David Draey: How To 5x Your Sales

[Music] [Applause] [Music] [Applause] [Music] almost ready yeah dimmer all good yeah right fantastic guys so right guys so to cover what we're going to do next seen as hey sorry shut up so what we're going to do next I think Cena's a lot of you guys are not Quite there with your offer yet right and I mean David the you know offer of what you're going to do who's it going to help blah blah blah Steph a little bit as well dude certainly certainly the case for you dimer a little bit Ian a little bit

Mark I think I think this is going to really help you as well okay yeah thank Mike for sure um David the absolute boss Alex the absolute Legend uh so I had the privilege of like Working with you know Sam and consulting.com and that means cuz we have 25,000 clients right like a lot of clients all in different Ines all in different Industries all in different spaces and I work with thousands of people in all those different areas and so it became apparent to me a few things uh for when people are getting started in

order to get it to work they were usually making a lot of mistakes in in these areas that I have here but the Reason I wanted to talk about this is because a lot of people have brought up offer what am I going to offer in the marketplace what should I charge it at you know all this kind of stuff so I can promise you guys now I've helped people go from 0 to 350,000 in their first month guaranteed I can tell you who the names of all these people are a lot of them you're

familiar with as well so I'm going to cover a lot of good stuff for you guys and what the mistakes are but We'll just start with this sentence that Sam used to teach everyone and I want everyone to do this even if you have a business already and you already have an offer because what Sam used to do okay I feel like s what Sam used to do is every 12 months he used to come back in with the team and we used to sit down in the meetings and he used to actually go through

this again with us every single time because what happens is your Market will change Every year your Market changes the message is going to need to change and so he's to come and say hey what's happening over the phones who are the people that are buying from you uh so right now uh for the individuals that are trying to come up with hey what is it that I want to what's the problem that I want to solve just ask yourself I help XYZ person to do XYZ or solve XYZ problem and I do it and

I help them to do that by doing XYZ thing it's a very Simple concept but I'm going to get real deep on that line for you because you see because I'm a sales guy I see everything as a nail you can take this and turn it into five different things of the the same Market okay but I think just take a minute everyone to narrow down to the 80% of the people who buy from you who is that person and if you're an agency owner as well I can help you do this real easily as

well so who do you help And I'm going to tell you what Consulting problem was for up level okay I help coaches and Consultants to scale to seven figures by productizing their offer very very simple but what that does for me and our team is we were able to narrow down very much on the uh messaging and our marketing and exactly what the sales process would look like just from that one line and you'll be surprised you think you know what it is but you don't you actually don't that's Why every 12 months you would

come back and say okay we got to look at this one more time so just take a just take 60 seconds maybe we'll go around the room as well I think because a lot of people like I do this no you just do this that's all you do okay you can narrow it down so just's take a second there to to write down what that is and I think we just start with the people who are trying to figure out what their offer is especially David maybe Mark AB Bo Vince As well and so the

bying part is that your differentiator or is that the actual mechanism this is like a pitch yeah you know hey what do you do I help people to do this by doing this yeah it's got to be very like narrow just start with narrow actually Golding it out and even by by thinking of this you want to think about it every single day if you think about it all the time you'll get a lot better at figuring out Who that person is and your marketing will get a lot better as well she's ready okay we'll

start with st okay so I said I help P individuals to take more of their wealth on gu what about the new offer that you want to [Music] make but you see how but you see how far she went that's why you're good at what you do cuz you know exactly who it is Right that's where you need to be with your offer like really really quick um yeah I'm struggling a little bit because I know I help entrepreneurs and it's the language around it help them improve their performance okay but what does that mean

you know I think it's a bit General that and then it's by doing what I do quite a lot of things with my clients you know um I got a couple in my room so will Obviously speak to about Daniel spoke quite a bit Charlie now this is really interesting what you're saying I'm already like the answer in my head already oh yeah because you say performance is Broad yeah there's things inside of each one that you could potentially help with yeah so there will be one that's like the main thing so it could be

I hope entrepreneurs maximize their energy levels by by 10 times I think it's probably that because the People who are like in pain that's what it is like they they low energy uh because the energy is is an effect of everything right the Sleep the food so so that could be one of them I used to know a guy that would say I help entrepreneurs increase their testosterone okay yeah yeah so he he he also said that so I think that's good though I think I hope to maximize the but but then it's by doing

there's also That as well side of it right so so we kind have to figure it out and make it simple and easy to understand but also brilliant as well like as in I say I help maximize your energy by 10 times even I say 100 it's almost unbelievable right so it's a very strong power pitch so it might be more like I help entrepreneurs increase that productivity by maximizing their energy or or Focus what I have been Saying well here's what I have been saying I entrepreneurs um increase their energy focus and results without

the burnout okay that's good and I want you to add some problems in there as well so you could say I help entrepreneurs maximize their energy by 10 times by getting rid of their brain fog you see cuz brain fog is a big one and they don't know why they have it as well right like getting rid of their brain fog I think burnout is a big one as well Burnout burnout is a bit General it's good it's a little bit General you want to be a little bit more narrow like like brain fog is

very specific you know yeah could be anything so so here's another thing I was going to say when we talk about three choices here right got Avatar three choices is your solution could help multiple different individuals so if you say entrepreneurs is one right then Executives is Another right but then also your solution is multifaceted as well so it doesn't have to be by reducing Rin fog could be something else and I'll give you an example here if you look at up level Consulting we help entrepreneurs to productize that would be an agency owner who

would come in or a one-on-one coach who would come in but if you had a course creator that came in they already had a Product but our solution also helped with maximizing sales getting more leads through the funnel so you change it I can change it whoever you're talking exactly but you have to know what your product sols so when you guys create this you could actually in s said this before but you could create trying to you know him but you could you could create five of these if you wanted to so it is

one for you then how about this so I help Entrepreneurs perform out their best by getting rid of their burnout optimizing the energy increasing their focus and I could like switch it depending on the problem the person I'm speaking to is correct yes does that would that sound does that sound right I help entrepreneurs as as you believe true as long as you know it's fine but there's a couple of things in there result that you have to understand is this is more for you than it is for Marketing this is another concept this is

another concept that people don't understand about this statement this is you getting right with who it is that you help because you're not going to put this in all of your advertising I mean you will right but not in that format so if I have so for example if someone comes on the phone with me for up level like I said sales guy everything's a nail I'm thinking I help course creaters to maximize their sales by you know Close more deals or whatever or I help U course creaters get more leads by fixing their funnel

I knew we did that in the group coaching calls with Jessie so that would be another one I help agency owners create a second product that they could sell as part of a suite has nothing to do with uper level but uper level does do that does that make sense so when someone comes on the call they tell me I'm an agency owner straight away I've got my pitch ready I know Exactly what my pitch is going to be so for you is someone has a problem of sleep yeah but you see the solution is

all the same it's all the same thing this is why you'll see mindset coaches mindset coaches are all solving the same problem but you see the market believes it's a different reason they have the problem some some of them think it's sleep some of them think it's their reality they subconscious whatever it's all the same solution so for you guys I Think if you already have like let's say for example Charlie you already have an offer it's very obvious what it is this this exercise for you will help for your sales team to expand to

know who it is that they can help right but for people who are just trying to create their offer like Vince for you is you just need to have one clear One to begin with and slowly but surely you'll start to see that your offer can help a lot of other people and going to go into this Right now but we'll go into questions anyone have any questions about that if they want to run something by me they're pitched I do so basically uh for now I just been helping uh with the with the course

um like my my statement was kind of like I help ordinary people learn content creation by making learning editing software simple and fun that's the whole promise to teach them the skill you said you help People yeah like Ordinary People not not Tech person you know like people are I would change the ordinary person I would change something a little bit more specific like like Mark has got entrepreneurs even Mark could even narrow that a little bit more you could if you want but even cuz I have people who like from like are 50y old

moms and who are like 17y old college students or whatever but they're aspiring for something right they're aspiring to Create content for what reason yeah depends to be honest cuz I had some people who like want to do it for a job but I also had people who just want to learn it for fun so they can edit like a vacation video for their family so it is kind of like then then then that would work ticket but but it wouldn't work for high ticket yeah so for the high ticket can I have can I

have two statements that was going to be my question cuz the other one would be I help creative Freelancers grow to 5 to 10K a month by building acquisition systems and an offer right that would be the other one but I still feel like I want to keep the the video editing thing because that's what I build my whole audience and channel on like theow TI okay so I have two different so is that so that one that you just told me that second one is that an offer that you considering yeah the high ticket

Which we discussed okay so we'll get back to that cuz I know you're trying to really nail down what the offer is yeah we'll get back to that there's a lot question so like in my sales calls I'm trying to build like a slide like a pitch deck bunch of slides if you do have five or so different offers M you say that that kind of starts working against you say that one more time like if if if you're going to change your offer mentally based on who person comes On the call needs help with

ads someone need help with Sal someone need help with mindset would you then in that case advice against a pre-prepared pitch deck of the program uh so yes I would but I would have specific slides right so the way I used to do it is I would have slides and I would pull up whatever slide I wanted that was relevant to the person situation does that make sense previous to the call Previous to jumping on the call well I mean I I would qualify that on the call and I would not so while you're having

the call you're kind of moving slides around no I'm not moving slides around I have them ready like I don't have a PowerPoint one p you have a one p oh oh no I'm thinking I have like a power point of like one two three I mean one you can May multiple in the same pitch decks are good for Investors Business Don't really need you see what I'm saying yeah for especially if you're doing YouTube a lot of these people know who you are yeah well I'm doing YouTube ads now okay so for YouTube ads

you need something a little bit more in depth but you don't need I wouldn't say you need a p yeah or keep it keep it at least generalized whatever you prepared and then like verbally lean in on the problem they have in the Sales you I'm not against having one pages and pits and stuff but just don't over complicate I think what said don't over complicate especially when you're working with consumers and stuff it's not necessary you so let's say for example Vince Mark um David this is the next thing you need to consider so

when you're building this line the next thing is and this isn't spoken about anywhere okay your Total addressable Market is how big is the market that you're selling it to yeah the the the the smaller it is the the more you better be charging the bigger it is uh the left that's why you guys will see business opportunity offers like Amazon FBA you know this is why Cole cuz I spoke to co before he started any of this right Cole was trying to figure out what offer to go for and he wanted to scale it

massively and he decided that he would Go for a Biz up to train people to become sales people and then use that for recruitment purposes later because that scales massively because anybody could want to do that that's like what Vince was saying Ordinary People that's the whole of planet Earth yeah that scales very well but you're not going to be able to charge a lot of money for it unless you have um financing or like Charlie type of payment plans where he going 6 months 12 months which isn't impossible you know if you have a

great offer you can control the default rate on that but this is just something for you guys to think about so for me uh I do fractional VP work for four different companies I don't need to do any more than there and I can charge them 125,000 a month plus upside because they're making a lot of money there's not a lot of those types of companies that will have three or four sales people so I don't need a lot Of them but you guys should consider when I'm going to make the offer how big is

the market and if you're going to do high frequency sales like Charlie everyday eight calls everyday aals I think you as well right David question on your fractional VP work are you um specifically focusing on VP of sales yes so I I'm doing done for you work right now so you come in and you're like the sales you I manage the team I listen to the calls I do all that stuff oh you do That's good to know cuz I often have people who like ask me if I know anyone for that stuff all right

um so with that the reason I brought that up is because I there's not a lot of companies there are but not that many in the high ticket space that in online training business bu that do that so for that reason I have to charge high prices you know but if you have a consumer Market um and I I'll talk about quasi actually because you know who quasi is It's the same with quasi quasi narrowed down everything to entrepreneurs only and it hurt him it hurt him a lot because his offer technically can solve problems

for a lot of different people his pipeline got smaller he went from 500 600 applications a month because his messaging was Broad and he turned into entrepreneurs only it shrunk right down to 200 to 250 Mon and he was making less money because of that so you guys should really think About what's the right what's the right size of the market so if you're going to charge high prices it's okay to have a size that's 10,000 or 50,000 people in that market it's fine right but if you're charging let's say uh I don't know $5,000

ticket or whatever personally I'm not going any less than $100,000 and when I say 55,000 ticket 100,000 100,000 is fine anywhere from 50 to 100K I think five 5 to 10K ticket is 10,000 people you can't really Run outs say again you've only got 10,000 people you can't run outs you you can't out it wouldn't be viable to runs to like an audience smaller than 50k yeah you know yeah how you how you quy how you how big the market is um so there's a lot of resources that you could use there's like I think

it's called Ibis it's a online market research platform tells you how big the size of the market is for me I have the privilege of being in my industry like Long enough to know what how big is and it's not that big by the way like a coaching consultant Market is probably like 50,000 people but let's say therapist how many therapist are there yeah it's funny because like this question we get it a lot of the time we never managed to really to really like yeah and we just Tred to push more on the ad

each time and so now we are doing around 500k qu kount and it's still working very well so I don't know What is a gap yeah but it's true that like there are a lot of therapist in France like every year there are more and more so so so this goes to this here which is there's three tiers of every market usually anyway so let's say property there's the person that wants to buy their first property then there's a person that has 10 properties and wants to expand their portfolio or maybe reduce their taxes through

some sort of strategy and then there's a person with 100 or a th000 and they're looking to maybe just passive passively invest or whatever it might be because they have too much money you should also consider this when you make the offer as well is which Market is it that you want to advertise to because if you say the addressable Market let's say if coaches a consultants if I say it's it's it's 100 say 50,000 a a percentage of these people are going to be Beginners and there's going to be Advanced and then there's going

to be Mastermind type of clients that you can get as well each of them should be priced differently which is why free products is really really good you know and just to recap for you guys why I'm talking about about this is because when you come up with with this all of these things should come into consideration what tier Market are you trying to advertise to what's the size Of that tier market so you know if it's even viable and what you should price it as like if your Market is small I would never charge

a small amount and I would always do recurring you know because I want those as recurring contracts Could you um could you give us an example of maybe one for for for this small Market high price so I think consol is the is the best example accelerator is a business opportunity become a consultant whatever The the the market is planet Earth right but it's low price 2,000 and we did $9.99 sales 49 we did all of that right easy barrier of Entry but then if you want to think business strategy accelerate feeds into up level

too so this is another thing that I'll can touch on afterwards is can people up sell and cross sell through the different offers you have up level smaller Market 5800 7,800 right there's only like so many successful Consultants That need that product of moving into a course which was very narrow by the way that was 5878 then there's monm even fewer people that's why we did recurring right even fewer of those people 100 cap $36,000 each right so that's a good example of it I think any of you could look at anything that you buy

you know uh what the gym you go to the gym it's like what 1010 a month 20 a month personal trainers XYZ classes that much Right who goes to the classes and who goes to the gym anyone goes to the gym anyone does who does the classes is the people that can't probably afford the personal training yeah right and then the personal trainers is the executive right so think about that uh when you design your offer and also decide where you want to start like I know Vince is on low ticket right now and this

is a really variable question when should I start on high ticket or L ticket I think It always depends on your assets in terms of your audience size do you have an audience do you not have audience do you have money in the bank that's so that I can't answer that question for everyone what should you start with but if you don't have money in the bank I think probably high ticket there low ticket making no money but low ticket will build an audience for free um M I just I really want to dig into

this for you man because I know like you're kind Of this is do like the stage of figuring out cuz you're like okay now do I go do I make a lower kind of course or do I just do the same thing in charge High I want to know what what did you kind of get from that yeah I was actually the the question I wanted to ask say for our marketing what the way I advertise it in the videos is I Target busy professionals which is which is Broad I wonder now cuz you say

you don't want to make it too Niche would would I be Cutting out too many people if I just said CEOs or C Level of Executives or you s a fitness program right you definitely would yeah uh you could do both cuz they actually both they're similar in terms of okay I didn't speak about this what what they qualify for right right so so they both kind of qualify for the same pricing so you could go for both of them very easily so in in the marketing are you kind of saying I can I can

alternate between Like the the messaging 100% I've seen people do it very successfully are you an executive a CEO some okay so something like that as well yeah managers as well I was I was also going to say with with like the issue we not the issue but where we are at now with the 8K the the idea is okay cool we want to do the course instead to kind of get back the people who are selling aide do we like on the sales call now for example the volume That we get in who do

we like what are we selling now do I and I have a child with Alex do we sell the 8K and then whoever takes the 8K fantastic and if 8K is out of the price range down sell them into the course on the phone or do you sell them the course and then sell them on the back end to the what you do course first and right I would probably if if if I was going to make a decision on that I would probably choose create financing over a Different offer if I was going to

yeah create financing as in like U I know someone in a fitness space uh he does 600,000 700,000 a month right he does 3K up front or 4K no sorry 5K up front and then he'll do five months of $300 a month something like that oh like a recurring so they have a buy in so let's say they can't afford the 8K you'll sell them 5K and then you can pay these payment FR this is how we negotiate all deals like over the Fone right is Financing is how you close deals more deals how how

do you then guarantee that they can can continue that payment have a great product man have a great product great on boarding you can't take a PG you can't take a PG yeah or can Oh you mean like a direct deit type of like a personal guarantee this this is this business model is a volume model this is high frequency this is I'm doing eight calls a day deal no deal okay next deal no Deal like so we can't be catching up everyone people people also typically looking for well at least in Fitness they're looking

for a guarantee they're usually looking like how how how do they way out so I don't know that question as well I wasn't looking for a way out but I asked you I was like how do you know it's going to work and you like well if you're not happy I give be M back we have every single one of our cents and it's we found actually with retention Strategy for payment plans because we put in terms in order for you to qualify for the guarantee you have to your payments right so we just say

to them like in the terms it's like all payments must be made on time without delay unless a reasonable excuse is given for example a s card so that way people CU people come in for the guarantee 20 clients all your money back it's a 5 grand wire right and then that way we get all the payments Because if they don't pay then they disqualified for guarantee that's good you also someone's like oh how can I guarantee this like that's a fear thing so you can't guarantee much you have to handle that if you don't

handle that there it's like the only guarantee is you die why you ask that question man you scared huh you scared that's I say to never but yeah that's that's how we Collect the most am so we've got if we sign 100 clients on finance eight of them will complete is that completion what would you what would you attribute to that by the way because I think that's interesting a lot of is the quality of the product um but we don't have any CL success PL or anything I think a lot of it is just

a guarantee and like the thing is if they do it works and then you give them enough value then they just continue to pay you Feel Val they don't you always you know you're always going to have 10 20% people just [ __ ] people like we've had people who come in they'll add like 10 grand 20 grand to the revenue after 3 months and they just like oh give me a refund but like no just to speak the payments refund anyway so like General Thun and info your stri your stri account is your holy

great your Bible you do not if someone ask for refund use refund it cost you more it cost you way More than a couple thousand the stri held 50% of all of our earnings in um in like reserve for days we have grand 110 Grand they blocked like 30 days because refund you know there's got to be a a different option to Str we're going to build our own payment process oh you are so a little a little bit of information I used to work with Ty Lopez and Yeah and um Ty had like like

I think we had like he would have like 20 30 different backups wow yeah 20 30 like different backups for a all running out of time if you work in B just like normal one thing that we've done to uh to make sure we well touch wood make sure the dispute rate stays really low we've got six members of staff on a one yeah we have the same thing yeah a day Like so we get five members of staff to have a $1 per day or one pound per day rolling uh uh subscription and each

person therefore puts through 30 transactions a month yeah we have exactly same 15 we got we got block by it's done on percentage of no you can't put it on YouTube though CU then like that's what people are doing yeah don't put it on YouTube don't do that time I'm terrified know and then you know then how do they do the dispute with with strip because in France like I mean none of our customer did it like they just WR no yeah like the it's very normal in the US to do the charge backs but

like for example like in Russia it doesn't exist yeah [Music] in no I mean even go to the bank and you tell them I want J Jam just going back to what you said there guarantee that's like they could feel like they're a bit trapped there's no value the answer is you got a good especially I wouldn't recomend it for you David make for you be allh yeah allh because You know we have to think about that level that qualified client that you want well that's a following question as well that somebody else mentioned so

I think actually that mentioned that if you got an offer of 25 grand um would you drop down if that was too much for them or they went as far as Advance on their Journey would you then offer them another product which is lower end entry stuff that's like how to get started no not you're starting out you're St Because you'll get distracted you'll get people on the phone and you're going to be like oh man like if I just did this other product that he would have bought from me he just isn't your buyer

that's all it is feels easy that happens to everyone I made I made one guy we just talking about quazi I made him stop his master really yeah I made him stop it and he stopped it why because he he like he was getting easy money from it but it wasn't A good deal for his business at that time you know he needed to build his core product before he moved onto that and he rushed to the Mastermind because he heard that Mastermind are the thing right so but he wasn't ready for it at that

time so this is about timing and that's going to be on a very individual thing but we going to all about your timing go for the 25k um and if and decide if you want upfront or in payments and that's totally fine That's totally fine five people a month you think you could do a mastermind on a payment plan then you could I mean lots of people do that lots of people do that well so people are still going to so if it's like a one time event Advance P they're paying an advance before the

event yeah they pay after yeah I mean most people do do masterminds on payment plans like long like yearly tuition ones they'll do like the 25k spit in six months or something Like that I think there's a different um a l definition we need to create cuz some are saying masterminds like this is a onetime event this is an event yeah and then there's other masterminds where it's an event plus a community um some like group coaching and Community coaching over a year or so which I think you probably want to go for like an

inner circle group that you work with over a 12- month period is that not what you would want to do I Think one time okay so I'll reverse engineer that my way I set that up is I'm trying to for my own time so I think I can give somebody that much value that I could get all the value out to them within two days so there you go yeah well did I can see the fact that there would be so much follow on questions after that as well well they can come to the next

one create a subscription model of a monthly, to have an hours access to me Once a week right much to be grou yeah but David that's just a mastermind in the classic tradition that's all you're doing you're just turning it into a 12 month so you might as well create a solid tuition based offer 6 month 12 month this much up front plus this much every month that you pay afterwards uh you have access to this Group call that we do once a month to catch up on Zoom you have access to one event every

quarter that we sit down together at your house or whatever something like that is is better for you because you believe it more you know they'll get more value out of that you know you know who you would be copying if you did a one day event I think Will's a very different case will this is like a new thing for you well it's an experiment with Figuring out how we can make it bigger and about but for for Samu that's his business model he'll take the money off you won't you won't Lear [ __

] like he just uses an opportunity to upsell whereas I know you're looking for premium VIP like the best premium quality thing that someone can come to that's not going to come from one day that's going to come from 6 months and 12 months where you're actively trying to get somebody your result and That result's good for you and properties a thing isn't it yes a longterm thing yeah I do like two events a year for three days one every six months with a community like School kind of like B and then a weekly or

bi-weekly group call that anyone can attend and do it for like you know 45k for the for the yeah and you get both events coaching every month for 12 months and that cuz that's that is awesome I would also cap it at like 10 people because you're Conscious of your time so you're like let me just welcome 10 people and here's what's going to happen is you're going to get the feedback from them live over that 12 month period it's going to build your belief it's going to build your um authentic feeling of your helping

someone because it's very close work you're doing with only 10 people you can track what they're doing and help what they're doing and also very selective so you know it's not an open ground like a Biz off it's like anybody comes in on the front end you're choosing who you want to work with so I think that would be better for you and your character that picked up from you can f tune it with with the feedback and what you learn you can essentially pick who you want to work you said earlier I don't work

work with [ __ ] I work with people like you guys people part of sales process in the Sense of I went on um iman's gents croquet Club call I'll tell you in a second they did very well because they're like not taking people on unless we want to so they were trying to make me justify myself it was like an interview for me like can I be let in where it's actually it's their sales process to make me pay 10 grand but genuinely but what you just said there about selecting your group I could

actually cleverly turn that on its head In the sense of I don't I'm only giving myself x amount of time this year and therefore I'm only going to be able to take on 10 people this year so I want to select is an interview process the minute the minute you the minute you reject someone your whole idea about sales and change which I'm sure you've done before in the past you've rejected someone before it's only me getting rejected by a woman I've got so much Bank up here your Penis is Tiny we'll talk about justifying

price as well because somebody brought that up earlier how do you justify the price for your product I know a very quick and easy way to do that you could like help with that yeah and I'll give you an example of how I did that when I was a broker like eight years ago cuz I I went through a lot of difficulty trying to sell something that was so cheap on the High Street and I had to figure out how To sell that so but we'll move on from here so um I help this person

to do clear on what the offer is and then slowly but surely you can narrow down like who what who else to offer can help um by looking at your avatar choices okay and then you can make a few different stat statements you look at the size of that market so you know how you should like how many people are there and that will justify what the price should be is not justifi but I'll Help you come up with the price if there's a lot of them remember this this is a rule of thumb if

there's a lot of them it's always going to be consumers and civilians if there's less of them it better be business people otherwise you're wasting your time or people don't have money there's usually always three tiers um and then this is the next one so Avatar three choices that that kind of comes in with the three tiers the next one is a channel on the sales Process this will help some of you who are just start as well which is once you figure out who your avatar is what the what the what kind of what

kind of qualified buyer they are how large they are this one isn't talked about anywhere IA and I heard someone use the terminology before which is you know you have product Market fit you also have Channel Market fit as well like where does that person go to get their information and this is why a lot of People struggle with their Facebook ads don't work who is it that helps with family was someone on the boat who said that I get make this guy on the boat and he helps um families with that have kids that

have video game addiction oh Cameron he's such a sick guy man he was was really cool and I said to him Facebook is going to be the best place for you to advertise why cuz parents parents are on Facebook right so this is just a quick thing for you guys to Consider because if you're going to like David if you because we're talking about that right now with your product is if you go for those High net worth individuals it is not it's probably not going to be on Facebook it's probably not going to be

on YouTube they probably don't consume content that much you know High netw worth people are usually in networks you know what uh yeah somebody else just gave me the idea after this Because when I was doing that presentation thing somebody said you should just go on Mastermind fence I know know people who do that I know a guy who sells like $150,000 ticket for like Tax Services as well yeah uh and he you know who I'm talking about right yeah he like his best deals come from going to masterminds you know that's one for to

do as well is H like he makes most of his money from going to East cuz that's where High Network people like all of us like we use Facebook and stuff but we're all also marketers so we're not using it to consume content we're using it to advertise but where do they go they go to other events like this so just something for all of you to consider where does my market go um if if they're women and they're buying like consumer or Fitness Products they're going to be On Instagram do you know what I

mean yeah and I think that's a really important point that David's talking about um because it's very easy just to go down like the Facebook route or like oh YouTube ads Facebook ads but sometimes that is not the best place that's not the best place to spend your advertising dollars so for example for Casey the tax advis the best way he can spend his advertising dollars is going to Mastermind that's his advertising and Joint ventures and say for example with you mark as well CU I know a lot of people in the performance space as

well it's all YouTube man it's YouTube organic on top of that because people who want to learn about improving themselves like to consume content I know I do that you know whenever I'm trying to improve myself for I don't know like a condition I have I'm looking on YouTube for top expert I don't know Dr Eric ber like What does he say about you know what I'm saying like I'm not going on I'm looking at Facebook so when we consider those things I promise all of you you you'll get way more qualified leads that way

where does your just ask yourself where does my market go where do they go to get their information it might be on Reddit the the KY guy that you mentioned the tax chat is uh what's his details is he on Instagram yeah yeah uh just um the the tax bloke the tax yeah the tax bloke Or together CFO he's a British guy who lives in Hills and say together CEO together CFO doesn't work let get fin no no no separate company yeah what was the full name sorry uh KC K I just what the letters

KC and then Chan c h o h a m does he wear really cool blue suits no no yeah okay um so final question he charges 150 Grand 150,000 and 250,000 both and and I worked with him for a Little while as well and I can tell you right now the people that come on the calls 400 million net worth 100 million net worth are top guys yeah so what's he what's the value proposition that he's given uh builds people a complex trust yeah so um it's another way for you to save money on taxes

but still live in like a European or American country or whatever so he gets a lot of people that from Puerto Rico or whatever that want to Come back to the United States but they want to pay zero or close to zero and he just builds them a business trust a Family Trust and a charitable trust and he shows you how to move your money throughout those very very high level [ __ ] it's the kind of stuff that all like the top guys like Warren Buffett Bill Gates us like 50 501 c3s yeah private

foundations and stuff yeah what the final question on that one is where does he fish pond to get his client so So master and joint ventures joint ventures and masterm and and and what are joint ventures in this context a joint venture would partnership with somebody yeah Partnerships of other people that have massive influence over other business owners like for example he was doing a a JV with Bradley who knows Bradley yeah he was doing a JV Bradley yeah so Bradley has a lot of influence of other business well he did one with Sam he

came to Quant and he spoke to everybody had that's kind of like a JV Bradley what what's Bradley's name Brad like Brad and then Le L EAD yeah yeah think think of this think of the conversations you had going off some people I'm trying with you even I'm trying to do a deal with you later do you know what I mean you know what man you should come to every Mastermind I ever do [Music] Actually genuinely is every single time a new room with money it's drawing this going to an event I've never lost money

from going to an event I've always made money from it because every time cuz I saw in my mom's life that was the first time I did when I did when I did my sales training like a like a years back they they used to tell you in in in in sales training the best uh the best sales Approach is always in person it's always in person that's the most trust will always get built like that right other things as well because it's genuine like I've come up with this when I say idea and you

wanted to do something similar to that as in my whole thing is to keep portfolio for your but then selfishly I want to grow that and the way to do it is sell half the portfolio at a time and obviously that's created another value for investors that want to part the Money sa Etc but I've only come up with that model about thinking of actually doing it with highet with investors very recently so when you talk about light bul light bulb moments coming on like I said ear yesterday within the first half an hour of

this Mastermind like ideas were coming just like 10 times the price of this and to to partner up with people knowing that you doing a genuine oper that's genu value there's no fear in selling as such because it's not a sale It's like I've got this thing can massively help you to draw in on it people pay for values yeah the F the first step to being able to sell High ticket or sell masterm you have to do it yourself everyone here that's going to a mon now selling a mon is going to be much

easier that's why accelerator or whoever it was I have no guilt whatsoever for anyone those 20% they got their money's worth trust me that 20% that default it Everyone who buys a course gets their worth because when you don't do well it's the opportunity cost that you figure out mentally now I know I didn't want that thing I made money just from knowing that I wouldn't have known unless I did it it's like a gateway drug you know what I mean so buy SES over but they still idolize the person that sold it to them

yeah cuz that person represents who They want to be so they could never hit the product interesting sorry said like it's like there's like a run and joke in the like 997 courses will and it's like most 997 courses default I [ __ ] they are [ __ ] right people buy them and they don't receive the value and correspond to the price but they still they don't what's the word they don't get angry because they idolize the person them so long for example say man gy Right um I've heard not from experience I've heard

that his entry level course isn't that great but because people love him and he represents what they want to be they could never get upset with of course denal well it's like it's like oh yeah iman's course wasn't that great I didn't find it that valuable but I love Iman it's like that it's because he's made so many Impressions on them that and perhaps they'll find a genuine justification and oh wasn't a great well Then they say but it got me started it's but it got me into it so you know I found some value

there just it's like it's like buying merch right you wear a shirt you'll probably wear it once and never again but you bought it cuz it represented something to you like wanted to support the person so he not probably like given them so much value more than that 997 and in his actual YouTube videos they're like well I support you anyway so it's and also to Get upset it the cause would be to get upset with themselves making a decision they themselves yeah exactly they just like oh I would have made decision so must be

a good I it to it's so true yeah I have a good question so from Sam oven's perspective I know focus is crucial suppose I have two avatars one is the on online entrepreneur on YouTube ads and one is the executive on LinkedIn ads let's say uhuh um wouldn't that kind of start diverging your focus a little Bit so I like to call this the block of ice method and I've done this of a lot of people as well is you want to start with this and over time you'll chip it away you'll chip it

away as you start selling and you'll see who 80% of the people is that buy for you then you'll have something that you can see like a you know allegorically like the ice being like something that you start with end up with like a picture or statue at the End of it so you could start with three avatars and as you start to chip it away you'll see okay 80% of the people who buy from me are this person I'm going to focus down my advertising on this so you can do it that way oh

I see yeah well I guess my question was more about the channels not the Avatar and that like you have to go to different channels to hunt for the different avatars but it's for the same product okay so so this is kind of like a it's bit of a different Thing but you definitely want to start with one but every channel will cap out every channel will cap out ads will cap out YouTube will cap out eventually you'll have to go to a different Channel I've seen everybody at the 2 million three million a month

all of them go through this and the way they break it is they have to go to a different Channel they have to hire sets they have to do direct mail they have to do because you're you're not going to get Everything from one place man it depends on how what you want to do with the business this goes back to intent yeah but just start with one yes start with one yeah and YouTube is very good for what you do so 100% stick with that but YouTube organic yes with that I wanted to ask

you but I like something that when I started uh when I did closes. the one thing that I learned which helped tremendously was the call to action and it so basically What I was doing is then hey if you want to work with me just book are cool and like I wouldn't get as many people to click right or I notice when they're like hey you're cool to actions really [ __ ] like make it more do you have some sort of formula where you feel like do this to make the best P to action

possible cuz it's you'll have someone see it but really like take action on doing it okay so here's the funny right I can bring up what I did with Charlie Yeah so I did an event with Charlie like about a month ago now and we had 150 people live on the call and I was just doing like a master class for you know closing and sales and that stuff and at the end of it I literally don't have anything to sell like I don't have a course I don't have coaching I just work with my

my private clients every month and that's it but at the end of I said maybe I will maybe I'll have something in the future if you're interested show Me you're interested by um applying to join for my school group from that 150 98 people than you but but the reason it worked is because that's what I believe I have a very like unorthodox way of approaching the CTA or what my offer is I always say what do you believe what's the most genuine thing that you think I think you look at Charlie Charlie's the same

I know Charlie the same I was going to say so I've had the same YouTube channel b 1 I had the same description For the last 300 videos it basically says I hate case study funnel this is literally what the descriptive I hate case study funnels and being pitched just as much as you do but if you're curious about how we help agency owners coach Consultants be on these videos the link below will explain no [ __ ] no email opting and no free training can be found there check it out and then it just

goes through for the less the less it looks like you Care the more people at the end of my videos I just say to people there's a link in the description if you want to WR with me if you don't click I don't sh do that you see lit what I've eded every single video with that and it's the energy and the authenticity of who you are will always Trump always like techniques I don't know if you guys because we're all experienced like business people it's It's we're probably all on the same page about this

but when you guys see copywriting you can see it like [ __ ] I ha it but when someone clicks that that's basically said giving them permission like you just said I give you permission to [ __ ] me m did I sh my funer no no I'll have a look through this is how I started this is literally the same the same T at the beginning and welcome to this funnel now I'll be very honest this is a sales Funnel you and I are both marketers right and you and I both know that the

reason that this funnel exists is to see if I can encourage you to schedule an appointment and I'm hoping this video the first thing I said no [ __ ] I you know I don't know if you've seen this Charlie but Frank K was running an ad about 6 months ago and um an Instagram ad and and the ad was um hi this is an ad yeah like that's I like my name is Frank K and you're watching my ad and then he goes on Frank K is one of those guys that that's his Edge

yeah like his Edge is and if you go his YouTube it's all like listen I'm just going to try and sell you a product and by the way it's usually you know that it's not usually 5 grand that it's now 2.5 it is 2.5 the like anti- selling you can call it anti anti but here's the key though that Might not work for you that's what I was about say is that that that kind of fits your brand right so so my brand is like I am a science-based I am you're coming to me for

the honest truth and like there it's also no [ __ ] but I am going to give you what the truth is and according to the science like if you if you want the truth of how to build a if you feel good about it man it's all good God you know so so I wanted to bring this up this is why incentive Pricing works and doesn't work because incentive pricing huh yeah because probably you don't you think it's [ __ ] it right so let me tell you a funny story one of the guys

one of the teams I'm working with I brought in incentive pricing and it worked very well but the only reason it worked very well is because of the way I introduced it so I went to the executive and I said we we should we should do a genuine price rise we should Do an incentive price but I want you to introduce it to the sales team and let them know that it's a real price increase right he introduces it he tells them this is a real price increase but you can bring the price down okay

if they make a quick decision so it wasn't brought in as a script it wasn't brought as [ __ ] the next day the guy he goes from from 5800 he goes to 10,800 wow he start selling it only at 10,800 only and then the other sales guys are like then They stop selling it at 10,800 right and then the incentive actually starts working so that's why I always like to talk about belief versus technique because what you believe Trump's that's the one main from you when I first first started selling because it's like incentive

first pricing was like what you did on the call but I hated it cuz I would if someone did that to me I just n see the reason it worked so well for me is cuz I I was being genuine dude If you get off this [ __ ] phone it's up I'm not I'm not going to give you the same price yeah I'll deliver it because I truly meant it I truly believed it and the way that I used to say it is look we know for a fact the best clients are the ones

that just come in M you know on [ __ ] so if you do that I'll let you 2. it's for me it just didn't SI cuz I was just like so you're telling me if I ring you tomorrow and I'm going to I here's My money you're going to say no [ __ ] do you know what I mean that's what I going your I'm like I can't deliver that right so if I don't believe it it's so I scrapped it and then I can touch on this belief thing for so long to be

honest with you yeah cuz it's always is yeah and the thing is with the beliefs is you can change it in an like do on that Mark no no honestly I talk about that later because I've got my own way of figuring my way around Bel Okay um but we we'll touch on that after we go through this but so we got high ticket low ticket um when should you start with each um so if this one I don't even think I could cover this but I think we could do on individual basis I know

for David definitely start with high ticket um but are any of you struggling to figure this out or should we just move on VI yeah I mean cuz I already told you last night stay with a low ticket stay with a low ticket and Grow the audience and then move to high ticket at a later time grow wait until when or like what metric should I aim for how I know it's right time look for a metric um of your size of your customers so I don't know you think you said you have 300 now

uh with everything you have 80 I think you said yeah with this uh course that I I did in the last two two months and like total probably like 200 200 I would go to 500,000 mhm um you have a lot of easy sales if the Upell is working for both those people as well and then even when I cuz I'm a very patient person like a lot of people want to go fast fast fast I don't believe I don't believe that is a real thing in the universe so I would just wait until it

gets to 500,000 when it gets to 500,000 then I would only work with 10 people just like I was saying to you David take it easy take it slow work with them very closely get the the Feedback that you want and then you can decide on what you want to do if you want to move from high ticket back to low ticket or whatever it is because right now you're being encouraged to do high ticket because it's like there's money money money but based on what you've told me so far you don't even know what

your situation is your your your offer and you have you're having something that works if you have something that works fix that make it Better grow it right and then you can Circle back around because once you go to the high ticket you'll forget about the and until then can I just then keep my messaging throughout all the content I put out cuz you know now with the High ticket it would be a different Market basically want to make money with it so with that the only thing I would say is make sure that they're

all like three TI and three choices of of one don't go from low ticket and then a completely Different Market on the second one I wouldn't encourage that there's no point like stick with one market and if you can't we'll talk about it later cuz I know it's going to be a bit difficult consider but I know people that teach you how to make Radio Ready music like which is artistry and they charge like 5,000 and it works uh I know another guy who teaches you music composition for movies 10,000 it works so don't worry

about that cuz yeah cuz I feel like I Have to teach them how to make money to charge 51k when it comes to pricing you kind of work your way up a little bit to figure out hold on someone will pay for that but part of it is also knowing who the market is and you don't know yeah right you just started to get something working that's why I said just take your time get to know you need data data takes time you know get more people inside the loow survey them hey if I did

this who would buy it on the phone with Them why would you buy who are you you know and then you'll narrow down your message even more be better the next time okay yeah so patience is key here and they did why do you think that going fast is not a real thing um going when I say going fast I don't mean you going fast is a real thing who you laughing at will just told me to ask you that and then he asked it so I don't know if you heard well because the universe

works in Seasons the universe works in years the universe is that is that a belief though no like what what makes that's a fact cuz cuz um I believe there's rhyme and reason to to the universe yes it's a belief I know the the universe works in like that I'm not saying you can't make fast decisions I make fast decisions but I'm saying expect look at everything in nature man when you're trying to get a good body does it take one day no like Nothing works in one day it's a universal law Does anybody read

read the to chines philosophy book yeah right very old but it talks about this concept of es and flows in the universe now I'm getting way too wooo and I'm going to stop I just want to add something to that because like for example like in the rocket industry it took countries 30 40 years to build rockets and then SpaceX came built Starship in two years and everyone's like how the hell did This happen and cuz they they're like we're we're we're going to skip this conventional wisdom we're going to think from the ground up

and we're just going to do it as fast as okay so so let me so so let me um kind of rephrase everything things take time be patient but everything has its time line sure you know what I mean it took this long to get out of the Industrial Age but once you get out it shortens it right so it for me it took me years to Get a nicer body but now if I get a little bit chubby which I am cuz I've been in cakes since I've been here cheesecake factur when I go

back it will take me two three weeks to get my body back because I've already fed it so there's these but these are all laws you know what I mean well like like the reason and I guess this probably the reason will is motivating me to ask into this is cuz if I'm hitting these very aggressive like 50K by June 100K by September at which point do I think Okay this may be working against the laws of the universe or like just keep pushing through uh you only need a one-onone coach for that to be

honest to like analyze everything like will will will says we'll hit 50k next month you know how much I've done this of quy like I've had to so many times to chill out slow down like you're you're expecting something to tomorrow is not going to happen you know like these Things take time and they really do so for your for your case if you want to tell me uh how how many subscribers you have on my engineering Channel 4,000 how much 4,000 4,000 so you have 4,000 subscribers and I know people that have a million

and they're making 150 to 250,000 a month right so for you to expect 100,000 by June you're just not going to get the application volume you want by June to make 100 to 200 do miracles happen yes not very often not Very often but logically like looking at it from like a thingy your main focus is growing a channel that's where all your effort is going to go into cultivating an audience not into selling so and here's the reason I bring this up because you don't want to disappoint yourself I know business owners who are

stressed as [ __ ] stress the [ __ ] out and then I know business owners were super chill because they understand what situation they're in one of my clients Is like zero profit you know he just breaks even every month he doesn't care cuz he knows he's in growth he knows right he's reinvesting all the time he's moving onto his Mastermind product now and blah blah blah blah he's got a sales team they're doing very well but they never make him any extra money but he never stresses out and he's always chill when I

speak to him then I got another client right he's profitable he's making profit and every's like David man this Out bro like you're still not like it's it's coming you know what I mean and that's the reason I bring this up is cuz you don't want to be that stressed out low HRV you know guy you know you understand it's going to come and part of this is is a very again I don't want to be woo woo but it's it's a bit of a trusting thing yeah you trust that it's going to come as

long as you repeat the action again and again and again keep repeating otherwise it's not going to Happen just be patient about it that's kind of where I'm at now like me and will have this conversation all time will we I can I said it to you before I like conversation in this room and feel like hold my own without a doubt Will's income is way higher than mine but me in my mind I'm already there I trust my process I trust my comp I'm going to get it's just time the time and and that's

a great Point Alex and we also said I think it was Charlie I was Saying this if you look at anybody who's an amateur they're always going from one thing to the next thing next thing amateurs do that but professionals stick to one thing CU they understand time and actually there was a great module and accelerator about this do you remember the time and the memory thing you remember that yeah that was that was an amazing CU s was trying to say the same thing like um you you can't see what's Going to happen in

the future you just can't and your memory is very short so you don't know I don't know that what I'm doing right now could actually make me a billion dollars I just have to trust that it's going to happen or whatever it is I want not a million but yeah so you have to be patient of it because um you can't see one action that you take so then you have no you have no choice what the trust time otherwise like an amateur you'll be like this Isn't working you'll go through the next thing and

it's like Alex said you need data you have no data at the moment to see if something's working or not right so that's why anything good that's good is worth doing again and again and again the best supplements I take I take them every day or like every other day or whatever you know otherwise I'm not going to see a result in one day if I meditate it's going to take one week or a month to see the results of the Meditation the laws of the universe just that's how it works just to give you

some uh hope as well and perspective because you're saying like you use the example of a million followers and he's make it 250 Grand you mentioned something on the first day like your subscription is like 20,000 on YouTube but then you're bring you 400 Grand in a month so it's a little bit of a hope story there like you don't need to get to a million Followers to get that you're doing B Toc i' say high ticket you more Lage one follower to me is where if you're charging 10% of my price then one follower

to me is worth 10 to you so basic am so I can have like 20K subs and make more money than some 200k subs like price is the biggest Lage so so this comes to your addressable Market the tear in the market what are they qualified for who is the Avatar like These are the variables these are variable but your Market's a really good Market it really is you're making 150 easily from that market yeah and the the way to raise your price and and have conviction of that spare is just make your product as

good as possible okay so that's part of it yeah we're going to talk about that now six months of your life into a product you will have so much faith in it because you the more pay you pay the More conviction you have there's a relationship between pay prod if you if you put it together in like a week and you half hour you know [ __ ] the more you bleed for it the more you for this yeah I've also learned that like with especially putting out content especially with YouTube it the video doesn't

disappear it's always there so like as time goes by it's still like building up for you right so that one video is still going to be working for You that you made 6 months ago and five months ago and then you would have had this like kind of like the social group so like the same product I sell now for 8K I used to sell for 60 bucks so when I was selling for 60 bucks I used to think that I was a trash coach but it was just like okay in reality there's only so

many people who are going to change their body doesn't matter what you tell them right you can you could be at their house almost it's just as easy to sell Someone at 8K as is at 60 bucks it's it's actually easier to sell at 8K because when we decided to change it there was just so much pain on our end for the work we're doing like cuz me and I were we're mared married but we're also business partners like it was costing our marriage I was like [ __ ] it I'm charging 8K and it

was CU you're to sell was a lot fun what you said how do youy that price change is having a belie In and I said to like anything I've ever like worked on what he has it's amazing I was like you here's the thing belief takes time as well so so I want to ask you that question as Mike Mike um you got feedback from the $80 client so so here's the thing is like my personal feeling of belief is you need feedback like you can't look in the mirror and talk to yourself day like

I'm not disrespecting anyone that thinks that Works or whatever but for me it doesn't work it has I know yeah the physical Universe needs to give you something back you had that you got that feed so charging low isn't a like you said you charge three different prices here's what's going to happen in three months they're going to come back to you and tell you that you change your life then can ask them how did it change your life I'll give you guys a little exercise on how to do this as well They'll tell you

how to change your life and all of a sudden you're going be like holy [ __ ] I'm under charging right so here's what I used to do I'll give you the exercise now actually and I'll talk about two examples of how to uh justify price for yourself as well so when I realize this early on in my sales career is when I would call my clients and then ask them a specific set of questions the whole week my uh closing rate would increase so anyone who's on the phone as Well and I told you

guys this as well just call help your clients interview them hey how's things since you started the course oh they great okay great what changed okay so how was that different from your previous situation would you do it again would you pay more if you did it again would you tell other people about it I used to ask them these questions and all of a sudden for the week my clothes rates went up like massively I was filled with juice I was Filled with energy I was like conviction because here's the thing of conviction and

you have to look at religious people okay in Islam every Friday in Judaism every Saturday in in Christianity every Sunday and I love it's funny because like it's obvious in the religion but like Network marketers in business do this the best like Network marketers is amazing every week once they'll meet up and then they'll do their whole thing right hey I want to congratulate this Person he comes up on the stage he's got his badge no no no I did this and I did this and then it reinvigorates and then they talk about the products

again and again and again it's because and we were talking about Focus earlier right is you forget man you forget [ __ ] because we were talking about the Alchemy of self right you forget so you have to repeat it again and again again so you do that in religion because you lose Faith right reinforce it yeah you reinforce it so People need to be L as well yeah yeah yeah you need to have a a place and alar to do it right so what I do with my clients is uh once every two weeks

I'll bring a customer on to our sales team meeting and then we'll talk to the customer and we'll all ask him questions and say how how did it go what was your life like before because my sales people forget they forget that they have the best product in the market so for you you're in that early stage Now and Mike you've gone through that but still you're going to have to still do it I have top business people who forget they're doing like hundreds of thousands a month and they still forget and then they message

me and say you I just called up one of my clients man I I did a deal and I did it I did a deal in front of my salese cuz the sales people forget that they could do deals until the executive calls up the client this is going to happen to you as well you'll Get your sales people they'll they'll stop selling all of a sudden you're like who did you speak to I spoke to this guy call up that guy live in front of the I do this every Tuesday with my teams I'll

call up the guy live on the phone and show them how to [ __ ] do it and when I do it everyone all of a sudden STS doing well that week it's cuz it's it's an energy thing it's a it is yeah it's really weird the way that works but it's just the way God made us man it's like Human psychology Focus so we can talk about justifying price now and a few techniques on how to do that but David uh before we move on uh from the low ticket High ticket can we still

go on that so uh this is will also what's your view uh the The Edge bot is it selling as a low ticket mid ticket High ticket how would you classify it well I wouldn't really class it as high ticket or low ticket it's a subscription Exactly you know so I think it's quite High subscription it's $350 a month um and the churn has been pretty low in my opinion the stick rate been high great um so it's not really a high ticket low ticket product it's more of a I mean the way that we're

using it right now for us is we kind ofer back end very well especially to customers but if we didn't have WB trading and we just had the edge bot M then you'd be nervous I'd be nervous I'd Be very nervous but I would I would package it in a way where I could sell it for a high ticket price whether that was with a course element kind of learn how it works then use it i' probably add on some coaching to add value and make it worth the higher price because we just struggled to

sell it a law ticket I think and it just wouldn't work as well in my opinion I'm sure you could kind of fight for both or yeah a way you might a way you might I'm just trying to Think how you'd actually do it um I'm I just came off that Perry Bel conference and as I said I think I mentioned on day one that he he loves software as a service as a free lead generator he's that he's like that's the he loves that model um it might be something where you use a mini

version of it MH MH as a free lead generator or something that helps Traders like a very simple thing and then that's that's the upsell yeah like the immediate upsell like hey I've got a Bot that does this mechanical trading it's x amount a month at least to get that initial purchase you know then you won't need any phones you won't need mhm you know that might work may not yeah because one of my concerns really is that most of the clients I've seen in uh trading with it they trade with such a low Capital

that even if the bot does well it kind of doesn't it barely it covers the the fee plus some some extra change but but that's kind of my main Concern with the at least the the majority of the client base that we currently have yeah I think that's why struggle to sell it as like a standal on product because not only would people not have the knowledge on how it works which I think is not not great uh but they come straight into it with low Capital as well yes get quickly invest just like someone

saying I want like you said since quick as a timeline on it I think their capital is Going to grow and then it's just going to keep compounding and growing yeah it's a difficult one I mean you could sell it organically but you have to build a following first mhm with paid ads it would be difficult difficult yeah but it's just it's just perfect back perfect back so the conversion rate customers so high it's because come inve seen what way you have the gain value and like any if you give it them as a backend

option like How I trust what I just spent x amount of K for $300 a month to give me EG another EG whatever it makes sense also what Charlie was saying as well about how people will buy man's quot and even if they don't like it they won't rund yeah because it's a back end so people come in and they're like they like me they like Paul they like have coaching C they like this whole thing then they get that so like even if they're low Capital they're very likely to sustain It whil they kind

of get the capital to put in because they they they like us and trust us and respect us by then last question so you don't trade anymore do you not worry about staying valid for your clients cuz that's my big fear is cuz I'm not doing outbound acquisition anymore which is basically what we teach I get I get concerned like you lose de yeah I'm like can I do coaching can I coach people anymore I don't [ __ ] do it you know Yeah I do is that CU you're you're exiting doesn't really matter good

it is it is a concern it is a concern but um it could be applied to many things like it could be applied you don't do sales cost yeah I have a little practice for myself cuz every Tuesday I do the cool yeah just a thingy but I mean it's it's definitely a legitimate fear yeah cuz I D the day that someone asked me a question and I'm like oh I don't ask you know I always like to Think of like Michael Jordan's coach or whatever like or whoever's famous like they don't play basketball like

you don't need to be in the field BL ways you know yeah you've done it done it for so long yeah and you've mastered it and you you've earned your stripes email changes every yeah but would you say there are some core principles that kind of the Mind nature and systems thinking but like it's the technical doesn't move the need that Much but also without the mindset and the Paradigm stuff all the technical stuff doesn't matter right no so one thing Charlie I think that worked for me cuz I kind of went through that as

well um every time the industry would change many chat became a thing Facebook ads stopped working then YouTube so what I did to keep myself like okay okay I'm in tune with what's working and what isn't so I felt confident over the phone and coaching and stuff like that is I had my My go-to guys right had my go-to low ticket guy had my go-to colder and I would do regular check-ins with them and say hey what's changed and they would kind of consult me you know like you you teach your students your students teach

you yeah well I've got one of my students who does our email email stuff appointment tomorrow and like um he does the coaching gos now instead of me and then if there's a question in the community he answers it to me so I Suppose that makes sense so you're good so I just get I just get fearful of like you know losing the touch what yeah you don't know exit or anything do not for a B I mean to exit I know it needs to be decentralized yeah if it's it's Charlie morg coach but yeah

yeah better [ __ ] keep up with it you to be quite honest yeah I think you're just check in with the guy and Just keep keep up to date with like I've got a finger on the pulse but yeah that's good enough man yeah it's good enough but most of it's Paradigm anyway in mindset yeah I want to say that but like yourself so I I'll give you guys two examples of how to justify price two things that I did um so there's a lot of different ways but I'm going to go through a

very practical one with you so I had this challenge when I was a broker For hgv training courses if anyone's British that you know what that means hgv HGB yeah CDL H is a heavy Goods vehicle yeah I used to broke with the financing oh okay right so I had this challenge where we would sell it with finan at £5,000 but then like when I started early on like 2014 I found out that you could buy the same [ __ ] down the street for like 2,000s right and so you can imagine that Took a

very big hit on my like how I felt about what I was doing so I'm I scanning people this is that and the other so I had to figure a way to overcome that and so what I did was I just ran the numbers and I tried to justify it as logically as I could that it was a better deal for other people and I'll show you what I did so this came with financing and this didn't so the type of person that we were selling to was very Low income low low um low household

income they usually didn't have the £22,000 so that's first off the bat if they wanted that they would have to save money for like 12 months oops you would have to save money for 12 months or more in order to get the £22,000 however if they did it with us and this person was typically making about £1,000 a month so nothing and their expenses was like £1,000 a month so I was like okay well if they do it with us they have to pay £3,000 more so if we Finance them to do it all they

have to do is pay 1010 up front first of all the training takes three months of time and after 3 months they'll get a job that pays them 2500 to £3,000 a month right of training in that 3mon period they would have paid £99 a month that means they only would have paid £300 £310 in that whole 3 months training period Then they would be making this much once they land a job and we helped Them land the job I did everything I could to help them have the job cuz I had to cuz otherwise

I didn't feel good about it when they made this they would be making £22,000 extra a month or let's say at the very least they were making £1,000 extra a month if it was a low low entry job so this was my closing line I would this is how I Justified it right I had I had to figure this all out I had to write it down every day I would write it down after I would show them this I Would make them write it down on a on a on a pen or whatever and

I ask them so if you're making an extra ,000 a month how how long is it going to take you to pay off the loan and then they would say about 4 months how long would it take you to get the license without the loan never right so technically they were making more money if they paid more right than by doing it that and so I want to show you guys this exercise because these are you could do this in So many different ways I'm going to give you another one right now let's say somebody

came into up level they already had the course they already had all of this sorted out and they didn't but I'm sorry I don't know what up level is up level Consulting the second course that we had I didn't know what it was but that's what I work with last can you just summarize what are these four companies you work with no no no so so so I'm talking about the um Consultant.com the first company that I'm known for okay uh up level was a program that we used to sell for $5,800 as online training

business as part of Consulting yes correct yeah so somebody would come on the call and um they would only need one segment from the whole course only one part of it they had the ads sorted they had everything sorted they only need one thing and so you know you get to the close and you're like okay so it's 5,800 right you could easily you could easily do uh use this line on anyone really and I had one segment that they wanted for example it was how to sell on social media I I made this segment

it wasn't in the course I made it just so I could change my belief system about the whole thing right have you seen this I remember you send it to me like your people made courses out of that one video they made whole coures they stole my [ __ ] so it was a 1 hour video I made it because I was trying to get over my own personal belief cuz was saying to Charlie things were changing everyone was doing on social media I had to figure the social thing out so I figured it out

I made a video but that's the only thing they would want and so if you just sold one how much is your program oh it's like 3,000 so how many people would you need to sell in order for it to justify the cost for one one hour Video just one two two I could guarantee they would get two sales off that and by the next day they would have Clos the deal by the next day because I believe that they would believe it so just a quick thing of how to justify price on the phone

to people there's also justifying price for your Market I mean you can talk about that as well like for example how much do I charge but this is a quick exercise for you because if you speak to someone About intangible things you have to you have to figure a way to make it logical or analytical you have to people people people get excited On Emotion but they never ever close on emotion they only close logically logically because there's an Roi so this is a little exercise for you guys look at your offer and see what

the return is and try to kind of go through the exercise every now and again cuz logically you'll be like okay they'll get this out of it so Next time you come on the phone you'll feel a lot much better about it right you can also run this with your sales people if you guys have a sales team run it with them and say hey look man if you guys are confused all they have to do is do this to get this much money so yeah I have go goad yeah so uh you said when

you were selling up level you had a lot of customers who only wanted like one part of the course right so again how how did you um justify charging for the Whole course if they just wanted like let's say it was six modules and they only wanted one module and they thought that they were I would look at the problem why do you want it one simple question Sol it if we can solve this problem for you get you to XYZ is that worth 5.8 K yes or no or or like heyyy why do you

want to solve that problem you know how long have you been having that problem for if you solve that problem what would it Mean for your business or you or whatever they say it would mean I would unlock XYZ then it's going to be a struggle of if you believe your module is going to fix that on yeah but if you believe it's going to solve it then it's pretty straightforward cuz I had that quite a lot where when I was selling a little bit of like just one-onone coaching for creatives who want to get

clients like I would have this whole you know plan and they were like oh I only Need help with the offer I only need help without people only buy for one specific reason anyway to be honest but you have to be able to quantify it that's why I was going through this exercise for you guys because if you guys can't make sense of your pricing but there's also uh like a this is this is like very subjective to all of you but there's also an objective thing which is if you're trying to charge like to

a business opportunity 10K like Forget about it forget about you have to create financing like Charlie does so there's also that like be reasonable I've seen some coaches like jump on and say why not charge 10K what kind of [ __ ] advice is that man like the market can't afford that 10x yeah 10x yeah it's like stupid you know so there's also that side of it as well I to ask CU um this is where we have or where I have well I lost my last sales guys we made that massive jump with Fitness

as well it's an emotional sale there's no like Roi how would you or and this would be for me in the future how would I justify that price a to a new sales rep that's his first gig or B to like someone else who's who's been in Fitness and they know what the products cost out there how would you justify like 8K them I think it it first of all I can't justify it they have they have to justify it if they can't justify it you won't be able to close the deal but Like what

reasoning would you kind of take your sales team through to say hey 8K is actually cheap um in terms of like what we're offering cuz I that's what happened with our guy he was like super happy siging five we went to eight he didn't sell anyone that week so this is why people said hire somebody from your own team fromin because they know what the justification is right I mean maybe you know as all but like it could be different for everyone so somebody might Want to get in shape cuz they want to look good

and I know outcome they want their perfect partner for example so you one of they can pick up a hot chick how much is that hot chick Worth to them honestly like like it could be worth everything to that person well I with Josh when we went from 5 to 8 I had a one and I found out I was like oh he wouldn't he doesn't think a value he thought there was a value Gap and then if we figured out he didn't believe that We were talking it was subconsciously he didn't believe it was

a he wasn't delivering that price you have to find out why they' won it right so it could be that it gives them more confidence I'm just giving gone through a few examples if it's more confidence confidence is priceless like when you feel confident in your life confidence do for you yeah what does more confidence do for you why do you want them you know like so um you'd have to Really like and also it does come down for like the type of person as well because you're not selling 8K to someone who's can't afford

a gym membership it also comes down to that as well some people they justify it because it's executive someone like me would justify it because I know if I don't pay 8K that might be my close see why I'm saying everyone's different you might come on a call with me and I'm trying to deal with you and you ask me hey you know how Would you make sense of paying $8,000 for a fitness course I'm very like uh pushy with it not pushy I'm really I'm really like uh iqualify a lot unqualified like how can

you justify it when you could get the same thing down the street for a th I will say that to someone I will say that to someone because I need to PR because if they're thinking it if they're thinking about they're not telling you you're in big trouble right if they're thinking I Could do this they're like I don't know it's too much money they get off the phone because you never asked them you could get it for cheaper and that's what they were thinking but if you were to ask it with me I would

say because if I don't pay the 8K I'm not going to do it that's me though right so that's why I said to you like it comes down to the person you know even for you mark like energy how much is it energy cost for people there's always there's always a Logical reason man yeah you can break it down to productivity how much is an hour of your time exactly do you believe I can give you these results you know yeah I mean like for for me it wasn't and like when I told will that

we're increasing the price he was like the only reason you won't sell is if you don't believe or your sales repi which is exactly what happened I did and I closed um the the thing and this is why I'm thinking okay before I we we go down This rabbit hole with hiring people again is do I even do I take anyone to try and sell the akk do I do I go out there and look for sales reps and pay for reps to try and sell the 8K or do I just leave them to sell

like a 5k right okay so this is a recruitment question have you demonstrated you can sell a grand have you got cool recording oh daily daily that is fine what this is just this might not be correct but one thing that you I'm hearing a lot like a Few times at this event quite a few times on we speak you keep saying can a rep a will a rep because you you're you need to get rid of that that worry and doubt because if if if you've got that in your head when you X rep

one think so M Mike this you see the justifying price exercise you could do this with 10 reasons and I highly recommend you do that write down 10 reasons why 8K would be worth it and Write down only what you believe or or what you know I hate the word belief KN this m when you when you rais the price with that existing rep did you have doubt that he'd be able to sell it I've got one question yes so that's that that's the source of the problem because when you go to telling yeah emotions

will just trans I ask call for you you think I could sell 100% yeah I I can I'm I'm a sales guy I can sell it so What there doubt somewhere you get what I'm saying it's just a belief man it's just one thing you B in your head ages ago rep that's you just fix that you just said I could why I I think I've just been unlucky with the yeah with the Reps You' only had one rep so far we had no I think we had like in total that we we had like

five people in total Jason five so Jason Alexy Joe Josh and Jackson so we had five J uh when it comes to hiring let me just say this cuz uh I don't know will if you want to move on if anyone move carry on it please I'm looking this real quick before you said 10 10 reasons 10 reasons why your product is worth the price it is write those down for 10 reasons to justify why you're charging what you're charging yeah logical reasons yeah logical reasons that you know are true could we pause for a

quick coffee bre yeah yeah let's do that because I'm we'll talk about the recruitment thing because I recruit all the time for my