and the workload that I needed to do in solar the six grand actually didn't even like the six grand that I put into doing that it wasn't like I almost didn't I thought about it as a non-factor almost like that's how I felt like I almost didn't care like um yeah almost

like I didn't care like it was like I let go that money too easily like bro >> yeah and were there people in the program that did get results >> he was just a startup hey like I just I thought I got a good vibe from him a b vibes a lot of times and he was just like a guy that was He's a cool guy, but there was only like maybe he added me to this community and there was like >> So, by the way, we're sort of we were we were [ __ ]

it, let's do it. And now we're here. Is that right? >> Yeah. We're going to get [ __ ] yeah. We're going to get the [ __ ] yeah, though. It's coming any minute. >> We're going to get the [ __ ] yeah. And by the way, guys, do you like that? Do you like that? >> Yeah. >> We He still even though he said, "Fuck yeah. [ __ ] it. Let's do it." He still was wanting He still has asked to go to a different level to say, "I want a Hell yeah. I want

to [ __ ] yeah. Which then once you get that double optin, then you cook it. >> People want a community like four. >> Okay. >> So, you're comparing you're comparing that experience to this. I showed you our community. >> That's true. >> You're looking for every excuse now. >> I know. I know. All right. [ __ ] it. Let's do it. We'll do it. >> That's it. I love it. >> Master, bro, Bobby, mate, [laughter] >> oh, that was a that was a journey, guys. Bobby guys need your own there. Someone I think put

it put in the chat there. There needs to be the Bobby podcast. There needs to be a I think it's a Bobby Bobby and Mid Tom Dale sitcom. [music]