Sales Roleplay - Real Estate Agent Attraction Offer With $1M/mo Trainer [LIVE]

So we're going to jump into a role play with Justin and Nicole and Justin is going to be the closer for a real estate agent attraction offer and Nicole is going to play the prospect here and we're going to break down the subtle nuances of the discovery part of a sales call and show you the things that you need to be doing so that you can close more sales so without any further Ado Justin kick us off with your opening Question perfect so Nicole in your opinion what do you feel is the the biggest challenge

you have when it comes to attracting agents right now um biggest challenge honestly is just finding like more experienced um agents you know I I can find a lot of agents that are maybe new or not that great but I'm really wanting to ract more experienced um higher quality agents okay when you say experience Agents what exactly does that mean all right pause okay so one of the things that you want to do is when you first hear the problem because the front part of the call is about getting clear that there is a problem

to solve but also getting the prospect to admit admit that they have a problem to be solved in other words say hey my hands up I'm [ __ ] I have a problem to solve the more that you can keep drilling that onto the prospect in the front end the Less that you'll have to do getting the prospect into ownership getting the prospect into responsibility on the back end and so a very simple and very quick shift that you can do is when the prospect States their problem you tell it back to them so that

they have to state it again so it would go something like this okay so you're finding agents but you're finding the wrong agents that don't have experience is that correct and then now she's like oh yeah [ __ ] I Do have that problem and so you've asked them a question to tell you they have a problem they've told you they have a problem but then you're like tell me again tell me again that you have a problem and so you're just it's like that Death By A Thousand Cuts you're just Bringing Down the the

wall of I don't really have a problem does that make sense that makes a lot of sense so do it again right from the opening question and the reason that I'm going To get you to do it from the opening question again is because it's a Cadence you want to get into that Cadence of I asked you something you respond I clarify not just so I'm clarifying although that's important to make sure you didn't miss anything but also so that you state it again whatever the answer is that you just told me and when you

get into that Cadence it creates that Cadence for the rest of the cool plus like a lot of selling especially Without a script it's not what do I say and when do I say it and how do I say it it's how does it feel to have this type of conversation versus how does it feel to have a scripted conversation when you practice more okay how does it feel that I ask a question the prospect responds and then I state it back to them you start to feel a very different dynamic between you and the

prospect is that clear yep okay all right do it again rewind 20 seconds perfect so Nicole in Your opinion what would you say is the biggest challenge you face when it comes to attracting agents right now um biggest challenge I I mean I don't really have a problem attracting agents I'm just well my problem is attracting agents that are higher quality or or more experienced I I have no problem finding like the newer agents um the Freshies you know and I have to train them up but yeah it's really just getting the people in that

Have been doing this for a bit and have some experience under their boat okay so you're saying the problem is finding the more experienced agents that are able to actually produce deals instead of being fresh and they're brand new agents yeah exactly okay why do you think you're not able to attract okay one more time there is a slight difference between saying you are doing blank versus saying so you are not Getting blank it's a slight shift so you're saying okay so you are attracting you know a agents but they don't have experience sounds and

feels very different to so you're attracting agents but you're not getting agents with experience because it's the emphasis on you're not having this and remember with selling as Nicole did as a great Prospect she was like well I don't have a problem with this and and they kind of like try and deflect you about telling You all the things they don't have problems with but I kind of have a bit of a problem with this part of your job as a salesperson is to maneuver the prospect's Mind away from the denial the rationalizing the I

don't have any problems with all of this you're kind of ignoring that and you're saying but you have a massive problem with this is that correct yes and you're you're kind of like using your control of the conversation to turn down the noise of That part of them that's like oh it's not that bad I don't really have that much of a problem does does that make sense just just in like the slight difference yes it does I'm still wrapping my head around this is like a great Nuance so which one did I do so

your your emphasis like okay so you are having this you know but you're not really getting people with this level of experience whereas I want you to emphasize so you're not getting people With experience as in you're not getting this you have a problem you are not in this position in other words you're reminding them that you're not where you want to be that make sense yep makes perfect sense right one more time perfect I'm so glad I signed up for this this this is [ __ ] awesome um so Nicole in your opinion what

would you say is the biggest challenge you're facing right now when It comes to attracting agents biggest challenge um when attracting agents well I can attract agents but um they're just the brand new guys and gals like I I'm having a harder time attracting the higher quality agents agents with more experience under their belt um that sort of thing okay so the challenge is you're you're getting brand new agents but you're not getting the experience agents that are Producing correct okay how did that feel did that can you feel the difference that she's like she's

on record now she's like yeah I'm not I'm I'm not getting what I want and it's like you're you're you're forcing them to get up there on the stand and be like yeah I'm not I'm not getting what I want Can Can You Feel the difference Justin like the the level of in I feel it go like this I I feel like the status go like this because she's like yeah I have A problem now you know like and then I I feel exactly the status is being shifted because of your selective hearing as the

closer you're like yeah I don't give a [ __ ] about all the stuff you're telling me you don't have a problem with I'm going to get you on record saying hey I do have a major problem in this regard and it's like it's like dilution it's like if there's seven things that we're talking about and six of them are not a problem and we just then brush over the Seventh thing that is a problem it's 17th of the attention or the focus on the actual problem what I want to get the prospect to do

is go I'm not even going to talk to you about these six other things we're talking about your problem tell me that we're talking about this one thing we're not on a sales call to talk about all the things that are fine we're on a sales call to talk about the one major thing that all your focus all your attention needs to be on right Now that is a problem does that make sense so yeah you you nailed it the status goes up straight away cu the prospect's like ah I can't really play my rationalizing

games anymore can't really try and deny that I'm in a [ __ ] situation and all of those reframes of the status the frame starts to nip away at the idea that the prospect gives you a [ __ ] objection 40 minutes later because you're already setting the Precedence hey don't [ __ ] With me we're not talking about everything that's fine don't tell me you need to ask your dog or you need to pray on it or you know you have some ritual before you make a decision or you need to ask your wife

you're setting the Precedence from the first two seconds of the call I'm an expert we're talking about a problem you're going to admit to me you have a problem and then we're going to talk about the need and necessity that you solve that problem All of that trickles down later on in the call that they don't want to give you objections because they know you won't take it does that make sense yep makes a lot of sense keep okay so you're getting agents but you're not getting the experience agents that are producing correct okay what

exactly are you doing right now to to get agents no SP specify it first so what do you need to specify to make to really dig the [ __ ] knife in I was thinking if I Should get into it now but I was thinking why do you feel like you're not getting not not why what what is the problem that she's not getting experienced agents okay do you know how many experienced agents she has no you know how many she got yesterday no you know how many she got this week no how many she

got this month nope how does it make the prospect feel if you make them tell you those things and you make them tell themselves those things Force the prospect to stand on the scales I know we're not selling a fitness offer right now but imagine I'm overweight oh okay why do you think you're overweight no no no get on the scales how fat are you how heavy are you weigh yourself and that's where you're exposing them to the the harsh reality of [ __ ] I'm in a really bad situation every time we kind of

like jump over things you're relieving the prospect of the pain of their situation And the severity of their situation and it's in the pain and the severity that the inherent consequences start being felt you don't have to do a consequence question later they feel the consequences cuz the consequences are obvious I don't have any experienced agents I haven't attracted a single experienced agent in the last 9 months oh [ __ ] and so if you don't have experienced agents what type of Agents do you have well they're all [ __ ] Beginners how are you

specifying beginner versus experienced well they're [ __ ] up all the deals they're not closing anything right you see I'm just going to make you bleed out and tell me everything does that make sense yep that makes sense that makes makes sense okay so you're not getting experience agents last month Nicole December how many experience agents did you get none right do you feel that Justin do you feel the frame controls she she [ __ ] Like none yeah it's kind of like awkward it's like oh right what about November none okay and uh October

I did bring on two in October okay just to get a further look last 12 months how many experience agents did you bring on four and then what I would do is I would add in the same thing that we did with the opening question when you've now gone back the two months and She said zero and zero I'd say so you haven't attracted any experienced agents for the last two months you you make them say it again no I haven't so it's how many did you attract last month zero how many the months before

zero what about the month before two okay so you haven't attracted any experienced agents for the last two months no you're like it's like double tying them down to everything they're saying and just making them feel how bad it is does that Make sense that makes sense I have a question then at what point does the connection get made that it's a problem that they don't have experience agents that's what my mind is thinking when you ask them when you ask them later okay and so the F the first thing I want to know is

in a minute is how do you define experienced well an experienced agent to me is one that produces $100,000 a week in downline okay how much are your current agents Producing 5,000 so you not having experienced a you not being able to attract experienced agents is costing you $95,000 a week by instead of attracting experienced agents having dog [ __ ] agents that don't produce more than 5K is that correct yes how many people on how many spots on your team or how how many downline spots do you want to have or do you have

10 okay so 95,000 time 10 okay so that's $950,000 a week that it's Costing you because you can't attract experienced agents you see what I'm doing I'm just going to play the numbers out until they're like now they see why that's so important but I asked them to tell me because she the prospect Nicole has said experienced agents are important to me I want to attract them well what do you mean by experienced well experience to me means someone that can do blank blank blank okay so if you're not attracting experienced agents What type of

agents are you attract him well they're not able to do blank blank blank let's put a number on that that make sense yeah that makes sense okay so Nicole the last two months you haven't attracted any experience agents at all right okay the two other agents in the last 12 months that you said you brought in when did you bring those two in um one was in March and the other was in June okay how exactly do you define an Experienced agent um an experienced agent would be you know somebody producing I forget what I

don't know what the actual number would be but um 50,000 and downline just just give Nicole a realistic number so it makesense for you um just say real estate agent realistically would be doing 5 million in F volume a year so what that means is they would sell real Estate worth 5 million and then that they would get like a 3% Commission on that 5 million and then a portion of that would go to you since you're the team leader as team splits okay so I'm saying that um you know an experienced agent in in

my opinion would be five million of you know Revenue a year okay so five million in volume per year how many agents do you currently have on your team right now um I Have 12 agents okay and on your team of 12 how many of them are experienced just those four so be to to make the pain more realistic now we're going to swap out the word experienced for the definition of experience so we would say so of those 12 people how many experienced agents producing 5 million of volume a year do you have right

now because now we're quantifying she's like oh zero I don't Have anyone that's producing 5 million right so we're as we get the detail the devil's in the detail we fill in all of the detail because it makes it feel more realistic okay got it okay so Nicole out of the 12 agents that you have on your team how many of them are actually doing five million in volume a year right now well the four that I have that are experienced um only two of them are actually on Pace to hit that so 10 agents

on your team Are not producing and they're not hitting the 5 million that you want them to yeah okay are you putting any time at all no nope we're not finished with data Gathering yet so I want you to Rapid Fire all of the missing pieces of data you have so if they're not producing 5 million how much are they producing is that the average is that per person um what are the she also said on Pace how do you mean on Pace well we've Never done it yet okay how many years have you been

in business how many years have you had agent attraction how many years have you had those experience you know she said May or June so I'd say okay so on pace so again doing what I did in the opening so on Pace but no proven track record yet that they are capable of maintaining that pace and hitting it no so now she's got to own up to the fact that on Pace doesn't I mean [ __ ] does that mean like you know On Pace you you you know you're still seven months away from hitting

that I also want to know how many additional spots she has on the downline if any so I know how big the before and after is going to be when I start quantifying all the numbers um I probably want to know how many years she's been doing this whole agent attraction thing and then just bupar the total number I would probably want to know okay so you've got 12 agents you know we've we've discussed That only two of them are on Pace to be experienced producing five million you've then got another 10 agents that are

you know doing blank blank blank um so total sales volume what are you at right now oh we're at blank okay then I want to know even though it's an industry average you want the prospect to tell you the 3% then you want her to tell you the percent that she's taking you want the prospect to tell you all of these Numbers even if you're like well I know the numbers doesn't matter getting her to or the prospect to tell you the numbers is about getting them to feel the pain of okay well I've got

blank number blank percent a percent of that oh [ __ ] so you're at this little percent of all of these little not producing you know uh whatever the word we're using experienced agents you want to Rapid Fire all of that information then we're going to get into Transitioning which is so what are you doing to attract agents that's clearly not working right but before that we gather all of this data and you can do it pretty quick as well got it because I was thinking Josh I was thinking like how much time a team

leader would have to spend with her team and then what stat costing her would that be like later on then after we get this because yeah late much later on you right right now we just need high level what is the Problem I'm not attracting experienced agents therefore I don't have experienced agents okay experienced agents relative to what team size that's your ideal situation where are you at right now total gross volume rough averages per individual how many spots have you got that you haven't been able to fill at all and then we'll transition into

a bunch of other stuff okay but what's what's important is that you can get through this in three four Minutes because it sounds like a lot of questions but you can do it really quick got it okay all right so Nicole you said that two agents are on Pace to to hit five million a year uh do you know for certain if you can actually ensure that they're going to get there by the end of the year um I mean nothing's guaranteed in life right but I'm confident that they will H have you had other

agents in the past Who were on your team that you've helped get to buy million at least a year in volume no okay so see how powerful great question you see how powerful that was how and I would ask it as a how many not have you because have you is yes or no when you ask yes or no questions not as powerful because it's not as open-ended so Nicole uh how many years have you been doing agent attraction or or or how many years have you ran your team I I think that's Probably okay

how many years have you run your team four years okay and during those four years precisely how many agents have you taken to a high level of experience that have produced five million in volume a year one uh per year or total total right you see what I'm doing Justin yeah making her dis Nico feel stupid yeah like oh I'm also not sure how to answer these questions so I'm just making no but you're doing a great job like a lot of The giving are like very realistic like okay good yeah and I'm already learning

a lot about the nuances of just like getting the numbers to I mean you say it all the time Josh but then I actually like am in the hot seat right now so I can actually see it with my offer specifically so it makes sense yeah keep going okay so Nicole you ran your team for four years and you only ever got one agent to do five million a year just for Your practice Justin I want you to ask the question that I asked just so you're getting the mus memory of asking Okay Okay cool

so Nicole you said you have two agents that are on pce to doing five million per year in in volume it in the past how many agents did you bring to five million a year in volume one how long have you ran your team for four years okay So sorry if you really wanted to [ __ ] her up I would then tie it in with okay so four years one agent that you got to an experience level of 5 million volume a year how many total agents have you worked with over the four years

give me a number Nicole 15 it would probably be more than that wouldn't it over four years Justin if it's a team see the thing with my offer is you could attract agents to a team and if it's a team it is a smaller Volume because it's more Hands-On it's like trading an actual sales team right if it's a downline it's less support and it's more like you're in the company it's more like a pyramid and I get residuals so the prospect that was playing 15 is technically a reasonable number she could say 20 she

could say 30 so if if she's got a team right now of 12 agents that are remaining on the team would she not have had more churn over four years of trying an agent not really That's true I I totally forgot that she said she had 12 agents yeah yeah okay got it so one divided by 30 okay so 3% of your leadership or or running a team has ever produc over four years has ever produced an experienced agent three 3% yeah okay so I would then I would just do I just leave it at

that or do do I just challenge her on her optimism on why those no because because we're not Challenging yet because a big conception in sales is that you need to challenge the prospect the data and the numbers challenge the prospect themselves they're facing the mirror of these pieces of data that I'm putting in front of them and they're it's like like they're looking at like you know like a a the word like a a legal file in front of them and they're like okay you know what what is your success rate of Getting agents

to this number 3% oh [ __ ] that looks bad how many experience agents have you attracted two oh that's pretty [ __ ] you know and you're just presenting all of these facts and they're just having to look at them one by one and be like oh [ __ ] that's [ __ ] that's [ __ ] that's also [ __ ] and so you don't have to challenge the prospect until way later if she isn't facing the music if she isn't facing the reality if you said something later on like okay so Have

you gotten to the point given that you know you're not attracting experienced agents you're only you're you're losing $950,000 a year in blank potential have you gotten to the point where you clearly need help with agent attraction she's like well no it's not really that bad then I'm going to have to challenge her but the data is doing the challenging for you and what's also good about that is have you ever heard the phrase don't shoot the messenger you Heard that phrase well it's a nice phrase but people shoot the messenger so by presenting data

she's not having a a conflict with you you're just producing the data whereas when you are the one that's challenging her it's like head-to-head it's like right I'm challenging the prospect this is you know I'm the messenger whereas if you're just like with your clipboard Gathering the numbers and you're like are these Numbers all correct and she's like yeah it's like it's it's it's detached from you so it's much easier for you to sell someone when you're the one like well I think you should do this or what about this or why haven't you done

this it's it's like you're personally attacking her so you may need to do that but you want to do it as a last resort at the at the latest Point necessary and why so many sales people get stuck challenging is because They're not gathering enough data that would have done the challenging for them so now they're trying to challenge the Prospect and they're like oh I'm getting into to you know objection handling or issues with the prospect my prospects aren't opening up my prospects are hanging up the call my prospects need to be followed up

with and put into a pipeline it's like yeah because you didn't gather the data and the data would have just done most of the selling For you okay yeah all right makes sense okay so in four years Nicole how many total agents did you work with or bring on to your team um um about 30 30 okay so out of 30 agents you only were able to really convert one agent so that's about a 3% chance of an agent joining your team based on the data you gave me that is able to become an agent

that does 5 million a year in volume yeah I guess when you look at it that way okay and When some someone says I guess if you look at it that way don't allow them how El should I look at it that's a bit confrontational so I would just ask them is is that fair is that accurate or do you disagree you're you're offering them the opportunity to disagree okay I see do you disagree with the assessment Nicole no I just hadn't really looked at it from that same perspective before keep keep digging so now

that you're looking at it is that accurate Cuz she's still not answering the question it's like is that fair well I've never looked at it that way that wasn't my question my question is is it accurate you need them to say yes that's correct I I'm so curious Josh because like it's it's when Nicole answered that I'm just like okay there's nothing else here I've hit bedrock and then and then I hear you ask that question and it's like you just found gold like you just dug a little bit more and you found gold I'm

like holy [ __ ] that's crazy and I remembered the one change that I was going to say before I wouldn't have used the word chance because Chance is like the hypothetical future that is or isn't or could be a chance a 3% chance we're talking about facts so your success rate has been 3% yes as opposed to so your chance moving forward is 3% cuz she could be like well no I've got better now and then now you've just dug yourself a hole Where she's like oh I'm better now I you want to take

the facts yeah I think because of same chance it left me being like well I don't know so I probably wouldn't have answered that if you didn't say chance to be honest exactly so you got to be careful with your words your words need to be as often as possible framing about the facts and that's why we spend so much time Gathering the data about the right now and the recent past as opposed To being one of the idiot sales people that's like let's talk about your hypothetical goals and your hypothetical Futures like it's hypothetical

you can argue it to you you can argue the sky might be pink in the future and how am I going to disagree with you I don't know the [ __ ] future I can't argue with that whereas I can say so for four years your success rate of your agent attraction was and and by the way I would also do this was 90 7% of the agents that you worked with never hit that number so I would flip it upside down so over 4 years 97% of all of the agents that you worked with

over a 4-year period never got to the experience level of making 5 million volume a year is that accurate and then now she's like [ __ ] I'm I'm a 97% failure that doesn't sound very good right so we're just we're just twisting the truth and we're twisting the information To present what matters most to the prospect to have a high likelihood of fixing their problem it's like if your problem is you've got a glass with a hole in it and someone is trying to help you fix that glass and you say well even though

there's a hole in it it's underneath the halfway the the hole is above above the halfway mark which means we've still got a glass half full you'd be like yeah but but 50% of the space above the hole is empty right so you Need to force people's perspective to look at what's missing not look at their 3% success rate because if she's like well I've got a 3% sex success rate no you've got a 97% failure rate and what they choose to look at is going to determine their future actions and we have an ethical

Duty as salespeople to move their Focus onto the things that are going to allow them to Excel and to move forward which by the way is let's look at all the things that aren't Working and how badly they're not currently working so I would always flip the 3% and say so 97% of and if you really want to nail it so 97% of all of the time and effort that you spent over the last four years working with agents never got them to a 5 million a year experience level and she's like oh [ __

] because now I've also added in the words time and effort so she's like remembering the stories all of those agents that I worked with and the the Meetings and the late nights and the early mornings and the hours and the effort and the arguments trying to get them to produce more [ __ ] 97% of that was a waste of time question for you Josh this hypothetical I can see some prospects that I talked to they might get defensive here or maybe try to flip the ownership and say because because here's the statistics the

real estate agents don't stay in the business for too long The statistics is most of them actually get out of the business in like two years like 89% why why is that they they come from a nine-to-five world and they don't realize like how much money it takes for them to get their license keep their license they have to pay money on marketing um they're they're not willing why does how much money they have to spend matter because they're not willing to Invested is what most agents is why most agents fail so why why are

they not willing to invest that money just wrong expectations getting into the business thinking that buyers and sellers were just going to fall into the lap so they never thought about paying for leads they never thought about marketing themselves would they pay for those leads and continue to pay for their license if the return on that investment was significantly greater than the Expense yep so is it an issue with the cost or is it an issue with having a proven system that allows them to get a multiple on that investment it would be the lad

and I see what you did there and who in terms of the downline who is in charge of making sure that the time and the effort and the systems and the processes are generating a significant return on investment for the agents in your downline that would be me as the team Leader and so I understand you're trying to kind of flip things around and say that well you know people leave would they have chosen to leave your downline if you had processes and had systems and had you know the right things in place where it

was a great opportunity for them to stay working with you um well Josh I I think I think I do have the right yes or a no is is fine sorry what was your question would they have choosen chosen to leave you and leave The industry if the amount of money that they were generating was a significant multiple of the money that they were investing to have their license and to have the other expenses that you said for example if they had to spend $115,000 a year but being a part of your downline they were

taking home $500,000 a year would they have left no they wouldn't have left okay so is it an issue with the industry and the market and agents or is it an issue that you Don't have what you need to keep your agents I can't argue the facts I mean looking at the statistics I have a 97% failure rate but I I I just don't know what the problem is because I'm giving the agents the leads I'm providing them with the opportunities but they just haven't like followed up with the with the leads you know we're

in the business of sales so I don't know if it's I don't have the right agents that are motivated and Hungry but I I I'm providing with the infrastructure that they need to to get deals done I I just don't know what the issue is okay well so either way you have a potential issue with what you're giving your agents in terms of lead quality and systems and processes or you have an issue with attracting better agents so either way who who's got the issue uh that would be me right like he's he's trying to

say it's the agent's fault Then or it's the industry or the to this it's like well who's attracting the agents you where wherever wherever this Prospect wants to try and take me I will bring it back to it's on you does that make sense that makes a lot of sense a lot of Agents do that and I feel like I let it slide and then that's probably why they didn't give me [ __ ] objections because I and and also remember that your second order and third order and fourth order Consequences or challenges that you're

trying to solve are a repercussion of the stuff that we've just trained on for the last 10 minutes all of I think I've given you four or five additions that you could add into the first three minutes of your sales call when you start doing those things the agents are going to be significantly less likely to try and take the ownership away like oh it's not my fault and so as opposed to later on in the cor thinking [ __ ] why Are these agents trying to say it's not their fault or take the frame

or whatever it's like focus on why that's happening and I I would bet money that if we do if you do what I've been telling you to do for the last 1550 minutes you will get a significant reduction in that happening on your sales course if not complete elimination okay all right go start wherever you want to go from the RO okay so Nicole last four Years one out of 30 that's a 3% success rate which means in the last four years of all the agents that have worked with you 97% of the time and

the effort that you have put in to try and help them get to five million a year has just not worked yeah okay the other 10 agents that you have right now just to understand where are they on average ballpark uh to to do this year in Volume um a few are very new so definitely ramping them up but on average I would say two to three million you know what Justin I misled you I would do this like this and the reason for this is that the way I just told you to ask that

question you're kind of giving the prospect room to just make up a [ __ ] number well I think on average they're all at 3 million what would be very interesting is if we did you know 3 Million time 10 plus the number for the two agents what you would find is that the number that she has calculated would be much bigger than what her actual yearly gross volume would be because she would have inflated the number so the better way to do it would have been would have been this okay so you got 12

agents two of them are doing blank so did what did we ask her what the two are doing that they're at five minutes I I said on Pace but I don't know what that Means what are they doing I I should I I guess I should ask how long have they been with you for oh more than a year okay last year what did he do I think I believe it was March and June was what Nicole said so that's this year that's March in June 2024 right so up to this point oh that's a

good point right that's a good point okay we're now in January that's a very good point so you could do that you could say okay well you know from March or June when when Either of them joined to now if you to just ballpark it to the closest couple of hundred thousand what have they generated and she says 4 million and 4 million just to keep random numbers you say okay got it so so they're at 4 million so thereabouts they may hit the 5 million you know come March and June the other 10 agents

I want to calculate that so for the total year like if we said the last 12 months what was your total volume per year and she Says make up a random number 100 million she say Okay 100 million minus the 8 million so we've got 92 million 92 divided by 10 agents so your average agent is 9.2 now those numbers are completely [ __ ] up now because we were saying 5 million should have been a super high level but you what I'm doing I'm taking the actual numbers and dividing it by how many agents

you've got to get an average as opposed to if you ballpark the number what is the Average cuz they'll tell you a [ __ ] number and then you'll ask for their total yearly and you'll be like well that that doesn't equal that right so they've they've wriggled through what would be called our choice of questioning giving them wiggle room giving them the opportunity to kind of twist the facts a little bit which why do people twist the facts they want to twist the facts because the truth is painful when we're talking about a Challenge

or a problem the more I can twist the facts the less feeling I have of reality if we were doing a fitness offer and you say you know oh how much do you weigh oh 300 okay when did you last get on the scale oh that was about a year ago okay and obviously we're on a call now about losing weight has your weight gone up over the last year stayed the same or gone down it's gone up okay so when you did weigh yourself a year ago what did you weigh oh well that was

£300 ah so it was 300 a year ago and you've gone up weight but you just tried to tell me that you're 300 you you see what I'm saying like that's what people do because it just makes them feel better our job on a sales call sadly is to not allow the person to feel better it's to allow the person to feel as bad as it really is if we get the facts and they don't feel bad then there's no sale which is fine it's not that bad if we get the facts and they're like

[ __ ] I Feel terrible well you feel terrible because that's the reality that you've been denying and by being in denial and not feeling the reality you've chosen to not take action our responsibility as sales people is to get people to feel how bad it really is does that all make sense guys yep that makes sense my question here then on the data Gathering just so I don't get conf confused because like with an agent team and a downline there is always attrition People come and go so would it just be better to just

simplify it Nicole last 12 months what was the total volume that your team did and then how many agents that did that consist of and then I get the average there and then now I have the actual factual average correct okay y good and then to really tie that in I would then say I would want to try and calculate a percentage of the difference between the Performance level of the other guys or girls and the top guys or girls in other words so 10 of your people are producing 3% of your volume meanwhile the

other two are producing 97% is that accurate wow so that's the difference that you're facing as far as output by not having the ability to attract the experienced people the more you can statistically show the differences between things how high something is how low something is the Gap between things the more the the picture is clear in the prospect's mind does that make sense yeah usually it's even worse than that Josh usually it's the team leader that is still doing 80% of the volume of the team so like that whatever Nicole says total volume of

the team most of that would usually be her production so then we splitting whatever little bits of pieces between 12 agents and it's really nothing even worse yep yep yep that makes sense and That's where you're going to then lead into challenging the prospect because what would I say there's no scripted line but you could say so you're producing 98% of the production of your business meanwhile you have the time and attention to manage another 10 agents why are you even bothering with those 10 agents and then she probably has to say because I haven't

been able to figure out how to attract Any uh experienced agents but I want to get off the phones so I'm trying okay well it sounds like a lot of wasted time right so I'm making them see that not being able to solve the agent attraction is causing them to have all of this complexity and volume in terms of people in the downline that aren't even producing any work in other words you know it genuinely would be better to have 96% of the business revenue and Zero people but then you have to ask them to

tell you why they don't want to do that so I would un I'd say well why don't you just fire them all sounds like a waste of time well no Justin because I know I need to build a down line because of this goal which I won't hit on my own and or because I don't want to be the one producing deals anymore okay how long have you wanted to not be the one producing for oh 10 years so 10 years you've been wasting your Time and effort attracting low caliber agents wanting to get out

of the production yourself I mean trying to figure this game out for 10 years and not being able to how has that impacted you right you see where I'm going I'm just going to keep going and going and going and going until they're like Yeah I'm an idiot and I'm wasting my time makes sense go from wherever you want you can go back you can start where where we just finished wherever you want Got it okay so Nicole just to get an idea here last year last 12 months the total volume of your team what

was that total volume was 30 30 million that 30 million are you in production at all yeah okay how much of that 30 million was your production oh about at least 85% 85% so just get out of calculator here 30 [Music] million about 20 25.5 million was your volume of production so that means about 4.5 million was split between how many agents in the last 12 months oh we're doing 12 months oh yeah so sorry I was basing that off the last couple of years so then that's different I don't know these numbers are screwing

me up um I Mean it's still decent I mean you're giving pretty realistic numbers so okay good um so so yeah that was off of let's see I brought on the the four new ones this year so that was eight agents yeah eight okay so on average 4.5 million divided by 8 your agents are doing about half a million a year in volume yeah and you need them to be at five million a year Yeah so I would also be curious to ask I I forgot the number Nicole or Justin what what is the volume

that the owner is doing so Nicole per year doing 25.5 okay 85 25.5 million yeah so I would I would say to Nicole so why do you think your agents are only producing 500,000 when you're producing 25.5 million why do you think that is maybe spending I don't know maybe too much time on my own pipeline instead of the Others why why would you be spending more time than your agent should be spending is their job not to spend all of their time on the pipeline maybe it's just because they are so inex experienced and

I okay so go so what what is what is your experience in regards to you know is is it years that you've been doing this that you think is the difference in experience or when you say experience relative to those other people what do you Mean well I've been doing it for a lot longer for sure how long how long um I've I've been in the industry for 25 years okay so you've been doing it 25 years do you know on average how many years of experience you're average agent has one to two Okay so

aside from the the time you know one year versus 25 years any other particular reason you think they're producing so much less than you um maybe the training okay who who's Training um I mean what we give them okay so you you might not have the right training to help them produce it closer to what you're producing is that what saying right okay anything else maybe drive okay so so actually uh not the Technical Training but like the leadership and the the way that you motivate them kind of like internal stuff as well okay and

and do they get anything On that from your team in house yeah they do okay but you don't think it's working at the level that it it needs to be could be part of the problem okay so Drive training experience anything else probably about it okay you see what I'm doing Justin okay so it's experience training drive so then what I would say is so if we broke that down into two things that is costing you to have agents that are basically producing you know 500,000 as opposed to 25 million on One hand you've got

your agent attraction you you're not attracting people that have more than a Year's experience of more than two years the other side is once you attract the agents your retention and development and training both Skillet training and drive and internal and you know the the call it motivation that also isn't where it needs to be so it's both your attraction and your development inh house that is causing You to not be able to get agents that are producing closer to what you're producing is that accurate yeah right did you see what I did there Justin

so I'm saying you're not attracting the right agents and once you attract them you don't have the right development or whatever to you know to improve them so so that that's where I'm questioning then Josh because my program doesn't solve for that then it only solves for the attraction piece so then Where do I go from there do I ask her from those two factors which one do you feel feel you need to solve for first do I do I ask her something like that yeah you could say that or I could just say you

know do you have a preference Nicole in terms of like you know let's say we could wave a magic wand and you could just have experien people that are already trained and already are maybe More professional and they have their own drive would you rather just attract them or do you want to like train people up and you know give them the drive do you have a preference there um I would prefer to just have experienced agents yeah okay any particular reason why I mean my long-term goal is to be able to step away from

oh okay interesting so you you don't even want to be facilitating training facilitating motivation having To rarr everybody together and you know keep the mat producing you just want highly experienced agents that are driven that are well trained that are just to come in and allow you to get out of the business whilst growing the business exactly okay you see what I did Justin it's just like well I can just you know it's like I sold you into a question that gave me two things but then I can unsell you out of the thing that

I don't want you to focus on if I Want to which you might be like well what if it goes the wrong way and it's like this is where you have to lean more into your beliefs which is they booked in a call on an ad that was about agent attraction not on an ad that said internal training for agents in other words my belief is well they probably don't want that thing otherwise why the hell are they on this sales cour so I'm but if I try and force them that direction they'll feel that

I'm trying To lead them in a direction and then they'll back off they'll be like oh I don't want this guy's trying to sell me his product whereas if I'm like well do you want to do that one they're like no I don't want to do that like oh okay interesting Co coincidence so it's not a coincidence it's an inbound booking they saw an ad that said agent attraction not an ad that said training and motivating for your team make sense y that makes sense and then where I go from there Then if Nicole says

I wantan to get the agents why then I could just ask you why do you think you've been only attracting agents with one or two years of experience in the last four years correct so so you want agents that are experienced enough that they could be producing what you're producing so and by the way now that we've got more information we have to start contextualizing what we're saying so Instead of saying why do you think you've not been attracting more experienced agents the question needs to be loaded with so why do you think you're not

attracting more experienced agents that could be producing ing closer to the number that you're producing which would allow you to leave the business in other words to get out we're contextualizing everything together we're we're like connecting the dots rather than just saying why are you Not attracting agents it's like well I'm I'm not why are you not attracting the agents that would allow you to accomplish your goal that you want to accomplish you see how we're bringing everything together now that we've got more information another thing that I need to know is why do you

want to leave the business right and also how many agents you need to to leave the business is another very important one if that is her goal so I wouldn't ask agents I Would say what would you need to what would you need to be being produced by agents in terms of volume so that you could leave because it's not the volume of Agents Justin because that deter that's based on the experience level 10 agents is currently producing a four four whatever the [ __ ] number was four million yeah so it's not how many

agents it's how much gross volume do you need from a team of agents and then we could Reverse engineer okay you know what experience level do you think that would be oh I think I need people that have four to five years that would be on average each producing blank Okay cool so that's what you need and this is what you have why hasn't that happened and then we're just going to keep going from there got it clear yep clear just a lot to like be like holy [ __ ] um okay all right so

eight agents doing 4.5 Million and you're doing 25.5 million in the last 12 months why do you feel like your eight agents that are each doing half a million a year are not able to replicate the level of production that you're at being at 25.5 million um possibly because I I just have more experience okay when you say experience what exactly do you mean Well I I've been in the industry now for 25 years and most of my agents have you know one or two years under their belt okay another thing that we can do

always playing the mental maths what's 25 divided by one or two let's just do it by two 12 so you play that back to her so your agents are 12 times less experienced than you are she's like oh [ __ ] my agents are [ __ ] retards right because so we're always Doing the maths and we're we're giving people different perspectives so one or two years experience versus 25 years zero versus 12x it's like when you do maths at school and it's like 50% as a fraction one over two a fraction as a decimal

0.5 like the more different ways you can give people to see the information because people are different some people have the click moment when you got her to say oh I have 25 years experience and They have one other people have the click moment when when you're like so you're 12x you're you're a multiple of 12 more experienced than your agents and I would probably just say wow and then she's like oh yeah man like I'm I'm basically running an office that's like a kindergarten like I've got like children with me that just are like

12 times less experienced than me and they might then have the click moment make sense yep Makes sense so you have 25 years of experience in the business your agent has agents have a one to two years so you're roughly just highballing it here agents have two years 12 times 12 to 13 times more experienced than your agents yeah okay I lost my train of thought hold on I was going to go somewhere then then then you could Say so why do you think you're attracting agents that only have one or two years of experience

meanwhile you're 25 times more experienced than them why why do you think you're attracting that low level of Agents gotcha would it be appropriate Josh to to also ask like sort of like a unell here cuz at this point I don't know why Nicole's wanting to build a team right at this point could I also go in a different direction Where I could just say okay if your agents are one to two years of experience have you ever thought about just going by yourself and just increasing your own production because I could be like it

sounds like you saw a lot of work because you're right like what you said earlier how um she's probably doing training with them and all these things so like why not just go off on your own and just being and then her goal will come out on why She wants to build a team that's what I was thinking actually exactly so I would absolutely go that direction if we didn't already have the information that she has said I think twice I want to leave I want to buy my way out because she's already told us

I'm not going to ask her why why don't you just get rid of the agents cuz she's told us she wants out so it's obvious that she needs the agents so my question is going to be why Do you want to get out right remember the training we did on the the big live Group Training where it's like you have multiple choices of what you can ask you have to pick the choice that's going to be closest to the truth closest to the red hot sun which is like there's something going on here this lady

is doing agent ction running a downline but she wants to get out of that that's where the juicy stuff is going to come about you know I know it's a bit weird Me saying these things Nicole because you know this is a roleplay but it's like oh I'm I'm getting older and I want to have kids and if I don't have kids now I'm going to be too old and then now we've gone from we're not selling experienced agents we're selling the removal of the potential regret of not having kids now and try buying in

5 years and finding it's too late you see how we've made that massive bridge now from like we're selling some tangible [ __ ] to we're selling the meaning of life for some women I have to have kids that's that that to me feels like what I'm on the planet for okay well you know you've been trying to figure this out for four years so if you don't is it realistic that another four years could go by I mean I know you don't know your body clock but you probably have a feeling or maybe you

have a amount of years that you're willing to roll the dice would you be willing to keep trying What you've been trying for another four years and not having kids and the lady's like no wait [ __ ] no like that that's too risky for me I'm not willing to not willing to wait another four years like that's highly likely that it may be too late as an example does that make sense Justin yep that makes sense and then at that point we're that deep then the question is are you at that point where you're

ready to make a substantial change in the way how you get agents yes But I would phrase it as why like not are you because we've had such a deep conversation then I would phrase it more as so you've been trying to figure this out for four years you want to leave so that you can have kids before it's too late was there any particular moment that kind of pred you to book this cool with you know thinking about kids and realizing you're basically trapped in the business and you won't be able to do that

where you thought I need outside Help I I need to fix this one way or another I'm going to book a call what was kind of the the moment for you and she'll say had a conversation with my husband blah blah blah blah blah and she'll tell you the moment I wouldn't have phrased it as are you at the point because she just told us that there's some deep [ __ ] going on so I'm going to say so you now tell me why that thing is connected to the Here and Now what was the

the momentary change where you said I need to speak to someone I need to click on an ad book a call and fix it then the final question is going to be a trust question which is just so why us like what was it about our agent attraction that you felt like these guys can help me and and you know and also I've said this on a previous training because we've had such a deep conversation the way that the prospect now answers that question is like it's already pre manipulated it's like well I Liked the

[ __ ] color scheme of your logo it's like that doesn't have any [ __ ] connection to whether we can help you but because she's now as the phrase goes looking at things through rosec colored glasses anything that I ask her to tell me about why our company she's now going to sell herself because if you haven't gone deep and you're trying to ask someone why do you want to work with us they're like well I don't I don't know if I want to they're They're trying to find all the reasons that they don't

because we've had such a deep conversation where she's like Justin has helped me figure out my my my financials why it's going on the importance that I fix it the consequence if I don't fix it she is now so connected to Justin that her belief is T Ed it's like well I just I just liked your hairstyle on the vsl so I thought you can help me I'm being factious but it's like they they sell themselves on The idea because they want to continue the engagement that they're having with you on the sales call with

the business with the Fulfillment team they want to continue that momentum they don't want to change path they don't want to change direction you've already started to create that connection so now they just want to follow through does that make sense yeah that makes a lot of sense I I was just going back to sort of the middle part of the discovery where we Get to a point where I asked Nicole like why she wants to get out I I don't know if how often a prospect tell me is because they want to have kids

a lot of Agents I talked to they already have kids and they being an agent um but usually what the pain point is is that they have to work the evenings they have to work the weekends they have to what's on on family time because of that it's stuck in traffic um well stuck in traffic and Working late hours not important what is it about those late hours missing time with family how many kids have you got what are their names what are their ages What specifically are you missing out on putting them to bed

can I ask you a strange personal question yes did your dad put you to bed yeah okay H how do you think that impacted your you know future well having a dad that was present I think it really gave me a good start to the Future if you were to just imagine what do you think your life would have looked like if you had a dad that wasn't present right I whatever the [ __ ] you want to say I'll just go deeper and deeper and deeper and deeper and deeper into whatever you tell me

if you tell me you know stuck in traffic then we'll we'll find some nonsense about why stuck in traffic is so negative for you but it's not the first layer it's the 19th layer on the thing that they told you Where you're like oh that's what's going on make sense yep y all right so go from wherever you want if you want to go from you know why why does she want to get out we can role play that okay sure yeah let's do that uh so ni Cole you mentioned you want to build this

team because you want to stop producing yourself why is that well um you know I'm just I'm working crazy hours And um I have two little ones at home um I'm working weekends I'm working sometimes holidays I'm we I'm working nights um and so yeah I'm just working so so much I want to take a step back how old are your kids exactly how old are my kids yeah yeah six and four okay when you have had to work late at night and you're working weekends and you you Can't be there for them how do

you think that impacts them hang on we we're jump we're jumping Justin am I jumping see this the part this is the part I struggle with because I'm like jump we're jumping from layer one to to layer 500 there which is fine at least you're jumping but we got to we got to you got to massage it a little bit so it would go do you want me to show you what I would do to get I I I I feel like I have a hard time having this Like deep personal conversation with people it

will be a lot easier if you take it step by step if you try and go from data Gathering to you know what is it about not being with your kids that's such a a challenge it's going to feel like Whiplash it's like abrupt so I just say okay good so you got two kids six and four and you mention you want to take a step back tell me about that um yeah I just want to take a step back um you know my husband what what does take A step back mean to to you

specifically I mean ideally I want to build out my downline and you know have it just do its thing you know I I want to be able to work like right now I'm working like 60 70 hours a week and I would love to be able to work you know 30 okay when when I heard you say step back maybe I just misinterpreted it I was kind of imagining that you want to step back from the business and Into a different reality maybe that's related to what you're saying about your kids is is that is

that accurate yeah I just I can't keep working the way that I'm working now okay and so you're saying 60 hours plus down to 30 take a step back what do you want those extra 30 hours for in in regards to stepping back to something alternative oh yeah I mean I would I would take the time to spend time with My family maybe take a vacation um with them and just be able to be around more you know drop them off at school pick them up from school go to their school activities um that sort

of thing okay you you said be around um how much would you say you are around at the moment for your 6-year-old and your four-year old usually just in the mornings uh like so how how much time total a day would you say you see them four Four hours four four hours a day okay and you mentioned that's in the morning so there's any time in the evening sometimes by the time I get home my husband's already put them in bed and they're asleep okay and I kind of get the sense that that's bothering you

yeah yeah it it definitely does and he's he's also not happy about it as well okay if you were to um focus On which of those is most important at the moment I know they're both important but just to kind of hone in on something are we having a conversation about how this is affecting your relationship with your husband or are we having a conversation right now about how this is affecting your kids definitely more the kids okay for sure um he's he's also voiced that it could be affecting the kids too oh so it's

it's not that it's Affecting your relationship with your husband it's that your husband has told you it's affecting the kids yeah and you potentially feel it's affecting the kids as well okay um what exactly did he say to you well like my daughter especially she's four and she's always just asking him where is Mom okay and you know sometimes husband and wife have differing opinions where does your opinion lie as To what your husband said to you I mean I definitely agree okay but um you know just because I he's the stay-at-home dad pretty much

so um non-traditional I guess yep but um sorry just one second I I sense a bit of um not resentment but kind of like like he doesn't get it kind of thing like kind of a little bit of resistance not like hey my husband's completely right I I need to get I need to figure out this downline and I need To make sure I'm there for the kids I kind of sense a little bit of like maybe well well I just have to work and he has to take care of the kids and that's just

the way it is or or am I missing something um yeah I I think that you know I do have to work like I I have to you know I'm the one bringing home the bread so um yeah and like just especially lately just having to work so many more hours To be able to keep keep everything afloat and keep everything moving forward okay and so what I'm wondering then is like are you at a point where what your husband's saying and your opinion of it and you know the fact that you do have to

work are you at a point where you're like no I need to change this I I need to fix the downline attract higher quality attract more experienced agents that can produce you know the 40 20 million Whatever the number was that you're producing and take a step back and be more present at home or are you at the point where you're like yeah I see my husband's point it it probably is affecting the kidss but no I I just have to keep working and and it is what it is no I'm definitely at that point

because I would prefer to take a step back too oh so you also want to take a step back do you mean like for your own health and happiness or or are you referring to you Want to take a step back for the kids or those separate things no definitely both okay both okay why do you want to take a step back just for you my stress is just the highest it's been um and i' I've been prioritizing obviously work over myself my family and it's not good okay can you give me example of like

something where you've prioritized your work over yourself like what what over yourself have you let slide sleep okay sleep Health Nutrition okay okay so so stress yourself in general your health your nutrition your family your kids is there any conflict between you and your husband over this amount of hours that you're working because you don't have a downline that would allow you to move away from the business take a step back he's very supportive but yeah he's just we're both on the same page you know that the kids Are young and they want their mom

to be around all right I'm going to pause there you see how many different layers I'm getting just in husband issue with the husband issue with the kids issue with her own health our own nutrition now this is probably going to be one of those sales where it's not the one thing that I'm going to say how much longer do you want to affect the kids it's a a a whole cart of things it's your health your nutrition the husband the kids Herself you know but the accumulation of all those things is enough to make

a sale yeah that that makes sense do I need to go specifically into how it impacts her kids because it's like okay you four-year-old daughter wants you around like how I think of it maybe I'm insensitive I'm like okay like you know like do I have to talk about like how that impacts her kids or how she feels it would impact her kids or like just to Go deep yeah so the the way that Nicole phrased it was the kids want their mom there which is interesting use of language because it's not I want to

be there for my kids it's my kids want their mom there so I would challenge that a little bit because it's interesting it's a little bit of um Detachment from its something I need to give my kids versus well I think my kids are needing it so I could say something like okay got it so I'm clear on you Know husband stress Family Health Nutrition Etc the kids you said that your kids want their mom there how do you know that because they they say it to my husband all the time what exactly do they

say oh when he's giving them ready for bed tucking them in you know they'll be like where's mom like can she read to us can she tuck Us in and he just has to say that I'm at work okay and in regards to your kids wanting you there to read To them and you know put them to bed how do you feel about that as far as Parenthood yeah I would I would love to be there for them um do you feel it's something you need to give your children or do you feel it's something

that would be a nice to have but if I can't then I'll just keep working or how important is that do you feel I think it's very important I I was lucky enough to have my mom be able to Raise my brother and I and she worked from home and what about what about that makes you say it was lucky in what way did that give you Fortune benefits a great relationship you know with my mom and how did that affect you growing up like how did that affect your going into the world um probably

more stability I guess um I felt loved and cared for interesting how do you feel you would have felt in regards to being Loved and being cared for if your mom and dad were only around four hours a day not much how do you think your kids are feeling the same thing okay how does that make you feel like a ter parent right you see how I I'm looking I'm looking I'm looking I'm looking I find it I'm like oh okay but it's just questions J just keep asking and more questions it all makes sense

but like the thing that I didn't see is like what About that makes you feel lucky like I was like whoa like where did that come from like everything else you asked I'm like okay I'm tracking I'm tracking I'm tracking and then the the the little words that she said like it's lucky allowed you to get into that which then got into the of the stuff I completely missed that like didn't even notice that and I'm pretty sure Nicole didn't even notice that either she was like oh wait I Didn't it's crazy I don't know

how you you caught that it was okay so let's break that down so there's a few things how did I catch that and you'll spot on that the prospect whether it was a real Prospect or a a roleplay they don't even know what they're saying but it's subconscious I was lucky because my parents are around well I'm going to get you to tell me why that was lucky cuz now I'm getting into your it's not even your values it's your Life experiences it's like you feel that you had a lucky experience of Life both past

present and future in relation to your parents being around that is something that you believe so strongly that it's coming out into your vocabulary it's not even conscious you didn't say I'm going to tell this salesp person that I'm a lucky person cuz my parents are around it just came out some consciously so the first thing is to realize that people's choice of words is So deep inside of their perception of reality so that's step one so I know that what people say is a a doorway to their reality then I want to open the

doorway and get them to walk through it and start describing things to me oh you know well I had this and you know I guess that was so good because of this reason and that allowed this to happen and that created this future and blah blah blah blah blah okay so that's the second thing is getting Them to explore it and talk about it then I was able to connect it to previous information which is okay so that's what you had I'm curious how does that compare your lucky reality to the reality of your kids

so I'm showing a a contrast before and after is like well if that was lucky then if my kids have the opposite that must be unlucky I'm getting them to see the parallels and then and then it's Just emotions it's okay well how do you think they feel how do you feel okay are you at the point where you're willing to I could say something very technically technically worded which is are you at the point where you're no longer willing to Rob your children of their own luck of having a lucky upbringing I could say

a lucky upbringing are you are you at the point where you're no longer willing to keep robbing your children of a lucky upbringing is that something you're Willing to keep robbing them of no why not wouldn't a better word chice Josh be uh loving and caring because she also used those words as well probably even better probably more impactful exactly okay so you know are you at the point where you're no longer willing to keep robbing your children of feeling like they have a loving and caring mother she' be like you're [ __ ] and

it's like you're you're selling such Deep societal Norms it's like for her to turn around and say I'm not going to buy would be like what like you're just going to ostracize yourself from society by telling yourself and everyone around you that you're not a loving or caring mother and you don't care about that like it's impossible possible to give me an objection it's not even possible to give me a financial objection if she's broke she's just going to get to the end of the court and be like [ __ ] I need to Go

and find the money somewhere cuz the money is less important than continuing to be not a loving and caring mother so then they'll just solve their own Financial objections yeah but your spot on the the the key is to see things oh she said a lucky upbringing well what does that mean that's interesting it's it's bewilderment it's curiosity say oh lucky like that's an interesting thing to say cuz I'm not thinking about my next Question I'm not thinking about my scripted line I'm listening to what is in the here and now which is you said

something interesting I want to talk about that the prospect is the The Guiding Light The Shining Light of where the answers are if you say something I'm listening and then when I hear it I'm going to ask you more about it and if I just keep following that Trail of Light I'll find the way to connect everything together how does one train themselves To pick up on these small things how do you train yourself to pick up on these things I think it's I think a massive part of it is tuning out all of the

outside noise so when you if you had a picture where it's all different shades of red like dark red light red whatever and then in the middle of the painting was yellow it's so obvious it's like well there's a completely different color in the middle of the painting that is the same that's A visual explanation but that's the same with our hearing we hear so much but you've got to be able to to see how a lot of stuff Blends together but then there's one thing that is different and you train that by silencing the

rest of your mind when you're on a sales score and just really really really listening to what the prospect's saying and you know if you really silence everything when someone says it's lucky you'd be like what do you mean what do you mean It would just be so obvious to say what do you mean another reason why sales people don't uh train this ability is because they're trying to make a sale as opposed to just trying to be curious I didn't I didn't know that asking you about lucky was going to make a sale I

just I thought it was interesting and if I follow what's interesting I'll find what's meaningful and if I find what's meaningful then I can make a sale because value is a sale Value is attached to meaning meaning is attached to what stands out if if nothing stands out there's no value there's no meaning so I'm looking for what stands out okay all right that's we'll leave we'll leave that role play there I'm going to summarize these key points here um so do you have any other questions guys either of you no no was that useful

Justin did this is so [ __ ] useful like holy [ __ ] The first two minutes I was like already and then and then we just got to like the rest of the discovery I'm just like I can't believe how many times I just let Prospect just just like even like the the the problem like the opener like okay so you are getting beginning agents but you're not getting exper like that was I was like oh I like that one like hear that I'm like no that that was really useful thank you Josh my

pleasure brother all right so there you Have it that is a inaction scriptless selling training roleplay and a discovery we covered a number of different things but I'm going to break down some of the key things that will completely transform sales for you so first one Gathering more data the devil is in the details if you miss some of the key numbers in the prospect's mind when they're trying to figure out their situation the problem whether they want to stay in that situation it's like a Map that has holes in it if you have a

map with holes in it you can't use it to get to your destination each of those little sections of the map are pieces of data so when you're at the front part of a sales cor you have to keep keep keep keep keep asking questions until you've gathered all the data so that before we try and make a trip somewhere or change the person's life or get them to take action we actually have the whole map so that's the first thing second thing is Frame control Justin was saying you know it's crazy how you start

to feel the shift in the frame frame is who is perceived as the expert who is perceived as the person that needs the sale the least how do you do that you do that by taking what the prospect's saying and flipping it back on them but in the process of flipping it back on them you're removing all of the pieces of information that are not as important and what that does is the prospect now Looks at and thinks holy [ __ ] this person is assimilating everything that I'm saying and thinking and feeling and honing

in on the most important things part of being successful in life is prioritizing things what a prospect is giving you on a sales schol is information key piece of your job as a salesperson is to prioritize the key pieces and remove everything that is not the most important thing next challenging people you don't have to Chen the prospect with objection handling tracks and analogies and reframes 99.9% of the time the data is going to do the challenging for them and if the data does the challenging they're not going to shoot the messenger they're not going

to think you're trying to challenge them you're trying to provoke them they're just looking at the facts and they're going yeah this is pretty [ __ ] I don't want to continue running my Business like this so don't be thinking hey how do I train to challenge my prospects focus on gathering enough data so that the dat data challenges the prospect's reality next one is ownership over the problem you get people to take ownership over the problem by actually not trying to sell them say well why don't you just do this and then the prospect

says no no I don't want to do that the more you try and force the prospect to take ownership of over the Situation the more they resist it that's just laws of physics every Force has an equal and opposite Force if you try and force them to take ownership they just reject it they just don't want to do that final point is listening and how to have such a deep conversation that you hear things that 99.9% of sales people it would just go right over their head and those moments where you hear something and you're

able to go well hang on let's just put a pin in that Tell me about that you then find the goal you go so deep into the truth of someone's reality that it would be ridiculous for them to not decide to take action and buy on the call right there and then we saw that at the end there with the prospect that Nicole was playing saying well I think I was really lucky to be an adult that had children uh to be a a child that had adults that were loving and caring and they were

present and they were around I said well Why why do you think that's lucky now we're getting into her entire historical Arc of how her life Changed by having that one thing in her fundamental years as a hypothetical child that she would have been as the as the prospect you get into all of that what you find happens is that you're no longer selling the material thing that you're selling you're selling something so much deeper than that and what that does is it makes the price of what you're selling seem so Small in comparison as

well as the fear of getting out of their comfort zone that making a decision and taking action right now is just inevitable now that was a lot of different things we do training like this every single week inside the Unicorn closer Mastermind now this was about an hour and a half we typically train on these things for 4 hours every single week if that is something that you think is going to benefit you as a salesperson to make More money to have deeper conversations to also enjoy selling a lot more and to start learning about

human behavior there'll be a link somewhere around this video you can click that link take you to a video you can watch the video and I might see you on the inside of the Unicorn closer Mastermind on the next live training I hope that was useful I'll see you in the next video