sell the belief and you'll never need to sell your offer why do you need prospects to have the right belief before jumping on a call with you yesterday I was in a a group call and one of the members of the incubator brought up the fact that she's been her main bottom neck is the fact that she hasn't been closing deals right now she's targeting local businesses landscapers to be exact her cost per lead her cost per book call as low as it can get right and I had two options I had the option of
you know choosing path one which could have been to try to solve our problem which would have been let's do more sales call reviews let's try to do more sales coaching objection handling follow up let's just increase more of that or improve but recently I've tried to stop focusing on paths that only deliver incremental gains increase and Improvement in the outputs of the system right so for me I'm not going to create this training around oh let's get you doing more sales call here's how you should objection handle I'm going to let the team solve
that right what I want to focus with this training is creating a solution that is 10x bigger that has infinitely more leverage than becoming better at one toone selling right in business you guys have to understand that if you want to solve a problem if you want to achieve growth the path that you choose is going to dictate the outcome more than how hard you work at the thing right the best closers they're going to maybe make 50k a month and that's if they're the best of the best right but the best business Builders can
make $50,000 a second and the reason to that is because instead of focusing on path that produces incremental improvements we think more so in like let's get 10x the output and when you ask yourself what is the path that gets me 10x the results you actually end up deleting a lot of the paths because not many solutions can get you a 10x output this in the current issue which is not being able to close is the one solution that delivers 10x results right and what is it well let's get prospects having the right belief before
they ever need to jump on a sales call with you because if someone has a problem right and it's really painful and they're offered a solution do they really need to also be sold on the solution not really right the people who spend the most amount of money don't need to be sold they want to spend the money so why is it that in this case in a niche where their biggest botnick is the fact that they don't have predictability in getting jobs and getting leads attention and you know appointments and jobs how is it
that they're jumping on a call with Jana and she's showing them A system that can help them get more control right to be able to get jobs whenever they want and there still not wanting to buy it doesn't make sense right so what I ended up realizing is that the problem could be the sales skills and that needs to be improved for sure but I think bigger problem is the fact that these landscapers don't actually aren't aware of the problem in the first place and even worst not only are they not aware of the problem
or that it is a problem to rely solely on referrals but they most likely don't have a desired State let me repeat this they don't actually have a gap to Bridge and do you know how crazy it is to try to to sell someone a system a growth solution a growth infrastructure a product a service that Bridges a gap that is non-existent it's like trying to sell hey this program is going to get you to a million dollars a year to someone doesn't want money to a communist you could spend all day long trying to
be the best closers but you're never going to be able to get them to buy the thing because like they don't have a gap to be bridged so you're wasting your time focusing on optimizing sales instead of learning to master the art of creating gaps within people's mind how would you become a creating this Gap within prospect's Minds well in my opinion it is the most important skill that anyone can acquire is this idea of creating desire in a prospect's mind before they ever need to jump on a sales call right so I think I
would probably need to do this a little bit more frequently and do this in many niches so this training today is not going to be super long I'm going to try to really apply it for this current situation on how I would focus on creating the gap for lenss scapers right it's going to apply for any business that relies heavily on referrals so if you're in a local Niche and that also depend on referrals then you can use this to essentially pre-sell and create the belief before prospects jump on a sales call right so let's
get straight into it now here's how we solve it and this is the kind of like thought exercise that I go through every time I'm about to launch an offer first one is I want to audit the nich's main bottom it has to be an obstacle that the prospect in this Niche is aware of right it cannot be something that only I am aware of or that you are aware of right it has to be something that a problem that all of them know right you cannot start a solution a business on something that is
unknown the only way that that works is if you raise capital and you go and build technology businesses and you build something and you pull the market to you but right now since we're starting solution service based businesses we're starting from a pain right and in this case the lens Capers uh that she's been jumping on a call with they're all aware that the problem is lack of predictability of jobs right they don't have consistency they literally they're like waking up every day being like Oh like when am I going to get a job like
that type of issue right now what's creating the problem well the problem is the fact that they're relying solely on referrals so relying on referrals create this lack of predictability okay so what is the pain what is the outcome what is the call okay it's important most people are like hey stop relying on referrals but yeah Okay cool so what like that doesn't mean anything you have to talk to the outcome of that issue or the outcome of that thing referal are not bad not having predictability is really bad but having referrals is actually a
great sign for a business so you can actually go to a market and say oh stop relying on referrals and sell them on stop relying on referrals no the only way they would stop relying on referrals is If it creates a bad outcome in this case it is cu they don't have consistency right they can't they don't have control whatsoever right so once we've done that what you want to do is you actually want to come here and put it on this side here which is their current situation so lack of predictability because lack of
predictability in getting jobs because of referrals now what is the consequence or how do they feel well lack of control right fear of the unknown lack of control makes you be afraid because you're like how am I going to put food on the table right and then the other one is like inconsistent income it's really bad you need to communicate this state back to them you need to wake them up hey what are you doing relying on referrals all your life are you crazy you have no control you wake up fearing every day on how
you're going to put food on the table and your income is inconsistent some months you might make 10K a month sometimes you might even make 20K a month w 30k a month and then the other month you're making 5K a month this is really bad right and if you want you can still go on and on about the consequences of this here because the consequences of this by the way guys is even worse because imagine being someone who has a family and you have no way to have security right lack of control inconsistent outcome means
there's no security whatsoever right and as we all know if you have no security in your income well forget about having a great relationships at home forget about that cuz that's gone out the window right the number one reason of most people who get divorced is financial right so I want you guys to start realizing that the reason why we have to actually care about these growth companies that we're building is that if we do not help these humans get better at making money they can't live life there is no living whatsoever right and this
is the stuff that you guys need to remind your prospects and don't spend time saying oh this is a legion system who cares nobody cares about that right you need to First Call out their current situation and this is how you do it okay once you're done then you want to go into design the solution right and the solution this you can do before you actually this would probably have already been done like Jana did it in this case now Jana since you're going to be watching this video this is how I would normally change
things up here you talk about leet appointments and labor optimization but knowing that and now I don't have much context on this but for me I would keep labor optimization as an upsell or like a retention mechanism like you can sell it down the line right but what you want to focus on is in my opinion we need to get these guys to understand that like you need at least 100 plus people to learn about you daily okay can we have a system that generates you like a 100 to a thousand people to learn about
you every day okay and then from that level of attention is can we get you 10 people interested 10 leads a day right preferably 10 qualified leads a day can we give you that system okay and then the last part is once you have enough attention once you have people's information that raise their hand and that want your solution is can we generate one to two appointments a day and give you one new client every two days right how could this change your life right so the system needs to solve this attention lead flow and
and conversion right the next step is we want to have some proof for each pillar so as an example here I see that you have these reals as an example like 3,000 this would be proof for what for the attention so the attention would be content plus ads this would be the main kind of like mechanisms for the attention piece Legion system could be a funnel plus maybe some like a community this is just an example by the way so you don't have to focus too much on this so here you would have the proof
which is the reals and the ads then here you would have the like a funnel like an actual image if you guys ever look at how I built mine for every single piece of mechanism I like to have a picture by the way look at how I did it I do the same thing for our own offers I create the Gap first okay but let me show you what I mean by this so I like to have proof for everything so if I'm saying lead flow I want to show a little image around lead flow
if I'm going to Showcase proof on appointments I going to Showcase some example of appointments right and appointments and Deals flow whatever right so I like to have an image something visual because when you can showcase the visual for each mechanism they tend to believe it and trust it more now the for the conversion part you can have these appointments this here these screenshots and have them here right so this would be like AI Setter maybe like an actual like follow-up system and then like um sales Playbook right CU you're probably not going to close
for them you're not going to close the jobs for them but it would be good if you searched for the right playbooks to get them to have a high conversion rate okay now that we know what we're going to sell them or the solution that we've built then we actually want to go into finding and presenting the belief right so once you understand the bottom neck and found the solution that will help your Market achieve their desired outcome we now need to find the belief that they need to have in order to feel like they
can't move forward or achieve their goals without it this part is called making your solution indispensable by creating the right belief here is how I went about finding and communicating the right belief for this lenss scaping Niche right this can be used for any Niche that relies on referrals like I said so first creating a gap between the 1% and landscapers and 99% landscapers so the way that I want to do this is I want to say that hey this is where 99% of landscaping businesses live right they're making 500k a year or less and
there is that 1% and this by the way you can can just be proven by data you can ask Chad GPT Landscaping businesses some of them you know doing a million dollar I'm sure there's Landscaping businesses doing over $10 million you have to remember is that this alone is not enough to get a business to eight figures but it might be enough to get it to a million dollars a year okay now just like we described their current situation it is also important to describe what the 1% is feeling now before you describe the system
you have to describe what the 1% feels like okay first of all is they do not rely on referrals as their main acquisition system never or Channel maybe I don't know how if they even can understand what channel means might be Source right that is important and by not relying on it they get what they get full control on their business right they never fear because revenue is consistent month after month right they're excited about running the business right and they're not slaves to their business okay and then the last thing is you can talk
about profit margin they make infinitely more profits because the way that they structure their front end and their offers and whatever makes it so that like they have freedom they have consistency and they're living the life right now once you've explained this and kind of like clarified their current situation and their desired situation then you want to say do you want to know how they do it well it's really simple they have a system that generates them 100 to a thousand plus reach they like they are able to reach thousands of people daily without having
to do anything and they do it how content and ads once they have that level of traffic and that level of attention they have a legion system or a lead system that converts that attention into qualified engaged and interested prospects and once they have a system that turns that attention into qualified leads then they also have a sec third system that converts those leads into appointments on their calendar and all they have to do is take the appointment and say hey when is the job how what's the money how do they pay right and you
have to go back to explaining this if your desire situation is to stop being a Slave to your landscaping business and having to wake up living in fear having no control about your business one system can change everything for you and that system is X so you can have a name for it is this growth infrastructure that we Implement into companies and imagine having this one system that can take you from your current situation to being part of the 1% and you don't even have to do anything other than pay us to implement it in
your business who wouldn't want that who likes this nobody likes this everybody wants this and everybody who wants this if they have money they're going to inevitably buy this okay so we start by waking them up and then we remind them of what's possible we create a vision for them and then we show them how we bridge that Gap and then we go on to making the offer and making the CTA right so it would be something like this if you believe that sticking to doing things the old way relying on referrals will keep you
from being able to experience the freedom which comes from having a consistent flow of jobs and income and ready to finally experience what it feel like to be part of the top one % of your industry who earns most of the revenue by the way then please book a call with me using this link I'll briefly explain the process around implementing the system I'll give you the price and if it's something you feel ready to move ahead with we'll get started right away now our goal is to work with five Landscaping businesses per month therefore
we don't aim to be the cheapest haha check this out we're anchoring that we're not the cheapest I avoid making people feel like they're getting a deal by jumping on a sales call with you please please please stop that okay nobody wants to work with the cheapest person people want to work with the best right and if it's the best I don't mind spending a lot of money to get the best because at least the probability of achieving the outcome is high so it's important this script is important again you're framing you're framing you're anchoring
people okay cuz most people will say oh it's $1,000 to work with us and it's really cheap and then by the time they get on a call they've been anchored for 1,000 bucks but then you tell them oh it's $7,000 like what who's going to go from 1,000 to spending 7K no one right so anyway our goal is to work with five Landscaping businesses per month therefore we don't aim to be the cheapest so we can serve the most amount of clients we aim to offer the best service and that forces us to serve less
clients but give them the best chances at getting the results they pay for you've probably already been burned working with incompetent and cheap agencies who waste your time and money by only focusing on generating New Leads that never turn into high-paying jobs our mission is to bridge the whole Gap and solve your problems for good if that's what you want then please schedule your call okay anyone who schedules your call a call with you after watching this entire breakdown I mean if they don't buy you should own their home right cuz they're wasting your time
you literally just spent the time walking them through right here's your current situation here's your desire situation here's the thing that makes it inevitable for you not to be part of the top 1% right and then maybe below it you have some proof blah blah blah blah blah right and you're like hey if you believe in what I just covered and you want to bridge the gap book a call if you do not believe in what I've just covered do not book a call okay that's literally we're trying to make it clear it's not oh
book a call so that we can and learn about your business no no no no here is what we specialize in here's the Gap that we specialize in bridging if you want to bridge it and you're tired of being here and you want to be here and you want this system implemented into your business book a call by the way we limit how many people we work with every month because we don't care about volume we care about inevitably Bridging the Gap for you right so it's not cheap because we work with less people anchor
that your guys are premium okay also anchor the fact that they've already been burned so that when they jump on a call they're not like oh I've already been burned yeah said that I said that in the video I already knew that you're going to tell me that so I already called it out for you right so don't bring me your past trauma let's start a new let's do this the right way right and I showed you that we're going to do a b c Bridge the whole Gap here's 5 Grand 10 grand it cost
for us to work together do you have the money or not and never ever be sold on the idea that these guys do not have money that's how many landscapers take the bus to go to work I don't think so how much money do you think their cars cost do they not pay rent how much do their home cost right have they not gone for on vacation some people truly might have never gone on vacation but an iPhone cost 1,000 bucks right I paid $2,000 for this new iPhone what is it going to do for
me nothing I can still text on the old phone but I swear you want to create a desire for your service if you solve that you're good to go okay let me know if this training makes sense guys but I want you guys that if you guys are struggling to sell do this exercise please and stop focusing so much on like hey you need this Legion system you need this no no no no no that's that's irrelevant that's Commodities nobody cares about that he or she who clearly creates a gap in the prospect's minds the
best wins wins everything okay love youall bye-bye
