Watch Me Handle 40 Objections in 40 Minutes LIVE

The video you're about to see covers anything and everything sales objections so this video is actually for a recent charity webinar we did to raise money for the Malouf foundation and on that we had 200 people on giving us every objection imaginable in me and one of my business partners Brian handled every single objection live on the call so no matter what objection you're experiencing I guarantee you're gonna Figure out how to solve it in this video Let's dive in so we're going to cover first of all how to remove objection before the close Okay

so a lot of objection handling is not actually handling its prevention okay a lot of you guys know that we talk about that all the time in the training but it is really really key you know I've done um a tremendous amount of sales training and so is Brian you know clients our team and and you guys and and so much And one of the things I've always found is a lot of people want to know exactly what to say when they get X Y and Z insert whatever objection that you get yeah however most

of the time there's a root problem and the objection is a symptom so the same way you don't want to take a medicine to relieve this symptomatic pain you also don't the same way you don't want to do that you also don't want to you know try to use some crazy Rebuttal to relieve a symptomatic problem when there's a deeper root cause so we're going to first talk about some of the root causes we're not going to go into a whole lot of seven beliefs and asking the right questions and the discovery obviously that's all

that could be a hold of the training but I want to cover a few things at the end of The Call Before You transition to the close that are really really going to help Okay then we're going to the big three objections and just kind of my my mindset my framework around objections and then we're gonna go into some cool closes okay so certain things you can do to just get people across the line all right so here's where I wanna where I want to start and I I for you guys hopping back on we're

just getting started you haven't missed anything just yet uh we got 119 people on just make sure I mean if you Got let's say a friend who doesn't know where this is or um or anybody in the group who's confused help them out send them a link I do want to get everybody back on here and get our numbers back up I feel really bad but we had the craziest soon malfunction thing I've ever seen in my entire life and unfortunately the chat's not working so I tried to fix it I think we would have

to restart the webinar again for it to work we're just not going to do that Because I want to get this started so anyways guys welcome back we're getting started we're talking about objections and again we're gonna go through prevention the big three and then some closes and I want this to be pretty interactive so there's really some times where I'm saying Hey I want you to use the Q a box and uh we did put the link back on Facebook uh and keep the Q a box guys unless it's like an emergency or something

that's Like malfunctioning let's keep it for like pointed questions okay which you can ask at any time but there's gonna be some times I'm really asking you to give me some objections and also um uh questions around certain things that we cover and since we don't have the chat I want you guys to use the Q a box for that but other than that keep it pretty clean so we can sort sort through it pretty easily okay so where we want To start is removing objections before the close all right so again we have I

believe six parts if I'm counting correctly of a sales call five or six parts right there's the introduction that has Rapport and frame to call we're not going to cover that then there's the information gathering right that's where we ask questions to cover the seven bullies remember there's seven beliefs that your prospect has to have to buy Okay and what we're going to do is use questions to get them talking in and stating those beliefs and reinforcing them those beliefs themselves to build consistency Robert cialdini says the number one highest driver in human behavior is

the consistency bias so what we're doing is we're building those seven beliefs so that by the time we get to the close and transition to the close instead of having to hard close the Prospect and handle a bunch of Objections the prospect closes themselves right that's the information gathering phase where we go through either the goals for syntax or the problems for syntax again we're not going to cover that in this training but I just want to you know put this in context so there's that after that is the transition the transition is the you

know and as it says the transition between the information governing phase where you're asking all the questions Into the pitch what's really key is a lot of people are asking questions and all of a sudden it's like Anvil drop they're pitching and it creates a ton of sales resistance what we want to do here is essentially get them to ask us to pitch them and transition to talking about what we do and a really cool low sales resistance way and it's very very key Next is the pitch okay the pitch is where you explain what

you do now if you've been to my training I'll teach that the pitch is the simultaneous explanation of why everything that's right in the past has failed and why this is going to be different what's also key is that the pitch is a dialogue okay it's not you and will drop two three four five minutes of Information and then they're like eyes are glazing over they're checked out they want to get off the phone it's a dialogue okay pitch codex training it's all you know everything's in the in the portal covers all of that stuff

where we're going to start today is the committing things okay the committing phase is really where you get the tie downs and you ask the questions and you really get them bought in that this is the right thing Now is the right time not necessarily the product but the method right because your pitch is really selling them on the method okay we're not really selling on the product yet we're selling them on the method the Milestones what we're going to get done the method to getting from where they are not or where they want to

go if I was Russell Brunson selling click funnels my pitch would not be necessarily on Click funnels it would it would have to cover it a little bit but it'd be more about how we're going to use funnels to scale like you know uh explode their business it would be about how funnels are the way to create an income online does that make sense okay so again the pitches of the method now the committing phase is getting them bought in on the method it's making sure they're tied down that the method this is the right

thing now is the right time Of the method okay so again to use the Russell Brunson examiner because you guys all know who he is and the committing phase if I was selling click funnels on the phone I would really want to get them bought in funnels is the most effective fastest best way to get customers online not necessarily yet on the product I'm all about like do you think this method this system is the way that's Where we're getting the bot into and that's the committing phase the committee phase ends with the price drop

okay this is all in the training guys so you know take notes but still it's on the training the committee phase ends with a price drop after the price drop would move on to the Final Phase which is objections obviously that's what a lot we're going to cover today okay but we're going to start with the Committing phase because there's three main objections all right if I have the chat I would tell you to put them in the chat but we don't have to chat it's killing me okay it's killing me but there's three main

objections there's Financial there's support which is either spouse partner you know Financial uh you guys know what that is Support is any other Authority or stakeholder or anybody else outside of the call who is going to influence the decision but who they cannot make the decision because of this person or they're deferring authority to that person that's support that could be your board that could be your team that could be your spouse that could be your business partner whatever the final one again if I haven't chatted You know be quizzing to you guys but the

final one is uncertainty objections okay what is an uncertainty objection it's anything that's keeping them from being less than 100 certain that this is the right thing now is the right time uncertainty objections are the worst nobody likes these they suck spouse partner and in finance pretty easy to deal with we could mess with that stuff uncertainty it's like man we really should have addressed the root Cause earlier so the reason I want to go with the committing face first is because ideally the committing phase allows us to handle uncertainty-based objections before price is on

the table does that make sense hopefully that makes sense I have no I have no feedback on this presentation no chat okay but it's the reason we want to do that in the committing phase is because we're able to really see are they bought In dude this is the right thing now's the right time is there any uncertainty objections before we get price on the table because that's when everything changes okay so let's actually get into some tactical stuff what we're going to do is remember how how I teach you guys how to pitch right

there's three pillars there's four pillars okay so for instance maybe you sell uh I'm gonna create a BS you know um I'm trying to think Brian do you have an example of something we can use to sell let's just sell RCA so let's use RCA right because you guys you guys could reference in an experience um Brian what are the pillars of our students but in terms of our pitch yeah so pillar number one is all about our training So pillow number one is all about going through the content going through the training getting coached

uh pillar number two is all about fishing going out having to land a high ticket position and then pillar number three is ascending into becoming a sales integrator in a top tier closer yeah so we have we got three pillars right we got and you know you can you can kind of give them like a little bit fancier titles so it was me I would say the First one is download or calibrate we're gonna calibrate you with the right skills to succeed in the alternative education industry number two is Source we're gonna help you Source

a contract after you have the certification and then the final one is Ascension which is Brian which Brian just explained right so we go over those and at the end what you're going to do this is key you're going to say gotcha so you Explain number three so you're explaining Ascension seriously gotcha does that make sense cool now what questions do you have about not just number three but all three things specifically that's the process what questions do you have about the process specifically okay see how I'm using my language there process specifically okay really

cool framework I learned from I think this is like an NLP framework but I learned it From Kevin Nations is ESP exactly specifically precisely so anytime we want to do because we can control the answers they give us right if you ask what questions do you have what do you think they're going to say a lot of times well what's the first if you say what questions do you have about the process those three things we covered specifically we can direct their attention to the process which again why are we doing it Because we're not

really trying to answer all of their questions right now we're only trying to answer their questions that are relevant to the process that are relevant to any sort of uncertainty and ambiguity that this is not the right thing and now is not the right time because I need them bot in on the method first then the sale on the product becomes much easier there's two sales on every sales call there's a sale on the method the sale on the product The sale on funnels the sale on click funnels the sale in the ketogenic diet the

sale and the four day keto book you see what I mean there's two sales yeah so we're rolling making the first sale right now it's an easy sale to make because there's not we don't want to have price on the table okay what questions do you have another process specifically okay pretty easy so far everybody should be like okay done awesome now Here's the snapping next they're gonna start to ask questions let me tell you the mistake a lot of people make a lot of times what they do is the prospect you know where we're

taught you know when I was when I was coming up I was taught you know this is where you can let the prospect kind of Drive the call a little bit and like you you answer their questions and they're they're just pulling all the information From you and the next thing you know they're gonna just be like how do I buy it doesn't really work like that I mean if you're novice okay great if you want to be a black belt there's a better way to do it okay so here's the deal the problem with

that approach is a lot of times the prospect starts taking control of the call they're answered they're asking you a bunch of questions next thing you know they're like is this your best number Can I reach you next week okay and and this is where you see what I mean like it just starts to kind of Veer off on the wrong way so here's the framework of what I do to answer their questions so we're going to ask a question okay couple things number one what you want to do is make sure there's not a

hidden objection behind the question they're asking so I'm going to give the classic example All right let's say you're selling a coaching program to gym owners all right and these gym owners they kind of like you know they're busy right meaning that they've misprioritized it's really what really what busy means they've missed prioritize but they're busy okay and they have this propensity towards done for you but your thing as a coaching broker Okay so Let's say they say Hey so uh is there a group coaching that's one of their questions now you could say let's

say you saw a group coaching burner you could say yes the problem is you don't know if they're asking that because they want your coaching if they're just curious or if because they just invested into a 10K group coaching program before and they're like dude I'm done with that stuff I don't want to do any of that Stuff anymore it was a terrible experience you don't know but you see how that's such an innocent question but if you just say yes you could lose the sale there I'm out you see how that happens I wish

we had a chat I wish we had a chat now guys I wish we had a chat so here's the thing how do you actually answer it you say you would say is there a group coaching well I mean there's elements to what we Do that are in a collaborative format um but but just so I can answer correctly is is there a specific reason why you're asking oh yeah you know like I actually was in X Y and Z program like five months ago and as a big investment and they said if you're approaching

I'd be able to get all my questions answered and then what happened was I would get on these calls there's 177 people on the call and you know they Went three hours and if I got my question answered I had to you know wait you know four hours on a call and there's only one call a week right you see the problem so now we can actually dig into that experience so what we would say then is okay gotcha and you know this also also depends on your product guys so like even if you didn't

have group coaching but maybe your program there's only 10 people on You can just explain that right or like in a lot of programs um you know there's elements of one-on-one group and you know it's kind of a blend right so you could say yeah look like there's group coaching there's certainly not 170 people on here or there's 170 people on our call right now 170 people uh on the calls in the program and on top of that though our our ones Are about 20 to 30 people a piece and we have a heavy emphasis

on one-on-one so you're gonna have a one-on-one onboarding call you're gonna be with your coaches amount of times a week you see what I mean guys okay so you see how that prevents the objection and it's pretty easy the problem is is you don't want to like give them the objection and then you've got a back pedal hope that makes sense to everybody on top of that yeah yeah I was gonna ask You yeah so I I also did I was thinking about this the other night actually thinking about this and uh I was thinking

about how you and I would answer a lot of these and I think one thing that's really cool about the way that we teach sales enclosures.io is we're very principle based on how we handle situations not say this when they say this and uh like one of the reasons I love Ray dalio is because he approaches his life in a format of Principles of action not rules of action and so the reason I say that is if you were to try and answer the question like who's a better shooter who has the better shooting form

Michael Jordan or Steph Curry You could argue about who has the better shooting form for hours but the more important part is that they shoot a little bit differently but they both make the damn shot every single time and so the reason I give that preface is uh it'll be cool because I Think you and I have different Tendencies for how we respond to things that are both equally as effective that are slightly different approaches so just as a preface but to that what I found is when to your point when people ask questions about

specifics I found that specifics can be very damning in a sales conversation and can become very argumentative and so if he were to ask me like do you do group coaching I would say yes but it Really just depends on the client one of our most important values when we work with a new client is that we service and meet them exactly where they're at and make sure that you have everything that you need to succeed so I give him an answer that feels like I'm responding to his question but I also basically say dude

you're gonna have everything that you need so yes that's a part of it but one of the most important values for us when you become A client is that we coach and work with you in whatever way is necessary in order for you to get X Y and Z result so it really depends right yeah so um and you know it could be any question how long is the program yeah uh I mean you would just say I mean it you know depends right I I you know if it like and I I sold something

in the past where it was kind of a little bit of a gray area so you say generally about 12 10 to 12 weeks is There a specific reason why you're asking I don't know if that's going to be enough oh okay why do you think you see what I mean so you can get into this stuff okay now real fast uh because we had such a weird start guys which which welcome to the I feel like we have everybody on now for the most part but because we have such a weird start with the

zoom malfunction I totally forgot to say what I was going to say in The beginning obviously the reason we're doing this is to raise money for the Malu Foundation which is um basically helping victims of sex trafficking uh they're a great organization I've I've met um the uh the the people not Malouf but the people high up who basically run all the organization and what they do is truly amazing so uh I do appreciate all of you guys donating obviously you didn't have to do that it was certainly Not required and I'm going to match

uh probably uh way over a match the uh amount we generated which I'm not sure what the number is but I'm going to match that or even over match it uh and we're all going to donate that 100 of all of this to the movie foundation so thank you guys and one other thing is I'm going to put the link in the chat and if any of you guys you know look you can donate anywhere from a dollar to Fifty dollars is what we put on there uh I mean guys it would really help if

you could donate um you know even if it's just five bucks even if it's an extra dollar even if it's fifty dollars I'm just gonna put the chat in there if anybody wants to donate a little bit extra it is a huge thing it's a really really uh sad and horrific cause in a lot of ways you know I've heard a lot of the stories of people that believe Foundation have Saved or helped and it's pretty heartbreaking so um I'm gonna put that in the chat and here in just a second here thank you but

before I get that I'll put in the chat in a second we're going to cover the next thing is the temp check okay so we cut oh sorry we gotta we gotta finish the first one so how to answer the questions right so again we want to uncover the objection generally right so We say again group coaching um there's elements to what we do that are collaborative but before I answer that is there a specific reason why you're asking they ask they know they say the objection you can handle the objection you say does that

make sense okay so you answer the question does that make sense they say yeah then you say this key phrase what else what are the questions okay so again you answer the question then you say does that make Sense yes what else what are the questions that little phrase there is very key to helping you keep the lead in the call otherwise they kind of start to take control of the call but when you have that paid it's what else what are the questions I said the same thing what else what are the questions what

else what are the questions what else what are the questions and it helps Drive the call forward and keep it uh to where you Have control even though they're asking questions hopefully that makes sense last thing about answering questions you want to answer a succinct complete response in as few as words possible so if you can answer the question and one word answer it in one word a lot of times people would ask me a question to just say absolutely or I'd say 100 percent definitely definitely yeah stuff like That and you know sometimes it's

like a one-word response can kind of be you know it's like you know it if it feels if you need to be socially aware like sometimes it warrants a sentence okay great but rarely it ever warrants more than two sentences okay so somebody actually gave me a really good uh a really good uh feedback raise your hand because you guys can raise your hand so raise your hand if all if Everything has made sense so far all right we're getting some raised hands and also feedback yes I just I just put the uh Jiu Jitsu

Master Class link obviously it's the link to purchase like that purchase but donate to get onto the webinar uh but if you guys want to donate a little bit more even if it's just a dollar it helps guys even it's just a dollar if you want to donate a little bit more just pull that up on your screen right now donate Whatever you want to donate obviously it's it's going to double registry for this but it doesn't matter because we're having this right now okay uh we'll also make sure we email you guys uh the

recording after for those of you guys who attended live so the next phase is the temp check right so again we're not even at the price drop yet so after I keep saying what else what are the questions what else what are their questions lower your hand guys oh I can Actually do it myself uh what else what are the questions all right well once they say no I I don't have any other questions I say cool how do you feel how do you feel about the process specifically we cover those three things right to

help you get to insert goal to help you get to your gym doing 20 000 a month how do you feel about the the three steps we covered to help you get there Do you feel like that's what you need okay so you see how I answer I I asked that question there now what I'm looking for is like dude that's 100 what I need oh man it sounds amazing I've been looking for this I'm looking for like the certainty I'm 10 out of 10 on the process makes sense what I'm not looking for is

this sounds good right that's that that's not certain right so we're looking for that certainty Now if we get anything other than a good response like that uh sounds good and like sounds good so like what's really going on like uh just if you could be honest with you on a scale of one to ten one being like I hate this guy when I get off the phone 10 being like that's exactly what I need where do you feel like you fall out exactly okay now if uh you know if there's anything if seven Can

be iffy if they say six or below you're not you're not in a good spot I don't know how many sixes close but I don't get many sixes I don't get any sixes but when you're coming up if somebody gives you a six you kind of know then it's probably not going to go very well not saying you couldn't close them but generally you're you're probably gonna fall somewhere between the seven and the nine and whatever they say you're gonna say Gotcha and what does the eight mean to you specifically gotcha what do you think

is specifically keeping you from being a nine out of 10. right if they start to say price investment no I'm talking about the process specifically like the in terms of the three things are you 10 out of 10 I'm thinking that's what you need to get to where you want to go investment and everything aside we'll cover that in a second You see what I mean so we're just getting a bond on the method here one of the key phrases I like if there are nine is like especially if they're just like well like nothing's

a 10 out of 10 nothing's 100 certain I'm like dude you're 100 great like it's not even 100 certain that you're gonna wake up tomorrow so to me if you're a nine out of 10 that's about as close as 100 certain as You're ever going to be so I think you're in the right exactly the right place and a little Little River in there so anyways raise your hand guys if that made sense that's the temp check okay cool awesome um we're good on the hands thank you thank you and so now I already went

to the big Three so well obviously we'll just keep going with this if they ever ask for the price you're gonna go into the price and I'm gonna show you how to do that or if they don't ask for it you just say gotcha you ready for you ready for the investment are you ready for the next steps you just say something like that like yeah okay great and then so you say something like this um uh you know so I can the majority of So and so like if I'm selling for buying let's say

I handle the majority of Brands enrollment so you're gonna process the invest with me and once that happens what we're going to do is we're going to and you explain the next steps very paint by numbers okay so maybe what we would say is then after that what I'm directly going to do is give you access to everything and then also make sure you get booked on your implementation goal that call is Going to be where we and then you just outline exactly what's going to happen on the call so what I used to say

and the thing I used to sell way back in the day and I used to say we're going to book your implementation call that call is going to set your implementation pathway so that's essentially going to be one we're going to be half double to be how we're going to be um things we need you to do right away Things we're going to do for you and resources we're going to get for you so essentially you can leave that call with absolute certainty and feeling 100 clear on your next steps what those are and what

you need to be doing to moving forward and also does that make sense cool and the investment is just whatever the investment is just 15K the investment is just not good okay so that's the price chart you guys Know how to do that now obviously you're silent the big thing with price drops in silence is a lot of times y'all will be like Speedy Gonzales so it's like you're talking so fast you Anvil dropped the pitch and you're like in the Investments 10K and then they're like you're still there for The Gap like I thought

I was supposed to be silent you know so a little little Pro tip here is you want To slow down the pace a little bit near when you get to the end like they're asking the questions how do you fill the temp check slowed down yeah but even even everybody noticed like how Cole's tonality changes when he starts going into it one mistake I see happen all the time cold just alluded to being fast is the other thing is like everybody puckers up when they're pitching and price dropping and they get Very rigid so it's

like okay next steps are very simple uh it's 9 800. and it's like it's almost like the person's like waiting for you to like say the next thing because you're just like yep it's 9 800 and then you stop and if you notice like when cold pitches and and when we do it it's like cool so next steps are very simple you're gonna process the investment with me yada yada yada it's just 9 800. so it's downward inflection spoken with Very soft certainty very much like it's now the ball is now in your court it's

9 800. and then we wait whereas like a lot of people it's almost they're like yep so it's 9 800. and it's see how the difference between those two like when you're all tense and puckered up it's like this is a lot of the awkward silence is the prospect's just like like are you gonna say something like am I supposed to say something like where are we going with This whereas when it's when you're very soft but very certain next steps are very simple it's 9 800. and it's a downward inflected period end of sentence

it invites them to be the next person to speak whereas if you're too rigid and you go too quickly the social cue is very confusing like they're not even sure what what's supposed to happen next and so there's all this awkward silence but then you in the back of your head are like well if I speak first I Definitely lose and the prospect is like I I don't know what's going on this is like kind of weird and then you're both just like you're both being weird and then it's really hard to recover from so

that gentle certain downward inflection end of sentence will invite them to then say okay great like how do we get started just a small small Nuance that makes a big difference yeah badass all right so now we're actually going to objections we had to cover that First okay so the big three uncertainty finance and support okay I already kind of covered this so if you missed it you can catch the recording um now what's key is obviously with the temp chat we're trying to move uncertainty already to begin with however sometimes you already get it

uh you you can't get rid of it right so if you do get at the end it's not you know then not the end of the world you're not at the end of the world But what we want to do is always we have to handle the uncertainty-based injection first and then what we want to do is handle probably spouse or Finance it really doesn't matter after that but typically what I would recommend what I teach is you handle uncertainty verse spouse second against third because once you happen to where the only thing is the

money it becomes much much easier it's just Logistics at that point yeah yeah anyone with spouse like if it's a spouse or a partner if they're a hundred percent sorted they're a hundred percent bought in that this is the right thing now is the right time it's much easier for them to convince them steps if they're truly about it okay so the big thing is the uncertainty the big thing is anything that's keeping them from being less than 100 certain that this is the right thing now Okay so here's the deal let's say I'm gonna

we're gonna start with the classic you know uncertainty based objection okay uh I say you know and the investment's just 9800. okay cool well you know I don't want to think about it all right what you're going to say is you're going to paste the first Objection a lot of you guys probably know this but it's worth covering because I don't see it done correctly all the time so let's say they say I want to think about it honestly they could say anything I the the this this is what I'm about to teach you basically

the first objection you could just use this in any circumstance any objection spouse partner financing anything I in a proposal I needed this I need to talk to Your client whatever it is okay you say no problem just so I can say organized on my end like how do you feel like we talked about earlier in terms of those four things and and you mentioned you were like a 9 out of 10. uh you know now the investment on the table what do you think is keeping you from being less than 100 certain that this

is the right thing and and now is the right tool Okay so I like that language if you didn't use the scale into 10 you can go back like if you can use it you kind of got to bury it because you're really asking almost the same question as a temp check but you could say um how do you feel you could say the scale of one to ten but if you use it already you kind of used it already yeah now granted keep in mind if you Have a really good see the thing is

as I got more experienced as I had a really good committing phase and a really really good temp check I would handle a lot of these things even before the price and I didn't really have many issues with price objections a lot of times they're just financed spouse because I was like I hate handling uncertainty after the price drop okay so anyways What are you guys keeping you from being less than 100 certain that this is the right thing now okay you you need to figure out what it is all right and if they said

I I want to think about it there's something there okay now even if they say I don't have the money it's a lot uh I need to organize my funds I need to transfer funds gotcha no problem money and everything aside is there Anything else that's giving you from being less than 100 certain that this is the right thing now is the right time this is this this is what you want to do okay I have to say sounds great man I just really need to run this by my spouse no problem at all for

you personally like how do you feel like is there anything else that's given you from being less than 100 certain that this is what you want you see what I mean okay Now a few other variations of this you can add I I've done all these gotcha so just so I can say organized on my end are you in a should I do this place or more of a how can I do this please are you in a place where you're like I'm 100 certain this is what I need to do it's just how I

need to make it happen or are you still like not even certain that this is what you want to do are you sure you have that's a good one Okay so hopefully that makes sense guys now um once you figure out whatever the thing you're isolating is then you're gonna double tie down this is big okay so let's say they want I said I I want to think about it anything else okay so no problem what is keeping you from being less than 100 certain that this is the right thing now okay if they start

waffling oh I know I I want to do it it's like no for real like you know I I can I can tell there's something so what's really going on so a lot of times like if you mind read and call it out they'll be like I can't this guy they just tell you guys very very key especially if they say something like no I uh I I think I want to do this I'm like think you want to do it like come on man like Like what's keeping you from being like this easy path

yes [Music] um like what's really going on what's really coming up for you I just got to be direct and real present with them because they're like you know like they're almost like laughed like yeah like this is what's happening so once we get the thing and I'm like okay gotcha well that aside Being a little bit concerned about this working for you or you've been able to do this despite your work schedule whatever it is aside are you a hundred percent and I even do that with my hands I'm like I take the objection

it's like I'm talking about the person the objections between us I put it here I have to do that like naturally but I put it here so I'm like Got you worried about your work schedule and if you can actually do this but that aside are you 100 gotcha okay cool let's talk about that so tell me more about what's going on so now once we have the isolation of the uncertainty based objection now we're going to go into a rediscovery okay tell me more about what's going on maybe they just don't think it's gonna

work for them oh I've done a lot of programs in the Past and you know I've bought courses and like I'm just a little bit I guess I'm a little bit nervous that it's going to work for me gotcha can I ask you a question about that so if you come in are you a hundred percent you know we have a proven pathway that's worked for you know hundreds and hundreds of people are you 100 going to follow directions and just execute the path number one yes Or no yes okay great and then number two

when you get stuck and you run into a stag which you will because what you're trying to do is you know it's not easy you're gonna be pushing outside of your comfort zone you're gonna be learning new skills you'll be taking action in a way that you've never taken action before so when you do get stuck are you going to raise your hand for help are you to bury your heads I want to raise my hand bro cool so if you're going to do exactly what the process lays out and you're going to raise your

hand for help when you need it and finally the process you're following is not something that we've done to do this successfully ourselves but at the same time we have a thousand plus case studies and people doing it as well successfully Then why wouldn't this work for you okay so that's one you can use another thing you do is a lot of times you see how it's like I kind of make it a little bit ridiculous so what happens is a lot of times you'll start waffling yeah I mean look is it just nerves and

so what I always want to get them to admit when I start waffling Is that it's just nerves I never say fear because like that doesn't it's not fear you know but you could say is it just a little bit of butterflies a little bit of nerves okay once you get them to admit its nerves it's done I'm closing every single time okay raise your guys raise your guys's hand raise the hand real fast if this is helping you guys Dude I I my I think my favorite closing framework of all of mine is around

nerves yeah I'm gonna give you a few so once you get the nerves I try to like really get at the nerves because I know I can I can just nail this one and so I'm like okay great like yeah I I'm just a little bit nervous good nerds are good that means there's some weight to it there's some meaning to it nothing ever Great in the world was built by somebody who wasn't a little bit nervous at first so that's good I would be worried about you if you weren't a little bit nervous so

here's the thing the real question is like not what's going on with the nerves and if you should do this or not yet the real question is in this moment who do you want to be because right now you told me you wanted to be the type of person who's a real estate agent making twenty thousand dollars a month and is Listening to best homes in town however right now you're not that person right which is why you're on the phone so the real question is not like there you know that that's not really what

this is about the real question is who do you want to be do you want to be the type of person who when they feel those nerves stalls up and doesn't take action and collapses or do you want to be the type of person Who can feel the fear and do it anyways do you want to be the type of person who when you bump out of that glass wall of nurse and of uncertainty and of your comfort zone you can break through it and do a and do the thing that a lot of people

who are trying to do what you want to do can't do which is why they don't make the money so which one of those two people do you want to be Okay so just kind of rip that one off the top Brian what's your favorite with nurse do so my favorite is I always say is it is it cool if I like is that exactly this is exactly how I say it and I want everybody to pay attention to the pacing and the tonality of how I say it because it's really specific I've practiced it

thousands of times so this is cool I'd go I mean Cole is it cool if I share like something that I've learned from my Mentors who are way more successful with me that like finally helped me break through some things yeah dude what I've learned is there's two parts to our brain there's like our monkey brain that tries to keep us safe and there's the part of our brain that like actually wants to go be successful right it's like I always say it's like the part of our brain that like Keeps Us awake at night

it's like the pit in our Stomach that believes that we can eventually do something greater than we're doing now that we really want to listen to but then there's this other part that like just tries to keep us safe it's the monkey brain and they're constantly fighting that's like what you're feeling right now right like what you're feeling right now is this crazy pull where part of you just wants to be like dude I want to do this here's my credit card and then the other part of You is like just hang up Zoom like

get off with this guy and it's like this little freak out is that is that ringing true at all um and so dude the reason this is so important to understand is man like how many people do you know that have told you stories about Google stock in 2002 or they knew about Bitcoin in 2010 or they knew about Tesla stock in 2012 and all these opportunities over and over And over that they could have got involved in and they didn't right you can probably think of a lot and the reason is because they listen

to their monkey brain and if I was selling a remote closing Academy I would say dude this alternative education industry is projected to grow 20 to 30 times over the next 10 years it's literally the future what we're talking about here is buying Bitcoin in 2010. it's getting in on the ground floor of an industry That's projected 20 to 30 x growth over the next 10 years mm-hmm and so dude what you need to do is you need to focus and listen to that part of your brain that's going to allow you to be successful

not the monkey part of your brain that everybody else in the world Listen to Because you and I do we're the people that listen to the part of our brain and take off we don't want to be with everybody else where in five years we're like oh I knew about the Alternative education industry five years ago um yeah 100 the big things here a couple things you can see how Brian said you and I and like everybody else right so it's like us versus them type of thing right so you and I people like us

we think about it this way we we make decisions in a way that reflects this type of thing this type of value right everybody else you know then you know one percent of People make more than 200 000 a year right people like you or I or people like you and me we make decisions in a way where we know and we're scared we can feel the fear and do it anyway the reason 99 of people never break the 200k a year income ceiling is because when they get up that what when they get to

that glass wall when they get to that glass barrier of fear they collapse instead of expand they Retract instead of breakthrough right so let's not be like them let's be like the person who we both know who you are and who you're really developing to be you know stuff like that right so the other thing too is uh identity is one of the highest drivers of behavior so um I think I have this in the training somewhere but it's been a long time since I I've taught this but there's like a pyramid And there's certain

things like values beliefs Etc that drive Behavior the top one is identity we want to make decisions who are consistent right we talk about the consistency bias consistent with who we believe that we are and a lot of times like Brian said there's kind of two parts to people there's a part that essentially is like their their highest version of themselves and their idealistic version of Themselves and there's the part that is like they're crying inner child wounded person who's retracting and and basically fight or flight on that hunger and so not only are we

helping them make the best decision for themselves on the calls at the same time what we're doing is we're holding them to their own highest standard of the person they really want to be and the person they really want to become That's why one of the best things you can say on the calls is wait a minute earlier you told me you want to do blank blank and blank you want to be the type of person you could blink now you're saying that insert all the negative behaviors so what's really going on and I'm not

trying to tell you that to pressure you I'm trying to tell you that because you told me these things earlier and you told me them with confidence and You told me them that you were serious about them and I want to hold you to that high standard but that's not the person who's showing up right now right so who do you want to be it's a hard question to answer I want to be that type of person gotcha so it's just a little bit of nerves see now we're right back to the nurse right so

that's uncertainty now we'll do a little interactive part here okay a little bit interactive part put in you know we're Not gonna be able to get to everybody's but put in the Q a some uncertainty based objections y'all want to help with and I'm going to start with one who so Anonymous says and Brian I'll let you handle this one cool how do you handle a we want to discuss amongst ourselves objection with three plus business partners uh all the funnel ones well let's just say there's three business partners They're like sounds great want to

discuss with ourselves and get back to you love it love it I actually did a quick story I remember a closing call where I had I thankfully I had the husband and the wife on the call and I I always try to get both because if I can talk to both of them uh I can I can handle it way easier so I remember I get to the end of the call and the husband was like okay cool like let us talk about it and then What's the best way can I email you and throughout

the call I noticed that his wife was like nodding her head a lot she she wasn't answering as many questions but I could tell that she was very engaged and so I looked at her and we'll just say her name is Deborah and I was like Deborah her name's Sue Sue I was like Sue well just curious like Sue how do you feel about this out of 10 . and she was like oh I'm a 10 out of 10. I was like got it so so you're Saying that like this is a go for you

you think it makes sense and she's like yeah it does and I looked at her husband and I was like well seems Seems like we're ready to get started and he his wife and she's just looked at him and she smiled and she Shrugged and I was like all right let's do it and I signed him up so I always think like if you have business partners and they're all like well let us talk about it if I Was if I was closing coal and he was like let me go talk to Brian and Mitchell

I would immediately be I would immediately identify who among the three is the top dog and if I could identify that I was just trying to get him to say that he's 10 out of 10. and if he's 10 out of 10 then I would say dude let's just do it where like if you're 10 out of 10 it makes sense for us to do it and then if you guys have issues let me know let's stay there all three equal Partners I would literally just go person by person Jim where are you at with

this out of 10 just so I can understand got it you're 10 out of 10. Mark where are you at with this out of 10. Alex Oh Alex looks like you're the only guy dude that's not certain it's a two to three vote like it looks like we're good to go yeah it looks like we're good to go with the other two where are you at out of this so I just person by person where are you at out of 10. I honestly just think about it as like I'm just closing three people instead of

one yeah so there you go let me say this this is this is the main thing I was gonna say too so remember the temp check phase this is very key then on the temp check you get them all right what do you think about this Sue what do you think about this Brad what do you think about this and also remember the top dog is not always the one who's talking But you can kind of tell it's like sometimes the top dog is a reserved like you know old bull right he's like hanging in

the back but you can tell by the Cadence that he's like he's gonna be the one who makes the decision you know so you got to watch out for those things uh but the biggest thing is like Brian said getting everybody involved all right now let's just say you do that and for whatever reason you can't close It it's like it is what it is okay um if that is the case what you want to say is I mean I mean honestly still like I would be saying some language along the lines of like if

they were like yeah we never made decisions you know they just sort of blown all this stuff like really putting their foot in the ground and you have perfect call and you couldn't done anything previous They're putting their foot in the ground and they're like like oh we really need to get out you know inside because we have the professional calendar we need to make sure this fits in [Music] I'm going to say gotcha no problem I have no issues if you do that but like man-to-man just tell me in your gut right now are

you do you feel like you're gonna do this Brad do you feel Like you're gonna do this right you really need to get there and eliminate any sort of uncertainty any sort of ambiguity then what you need to do is gotcha so if I let you guys off and you guys collaborate and we talk to borrow and you feel the same way you feel as you you know felt as you told me that right now where are we going from here if they say anything else they're moving Forward you know you have an issue and

you see what I did there by the very nature of saying so I you know I got a good temp check oh you're 100 gonna do it we just need to we just need to look at our calendar make sure okay great so you know when we talk tomorrow after you guys have spoken about when we talk to borrow if you feel the same way as you just told me you feel Right now then we're 100 moving forward right yes or no right we need to get that commitment and you see when I said that

I presupposed and seated that we're going to talk tomorrow without even asking if we're going to talk tomorrow does that make sense guys raise the hand if that makes sense love the engagement all right it pumps me up man I'm I'm Pissed we don't have a chat I know yeah Okay cool so uh let's do some more uh okay yeah so Tom says I'll brand I'll let you answer this one too Tom says I keep getting people who say they are seven then when I ask what is holding them back from being a nine out

of 10 and they say well it sounds good but I just don't know until I see it love this okay cool that's totally fine help me understand like when you say see it and When you say like can you help me understand like what you're what you're looking to see just so I can maybe help yeah a lot of the times it's almost always going to be like well like especially if you're B2B it's like well I've been in a lot of other programs and this might just be the same thing blah blah blah blah

blah or like oh well like I just want to know like how it's all going to work when somebody says they want to see it it's usually because they Just can't picture what it's going to look like to work with you it's basically what they're saying so I'll just say okay yeah no worries let me just share my screen right now I'll walk you through what the training portal looks like I'll give you a glimpse inside of our community so you can see exactly what it'll look like to be a client of ours so I

I think if they're saying I just need to see it like you just need to Show it to them you should be like yeah no worries I'll show it to you right now where are you at attendant now so we uh we got a lot of these two we can just start rapid firing them yeah so we have a are there ever any times for you to follow up with ask for a follow-up yeah sometimes it just really depends like there is times where you gotta do one uh I'd have to know like to give

you an exact Lydia by the way who I'm answering The question to give you an exact like yes I follow up yes I wouldn't have to know a little bit more uh Lydia also asks uh can I take a few days to think about it so here's what I would say to them I would say um look Lydia I want you to feel real good about this so just so I can say organize um how do you feel like we covered those three things earlier do you still feel and especially Especially with the investment on

the table do you feel like that's what you need to be able to get your real estate career to 20 000 a month like we talked about uh so in a guarantee it kind of take a few days to think about it if I ask that question and you see how I didn't say yes so I did use a little bit different one than no problem I said look Lydia I want you to feel really good about this So just so I can say organize a mind I always use that phrase for whatever reason just

so I can say organized on my end like how do you feel or do you feel like this is what you need 100 to get to one and I love using that a hundred percent because they're like ah okay even if they say uh okay okay I have my answer what's really going on oh boom cut them off because I want to make it so they're like oh I can't hide I want to have this Conversation where it's like uh you know the frame is like we're just going to have a honest conversation hopefully that

helps uh we got Oliver I got the next few locked and loaded I read them while you were responding all right dude hit it all right so I want to speak to my financial advisor like how to move money around yeah like let me go look yeah no worries dude super simple what we do in this situation is we just Put a thousand dollar deposit down and then that way if you need to go move money around I can always refund that deposit if you want to pay in a full amount in a different way

but we'll just put the deposit down I can get you onboarded that way you can go move money around and we can get the process started and then if they say no to that it's a different objection and you need to chunk down on that yeah one thing I would add to that one Brian is I would Say yeah no problem not just so I can say a word as mine you're gonna you gotta find another Praise by the way just just so I have Clarity here are you saying you're gonna ask your financial advisor

if you can do this or or you need to ask them what's the best way to pay for it like you're 100 gonna do it you're just finding out the most efficient way based on your finances yeah It's that one gotcha so you're 100 like I'm not gonna laugh but okay so you're 100 in perfect and then you you hit up with something with the prices there yep uh van said we want to get a couple other quotes first so I used to before RCA I sold in a space that was really competitive we had

a lot of competitors especially at the peak and so it was very very common for me on sales calls to hear like oh I have like four other sales calls set up So this I handled it in a really really I'll be honest it's a little bit of a cheeky way I it kind of makes me smile in the way that I do it but it worked for me every single time every single time so if this if it's more B2B like let's say you're doing like a marketing agency and they're like yeah the project

sounds good we just need to get other couple quotes if it's more B to B uh I would just go down the line of questioning of like what exactly are you Looking for when you say other quotes like do you feel uncomfortable with this it's more of just tying down uncertainty if they don't want to move forward with you in a very B2B sense if it's more b2c I.E like yeah I'm looking into a couple other things or I have a call set up with another program this is what I would do I I actually

think I got I maybe maybe got one or two deals against Cole way back in the day with this one it's money Okay and dude when I say this Nicole's gonna be like I I would I would have got screwed on this one but basically what I would do is I'd say yeah it's no worries it's totally cool can I walk you through some thoughts on how I would think about this decision they say yes and I would say one of the things that's really important to us is that anybody that decides to become a

client they go do all the research possible and they feel a hundred percent that we have their Best interest in mind so I don't want to say anything negative about anybody you're going to talk to but can I walk you through what might happen when you get on a call with them yes okay great they're gonna do everything in their power to get you to say yes on that call because they're not confident in you going out and speaking with other programs so more often than not they're just going to try really really really hard

and do everything that you can they Can to get you to say yes and if they're not willing to let you go talk to other programs in my book that's a red flag and then go oh yeah that's a good point and then every single time they would text me and they'd be like you're not gonna believe it I just got off the phone with so and so's company they tried so hard to get me to close and I just said no I want to sign up with you so that works really really well for

me when I was selling in a more competitive Yeah I use the same thing dude I use that same exact thing that's a good one it is a good one yeah it's it's basically like and I don't even throw in there yeah they have any sort of like price drop thing where oh it's it's 15K today but it's 9k it's 15K normally but it's only 9k if you pay today yeah I mean I think doesn't that speak for itself but like yeah so like I don't know like if anything like that happens Or there's like

super high pressure I think I think the decision is made so here's what here's and what I would say is like here's what I would do next is um let me talk to like let's say I sold for Brian I'd say honestly I I think Brian's gonna have some thoughts on your situation would you mind if we said like when is when are these calls oh okay Greg so your last call's Thursday okay four uh what would you think if we talked Friday what what's your 10 a.m Okay great 10 a.m uh let's talk friday

at 10 A.M I'm gonna run your situation by Brian and I'm gonna come back to you on Friday with a game plan of Brian's thoughts on also what you should do in order to be able to get your real estate business in 20 000 a month specifically focusing on listings that way not only you have my take on it but you have 100 certainty once you hear Brian's take as well so you see how I just opened up that Loop to where because because Here's the thing with the multiple quotes the person who goes last

usually wins so first or less but usually last so what I want to do is open up a loop to where they've got to show up to my call to figure out like the last bit of information and also I won't give them payment plans I'll say and also run Brian by your financial situation typically we don't break it up at all but honestly like I'm pretty sure it'll Be okay with splitting it up into multiple payments or doing some sort of financing and uh that'll make it a little bit easier for you as well

but let me talk with him and I'll tell you what we can do on the next one so good you know so I use stuff like that and then you throw in the whole like and if anybody tries to close you on that very call a lot of that enough uh what's the next one you got Uh sounds good but I never made decisions same day I always sleep on major decisions this this one makes me upset I I hate when people pull this one uh for me what I found with this whole like same

day thing for me personally I hate doing the whole dialogue of like oh well successful people money love speed I don't like trying to like Loop all the way around reframing them on like same day decisions I just found that takes a lot of time most of the time they just Stay like very adamant I'm like no that's just the way I do things and some sales trainers will be like you just gotta keep looping and change their belief system on that I with this objection specifically of like same day I don't go that route

the way I always go is I say got it can I tell you what I think that we should do yes okay cool here's what I think we should do let's put a thousand dollar deposit down I'll fully onboard you into the program and If at any moment what I told you we will deliver is not in alignment with what you're receiving as a client I'll give you 100 refund because we didn't uphold our end of the contract that way it's a no risk decision for you either we deliver and you have a great experience

or we don't yeah so because I don't then if they're like then if they're like well I still need a day to think about it it's like well help me understand like if it's a No risk decision and you're 10 out of 10 I guess I'm confused on like what would hold you back from it just moving forward so so let me let me add this and I will say the training does have this whole thing in there I would like uh I was actually reading it before this where it's like uh uh the way

you make decisions creates everything else for you in life of business right so like the way you make decisions before has created the results That you have now and ultimately those results of the exact results are trying to change which is why you're on this call so in order to change those results we have to change the pattern of how you're making decisions look if you've got to have like a weak-willed person or person who's like right at the freaking cusp that can work again it's a hard one to deliver because you gotta you gotta

be like you gotta have like a little bit of A Tony Robbins moment to hit that one even me I was like huh yeah so similar to Brian I would do the same thing however um I would I I would personally see first like gotcha okay no problem aside from that like everything about that aside are you 100 like let me say this you said you feel really good you feel talented If you wake up tomorrow feeling the same exact way you feel right now are we 100 moving forward and are you 100 putting the

entire amount on your credit card yes okay look can I be honest with you you told me earlier that you don't want the last 10 years to be like the next 10 years and so while I definitely don't want you to make a decision you feel like it's brushed or you feel like it's pressured Or you feel like it's not the right decision I also don't think the best thing for you in this moment is to do nothing so what I'm going to do for you is come in now and then if tomorrow you wake

up and in the core of your bones you feel like you made a terrible decision a hundred percent I'll just give your money back But at the end of the day I think two things not only is important for you to metaphorically draw the line in the sand and finally say the last 10 years are going to be like the next 10 years but moreover you just told me the reason you want to do this is to make an informed decision right well let me ask you this are you more informed from the inside or

The outside I watched to make an informed decision but the only informed decision you can make is one from actually being inside and seeing the product for yourself foreign so I'll eliminate all the risk you can back out if you feel like it was the decor your bones the worst thing you've ever done in your entire life but you need to decide and draw the line In the sand and work with me here so we can get you in and we can get you started so I'll eliminate the risk you just let me know but

let's get you going today is that fair you know stuff like that I just I just made that up on the spot but that would be a good one uh what's next I've failed in the past with similar programs you kind of looped on that one earlier yes that one's like the one word site gotcha so your word about this is Not going to work or you're worried about you're not you know this is not going to work for you god well are you going to Blink it's like are you going to 100 put in

the word and follow the process are you 100 going to raise your hand when you know gotcha if you're going to do that and you're if you're going to put in the world you're going to raise your hand and we've done this for thousands of other People why wouldn't this work for you uh is it can you just be honest is it just nerves then you go to the nurse yeah what's next uh are there any other programs or services you offer that are more cost effective or something else to start with doing television basically

you have something cheaper yeah so what I would say here is I'd say well tell me about that like are you basically a hun how do you feel About this are you 100 in it's just a way to make this work financially so we'll cover finances right now because that was going to be on the list of stuff to cover so uh Brian just role play with us they say the objection and I'll I'll do the thing cool so yeah I mean I mean I I guess like do you guys have anything cheaper this just

seems like a little bit of a stretch out of budget right now Gotcha so so just just to clarify like do you not feel like the 10K program is worth it for you to grow your real estate business at 240k a year or do you really want to do it it's just like you don't know how you're gonna make this work financially yeah I guess I I think it'd make more sense for us with just like where we're at right now if you guys had something that was like two or three grand and then when

we're farther along when we have a little bit more Income we could do the 10 10 000 program gotcha so do you not feel like the 10 10 000 is worth it or do you feel like that's like that would help you get to twenty thousand dollars a month like you talked about it's just like you don't know how it's gonna work financially yeah I I mean I definitely see the value in it like I want to do it at some point it's just whether or not like we we can pull it together right now

look Okay so in that case Let's do some brainstorming um most of Brian's clients will do the investment right up front for a lot of clients depending on their situation we do come up with something that's a little bit more creative so are you open to having an honest conversation financially getting everything on the table so we can see if there's a way for you to do this or at the very least we can work towards a game plan in the future because we don't Have some sort of like light version type of thing yeah

I'm open to it cool so what's your netcast flow coming into the next 30 days next 30 days net cash flow probably like six grand okay so that's net like you're gonna have six grand yeah the business will probably net about six grand okay well what's your cash on hand right now exactly in the business account maybe two thousand gotcha what about uh your personal Uh personal I think I don't know 33 Grand right now gotcha is that checking or is that savings that's all together gosh so 5K yeah between personal and business okay cool

credit uh credit is pretty tapped dude we've been buying a lot spending money on ads so maybe maybe like a couple hundred bucks but it's kind of just paid off and have a little bit of line here and there okay look and and Obviously the finances and everything aside you really want to do this right yeah I mean yeah I definitely see the value in it for sure cool so look I don't think the best thing for you obviously is to spend your last penny right now but I also really did the best thing for

years to do nothing so what I'd be willing to do Is let you in for a third today so thirty three hundred and then that way you can come in we can get your marketing campaign up in your local area it's already noticeable and buyers you can get some appointments in the door you can get some meetings you can lock in some listings where you know already with the next 30 days is going to Roi even though I know it's not going to close in the next 30 days but you get It and then that

way when that's uh the next payment comes around of another 3 300 and you have the 6K coming in not only are you able to make that work financially but at the same time you know you're in the right spot you know you're in good hands and you know you're well on your way to 20 000. so if I'm willing to do that for you are you willing to be bored right now yeah that sounds good I'll tell you That's how you would handle that that's also the financing um that was good that was fantastic

why is it you should oh why is it you that I should trust feels too good to be true I I have a good one for this okay uh when somebody's like yeah I just don't know here's here's exactly how I do it so I slow down and I say Matthias I think that's how you pronounce your name Hopefully it is Matthias totally hear you here's what I'm gonna do I'm gonna send you a text right now and I'll pick up my phone and I'll go to the calendar right and I'll say I did you

just get my text yes okay great that's my personal cell phone I hope you hear me when you say that like when I say this I really care about you and your success at any time as you're a client of ours Not only will you have your coach but if at any time you need anything text me or call me I'm here for you I got your back I'm not going to let you fail with this so if it's a more b2c offer that's how I handle it I just send them a text and say

that's my personal cell phone if it's B2B you just flash a bunch of case studies and you say well so and so trusts uh so and so trusted us so and so trusted us do you think that they don't Know how to make good buying decisions of course they do you should trust this as well because b2c it needs to be a little bit more of an emotional connection I found sending them a text and saying like that's my personal cell phone is a very good like extension of an olive branch and it is still

a lot of trust in people nice I like it hey Ryan so you asked about talking to a few other coaches we kind of covered the one with the quotes Uh Sam asked I don't know if I'm gonna have the time so I'll answer this to the B2B perspective and then Brian you can answer it in a b2c perspective like if somebody's because it kind of is different like if somebody's yeah uh if it's non-roy or it's like oh I'm working full-time and I want to start a business versus like B2B so for B2B it

essentially is like okay look well can you tell me a little bit about that okay great well what are your priorities Right now like what is the thing you're most focused on right now okay great look earlier on the call we identified that right now in the last last month you've had five seven smokes right lead generation is your biggest constraint period we've also identified that the four things we covered to fix your lead generation and get that system in place you said is 100 what you need no questions asked so the top priority you

need to have Right now is number one focused 100 on the constraint number two the thing you said was the best way to fix the constraint is the four-step thing we talked about earlier right so what's really going on like that's what I was I don't even like laugh there like what's really going because with you the biggest thing you need to do to move your business forward is to 100 focus on this Is to 100 do the thing you think is best to fix your lead generation which earlier you told me on your call

is the four-step process we talked about earlier so anything other than that is a misp prioritization oh well dude I got a wedding and we're going to Italy and my fiance is this and it's like so we kind of have this two-week period I don't wanna I don't want to use the program during the two weeks because if I use the program During the two weeks you know instead of 12 weeks I'm really only getting 10 weeks so I want to start after them gotcha so basically you having the whole wet two week wedding thing

in Italy all that aside you're 100 in when do you get back from Italy okay you get back you get back August 31st so if you if we're talking August 31st and you feel the same exact way you feel right now talking with me right now You're 100 moving forward okay well look I have an idea I don't think the best thing for you is obviously to lose two weeks in the program if you're gonna be off in Italy sailing under the you know Bridges and all that stuff I also don't think the best thing

for users did not so what I'm willing to do for you is I'll buy you a month so I'll give you an extra 30 days that way you can get started now you can Knock out the onboarding you can get completely oriented you can get the pre-work done you can focus on the first couple of action items to run in August 31st comes around you might even already have two or three clients from this and that's when you're officially getting started that's when we're actually getting the ball rolling so if I'm willing to do that

for you are you willing to move forward right now So you see how I did that that's how I handle one of those things uh do you have like a b2c one I mean it's kind of similar but I don't know if you have like a b2c one yeah so for b2c you always want to tie it back to their identity if they're saying they don't have time because it's almost like imagine if somebody was like well I just don't have time to like go to the gym so I can lose weight and be healthy

it's like dude you make time to go to the gym And be healthy like it's not a question like you're gonna die of heart disease like what do you mean you don't have time and so that's how I think about it from a you need to change your circumstances to make more money situation it's like well okay got it let's break this down what you really need is one to two hours a day right now to go through the training you're telling me it's impossible for you to either wake up early or go to bed

later In the car or whatever to find one to two hours a day to go through the training so that we can actually start making steps towards your goal if that's an impossible thing to do right now and then as soon as you say it like that so that with an impossible it's going to attack their identity really closely and they're going to be like well I guess I could if it's only one to two hours because they want to fall back in line with the identity of somebody that makes It happen then it's just

like okay cool let's do that then let's get for it let's get started let's move forward so always it's b2c just tie it back to their identity got it uh we got kind of two similar ones so max says how you handle if you had a book call a buyer and they respond with I'm happy to have an informal call but just be transparent I'm not allowed to purchase any coaching program still having to connect if you Are yeah I don't know I mean that one kind of sounds yeah but for me that's just like

Bring it on Bring It On Max that's what you think now yeah like so there's kind of two ways there's kind of two ways to do that it's like it's like okay are you in the best situation no like kind of sucks but you know look if you already got the hour blocked and it's like they're already on your calendar Hey let's just go for it and then in your transition I say look what I can say is we could definitely home I know you said earlier that to be completely transparent you're not interested in

any coaching program but you just told me that blind you just told me that blank you just told me that blank and I know that we can help you insert core desire results because we helped case study Case study case study and we've actually done this ourselves so if you're open I can walk you through what the coaching program is and how it's going to help you but I obviously wanted to be a serious conversation where you're actually considering because if you're not you know we're just supposed to be wasting our time so where do

you want to go from here I'd say something like that If somebody says well I actually want to try to load ticket from an offer first and then once I start getting results make some sales then I'll buy your 15K yeah so remember everybody when Cole talked about pre-handling objections there's a point in the call when you've got done doing Discovery and you're talking about current current circumstance where we burn the bridges on everything else that they could have tried or have tried to fix the problem Right and that's really important and a lot of

people miss that so if it's b2c I'm going to ask thank God so when you think about this goal of getting 10 grand a month like what else have you tried to get there have you it's got it so you've tried Drop Shipping that didn't work you tried this either this or this you tried all these different things they didn't get there for selling STA and it's more B2B it's like well okay got it help me understand like what Have you tried to do in terms of hiring sales reps in the past like what have

those efforts look like before have you worked with anybody else on this like help me understand what else you've tried to do to fix this problem so we can eliminate basically we want them to say oh I've tried everything nothing's worked for me right and then when you get to the end of the call they're either going to fall in line with like well I can't say I need to go try Something else because I told them earlier that I already tried that and it didn't work so you can eliminate that a lot of that

early on if you do get to the end of the call and they're like well I actually have this thing that I'm gonna go do first and then I'll come do this usually what I'll say is I'll say look can I be really honest if you had like the winning lottery ticket don't you think that you would have cashed it in by now If you had the ability to change your situation and make more money don't we think that we would have done that already well we'll look let's just be really honest and transparent for

a minute like if you had the winning lottery ticket you would have cashed it in and if you had all the tools that you needed to go change X Y and Z circumstance you would have already changed it and we wouldn't be on the phone Do you agree get them to tie down on that and then pitch to the close but the most important thing is when you get down with current circumstance burning the bridge on everything that they've already tried or are thinking about trying to fix the problem before you even pitch got it

Theodore you say I agree that preemptively dealing with objections is best but how would these strategies change if the client knows the price before you're going to call it Them you know personally dude if the client knows the price and still gets on a call with you like that's later my book uh maybe you're saying they know the price and they won't get on a call which uh yeah in that case I have to know a little bit more context how the calls are being booked uh Max says I'm not like everybody else I can

be very decisive but I just need time to process this first I'm a slow buyer and I'm very analytical because I've I've been impulsive in the past with money and I regretted it and learned the lessons not how I just do things anymore yeah so like we kind of covered that one too only so so if you remember how I said like uh the whole you know come in now wake up tomorrow or Reef on you you could either do that or what you could say like what you Really want to do here is validate

that okay you've been burned in the past and like being impulsive didn't work out for you and like I I get it right so like I would say like the last thing I would want to happen is for you to make a similar decision as you may when you got high pressure into that thing and you you woke up the next day and you knew in your gut it wasn't the right thing you know like the last thing I want you To do is feel icky after this conversation because you feel like you didn't make

a calibrated decision but at the same time you know the last three years the last three years the pattern of decisions you've been making and what's been going on is not anything you want to repeat for the next three years and we talked about it and then I would just go right into the whole thing about either there's two decisions right if You feel if this is somebody who's real feminine and it's like flowy I need to you know if it's that type of energy I would probably no deposit just take the call the next

day and now you became their Ally because you've totally validated that they need to feel really good about this if it's like somebody with more masculine energy that means a little bit more of like a spanking and it's like you need to make a little bit you need to make a freaking commitment Then I'm gonna go for that 24-hour refund thing if it's like a very feminine I need to feel it I mean you know the thing is though a lot of times that same client when they tell you they're going to show up they

usually show up to the next call like they usually don't ghost you so that's just what I would say there uh I kind of got three questions in a row that are all the same like faith-based delicate woman I don't want to feel buying pressure all Kind of the same thing you alluded to it at the very end there where it's like you whatever somebody feels defensive they're always they're never going to want to come back to a situation with somebody that made them feel defensive so if you put them on the defense too aggressively

on your first call they're not going to show up on the follow-up call because you made them feel uncomfortable so when I can tell that somebody is very spiritual or a little Bit more feminine or it's like genuinely I think the right thing for them to think about it it just becomes becoming their Ally so you can still pitch a deposit but it would just be very soft it would say hey it's totally no worries if like this isn't what you want to do but I also just want to give you the option and again

it's no worries either way what we can do as a potential thing is we can put down a deposit go through that whole thing but again I'm also Totally cool just to set up a call tomorrow I just wanted to give you both options then they might say okay yeah that's fine let's do that or they'll say yeah let's talk tomorrow yeah no worries are you okay if I like give you some homework before now and then and then we can go over it tomorrow give them some case studies to watch talk to them tomorrow

yeah I just went through a few of them Guys because there were several that were pretty much the same thing uh Jessica says basically Jessica's having an issue with like they applied for financing but they're not getting approved and she can't get him down for a deposit so at the time they're probably just lying about cash on hand if they're not getting approved for funding they probably don't actually have money for a deposit but they don't want to tell you that that's why they're Being weird about it oh there you go um yeah I mean

uh personally with the whole like if the company isn't on a refunds I would just I would just really petition like if if you if you give some guarantees on the sales call to close people who are on the fence I'm telling you it will make you more money yes you will Refund some people but it'll make you more money so I think that's more of a like you should band together and and really like really put together a case of how this is going to make them more money and not you know also with

the whole refund thing what's important is we're not letting people in and it's like yeah if you have six calls of your coach and like you have your onboarding call like usually when we say these things on the sales call we're not going To bog down the client success manager at all until we know uh what about an uncertainty objection when they say they're 10 out of 10 in the program they just have doubts that they specific won't be able to succeed due to lowest self-esteem uh we kind of covered that remember it's three-step right

put in the work are you gonna put in the work you're going to do this you're gonna do this um Uh somebody asked how you handle putting a deposit down a lot of the times we're using closers suck at deposits because they don't give a reason for the deposit they're just like oh okay well then let's put a deposit down that's it right and so Robert what's what's his last name influence I was gonna say calabrini but that's a basketball player I can't remember his name is If you give a reason if you become a

because you have about a 90 success rate if you don't it's about 20 so gotta give him a reason for the deposit yeah [Music] um who can't pay tuition uh so she was saying the people that can't afford it they don't put a deposit down because they can't afford it yeah I Mean a lot of that is just because they're they're broke and they don't want to say that they're broke so what I would encourage you to do is say hey no worries if you can't put down the deposit now are you just open to

just leveling with me for a minute on like what's going through your head and what's actually going on so that we can put a specific game plan in place nice and then they're gonna say yeah I'm broke and then you can say no worries Let's put a plan in place right so Okay Kevin says for b2c helping people trying to save their relationship with their ex back some people stall delay don't want to move forward because they don't feel confident that their situation can really be fixed because of how their partner is currently behaving circumstances

Etc I try to wait I tried a way to handle it the way Todd Brown told me to do with damaging Mission but The truth is not all can be saved and I honestly have no idea relationship is one of those but if your relationship is worth finding out wouldn't it be ashamed to give money relationship you didn't have to don't want to see the resolution is working out I'm curious if there's another way you would handle it um okay so essentially it's people trying To save their relationship from what I understand and okay they're

just not confident they can be fixed right I mean yeah I mean at the end of the day it's like I and I don't know if this is something I would do to super soft like at the end I mean if this is like okay your marriage is failing and you're on this call to save your marriage and you're not confident it can Be fixed it's like look dude first of all like there's two parts first of all you need to be working to build a belief on the call with stories and examples and also

like logic of why it can be fixed but at the end of the day like what I would say is like look at like I understand that's what's really important to you but regardless of that what's even more important is you finding the truth and while I can't Guarantee that we're 100 gonna be able to fix your relationship what I can guarantee is we're gonna find the truth if this relationship is going to be what's what's uh what's important for you and what's necessary for the next season of your life okay so while I can't

tell you exactly what's going to happen what I can tell you is that if you want to say this you have to do something or nothing is going to change and even beyond that yeah I Know X Y and Z price point is a lot but you know it's a lot more than that divorce so if I was you yeah putting down x amount of thousands of dollars to save a relationship you don't know can be saved yeah it's a little bit scary as it should be but what's a hell of a lot more scarier

than that is for you to fast forward five years from now and look back at this moment and realize that you could have done something and You didn't and not only did you lose somebody that was really close to you but at the same time lost hundreds of thousands of dollars in divorce and attorney fees and settlement and you know whatever money so yeah I would just say something along those lines um I hope you know I'm hopefully I answered your question I'm not just totally sure but you know what's funny Is like at the

very end you say soft or transformational like to me that is not soft like that that space is like I I we have a ton of clients in that space and I know that all of them it's like what really really helps their sales is when they have good sales people come in who are like bam like they're like in the person's face so because you've got to like shock that person to do it do you have a guarantee yes uh I think okay do you pre-frame the two objections related to partner or spouse and

also Financial doing this at all yeah I mean what do we do in terms of uh oh okay I know what Chuck's asking so in terms of partner spouse Financial objections what what pre-framing do the Centers do if any on their call I don't even know to be honest uh dude we really don't do anything we did we just sidestep it because find it like a number without Context is meaningless right and so if you give any sort of reference range you're just leaving it up dependent on their own context so our Setters just say

like if they ask they'll just it really depends they'll talk through that with you on the call that's part of what you guys are going to go over uh for spouse if it's business partner if you're be the B2B they should definitely get the business partner on if it's B to C we don't really enforce It either way or the other because it'll just create a lot of sales resistance and the person won't show up if it's B2B you should definitely get the business partner on the phone um somebody's saying I found out about you

last night again I would just isolate okay great so barring that I'm uh you know Bandit from Mexico who's going to take your credit card put it in my bank account and then you know go off to Cancun and go off completely and completely off the grid and you're going to be screwed barring that are you 100 in like in everything I say make sense to you do you feel like it's what you need to get to blame gotcha so you're just worried like we're a scammer or like what's going on especially I mean you

know this is one of those things though where like man like if you have a really good call and it's face to face on Zoom the chances of Somebody saying that to me at the end of the call is like not gonna happen but yeah I'm gonna isolated and then what I would do is actually again I just okay I'm gonna put my money away in my mouth is come in and you know go through this blank blank blank and in the next 24 hours if you're like oh my God this guy's a scammer and

he didn't fulfill on anything that he said I'll just read yeah Rebecca asks I'm Working on a new offer doesn't have a ton of case studies they're being prepped now but I do get a lot of do you have any clients I can speak to so when I was first selling my offer way back in the day for same for Cole is we just leveraged and what you can do is just Leverage The True Result of the business owner of ourselves and then just be very transparent about it and be yeah we are newer but

the benefit of that is you're going to get way more attention from the Actual business owner himself than you will anywhere else whereas if you go join X program or the business owner's been doing this for four years and have thousands of clients what do you think the likelihood of you getting any of the business owners time is well it's none whereas because this is a newer program with a coach that has X Y and Z result you're going to get way more of his attention than you ever will anywhere else so you just want

to reframe it as An advantageous thing because they get more attention from the business owner themselves because it's a newer more exclusive program yeah also uh generally with the the no case studies thing that is always like it's so true like that's always because you fear that you manifest it yeah 80 of that that issue is that ask anybody almost every sales trainer agrees with them uh this is Chuck hey Chuck strategies for getting people into Financing I mean I mean I I think this is a pretty tactical question so it's like fun my contract

coach financing I'm looking at those companies yeah our reason for the 1K deposit goal is fast action bonus yeah I mean look like okay well then you're you're you're not going to be able to do it I I suppose uh if if it's like they won't test drive the program for 1K and granted we're not like yeah come in And like pay 1K and then 30 days later pay something if you want to it's like usually coming for 1K in three days we're gonna get you up to a two minute yeah right I would just

I would just pitch this to your business owner and just and and don't be like hey I think we should just let him in for 1K like build a case like when you explain it in a way that makes sense there to get more sales than they would have otherwise I can tell you for sure Um I feel more comfortable just getting into positive tomorrow what's what's the because for this one that goes back to what Ryan said about you you got to give him the because up front yeah right uh if a real estate

agent says I want to do it but I want to start next month when I close four homes I have pending how would you handle this it's the same it's the same role play called It earlier yeah so I would buy them time but again I don't really know what that means I'm gonna say gotcha so you're 100 like aside from that you're 100 okay so if we were talking at X Y and Z date next month and you felt the same exact way you feel right now read 100 moving forward gotcha can I ask

you a question about that just to clarify and are you saying that you want to do this after you have those four homes closed because you'll have more bandwidth or Are you saying you want to do this after you have those four homes closed because you can't afford it right now and you need the money and the commissions from those homes to be able to do this it's just different right it was a bandwidth thing you buy in time if it's like oh well I'm actually like really financially strapped right now so I need the

commissions gotcha okay so money is something else yes Financial objection now money aside okay are you up money Aside you're 100 in gotcha and then you do the finances to where you go through the whole thing cash on hand credit okay look I don't think the best thing for you is to just wait a month and do nothing I also don't think the best thing for you is empty out of your bank account to zero so what I'd be willing to do for you is blank right well that made sense I kind of I kind

of rolled through that what's the number one objection that Stops the show is there one not not for colon either isn't it there's no there's nothing stops the show man uh I don't understand how people are dying to get the results of the program we'll do anything everywhere to find the money it's only 5K we have an Roi guarantee however these people they're so damn sensitive I got this one okay yeah I'm I'm gonna guess by the way you typed it's dude I apologize I shouldn't I shouldn't specify but I'm gonna guess That you're the

when you say they're so damn sensitive you're pushing people way too hard and probably being a jerk at the end of the call and then they just don't want to get back on the phone with you so it probably has nothing to do with program it probably has to do with the fact that you think all your prospects are like soft overly sensitive people and you're being too rude and being a bully and so they don't want to ever talk to you again whereas if you Just said yeah these people are really fearful and they

have a lot of fear and you reframed your perspective on the prospects and you were more supportive to them they probably want to come back and buy from you yeah real fast we're we're getting get to the end of your questions here give me a hand raise because the chat hates me and it's broken give me a hand raise if this was helpful so far Come on I need some more I need some more hand raises we need to pump these numbers up here a little bit pump them up Patrick says uh when selling SEO

how to say your services apart from the competition so the big thing here is like it's in your pitch is the main thing remember your pitch is the simultaneous explanation of why everything they tried in the past has failed and why this is going to be different so what you want to do is use Solution-based questions they're in my training solution-based questions to understand what they tried in the past what happened why they think they didn't work Etc okay then you take all that ammo and you use it in your pitch so a typical pitch

could be like hey see how earlier you told me when you're using that SEO company that something something happened and ultimately you got this result yeah see based on the Question I asked you earlier the problem with what they were doing was blank and because of that you experienced consequence so instead what we do which makes a huge difference with our clients is we do your proprietary method which allows you to benefit and ultimately benefit of that benefit does it make sense so let me let me just give you a random example So you know

how earlier you were telling me like you tried Drop Shipping and you feel like you're you know juggling nine things at once while trying to work full time and be a single mom well we see that all the time and the problem is is that when people try to do that they just the main thing they want is what two five 10K a month online the problem is is that they're having this sort of whole new business they're having to do Tech build funnels run ads Find products and basically run a whole entire business with

distribution starting from zero with no experience you're trying to build 100 Schools and ultimately what happens is they get flustered life gets in the way and nothing happens so instead with remote closing the reason it works so well and the reason it was the easiest way for me to get started is instead of all of that I had to focus on one skill And by focusing on one thing right as you can probably tell it was tremendously much easier and I was able to double down into one thing at work which the only you know

um that was all I needed to be able to get to my first 10K hope that makes sense so like again like you kind of want to do this compare and contrasting I always like you know everybody out there is making this mistake here's the problem with that And ultimately the consequence they experience as a byproduct of that problem so instead what we do is this which allows you to experience benefit and ultimately the benefit that benefit okay you see us versus that frame cost anchoring there's a lot of good benefit linking a lot of

good stuff in there hopefully that helped uh Patrick I I got the next couple cued uh how do you handle a candidate flooding the center With questions of the program when they're not financially approved yet so number one we don't actually financially approve candidates we just use context based off of their situation now anytime you try and like financially approve people on a triage call you will always get sales resistance which is what your Setters are experiencing is sales resistance um just as a sales call congrats tried the line about in your gut do you

feel Like you're gonna do it after she gave me the think about it objection isolated it wasn't certainly by the time of the program she said yeah I want to do it I just got to figure out my cash flow so I set it for follow-up and build value in the program uh yeah so when she says um I want to do it it's just got to figure out my cash flow go back and re-watch what Cole did with me on that role play where he said got it it's just About cash flow he broke

down finances put a plan in place closed me down so go watch that part back because you were so close nicely done congrats you're like one step away from getting the clothes every time in that situation that's that's coach billionaire man coach Monier uh if you go for cash on hand and they aren't open with you up to two or three times how would you handle that yeah it's eligible so right if I'm like so what I always do is I ask what's Net cash flow in 30 days I mean I don't really care about

that that much but I just ask them a question to get them going then I say gotcha what's your cash on hand right now and they're like and they're like ah 500. I'm like look I'm not asking what you could spend right this second I'm asking what you actually have access to so like what's your actual cash on hand that you have access to right now And they're like I'm not comfortable sharing that and be like okay well earlier you just told me you were 100 and finances aside I'm trying to find a way to

make it creatively work for you but I need to know like what you can actually do so I can create a custom plan and now you don't want to like so what's what's really going on but remember that's it's very unlikely to happen because we double tied down then we got Permission there's all of this reason why we're asking the questions we're asking all on their own own benefit there's preeminence frame so it's very unlikely that it happens at that point but unless you unless you have issues right if you're like well once you're catching

I mean you know you're weird about it they're gonna be worried about it but I'm not weird about it B2B I want to move forward I'm going to Contrary XYZ it is in for another two months then we can switch to your service interesting um and I think we'll know a little bit more do you have anything for that Brian yeah I mean there's it's kind of two things if there's like actual legal like non-compete issues I mean there's nothing you can do about that if it's to me what that sounds like is like yeah

it sounds good let us finish up with these other guys and then we'll come back to You then it's time down well like well what do you not like they're signing up with you because they're not getting what they want from these other guys why is that are you gonna really wait two months and delay the process that much farther for no reason so if it's just that they're delaying you just need to isolate the fact that delaying has an opportunity cost and if it's the right solution then it's the right solution today not in

two months if it's a Contractual thing nothing you can do but if they're just delaying for the sake of delaying you just need to tie down that that's stupid yeah I also think it depends like if it's like a software thing where you can't change I mean that that could be a whole thing right if it's a if it's an agency service like again like I don't know like maybe you could convince them like look dude it's more profitable for you to pay us pay off Yeah you're gonna have to pay off the rest of

that contract but your ads are so bad right now it's gonna be more profitable to just give to us so all right last question B2B I really like your method but your price is quite a lot higher than all those we interviewed so we need to discuss with the partners and get back to you totally get that here's the deal your partners weren't on the call so they're not going to have all the information and it's Going to be a lot for you to go and explain everything to them that we just talked about for

the last 45 minutes let's do this I don't want to take up a full hour of their time but let's schedule a 30 minute with all three of us where I can recap everything that we went over and reshow them exactly what it's going to look like to work with us and then all four of us can make a decision together on that call okay we got to the Q a so look I gotta I'm gonna give you guys a you know I gotta make a confession I had a lot of training planned out and

we're gonna go through it very structured then when I was going to get to where the uncertainty base I was gonna do the chat box oh it just took us like an hour to get through the checkbox I think even more of them we've been on for like two hours so in in answering all of your objections I Actually covered a lot of what we were going to cover we covered Finance objection we covered a ton of uncertainty based objections we covered Pace the first objection we covered um what was the other one I just

saw uh we did cover some spouse a business partner and we covered up a variety of different closes we covered um the giving you a month close the 24 hour refund Clause the uh payment plan Closed all of that stuff the only thing I have written down that we actually didn't cover yeah at least we did a little bit but not in full detail is spouse partner so as a grand finale if I get all of you guys raising your hand we will cover spouse injection but I want to see I want to see some

hand ranges I'm very needy I feed off the energy I'm very needy so I need a little bit of Like inspiration here I need you guys to egg me up all right we got 62 60 that's decent all right so let me let me do my little basic one and then you can top it off like you got the cherry on the top because yours is really good too so okay let's say dude I really want to do this I just got to talk to my spouse no problem talking with your spouse aside how do

you feel do you feel like this is what You need to get your real estate business with twenty thousand dollars a client dude absolutely gotcha so if you talk with your spouse like let's suppose for a moment you chat out with your spouse and they said Johnny whatever you think is best for this family you 100 people work for okay if you'd already had that conversation you're back talking with me right now What do you think will be the next step from there we'll be moving forward gods are perfect so really we just have to

have that conversation now just for clarity's sake is this a conversation to where you're asking for a permission or are you just already decided you're going to do this and you just have to let her know I'm using you know I'm talking to a man it's a female here so that's the context but Is it permission or is it you've already decided he's gonna let them know right very basic but we that's key because if it's a let them know we can usually close if it's a permission we've got a little bit more work to

do so let's just say it's permission I'm gonna say gotcha and I'm going to go into discovery okay what do you think she's gonna think about this what do you think she'll say when she Hears the investment right so that's a good one you always want to throw that one in there is she supportive of you trying to fix insert the problem and she's supportive of you trying to you know get your health back in line and lose weight are you guys on the same page is this a problem is she involved in the business

okay what does she do does she know about us does she know You're on this call what would you think I should do here on this call okay when do you think you're gonna be able to talk so you gotta go into all these questions and then after you kind of flush out the information here's what I typically do okay I'm like hey totally appreciate you being honest with me about that can I give you a little bit of coaching right and then this is well before this I would say uh like so kind of

walk me through your plan in terms of how you're going to present this as a spouse um okay appreciate you being honest with me about that gonna give you a little bit of coaching there's really two ways you can go about this number one you can say hey I'm at the school board and guy on the internet uh never met him before but you know he has this thing it's 9800 it teaches you how to be a closer and uh Um I you know I really think we should do it I think I think I

could you know make some money it's online you know I'm brand new uh what do you you could do that or you could say look babe in the past you know I've been working really hard I haven't been you know not only fulfilled in my work but I haven't been bringing home the money for myself and for our family to do what us to do what um the things that we want to do And then on top of that I haven't been in a place where I feel like I have freedom and I feel like

I have control for us to do what we want when we want what we want and not only have I found somebody to help us but I found something that I want to commit to and that I want to pursue is an entirely new career and I've decided I'm going to do this but before I actually made it the decision official I wanted to ask you For support now which way do you think is better spouse way one or way two obviously way too right and so then I would cap it off by saying you're

right way too because if you're not certain about this she's not going to be certain nor should she be so the real question is who are you going to decide to be in that moment are you gonna decide to be Person number one or person number two I'm gonna decide to be person number two are you sure and is there anything I can do to support you in the conversation do you want me to talk to her okay that's kind of the basic right um a few things though is if it's if if it's possible

you can get the deposit let them in trial get get them in motion that's always good and then you just need to uh Mitigate the risk if she's super pissed and she wants you to refund we can refund so that's kind of the basic but Brian you go over yours I like I like yours better than mine but I didn't know about it until like two weeks ago I got a little treat dude I got the video locked and loaded ready to go oh is that is that cool yeah let's hear it all right everybody

for context this is at our last I can't share with sound uh if I can't show a Sound it'll be too quiet never mind no video it's okay so basically I'll give you all the quick version this works really really well for b2c uh last for B2B but really really well for b2c so basically this is how it goes cool cool totally get it is are you okay if I share some thoughts with you yeah okay so man all right I gotta get in flow with this it's Gotta it's got to be perfect my brain's

on like nothing too I'm stuttering this whole entire Time um Okay cool so cool how many times in the last couple years have you told your wife that you were going to finally like take an opportunity and make money online and then it didn't end up happening a lot how many times have you told your spouse on Sunday that on Monday you were gonna start a diet and on Friday you were completely off the diet a lot the reason I say this is there's been so many times in the past Where you said that you

were going to do something and then you didn't end up doing it which is a sign of lack of commitment and this is just gonna come across as another one of those things to your spouse so here's what I want to do and here's how I want to help you win we're gonna put a thousand dollar soft refundable trial deposit down here's what this means you're gonna be able to go back to your spouse and say hey look I really value you being involved in This decision and I know that I've messed up with decisions

like this a lot in the past so here's what we're gonna do I put a thousand dollars down that's fully refundable it's a soft commitment emphasize soft commitment so that you can come see what I purchased and be on my onboarding call and I can show you everything we can talk about it together and then if you and I are on the same page about this and we decide not to do it I already got permission for that Thousand dollars to be refunded and we can move on from it no questions asked but this way

we can make an informed decision together and I can show you how committed I am to making this finally the thing that works for us well uh raise your guy's hand if you guys like that from Brian and also as you're raising your hand I got a quick favor to ask if you got value out of this at all do me a favor and donate at least an Additional dollar to the Malu Foundation to support victims of self uh sex trafficking I'm gonna put the link in the chat again it's it's going to be the

thing to register for this event right but just do it I want to match whatever we donate personally out of my pocket okay so what whatever we we come up with unmatched if it's 20 grand I'm matching 20 grand right you have no word So do me a favor don't need a dollar extra 50 bucks whatever um it's a really really good cause and I hope you guys got some value out of this we like to do this once every you know couple of months for fun yeah you can Spam The Q a box now

and let us know if this was valuable yeah you can expand the Q a let us know your thoughts your takeaway not you know thoughts takeaways whatever give us some feedback let us Know how it was thanks for watching this video guys for more content you can check out one of these videos on the screen to continue leveling up your skill set in sales business life and everything so yeah